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\uC815\uB9AC\uB41C \uC815\uBCF4\uB97C \uC81C\uACF5\uD558\uB294 \uAC83\uC774 \uD544\uC694\uD569\uB2C8\uB2E4. \"}),/*#__PURE__*/e(\"h4\",{children:\"\uB354 \uB9CE\uC740 \uB514\uC2A4\uCEE4\uBC84\uB9AC \uCF5C\uACFC \uC81C\uD488 \uB370\uBAA8\uB97C \uD1B5\uD574 \uC694\uAD6C\uC0AC\uD56D \uBC0F \uC6B0\uC120\uC21C\uC704 \uD30C\uC545\uD560 \uAC83\"}),/*#__PURE__*/e(\"p\",{children:\"\uCC54\uD53C\uC5B8\uC744 \uD1B5\uD574 C\uC0AC\uC758 \uC601\uC5C5 \uD300\uC7A5\uB2D8\uACFC \uACBD\uC601\uC9C0\uC6D0 \uD300\uC7A5\uB2D8\uACFC \uCD94\uAC00 \uBBF8\uD305\uC744 \uD558\uAC8C \uB410\uACE0, \uAC01\uAC01\uC758 \uBBF8\uD305\uC5D0\uC11C \uC601\uC5C5\uD300\uACFC \uACBD\uC601\uC9C0\uC6D0\uD300\uC758 \uC694\uAD6C\uC0AC\uD56D\uACFC \uD574\uACB0\uD558\uACE0\uC790 \uD558\uB294 \uBB38\uC81C\uB97C \uD30C\uC545\uD560 \uC218 \uC788\uC5C8\uC2B5\uB2C8\uB2E4. \uADF8\uB9AC\uACE0 \uB2F9\uC7A5 \uD574\uACB0\uD560 \uC218 \uC788\uB294 \uAC83\uB4E4\uC740 \uAC04\uB2E8\uD55C \uC81C\uD488 \uB370\uBAA8\uB97C \uD1B5\uD574 \uC5B4\uB5BB\uAC8C \uBB38\uC81C\uAC00 \uD574\uACB0\uB418\uACE0, \uBB38\uC81C\uAC00 \uD574\uACB0\uB410\uC744 \uB54C \uC5B4\uB5A4 \uAC83\uB4E4\uC744 \uB354 \uC798 \uD560 \uC218 \uC788\uC5C8\uB294\uC9C0 \uC124\uB4DD\uD588\uC2B5\uB2C8\uB2E4. \"}),/*#__PURE__*/e(\"p\",{children:\"\uCD94\uAC00\uB85C \uBBF8\uD305 \uC774\uD6C4 \uC601\uC5C5\uD300, \uB9C8\uCF00\uD305\uD300, \uACBD\uC601\uC9C0\uC6D0\uD300\uC758 \uC694\uAD6C \uC0AC\uD56D \uBC0F \uCD94\uAC00 \uAC1C\uBC1C\uC774 \uD544\uC694\uD55C \uAC83\uB4E4\uC758 \uC6B0\uC120\uC21C\uC704\uB97C \uC815\uB9AC\uD558\uB3C4\uB85D \uB3C4\uC654\uC2B5\uB2C8\uB2E4. \uC5EC\uAE30\uC11C \uC911\uC694\uD55C \uAC83\uC740 \uC601\uC5C5\uD300, \uB9C8\uCF00\uD305\uD300, \uACBD\uC601\uC9C0\uC6D0\uD300\uC774 \uB17C\uC758\uD574\uC11C \uACB0\uC815 \uD6C4 \uACF5\uC720\uD574\uB2EC\uB77C\uACE0 \uD558\uB294 \uAC83\uC774 \uC544\uB2C8\uB77C, Relate \uD300\uC774 \uC801\uADF9\uC801\uC73C\uB85C \uAC1C\uC785\uD574\uC11C \uC6B0\uC120\uC21C\uC704\uB97C \uC815\uD558\uB294 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\uD788\uC2A4\uD1A0\uB9AC\uAC00 \uC788\uC5C8\uAE30 \uB54C\uBB38\uC5D0 \uC774 \uBAA8\uB4E0 \uAC83\uC744 \uD55C \uACF3\uC5D0 \uC815\uB9AC\uD574\uC11C \uC5B8\uC81C\uB4E0\uC9C0 \uD655\uC778\uD560 \uC218 \uC788\uB294 \uAC8C \uD544\uC694\uD588\uC2B5\uB2C8\uB2E4. \uBB3C\uB860 Relate \uD300\uC740 \uC774 \uBAA8\uB4E0 \uB0B4\uC6A9\uC774 Relate CRM \uC548\uC5D0 \uC788\uC9C0\uB9CC C\uC0AC\uB294 \uADF8\uB807\uC9C0 \uC54A\uC558\uAE30 \uB54C\uBB38\uC5D0 \uACF5\uC720 \uAC00\uB2A5\uD55C \uBB38\uC11C\uAC00 \uD544\uC694\uD588\uC2B5\uB2C8\uB2E4. \"}),/*#__PURE__*/e(\"p\",{children:\"\uADF8\uB798\uC11C \uBBA4\uCD94\uC5BC \uC561\uC158 \uD50C\uB79C\uC744 \uC704\uD55C \uACF5\uC720 \uC6CC\uD06C\uC2A4\uD398\uC774\uC2A4\uB97C \uB9CC\uB4E4\uC5B4 \uADF8\uB3D9\uC548 \uB17C\uC758\uD558\uACE0 \uACB0\uC815\uD588\uB358 \uB0B4\uC6A9, \uCD94\uAC00 \uAC1C\uBC1C\uC774 \uD544\uC694\uD55C \uBAA8\uB4E0 \uAE30\uB2A5\uC758 \uC2A4\uD399\uACFC \uAC1C\uBC1C \uC77C\uC815, \uC628\uBCF4\uB529\uC5D0 \uD544\uC694\uD55C \uAC83\uACFC 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\uC704\uD574 \uAC00\uC7A5 \uBA3C\uC800 \uD574\uC57C\uD560 \uAC83\uC740 C\uC0AC\uC758 \uC5C5\uBB34 \uD504\uB85C\uC138\uC2A4 \uD30C\uC545\uC774\uC5C8\uC2B5\uB2C8\uB2E4. \uC774\uBBF8 \uC5EC\uB7EC \uCC28\uB840 \uBBF8\uD305\uC744 \uD558\uBA74\uC11C \uD30C\uC545\uD55C \uB0B4\uC6A9\uC774 \uC788\uC5C8\uAE30 \uB54C\uBB38\uC5D0 \uADF8\uAC83\uC744 \uD1A0\uB300\uB85C \uBD80\uC871\uD588\uB358 \uBD80\uBD84\uC5D0 \uB300\uD574 \uCD94\uAC00 \uBBF8\uD305, \uC2AC\uB799\uC73C\uB85C \uB17C\uC758\uD558\uC5EC Relate \uB3C4\uC785\uC73C\uB85C \uC601\uD5A5 \uBC1B\uB294 \uBAA8\uB4E0 \uC5C5\uBB34 \uD504\uB85C\uC138\uC2A4\uB97C \uD30C\uC545\uD588\uC2B5\uB2C8\uB2E4. \uC774\uB54C \uC911\uC694\uD55C \uAC83\uC740, \uB9C8\uCE58 \uB0B4\uAC00 C\uC0AC\uC5D0 \uC785\uC0AC\uD55C \uAC83\uCC98\uB7FC A to Z\uB97C \uD30C\uC545\uD558\uB294 \uAC83\uC774\uC5C8\uC2B5\uB2C8\uB2E4. \uADF8\uB807\uC9C0 \uC54A\uB2E4\uBA74 \uBD84\uBA85 \uC5B4\uB514\uC120\uAC00 \uBB38\uC81C\uAC00 \uBC1C\uC0DD\uD560 \uC218 \uC788\uAE30 \uB54C\uBB38\uC785\uB2C8\uB2E4. \"}),/*#__PURE__*/e(\"p\",{children:\"\uC5C5\uBB34 \uD504\uB85C\uC138\uC2A4\uB97C \uAC00\uB2A5\uD55C \uC644\uBCBD\uD558\uAC8C \uD30C\uC545\uD55C \uB4A4 Relate\uC744 \uC5B4\uB5BB\uAC8C \uC0AC\uC6A9\uD560 \uC218 \uC788\uC744\uC9C0, \uC138\uD305\uC744 \uC5B4\uB5BB\uAC8C \uD558\uB294 \uAC83\uC774 \uD544\uC694\uD560\uC9C0, \uC0AC\uC6A9 \uC911\uC778 \uB2E4\uB978 \uD234\uACFC \uC5F0\uB3D9\uC740 \uC5B4\uB5BB\uAC8C \uB3C4\uC640\uB4DC\uB9B4 \uC218 \uC788\uC744\uC9C0 \uC815\uB9AC\uD560 \uC218 \uC788\uC5C8\uC2B5\uB2C8\uB2E4. \"}),/*#__PURE__*/e(\"h3\",{children:\"\uB370\uC774\uD130 \uC774\uC804 \uC791\uC5C5 \uBC0F \uC138\uD305\"}),/*#__PURE__*/e(\"p\",{children:\"C\uC0AC\uC758 \uACBD\uC6B0 \uADF8\uB3D9\uC548 \uC5EC\uB7EC \uC2A4\uD504\uB808\uB4DC\uC2DC\uD2B8\uC640 \uC5D1\uC140 \uD30C\uC77C\uC5D0 \uB098\uB220\uC838\uC788\uB358 \uB370\uC774\uD130\uC758 \uC591\uC774 \uB9CE\uAE30\uB3C4 \uD558\uACE0, \uAC01 \uC2DC\uD2B8\uC640 \uD30C\uC77C\uB9C8\uB2E4 \uAD00\uB9AC\uD558\uB294 \uB370\uC774\uD130\uC758 \uC720\uD615\uACFC \uBC29\uC2DD\uC774 \uBAA8\uB450 \uB2EC\uB790\uC2B5\uB2C8\uB2E4. \uC774 \uBAA8\uB4E0 \uAC83\uC744 \uD558\uB098\uC758 \uD30C\uC77C\uB85C \uD569\uCE58\uAE30 \uC704\uD55C \uB370\uC774\uD130 \uC815\uB9AC\uC640 \uC774 \uB370\uC774\uD130\uB97C Relate\uC5D0\uC11C \uC5B4\uB5BB\uAC8C \uAD00\uB9AC\uD560 \uAC83\uC778\uC9C0\uB97C \uC815\uB9AC\uD574\uC57C \uD588\uC2B5\uB2C8\uB2E4. \"}),/*#__PURE__*/e(\"p\",{children:\"\uAD00\uB9AC\uD558\uB294 \uB370\uC774\uD130 \uC911\uC5D0\uB294 \uC601\uC5C5 CRM\uC744 \uC0AC\uC6A9\uD558\uB294 \uAC83\uC73C\uB85C \uB354 \uC774\uC0C1 \uAD00\uB9AC\uAC00 \uD544\uC694\uD558\uC9C0 \uC54A\uC740 \uAC83\uB4E4\uB3C4 \uC788\uC5C8\uACE0, \uAD00\uB9AC\uD558\uB294 \uBC29\uC2DD\uC744 \uBC14\uAFD4\uC57C \uD558\uB294 \uAC83\uB4E4\uB3C4 \uC788\uC5C8\uC2B5\uB2C8\uB2E4. \uC774 \uBAA8\uB4E0 \uAC83\uB4E4\uC740 \uB370\uC774\uD130 \uC815\uB9AC \uBC0F \uC774\uC804 \uC791\uC5C5 \uC911\uC5D0 \uC218\uC2DC\uB85C \uD655\uC778\uD558\uACE0, \uC124\uBA85\uD558\uACE0, \uC124\uBA85\uC73C\uB85C \uBD80\uC871\uD558\uB2E4\uBA74 \uB370\uC774\uD130\uAC00 Relate\uC5D0\uC11C \uC5B4\uB5BB\uAC8C \uAD00\uB9AC\uB420 \uC218 \uC788\uB294\uC9C0 \uC9E7\uC740 \uB370\uBAA8\uB97C \uC9C4\uD589\uD558\uAE30\uB3C4 \uD588\uC2B5\uB2C8\uB2E4. \"}),/*#__PURE__*/e(\"h3\",{children:\"\uC628\uBCF4\uB529 & \uC720\uC800 \uD2B8\uB808\uC774\uB2DD\"}),/*#__PURE__*/e(\"p\",{children:\"\uC0AC\uC6A9\uC790\uB3C4 \uB9CE\uACE0 \uC0AC\uC6A9\uD558\uB294 \uD300\uB3C4 \uB2E4\uC591\uD588\uAE30 \uB54C\uBB38\uC5D0 \uC628\uBCF4\uB529 \uBC0F \uD2B8\uB808\uC774\uB2DD \uC138\uC158\uC744 \uB098\uB220\uC11C \uC9C4\uD589\uD558\uAE30\uB85C \uD588\uC2B5\uB2C8\uB2E4. \uC6B0\uC120 \uC5B4\uB4DC\uBBFC \uC628\uBCF4\uB529\uC744 \uD1B5\uD574 \uB370\uC774\uD130 \uC774\uC804 \uC791\uC5C5 \uBC0F \uC6CC\uD06C\uC2A4\uD398\uC774\uC2A4 \uC138\uD305\uC774 \uC798 \uB05D\uB0AC\uB294\uC9C0 \uD655\uC778\uD588\uACE0, \uCD94\uAC00 \uC218\uC815\uC774 \uD544\uC694\uD588\uB358 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