SlideShare a Scribd company logo
Finding your Target Market Lesson 1.3 Activity 2
A  market  is all potential customers who share common needs and wants and who have the ability and willingness to buy the product. What is a Market?
Target Marketing ,[object Object],[object Object]
Customers versus Consumers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The First Step ,[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object]
[object Object],[object Object]
[object Object],[object Object],[object Object],You also need to understand that people purchase products or services for three basic reasons:
[object Object]
Remember…. ,[object Object],[object Object],[object Object]
The Marketing Mix ,[object Object],[object Object],PROMOTION PLACE PRICE PRODUCT
Product ,[object Object],[object Object],[object Object]
Price ,[object Object],[object Object],[object Object],[object Object]
Place ,[object Object],[object Object],[object Object],[object Object]
Promotion ,[object Object],[object Object],[object Object]
Examples of a Target Market ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object]

More Related Content

What's hot

Introduction to marketing management
Introduction to marketing managementIntroduction to marketing management
Introduction to marketing managementSagar Gadekar
 
Market Segmentation Targeting And Positioning
Market Segmentation Targeting And PositioningMarket Segmentation Targeting And Positioning
Market Segmentation Targeting And Positioning
Waseem Jhat
 
Target market
Target market  Target market
Market segmentation & targeting lecture 2
Market segmentation & targeting  lecture 2Market segmentation & targeting  lecture 2
Market segmentation & targeting lecture 2
ahmed waly
 
PRINCIPLES OF MARKETING CHAPTER 1.pptx
PRINCIPLES OF MARKETING CHAPTER 1.pptxPRINCIPLES OF MARKETING CHAPTER 1.pptx
PRINCIPLES OF MARKETING CHAPTER 1.pptx
Maricel Sanchez
 
7ps of marketing ppt
7ps of marketing ppt7ps of marketing ppt
7ps of marketing ppt
Kishan Panchal
 
Advance marketing management
Advance marketing managementAdvance marketing management
Advance marketing management
IBM Analytics, Enterprise Social Solutions
 
Basic concepts-of-marketing
Basic concepts-of-marketingBasic concepts-of-marketing
Basic concepts-of-marketingTuul Narantuya
 
Chapter 3 segmentation
Chapter 3 segmentationChapter 3 segmentation
Chapter 3 segmentation
Rafique Ahmed Khattak
 
Developing the marketing mix
Developing the marketing mixDeveloping the marketing mix
Developing the marketing mix
Jeannie Barcelona
 
Marketing Research Introduction
Marketing Research IntroductionMarketing Research Introduction
Marketing Research Introduction
Dr. John V. Padua
 
Market Segmentation, Targeting and Positioning
Market Segmentation, Targeting and PositioningMarket Segmentation, Targeting and Positioning
Market Segmentation, Targeting and Positioning
Kevo041962
 
Key Concepts In Marketing
Key Concepts In MarketingKey Concepts In Marketing
Key Concepts In Marketing
lamanansala
 
Product Positioning
Product PositioningProduct Positioning
Product Positioning
Ajilal
 
Marketing - Promotion
Marketing - PromotionMarketing - Promotion
Marketing - Promotiontutor2u
 
Marketing mix the 7 p's of marketing
Marketing mix  the 7 p's of marketingMarketing mix  the 7 p's of marketing
Marketing mix the 7 p's of marketing
Eli Santos
 
Marketing Plan
Marketing PlanMarketing Plan
Marketing Plan
Mal Mai
 
Market segmentation PPT
Market segmentation PPTMarket segmentation PPT
Market segmentation PPTAabhas Rastogi
 
7p’s of MARKETIING MIX
7p’s of MARKETIING MIX7p’s of MARKETIING MIX
7p’s of MARKETIING MIXRatnesh Pathak
 

What's hot (20)

Introduction to marketing management
Introduction to marketing managementIntroduction to marketing management
Introduction to marketing management
 
Market Segmentation Targeting And Positioning
Market Segmentation Targeting And PositioningMarket Segmentation Targeting And Positioning
Market Segmentation Targeting And Positioning
 
Target market
Target market  Target market
Target market
 
Market segmentation & targeting lecture 2
Market segmentation & targeting  lecture 2Market segmentation & targeting  lecture 2
Market segmentation & targeting lecture 2
 
PRINCIPLES OF MARKETING CHAPTER 1.pptx
PRINCIPLES OF MARKETING CHAPTER 1.pptxPRINCIPLES OF MARKETING CHAPTER 1.pptx
PRINCIPLES OF MARKETING CHAPTER 1.pptx
 
7ps of marketing ppt
7ps of marketing ppt7ps of marketing ppt
7ps of marketing ppt
 
Advance marketing management
Advance marketing managementAdvance marketing management
Advance marketing management
 
Basic concepts-of-marketing
Basic concepts-of-marketingBasic concepts-of-marketing
Basic concepts-of-marketing
 
Chapter 3 segmentation
Chapter 3 segmentationChapter 3 segmentation
Chapter 3 segmentation
 
Developing the marketing mix
Developing the marketing mixDeveloping the marketing mix
Developing the marketing mix
 
Marketing Research Introduction
Marketing Research IntroductionMarketing Research Introduction
Marketing Research Introduction
 
Market Segmentation, Targeting and Positioning
Market Segmentation, Targeting and PositioningMarket Segmentation, Targeting and Positioning
Market Segmentation, Targeting and Positioning
 
Marketing & 7 p's
Marketing & 7 p'sMarketing & 7 p's
Marketing & 7 p's
 
Key Concepts In Marketing
Key Concepts In MarketingKey Concepts In Marketing
Key Concepts In Marketing
 
Product Positioning
Product PositioningProduct Positioning
Product Positioning
 
Marketing - Promotion
Marketing - PromotionMarketing - Promotion
Marketing - Promotion
 
Marketing mix the 7 p's of marketing
Marketing mix  the 7 p's of marketingMarketing mix  the 7 p's of marketing
Marketing mix the 7 p's of marketing
 
Marketing Plan
Marketing PlanMarketing Plan
Marketing Plan
 
Market segmentation PPT
Market segmentation PPTMarket segmentation PPT
Market segmentation PPT
 
7p’s of MARKETIING MIX
7p’s of MARKETIING MIX7p’s of MARKETIING MIX
7p’s of MARKETIING MIX
 

Similar to Target market

organization plan.pptx
organization plan.pptxorganization plan.pptx
organization plan.pptx
FloryJovellano1
 
Marketing concept i arnelyn arellano
Marketing concept i arnelyn arellanoMarketing concept i arnelyn arellano
Marketing concept i arnelyn arellano
Arnelyn Arellano
 
Marketing 101 Tactics
Marketing 101 TacticsMarketing 101 Tactics
Marketing 101 Tactics
Rubayet Hassan
 
Palmer2e ch01
Palmer2e ch01Palmer2e ch01
Palmer2e ch01ni3gogna1
 
1_Golden Rules of Marketing 2021.ppt
1_Golden Rules of Marketing 2021.ppt1_Golden Rules of Marketing 2021.ppt
1_Golden Rules of Marketing 2021.ppt
CharmyneSanglay
 
Marketing Process
Marketing ProcessMarketing Process
Marketing Process
NateSkyzzer
 
The 7 ps of marketing
The 7 ps of marketingThe 7 ps of marketing
The 7 ps of marketing
Tara Saini
 
The 3+1 Method…How To Craft Your Marketing Plan! [Bonus Step: The +1]
The 3+1 Method…How To Craft Your Marketing Plan! [Bonus Step: The +1]The 3+1 Method…How To Craft Your Marketing Plan! [Bonus Step: The +1]
The 3+1 Method…How To Craft Your Marketing Plan! [Bonus Step: The +1]Tracey Walker
 
Fundamentals of Marketing Mix- 4C’s for eCommerce
Fundamentals of Marketing Mix- 4C’s for eCommerceFundamentals of Marketing Mix- 4C’s for eCommerce
Fundamentals of Marketing Mix- 4C’s for eCommerce
eTailing India
 
My point of view of marketing
My point of view of marketing My point of view of marketing
My point of view of marketing
Jinling Li
 
For startups
For startupsFor startups
For startups
chevyandhika
 
how to market a product.pptx
how to market a product.pptxhow to market a product.pptx
how to market a product.pptx
Ghulammuhammad731582
 
ADVERTISING
ADVERTISINGADVERTISING
ADVERTISINGdeep90
 
The Marketing Mix Presentation - Abigail Smith
The Marketing Mix Presentation - Abigail SmithThe Marketing Mix Presentation - Abigail Smith
The Marketing Mix Presentation - Abigail Smith
AbigailSmith131
 
interview question for MBA Marketing Job
interview question for MBA  Marketing Jobinterview question for MBA  Marketing Job
interview question for MBA Marketing Job
Ajeesh Sudevan
 
Marketing Management
Marketing ManagementMarketing Management
Marketing Management
Nishant Munjal
 
Brand Busters PPT
Brand Busters PPTBrand Busters PPT
Brand Busters PPT
bradstamulis
 
4ps
4ps4ps
Nesta creative toolkit_book_4_in_it_for_the_long_haul
Nesta creative toolkit_book_4_in_it_for_the_long_haulNesta creative toolkit_book_4_in_it_for_the_long_haul
Nesta creative toolkit_book_4_in_it_for_the_long_haul
TẠ MINH TRÃI
 

Similar to Target market (20)

organization plan.pptx
organization plan.pptxorganization plan.pptx
organization plan.pptx
 
Marketing concept i arnelyn arellano
Marketing concept i arnelyn arellanoMarketing concept i arnelyn arellano
Marketing concept i arnelyn arellano
 
Marketing 101 Tactics
Marketing 101 TacticsMarketing 101 Tactics
Marketing 101 Tactics
 
Palmer2e ch01
Palmer2e ch01Palmer2e ch01
Palmer2e ch01
 
1_Golden Rules of Marketing 2021.ppt
1_Golden Rules of Marketing 2021.ppt1_Golden Rules of Marketing 2021.ppt
1_Golden Rules of Marketing 2021.ppt
 
Marketing Process
Marketing ProcessMarketing Process
Marketing Process
 
The 7 ps of marketing
The 7 ps of marketingThe 7 ps of marketing
The 7 ps of marketing
 
The 3+1 Method…How To Craft Your Marketing Plan! [Bonus Step: The +1]
The 3+1 Method…How To Craft Your Marketing Plan! [Bonus Step: The +1]The 3+1 Method…How To Craft Your Marketing Plan! [Bonus Step: The +1]
The 3+1 Method…How To Craft Your Marketing Plan! [Bonus Step: The +1]
 
Fundamentals of Marketing Mix- 4C’s for eCommerce
Fundamentals of Marketing Mix- 4C’s for eCommerceFundamentals of Marketing Mix- 4C’s for eCommerce
Fundamentals of Marketing Mix- 4C’s for eCommerce
 
My point of view of marketing
My point of view of marketing My point of view of marketing
My point of view of marketing
 
For startups
For startupsFor startups
For startups
 
how to market a product.pptx
how to market a product.pptxhow to market a product.pptx
how to market a product.pptx
 
ADVERTISING
ADVERTISINGADVERTISING
ADVERTISING
 
The Marketing Mix Presentation - Abigail Smith
The Marketing Mix Presentation - Abigail SmithThe Marketing Mix Presentation - Abigail Smith
The Marketing Mix Presentation - Abigail Smith
 
interview question for MBA Marketing Job
interview question for MBA  Marketing Jobinterview question for MBA  Marketing Job
interview question for MBA Marketing Job
 
Marketing Management
Marketing ManagementMarketing Management
Marketing Management
 
Brand Busters PPT
Brand Busters PPTBrand Busters PPT
Brand Busters PPT
 
7ps (1)
7ps (1)7ps (1)
7ps (1)
 
4ps
4ps4ps
4ps
 
Nesta creative toolkit_book_4_in_it_for_the_long_haul
Nesta creative toolkit_book_4_in_it_for_the_long_haulNesta creative toolkit_book_4_in_it_for_the_long_haul
Nesta creative toolkit_book_4_in_it_for_the_long_haul
 

More from yacub13

Stock handling
Stock handlingStock handling
Stock handlingyacub13
 
Distribution
DistributionDistribution
Distributionyacub13
 
Management structures
Management structuresManagement structures
Management structuresyacub13
 
Management structures
Management structuresManagement structures
Management structuresyacub13
 
Economic measurement(1)
Economic measurement(1)Economic measurement(1)
Economic measurement(1)yacub13
 
Types of economic systems
Types of economic systemsTypes of economic systems
Types of economic systemsyacub13
 
Types of economic systems
Types of economic systemsTypes of economic systems
Types of economic systemsyacub13
 
Marketing careers
Marketing careersMarketing careers
Marketing careersyacub13
 
Market segmentation
Market segmentationMarket segmentation
Market segmentationyacub13
 
Target market
Target marketTarget market
Target marketyacub13
 
Economic utilities
Economic utilitiesEconomic utilities
Economic utilitiesyacub13
 
Marketing overview
Marketing overviewMarketing overview
Marketing overviewyacub13
 

More from yacub13 (12)

Stock handling
Stock handlingStock handling
Stock handling
 
Distribution
DistributionDistribution
Distribution
 
Management structures
Management structuresManagement structures
Management structures
 
Management structures
Management structuresManagement structures
Management structures
 
Economic measurement(1)
Economic measurement(1)Economic measurement(1)
Economic measurement(1)
 
Types of economic systems
Types of economic systemsTypes of economic systems
Types of economic systems
 
Types of economic systems
Types of economic systemsTypes of economic systems
Types of economic systems
 
Marketing careers
Marketing careersMarketing careers
Marketing careers
 
Market segmentation
Market segmentationMarket segmentation
Market segmentation
 
Target market
Target marketTarget market
Target market
 
Economic utilities
Economic utilitiesEconomic utilities
Economic utilities
 
Marketing overview
Marketing overviewMarketing overview
Marketing overview
 

Recently uploaded

Lookback Analysis
Lookback AnalysisLookback Analysis
Lookback Analysis
Safe PaaS
 
Sustainability: Balancing the Environment, Equity & Economy
Sustainability: Balancing the Environment, Equity & EconomySustainability: Balancing the Environment, Equity & Economy
Sustainability: Balancing the Environment, Equity & Economy
Operational Excellence Consulting
 
chapter 10 - excise tax of transfer and business taxation
chapter 10 - excise tax of transfer and business taxationchapter 10 - excise tax of transfer and business taxation
chapter 10 - excise tax of transfer and business taxation
AUDIJEAngelo
 
Meas_Dylan_DMBS_PB1_2024-05XX_Revised.pdf
Meas_Dylan_DMBS_PB1_2024-05XX_Revised.pdfMeas_Dylan_DMBS_PB1_2024-05XX_Revised.pdf
Meas_Dylan_DMBS_PB1_2024-05XX_Revised.pdf
dylandmeas
 
Filing Your Delaware Franchise Tax A Detailed Guide
Filing Your Delaware Franchise Tax A Detailed GuideFiling Your Delaware Franchise Tax A Detailed Guide
Filing Your Delaware Franchise Tax A Detailed Guide
YourLegal Accounting
 
falcon-invoice-discounting-a-premier-platform-for-investors-in-india
falcon-invoice-discounting-a-premier-platform-for-investors-in-indiafalcon-invoice-discounting-a-premier-platform-for-investors-in-india
falcon-invoice-discounting-a-premier-platform-for-investors-in-india
Falcon Invoice Discounting
 
Skye Residences | Extended Stay Residences Near Toronto Airport
Skye Residences | Extended Stay Residences Near Toronto AirportSkye Residences | Extended Stay Residences Near Toronto Airport
Skye Residences | Extended Stay Residences Near Toronto Airport
marketingjdass
 
Premium MEAN Stack Development Solutions for Modern Businesses
Premium MEAN Stack Development Solutions for Modern BusinessesPremium MEAN Stack Development Solutions for Modern Businesses
Premium MEAN Stack Development Solutions for Modern Businesses
SynapseIndia
 
一比一原版加拿大渥太华大学毕业证(uottawa毕业证书)如何办理
一比一原版加拿大渥太华大学毕业证(uottawa毕业证书)如何办理一比一原版加拿大渥太华大学毕业证(uottawa毕业证书)如何办理
一比一原版加拿大渥太华大学毕业证(uottawa毕业证书)如何办理
taqyed
 
The-McKinsey-7S-Framework. strategic management
The-McKinsey-7S-Framework. strategic managementThe-McKinsey-7S-Framework. strategic management
The-McKinsey-7S-Framework. strategic management
Bojamma2
 
Memorandum Of Association Constitution of Company.ppt
Memorandum Of Association Constitution of Company.pptMemorandum Of Association Constitution of Company.ppt
Memorandum Of Association Constitution of Company.ppt
seri bangash
 
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...
BBPMedia1
 
Global Interconnection Group Joint Venture[960] (1).pdf
Global Interconnection Group Joint Venture[960] (1).pdfGlobal Interconnection Group Joint Venture[960] (1).pdf
Global Interconnection Group Joint Venture[960] (1).pdf
Henry Tapper
 
3.0 Project 2_ Developing My Brand Identity Kit.pptx
3.0 Project 2_ Developing My Brand Identity Kit.pptx3.0 Project 2_ Developing My Brand Identity Kit.pptx
3.0 Project 2_ Developing My Brand Identity Kit.pptx
tanyjahb
 
Set off and carry forward of losses and assessment of individuals.pptx
Set off and carry forward of losses and assessment of individuals.pptxSet off and carry forward of losses and assessment of individuals.pptx
Set off and carry forward of losses and assessment of individuals.pptx
HARSHITHV26
 
April 2024 Nostalgia Products Newsletter
April 2024 Nostalgia Products NewsletterApril 2024 Nostalgia Products Newsletter
April 2024 Nostalgia Products Newsletter
NathanBaughman3
 
Introduction to Amazon company 111111111111
Introduction to Amazon company 111111111111Introduction to Amazon company 111111111111
Introduction to Amazon company 111111111111
zoyaansari11365
 
PriyoShop Celebration Pohela Falgun Mar 20, 2024
PriyoShop Celebration Pohela Falgun Mar 20, 2024PriyoShop Celebration Pohela Falgun Mar 20, 2024
PriyoShop Celebration Pohela Falgun Mar 20, 2024
PriyoShop.com LTD
 
The Parable of the Pipeline a book every new businessman or business student ...
The Parable of the Pipeline a book every new businessman or business student ...The Parable of the Pipeline a book every new businessman or business student ...
The Parable of the Pipeline a book every new businessman or business student ...
awaisafdar
 
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...
Kumar Satyam
 

Recently uploaded (20)

Lookback Analysis
Lookback AnalysisLookback Analysis
Lookback Analysis
 
Sustainability: Balancing the Environment, Equity & Economy
Sustainability: Balancing the Environment, Equity & EconomySustainability: Balancing the Environment, Equity & Economy
Sustainability: Balancing the Environment, Equity & Economy
 
chapter 10 - excise tax of transfer and business taxation
chapter 10 - excise tax of transfer and business taxationchapter 10 - excise tax of transfer and business taxation
chapter 10 - excise tax of transfer and business taxation
 
Meas_Dylan_DMBS_PB1_2024-05XX_Revised.pdf
Meas_Dylan_DMBS_PB1_2024-05XX_Revised.pdfMeas_Dylan_DMBS_PB1_2024-05XX_Revised.pdf
Meas_Dylan_DMBS_PB1_2024-05XX_Revised.pdf
 
Filing Your Delaware Franchise Tax A Detailed Guide
Filing Your Delaware Franchise Tax A Detailed GuideFiling Your Delaware Franchise Tax A Detailed Guide
Filing Your Delaware Franchise Tax A Detailed Guide
 
falcon-invoice-discounting-a-premier-platform-for-investors-in-india
falcon-invoice-discounting-a-premier-platform-for-investors-in-indiafalcon-invoice-discounting-a-premier-platform-for-investors-in-india
falcon-invoice-discounting-a-premier-platform-for-investors-in-india
 
Skye Residences | Extended Stay Residences Near Toronto Airport
Skye Residences | Extended Stay Residences Near Toronto AirportSkye Residences | Extended Stay Residences Near Toronto Airport
Skye Residences | Extended Stay Residences Near Toronto Airport
 
Premium MEAN Stack Development Solutions for Modern Businesses
Premium MEAN Stack Development Solutions for Modern BusinessesPremium MEAN Stack Development Solutions for Modern Businesses
Premium MEAN Stack Development Solutions for Modern Businesses
 
一比一原版加拿大渥太华大学毕业证(uottawa毕业证书)如何办理
一比一原版加拿大渥太华大学毕业证(uottawa毕业证书)如何办理一比一原版加拿大渥太华大学毕业证(uottawa毕业证书)如何办理
一比一原版加拿大渥太华大学毕业证(uottawa毕业证书)如何办理
 
The-McKinsey-7S-Framework. strategic management
The-McKinsey-7S-Framework. strategic managementThe-McKinsey-7S-Framework. strategic management
The-McKinsey-7S-Framework. strategic management
 
Memorandum Of Association Constitution of Company.ppt
Memorandum Of Association Constitution of Company.pptMemorandum Of Association Constitution of Company.ppt
Memorandum Of Association Constitution of Company.ppt
 
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...
 
Global Interconnection Group Joint Venture[960] (1).pdf
Global Interconnection Group Joint Venture[960] (1).pdfGlobal Interconnection Group Joint Venture[960] (1).pdf
Global Interconnection Group Joint Venture[960] (1).pdf
 
3.0 Project 2_ Developing My Brand Identity Kit.pptx
3.0 Project 2_ Developing My Brand Identity Kit.pptx3.0 Project 2_ Developing My Brand Identity Kit.pptx
3.0 Project 2_ Developing My Brand Identity Kit.pptx
 
Set off and carry forward of losses and assessment of individuals.pptx
Set off and carry forward of losses and assessment of individuals.pptxSet off and carry forward of losses and assessment of individuals.pptx
Set off and carry forward of losses and assessment of individuals.pptx
 
April 2024 Nostalgia Products Newsletter
April 2024 Nostalgia Products NewsletterApril 2024 Nostalgia Products Newsletter
April 2024 Nostalgia Products Newsletter
 
Introduction to Amazon company 111111111111
Introduction to Amazon company 111111111111Introduction to Amazon company 111111111111
Introduction to Amazon company 111111111111
 
PriyoShop Celebration Pohela Falgun Mar 20, 2024
PriyoShop Celebration Pohela Falgun Mar 20, 2024PriyoShop Celebration Pohela Falgun Mar 20, 2024
PriyoShop Celebration Pohela Falgun Mar 20, 2024
 
The Parable of the Pipeline a book every new businessman or business student ...
The Parable of the Pipeline a book every new businessman or business student ...The Parable of the Pipeline a book every new businessman or business student ...
The Parable of the Pipeline a book every new businessman or business student ...
 
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...
 

Target market

  • 1. Finding your Target Market Lesson 1.3 Activity 2
  • 2. A market is all potential customers who share common needs and wants and who have the ability and willingness to buy the product. What is a Market?
  • 3.
  • 4.
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11.
  • 12.
  • 13.
  • 14.
  • 15.
  • 16.
  • 17.
  • 18.