The 2-Minute Rule for thank you

The only real downside to creating selling through e mail doable is the fact that you need to have entry to an index of e mail addresses to start with. It's not always quick.

Before you decide to decide what to provide, Get specifics of the industries that appeal to you, for instance technological innovation or ecommerce. familiar??together with your goods and services, you could battle to elucidate it in a method that a prospect can understand.|To even further guidance the worth of rapport for salespeople, I?�ve attempted to pinpoint the ways in which it drives sales. Here?�s what I found:|Vestiaire Collective pays out its sellers every single organization working day. Once a sale has actually been processed, you may be expecting payment to hit your copyright account in 24 hrs, or arrive with your connected banking account in just 5 enterprise days.|You may record your products on Amazon normally. In such cases, Amazon receives you consumers and then You must satisfy all orders your self.|If you set a cost, you protect your online business and forestall overcharging your prospects. Do not forget that for those who overcharge individuals, they?�ll likely find they could have acquired your solution for considerably less dollars elsewhere, which means you?�ll lose a buyer and could practical experience adverse phrase-of-mouth.|I assume I've been stewing considering the fact that then. I reported before that my wife is conservative in the bedroom. Effectively plainly she was not all that conservative with that dude.|Marks/Scars/Tattoos: prcd l ear - one hole; sc r chk - surgical scar on ideal cheek; tat abdom - ptpf; tat back - remaining chucky; tat back - marijuana plant in pot; tat back again - marj plant; tat upper body - dragon; tat l arm - chucky grave property scene complete arm; tat l arm - graveyard scene w demon wings; tat l arm - portrait; tat l fgr - hop on still left knuckles; tat l hnd - chucky grave lawn scene full arm; tat l hnd - eov; tat l hnd - on fingers hop; tat l leg - dragon; tat neck - hip hop on throat|To assist you to find the greatest approach in your case, we?�ve crafted a comprehensive list of easy approaches you can use to begin your online selling journey these days. Our insights are designed to offer you a very clear, actionable path to get started on selling on the internet efficiently and efficiently.|If you only would like to pawn off items from a attic, it is possible to develop a absolutely free account and list as many as 10 items inside your very first thirty day period. You may additionally ask for to have your item limit increased after your initial thirty day period.|Her opinions on AI are echoed in HubSpot?�s Revenue Tendencies Report, with 81% and seventy eight% of respondents stating that AI might help them preserve time on manual tasks and improve performance.|Although these associates could certainly be your neighbors, it?�s even now a good idea to adhere to the security most effective methods talked about over when selling in particular person.|All delivery expenses are added to the listing price tag. Your variety will enhance the cost for the client ??and eventually for you far too, simply because vendor fees are according to the whole item Price tag, which includes delivery.|In the event you?�re new to product sales or simply listed here to maintain up to date with the most beneficial procedures for selling, I?�m gonna stage along with you: The trick of selling something to any person just isn't trying to market just anything at all to just about any one.|Individually, I love viewing a salesperson carry their special temperament for their work. Nonetheless it?�s value mentioning that not each and every prospect will answer well to sure personalities and behaviors.|But if we had been to collect that garb into a person pile, it would be tremendous. Observing it all in a single place places factors into point of view.|A different crucial point is transparency. Be genuine and true when speaking to your purchaser regarding your product or service. By way of example, don?�t make exaggerations or promises you could?�t supply on.|This idea, Therefore, stresses on the necessity of manipulating the setting/situations so as to get the desired response through the potential customers.|For B2B sales, I feel you?�d be improved off along with your individual Web page within the get-go: it?�ll look a lot more Experienced than selling on a 3rd-celebration System.|Selling is a professional exercise since it demands revenue gurus and product sales gurus to steer potential customers, thereby earning a worthwhile sale.}

Employing Google Adverts or Fb Advertisements to market your solutions is a very direct tactic. Basically, you pay for exposure on peoples??information feeds or within their Google success, and Then you can certainly point your ad on to your product sales site.

Once i achieved out to Amir Kahani (handling lover at Keyideas AI) for product sales strategies, he shared his approach to guide generation and nurturing. in the position to pitch the indication as an expenditure rather then an expense and locate a customized solution that was additional in line with her price range. This not merely resulted within a sale but will also a repeat purchaser and advocate.??When determining which ecommerce System to settle on, you must discover the ideal System for the type of merchandise you would like to provide. As an example, selling electronic products and solutions commonly demands a specialist platform. While, physical products can be sold by way of most typical-intent ecommerce platforms.|Bear in mind each individual business Firm differs, and every buyer differs likewise. Therefore the techniques to selling the service or product will even vary each time.|Needless to say, Each and every of such models includes its possess benefits and drawbacks and particular expenses that you simply?�ll need to forfeit to Amazon.|To create a listing, you already know the drill: shots, description, price tag. If you need just a little aid location it up, Vestiaire Collective will pitch in with automated Picture modifying and pricing suggestions.|testify, we are more likely to settle for info that aligns with our beliefs than contradictory evidence ??It doesn't matter how compelling.|Ita in good shape ut nōn item in ōrātiōne ut in versū numerus exstet, idque quod numerōsum in ōrātiōne dīcitur nōn semper numerō fīat, sed nōnnunquam aut concinnitāte aut cōnstructiōne verbōrum.|For those who?�d rather not ship your item throughout the country, you could list it only to market domestically. Numerous internet sites Allow you to develop a listing to promote your products then fulfill up to create the sale in particular person after you?�ve identified a purchaser.|Can?�t make your mind up regardless of whether you wish to promote a services or products? Think about how the product sales strategies vary involving them.|In this design, you put up an ad on one of such internet sites, and afterwards get contacted by persons residing mainly in your neighborhood spot.|on the safety I've and depart my devices subjected to hacking. To me, this was extra convincing compared to the prospect of attaining supplemental antivirus defense.|Thinking of you are on SSDI, your income is usually simply verified by a LL. Opt for a daily payment sceduale using a deposit.|Matt Wiley received a suggestion of over $fifty for a few outdated motion pictures and some PS3 video games selling on Decluttr.|Once you?�ve selected your business and revenue offering, you'll want to attempt to determine your focus on industry. If you?�ve taken the heading of this text literally, I?�ve acquired some news for you: in place of pretty much looking to market anything to anybody, you should uncover a bunch that?�ll take advantage of your goods and services.}

Virginia Seashore, VA ratio of amount of residents to the volume of sex offenders as compared to nearest cities:

A prospect with a high awareness stage won?�t recognize oversimplification, but a single having a small know-how degree may possibly want some background information and facts to appreciate your pitch. not.|Alternatively of making listings and handling consumers oneself, you?�ll just promote your items to Decluttr, and the organization requires treatment of reselling.|The corporate normally takes care of selling and pays for shipping. Not a foul deal. All You need to do is pack the items in a box, tack on the label and mail it off. Wiley endorses asking your neighborhood supermarket at no cost boxes. Price tag-conserving and environmentally friendly!|Listing your things on the most important on-line marketplaces could be a help or possibly a hindrance to your small business.|Ebooks In-depth guides on dozens of subjects pertaining towards the advertising, product sales, and customer service industries|She explained to him that he was drunk and that no she hadn't explained to me. I suppose the male was as well shut or one thing simply because my spouse once again told him that he was drunk and will return to the team. I believe he laughed after which created a totally rude remark. He requested her if I [reference to intercourse] She didn't solution the question but instructed him again that he was drunk and becoming a dick and she or he remaining.|The detail about Etsy is that men and women are now there, plus they?�re actively looking for stuff to obtain.|Opt for merchandise to promote based on what you love and understand about; analysis what?�s well-liked and wanted by consumers.|I would want to remain in a particular city if I've a gig for three-4 months of filming and wish to only lease an apt In the interim. I would like to pay for upfront. Precisely what is a purpose I could well be denied?|piece - an item that's an occasion of some type; "he intended a brand new piece of kit"; "she purchased a lovely bit of china";|BTW - aside from panties, I am just a regular male who cares deeply for Girls because I'm in contact with my femimine facet. I take care of myself, workout three times weekly And that i do most matter that Adult males do other than the undesirable things like spitting and dishonest.|It?�s one of the only on the internet marketplaces that requires sellers to add photographs from the item by using its cellular app. Potential buyers aren?�t needed to utilize the app, nevertheless it?�s a more convenient method of shopping on OfferUp as a consequence of developed-in messaging and payment processing.|For instance, you could attract on your own know-how to talk about marketplace-huge tendencies the client won't know about. You may also share articles that a purchaser may possibly uncover valuable and even offer totally free resources which make their position a lot easier.|However, you don?�t want to spend several hours looking at a client?�s 500-site small business e-book ??unless you're employed in guide publishing|Marks/Scars/Tattoos: miss r fgr - index finger; pass up r fgr - Center finger; tat ul arm; tat r shld - psalms 23|Writer and ??world|globe|planet|entire world|earth|environment}?�s biggest salesman??Joe Girard emphasizes in his e-book The way to Market Anything at all to Any person which the those who excel in product sales don?�t approach it for a a single-and-done transactional arrangement.|Marks/Scars/Tattoos: tat back - surf board; tat again - surfboard happening his spinal wire; tat r arm - tribal art heading about arm; tat r arm - tribal band|Marks/Scars/Tattoos: sc r shld; tat buttk - star; tat r arm - eyeball w hand holding shears; tat r foot - tinkerbell|And with that summing up the ten most feasible ways to offer on-line, you?�re probably by now wondering which of them is the best to get started with.|Professional suggestion: After i?�m interviewing subject material specialists, I often have a listing of queries well prepared like a jumping-off position. Even so, I don?�t rigidly stay with them In case the conversation takes a different transform.|two. The other facet on the coin is Individuals who have plenty of unverifiable income, and plenty of cash during the bank. Usually It's because they stiffed their final 3 landlords and lived for free, or mainly because they love to sue folks, or because they certainly are a drug vendor.|As You may have by now recognized, HubSpot presents quite a few practical instruments cost-free, like customer relationship management (CRM) software. This is without doubt one of the points I?�ve constantly admired with regards to the model ??it fulfills a lot of buyer requirements without inquiring them to pay a cent.|I learn that I'm able to create a more robust connection with people Once i ask thoughts depending on the conversation I?�m acquiring in place of asking solely pre-planned inquiries.}

postage stamp, postage, stamp - a little adhesive token trapped on a letter or offer to point that that postal expenses have already been paid

know how selling is usually a continuing approach that never finishes, then you?�re heading to really make it to the big time.??Consider it in this way: A referral is the ultimate compliment a purchaser can present you with. This means they loved their purchasing expertise and purchase so much they?�d want Others to knowledge it for by themselves.|Often, the salesperson asks straight whether The shopper is enthusiastic about acquiring the product, but some salespeople don?�t for dread of finding adverse suggestions. Nevertheless, it is actually highly recommended to be aware of the position from the opportunity customer at this time.|Spending by OfferUp: Transactions are usually cash-primarily based, but for national revenue or situations where you don?�t want to use funds, the website delivers transactions as a result of Stripe.|is a reasonably steady dilemma in your individual and Expert existence. Someway, it?�s infuriating to equally the individual inquiring and answering it.|Slang. anything suitable for a news paragraph or as a topic of gossip, Particularly something that is sensational or scandalous:|Sign up for your neighbors on A personal information board, where by individuals share community updates, talk to issues, and listing items on the market or at no cost.|I'm often fairly suspicious when someone presents to pay for a complete 12 months's hire up entrance. Individuals supply it rather 당근마켓 단골맺기 usually & the one time I have experienced a consumer settle for these kinds of an offer is 2-four thirty day period's hire paid up front in order to offset credit concerns.|Intention Digger Redefining what accomplishment suggests and how you'll find a lot more joy, simplicity, and peace inside the pursuit of the goals|With dropshipping, it is possible to provide a substantial catalog of goods without having at any time stressing about warehousing any of it. The earning opportunity for every device bought is frequently reduce with dropshipping, but the volume of product sales will make up for it.|ingredient element, aspect, portion, ingredient, constituent - some thing decided in relation to something which incorporates it; "he needed to really feel a part of a thing larger than himself"; "I browse a part of the manuscript"; "the scaled-down ingredient is tough to succeed in"; "the animal constituent of plankton"|Do you've got a Close friend or relative who monopolizes each conversation? You could say, ?�I just purchased a fresh auto!??The curse of knowledge is when somebody that knows a great deal a couple of supplied subject is struggling to relate to somebody who is not really as acquainted.|For a further $fifteen a month, it is possible to build a tailor made Web-site with Etsy?�s Pattern to offer your Etsy retail outlet items in addition to items that don?�t fulfill its pointers of becoming handmade or vintage.|Consultative or Partnership Selling is the best kind of client-oriented selling wherever the salesperson concentrates on creating a deep romantic relationship with The shoppers. Their objective is for getting to be aware of the customer?�s wants and desires and do their finest to present The shopper what they need.|Expressive individuals usually share their emotions and private ordeals overtly. They might relate to Other folks by revealing their own feelings and sharing anecdotes from their very own life.|Phrase Heritage: The term item appears to us to get very much a noun, whether or not it refers to an report in a group or a little bit of data. Nevertheless it commenced its existence in English (to start with recorded before 1398) as an adverb that means "What's more, also, in addition." Item was usually utilized in front of Every object listed in a list, as we might put also.|Using this method of selling on the web is about moving into a partnership with other business people and possibly spending them for usage of their audience or bartering a little something of yours in exchange.|When you could find a web site that permits you to create a for-sale listing for just about anything, that doesn?�t imply any person will basically buy.|Moreover, I haven't any blond or other lace; so THERE is another item being ordered, because Bwikov declares that he can not have his bride seem like a cook, but, Quite the opposite, she need to "put the noses of The nice women outside of joint." That's his expression.|It doesn?�t matter what you?�re selling: Folks will wish to see it. A perfectly-lit Picture (or five) is among the simplest strategies to set on your own apart. Good shots make your listing seem much more legit and trustworthy, as well.|Marks/Scars/Tattoos: tat head - skulls and demons; tat chest - skulls and demons; tat l arm - sleeve of skulls and demons; tat r arm - sleeve of skulls and demons|Below, the salesperson focuses a lot more on The client?�s requires. When Individuals desires are identified, the seller points out how their item can fill All those requirements.|Pro tip: Use authentic-lifestyle illustrations and ask click here prospective clients open-ended inquiries to gauge their level of comprehending and address any understanding gaps.}

market me this pen.??In keeping with Ferdinand File. Mauser ??The act of persuading or helping a potential consumer to both acquire products and solutions or solutions or to act favorably on a suggestion that has industrial worth for the seller is recognized as ?�selling??|So, what helps make a good salesperson? Regardless of whether you work in retail, auto product sales, or B2B product sales, you?�ll stand the top probability of achievements in the event you?�re acquainted with the attributes of the focus on customers and extensively qualify Each individual prospect versus that matrix. This is known as a great buyer profile, and it?�s like having a mystery weapon.|Virginia Beach, VA ratio of variety of inhabitants to the volume of sexual intercourse offenders when compared to county and condition:|point - a bit of information about situations that exist or activities which have happened; "initially you must obtain many of the details of the case"|Someone claimed in this article after that when guys complain that they need adventurous and non-conservative sex, they more info nearly always suggest they need inside the back again door. You seem to be no exception.|99. Following Discovering concerning the decoy impact, I realized that the regular program was a decoy in this article: it will make the quality approach look like a terrific offer, Although it?�s Nearly 2 times the price of The fundamental approach.|Every time the item sells, eBay prices the vendor a remaining-worth rate, that's a share from the selling selling price plus thirty cents per order with regards to the classification in the item.|The place the corporation distinguishes alone is in its shipping and delivery plan. Before you publish your listing on the website, it is possible to Make a choice from these shipping and delivery techniques:|Grabbing focus is step one. On this phase, the salesperson should be dressed formally and behave in a very helpful way. The salesperson also ought to be notify and proficient in earning discussions.|You guess. It just demands the appropriate mindset, furthermore the willingness to apply and work on your strategy until finally you have it correct.|When you?�ve questioned a thoughtful query, listen. Truly hear what the client is stating, and don?�t just await your flip to talk.|Once i was an editor at HubSpot?�s Product sales Website, I needed to frequently keep current with product sales tendencies to make certain almost everything we published presented Outstanding price to readers like you. To accomplish this, I read through the weblogs and view pieces of thought leaders anywhere I could locate them.|Simultaneously, this is the fastest way to check a business idea. Basically, once you launch your advert marketing campaign, men and women are likely to get started flocking to the income website page.|Then, after they?�ve completed their believed, communicate their message again to them, check with them to verify if you recognized them correctly, and pose a question offering further more clarification.|I only put on panties & bras Once i crossdress. If not It really is major duty dude's underwear for me simply because I don't desire to get my panties dirty! And I don't need to get caught at operate carrying panties!|A great house supervisor is probably going to understand if an proprietor is in financial distress, and to tell you, whereas a person owner with economic troubles is likely NOT to let you know and let you transfer in blind, as they just want the money, while they don't make their payments.|Income pros are sometimes instructed that for making a sale, they have to force not easy to the purchasers and not take ?�no??for a solution. Having said that, most prospective buyers don?�t wish to be pressured. This sort of substantial-tension sale commonly both fails or results in the buyer regretting their purchase.|According to HubSpot?�s 2024 Sales Traits Report, ninety six% of prospective buyers do their very own investigate in advance of speaking using a gross sales rep. And if prospective buyers set in effort to learn about your product or service, you are able to commit a while to Finding out about them.|On this chapter, We are going to attempt to trace the class of initiation in the classical arts, through the self-taught gyrations of Bollywood items for the severe rigours of the classical Indian dance variety.|Are you presently just one to purchase the most up-to-date model apple iphone or Samsung when it hits the marketplace? Then receives a commission on your old product by selling it to Gazelle. No sifting by way of bids or haggling with purchasers.|It?�s free to record your item and to offer it in human being. You?�ll pay out a cost for national listings and promotions, as follows:}

I believe this is a good possibility to build some common ground by using a consumer. For those who immediately make an effort to deflect awareness to focus on the buyer or solution, the buyer may well Consider you might be evasive or desperate for the sale. on the market??and get in touch with it per day.|When I inquire a colleague, Buddy, or family member to advocate specific assistance gurus, like a hairdresser or an electrician, I consider their suggestions on board with out hesitation ??to me, a dependable referral is often a more robust draw than many five-star testimonials I?�ve witnessed on the internet.|If you?�re just getting started and Discovering tips on how to market on-line then running joint ventures is usually challenging.|Hubspot defines ?�Selling??as any transaction that is definitely monetary in mother nature or through which cash is exchanged in return for a very good or provider. Throughout a profits negotiation, As outlined by Hubspot, the seller makes an attempt to convince or ??sell|promote|market|offer|provide}??the client about the advantages of their present.|Numerous e-commerce web-sites have algorithms that perform like Google. Therefore if someone is seeking a ?�Samsung LED,??your listing will have a far better potential for showing up in the outcomes with These keyword phrases in the title.}

You simply really need to down load the app for iOS or Android, or go to the website, and log in with Fb, Google, Apple or your e-mail deal with. You could make an account identify that signifies you Individually or your company.

Is a Midwest accent I listen to???you are able to answer and share a bit about oneself.|After i get an outreach electronic mail, I read no less than the primary few strains. But if I feel that the email isn?�t customized towards me in almost any way, I?�m not as likely to read Considerably more. Take into account that qualified prospects are persons, and they want to be addressed as such.|In accordance with this principle, the salesperson should determine the problem of The shopper and focus on offering an answer to that challenge as a result of his/her goods and services.|Would like to thank TFD for its existence? Tell an acquaintance about us, increase a link to this web page, or check out the webmaster's site without cost exciting material.|Think about it from your perspective of the buyers: What will they should make the choice to purchase your item?|The Market also aggregates appropriate acquiring and selling groups in your neighborhood. Submitting in these groups is a good way to promote your item into a audience.|restaurant table reservations ??great for offering individuals an choice to pick out their most loved desk anytime,|Properly, in that situation, I?�d decide social networking. Social commerce, because it?�s commonly acknowledged is so straightforward that you don?�t have to invest time learning ways to sell on the internet. Moreover, you may Also utilize it as a starting point for making an viewers. We?�ll protect the particulars afterward.|So it seems that There's not a metre in prose just like in verse, and that which in oration known as 'metrical' is not usually due to metre, but will also on occasion through the euphony and construction from the words and phrases.|It?�s vital that you remain Safe and sound when selling in person. Trust your gut, usually satisfy within a nicely-lit public put and hardly ever give strangers your address.|Use a deep look into what?�s on the market out there, what your Level of competition is doing, and how they go about providing their products.|Very last thirty day period, OpenAI explained it?�s experimenting with new browsing options, like a method to see images and prices of numerous merchandise together with one-way links for individuals to purchase the items.|(Instance): I do the job in porn and get the job done for 1 employer at some point, two another...and so forth. I do performing gigs for Tv set then do audio reveals. All these are different businesses does one really want to confirm all of that or simply just take People thousands of dollars upfront instead of worry about me likely default?|one. They may be people such as you, who've significant savings for what ever reputable purpose, or are retired, and possess limited profits but income within the bank. They usually are fantastic tenants. We have even, once in a while, given a small low cost per 30 days due to lump sum payment.|As a result, this feature would Specially be suitable in case you?�re trying to promote off significant physical products and solutions ??like household furniture or other sorts of things that buyers frequently wish to see in human being prior to transacting.|At the ultimate stage, the salesperson ought to thank The shopper and clarify any queries that the customer might have right after making the purchase.|As you may not be capable to get Anyone above, it is possible to handle affirmation bias through the use of social evidence, highlighting positive evaluations, providing info-driven proof, and aligning with all your prospect?�s values and targets.|On this selling idea, the purchase can take place only when the prospective purchaser continues to be confident that his/her trouble may be solved with the provided service or product or service.|line item - an item within an appropriation Invoice; "Some governors can veto line items in their state budgets"|item - an isolated fact that is taken into account separately from The entire; "many of the small print are very similar"; "a degree of knowledge"|The website operates in much more than 70 international locations, but it?�s setup for use domestically. Actually, to prevent frauds, the website recommends individuals listing locally and meet nose to nose.|Building a web based Etsy shop may well take 5 minutes, however , you?�ll want to invest a great deal more time customizing your site. |If you can accessibility them, your buyer?�s company financial statements can expose info pertaining to their financial balance and money circulation. This will let you assess the prospect?�s capacity to spend money on your goods and services.|I?�ve just explained a encounter-to-confront retail circumstance, but this strategy is often placed on B2B outreach. Should you?�re getting in contact with a prospect you haven?�t spoken with just before, it?�s imperative that you lean seriously on the analysis aspect I touched on in phase two.|Preferably, you should Construct a list of your individual ??by supplying a publication or Placing your existing customers with your checklist correct after they invest in from you.|Here is the last phase from the AIDAS idea of selling. For the satisfaction phase, the salesperson really should reassure the client of his/her choice to purchase. If the client doesn't still feel persuaded, then the salesperson can use samples or demonstrations to influence the client.|If you would like your items to be acknowledged for selling on the positioning, it's possible you'll must be a little more choosy. Involve manufacturers that sell very well, including Athletica, Kate Spade, Lululemon and Patagonia.|I?�ve always imagined building rapport was very important for gross sales, and this yr?�s Gross sales Developments Report verified that. As much as 82% of income professionals state that romance making is The key Section of selling.}

This use in English only displays a which means of the word in Latin. However, it is not hard to discover how item may be taken to face for that matter that it preceded, and so we get, for instance, the feeling "an post A part of an enumeration." The primary this kind of usages are located in the 1500s, though the perception "a little bit of knowledge" will not be uncovered right up until the 1800s..??Seasoned salespeople who're skilled in dealing with interior and exterior situations can certainly create the specified setting to get the customer?�s curiosity in purchasing the products.|When communicating with drivers, I do think it?�s ideal for being immediate with them and obtain to The purpose. So, emphasis your messaging on their own aims And just how your goods and services may help them there.|In this sort of income process, the vendor, as an alternative to referring to the good features and praising the products, points out how it might resolve the customer?�s problems.|Selling has generally had a industrial importance. By featuring companies, it really works with regards to the exchange of money. Its final result is customer satisfaction, thereby earning a reasonable revenue.|buying and selling stamp - a token resembling a stamp supplied by a retailer to the consumer; the token is redeemable for articles with a special list|Using this type of approach, the decoy is strategically created to make among the list of other choices extra appealing. This is usually carried out by creating the decoy similar to the desired choice but a little inferior when it comes to characteristics, Advantages, or rate.|The concept is to develop a existence on social media (a business profile), get followers, and then supply your merchandise to Those people followers directly through the social networking System.}

To be a salesperson, you may also be shocked to hear that 71% of prospects desire executing their own individual investigation in lieu of speaking to a human. It doesn?�t shock me ??After i?�m exploring a product, I visit excellent lengths to prevent bothering product sales or help employees.}