Java開源生鮮電商平臺-銷售管理設計與架構(源碼可下載) 說明:在Java開源生鮮電商平臺中,銷售人員我們稱為跟餐飲店老闆溝通與下載APP的一類地推人員。(所謂地推指的就是一個一個上門拜訪。) 由於銷售人員有以下幾類特性: 1. 時間隨意性,他們並不類似技術或者性質人員,需要天天呆在辦公室,他們是 ...
Java開源生鮮電商平臺-銷售管理設計與架構(源碼可下載)
說明:在Java開源生鮮電商平臺中,銷售人員我們稱為跟餐飲店老闆溝通與下載APP的一類地推人員。(所謂地推指的就是一個一個上門拜訪。)
由於銷售人員有以下幾類特性:
1. 時間隨意性,他們並不類似技術或者性質人員,需要天天呆在辦公室,他們是需要去外面,時間上具有隨意性。
2. 行動隨意性 ,他們的行動過於隨意,每天也不用來打卡,每天就是按照計划去拜訪客戶,然後推銷生鮮電商APP,讓客戶來進行下單,那麼行為很隨意,站在公司的角度
我們是沒辦法控制這種行為,但是我們也很想知道目前銷售人員進度 在哪裡來了,遇到了什麼問題,一般如何解決。
3. 內容隨意性,每天早上開會,晚上復盤,很多的時候我們會問今天你們拜訪了那些客戶,遇到了那些問題,如何解決的,經驗進行分享,但是很多時候我們其實不知道內容是真還是假的,因為銷售的嘴皮太能說了。
那麼如此多的問題,作為技術上,我們應該如何幫助公司呢?對此需要一個管理的銷售APP。
1. 技術上設計,會設計到以下幾點;
2. 銷售人員本身的管理。
CREATE TABLE `sales` ( `id` bigint(20) unsigned NOT NULL AUTO_INCREMENT COMMENT '自動增加ID', `phone` varchar(32) DEFAULT NULL COMMENT '手機號碼', `password` varchar(32) DEFAULT NULL COMMENT 'md5加密', `true_name` varchar(16) DEFAULT NULL, `status` int(11) DEFAULT NULL COMMENT '1為在職,-1為離職', `create_time` datetime DEFAULT NULL COMMENT '創建時間', `last_update_time` datetime DEFAULT NULL COMMENT '更新時間', `level` int(11) DEFAULT NULL COMMENT '類型1總監 2主管 3職員', `experience` decimal(12,2) DEFAULT NULL, `parent_id` bigint(20) DEFAULT NULL COMMENT '直屬上級', PRIMARY KEY (`id`), KEY `unique_phone` (`phone`) ) ENGINE=InnoDB AUTO_INCREMENT=21 DEFAULT CHARSET=utf8 COMMENT='銷售人員基本信息';
補充說明;任何人員的管理都會存在一個管理人員的許可權問題,最高領導者應該具有查看所有的內容的許可權。
3. 銷售每天需要寫日報,因此銷售日報
CREATE TABLE `sales_daily` ( `sd_id` bigint(20) NOT NULL AUTO_INCREMENT COMMENT '主鍵ID', `sale_id` bigint(20) DEFAULT NULL COMMENT '銷售人員ID', `sd_date` date DEFAULT NULL COMMENT '工作日期', `task1` decimal(12,2) DEFAULT NULL COMMENT '銷售任務', `task2` int(11) DEFAULT NULL COMMENT '日拜訪量', `sd_street` varchar(256) DEFAULT NULL COMMENT '拜訪街道', `sd_summary` varchar(512) DEFAULT NULL COMMENT '工作總結', `sd_time` datetime DEFAULT NULL COMMENT '提交時間', `look_status` int(11) DEFAULT NULL COMMENT '查閱狀態(0未讀 1已讀)', `look_sale_id` bigint(20) DEFAULT NULL COMMENT '查閱人', `look_time` datetime DEFAULT NULL COMMENT '查閱時間', `look_reply` varchar(512) DEFAULT NULL COMMENT '主管回覆', PRIMARY KEY (`sd_id`) ) ENGINE=InnoDB AUTO_INCREMENT=73 DEFAULT CHARSET=utf8 COMMENT='銷售日報';
說明:主管以及以上的人員都需要進行日報是審批與處理,根據日報反應出來的問題,進行及時的處理。
4. 每天要做什麼,怎麼做,你需要有一個計划進行。
CREATE TABLE `sales_plan` ( `sp_id` bigint(20) NOT NULL AUTO_INCREMENT COMMENT '自增ID', `sp_type` tinyint(4) DEFAULT NULL COMMENT '類型(1區域 2銷售)', `sp_fmon` varchar(10) DEFAULT NULL COMMENT '月份', `sale_id` bigint(20) DEFAULT NULL COMMENT '銷售人員ID', `area_id` bigint(20) DEFAULT NULL COMMENT '區域ID', `goal_amt` decimal(12,2) DEFAULT NULL COMMENT '銷售總目標', `online_amt` decimal(12,2) DEFAULT NULL COMMENT '線上目標', `green_amt` decimal(12,2) DEFAULT NULL COMMENT '蔬菜銷售', `register_num` int(11) DEFAULT NULL COMMENT '註冊量', `create_user_id` bigint(20) DEFAULT NULL COMMENT '創建人', `create_time` datetime DEFAULT NULL COMMENT '創建時間', PRIMARY KEY (`sp_id`) ) ENGINE=InnoDB AUTO_INCREMENT=4 DEFAULT CHARSET=utf8 COMMENT='銷售計劃';
5. 銷售過程中,肯定會出現一些其他的特殊情況,這種情況需要銷售報備.
CREATE TABLE `sales_reported` ( `sr_id` bigint(20) NOT NULL AUTO_INCREMENT COMMENT '主鍵ID', `sale_id` bigint(20) DEFAULT NULL COMMENT '銷售ID', `sr_type` tinyint(4) DEFAULT NULL COMMENT '報備類型(1缺填日報 2其他)', `sr_desc` varchar(512) DEFAULT NULL COMMENT '報備原因', `sr_time` datetime DEFAULT NULL COMMENT '報備時間', `look_sale_id` bigint(20) DEFAULT NULL COMMENT '查閱人ID', `look_status` tinyint(4) DEFAULT NULL COMMENT '查閱狀態', `look_time` datetime DEFAULT NULL COMMENT '查閱時間', `look_reply` varchar(512) DEFAULT NULL COMMENT '查閱回覆', PRIMARY KEY (`sr_id`) ) ENGINE=InnoDB DEFAULT CHARSET=utf8 COMMENT='銷售報備';
6. 對於一個銷售人員而言,你每天需要做的事情很多都是陌生拜訪,那麼拜訪,你總應該有個記錄吧,無論是否拜訪成功
這裡是有一個成功率的問題的。不是每個都成功的。
CREATE TABLE `sales_visit` ( `sv_id` bigint(20) NOT NULL AUTO_INCREMENT COMMENT '主鍵ID', `buyer_id` bigint(20) DEFAULT NULL COMMENT '商家ID', `sale_id` bigint(20) DEFAULT NULL COMMENT '銷售人員ID', `sv_way` tinyint(4) DEFAULT NULL COMMENT '拜訪方式(1預約 2其他)', `sv_type` tinyint(4) DEFAULT NULL COMMENT '拜訪類型(1上門 2電話)', `sv_logo` varchar(128) DEFAULT NULL COMMENT '門頭照', `sv_address` varchar(256) DEFAULT NULL COMMENT '拜訪地址', `sv_status` tinyint(4) DEFAULT NULL COMMENT '拜訪狀態(0未 1已)', `sv_date` date DEFAULT NULL COMMENT '預約日期', `sv_time` datetime DEFAULT NULL COMMENT '拜訪時間', `sv_remark` varchar(512) DEFAULT NULL COMMENT '拜訪感想', PRIMARY KEY (`sv_id`) ) ENGINE=InnoDB AUTO_INCREMENT=508 DEFAULT CHARSET=utf8 COMMENT='銷售拜訪';
7,銷售不管有日報還有周報,總結與分析這周的所有問題,成功的也好,失敗的也好,需要分享與記錄。
CREATE TABLE `sales_weekly` ( `sw_id` bigint(20) NOT NULL AUTO_INCREMENT COMMENT '主鍵', `sale_id` bigint(20) DEFAULT NULL COMMENT '銷售ID', `sw_fmon` varchar(10) DEFAULT NULL COMMENT '月份', `sw_range` varchar(128) DEFAULT NULL COMMENT '時間範圍', `sw_summary` varchar(1024) DEFAULT NULL COMMENT '本周總結', `sw_plan` varchar(1024) DEFAULT NULL COMMENT '下周計劃', `need_help` varchar(1024) DEFAULT NULL COMMENT '需求幫助', `sw_time` datetime DEFAULT NULL COMMENT '填寫時間', `look_status` tinyint(4) DEFAULT NULL COMMENT '查看狀態', `look_sale_id` bigint(20) DEFAULT NULL COMMENT '查看人', `look_time` datetime DEFAULT NULL COMMENT '查看時間', `look_reply` varchar(1024) DEFAULT NULL COMMENT '查看回覆', PRIMARY KEY (`sw_id`) ) ENGINE=InnoDB AUTO_INCREMENT=11 DEFAULT CHARSET=utf8 COMMENT='銷售周報';
8,最終根據業務的形態構建了系統架構,同時也設計的資料庫,最終業務核心代碼如下:
日報的核心代碼:
/** */ @RestController @RequestMapping("/sales") public class DaliyController extends BaseController { private static final Logger logger = LoggerFactory.getLogger(DaliyController.class); @Autowired private DaliyService daliyService; /** * 銷售人員日報列表 */ @RequestMapping(value = "/getSalesDaliyList", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult getSalesDaliyList(HttpServletRequest request, HttpServletResponse response,Long saleId) { try { List<DaliyListVo> biList = daliyService.getSalesDaliyList(saleId); return new JsonResult(JsonResultCode.SUCCESS, "查詢信息成功", biList); } catch (Exception ex) { logger.error("[DaliyController][getSalesDaliyList] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } /** * 銷售人員日報詳情 */ @RequestMapping(value = "/getSalesDaliyInfo", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult getSalesDaliyInfo(HttpServletRequest request, HttpServletResponse response,Long saleId,String sdDate) { try { DaliyVo daliyVo = daliyService.getSalesDaliyInfo(saleId, sdDate); return new JsonResult(JsonResultCode.SUCCESS, "查詢信息成功", daliyVo); } catch (Exception ex) { logger.error("[DaliyController][getSalesDaliyInfo] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } /** * 添加工作計劃 */ @RequestMapping(value = "/insertSalesDaliy", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult insertSalesDaliy(HttpServletRequest request, HttpServletResponse response,@RequestBody SalesDaliy salesDaliy) { try { if(salesDaliy == null){ return new JsonResult(JsonResultCode.FAILURE, "參數有誤!", ""); } int result = daliyService.insertSalesDaliy(salesDaliy); if(result > 0){ return new JsonResult(JsonResultCode.SUCCESS, "添加信息成功", ""); }else{ return new JsonResult(JsonResultCode.FAILURE, "添加信息失敗", ""); } } catch (Exception ex) { logger.error("[DaliyController][insertSalesDaliy] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } /** * 修改工作計劃 */ @RequestMapping(value = "/updateSalesDaliy", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult updateSalesDaliy(HttpServletRequest request, HttpServletResponse response,@RequestBody SalesDaliy salesDaliy) { try { if(salesDaliy == null){ return new JsonResult(JsonResultCode.FAILURE, "參數有誤!", ""); } if(salesDaliy.getSdId() == null){ return new JsonResult(JsonResultCode.FAILURE, "參數有誤!", ""); } int result = daliyService.updateSalesDaliy(salesDaliy); if(result > 0){ return new JsonResult(JsonResultCode.SUCCESS, "更新信息成功", ""); }else{ return new JsonResult(JsonResultCode.FAILURE, "更新信息失敗", ""); } } catch (Exception ex) { logger.error("[DaliyController][updateSalesDaliy] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } /** * 今日工作總結 */ @RequestMapping(value = "/updateSalesDaliySummary", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult updateSalesDaliySummary(HttpServletRequest request, HttpServletResponse response,Long saleId,String sdDate,String summary) { try { int result = daliyService.updateSalesDaliySummary(saleId, sdDate, summary); if(result > 0){ return new JsonResult(JsonResultCode.SUCCESS, "修改信息成功", ""); }else{ return new JsonResult(JsonResultCode.FAILURE, "修改信息失敗", ""); } } catch (Exception ex) { logger.error("[DaliyController][updateSalesDaliySummary] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } /** * 添加客戶拜訪 */ @RequestMapping(value = "/insertSalesVisit", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult insertSalesVisit(HttpServletRequest request, HttpServletResponse response,@RequestBody MultipartFile[] svLogoFile ,Long saleId,Long buyerId,String svAddress,Short svType,String svRemark) { try { if(saleId == null || saleId == 0){ return new JsonResult(JsonResultCode.FAILURE, "參數saleId異常", ""); } if(buyerId == null || buyerId == 0){ return new JsonResult(JsonResultCode.FAILURE, "參數buyerId異常", ""); } List<String> logoList = MultipartFileUtils.getImgPath(request, response, svLogoFile); SalesVisit salesVisit = new SalesVisit(); salesVisit.setSaleId(saleId); salesVisit.setBuyerId(buyerId); if(logoList!=null && logoList.size()>0){ salesVisit.setSvLogo(logoList.get(0)); } salesVisit.setSvAddress(svAddress); salesVisit.setSvType(svType); salesVisit.setSvRemark(svRemark); VisitVo vv = daliyService.getVisitInfoById(saleId, buyerId); if(vv == null){ //直接拜訪 salesVisit.setSvWay((short)2); salesVisit.setSvStatus((short)1); salesVisit.setSvTime("1"); int result = daliyService.insertSalesVisit(salesVisit); if(result > 0){ return new JsonResult(JsonResultCode.SUCCESS, "添加信息成功", ""); }else{ return new JsonResult(JsonResultCode.FAILURE, "添加信息失敗", ""); } }else{ //預約拜訪 if(vv.getSvStatus()==0){ salesVisit.setSvId(vv.getSvId()); daliyService.updateSalesVisit(salesVisit); return new JsonResult(JsonResultCode.SUCCESS, "更新信息成功", ""); }else{ return new JsonResult(JsonResultCode.FAILURE, "該商家您今天已經拜訪過了!", ""); } } } catch (Exception ex) { logger.error("[DaliyController][insertSalesVisit] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } /** * 銷售人員拜訪記錄列表 */ @RequestMapping(value = "/getSalesVisitList", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult getSalesVisitList(HttpServletRequest request, HttpServletResponse response,Long saleId,Short svType) { try { List<VisitVo> biList = daliyService.getSalesVisitList(saleId,svType); return new JsonResult(JsonResultCode.SUCCESS, "查詢信息成功", biList); } catch (Exception ex) { logger.error("[DaliyController][getSalesVisitList] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } /** * 銷售人員拜訪記錄詳情 */ @RequestMapping(value = "/getSalesVisitInfo", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult getSalesVisitInfo(HttpServletRequest request, HttpServletResponse response,Long svId) { try { VisitVo visitVo = daliyService.getSalesVisitInfo(svId); return new JsonResult(JsonResultCode.SUCCESS, "查詢信息成功", visitVo); } catch (Exception ex) { logger.error("[DaliyController][getSalesDaliyInfo] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } /** * 主管查看 */ @RequestMapping(value = "/updateLookStatus", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult updateDaliyLookStatus(HttpServletRequest request, HttpServletResponse response,Long saleId,Long sdId,String reply) { try { int result = daliyService.updateDaliyLookStatus(saleId, sdId,reply); if(result > 0){ return new JsonResult(JsonResultCode.SUCCESS, "修改信息成功", ""); }else{ return new JsonResult(JsonResultCode.FAILURE, "修改信息失敗", ""); } } catch (Exception ex) { logger.error("[DaliyController][updateLookStatus] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } /** * 添加工作報備 */ @RequestMapping(value = "/insertSalesReported", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult insertSalesReported(HttpServletRequest request, HttpServletResponse response,@RequestBody SalesReported salesReported) { try { int result = daliyService.insertSalesReported(salesReported); if(result > 0){ return new JsonResult(JsonResultCode.SUCCESS, "添加信息成功", ""); }else{ return new JsonResult(JsonResultCode.FAILURE, "添加信息失敗", ""); } } catch (Exception ex) { logger.error("[DaliyController][insertSalesReported] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } /** * 報備主管查看 */ @RequestMapping(value = "/updateReportedLookStatus", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult updateReportedLookStatus(HttpServletRequest request, HttpServletResponse response,Long saleId,Long srId,String reply) { try { int result = daliyService.updateReportedLookStatus(saleId, srId, reply); if(result > 0){ return new JsonResult(JsonResultCode.SUCCESS, "修改信息成功", ""); }else{ return new JsonResult(JsonResultCode.FAILURE, "修改信息失敗", ""); } } catch (Exception ex) { logger.error("[DaliyController][updateReportedLookStatus] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } /** * 銷售人員報備記錄列表 */ @RequestMapping(value = "/getSalesReportedList", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult getSalesReportedList(HttpServletRequest request, HttpServletResponse response,Long saleId) { try { List<ReportedVo> biList = daliyService.getSalesReportedList(saleId); return new JsonResult(JsonResultCode.SUCCESS, "查詢信息成功", biList); } catch (Exception ex) { logger.error("[DaliyController][getSalesReportedList] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } /** * 管理人員查看銷售人員報備記錄列表 */ @RequestMapping(value = "/getMargeReportedList", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult getMargeReportedList(HttpServletRequest request, HttpServletResponse response,Long saleId) { try { List<ReportedListVo> biList = daliyService.getMargeReportedList(saleId); return new JsonResult(JsonResultCode.SUCCESS, "查詢信息成功", biList); } catch (Exception ex) { logger.error("[DaliyController][getMargeReportedList] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } }
周報的核心代碼:
/** * 銷售周報信息 */ @RestController @RequestMapping("/sales") public class WeeklyController extends BaseController { private static final Logger logger = LoggerFactory.getLogger(WeeklyController.class); @Autowired private SalesWeeklyService salesWeeklyService; /** * 銷售人員周報列表 */ @RequestMapping(value = "/getWeeklyList", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult getWeeklyList(HttpServletRequest request, HttpServletResponse response,Long saleId) { try { List<WeeklyVo> biList = salesWeeklyService.getWeeklyList(saleId); return new JsonResult(JsonResultCode.SUCCESS, "查詢信息成功", biList); } catch (Exception ex) { logger.error("[WeeklyController][getWeeklyList] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } /** * 管理員查看周報列表 */ @RequestMapping(value = "/getMargerWeeklyList", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult getMargerWeeklyList(HttpServletRequest request, HttpServletResponse response,Long saleId) { try { List<WeeklyListVo> biList = salesWeeklyService.getMargerWeeklyList(saleId); return new JsonResult(JsonResultCode.SUCCESS, "查詢信息成功", biList); } catch (Exception ex) { logger.error("[WeeklyController][getMargerWeeklyList] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } /** * 銷售人員周報詳情 */ @RequestMapping(value = "/getWeeklyVo", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult getWeeklyVo(HttpServletRequest request, HttpServletResponse response,Long swId) { try { WeeklyVo weeklyVo = salesWeeklyService.getWeeklyVo(swId); return new JsonResult(JsonResultCode.SUCCESS, "查詢信息成功", weeklyVo); } catch (Exception ex) { logger.error("[WeeklyController][getWeeklyVo] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } /** * 銷售人員填寫周報時調用 */ @RequestMapping(value = "/findWeeklyVo", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult findWeeklyVo(HttpServletRequest request, HttpServletResponse response,Long saleId) { try { WeeklyVo weeklyVo = salesWeeklyService.findWeeklyVo(saleId); return new JsonResult(JsonResultCode.SUCCESS, "查詢信息成功", weeklyVo); } catch (Exception ex) { logger.error("[WeeklyController][findWeeklyVo] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } /** * 添加銷售周報 */ @RequestMapping(value = "/insertSalesWeekly", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult insertSalesWeekly(HttpServletRequest request, HttpServletResponse response,@RequestBody SalesWeekly salesWeekly) { try { if(salesWeekly == null){ return new JsonResult(JsonResultCode.FAILURE, "參數有誤!", ""); } int result = salesWeeklyService.insertSalesWeekly(salesWeekly); if(result > 0){ return new JsonResult(JsonResultCode.SUCCESS, "添加信息成功", ""); }else{ return new JsonResult(JsonResultCode.FAILURE, "添加信息失敗", ""); } } catch (Exception ex) { logger.error("[WeeklyController][insertSalesWeekly] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } /** * 管理員評價 */ @RequestMapping(value = "/updateWeeklyLookStatus", method = { RequestMethod.GET, RequestMethod.POST }) public JsonResult updateWeeklyLookStatus(HttpServletRequest request, HttpServletResponse response,Long saleId,String reply,Long swId) { try { int result = salesWeeklyService.updateWeeklyLookStatus(saleId, reply, swId); if(result > 0){ return new JsonResult(JsonResultCode.SUCCESS, "更新信息成功", ""); }else{ return new JsonResult(JsonResultCode.FAILURE, "跟新信息失敗", ""); } } catch (Exception ex) { logger.error("[WeeklyController][updateWeeklyLookStatus] exception :", ex); return new JsonResult(JsonResultCode.FAILURE, "系統錯誤,請稍後重試", ""); } } }
Java開源生鮮電商平臺-銷售管理設計與架構(源碼可下載),如果需要下載的話,可以在我的github下麵進行下載。
https://github.com/137071249/
群號:168096884