Ejemplo Plan Negocio

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{\phpg\posx3323\pvpg\posy749\absw5519\absh184 \li-5\ri-15 \expndtw-3 \dn0 \up0 \f10
\fs19 I CONCURSO {\expndtw-30*}E EMPRENDEDORES UNIVERSITAR{\expndtw-30*}OS \par}
{\phpg\posx5603\pvpg\posy980\absw733\absh184 \li-5\ri-15 \expndtw-7 \dn0 \up0
\f10 \fs19 Plantil{\expndtw-30*}a \par}
{\phpg\posx4202\pvpg\posy2121\absw3945\absh370 \li-5\ri-15 \expndtw-12 \b \dn0 \up0
\f10 \fs40 \cf115 PLAN DE NEGOCIO \par}
\f10 \fs43 \cf6 Pl a n {\expndtw-30*} i {\expndtw-30*} l {\expndtw-30*} \par}
{\phpg\posx1701\pvpg\posy6012\absw8929\absh221 \li-5\ri-15 \expndtw2 \dn0 \up0 \f10
\fs23 {\expndtw-30*}l Plan de Empresa e{\expndtw-30*} e{\expndtw-30*} an{\expndtw-
30*}lisis previsio{\expndtw-30*}al de las d{\expndtw-30*}stint{\expndtw-30*}s �reas
de la \par}
\f10 \fs23 empresa: Marketing, Producci�{\expndtw-30*}, Recurs{\expndtw-30*}s
Humanos, Inversiones, Econ�mic{\expndtw-30*} \par}
\f10 \fs23 - F{\expndtw-30*}nanciero {\expndtw-30*} Ju{\expndtw-30*}�dico-
{\expndtw-30*}{\expndtw-30*}stitucional. \par}
\fs23 U{\expndtw-30*} {\expndtw-30*}lan de Empre{\expndtw-30*}a es
necesar{\expndtw-30*}o tan{\expndtw-30*}o {\expndtw-30*}i se prete{\expndtw-30*}de
crear una e{\expndtw-30*}{\expndtw-30*}resa, \par}
\fs23 {\expndtw-30*}omo si el o{\expndtw-30*}jet{\expndtw-30*}vo es m{\expndtw-
30*}d{\expndtw-30*}rnizar {\expndtw-30*} incrementar la rent{\expndtw-
30*}bi{\expndtw-30*}idad de la empre{\expndtw-30*}{\expndtw-30*} \par}
\f10 \fs23 {\expndtw-30*}xistente. \par}
\fs23 {\expndtw-30*}anto el resulta{\expndtw-30*}o final - el {\expndtw-30*}lan de
Empre{\expndtw-30*}a completo - como e{\expndtw-30*} tr{\expndtw-30*}bajo de \par}
\fs23 reflexi{\expndtw-30*}n necesar{\expndtw-30*}o p{\expndtw-30*}ra
defin{\expndtw-30*}{\expndtw-30*} el Plan {\expndtw-30*}on {\expndtw-30*}tiles. Los
qu{\expndtw-30*} t{\expndtw-30*}{\expndtw-30*}bajen en {\expndtw-30*}l se \par}
\fs23 beneficiar�{\expndtw-30*} d{\expndtw-30*} un conoci{\expndtw-30*}iento m�s
pr{\expndtw-30*}fundo de todas las {\expndtw-30*}rea{\expndtw-30*} de la \par}
\fs23 empresa {\expndtw-30*} de u{\expndtw-30*}a m{\expndtw-30*}yor m{\expndtw-
30*}tivaci�n {\expndtw-30*}ar{\expndtw-30*} q{\expndtw-30*}e la creac{\expndtw-
30*}�n d{\expndtw-30*} la empresa se \par}
\f10 \fs23 l{\expndtw-30*}eve a cabo. \par}
\fs23 El Plan constituye un{\expndtw-30*} gu�a para este p{\expndtw-30*}o{\expndtw-
30*}e{\expndtw-30*}o {\expndtw-30*}e c{\expndtw-30*}eaci{\expndtw-30*}n de
{\expndtw-30*}{\expndtw-30*}a empresa. Al \par}
\f10 \fs23 fina{\expndtw-30*} d{\expndtw-30*}l mis{\expndtw-30*}o, estar�s
e{\expndtw-30*} condici{\expndtw-30*}{\expndtw-30*}e{\expndtw-30*} de autoevaluar
la viabi{\expndtw-30*}idad i{\expndtw-30*}i{\expndtw-30*}ial de tu \par}
\f10 \fs23 p{\expndtw-30*}{\expndtw-30*}y{\expndtw-30*}cto. \par}
\f10 \fs23 {\expndtw-30*}e presen{\expndtw-30*}amos a cont{\expndtw-30*}{\expndtw-
30*}uaci�n u{\expndtw-30*}a plant{\expndtw-30*}lla de mue{\expndtw-30*}tra
q{\expndtw-30*}e podr� ay{\expndtw-30*}darte en \par}
\f10 \fs23 {\expndtw-30*}l proc{\expndtw-30*}so como gu{\expndtw-30*}{\expndtw-
30*}. \par}
\f10 \fs23 1\par}
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}}\margt720\margb140\margr1660\margl1700
\fs19 I CONCUR{\expndtw-30*}O DE EMPRENDED{\expndtw-30*}RES {\expndtw-
30*}N{\expndtw-30*}VERSITARIOS \par}
\f10 \fs19 Planti{\expndtw-30*}l{\expndtw-30*} \par}
\f10 \fs47 \cf44 PLAN DE {\expndtw-30*}EGOCIO \par}
\f10 \fs40 \cf44 {\expndtw-30*}{\expndtw-30*}dice \par}
{\phpg\posx1821\pvpg\posy3232\absw3398\absh259 \li-5\ri-15 \expndtw-3 \b \dn0
\up0 \f10 \fs28 \cf44 1. {\expndtw-30*}royecto y Objetivos. \par}
\f10 \fs23 \cf44 a. \par}
\f10 \fs23 \cf44 {\expndtw-30*}. \par}
\f10 \fs23 \cf44 c. \par}
\f10 \fs23 \cf44 d. \par}
\f10 \fs23 \cf44 e. \par}
\f10 \fs23 \cf44 La {\expndtw-30*}{\expndtw-30*}ea \par}
\f10 \fs23 \cf44 �Por qu�? \par}
\f10 \fs23 \cf44 Los Promotores. \par}
\f10 \fs23 \cf44 {\expndtw-30*}isi�n. \par}
\f10 \fs23 \cf44 Ob{\expndtw-30*}etivos \par}
\f10 \fs23 \cf6 Primero redacta e{\expndtw-30*} texto {\expndtw-30*}, d{\expndtw-
30*}spu�s, \par}
\f10 \fs23 \cf6 cre{\expndtw-30*} aqu� el \par}
\f10 \fs23 \cf6 �N{\expndtw-30*}ICE {\expndtw-30*}I{\expndtw-30*}AL \par}
\up0 \f10 \fs28 \cf44 2. {\expndtw-30*}roducto y Mer{\expndtw-30*}ado \par}
\f10 \fs23 \cf44 a. \par}
\f10 \fs23 \cf44 b. \par}
\f10 \fs23 \cf44 c. \par}
\f10 \fs23 \cf44 d. \par}
\f10 \fs23 \cf44 e. \par}
\f10 \fs23 \cf44 f. \par}
\f10 \fs23 \cf44 Productos: {\expndtw-30*}isi�n Gen{\expndtw-30*}ral. \par}
\f10 \fs23 \cf44 {\expndtw-30*}u{\expndtw-30*}tos Fu{\expndtw-30*}rtes y
Ventajas. \par}
\f10 \fs23 \cf44 El cl{\expndtw-30*}ente. \par}
\f10 \fs23 \cf44 Targe{\expndtw-30*}s. \par}
\f10 \fs23 \cf44 E{\expndtw-30*} {\expndtw-30*}ercado {\expndtw-30*}otenc{\expndtw-
30*}al. \par}
\f10 \fs23 \cf44 Cla{\expndtw-30*}e{\expndtw-30*} de Fu{\expndtw-30*}uro. \par}
\up0 \f10 \fs28 \cf44 3. Competitivi{\expndtw-30*}ad. \par}
\f10 \fs23 \cf44 a. \par}
\f10 \fs23 \cf44 c. \par}
\f10 \fs23 \cf44 d. \par}
\f10 \fs23 \cf44 La Competenc{\expndtw-30*}a. \par}
\f10 \fs23 \cf44 Principales co{\expndtw-30*}p{\expndtw-30*}{\expndtw-
30*}id{\expndtw-30*}res. \par}
\f10 \fs23 \cf44 An�li{\expndtw-30*}is comparat{\expndtw-30*}vo. \par}
\f10 \fs23 \cf44 C{\expndtw-30*}mpetitivid{\expndtw-30*}d: An�lisis. \par}
\up0 \f10 \fs28 \cf44 {\expndtw-30*}. Plan de Marketing \par}
\f10 \fs23 \cf44 a. \par}
\f10 \fs23 \cf44 b. \par}
\f10 \fs23 \cf44 c. \par}
\f10 \fs23 \cf44 d. \par}
\f10 \fs23 \cf44 e. \par}
\f10 \fs23 \cf44 f. \par}
\f10 \fs23 \cf44 g. \par}
\f10 \fs23 \cf44 h. \par}
\f10 \fs23 \cf44 i. \par}
\f10 \fs23 \cf44 {\expndtw-30*}AF{\expndtw-30*} \par}
\f10 \fs23 \cf44 Po{\expndtw-30*}�tica de Producto. \par}
\f10 \fs23 \cf44 Pol�tica d{\expndtw-30*} Servi{\expndtw-30*}io y {\expndtw-
30*}tenci�n al cliente. \par}
\f10 \fs23 \cf44 Pol�ti{\expndtw-30*}a de Precio{\expndtw-30*}. \par}
\f10 \fs23 \cf44 Pol{\expndtw-30*}tica de Pr{\expndtw-30*}mociones y descuentos.
\par}
\f10 \fs23 \cf44 Comuni{\expndtw-30*}aci�n. \par}
\f10 \fs23 \cf44 Pub{\expndtw-30*}{\expndtw-30*}cidad y Promoci�n. \par}
\f10 \fs23 \cf44 Plan de Acci{\expndtw-30*}n{\expndtw-30*}{\expndtw-30*} de
{\expndtw-30*}arketin{\expndtw-30*}. \par}
\f10 \fs23 \cf44 {\expndtw-30*}sti{\expndtw-30*}ac{\expndtw-30*}o{\expndtw-30*}
{\expndtw-30*}s de Venta. \par}
\f10 \fs28 \cf44 {\expndtw-30*}. Plan d{\expndtw-30*} Ventas. \par}
\f10 \fs23 \cf44 E{\expndtw-30*}trategia de {\expndtw-30*}e{\expndtw-30*}tas. \par}
\f10 \fs23 \cf44 Fue{\expndtw-30*}za de Ventas. \par}
\f10 \fs23 \cf44 Condiciones {\expndtw-30*}e {\expndtw-30*}e{\expndtw-30*}ta. \par}
\f10 \fs23 \cf44 Canales d{\expndtw-30*} Distribuci�n. \par}
{\phpg\posx2661\pvpg\posy13642\absw2874\absh221 \li-5\ri-15 \expndtw0 \dn0 \up0
\f10 \fs22 \cf44 e.\fs23 {\expndtw-30*}l{\expndtw-30*}{\expndtw-30*} d{\expndtw-
30*} V{\expndtw-30*}{\expndtw-30*}tas Anual. \par}
\f10 \fs22 \cf44 f.\fs23 Es{\expndtw-30*}imaciones de Vent{\expndtw-30*}. \par}
\f10 \fs23 \cf44 a. \par}
\f10 \fs23 \cf44 b. \par}
\f10 \fs23 \cf44 d. \par}
\f10 \fs28 \cf44 6. Re{\expndtw-30*}ursos Hu{\expndtw-30*}anos \par}
\f10 \fs22 \cf44 a.\fs23 Org{\expndtw-30*}nizaci{\expndtw-30*}n Funcional. \par}
\f10 \fs22 \cf44 b.\fs23 Condiciones de trabajo y {\expndtw-30*}{\expndtw-
30*}munerativas. \par}
\f10 \fs23 2\par}
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\fs19 I {\expndtw-30*}ONCURSO DE EMPRENDEDORE{\expndtw-30*} U{\expndtw-
30*}IVERSIT{\expndtw-30*}RIOS \par}
\f10 \fs19 Plan{\expndtw-30*}i{\expndtw-30*}l{\expndtw-30*} \par}
\fs22 \cf44 c.\fs23 Plan de Recursos Humanos. \par}
\fs22 \cf44 d.\fs23 Pr{\expndtw-30*}visi�n d{\expndtw-30*} R{\expndtw-30*}cursos
Humanos. \par}
{\phpg\posx1821\pvpg\posy2349\absw4839\absh259 \li-5\ri-15 \expndtw0 \b \dn0
\up0 \f10 \fs28 7. Asp{\expndtw-30*}ctos le{\expndtw-30*}a{\expndtw-30*}es y
societarios. \par}
\f10 \fs23 \cf44 a. \par}
\f10 \fs23 \cf44 b. \par}
\f10 \fs23 \cf44 c. \par}
\f10 \fs23 \cf44 d. \par}
\f10 \fs23 \cf44 La s{\expndtw-30*}cie{\expndtw-30*}ad. \par}
\f10 \fs23 \cf44 Licenci{\expndtw-30*}s y {\expndtw-30*}erechos. \par}
\f10 \fs23 \cf44 Ob{\expndtw-30*}igaciones {\expndtw-30*}egales. \par}
\f10 \fs23 \cf44 {\expndtw-30*}e{\expndtw-30*}mi{\expndtw-30*}{\expndtw-30*}s y
l{\expndtw-30*}m{\expndtw-30*}t{\expndtw-30*}{\expndtw-30*}iones. \par}
\up0 \f10 \fs28 \cf44 8. {\expndtw-30*}lan{\expndtw-30*}s {\expndtw-30*}{\expndtw-
30*}era{\expndtw-30*}ivo{\expndtw-30*}. \par}
\f10 \fs23 \cf44 a. {\expndtw-30*}lan d{\expndtw-30*} Esta{\expndtw-
30*}lecimient{\expndtw-30*}. \par}
\fs22 \cf44 b.\fs23 {\expndtw-30*}{\expndtw-30*}an de La{\expndtw-
30*}zamie{\expndtw-30*}to. \par}
\up0 \f10 \fs28 \cf44 9. Res{\expndtw-30*}{\expndtw-30*}t{\expndtw-30*}dos
Previs{\expndtw-30*}os. \par}
\fs23 \cf44 a. Premisas Importante{\expndtw-30*}. \par}
\fs23 \cf44 b. Indicadores. \par}
\fs23 \cf44 c. Resultados Primer {\expndtw-30*}�o. \par}
\fs23 \cf44 i. Umbral de rentabilidad. \par}
\fs23 \cf44 {\expndtw-30*}i. Cuenta de Explotaci�n. \par}
\fs23 \cf44 iii. Cuent{\expndtw-30*}s de Re{\expndtw-30*}ultados. \par}
\fs23 \cf44 iv. Tesorer�a. \par}
\fs23 \cf44 {\expndtw-30*}. Balances {\expndtw-30*}rev{\expndtw-30*}siona{\expndtw-
30*}e{\expndtw-30*}. \par}
\fs23 \cf44 d. Res{\expndtw-30*}ltados a 3 a�os. \par}
\fs23 \cf44 i. Result{\expndtw-30*}{\expndtw-30*}os. \par}
\fs23 \cf44 i{\expndtw-30*}. Balances P{\expndtw-30*}evisionales. \par}
\fs23 \cf44 {\expndtw-30*}ii. Tesorer�a. \par}
\fs23 \cf44 iv. Valor y Rentabilidad d{\expndtw-30*} {\expndtw-30*}a inversi�n.
\par}
\fs23 \cf44 v. Prin{\expndtw-30*}ipales Ratios \par}
\up0 \f10 \fs28 \cf44 10. Pla{\expndtw-30*} de Inv{\expndtw-30*}rsiones y
Financi{\expndtw-30*}ci�n. \par}
\f10 \fs23 \cf44 a. Plan de Inversiones y es{\expndtw-30*}ableci{\expndtw-
30*}ien{\expndtw-30*}o. \par}
\f10 \fs23 \cf44 b. Necesidades Financ{\expndtw-30*}eras. \par}
\f10 \fs23 \cf44 c. P{\expndtw-30*}an de Finan{\expndtw-30*}iaci�n.. \par}
\up0 \f10 \fs28 \cf44 11. C{\expndtw-30*}nclu{\expndtw-30*}ione{\expndtw-30*}
final{\expndtw-30*}s. \par}
\f10 \fs23 \cf44 a. \par}
\f10 \fs23 \cf44 b. \par}
\f10 \fs23 \cf44 c. \par}
\f10 \fs23 \cf44 d. \par}
\f10 \fs23 \cf44 Oportunidad. \par}
\f10 \fs23 \cf44 Rie{\expndtw-30*}go. \par}
\f10 \fs23 \cf44 Puntos Fuertes. \par}
\f10 \fs23 \cf44 R{\expndtw-30*}nt{\expndtw-30*}bilidad. \par}
\up0 \f10 \fs23 \cf44 ANEX{\expndtw-30*}S: \par}
\up0 \f10 \fs31 \cf44 Presupuestos \par}
\f10 \fs31 \cf44 Resu{\expndtw-30*}en Ejecutiv{\expndtw-30*} \par}
\f10 \fs23 3\par}
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}}}
\fs19 I CONCURSO DE {\expndtw-30*}MPRENDEDORES {\expndtw-30*}NIVERSITARIOS \par}
\f10 \fs19 Pla{\expndtw-30*}{\expndtw-30*}illa \par}
\f10 \fs35 \cf130 PLAN DE N{\expndtw-30*}GOCIO \par}
\f10 \fs47 \cf44 1- Proye{\expndtw-30*}to y objetivos \par}
\f10 \fs23 4\par}
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}}}
\fs19 I CONC{\expndtw-30*}R{\expndtw-30*}O DE EM{\expndtw-30*}R{\expndtw-
30*}NDEDORES UNIVERSITA{\expndtw-30*}IOS \par}
\f10 \fs19 Plant{\expndtw-30*}lla \par}
\up0 \f10 \fs28 \cf44 1. Proyecto y ob{\expndtw-30*}eti{\expndtw-30*}o{\expndtw-
30*} \par}
\up0 \f10 \fs28 \cf44 {\expndtw-30*}. La Idea \par}
\f10 \fs22 Cap�tul{\expndtw-30*}:\cf181 Impor{\expndtw-30*}ante \par}
\f10 \fs22 \cf6 Resu{\expndtw-30*}e en un p{\expndtw-30*}r de frases claras y
pre{\expndtw-30*}is{\expndtw-30*}s \par}
\f10 \fs22 \cf6 {\expndtw-30*}UAL {\expndtw-30*}S LA IDEA D{\expndtw-30*}
NEGOCIO \par}
\up0 \f10 \fs28 \cf44 b. �Por qu�? \par}
\f10 \fs22 {\expndtw-30*}ap{\expndtw-30*}tulo:\cf181 {\expndtw-30*}mportante \par}
\f10 \fs22 \cf6 1/ {\expndtw-30*}az{\expndtw-30*}nes c{\expndtw-30*}aras (muy
{\expndtw-30*}la{\expndtw-30*}as) de mercado: \par}
\f10 \fs22 \cf6 - Fa{\expndtw-30*}{\expndtw-30*}a esto en {\expndtw-30*}{\expndtw-
30*}neral. \par}
\f10 \fs22 \cf6 - En esta z{\expndtw-30*}n{\expndtw-30*}, se necesit{\expndtw-30*}
est{\expndtw-30*} qu{\expndtw-30*} {\expndtw-30*}an bien ha funcio{\expndtw-
30*}a{\expndtw-30*}o en otros \par}
\fs22 \cf6 lugares. \par}
\f10 \fs22 \cf6 2/ Resum{\expndtw-30*}r: \par}
\f10 \fs22 \cf6 - C�mo surgi{\expndtw-30*} LA IDEA \par}
\f10 \fs22 \cf6 - Porqu{\expndtw-30*} CRE�IS E{\expndtw-30*} EL PROYECT{\expndtw-
30*} \par}
\up0 \f10 \fs28 \cf44 c. L{\expndtw-30*}s Pr{\expndtw-30*}motor{\expndtw-30*}s
\par}
\f10 \fs22 Cap�tulo:\cf181 Im{\expndtw-30*}resci{\expndtw-30*}dible \par}
\f10 \fs22 \cf6 Breve presen{\expndtw-30*}aci�{\expndtw-30*} de {\expndtw-30*}os
p{\expndtw-30*}omotores (lo{\expndtw-30*} que tuv{\expndtw-30*}eron {\expndtw-30*}a
{\expndtw-30*}dea y la llev{\expndtw-30*}r{\expndtw-30*}n a \par}
\f10 \fs22 \cf6 {\expndtw-30*}a {\expndtw-30*}r�ct{\expndtw-30*}ca) \par}
\f10 \fs22 \cf6 PUNTOS {\expndtw-30*}UERTES \par}
\f10 \fs22 \cf6 EX{\expndtw-30*}ERIENC{\expndtw-30*}A \par}
\f10 \fs22 \cf6 \expndtw-14{\field{\*\fldinst SYMBOL 188 \\f Symbol }} en
defin{\expndtw-30*}tiva VALOR que pueden a{\expndtw-30*}ortar al pr{\expndtw-
30*}yecto \par}
\f10 \fs22 \cf6 \expndtw-14{\field{\*\fldinst SYMBOL 188 \\f Symbol }} y
S{\expndtw-30*}GURIDAD de �xito. \par}
\f10 \fs23 5\par}
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}}}
\fs19 I CON{\expndtw-30*}{\expndtw-30*}RSO DE EMPRE{\expndtw-30*}DEDORES {\expndtw-
30*}NIVERSITARIOS \par}
\f10 \fs19 Plantilla \par}
\up0 \f10 \fs28 \cf44 d. Misi�n \par}
\f10 \fs22 C{\expndtw-30*}p�tulo:\cf181 Imp{\expndtw-30*}escin{\expndtw-30*}
{\expndtw-30*}bl{\expndtw-30*} \par}
\f10 \fs22 \cf6 Esto dice much{\expndtw-30*} de ti y d{\expndtw-30*} {\expndtw-30*}
{\expndtw-30*} capac{\expndtw-30*}dad. \par}
\f10 \fs22 \cf6 Debe {\expndtw-30*}er consecuente \par}
\f10 \fs22 \cf6 �Qu{\expndtw-30*} quie{\expndtw-30*}e{\expndtw-30*} que sea
{\expndtw-30*}u {\expndtw-30*}mp{\expndtw-30*}esa {\expndtw-30*}hora?: {\expndtw-
30*}u {\expndtw-30*}ETO o objetivo, dif�cil pero \par}
\f10 \fs22 \cf6 alca{\expndtw-30*}zable. \par}
\f10 \fs22 \cf6 RESUME E{\expndtw-30*} {\expndtw-30*}NA FRASE A DONDE Q{\expndtw-
30*}IERES LLEGA{\expndtw-30*} CON \par}
\f10 \fs22 \cf6 {\expndtw-30*}AZONA{\expndtw-30*}{\expndtw-30*}E {\expndtw-
30*}ERTEZA. \par}
\up0 \f10 \fs28 \cf44 e. Ob{\expndtw-30*}etivos. \par}
\f10 \fs23 Ca{\expndtw-30*}�tulos:\cf181 Importa{\expndtw-30*}te \par}
\f10 \fs22 \cf6 {\expndtw-30*}IRVEN PARA DEFINIR LOS PAS{\expndtw-30*}S
QU{\expndtw-30*} TE LLEV{\expndtw-30*}R�N A LOGRAR {\expndtw-30*}A \par}
\f10 \fs22 \cf6 MISI�N. \par}
\f10 \fs22 \cf6 Se {\expndtw-30*}{\expndtw-30*}ata de d{\expndtw-30*}scribir
{\expndtw-30*}n fras{\expndtw-30*}s contundentes y claras, con cif{\expndtw-30*}as,
cua{\expndtw-30*}{\expndtw-30*}s son \par}
\f10 \fs22 \cf6 los obj{\expndtw-30*}tivos ({\expndtw-30*}a{\expndtw-30*}{\expndtw-
30*}{\expndtw-30*}) q{\expndtw-30*}e {\expndtw-30*}as a d{\expndtw-30*}r. \par}
\f10 \fs22 \cf6 {\expndtw-30*}a Misi{\expndtw-30*}n es "filosof{\expndtw-30*}a",
es{\expndtw-30*}o y{\expndtw-30*} {\expndtw-30*}on objetiv{\expndtw-30*}s
concretos: \par}
\fs22 \cf6 Conseguir 1000 cli{\expndtw-30*}nt{\expndtw-30*}s e{\expndtw-30*} un
a�o, vender X unidades el pr{\expndtw-30*}mer a�o, \par}
\f10 \fs22 \cf6 impl{\expndtw-30*}ntar 10 unidades el pr{\expndtw-30*}m{\expndtw-
30*}r a{\expndtw-30*}o, et{\expndtw-30*}. \par}
\f10 \fs23 6\par}
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}}}
\fs19 I CONCURS{\expndtw-30*} DE {\expndtw-30*}MPR{\expndtw-30*}N{\expndtw-30*}
{\expndtw-30*}DORES UNIVERS{\expndtw-30*}T{\expndtw-30*}RIOS \par}
\f10 \fs35 \cf130 PLAN {\expndtw-30*}E NEGOCIO \par}
\f10 \fs47 \cf44 2- Producto {\expndtw-30*} Me{\expndtw-30*}c{\expndtw-30*}do \par}
\f10 \fs23 Cap�{\expndtw-30*}ulo:\cf181 {\expndtw-30*}mprescin{\expndtw-30*}
{\expndtw-30*}bl{\expndtw-30*} \par}
\f10 \fs23 \cf6 A{\expndtw-30*}ternativa {\expndtw-30*}l {\expndtw-30*}�tulo: \par}
\f10 \fs23 \cf6 Producto\fs22 (si {\expndtw-30*}u pr{\expndtw-30*}{\expndtw-30*}
{\expndtw-30*}{\expndtw-30*}{\expndtw-30*}o es de p{\expndtw-30*}oducci�n y el
servicio {\expndtw-30*}s tema menor) \par}
\f10 \fs23 7\par}
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}}}
\fs19 I CONCURSO DE EMPRENDEDO{\expndtw-30*}{\expndtw-30*}S UNIVERSI{\expndtw-30*}
{\expndtw-30*}R{\expndtw-30*}OS \par}
\f10 \fs19 Plan{\expndtw-30*}illa \par}
\up0 \f10 \fs28 \cf44 2. Pr{\expndtw-30*}du{\expndtw-30*}to y {\expndtw-
30*}e{\expndtw-30*}{\expndtw-30*}ado \par}
\up0 \f10 \fs28 \cf44 a. P{\expndtw-30*}o{\expndtw-30*}ucto: Vi{\expndtw-30*}
{\expndtw-30*}�n general. \par}
\f10 \fs23 {\expndtw-30*}ap�tulo:\cf181 Imprescindi{\expndtw-30*}le \par}
\f10 \fs22 \cf6 Visi�n g{\expndtw-30*}{\expndtw-30*}er{\expndtw-30*}l {\expndtw-
30*} cla{\expndtw-30*}a descripci�n de l{\expndtw-30*}s Product{\expndtw-30*}s y
Se{\expndtw-30*}vicios sobr{\expndtw-30*} {\expndtw-30*}os que se \par}
\f10 \fs22 \cf6 bas{\expndtw-30*} el negocio: E{\expndtw-30*}pecialmen{\expndtw-
30*}e el {\expndtw-30*}or{\expndtw-30*} B{\expndtw-30*}si{\expndtw-30*}ess \par}
\f10 \fs22 \cf6 S� claro, esq{\expndtw-30*}{\expndtw-30*}m{\expndtw-30*}tico y
conciso. \par}
\f10 \fs22 \cf6 {\expndtw-30*}i, {\expndtw-30*}{\expndtw-30*}r un lad{\expndtw-30*}
tien{\expndtw-30*}s se{\expndtw-30*}vicios {\expndtw-30*} - por o{\expndtw-30*}
{\expndtw-30*}o - {\expndtw-30*}roductos, s{\expndtw-30*}{\expndtw-
30*}�ralo{\expndtw-30*} {\expndtw-30*}n dos \par}
\fs22 \cf6 cap�tulos. \par}
\f10 \fs22 \cf6 Si ti{\expndtw-30*}nes muc{\expndtw-30*}os {\expndtw-30*}roductos,
{\expndtw-30*}az una descripc{\expndtw-30*}�n general {\expndtw-30*}rdenada en
g{\expndtw-30*}a{\expndtw-30*}de{\expndtw-30*} \par}
\f10 \fs22 \cf6 l�n{\expndtw-30*}as y - lueg{\expndtw-30*} - c�nt{\expndtw-30*}ate
en el Core {\expndtw-30*}{\expndtw-30*}s{\expndtw-30*}{\expndtw-30*}ess. \par}
\f10 \fs22 El "C{\expndtw-30*}re Business" es el p{\expndtw-30*}oduct{\expndtw-30*}
(o fa{\expndtw-30*}ilia de pro{\expndtw-30*}uctos) {\expndtw-30*} s{\expndtw-
30*}rv{\expndtw-30*}{\expndtw-30*}io qu{\expndtw-30*} te \par}
\f10 \fs22 aporta la mayor par{\expndtw-30*}e de {\expndtw-30*}os beneficios.
{\expndtw-30*}l {\expndtw-30*}rod{\expndtw-30*}cto e{\expndtw-30*}{\expndtw-
30*}ncial, sin e{\expndtw-30*} cual n{\expndtw-30*} \par}
\f10 \fs22 {\expndtw-30*}odr�{\expndtw-30*}{\expndtw-30*} vivir. \par}
\up0 \f10 \fs28 \cf44 b. P{\expndtw-30*}n{\expndtw-30*}os {\expndtw-30*}u{\expndtw-
30*}rtes y ventajas. \par}
\f10 \fs23 Cap�{\expndtw-30*}ulo:\cf181 Imprescindi{\expndtw-30*}{\expndtw-
30*}e \par}
\f10 \fs22 \cf6 {\expndtw-30*}� muy {\expndtw-30*}la{\expndtw-30*}o, c�{\expndtw-
30*}tr{\expndtw-30*}te en los pun{\expndtw-30*}os {\expndtw-30*}ue{\expndtw-30*}tes
DE{\expndtw-30*}DE L{\expndtw-30*} {\expndtw-30*}{\expndtw-30*}RSPECTI{\expndtw-
30*}A DEL \par}
\f10 \fs22 \cf6 NEGOC{\expndtw-30*}O Y D{\expndtw-30*}L MERCADO \par}
\f10 \fs22 \cf6 (no interesa si el producto es "novedos{\expndtw-30*}" o es
m{\expndtw-30*}y bonito) \par}
\f10 \fs22 \cf6 C�ntrate en los punt{\expndtw-30*}s fuertes (en relaci�n {\expndtw-
30*}l cliente, a la compete{\expndtw-30*}cia, al ah{\expndtw-30*}rro \par}
\f10 \fs22 \cf6 de costes o al p{\expndtw-30*}ec{\expndtw-30*}{\expndtw-30*}, etc.)
\par}
\f10 \fs22 \cf6 C�n{\expndtw-30*}r{\expndtw-30*}te en l{\expndtw-30*}s
princ{\expndtw-30*}pales ve{\expndtw-30*}ta{\expndtw-30*}a{\expndtw-30*}
c{\expndtw-30*}mpet{\expndtw-30*}tivas: Aq{\expndtw-30*}ell{\expndtw-30*}s
{\expndtw-30*}ue ha{\expndtw-30*}en que tu \par}
\f10 \fs22 \cf6 product{\expndtw-30*} o servicio pue{\expndtw-30*}a ten{\expndtw-
30*}{\expndtw-30*} �xit{\expndtw-30*}. \par}
\f10 \fs28 \cf44 {\expndtw-30*}. E{\expndtw-30*} cli{\expndtw-30*}{\expndtw-30*}te.
\par}
\f10 \fs23 Cap�{\expndtw-30*}u{\expndtw-30*}o:\cf181 Impor{\expndtw-30*}ante \par}
\f10 \fs22 \cf6 Define aqu� {\expndtw-30*}n u{\expndtw-30*}a fr{\expndtw-30*}se
{\expndtw-30*}ompr{\expndtw-30*}ns{\expndtw-30*}ble y muy clara, cual es tu p�blico
{\expndtw-30*}bje{\expndtw-30*}{\expndtw-30*}v{\expndtw-30*}, \par}
\f10 \fs22 \cf6 el cliente prim{\expndtw-30*}r{\expndtw-30*}ial de tu n{\expndtw-
30*}{\expndtw-30*}ocio. \par}
\f10 \fs23 8\par}
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}}}
\fs19 I CONCURSO {\expndtw-30*}E EMPRENDED{\expndtw-30*}RES UNIVERSITA{\expndtw-
30*}{\expndtw-30*}OS \par}
\f10 \fs19 Plan{\expndtw-30*}il{\expndtw-30*}a \par}
\up0 \f10 \fs28 \cf44 {\expndtw-30*}. Targ{\expndtw-30*}ts. \par}
\f10 \fs23 Cap�{\expndtw-30*}ul{\expndtw-30*}:\cf181 I{\expndtw-
30*}teresa{\expndtw-30*}te \par}
\f10 \fs22 \cf6 Muy pocos negoc{\expndtw-30*}os tien{\expndtw-30*}{\expndtw-30*} un
�nic{\expndtw-30*} {\expndtw-30*} excl{\expndtw-30*}sivo
clien{\expndtw-30*}e/{\expndtw-30*}bjetivo. ({\expndtw-30*}i es tu caso, \par}
\f10 \fs22 \cf6 {\expndtw-30*}ste cap�t{\expndtw-30*}lo {\expndtw-30*}o es
neces{\expndtw-30*}rio) \par}
\f10 \fs22 \cf6 Defi{\expndtw-30*}e aqu{\expndtw-30*}, l{\expndtw-30*}s {\expndtw-
30*}argets (c{\expndtw-30*}ientes/obj{\expndtw-30*}tivo) {\expndtw-30*}rincipales
por orden de impor{\expndtw-30*}ancia. \par}
\f10 \fs22 \cf6 Hazlo {\expndtw-30*}sq{\expndtw-30*}em�{\expndtw-30*}ica{\expndtw-
30*}ente y def{\expndtw-30*}niend{\expndtw-30*} sus c{\expndtw-30*}racter�sticas
clave. \par}
\up0 \f10 \fs28 \cf44 e. El Mercado P{\expndtw-30*}t{\expndtw-30*}ncial \par}
\f10 \fs23 Cap�tu{\expndtw-30*}o:\cf181 Imprescindibl{\expndtw-30*}s \par}
\f10 \fs22 \cf6 Pien{\expndtw-30*}{\expndtw-30*} que e{\expndtw-30*} muy importante
{\expndtw-30*}l fu{\expndtw-30*}uro, pr{\expndtw-30*}{\expndtw-30*}cupa mucho a
posib{\expndtw-30*}es i{\expndtw-30*}versor{\expndtw-30*}{\expndtw-30*}. \par}
\f10 \fs22 \cf6 Mercado es: c{\expndtw-30*}fra de clie{\expndtw-30*}tes
potencial{\expndtw-30*}s {\expndtw-30*} similar. \par}
\f10 \fs22 \cf6 Deb{\expndtw-30*}s in{\expndtw-30*}l{\expndtw-30*}{\expndtw-
30*}r: \par}
\f10 \fs22 \cf6 1/ Merca{\expndtw-30*}o actual: (1) Cuadro c{\expndtw-30*}n cifras
co{\expndtw-30*}cret{\expndtw-30*}s, s{\expndtw-30*} es p{\expndtw-30*}sible
segmen{\expndtw-30*}ado {\expndtw-30*} \par}
\f10 \fs22 \cf6 ({\expndtw-30*}) Gr�{\expndtw-30*}ico reflejando {\expndtw-
30*}larame{\expndtw-30*}te lo {\expndtw-30*}nteri{\expndtw-30*}r. \par}
\f10 \fs22 \cf6 {\expndtw-30*}/ {\expndtw-30*}ercado a medio plazo: bastar� con un
gr�fico ({\expndtw-30*}on datos) c{\expndtw-30*}n la evol{\expndtw-30*}ci�n \par}
\f10 \fs22 \cf6 {\expndtw-30*}revista d{\expndtw-30*}l {\expndtw-30*}erc{\expndtw-
30*}do a vario{\expndtw-30*} a�os. \par}
\f10 \fs22 \cf6 3/ T{\expndtw-30*}nd{\expndtw-30*}ncia: {\expndtw-30*}{\expndtw-
30*} mis{\expndtw-30*}o anterior p{\expndtw-30*}ro a�{\expndtw-30*} a m{\expndtw-
30*}{\expndtw-30*} largo {\expndtw-30*}l{\expndtw-30*}zo. \par}
\f10 \fs19 Usa sie{\expndtw-30*}pr{\expndtw-30*} que puedas fuentes de reconocida
solvencia y {\expndtw-30*}{\expndtw-30*}f{\expndtw-30*}eja el ori{\expndtw-
30*}e{\expndtw-30*} de lo{\expndtw-30*} datos \par}
\f10 \fs19 en tu Plan. \par}
\up0 \f10 \fs28 \cf44 f. Cl{\expndtw-30*}ves de futuro. \par}
\f10 \fs23 {\expndtw-30*}ap�t{\expndtw-30*}l{\expndtw-30*}:\cf181 Imp{\expndtw-
30*}{\expndtw-30*}t{\expndtw-30*}nte \par}
\f10 \fs22 \cf6 Resume en cu{\expndtw-30*}{\expndtw-30*}ro {\expndtw-30*} cinco
pun{\expndtw-30*}{\expndtw-30*}s {\expndtw-30*}as {\expndtw-30*}l{\expndtw-30*}ves
de fu{\expndtw-30*}uro, {\expndtw-30*}o{\expndtw-30*} pun{\expndtw-30*}os
es{\expndtw-30*}nciales \par}
\f10 \fs22 \cf6 {\expndtw-30*}ue hac{\expndtw-30*}n que ese mercado evol{\expndtw-
30*}cione favorab{\expndtw-30*}emente. \par}
\f10 \fs17 P{\expndtw-30*}r ejemplo: \par}
\f10 \fs17 Par{\expndtw-30*} un proyec{\expndtw-30*}o de resi{\expndtw-30*}encia
g{\expndtw-30*}{\expndtw-30*}i�trica ser�n p{\expndtw-30*}nto{\expndtw-30*} clave
el en{\expndtw-30*}ejecimiento de l{\expndtw-30*} sociedad, el \par}
\f10 \fs17 {\expndtw-30*}ncrem{\expndtw-30*}{\expndtw-30*}to del poder adquisitivo
de los nuevos jubilados, la tra{\expndtw-30*}{\expndtw-30*}form{\expndtw-
30*}ci�{\expndtw-30*} del {\expndtw-30*}�cleo familiar (ya \par}
\f10 \fs17 no viven co{\expndtw-30*} sus hi{\expndtw-30*}os), etc. \par}
\f10 \fs23 9\par}
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}}}
\fs19 I CONCURSO DE EMPRENDEDORES {\expndtw-30*}NIV{\expndtw-30*}RS{\expndtw-
30*}TAR{\expndtw-30*}OS \par}
\f10 \fs19 P{\expndtw-30*}antilla \par}
\f10 \fs35 \cf130 {\expndtw-30*}LAN DE NEGOCIO \par}
\f10 \fs47 \cf44 3- C{\expndtw-30*}{\expndtw-30*}peti{\expndtw-30*}{\expndtw-30*}
{\expndtw-30*}idad \par}
\f10 \fs23 Ca{\expndtw-30*}�tulo:\cf181 Impres{\expndtw-30*}{\expndtw-
30*}nd{\expndtw-30*}ble \par}
\fs22 \cf6 Tradici{\expndtw-30*}nalmente es{\expndtw-30*}e es el cap�tulo
{\expndtw-30*}itulado "Compet{\expndtw-30*}ncia" o "An�l{\expndtw-30*}sis
d{\expndtw-30*} la \par}
\f10 \fs22 \cf6 competenci{\expndtw-30*}"... pero eso h{\expndtw-30*}ce r{\expndtw-
30*}ferencia a "e{\expndtw-30*}los". \par}
\fs22 \cf6 Es much{\expndtw-30*} mejor hablar de "{\expndtw-30*}ompetit{\expndtw-
30*}vid{\expndtw-30*}d", es decir: analizar l{\expndtw-30*} compet{\expndtw-
30*}nc{\expndtw-30*}{\expndtw-30*} \par}
\f10 \fs22 \cf6 pe{\expndtw-30*}o habla{\expndtw-30*} de {\expndtw-30*}osotros, de
nu{\expndtw-30*}str{\expndtw-30*} competitividad re{\expndtw-30*}{\expndtw-30*}ecto
a la competenci{\expndtw-30*}. \par}
\f10 \fs23 10 \par}
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}}}
\fs19 {\expndtw-30*} CONCURSO DE EMPRENDEDO{\expndtw-30*}ES UNI{\expndtw-
30*}ERSITAR{\expndtw-30*}OS \par}
\f10 \fs19 {\expndtw-30*}lantilla \par}
\up0 \f10 \fs28 \cf44 3. Com{\expndtw-30*}et{\expndtw-30*}tividad \par}
\up0 \f10 \fs28 \cf44 a. Competencia. \par}
\f10 \fs23 Cap�tulo:\cf181 {\expndtw-30*}mpres{\expndtw-30*}ind{\expndtw-
30*}b{\expndtw-30*}e \par}
\fs22 \cf6 Vis{\expndtw-30*}{\expndtw-30*}n gene{\expndtw-30*}a{\expndtw-30*} de
{\expndtw-30*}a situaci�n {\expndtw-30*}{\expndtw-30*} la competencia en
rel{\expndtw-30*}ci{\expndtw-30*}n al \par}
\f10 \fs22 \cf6 mercado. Breve an�{\expndtw-30*}i{\expndtw-30*}is introductorio.
\par}
\fs22 \cf6 Inc{\expndtw-30*}{\expndtw-30*}y{\expndtw-30*}, s{\expndtw-30*} dispones
{\expndtw-30*}{\expndtw-30*} �l, un c{\expndtw-30*}adro con datos {\expndtw-
30*}en{\expndtw-30*}rales y u{\expndtw-30*} \par}
\f10 \fs22 \cf6 gr�fico qu{\expndtw-30*} d� un{\expndtw-30*} idea muy clara de la
situaci�n general. \par}
\up0 \f10 \fs28 \cf44 b. Principales co{\expndtw-30*}pe{\expndtw-30*}idor{\expndtw-
30*}s. \par}
\f10 \fs23 Cap�{\expndtw-30*}u{\expndtw-30*}o:\cf181 Impres{\expndtw-
30*}in{\expndtw-30*}ible\fs16 (salvo que tu p{\expndtw-30*}oducto {\expndtw-30*}
{\expndtw-30*} tenga competido{\expndtw-30*}e{\expndtw-30*} direc{\expndtw-
30*}os) \par}
\fs22 \cf6 Cuadro con {\expndtw-30*}os princip{\expndtw-30*}les co{\expndtw-
30*}petidor{\expndtw-30*}s y datos con estim{\expndtw-30*}cio{\expndtw-
30*}e{\expndtw-30*} \par}
\fs22 \cf6 de {\expndtw-30*}entas, clien{\expndtw-30*}e{\expndtw-30*},
unidade{\expndtw-30*} de negocio o similare{\expndtw-30*} (que ofrezcan \par}
\f10 \fs22 \cf6 una idea cl{\expndtw-30*}ra {\expndtw-30*}e lo{\expndtw-30*}
vo{\expndtw-30*}�menes com{\expndtw-30*}arados). \par}
\f10 \fs22 \cf6 In{\expndtw-30*}luye {\expndtw-30*}n gr�fico comparativ{\expndtw-
30*}. \par}
\up0 \f10 \fs28 \cf44 c. An{\expndtw-30*}lisis comparativo. \par}
\f10 \fs23 {\expndtw-30*}ap{\expndtw-30*}tulo:\cf181 Impr{\expndtw-
30*}sc{\expndtw-30*}ndible \par}
\fs22 \cf6 Cuadro comparativ{\expndtw-30*} de los {\expndtw-30*}rincipales
competidores (directo{\expndtw-30*} y-o \par}
\fs22 \cf6 indirectos {\expndtw-30*}-o {\expndtw-30*}ot{\expndtw-30*}nciales) muy
clar{\expndtw-30*}, re{\expndtw-30*}lejando s{\expndtw-30*}s p{\expndtw-30*}ntos
fuertes \par}
\f10 \fs22 \cf6 y {\expndtw-30*}us pu{\expndtw-30*}{\expndtw-30*}o{\expndtw-30*}
{\expndtw-30*}�biles. \par}
\f10 \fs28 \cf44 d. Competitividad. \par}
\f10 \fs23 Ca{\expndtw-30*}�tulo:\cf181 Impresci{\expndtw-30*}dible \par}
\f10 \fs22 \cf6 Uno o dos cuadros compara{\expndtw-30*}iv{\expndtw-30*}s de
comp{\expndtw-30*}titividad: \par}
\f10 \fs22 \cf6 Puntos fuertes m�s im{\expndtw-30*}ortant{\expndtw-30*}s de
{\expndtw-30*}a compe{\expndtw-30*}{\expndtw-30*}nci{\expndtw-30*} Vs. tu \par}
\f10 \fs22 \cf6 emp{\expndtw-30*}e{\expndtw-30*}a. \par}
\f10 \fs22 \cf6 Punto{\expndtw-30*} d�{\expndtw-30*}ile{\expndtw-30*} de la
compe{\expndtw-30*}encia y {\expndtw-30*}u {\expndtw-30*}mp{\expndtw-30*}esa. \par}
\f10 \fs22 \cf6 {\expndtw-30*}onclusi�n en for{\expndtw-30*}a de + - = (�xito)
\par}
\f10 \fs23 11 \par}
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}}}
\fs19 I CO{\expndtw-30*}CURSO DE EMPRENDEDORES UN{\expndtw-30*}V{\expndtw-
30*}RSI{\expndtw-30*}ARIOS \par}
\f10 \fs19 P{\expndtw-30*}ant{\expndtw-30*}lla \par}
\f10 \fs35 \cf130 P{\expndtw-30*}AN DE NEG{\expndtw-30*}CIO \par}
\f10 \fs47 \cf44 4- Pla{\expndtw-30*} d{\expndtw-30*} Marketing \par}
\f10 \fs23 Cap�tulo:\cf181 Importante \par}
\f10 \fs23 \cf6 {\expndtw-30*}on{\expndtw-30*}e{\expndtw-30*}tra {\expndtw-30*}os
puntos estra{\expndtw-30*}�gicos esenc{\expndtw-30*}al{\expndtw-30*}s {\expndtw-
30*}e m{\expndtw-30*}rke{\expndtw-30*}ing, {\expndtw-30*}{\expndtw-30*}pa{\expndtw-
30*}adamente \par}
\fs23 \cf6 {\expndtw-30*}el p{\expndtw-30*}an. \par}
\f10 \fs23 \cf6 Conceptos muy co{\expndtw-30*}cretos, claros y directo{\expndtw-
30*}. \par}
\f10 \fs23 \cf6 {\expndtw-30*}qu� habla{\expndtw-30*} (1) de estrategi{\expndtw-
30*}s (2) a {\expndtw-30*}{\expndtw-30*}{\expndtw-30*}to, medio {\expndtw-30*}
la{\expndtw-30*}go plazo. \par}
\f10 \fs23 \cf6 En el Plan h{\expndtw-30*}blar�s {\expndtw-30*}e t�cticas
{\expndtw-30*} acc{\expndtw-30*}one{\expndtw-30*} qu{\expndtw-30*} vas a
em{\expndtw-30*}rend{\expndtw-30*}r ahora. \par}
\f10 \fs23 12 \par}
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}}}
\fs19 I CONCUR{\expndtw-30*}O DE EMPRENDEDORES U{\expndtw-30*}IVERSI{\expndtw-
30*}ARIOS \par}
\up0 \f10 \fs28 \cf44 4. Plan de Mar{\expndtw-30*}eting \par}
\up0 \f10 \fs28 \cf44 a. D.A.F.O. \par}
\f10 \fs23 Cap�tulo:\cf181 Import{\expndtw-30*}nte \par}
\f10 \fs22 \cf6 Cuadr{\expndtw-30*} cl�sico de doble e{\expndtw-30*}trada: \par}
\f10 \fs22 \cf6 Debili{\expndtw-30*}ade{\expndtw-30*} y Am{\expndtw-
30*}naz{\expndtw-30*}s. \par}
\f10 \fs22 \cf6 Fortalez{\expndtw-30*}{\expndtw-30*} y Oportunidad{\expndtw-
30*}s. \par}
\f10 \fs22 \cf6 Hazlo si lo tienes muy c{\expndtw-30*}aro: ayudar{\expndtw-30*}
{\expndtw-30*}uch{\expndtw-30*} \par}
\up0 \f10 \fs28 \cf44 b. Pol�ti{\expndtw-30*}a de Produc{\expndtw-30*}o. \par}
\up0 \f10 \fs28 \cf44 c. {\expndtw-30*}ol�tic{\expndtw-30*} de Serv{\expndtw-
30*}cio y Atenci�n al cli{\expndtw-30*}nte \par}
\f10 \fs23 Cap�tulos:\cf181 I{\expndtw-30*}presc{\expndtw-30*}n{\expndtw-30*}
{\expndtw-30*}bl{\expndtw-30*}s \par}
\f10 \fs22 \cf6 In{\expndtw-30*}ica l{\expndtw-30*} {\expndtw-30*}ol�tica de
produ{\expndtw-30*}to o {\expndtw-30*}{\expndtw-30*}rvicio que vas a aplicar ahora.
\par}
\fs22 \cf6 Pol�ti{\expndtw-30*}a de producto/Servi{\expndtw-30*}io es c�mo lo
{\expndtw-30*}as a presen{\expndtw-30*}ar al \par}
\f10 \fs22 \cf6 mercado {\expndtw-30*}a{\expndtw-30*}a su venta {\expndtw-30*} c�mo
{\expndtw-30*}{\expndtw-30*} vas a m{\expndtw-30*}n{\expndtw-30*}ener. \par}
\fs22 \cf6 L{\expndtw-30*}neas concretas y claras, {\expndtw-30*}i {\expndtw-30*}s
{\expndtw-30*}{\expndtw-30*}{\expndtw-30*}{\expndtw-30*}iso a{\expndtw-30*}junta en
anexo un \par}
\f10 \fs22 \cf6 li{\expndtw-30*}tado de {\expndtw-30*}ro{\expndtw-30*}uctos o
servicios (o {\expndtw-30*}amil{\expndtw-30*}a{\expndtw-30*}). \par}
\fs22 \cf6 Incluye todos los aspect{\expndtw-30*}s a{\expndtw-30*}em�s de
s{\expndtw-30*} pr{\expndtw-30*}{\expndtw-30*}ent{\expndtw-30*}ci�n \par}
\fs22 \cf6 comercial, tales co{\expndtw-30*}o: gar{\expndtw-30*}n{\expndtw-30*}�as
o seguridades, ser{\expndtw-30*}icio \par}
\f10 \fs22 \cf6 p{\expndtw-30*}stve{\expndtw-30*}ta, etc. \par}
\up0 \f10 \fs28 \cf44 d. Pol�{\expndtw-30*}i{\expndtw-30*}a d{\expndtw-30*}
{\expndtw-30*}reci{\expndtw-30*}s. \par}
\up0 \f10 \fs28 \cf44 e. P{\expndtw-30*}l�tica de Promociones y descuentos \par}
\f10 \fs23 Ca{\expndtw-30*}�tul{\expndtw-30*}s:\cf181 Imprescind{\expndtw-30*}bles
\par}
\f10 \fs22 \cf6 E{\expndtw-30*}tos dos cap�tu{\expndtw-30*}{\expndtw-30*}s
c{\expndtw-30*}nforman la pol{\expndtw-30*}tica de precios {\expndtw-30*}ue vas
a \par}
\f10 \fs22 \cf6 aplicar. \par}
\f10 \fs22 \cf6 Por un lado, d{\expndtw-30*}bes e{\expndtw-30*}{\expndtw-
30*}ablecer los precios brutos y {\expndtw-30*}e{\expndtw-30*}os d{\expndtw-30*}
tus \par}
\f10 \fs22 \cf6 pr{\expndtw-30*}ductos. \par}
\f10 \fs22 \cf6 Por otro, las pol�{\expndtw-30*}icas gene{\expndtw-30*}ales de
promoci�n (q{\expndtw-30*}{\expndtw-30*} afectan al \par}
\f10 \fs22 \cf6 {\expndtw-30*}recio) y descuentos (por distribuci�n, {\expndtw-
30*}or fidelizaci�n u otros). \par}
\f10 \fs22 \cf6 Fi{\expndtw-30*}almente y eso es lo m�s im{\expndtw-30*}ortante,
debes estable{\expndtw-30*}er cua{\expndtw-30*} \par}
\f10 \fs22 \cf6 es el precio m{\expndtw-30*}d{\expndtw-30*}o {\expndtw-30*}
{\expndtw-30*}{\expndtw-30*}o fi{\expndtw-30*}al q{\expndtw-30*}e vas a
re{\expndtw-30*}ibir en el conjunto de \par}
\f10 \fs22 \cf6 las operaciones. \par}
\f10 \fs23 13 \par}
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}}}
\fs19 I CONCUR{\expndtw-30*}O D{\expndtw-30*} EMPRENDEDORES UNIVER{\expndtw-
30*}IT{\expndtw-30*}RIOS \par}
\up0 \f10 \fs28 \cf44 f. Comunicaci{\expndtw-30*}{\expndtw-30*} \par}
\f10 \fs23 Cap�tu{\expndtw-30*}{\expndtw-30*}:\cf181 {\expndtw-30*}{\expndtw-
30*}p{\expndtw-30*}escin{\expndtw-30*}i{\expndtw-30*}le \par}
\f10 \fs22 \cf6 I{\expndtw-30*}cluye aqu� la{\expndtw-30*} {\expndtw-30*}randes
l�{\expndtw-30*}eas de c{\expndtw-30*}munica{\expndtw-30*}i�{\expndtw-30*} de tu
proyecto. \par}
\fs22 \cf6 {\expndtw-30*}structuradamente debe{\expndtw-30*} defin{\expndtw-30*}r
s{\expndtw-30*} vas a tener una re{\expndtw-30*} de \par}
\fs22 \cf6 vende{\expndtw-30*}o{\expndtw-30*}es o no, {\expndtw-30*}as grandes
pol�{\expndtw-30*}icas de publicidad y de \par}
\f10 \fs22 \cf6 promoci�n, las {\expndtw-30*}ol�t{\expndtw-30*}cas (s{\expndtw-30*}
tiene{\expndtw-30*}) de r{\expndtw-30*}laciones p�{\expndtw-30*}licas, et{\expndtw-
30*}. \par}
\up0 \f10 \fs28 \cf44 g. P{\expndtw-30*}blicidad y Promoci�{\expndtw-30*} \par}
\f10 \fs23 Cap�tulo:\cf181 Imprescindibl{\expndtw-30*} \par}
\fs22 \cf6 La m{\expndtw-30*}{\expndtw-30*}ma estructu{\expndtw-30*}a an{\expndtw-
30*}erio{\expndtw-30*} pe{\expndtw-30*}o {\expndtw-30*}m{\expndtw-30*}lia{\expndtw-
30*}d{\expndtw-30*} el aspecto \par}
\f10 \fs22 \cf6 co{\expndtw-30*}creto en rela{\expndtw-30*}{\expndtw-30*}�n a la
{\expndtw-30*}ubl{\expndtw-30*}{\expndtw-30*}idad y la Pro{\expndtw-30*}oci�n.
\par}
\up0 \f10 \fs28 \cf44 h. Pl{\expndtw-30*}n de Acciones de {\expndtw-
30*}arketi{\expndtw-30*}g \par}
\f10 \fs23 Cap�{\expndtw-30*}ulo:\cf181 Imprescindible \par}
\fs22 \cf6 Cuadro/{\expndtw-30*}e{\expndtw-30*}{\expndtw-30*}men con el {\expndtw-
30*}lan co{\expndtw-30*}creto y d{\expndtw-30*}tall{\expndtw-30*}d{\expndtw-30*} de
la \par}
\f10 \fs22 \cf6 actividad anual: \par}
\fs22 \cf6 - Plan de {\expndtw-30*}ub{\expndtw-30*}{\expndtw-30*}{\expndtw-30*}idad
\par}
\fs22 \cf6 - Plan de Promoci{\expndtw-30*}n. \par}
\fs22 \cf6 T�cticas, medios y (s{\expndtw-30*}e{\expndtw-30*}pre que s{\expndtw-
30*}a posib{\expndtw-30*}e) resu{\expndtw-30*}t{\expndtw-30*}{\expndtw-30*}os \par}
\f10 \fs22 \cf6 {\expndtw-30*}uantifi{\expndtw-30*}ados . \par}
\f10 \fs23 14 \par}
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}}}
\fs19 {\expndtw-30*} CONCURSO DE E{\expndtw-30*}PREN{\expndtw-30*}{\expndtw-30*}
{\expndtw-30*}ORES UN{\expndtw-30*}VERSITARIOS \par}
\up0 \f10 \fs28 \cf44 i. Est{\expndtw-30*}maciones de Ven{\expndtw-30*}a. \par}
\f10 \fs23 Cap�{\expndtw-30*}u{\expndtw-30*}{\expndtw-30*}:\cf181 Casos
Concretos \par}
\f10 \fs23 \cf6 {\expndtw-30*}�lo si {\expndtw-30*}e {\expndtw-30*}as a saltar el
ca{\expndtw-30*}�tulo "V{\expndtw-30*}ntas" \par}
\f10 \fs22 \cf6 Si te {\expndtw-30*}as a saltar el cap�{\expndtw-30*}ulo siguiente
(no lo recomen{\expndtw-30*}amos), \par}
\f10 \fs22 \cf6 incluye aqu� las estim{\expndtw-30*}ciones de venta {\expndtw-30*}
tres o c{\expndtw-30*}nco a�o{\expndtw-30*} con {\expndtw-30*}n \par}
\fs22 \cf6 gr�fico. \par}
\f10 \fs23 15 \par}
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}}}
\fs19 I C{\expndtw-30*}NCUR{\expndtw-30*}O {\expndtw-30*}E EMPREN{\expndtw-
30*}EDORES UNIVERSITARI{\expndtw-30*}S \par}
\f10 \fs19 {\expndtw-30*}lantil{\expndtw-30*}a \par}
\f10 \fs35 \cf130 PLA{\expndtw-30*} DE {\expndtw-30*}EGOCIO \par}
\f10 \fs47 \cf44 5- Plan de V{\expndtw-30*}ntas \par}
\f10 \fs23 Cap�tulo:\cf181 Impr{\expndtw-30*}scind{\expndtw-30*}ble \par}
\f10 \fs22 \cf181 Obse{\expndtw-30*}va{\expndtw-30*}iones: \par}
\fs22 \cf6 Los planes de neg{\expndtw-30*}cio "cl�s{\expndtw-30*}cos" e{\expndtw-
30*}r{\expndtw-30*}peos sue{\expndtw-30*}en inc{\expndtw-30*}uir {\expndtw-
30*}lgunos de estos \par}
\f10 \fs22 \cf6 puntos {\expndtw-30*}n {\expndtw-30*}l c{\expndtw-30*}p�tulo
an{\expndtw-30*}erio{\expndtw-30*} (marke{\expndtw-30*}ing o comunicaci�n). \par}
\f10 \fs22 \cf6 En USA {\expndtw-30*}st{\expndtw-30*} es uno de los {\expndtw-
30*}a{\expndtw-30*}�tul{\expndtw-30*}s esenc{\expndtw-30*}al{\expndtw-30*}s de
{\expndtw-30*}n buen plan\expndtw-14{\field{\*\fldinst SYMBOL 188 \\f Symbol }} y
nosotr{\expndtw-30*}s \par}
\f10 \fs22 \cf6 creemos que debe {\expndtw-30*}er as�. \par}
\f10 \fs22 \cf6 La venta, {\expndtw-30*}unque en buena l�{\expndtw-30*}ica y en la
teor{\expndtw-30*}a {\expndtw-30*}orma parte del m{\expndtw-30*}rketing, en \par}
\fs22 \cf6 l{\expndtw-30*} pr�{\expndtw-30*}tica es una {\expndtw-
30*}ctiv{\expndtw-30*}{\expndtw-30*}ad separada, con frecuenc{\expndtw-30*}a
distinta {\expndtw-30*} tan es{\expndtw-30*}{\expndtw-30*}cial \par}
\f10 \fs22 \cf6 {\expndtw-30*}ue merece (es im{\expndtw-30*}rescindible)
e{\expndtw-30*}trategia, t�ctica y buena planifi{\expndtw-30*}aci�n. \par}
\fs22 \cf6 Seamos pr{\expndtw-30*}cticos: La base inicial de un buen negocio es
ve{\expndtw-30*}{\expndtw-30*}er m{\expndtw-30*}{\expndtw-30*}ho y \par}
\f10 \fs22 \cf6 bien, por tanto, si tu {\expndtw-30*}la{\expndtw-30*} {\expndtw-
30*}s par{\expndtw-30*} un negocio real: �planea cuidadosamente \par}
\f10 \fs22 \cf6 las ventas! \par}
\f10 \fs22 \cf6 Por el contrario, s{\expndtw-30*} tu {\expndtw-30*}l{\expndtw-30*}n
es {\expndtw-30*}n ejercicio pu{\expndtw-30*}a{\expndtw-30*}ente te�r{\expndtw-
30*}co y {\expndtw-30*}uien debe \par}
\f10 \fs22 \cf6 verlo no es partidario d{\expndtw-30*} ello, s�ltatelo. \par}
\f10 \fs23 16 \par}
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}}}
\fs19 I CONCURSO D{\expndtw-30*} EMPRE{\expndtw-30*}D{\expndtw-30*}D{\expndtw-
30*}RES UNIVER{\expndtw-30*}IT{\expndtw-30*}RIOS \par}
\up0 \f10 \fs28 \cf44 5. Pl{\expndtw-30*}n de Ventas \par}
\up0 \f10 \fs28 \cf44 a. {\expndtw-30*}{\expndtw-30*}trategi{\expndtw-30*}
d{\expndtw-30*} Ventas. \par}
\f10 \fs23 Cap{\expndtw-30*}tulo:\cf181 {\expndtw-30*}{\expndtw-
30*}prescindible \par}
\f10 \fs22 \cf6 Descr{\expndtw-30*}b{\expndtw-30*} brevemente la
estrategi{\expndtw-30*} de v{\expndtw-30*}ntas, ser� muy distinta \par}
\f10 \fs22 \cf6 seg{\expndtw-30*}n el t{\expndtw-30*}po de pr{\expndtw-30*}ducto o
{\expndtw-30*}ervicio, si vendes directamente al \par}
\f10 \fs22 \cf6 consumidor final o lo haces a trav�{\expndtw-30*} de
intermediarios, {\expndtw-30*}i vende{\expndtw-30*} \par}
\f10 \fs22 \cf6 pr{\expndtw-30*}ducto{\expndtw-30*} o {\expndtw-30*}{\expndtw-
30*}rv{\expndtw-30*}cio{\expndtw-30*}, si vendes productos o servicios d{\expndtw-
30*} gran \par}
\f10 \fs22 \cf6 {\expndtw-30*}onsumo o bi{\expndtw-30*}nes, {\expndtw-30*}tc. \par}
\up0 \f10 \fs28 \cf44 {\expndtw-30*}. L{\expndtw-30*} Fuerza de Ventas (o Equipo de
V{\expndtw-30*}nta{\expndtw-30*}). \par}
\f10 \fs23 C{\expndtw-30*}p�{\expndtw-30*}ulo:\cf181 I{\expndtw-30*}{\expndtw-
30*}or{\expndtw-30*}ante \par}
\fs22 \cf6 Incluye {\expndtw-30*}qu�, p{\expndtw-30*}{\expndtw-30*} un lado
{\expndtw-30*} si las ti{\expndtw-30*}ne{\expndtw-30*}, las pe{\expndtw-30*}sonas
clave que \par}
\f10 \fs22 \cf6 dirigi{\expndtw-30*}�{\expndtw-30*} {\expndtw-30*}as ventas con sus
{\expndtw-30*}ual{\expndtw-30*}dades y exp{\expndtw-30*}riencia. \par}
\up0 \f10 \fs28 \cf44 c. Condiciones de {\expndtw-30*}en{\expndtw-30*}a. \par}
\f10 \fs23 C{\expndtw-30*}p�tulo:\cf181 Importante \par}
\f10 \fs22 \cf6 Ref{\expndtw-30*}eja de for{\expndtw-30*}a esquem�t{\expndtw-30*}ca
las condiciones de venta por {\expndtw-30*}ipo d{\expndtw-30*} \par}
\f10 \fs22 \cf6 clien{\expndtw-30*}es y {\expndtw-30*}roducto o vol{\expndtw-30*}
{\expndtw-30*}en de com{\expndtw-30*}ra. \par}
\f10 \fs28 \cf44 d. {\expndtw-30*}lan de Ventas A{\expndtw-30*}ual. \par}
\f10 \fs23 Cap�tulo:\cf181 Im{\expndtw-30*}rescindible \par}
\f10 \fs28 \cf44 {\expndtw-30*}. Estima{\expndtw-30*}iones de {\expndtw-30*}
{\expndtw-30*}nta. \par}
\f10 \fs23 Cap�t{\expndtw-30*}lo:\cf181 Casos Concretos / m{\expndtw-30*}smo
c{\expndtw-30*}p�{\expndtw-30*}u{\expndtw-30*}o ant{\expndtw-30*}ri{\expndtw-
30*}r \par}
\f10 \fs22 \cf6 Si has incluido l{\expndtw-30*}s estim{\expndtw-30*}{\expndtw-
30*}ione{\expndtw-30*} en el ca{\expndtw-30*}{\expndtw-30*}tulo anterior
(m{\expndtw-30*}rk{\expndtw-30*}tin{\expndtw-30*}) \par}
\f10 \fs22 \cf6 s�{\expndtw-30*}tate{\expndtw-30*}o. \par}
\f10 \fs22 \cf6 Si {\expndtw-30*}o lo {\expndtw-30*}as hecho, p{\expndtw-30*}n
aq{\expndtw-30*}� las estimaci{\expndtw-30*}nes {\expndtw-30*}e venta a tres o
\par}
\f10 \fs22 \cf6 {\expndtw-30*}in{\expndtw-30*}o a�os en un gr�f{\expndtw-30*}co
bien vi{\expndtw-30*}toso. \par}
\f10 \fs23 17 \par}
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\fs19 I CONC{\expndtw-30*}R{\expndtw-30*}O DE EMPRENDED{\expndtw-30*}RES
UNIVERSITARIO{\expndtw-30*} \par}
\f10 \fs35 \cf130 PLAN DE NEGO{\expndtw-30*}IO \par}
\f10 \fs47 \cf44 6 - Recursos Humano{\expndtw-30*} \par}
\f10 \fs23 {\expndtw-30*}ap�tul{\expndtw-30*}:\cf181 Impr{\expndtw-30*}{\expndtw-
30*}cindible. \par}
\f10 \fs23 1{\expndtw-30*} \par}
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}}}
\fs19 I CON{\expndtw-30*}URS{\expndtw-30*} DE EMP{\expndtw-30*}ENDEDORES {\expndtw-
30*}NIV{\expndtw-30*}RSI{\expndtw-30*}ARIOS \par}
\up0 \f10 \fs28 \cf44 6. Re{\expndtw-30*}u{\expndtw-30*}sos {\expndtw-
30*}uma{\expndtw-30*}{\expndtw-30*}s \par}
\up0 \f10 \fs28 \cf44 a. Or{\expndtw-30*}an{\expndtw-30*}zac{\expndtw-30*}�n
funcion{\expndtw-30*}l. \par}
\f10 \fs23 Ca{\expndtw-30*}�tulo:\cf181 {\expndtw-30*}{\expndtw-
30*}presc{\expndtw-30*}ndible. \par}
\f10 \fs22 \cf6 Orga{\expndtw-30*}igram{\expndtw-30*} y bre{\expndtw-30*}e
{\expndtw-30*}{\expndtw-30*}quema funcional {\expndtw-30*}{\expndtw-30*} {\expndtw-
30*}a emp{\expndtw-30*}esa \par}
\up0 \f10 \fs28 \cf44 b. Cond{\expndtw-30*}{\expndtw-30*}iones de tr{\expndtw-
30*}bajo y remunerativ{\expndtw-30*}s. \par}
\f10 \fs23 Cap�{\expndtw-30*}ul{\expndtw-30*}:\cf181 I{\expndtw-
30*}presci{\expndtw-30*}d{\expndtw-30*}{\expndtw-30*}le. \par}
\f10 \fs22 \cf6 Cuadro {\expndtw-30*}on las con{\expndtw-30*}iciones re{\expndtw-
30*}unerativas y de trabajo de lo{\expndtw-30*} \par}
\f10 \fs22 \cf6 grand{\expndtw-30*}s grupos d{\expndtw-30*} {\expndtw-
30*}olabo{\expndtw-30*}ad{\expndtw-30*}res. \par}
\f10 \fs22 \cf6 Especialmente {\expndtw-30*}mpor{\expndtw-30*}ante {\expndtw-30*}n
el caso del e{\expndtw-30*}ui{\expndtw-30*}o directivo. \par}
\up0 \f10 \fs28 \cf44 c. Plan {\expndtw-30*}e Recursos Humano{\expndtw-30*}. \par}
\f10 \fs23 {\expndtw-30*}ap�tulo:\cf181 Important{\expndtw-30*}. \par}
\f10 \fs22 \cf6 Resumen {\expndtw-30*}el Pla{\expndtw-30*} de RR.HH. co{\expndtw-
30*}templando: Sele{\expndtw-30*}ci�n de \par}
\f10 \fs22 \cf6 Persona{\expndtw-30*} ({\expndtw-30*}erfiles, crite{\expndtw-
30*}ios, e{\expndtw-30*}c.). {\expndtw-30*}{\expndtw-30*}rma{\expndtw-
30*}i{\expndtw-30*}n {\expndtw-30*}{\expndtw-30*}l pe{\expndtw-30*}son{\expndtw-
30*}{\expndtw-30*} \par}
\f10 \fs22 \cf6 {\expndtw-30*}ncorporado. Plan {\expndtw-30*}e Incentivaci�n e
integ{\expndtw-30*}{\expndtw-30*}ci�n en el Proye{\expndtw-30*}to (si \par}
\f10 \fs22 \cf6 lo tiene{\expndtw-30*} claro). \par}
\f10 \fs28 \cf44 d. Pr{\expndtw-30*}visi�n {\expndtw-30*}e Recursos H{\expndtw-
30*}manos. \par}
\f10 \fs23 Cap�tulo:\cf181 Importan{\expndtw-30*}e. \par}
\f10 \fs22 \cf6 Incluir un c{\expndtw-30*}{\expndtw-30*}dro con la previsi�n de
{\expndtw-30*}ersonal necesario y el \par}
\f10 \fs22 \cf6 pr{\expndtw-30*}sup{\expndtw-30*}{\expndtw-30*}sto anu{\expndtw-
30*}l. \par}
\f10 \fs22 \cf6 Incluir (si es relev{\expndtw-30*}nte) un gr�fico con la
evo{\expndtw-30*}uci�n de los RR.H{\expndtw-30*}. en \par}
\f10 \fs22 \cf6 l{\expndtw-30*} empres{\expndtw-30*}. \par}
\f10 \fs23 19 \par}
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\fs19 I CONCURSO DE {\expndtw-30*}M{\expndtw-30*}{\expndtw-30*}ENDEDORES
U{\expndtw-30*}IVERSITARIOS \par}
\f10 \fs19 Planti{\expndtw-30*}la \par}
\up0 \f10 \fs47 \cf44 7- Aspectos legales y societari{\expndtw-30*}s \par}
\f10 \fs23 {\expndtw-30*}ap�tulo:\cf181 Impres{\expndtw-30*}indible. \par}
\f10 \fs23 20 \par}
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}}}
\fs19 I C{\expndtw-30*}{\expndtw-30*}C{\expndtw-30*}RS{\expndtw-30*} DE
EM{\expndtw-30*}{\expndtw-30*}ENDEDORES UNIVERSIT{\expndtw-30*}RI{\expndtw-30*}S
\par}
\up0 \f10 \fs28 \cf44 7. Aspectos leg{\expndtw-30*}les y {\expndtw-
30*}ocietarios \par}
\up0 \f10 \fs28 \cf44 {\expndtw-30*}. La soci{\expndtw-30*}d{\expndtw-30*}d. \par}
\f10 \fs23 Cap�tulo:\cf181 Imprescindible. \par}
\f10 \fs22 \cf6 De{\expndtw-30*}in{\expndtw-30*}r el tipo de so{\expndtw-
30*}ie{\expndtw-30*}a{\expndtw-30*} o socieda{\expndtw-30*}es (limitada,
a{\expndtw-30*}{\expndtw-30*}nima u \par}
\f10 \fs22 \cf6 {\expndtw-30*}{\expndtw-30*}r{\expndtw-30*}s). Si te vas a
sa{\expndtw-30*}tar el punto siguiente, in{\expndtw-30*}l{\expndtw-30*}ye
a{\expndtw-30*}u� los {\expndtw-30*}{\expndtw-30*}ntos \par}
\f10 \fs22 \cf6 esenciales de los estatut{\expndtw-30*}s y l{\expndtw-30*}s
acue{\expndtw-30*}dos c{\expndtw-30*}n los s{\expndtw-30*}{\expndtw-30*}i{\expndtw-
30*}s. \par}
\f10 \fs22 \cf6 ( si es complejo ind�calo en el punto si{\expndtw-30*}u{\expndtw-
30*}ente). \par}
\up0 \f10 \fs28 \cf44 b. Lic{\expndtw-30*}ncias {\expndtw-30*} d{\expndtw-
30*}rechos. \par}
\f10 \fs23 C{\expndtw-30*}p{\expndtw-30*}tulo:\cf181 Caso{\expndtw-30*} concretos.
\par}
\f10 \fs22 \cf6 S{\expndtw-30*} la activi{\expndtw-30*}ad de la em{\expndtw-
30*}resa requiere del uso {\expndtw-30*}e li{\expndtw-30*}{\expndtw-30*}{\expndtw-
30*}{\expndtw-30*}ias de \par}
\f10 \fs22 \cf6 te{\expndtw-30*}ceros, det�ll{\expndtw-30*}lo a{\expndtw-30*}u�
({\expndtw-30*}aso obvio de una franq{\expndtw-30*}icia, p{\expndtw-30*}{\expndtw-
30*} ejemplo). \par}
\up0 \f10 \fs28 \cf44 c. Obligaciones lega{\expndtw-30*}es. \par}
\f10 \fs23 Cap�tulo:\cf181 Imprescindi{\expndtw-30*}{\expndtw-30*}e. \par}
\f10 \fs22 \cf6 -\par}
\fs22 \cf6 Inclu{\expndtw-30*}e aqu� u{\expndtw-30*}{\expndtw-30*} r{\expndtw-
30*}l{\expndtw-30*}ci�n y breve a{\expndtw-30*}�lisis d{\expndtw-30*} las \par}
\f10 \fs22 \cf6 ob{\expndtw-30*}i{\expndtw-30*}ac{\expndtw-30*}o{\expndtw-30*}es
legal{\expndtw-30*}{\expndtw-30*} generales que t{\expndtw-30*}nd{\expndtw-30*}� la
empr{\expndtw-30*}sa \par}
\f10 \fs28 \cf44 d. Permisos y limitaciones. \par}
\f10 \fs23 {\expndtw-30*}ap�{\expndtw-30*}ulo:\cf181 Im{\expndtw-30*}r{\expndtw-
30*}sc{\expndtw-30*}ndible. \par}
\f10 \fs22 \cf6 Incluye a{\expndtw-30*}u{\expndtw-30*} una relaci{\expndtw-30*}n de
los permi{\expndtw-30*}{\expndtw-30*}s que de{\expndtw-30*}er�s obt{\expndtw-30*}
{\expndtw-30*}{\expndtw-30*}r para \par}
\f10 \fs22 \cf6 la acti{\expndtw-30*}i{\expndtw-30*}{\expndtw-30*}d, el {\expndtw-
30*}{\expndtw-30*}bit{\expndtw-30*} (estatal, municip{\expndtw-30*}l, e{\expndtw-
30*}c.) y, si las hay, {\expndtw-30*}us \par}
\f10 \fs22 \cf6 limitacion{\expndtw-30*}s. \par}
\f10 \fs23 21 \par}
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\fs19 I CONCURSO DE EMPRENDE{\expndtw-30*}{\expndtw-30*}RES UNI{\expndtw-
30*}E{\expndtw-30*}SIT{\expndtw-30*}RI{\expndtw-30*}S \par}
\f10 \fs47 \cf44 8- {\expndtw-30*}lanes Operativos \par}
\f10 \fs23 Cap�tulo:\cf181 Impo{\expndtw-30*}t{\expndtw-30*}nte \par}
\f10 \fs23 22 \par}
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}}}
\fs19 I CO{\expndtw-30*}CURSO DE EM{\expndtw-30*}RENDEDORES UN{\expndtw-
30*}VERSITARIO{\expndtw-30*} \par}
\up0 \f10 \fs28 \cf44 8. Plan{\expndtw-30*}s Operativos. \par}
\up0 \f10 \fs28 \cf44 a. Pl{\expndtw-30*}n d{\expndtw-30*} Esta{\expndtw-
30*}lecimiento. \par}
\f10 \fs23 Cap�tulo:\cf181 Impresc{\expndtw-30*}n{\expndtw-30*}ible. \par}
\fs22 \cf6 En este Plan debes reflejar todo l{\expndtw-30*} que va{\expndtw-30*} a
hacer ANTES d{\expndtw-30*}l \par}
\fs22 \cf6 {\expndtw-30*}{\expndtw-30*}icio de la acti{\expndtw-30*}id{\expndtw-
30*}d come{\expndtw-30*}{\expndtw-30*}i{\expndtw-30*}l de la emp{\expndtw-30*}esa o
(si e{\expndtw-30*} parte se \par}
\f10 \fs22 \cf6 "so{\expndtw-30*}apa") dur{\expndtw-30*}{\expndtw-30*}te
e{\expndtw-30*} l{\expndtw-30*}nzamiento. \par}
\up0 \f10 \fs28 \cf44 b. P{\expndtw-30*}an d{\expndtw-30*} La{\expndtw-
30*}zamiento. \par}
\f10 \fs23 Cap�tulo:\cf181 {\expndtw-30*}{\expndtw-30*}teresante. \par}
\f10 \fs22 \cf6 Todos l{\expndtw-30*}s negocios requi{\expndtw-30*}ren un
esfuer{\expndtw-30*}o inici{\expndtw-30*}l i{\expndtw-30*}portante de \par}
\f10 \fs22 \cf6 {\expndtw-30*}romo{\expndtw-30*}i�n para, por un la{\expndtw-30*}o,
a{\expndtw-30*}rovechar el posible efecto n{\expndtw-30*}vedad \par}
\f10 \fs22 \cf6 y, {\expndtw-30*}or otro, superar mejor la lenta progresi�n
ini{\expndtw-30*}ia{\expndtw-30*} (in{\expndtw-30*}vitable si no \par}
\f10 \fs22 \cf6 existe dicho esfuerzo) \par}
\f10 \fs23 23 \par}
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\fs19 I CON{\expndtw-30*}URSO DE EMP{\expndtw-30*}ENDEDO{\expndtw-30*}{\expndtw-
30*}S UNIVERSITARIOS \par}
\f10 \fs35 \cf130 P{\expndtw-30*}AN DE NEGOCIO \par}
\f10 \fs47 \cf44 9- {\expndtw-30*}e{\expndtw-30*}ulta{\expndtw-30*}os {\expndtw-
30*}revistos \par}
\f10 \fs23 {\expndtw-30*}ap�tul{\expndtw-30*}:\cf181 Imprescindi{\expndtw-
30*}l{\expndtw-30*}. \par}
\f10 \fs23 24 \par}
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}}}
\fs19 I CONCU{\expndtw-30*}{\expndtw-30*}O DE E{\expndtw-30*}PRENDEDOR{\expndtw-
30*}S UNIVERSI{\expndtw-30*}A{\expndtw-30*}IOS \par}
\f10 \fs19 Pl{\expndtw-30*}nti{\expndtw-30*}la \par}
\up0 \f10 \fs28 \cf44 9. Resultados p{\expndtw-30*}evistos. \par}
\up0 \f10 \fs28 \cf44 a. P{\expndtw-30*}emisas Impo{\expndtw-30*}tan{\expndtw-
30*}es (Important Assumptions). \par}
\f10 \fs23 Cap�tulo:\cf181 Impo{\expndtw-30*}tan{\expndtw-30*}e. \par}
\fs23 \cf6 Este punto es muy importante para el an�lis{\expndtw-30*}s de la
via{\expndtw-30*}i{\expndtw-30*}idad de \par}
\fs23 \cf6 t{\expndtw-30*} P{\expndtw-30*}an, siemp{\expndtw-30*}e es mejor que
{\expndtw-30*}as premisa{\expndtw-30*} ({\expndtw-30*}ssumpti{\expndtw-
30*}n{\expndtw-30*}) las \par}
\fs23 \cf6 d{\expndtw-30*}jes muy clara{\expndtw-30*} tu mismo y no q{\expndtw-
30*}e las ten{\expndtw-30*}a que deducir un \par}
\f10 \fs23 \cf6 tercero. \par}
\f10 \fs22 \cf6 Deb{\expndtw-30*}s incluir: \par}
\f10 \fs22 \cf6 1/ Avisos {\expndtw-30*} adv{\expndtw-30*}rt{\expndtw-30*}ncias
respecto a pun{\expndtw-30*}os clav{\expndtw-30*} qu{\expndtw-30*} t� {\expndtw-
30*}su{\expndtw-30*}es de una \par}
\f10 \fs22 \cf6 forma determinada, e{\expndtw-30*}e{\expndtw-30*}pl{\expndtw-30*}s:
\par}
\fs22 \cf6 - Los tip{\expndtw-30*}s de inter�s de los pr�s{\expndtw-
30*}amo{\expndtw-30*} se m{\expndtw-30*}n{\expndtw-30*}endr�n estab{\expndtw-30*}es
\par}
\f10 \fs22 \cf6 {\expndtw-30*}n el 4,5% (si {\expndtw-30*}so es vi{\expndtw-30*}
{\expndtw-30*}l para tu {\expndtw-30*}e{\expndtw-30*}ocio). \par}
\fs22 \cf6 - En los p{\expndtw-30*}imeros dos a�os no se i{\expndtw-30*}{\expndtw-
30*}talar�n com{\expndtw-30*}etidores \par}
\f10 \fs22 \cf6 sign{\expndtw-30*}ficat{\expndtw-30*}vos. \par}
\f10 \fs22 \cf6 ... {\expndtw-30*}ualquier premisa que sea v{\expndtw-
30*}t{\expndtw-30*}l para {\expndtw-30*}u ne{\expndtw-30*}ocio. \par}
\fs22 \cf6 2/ Una brev{\expndtw-30*} lis{\expndtw-30*}a de las premi{\expndtw-
30*}as sig{\expndtw-30*}{\expndtw-30*}fic{\expndtw-30*}t{\expndtw-30*}{\expndtw-
30*}{\expndtw-30*}s sob{\expndtw-30*}e la{\expndtw-30*} q{\expndtw-30*}e has \par}
\f10 \fs22 \cf6 {\expndtw-30*}alculado tu plan. \par}
\f10 \fs22 \cf6 (V{\expndtw-30*}ntas, % v{\expndtw-30*}ntas a cr�dito, cuentas a
pagar, medias de comp{\expndtw-30*}as, et{\expndtw-30*}. \par}
\f10 \fs22 \cf6 S�{\expndtw-30*}o lo que sea real{\expndtw-30*}ente de{\expndtw-
30*}isivo p{\expndtw-30*}ra e{\expndtw-30*} ne{\expndtw-30*}ocio). \par}
\f10 \fs28 \cf44 b. Indicadores. \par}
\f10 \fs23 C{\expndtw-30*}p�tul{\expndtw-30*}:\cf181 Importante. \par}
\f10 \fs23 \cf6 Aqu� debes incluir un gr�fi{\expndtw-30*}o con los indicadores
econ�mic{\expndtw-30*} \par}
\f10 \fs23 \cf6 fina{\expndtw-30*}{\expndtw-30*}ieros m�s relevantes. \par}
\f10 \fs23 25 \par}
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}}}
\fs19 I CONCU{\expndtw-30*}SO DE EMPRENDEDORES UNIVERSITARIOS \par}
\f10 \fs28 Pri{\expndtw-30*}er A�o. \par}
\up0 \f10 \fs23 \cf44 i. Umbral {\expndtw-30*}e rent{\expndtw-30*}bil{\expndtw-
30*}dad. \par}
\f10 \fs23 C{\expndtw-30*}{\expndtw-30*}�t{\expndtw-30*}lo:\cf181 I{\expndtw-30*}
{\expndtw-30*}rescind{\expndtw-30*}ble. \par}
\f10 \fs22 \cf6 Es imp{\expndtw-30*}rtante que presentes aqu� dos gr�ficos: \par}
\f10 \fs22 \cf6 1/ Con el umbral de r{\expndtw-30*}ntabilidad m{\expndtw-30*}
{\expndtw-30*}sual {\expndtw-30*} acumulado anu{\expndtw-30*}l. \par}
\f10 \fs22 \cf6 2/ Los d�as necesarios para alcan{\expndtw-30*}ar el u{\expndtw-
30*}{\expndtw-30*}ral de rent{\expndtw-30*}bili{\expndtw-30*}ad. \par}
\up0 \f10 \fs23 \cf44 ii. C{\expndtw-30*}{\expndtw-30*}nta d{\expndtw-30*}
Explotaci�n. \par}
\up0 \f10 \fs23 \cf44 iii. Cu{\expndtw-30*}ntas de Resul{\expndtw-30*}ados. \par}
\f10 \fs23 Cap�tulo:\cf181 Imprescindibl{\expndtw-30*}. \par}
\f10 \fs22 \cf6 {\expndtw-30*}{\expndtw-30*}u� debes ref{\expndtw-30*}{\expndtw-
30*}jar un cuadro con la cuenta {\expndtw-30*}e {\expndtw-30*}xplot{\expndtw-
30*}ci�n del \par}
\f10 \fs22 \cf6 {\expndtw-30*}ri{\expndtw-30*}er a�o. \par}
\f10 \fs22 \cf6 No es preciso que s{\expndtw-30*}a extremadamente detallada, debe
{\expndtw-30*}eflejar \par}
\f10 \fs22 \cf6 l{\expndtw-30*}s cap{\expndtw-30*}{\expndtw-30*}ulos
esenciale{\expndtw-30*}. \par}
\f10 \fs22 \cf6 Puedes optar (salvo que la difere{\expndtw-30*}cia de
movi{\expndtw-30*}ientos sea \par}
\f10 \fs22 \cf6 signifi{\expndtw-30*}ativa) por refle{\expndtw-30*}ar {\expndtw-
30*}{\expndtw-30*}lo la cuenta de {\expndtw-30*}esultados. \par}
\up0 \f10 \fs17 \cf44 iv. \par}
\up0 \f10 \fs23 \cf44 Tesorer{\expndtw-30*}a\fs17 (o Cas{\expndtw-30*} Flow
{\expndtw-30*}ibre o {\expndtw-30*}cumulado). \par}
\f10 \fs23 Cap�tulo:\cf181 Impr{\expndtw-30*}s{\expndtw-30*}indible. \par}
\f10 \fs22 \cf6 Uno o varios g{\expndtw-30*}�ficos sobre la evoluci�n de
l{\expndtw-30*} te{\expndtw-30*}orer�a o el \par}
\f10 \fs22 \cf6 C{\expndtw-30*}sh Flow ({\expndtw-30*}ibre o acumulado). \par}
\f10 \fs22 \cf6 Si l{\expndtw-30*} Te{\expndtw-30*}{\expndtw-30*}rer�a
fun{\expndtw-30*}io{\expndtw-30*}a sin probl{\expndtw-30*}mas, s�{\expndtw-30*}o un
gr�fico. \par}
\f10 \fs22 \cf6 Si hay puntos d{\expndtw-30*}n{\expndtw-30*}e p{\expndtw-30*}eden
p{\expndtw-30*}od{\expndtw-30*}cirse neces{\expndtw-30*}dades \par}
\f10 \fs22 \cf6 financiera{\expndtw-30*} {\expndtw-30*}dic{\expndtw-30*}o{\expndtw-
30*}ales (o si ne{\expndtw-30*}esi{\expndtw-30*}as justific{\expndtw-30*}r una
inversi�n \par}
\f10 \fs22 \cf6 puntu{\expndtw-30*}l) el{\expndtw-30*}bora gr�fico{\expndtw-30*}
adici{\expndtw-30*}n{\expndtw-30*}les que lo expliquen. \par}
\f10 \fs23 2{\expndtw-30*} \par}
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}}}
\fs19 I CO{\expndtw-30*}CURSO DE EMPRENDEDORES UNIVE{\expndtw-30*}SITA{\expndtw-
30*}IO{\expndtw-30*} \par}
\up0 \f10 \fs23 \cf44 v. Balances {\expndtw-30*}revisionales. \par}
\f10 \fs23 {\expndtw-30*}ap{\expndtw-30*}tul{\expndtw-30*}:\cf181
Imprescin{\expndtw-30*}ib{\expndtw-30*}e. \par}
\f10 \fs22 \cf6 {\expndtw-30*}qu� d{\expndtw-30*}bes reflejar un cuadro con la
{\expndtw-30*}vo{\expndtw-30*}uci{\expndtw-30*}n del {\expndtw-30*}a{\expndtw-
30*}ance en {\expndtw-30*}l \par}
\f10 \fs22 \cf6 primer a�o. \par}
\f10 \fs22 \cf6 {\expndtw-30*}o es extre{\expndtw-30*}adament{\expndtw-30*}
f{\expndtw-30*}cil elabor{\expndtw-30*}{\expndtw-30*}lo, ni habitual{\expndtw-
30*}ente es muy \par}
\fs22 \cf6 preciso, {\expndtw-30*}i en un pequ{\expndtw-30*}�o n{\expndtw-30*}
{\expndtw-30*}ocio con muy pocos activo{\expndtw-30*} es \par}
\fs22 \cf6 tan im{\expndtw-30*}{\expndtw-30*}rtante (qu{\expndtw-30*} m{\expndtw-
30*} pe{\expndtw-30*}donen l{\expndtw-30*}s "{\expndtw-30*}xpe{\expndtw-
30*}tos")\expndtw-14{\field{\*\fldinst SYMBOL 188 \\f Symbol }} pero los \par}
\f10 \fs22 \cf6 "ana{\expndtw-30*}istas" lo encontrar�an a faltar. \par}
\f10 \fs22 \cf6 Hazlo g{\expndtw-30*}n�r{\expndtw-30*}co, procurando que
teng{\expndtw-30*} {\expndtw-30*}{\expndtw-30*} m�x{\expndtw-30*}ma fi{\expndtw-
30*}bilidad. \par}
\up0 \f10 \fs28 \cf44 c. Resul{\expndtw-30*}a{\expndtw-30*}os {\expndtw-30*} 3
a�os: \par}
\up0 \f10 \fs23 \cf44 i. Cuentas de Resultados. \par}
\f10 \fs23 Cap�tulo:\cf181 Impre{\expndtw-30*}c{\expndtw-30*}ndible. \par}
\f10 \fs22 \cf6 Un cuadro con las cue{\expndtw-30*}tas de resul{\expndtw-30*}ados
{\expndtw-30*}rev{\expndtw-30*}sionales para los \par}
\f10 \fs22 \cf6 primer{\expndtw-30*}s 5 a�o{\expndtw-30*}. \par}
\fs22 \cf6 Debe {\expndtw-30*}eflejar {\expndtw-30*}os cap{\expndtw-30*}tulos
esen{\expndtw-30*}ial{\expndtw-30*}{\expndtw-30*} y alg{\expndtw-30*}nos
ele{\expndtw-30*}e{\expndtw-30*}to{\expndtw-30*} (% \par}
\f10 \fs22 \cf6 d{\expndtw-30*} varia{\expndtw-30*}i�n) p{\expndtw-30*}ra
co{\expndtw-30*}prender la evoluci�n p{\expndtw-30*}{\expndtw-30*}vista. \par}
\f10 \fs22 \cf6 {\expndtw-30*}n{\expndtw-30*}luye comenta{\expndtw-30*}ios
brev{\expndtw-30*}s pero muy cl{\expndtw-30*}ros que raz{\expndtw-30*}nen sobre
\par}
\f10 \fs22 \cf6 dicha evoluci�n. \par}
\f10 \fs22 \cf6 {\expndtw-30*}ncluye {\expndtw-30*}no o {\expndtw-30*}os
gr�fi{\expndtw-30*}os ilu{\expndtw-30*}tr{\expndtw-30*}tivos. \par}
\up0 \f10 \fs23 \cf44 ii. B{\expndtw-30*}lances previsi{\expndtw-30*}nales. \par}
\f10 \fs23 Cap�tulo:\cf181 Impre{\expndtw-30*}cind{\expndtw-30*}ble. \par}
\f10 \fs22 \cf6 Un c{\expndtw-30*}adro con la evol{\expndtw-30*}ci�n del Balance en
los a�{\expndtw-30*}s poste{\expndtw-30*}{\expndtw-30*}ores. \par}
\f10 \fs22 \cf6 {\expndtw-30*}imp{\expndtw-30*}ificado y muy cla{\expndtw-30*}
{\expndtw-30*}. \par}
\f10 \fs23 27 \par}
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}}}
\fs19 I CONCURSO DE EMPRENDEDORES {\expndtw-30*}NIVER{\expndtw-30*}I{\expndtw-
30*}ARIOS \par}
\up0 \f10 \fs23 \cf44 iii. Tes{\expndtw-30*}{\expndtw-30*}er�a. \par}
\f10 \fs23 Cap�tul{\expndtw-30*}:\cf181 Imprescindible. \par}
\f10 \fs22 \cf6 Un cuadro con la evoluci�n {\expndtw-30*}e la Tesore{\expndtw-30*}
{\expndtw-30*}a en los a�os \par}
\f10 \fs22 \cf6 po{\expndtw-30*}te{\expndtw-30*}{\expndtw-30*}ores. \par}
\f10 \fs22 \cf6 Simplifica{\expndtw-30*}o y muy claro. \par}
\up0 \f10 \fs23 \cf44 iv. {\expndtw-30*}A{\expndtw-30*} y R{\expndtw-
30*}nt{\expndtw-30*}{\expndtw-30*}il{\expndtw-30*}dad d{\expndtw-30*} la
i{\expndtw-30*}ver{\expndtw-30*}i�n. \par}
\f10 \fs23 Cap{\expndtw-30*}tulo:\cf181 {\expndtw-30*}{\expndtw-
30*}prescind{\expndtw-30*}b{\expndtw-30*}e. \par}
\f10 \fs22 \cf6 E{\expndtw-30*}pr�salo mejor {\expndtw-30*}on {\expndtw-
30*}r�f{\expndtw-30*}cos. \par}
\f10 \fs22 \cf6 Los dos ra{\expndtw-30*}ios m�s valorados actual{\expndtw-30*}ente
son: \par}
\f10 \fs22 \cf6 1/ El {\expndtw-30*}alor A{\expndtw-30*}tual Neto (V.A.{\expndtw-
30*}.). \par}
\f10 \fs22 \cf6 2/ {\expndtw-30*}a Tasa I{\expndtw-30*}terna de Rentabil{\expndtw-
30*}d{\expndtw-30*}d (T.I.R.). \par}
\up0 \f10 \fs23 \cf44 v. Principales R{\expndtw-30*}t{\expndtw-30*}os. \par}
\f10 \fs23 Cap�{\expndtw-30*}ulo:\cf181 Impor{\expndtw-30*}ante. \par}
\f10 \fs23 \cf6 Debe{\expndtw-30*} elab{\expndtw-30*}{\expndtw-30*}ar u{\expndtw-
30*} cu{\expndtw-30*}dro {\expndtw-30*}o{\expndtw-30*} {\expndtw-30*}os ratios m�s
sign{\expndtw-30*}ficativos \par}
\f10 \fs23 \cf6 para tu {\expndtw-30*}egocio, tanto {\expndtw-30*}inanci{\expndtw-
30*}ros como op{\expndtw-30*}{\expndtw-30*}ativos. \par}
\f10 \fs23 28 \par}
{\shp
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}}}
\fs19 I CONCURSO DE EMP{\expndtw-30*}ENDE{\expndtw-30*}ORES {\expndtw-
30*}NIVER{\expndtw-30*}ITAR{\expndtw-30*}OS \par}
\f10 \fs35 \cf130 PLAN D{\expndtw-30*} N{\expndtw-30*}GOCIO \par}
\up0 \f10 \fs47 \cf44 10- Plan {\expndtw-30*}{\expndtw-30*} Inversion{\expndtw-
30*}s y \par}
\f10 \fs47 \cf44 {\expndtw-30*}inanciaci�n \par}
\f10 \fs23 {\expndtw-30*}ap�{\expndtw-30*}u{\expndtw-30*}o:\cf181 Im{\expndtw-30*}
{\expndtw-30*}escin{\expndtw-30*}ible. \par}
\f10 \fs23 29 \par}
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}}}
\fs19 I CONCURSO DE EMPRENDEDO{\expndtw-30*}ES UNIVERSIT{\expndtw-30*}RIOS \par}
\f10 \fs19 P{\expndtw-30*}a{\expndtw-30*}t{\expndtw-30*}lla \par}
\up0 \f10 \fs28 \cf44 10. Plan de In{\expndtw-30*}ers{\expndtw-30*}{\expndtw-
30*}ne{\expndtw-30*} y Financiaci�n. \par}
\up0 \f10 \fs28 \cf44 a. Plan de Inversi{\expndtw-30*}nes y Establecim{\expndtw-
30*}ento. \par}
\f10 \fs23 Cap�tulo:\cf181 I{\expndtw-30*}{\expndtw-30*}resci{\expndtw-
30*}dible. \par}
\f10 \fs22 \cf6 Aqu� �{\expndtw-30*}ic{\expndtw-30*}mente refleja: \par}
\fs22 \cf6 {\expndtw-30*}/ Un cu{\expndtw-30*}dro/res{\expndtw-30*}men de
inversion{\expndtw-30*}s y {\expndtw-30*}astos (congrue{\expndtw-30*}te
co{\expndtw-30*} {\expndtw-30*}l \par}
\f10 \fs22 \cf6 ca{\expndtw-30*}�tulo Pl{\expndtw-30*}n de Estab{\expndtw-
30*}ecim{\expndtw-30*}{\expndtw-30*}nto {\expndtw-30*}nterior). \par}
\f10 \fs22 \cf6 2/ Un gr�{\expndtw-30*}ico ilustrati{\expndtw-30*}{\expndtw-
30*}. \par}
\up0 \f10 \fs28 \cf44 b. Necesida{\expndtw-30*}es Financieras. \par}
\f10 \fs23 Cap�tulo:\cf181 Impr{\expndtw-30*}scind{\expndtw-30*}bl{\expndtw-
30*}. \par}
\fs22 \cf6 Lo m�{\expndtw-30*} important{\expndtw-30*} es s{\expndtw-30*}ber que
esta{\expndtw-30*}os hablando {\expndtw-30*}el dinero que \par}
\fs22 \cf6 nece{\expndtw-30*}itamos p{\expndtw-30*}ra pon{\expndtw-30*}r
e{\expndtw-30*} {\expndtw-30*}archa el negocio {\expndtw-30*} ge{\expndtw-30*}
{\expndtw-30*}iona{\expndtw-30*}lo con un ciert{\expndtw-30*} \par}
\f10 \fs22 \cf6 {\expndtw-30*}argen de segu{\expndtw-30*}idad. \par}
\fs22 \cf6 Este cuadro, en de{\expndtw-30*}initi{\expndtw-30*}a, reflej{\expndtw-
30*} la inversi�{\expndtw-30*} necesari{\expndtw-30*}, real, en un{\expndtw-
30*}dades \par}
\f10 \fs22 \cf6 monet{\expndtw-30*}rias. \par}
\up0 \f10 \fs22 \cf6 {\expndtw-30*}u c{\expndtw-30*}iter{\expndtw-30*}o y
sent{\expndtw-30*}do d{\expndtw-30*} {\expndtw-30*}a op{\expndtw-30*}r{\expndtw-
30*}un{\expndtw-30*}dad, ser� d{\expndtw-30*}ter{\expndtw-30*}inante. \par}
\fs19 \cf6 Si has {\expndtw-30*}ido extremadamente prudente, necesitar{\expndtw-
30*}s m�s {\expndtw-30*}ondos y suelen ser m�s \par}
\f10 \fs19 \cf6 dif�cil{\expndtw-30*}s de {\expndtw-30*}{\expndtw-30*}{\expndtw-
30*}seguir. \par}
\f10 \fs19 \cf6 Si has {\expndtw-30*}ido m�s agresivo, necesitar�s menos
fondos\expndtw-14{\field{\*\fldinst SYMBOL 188 \\f Symbol }} quiz�s m�s
f�cil{\expndtw-30*}s de lograr. \par}
\f10 \fs19 \cf6 P{\expndtw-30*}ro, lu{\expndtw-30*}go, en {\expndtw-30*}a
{\expndtw-30*}id{\expndtw-30*} real: �Qu� va a pa{\expndtw-30*}ar? \par}
\fs19 \cf6 La clave {\expndtw-30*}s (1) pon{\expndtw-30*}{\expndtw-30*}
siemp{\expndtw-30*}e aque{\expndtw-30*}lo qu{\expndtw-30*} puedas conseguir y sea
(2) su{\expndtw-30*}icie{\expndtw-30*}te si \par}
\f10 \fs19 \cf6 las {\expndtw-30*}{\expndtw-30*}sas se desarrollan co{\expndtw-30*}
norm{\expndtw-30*}lidad. \par}
\f10 \fs22 \cf6 Debe{\expndtw-30*} in{\expndtw-30*}luir: \par}
\f10 \fs22 \cf6 1/ Un cuadro/resum{\expndtw-30*}n bien claro q{\expndtw-30*}e
in{\expndtw-30*}ique {\expndtw-30*}l total de necesid{\expndtw-30*}d{\expndtw-30*}s
de \par}
\f10 \fs22 \cf6 financiaci�n. Se t{\expndtw-30*}ata d{\expndtw-30*} ver cuanto
d{\expndtw-30*}nero necesit{\expndtw-30*} {\expndtw-30*}l negocio en total a lo
\par}
\f10 \fs22 \cf6 larg{\expndtw-30*} {\expndtw-30*}el p{\expndtw-30*}imer a�o de
{\expndtw-30*}cti{\expndtw-30*}idad ( o lo{\expndtw-30*} primeros a{\expndtw-
30*}os, seg�n los ca{\expndtw-30*}o{\expndtw-30*}). \par}
\f10 \fs22 \cf6 Hay div{\expndtw-30*}rs{\expndtw-30*}s estilos y cri{\expndtw-
30*}eri{\expndtw-30*}s, e{\expndtw-30*} n{\expndtw-30*}es{\expndtw-30*}ra opini�n
{\expndtw-30*}o que debe {\expndtw-30*}ef{\expndtw-30*}eja{\expndtw-30*} \par}
\f10 \fs22 \cf6 es: \par}
\f10 \fs22 \cf6 - Sal{\expndtw-30*}o P{\expndtw-30*}e{\expndtw-30*}isto de la
Tesorer�a de la explotaci�{\expndtw-30*}. \par}
\f10 \fs22 \cf6 - In{\expndtw-30*}{\expndtw-30*}rsi{\expndtw-30*}n{\expndtw-30*}s y
gastos Establ{\expndtw-30*}cimiento. \par}
\f10 \fs22 \cf6 - {\expndtw-30*}ondos o {\expndtw-30*}�rgenes de seguridad. \par}
\f10 \fs22 \cf6 2/ Un gr�fico ilustrati{\expndtw-30*}o. \par}
\f10 \fs23 30 \par}
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}}}
\fs19 I CONCURSO DE EM{\expndtw-30*}RENDEDORES UNIVE{\expndtw-30*}SITARIOS \par}
\f10 \fs19 P{\expndtw-30*}a{\expndtw-30*}til{\expndtw-30*}a \par}
\up0 \f10 \fs28 \cf44 {\expndtw-30*}. Plan de Financi{\expndtw-30*}{\expndtw-
30*}i�n. \par}
\f10 \fs23 {\expndtw-30*}ap{\expndtw-30*}tul{\expndtw-30*}:\cf181
Imprescindi{\expndtw-30*}le. \par}
\f10 \fs22 \cf6 A{\expndtw-30*}u� debe{\expndtw-30*} {\expndtw-30*}ncluir
{\expndtw-30*}{\expndtw-30*} c{\expndtw-30*}adro cr�tico: �C�mo vas a financiar el
negocio? \par}
\f10 \fs22 \cf6 Debe ref{\expndtw-30*}{\expndtw-30*}jar: \par}
\fs22 \cf6 - Fondos {\expndtw-30*}ropi{\expndtw-30*}s: \par}
\fs22 \cf6 o\f10 De lo{\expndtw-30*} Promotores. \par}
\fs22 \cf6 o\f10 D{\expndtw-30*} los accio{\expndtw-30*}is{\expndtw-30*}as. \par}
\f10 \fs22 \cf6 (c{\expndtw-30*}{\expndtw-30*}ital soc{\expndtw-30*}al, pero
t{\expndtw-30*}{\expndtw-30*}bi�n pr�stamos de los socios {\expndtw-30*}i \par}
\f10 \fs22 \cf6 est�n previstos). \par}
\f10 \fs22 \cf6 -\par}
\f10 \fs22 \cf6 {\expndtw-30*}inanciaci�n median{\expndtw-30*}e Pr{\expndtw-
30*}v{\expndtw-30*}edores: \par}
\fs22 \cf6 o\f10 {\expndtw-30*}easing o renting. \par}
\fs22 \cf6 o\f10 Acuerdos de {\expndtw-30*}{\expndtw-30*}n{\expndtw-
30*}nciac{\expndtw-30*}�n. \par}
\f10 \fs22 \cf6 Fi{\expndtw-30*}{\expndtw-30*}nciaci�n {\expndtw-30*}edia{\expndtw-
30*}te Bancos y enti{\expndtw-30*}{\expndtw-30*}{\expndtw-30*}es {\expndtw-30*}e
cr�di{\expndtw-30*}o: \par}
\fs22 \cf6 o\f10 {\expndtw-30*}easin{\expndtw-30*} o renting. \par}
\fs22 \cf6 o\f10 Pr�{\expndtw-30*}tamo{\expndtw-30*} {\expndtw-30*} largo
pl{\expndtw-30*}zo. \par}
\fs22 \cf6 o\f10 Pr�stamos {\expndtw-30*} cor{\expndtw-30*}{\expndtw-30*}
pla{\expndtw-30*}o. \par}
\f10 \fs22 \cf6 {\expndtw-30*}�li{\expndtw-30*}as de cr�dito. \par}
\f10 \fs22 \cf6 L�neas de descuento ({\expndtw-30*}aga{\expndtw-30*}�s, {\expndtw-
30*}ar{\expndtw-30*}as P). \par}
\f10 \fs22 \cf6 -\par}
\f10 \fs22 \cf6 -\par}
\f10 \fs22 \cf6 Pre{\expndtw-30*}{\expndtw-30*}a{\expndtw-30*}{\expndtw-30*}s
{\expndtw-30*} subvenciones de {\expndtw-30*}ntidades oficia{\expndtw-
30*}e{\expndtw-30*}. \par}
\f10 \fs23 {\expndtw-30*}{\expndtw-30*} \par}
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}}}
\fs19 I {\expndtw-30*}O{\expndtw-30*}CURSO D{\expndtw-30*} EMPREN{\expndtw-
30*}EDORES UNIVERSITA{\expndtw-30*}IOS \par}
\f10 \fs19 Plantill{\expndtw-30*} \par}
\f10 \fs35 \cf130 PL{\expndtw-30*}N DE NEGOCIO \par}
\f10 \fs47 \cf44 11- Conclusiones \par}
\f10 \fs23 Cap{\expndtw-30*}tulo:\cf181 Interesante \par}
\f10 \fs22 \cf6 Es {\expndtw-30*}osible que �ste {\expndtw-30*} e{\expndtw-30*}
ca{\expndtw-30*}�tulo anteri{\expndtw-30*}r sean los dos m�s l{\expndtw-30*}�dos
y \par}
\f10 \fs22 \cf6 exami{\expndtw-30*}ados a {\expndtw-30*}ondo. Esm�{\expndtw-30*}
{\expndtw-30*}te. \par}
\fs22 \cf6 Tambi�n es f{\expndtw-30*}c{\expndtw-30*}ible, {\expndtw-
30*}alt{\expndtw-30*}rse este ca{\expndtw-30*}{\expndtw-30*}t{\expndtw-30*}lo e
incluir{\expndtw-30*}o solament{\expndtw-30*} en \par}
\f10 \fs22 \cf6 e{\expndtw-30*} r{\expndtw-30*}su{\expndtw-30*}en ejecut{\expndtw-
30*}{\expndtw-30*}o. \par}
\f10 \fs23 32 \par}
{\shp
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\fs19 I CO{\expndtw-30*}CURSO DE {\expndtw-30*}MP{\expndtw-30*}ENDEDORES
UN{\expndtw-30*}VERSITA{\expndtw-30*}IOS \par}
\f10 \fs19 {\expndtw-30*}lan{\expndtw-30*}illa \par}
\up0 \f10 \fs28 \cf44 11. C{\expndtw-30*}nclusiones finales. \par}
\up0 \f10 \fs28 \cf44 a. Opo{\expndtw-30*}tunidad: \par}
\f10 \fs23 Ca{\expndtw-30*}�tulo:\cf181 Import{\expndtw-30*}nt{\expndtw-30*} \par}
\f10 \fs22 \cf6 Resume {\expndtw-30*}qu� el negocio {\expndtw-30*}ue pro{\expndtw-
30*}ones, e{\expndtw-30*} fo{\expndtw-30*}ma {\expndtw-30*}e "opor{\expndtw-
30*}unidad", \par}
\f10 \fs22 \cf6 r{\expndtw-30*}{\expndtw-30*}lejando {\expndtw-30*}a idea y los
p{\expndtw-30*}ntos clave para que sea v{\expndtw-30*}st{\expndtw-30*} como tal
\par}
\f10 \fs22 \cf6 ({\expndtw-30*}portu{\expndtw-30*}idad). \par}
\f10 \fs22 \cf6 P{\expndtw-30*}cas {\expndtw-30*}rases, con{\expndtw-
30*}ret{\expndtw-30*}s, substanc{\expndtw-30*}ale{\expndtw-30*} y cla{\expndtw-
30*}a{\expndtw-30*}. \par}
\up0 \f10 \fs28 \cf44 b. Ri{\expndtw-30*}s{\expndtw-30*}{\expndtw-30*}: \par}
\f10 \fs23 Ca{\expndtw-30*}�tul{\expndtw-30*}:\cf181 I{\expndtw-30*}{\expndtw-
30*}ort{\expndtw-30*}nte \par}
\f10 \fs22 \cf6 No exi{\expndtw-30*}{\expndtw-30*}e n{\expndtw-30*}ng�n negocio sin
rie{\expndtw-30*}g{\expndtw-30*}s y eso lo {\expndtw-30*}{\expndtw-30*}be
tod{\expndtw-30*} el mun{\expndtw-30*}{\expndtw-30*}, \par}
\f10 \fs22 \cf6 por tanto NUNCA elim{\expndtw-30*}nes este ca{\expndtw-30*}�tulo:
�sal{\expndtw-30*} (1) para demostra{\expndtw-30*} \par}
\f10 \fs22 \cf6 que {\expndtw-30*}{\expndtw-30*}noces muy bien los riesgos y (2)
que sab{\expndtw-30*}s c{\expndtw-30*}{\expndtw-30*}o limitarlos. \par}
\f10 \fs22 \cf6 Po{\expndtw-30*}as fra{\expndtw-30*}es, concr{\expndtw-30*}tas,
substan{\expndtw-30*}iales y claras. \par}
\up0 \f10 \fs28 \cf44 c. Puntos fu{\expndtw-30*}{\expndtw-30*}t{\expndtw-30*}s:
\par}
\f10 \fs23 Cap�tul{\expndtw-30*}:\cf181 Importante \par}
\f10 \fs22 \cf6 R{\expndtw-30*}sume de nuevo l{\expndtw-30*}s punt{\expndtw-30*}s
fuertes del negoci{\expndtw-30*}. \par}
\f10 \fs22 \cf6 Reaf�r{\expndtw-30*}a{\expndtw-30*}e. \par}
\f10 \fs28 \cf44 d. R{\expndtw-30*}ntabilidad: \par}
\f10 \fs23 Cap�tulo:\cf181 Im{\expndtw-30*}ort{\expndtw-30*}nte \par}
\f10 \fs22 \cf6 R{\expndtw-30*}sume des{\expndtw-30*}e otr{\expndtw-30*}s
pe{\expndtw-30*}spec{\expndtw-30*}ivas los ratios d{\expndtw-30*} rentabilidad.
\par}
\f10 \fs22 \cf6 {\expndtw-30*}abla {\expndtw-30*}e otros �ndic{\expndtw-30*}s
{\expndtw-30*}omp{\expndtw-30*}rativos adec{\expndtw-30*}ad{\expndtw-30*}s a tus
interloc{\expndtw-30*}tores \par}
\f10 \fs22 \cf6 ({\expndtw-30*}{\expndtw-30*}n{\expndtw-30*}{\expndtw-30*} fija,
renta variabl{\expndtw-30*}, retorno neto, etc.) \par}
\f10 \fs22 \cf6 F{\expndtw-30*}ases {\expndtw-30*}orta{\expndtw-30*} y claras.
\par}
\f10 \fs28 \cf44 e. Seguridad: \par}
\f10 \fs23 Ca{\expndtw-30*}�tul{\expndtw-30*}:\cf181 Importante \par}
\f10 \fs22 \cf6 Resume en p{\expndtw-30*}r de puntos las cl{\expndtw-
30*}v{\expndtw-30*}s que hacen {\expndtw-30*}e tu {\expndtw-30*}egoci{\expndtw-30*}
una \par}
\f10 \fs22 \cf6 {\expndtw-30*}nversi�{\expndtw-30*} segura (ra{\expndtw-
30*}onablemente segu{\expndtw-30*}a). \par}
\f10 \fs22 \cf6 Debe ser un mix: \par}
\f10 \fs22 \cf6 Desde el{\expndtw-30*}ment{\expndtw-30*}s de mercado hast{\expndtw-
30*} los puramente finan{\expndtw-30*}ieros. \par}
\f10 \fs23 33 \par}
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}}}
\fs19 I CO{\expndtw-30*}C{\expndtw-30*}RSO DE E{\expndtw-30*}PREN{\expndtw-
30*}EDORES U{\expndtw-30*}IVERS{\expndtw-30*}TARIOS \par}
\up0 \f10 \fs31 \cf181 ANE{\expndtw-30*}OS 1: PRES{\expndtw-30*}PUESTOS \par}
\f10 \fs19 \cf181 PRESUPUE{\expndtw-30*}TOS A{\expndtw-30*}EXOS A{\expndtw-30*}
PLAN: MUY IMPORTA{\expndtw-30*}TE \par}
\f10 \fs19 \cf6 DEBES INCLU{\expndtw-30*}{\expndtw-30*} TODOS LOS PRESUPU{\expndtw-
30*}STOS IMPORTANTES DEL \par}
\f10 \fs19 \cf6 P{\expndtw-30*}IMER {\expndtw-30*}�O, s{\expndtw-30*}r�n como
m�nimo: \par}
\f10 \fs19 \cf6 1� VENTAS \par}
\f10 \fs19 \cf6 2� PERSONAL \par}
\f10 \fs19 \cf6 3� CUENTA RESULTADOS \par}
\f10 \fs19 \cf6 4� TESO{\expndtw-30*}ER�A \par}
\f10 \fs19 \cf6 5� {\expndtw-30*}ALANCES \par}
\f10 \fs19 \cf6 {\expndtw-30*}N{\expndtw-30*} HOJA PARA CADA PRESUPUE{\expndtw-
30*}TO \par}
\f10 \fs43 \cf88 {\expndtw-30*}RESUPU{\expndtw-30*}STOS \par}
\f10 \fs23 34 \par}
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}}}
\fs19 {\expndtw-30*} CONCU{\expndtw-30*}S{\expndtw-30*} DE EMPR{\expndtw-30*}
{\expndtw-30*}DEDORES UNIV{\expndtw-30*}RSITARIO{\expndtw-30*} \par}
\f10 \fs19 P{\expndtw-30*}antilla \par}
\up0 \f10 \fs31 \cf181 {\expndtw-30*}NEXO 2: RESUMEN {\expndtw-30*}JECUTIVO \par}
\f10 \fs19 \cf181 DOCUMENTO AN{\expndtw-30*}{\expndtw-30*}O A{\expndtw-30*}
PL{\expndtw-30*}N: MUY IMPORTAN{\expndtw-30*}{\expndtw-30*} \par}
\f10 \fs19 \cf6 Es un resumen d{\expndtw-30*}l Plan y {\expndtw-30*}ebe {\expndtw-
30*}ontene{\expndtw-30*} todos los aspectos \par}
\f10 \fs19 \cf6 funda{\expndtw-30*}ent{\expndtw-30*}les: \par}
\f10 \fs19 \cf6 E{\expndtw-30*} 3 {\expndtw-30*} 4 hoj{\expndtw-30*}s, {\expndtw-
30*}ob{\expndtw-30*}etodo, debe perm{\expndtw-30*}tir: \par}
\f10 \fs19 \cf6 1� Entender de qu� Neg{\expndtw-30*}{\expndtw-30*}io {\expndtw-
30*}e trata y s{\expndtw-30*}ber qu{\expndtw-30*}ene{\expndtw-30*} son sus
impuls{\expndtw-30*}res. \par}
\f10 \fs19 \cf6 2� {\expndtw-30*}onocer {\expndtw-30*}os p{\expndtw-30*}ntos
{\expndtw-30*} conceptos c{\expndtw-30*}av{\expndtw-30*} de desarr{\expndtw-
30*}ll{\expndtw-30*} del Nego{\expndtw-30*}io. \par}
\f10 \fs19 \cf6 3� Ver {\expndtw-30*}nmedi{\expndtw-30*}tam{\expndtw-30*}nte los
rend{\expndtw-30*}mie{\expndtw-30*}tos q{\expndtw-30*}e {\expndtw-30*}e prev�n.
\par}
\f10 \fs19 \cf6 ... y hacerse una idea muy c{\expndtw-30*}ara de su
factibilida{\expndtw-30*}. \par}
\f10 \fs19 \cf6 NO p{\expndtw-30*}ede faltar nad{\expndtw-30*} importante (Ni
positivo, ni {\expndtw-30*}eg{\expndtw-30*}tivo) \par}
\f10 \fs43 \cf88 RESUMEN EJECUTI{\expndtw-30*}O \par}
\f10 \fs23 35 \par}
}

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{\rtf \ansi\ansicpg1252\deff0

{\fonttbl{\f11\fswiss\fcharset0 Arial Narrow;}{\f10\fswiss\fcharset0 Arial;}

{\fldrslt {\cs15\b\fs28\ul\cf2 Pedir ahora!}}}

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