diff --git a/AgentProxy.py b/AgentProxy.py index 1c9d2a0..9b72316 100644 --- a/AgentProxy.py +++ b/AgentProxy.py @@ -79,7 +79,6 @@ class AgentProxy: if decoded_line.startswith('data:'): data_dict = json.loads(decoded_line[5:]) output = self.handle_response(data_dict) - print(output) else: return "Request failed", response.status_code return output diff --git a/action_to_result.py b/action_to_result.py new file mode 100644 index 0000000..ace06c2 --- /dev/null +++ b/action_to_result.py @@ -0,0 +1,75 @@ +import pandas as pd +from AgentProxy import AgentProxy +from datetime import datetime # Add this import + +# Here you need to replace the API Key and API Secret with your，I provide a test key and secret here +api_key = '25bda2c39c0f8ca0' +api_secret = 'e0008b9b9727cb8ceea5a132dbe62495' +assistant_id = "66bb09a84673b57506fe7bbd" +agent = AgentProxy(assistant_id, api_key, api_secret) + + +sales_stages = ["Prospecting", "Evaluation", "Qualification", "Bidding / Negotiating", "Contract Review", "Closed Won", "Cancel", "Closed Lost"] + + +sales_stage_definition = ''' + +1. **Prospecting（潜在客户开发）**：这一阶段涉及识别和开发潜在客户。销售人员通过各种渠道（如电话、电子邮件、社交媒体等）寻找潜在买家。-阶段转化标准：①客户有需求 ②有明确的项目联系人; + +2. **Evaluation（评估）**：在评估阶段，销售团队会评估潜在客户的需求，确定他们是否与公司的产品或服务相匹配。同时，潜在客户也在评估不同的供应商。-阶段转化标准：①客户有预算 ②有明确的项目时间 ③有预期的产品和数量 + +3. **Qualification（资格认定）**：这一阶段的目标是确定潜在客户是否具有成为合格销售机会的潜力。这通常涉及对客户的预算、需求、决策过程和时间线等进行评估。-阶段转化标准：①项目预算批准、项目已立项 ②有确定产品和数量；或③完成场景应用/技术适用性验证，客户确定平凯入围（完成poc） + +4. **Bidding / Negotiating（投标/谈判）**：在这个阶段，销售人员会向客户提交正式的报价或提案，并进行必要的谈判，以达成最终的销售协议。-阶段转化标准：①完成可交付评审；②报价单通过审批；③投标结果确认赢标或完成商务谈判，确定价格和SOW，客户启动合同流程 + +5. **Contract Review（合同审查）**：一旦谈判完成，双方将审查合同条款，确保所有细节都得到妥善处理，并准备好签署。-阶段转化标准：完成飞书合同协商审批，确认合同条款（包括付款条件、服务开通时间等） + +6. **Closed Won（成功关闭）**：这是销售流程的最终目标，表示交易已经成功完成，客户已经购买了产品或服务。-阶段转化标准：完成合同签署，合同归档 + +7. **Cancel（取消）**：在某些情况下，交易可能会在过程的任何阶段取消。这可能是因为客户改变了主意，或者发现产品或服务不再符合他们的需求。-阶段标准：①客户明确回复项目取消 ②客户明确表示没有预算 ③内部立项未通过 + +8. **Closed Lost（失败关闭）**：如果销售机会没有成功，它将被标记为“失败关闭”。这可能是因为竞争、价格问题或客户需求的改变等原因。-阶段转化标准：①投标确认结果未赢标 ②客户明确表示选择友商 ③poc结果客户确认平凯未入围/未通过 ④商务谈判失败 ⑤其他如商务关系没有竞争机会 +上述每个阶段的阶段转化标准是准出标准，只有在满足该准出标准，才可以进入到下一个阶段 +''' + +abstract_actions = [ + "客户接触与需求识别", + "产品演示与方案提供", + "商务谈判与合同准备", + "项目支持与优化", + "市场分析与策略调整", + "内部协调与支持", + "合同审查与订单处理", + "客户关系维护", + "后续跟进与机会挖掘" +] + +# Read the Excel file +df = pd.read_excel('output_top200.xlsx') + +# Iterate over each row in the DataFrame +for index, row in df.iterrows(): + # Extract the information from the column "当前详细状态及Close节奏" + + try: + detailed_status = row['当前详细状态及Close节奏'] + print(f"Processing row {index} at current time: {datetime.now()}") + detailed_current_stage = row['Sales stage'] + prompt = (f"某公司销售人员填写的销售动作日志为: {detailed_status} , " + f"销售动作可归类到如下抽象销售动作列表：{','.join(abstract_actions)}，" + f"请分析销售动作日志,提取出销售动作，将销售动作按照上述抽象销售动作列表进行归类，同时分析该销售动作是否产生了行动结果以及如果有其行动结果是什么，并尝试将行动结果进行抽象化、概括化" + f"请按照如下格式输出分析结果：" + f"销售动作-销售动作归类-销售动作行动结果-抽象销售动作行动结果") + + analysis_result = agent.send_message(prompt) + print(analysis_result) + df.at[index, '行动结果'] = analysis_result # Directly update the DataFrame + + except Exception as e: + print(f"Error processing row {index}: {e}") + df.at[index, '行动结果'] = f"Error: {e}" # Log the error in the DataFrame + + + +df.to_excel('analysis_result_action_result_top200.xlsx', index=False) + diff --git a/analysis_result_action_result_top200.xlsx b/analysis_result_action_result_top200.xlsx new file mode 100644 index 0000000..56b8bce Binary files /dev/null and b/analysis_result_action_result_top200.xlsx differ diff --git a/analysis_result_top200.xlsx b/analysis_result_top200.xlsx index c997bb9..187511f 100644 Binary files a/analysis_result_top200.xlsx and b/analysis_result_top200.xlsx differ diff --git a/calculate_action.py b/calculate_action.py new file mode 100644 index 0000000..560ee3b --- /dev/null +++ b/calculate_action.py @@ -0,0 +1,57 @@ +import json +import pandas as pd +import re +import json # Add this line at the top of your script +from AgentProxy import AgentProxy + +with open('mapping.json', 'r') as file: + json_data = file.read() + +mapping = json.loads(json_data) + +print(len(mapping)) + + +# Read the Excel file +df = pd.read_excel('analysis_result_top200.xlsx') +statistic = {} + +# Iterate through the "example" column +for index, row in df.iterrows(): + text = row['销售动作分析'] + # Extract text enclosed by '**', by using regular expression + print(index) + stage = row['Sales stage'] + if stage not in statistic: + statistic[stage] = {} + statistic[stage]['total'] = 0 + statistic[stage]['total'] += 1 + + matches = re.findall(r'\*\*(.*?)\*\*', text) + for match in matches: + print(f"{match}") # Print as markdown title # iterate all the matches + abstract_action = next((item['abstract_action'] for item in mapping if item['action'] == match), None) + if abstract_action: + print(f"Matched Abstract Action: {abstract_action}") + + if abstract_action not in statistic[stage]: + statistic[stage][abstract_action] = 0 + statistic[stage][abstract_action] += 1 + if len(matches) > 0: + df.at[index, '销售动作'] = ','.join(matches) + else: + df.at[index, '销售动作'] = '' + +df.to_excel('analysis_result_top200.xlsx', index=False) + +print(statistic) + +action_dict = {} +# Calculate the percentage distribution of each action within each stage +for stage, actions in statistic.items(): + total = actions.pop('total') + print(f"Stage: {stage}") + for action, count in actions.items(): + percentage = (count / total) * 100 + print(f" {action}: {percentage:.2f}%") + action_dict[action] = action \ No newline at end of file diff --git a/extract_key_point.py b/extract_key_point.py new file mode 100644 index 0000000..ff67793 --- /dev/null +++ b/extract_key_point.py @@ -0,0 +1,90 @@ +import pandas as pd +import re +import json # Add this line at the top of your script +from AgentProxy import AgentProxy + + +# Read the Excel file +df = pd.read_excel('analysis_result_top200.xlsx') +statistic = {} + +# Iterate through the "example" column +for index, row in df.iterrows(): + text = row['销售动作分析'] + # Extract text enclosed by '**', by using regular expression + print(index) + stage = row['Sales stage'] + if stage not in statistic: + statistic[stage] = {} + statistic[stage]['total'] = 0 + statistic[stage]['total'] += 1 + + matches = re.findall(r'\*\*(.*?)\*\*', text) + for match in matches: + print(f"{match}") # Print as markdown title # iterate all the matches + if match not in statistic[stage]: + statistic[stage][match] = 0 + statistic[stage][match] += 1 + if len(matches) > 0: + df.at[index, '销售动作'] = ','.join(matches) + else: + df.at[index, '销售动作'] = '' + +df.to_excel('analysis_result_top200.xlsx', index=False) + +print(statistic) + +action_dict = {} +# Calculate the percentage distribution of each action within each stage +for stage, actions in statistic.items(): + total = actions.pop('total') + print(f"Stage: {stage}") + for action, count in actions.items(): + percentage = (count / total) * 100 + print(f" {action}: {percentage:.2f}%") + action_dict[action] = action + +print(len(action_dict.keys())) +prompt_abstract_actions = f"以下是销售动作的文字描述，{','.join(action_dict.keys())} 请根据这些结果，总结出抽象的销售动作，以便于将上述销售动作归纳到抽象的销售动作中" +api_key = '25bda2c39c0f8ca0' +api_secret = 'e0008b9b9727cb8ceea5a132dbe62495' +assistant_id = "66bb09a84673b57506fe7bbd" +agent = AgentProxy(assistant_id, api_key, api_secret) +# res = agent.send_message(prompt_abstract_actions) +# print(res) + + + +abstract_actions = [ + "客户接触与需求识别", + "产品演示与方案提供", + "商务谈判与合同准备", + "项目支持与优化", + "市场分析与策略调整", + "内部协调与支持", + "合同审查与订单处理", + "客户关系维护", + "后续跟进与机会挖掘" +] + +full_mapping = [] +for i in range(0, len(action_dict.keys()), 20): + group = list(action_dict.keys())[i:i+20] + prompt_abstract_actions = f"以下是销售动作的文字描述，{','.join(group)}; 以下是抽象销售动作, {','.join(abstract_actions)}; 请根据上述信息，将销售动作归纳到抽象的销售动作中并给出映射关系， 用json数组返回,销售动作字段为action, 抽象销售动作字段为abstract_action" + res = agent.send_message(prompt_abstract_actions) + + try: + json_match = re.search(r'```json\s*(.*?)\s*```', res, re.DOTALL) + + if json_match: + json_data = json_match.group(1) + mapping = json.loads(json_data) + else: + mapping = [] + except Exception as e: + print(f"Error parsing response: {e}") + mapping = [] + print(res) + print(mapping) + full_mapping.extend(mapping) + print(full_mapping) diff --git a/mapping.json b/mapping.json new file mode 100644 index 0000000..2f72b7c --- /dev/null +++ b/mapping.json @@ -0,0 +1 @@ +[{"action": "客户接触与需求识别", "abstract_action": "客户接触与需求识别"}, {"action": "产品演示与方案汇报", "abstract_action": "产品演示与方案提供"}, {"action": "业务调研与方案制定", "abstract_action": "商务谈判与合同准备"}, {"action": "价格谈判与商务支持", "abstract_action": "商务谈判与合同准备"}, {"action": "技术支持与故障处理", "abstract_action": "项目支持与优化"}, {"action": "竞品分析与管理", "abstract_action": "市场分析与策略调整"}, {"action": "合同审查与订单处理", "abstract_action": "合同审查与订单处理"}, {"action": "市场分析与策略调整", "abstract_action": "市场分析与策略调整"}, {"action": "客户沟通", "abstract_action": "客户关系维护"}, {"action": "需求讨论与规划", "abstract_action": "后续跟进与机会挖掘"}, {"action": "报价与续约沟通", "abstract_action": "商务谈判与合同准备"}, {"action": "项目支持与优化", "abstract_action": "项目支持与优化"}, {"action": "问题解决", "abstract_action": "项目支持与优化"}, {"action": "活动参与与支持", "abstract_action": "客户关系维护"}, {"action": "项目进度汇报", "abstract_action": "项目支持与优化"}, {"action": "预算讨论", "abstract_action": "商务谈判与合同准备"}, {"action": "内部协调", "abstract_action": "内部协调与支持"}, {"action": "战略解码会议参与", "abstract_action": "市场分析与策略调整"}, {"action": "客户联系与维护", "abstract_action": "客户关系维护"}, {"action": "需求确认与讨论", "abstract_action": "后续跟进与机会挖掘"}, {"action": "产品介绍与推广", "abstract_action": "客户接触与需求识别"}, {"action": "技术支持与验证", "abstract_action": "项目支持与优化"}, {"action": "项目立项与预算", "abstract_action": "内部协调与支持"}, {"action": "政策与市场动态", "abstract_action": "市场分析与策略调整"}, {"action": "组织架构与决策流程", "abstract_action": "内部协调与支持"}, {"action": "信创进展与合规性", "abstract_action": "内部协调与支持"}, {"action": "活动支持与合作", "abstract_action": "客户接触与需求识别"}, {"action": "商务谈判与合同准备", "abstract_action": "商务谈判与合同准备"}, {"action": "客户沟通与需求理解", "abstract_action": "客户接触与需求识别"}, {"action": "产品演示与方案提供", "abstract_action": "产品演示与方案提供"}, {"action": "商务谈判与合同推进", "abstract_action": "商务谈判与合同准备"}, {"action": "资源协调与问题解决", "abstract_action": "项目支持与优化"}, {"action": "项目进度监控与风险管理", "abstract_action": "项目支持与优化"}, {"action": "客户关系维护与高层协调", "abstract_action": "客户关系维护"}, {"action": "内部协调与支持", "abstract_action": "内部协调与支持"}, {"action": "市场动态分析与策略调整", "abstract_action": "市场分析与策略调整"}, {"action": "客户拜访", "abstract_action": "客户接触与需求识别"}, {"action": "需求讨论与理解", "abstract_action": "客户接触与需求识别"}, {"action": "产品演示与测试", "abstract_action": "产品演示与方案提供"}, {"action": "竞争对手分析", "abstract_action": "市场分析与策略调整"}, {"action": "商务谈判", "abstract_action": "商务谈判与合同准备"}, {"action": "适配与支持工作", "abstract_action": "项目支持与优化"}, {"action": "项目进度跟踪", "abstract_action": "项目支持与优化"}, {"action": "内部协调与资源调动", "abstract_action": "内部协调与支持"}, {"action": "报价与方案提交", "abstract_action": "产品演示与方案提供"}, {"action": "合同审查与签署", "abstract_action": "合同审查与订单处理"}, {"action": "高层拜访", "abstract_action": "客户接触与需求识别"}, {"action": "技术确认", "abstract_action": "项目支持与优化"}, {"action": "商务沟通", "abstract_action": "商务谈判与合同准备"}, {"action": "合同流程启动", "abstract_action": "合同审查与订单处理"}, {"action": "项目研发推进", "abstract_action": "项目支持与优化"}, {"action": "内部审批协调", "abstract_action": "内部协调与支持"}, {"action": "战略合作伙伴关系建立", "abstract_action": "客户关系维护"}, {"action": "客户交流与拜访", "abstract_action": "客户接触与需求识别"}, {"action": "测试准备与执行", "abstract_action": "项目支持与优化"}, {"action": "竞争分析与策略调整", "abstract_action": "市场分析与策略调整"}, {"action": "资源协调与支持", "abstract_action": "内部协调与支持"}, {"action": "会议与汇报", "abstract_action": "内部协调与支持"}, {"action": "需求分析与方案制定", "abstract_action": "产品演示与方案提供"}, {"action": "预算与时间线确认", "abstract_action": "项目支持与优化"}, {"action": "决策与结果评估", "abstract_action": "项目支持与优化"}, {"action": "合同审查与修改", "abstract_action": "合同审查与订单处理"}, {"action": "技术支持和协调", "abstract_action": "技术支持与交流"}, {"action": "项目推广", "abstract_action": "市场分析与策略调整"}, {"action": "培训", "abstract_action": "内部协调与支持"}, {"action": "需求确认", "abstract_action": "客户接触与需求识别"}, {"action": "项目审批", "abstract_action": "项目支持与优化"}, {"action": "需求调研", "abstract_action": "客户接触与需求识别"}, {"action": "产品测试与调优", "abstract_action": "项目支持与优化"}, {"action": "竞品分析", "abstract_action": "市场分析与策略调整"}, {"action": "适配工作", "abstract_action": "项目支持与优化"}, {"action": "项目立项跟进", "abstract_action": "项目支持与优化"}, {"action": "报价沟通", "abstract_action": "商务谈判与合同准备"}, {"action": "市场信息收集", "abstract_action": "市场分析与策略调整"}, {"action": "客户需求沟通", "abstract_action": "客户接触与需求识别"}, {"action": "技术支持与交流", "abstract_action": "技术支持与交流"}, {"action": "预算与采购流程跟进", "abstract_action": "项目支持与优化"}, {"action": "立项材料准备", "abstract_action": "项目支持与优化"}, {"action": "内部协调与汇报", "abstract_action": "内部协调与支持"}, {"action": "合同与商务谈判", "abstract_action": "商务谈判与合同准备"}, {"action": "问题与风险管理", "abstract_action": "内部协调与支持"}, {"action": "决策者沟通", "abstract_action": "客户接触与需求识别"}, {"action": "产品优化需求", "abstract_action": "产品演示与方案提供"}, {"action": "项目更新与记录", "abstract_action": "项目支持与优化"}, {"action": "推进客户验收", "abstract_action": "后续跟进与机会挖掘"}, {"action": "合同管理与跟进", "abstract_action": "合同审查与订单处理"}, {"action": "内部流程审批", "abstract_action": "内部协调与支持"}, {"action": "招标信息收集与准备", "abstract_action": "市场分析与策略调整"}, {"action": "合作伙伴沟通", "abstract_action": "客户关系维护"}, {"action": "投标支持", "abstract_action": "商务谈判与合同准备"}, {"action": "市场情报收集", "abstract_action": "市场分析与策略调整"}, {"action": "价格策略调整", "abstract_action": "市场分析与策略调整"}, {"action": "项目立项与前期沟通", "abstract_action": "客户接触与需求识别"}, {"action": "需求讨论与挖掘", "abstract_action": "客户接触与需求识别"}, {"action": "技术交流与培训", "abstract_action": "产品演示与方案提供"}, {"action": "合同流程推进", "abstract_action": "合同审查与订单处理"}, {"action": "项目立项与招标准备", "abstract_action": "市场分析与策略调整"}, {"action": "客户关系维护", "abstract_action": "客户关系维护"}, {"action": "需求讨论", "abstract_action": "客户接触与需求识别"}, {"action": "信息收集", "abstract_action": "市场分析与策略调整"}, {"action": "风险评估", "abstract_action": "项目支持与优化"}, {"action": "预算申请跟踪", "abstract_action": "内部协调与支持"}, {"action": "续约谈判", "abstract_action": "商务谈判与合同准备"}, {"action": "等待客户决策", "abstract_action": "后续跟进与机会挖掘"}, {"action": "合同准备", "abstract_action": "商务谈判与合同准备"}, {"action": "进度更新", "abstract_action": "项目支持与优化"}, {"action": "客户沟通与协调", "abstract_action": "客户关系维护"}, {"action": "项目推进与问题解决", "abstract_action": "项目支持与优化"}, {"action": "商务交流与报价", "abstract_action": "商务谈判与合同准备"}, {"action": "高层互动与汇报", "abstract_action": "内部协调与支持"}, {"action": "测试与评估", "abstract_action": "项目支持与优化"}, {"action": "内部协调与资源准备", "abstract_action": "内部协调与支持"}, {"action": "项目协调", "abstract_action": "项目支持与优化"}, {"action": "硬件评审", "abstract_action": "产品演示与方案提供"}, {"action": "方案评审", "abstract_action": "产品演示与方案提供"}, {"action": "中标确认", "abstract_action": "后续跟进与机会挖掘"}, {"action": "场内验证", "abstract_action": "项目支持与优化"}, {"action": "项目培训", "abstract_action": "客户关系维护"}, {"action": "方案优化", "abstract_action": "产品演示与方案提供"}, {"action": "产品推广", "abstract_action": "市场分析与策略调整"}, {"action": "测试情况汇总", "abstract_action": "项目支持与优化"}, {"action": "立项推动", "abstract_action": "内部协调与支持"}, {"action": "拜访关键决策者", "abstract_action": "客户接触与需求识别"}, {"action": "技术适配进展汇报", "abstract_action": "项目支持与优化"}, {"action": "预算和计划确认", "abstract_action": "商务谈判与合同准备"}, {"action": "需求讨论与解决方案提供", "abstract_action": "产品演示与方案提供"}, {"action": "推动合作伙伴合作", "abstract_action": "市场分析与策略调整"}, {"action": "项目情况跟进", "abstract_action": "项目支持与优化"}, {"action": "技术交流", "abstract_action": "产品演示与方案提供"}, {"action": "合同审查", "abstract_action": "合同审查与订单处理"}, {"action": "采购流程推动", "abstract_action": "商务谈判与合同准备"}, {"action": "售后服务沟通", "abstract_action": "客户关系维护"}, {"action": "解决方案提供", "abstract_action": "产品演示与方案提供"}, {"action": "合同草案沟通", "abstract_action": "商务谈判与合同准备"}, {"action": "合同细节博弈", "abstract_action": "商务谈判与合同准备"}, {"action": "正式报价", "abstract_action": "商务谈判与合同准备"}, {"action": "内部审批流程启动", "abstract_action": "内部协调与支持"}, {"action": "价格谈判", "abstract_action": "商务谈判与合同准备"}, {"action": "客户要求响应", "abstract_action": "客户关系维护"}, {"action": "高层沟通", "abstract_action": "客户接触与需求识别"}, {"action": "采购流程协调", "abstract_action": "内部协调与支持"}, {"action": "价值沟通", "abstract_action": "市场分析与策略调整"}, {"action": "需求方沟通", "abstract_action": "客户接触与需求识别"}, {"action": "后续进展触发", "abstract_action": "后续跟进与机会挖掘"}, {"action": "客户开发与关系建立", "abstract_action": "客户关系维护"}, {"action": "需求了解与方案提供", "abstract_action": "客户接触与需求识别"}, {"action": "产品推广与进展汇报", "abstract_action": "市场分析与策略调整"}, {"action": "会议组织与参与", "abstract_action": "内部协调与支持"}, {"action": "后续跟踪与机会挖掘", "abstract_action": "后续跟进与机会挖掘"}, {"action": "需求修改与确认", "abstract_action": "客户接触与需求识别"}, {"action": "内部审批流程", "abstract_action": "内部协调与支持"}, {"action": "采购需求整理", "abstract_action": "客户接触与需求识别"}, {"action": "预算和流程讨论", "abstract_action": "商务谈判与合同准备"}, {"action": "项目进展沟通", "abstract_action": "项目支持与优化"}, {"action": "技术问题协调", "abstract_action": "项目支持与优化"}, {"action": "投标文件准备", "abstract_action": "商务谈判与合同准备"}, {"action": "项目确认与内部审批", "abstract_action": "内部协调与支持"}, {"action": "技术确认与入围选型", "abstract_action": "项目支持与优化"}, {"action": "产品发布会参与", "abstract_action": "市场分析与策略调整"}, {"action": "测试与培训", "abstract_action": "项目支持与优化"}, {"action": "客户接触与需求识别", "abstract_action": "客户接触与需求识别"}, {"action": "产品演示与方案提供", "abstract_action": "客户接触与需求识别"}, {"action": "商务谈判与合同准备", "abstract_action": "商务谈判与合同准备"}, {"action": "项目支持与优化", "abstract_action": "项目支持与优化"}, {"action": "市场分析与策略调整", "abstract_action": "市场分析与策略调整"}, {"action": "内部协调与支持", "abstract_action": "内部协调与支持"}, {"action": "合同审查与订单处理", "abstract_action": "商务谈判与合同准备"}, {"action": "客户关系维护", "abstract_action": "客户关系维护"}, {"action": "后续跟进与机会挖掘", "abstract_action": "后续跟进与机会挖掘"}, {"action": "商务方案沟通", "abstract_action": "客户接触与需求识别"}, {"action": "供应商背景调查", "abstract_action": "市场情况调研"}, {"action": "技术方案验证与推广", "abstract_action": "产品演示与方案提供"}, {"action": "合作伙伴确认", "abstract_action": "商务谈判与合同准备"}, {"action": "商机盘点与合作推进", "abstract_action": "后续跟进与机会挖掘"}, {"action": "产品融合与项目落地", "abstract_action": "项目支持与优化"}, {"action": "项目部署与测试", "abstract_action": "项目支持与优化"}, {"action": "知识产权获取", "abstract_action": "内部协调与支持"}, {"action": "战略合作推动", "abstract_action": "商务谈判与合同准备"}, {"action": "产品培训", "abstract_action": "产品演示与方案提供"}, {"action": "项目进展汇报", "abstract_action": "后续跟进与机会挖掘"}, {"action": "测试协调", "abstract_action": "项目支持与优化"}, {"action": "商务关系维护", "abstract_action": "客户关系维护"}, {"action": "产品介绍", "abstract_action": "产品演示与方案提供"}, {"action": "市场情况调研", "abstract_action": "市场情况调研"}, {"action": "后续行动计划制定", "abstract_action": "后续跟进与机会挖掘"}, {"action": "测试支持", "abstract_action": "项目支持与优化"}, {"action": "商务沟通与方案讨论", "abstract_action": "商务谈判与合同准备"}, {"action": "产品测试与培训", "abstract_action": "产品演示与方案提供"}, {"action": "战略合作与产品部署", "abstract_action": "商务谈判与合同准备"}, {"action": "商机盘点与项目推进", "abstract_action": "客户接触与需求识别"}, {"action": "产品融合与软著获取", "abstract_action": "产品演示与方案提供"}, {"action": "数据库合作伙伴确认", "abstract_action": "内部协调与支持"}, {"action": "商机盘点与项目落地", "abstract_action": "客户接触与需求识别"}, {"action": "产品融合与一体化落地", "abstract_action": "产品演示与方案提供"}, {"action": "客户沟通与需求确认", "abstract_action": "客户接触与需求识别"}, {"action": "政策与规定遵守", "abstract_action": "内部协调与支持"}, {"action": "内部流程与协调", "abstract_action": "内部协调与支持"}, {"action": "采购与合同准备", "abstract_action": "商务谈判与合同准备"}, {"action": "产品信息与合规性审查", "abstract_action": "产品演示与方案提供"}, {"action": "项目立项与预算确认", "abstract_action": "预算与立项推动"}, {"action": "销售目标与时间规划", "abstract_action": "市场分析与策略调整"}, {"action": "需求分析与讨论", "abstract_action": "客户接触与需求识别"}, {"action": "预算与立项推动", "abstract_action": "预算与立项推动"}, {"action": "风险管理", "abstract_action": "内部协调与支持"}, {"action": "新任领导关系建立", "abstract_action": "客户关系维护"}, {"action": "客户沟通与会议", "abstract_action": "客户接触与需求识别"}, {"action": "技术参数核对与修改", "abstract_action": "产品演示与方案提供"}, {"action": "招标参数准备与提交", "abstract_action": "商务谈判与合同准备"}, {"action": "预算报告与审批流程", "abstract_action": "预算与立项推动"}, {"action": "代理商协调", "abstract_action": "内部协调与支持"}, {"action": "项目进度跟踪与汇报", "abstract_action": "项目支持与优化"}, {"action": "产品优势沟通", "abstract_action": "产品演示与方案提供"}, {"action": "预算确认", "abstract_action": "商务谈判与合同准备"}, {"action": "测试与数据导入", "abstract_action": "项目支持与优化"}, {"action": "推动采购流程", "abstract_action": "商务谈判与合同准备"}, {"action": "立项审批沟通", "abstract_action": "内部协调与支持"}, {"action": "服务有效期协商", "abstract_action": "商务谈判与合同准备"}, {"action": "合同签署时间协调", "abstract_action": "商务谈判与合同准备"}, {"action": "技术验证协调", "abstract_action": "项目支持与优化"}, {"action": "项目搁置沟通", "abstract_action": "项目支持与优化"}, {"action": "服务内容和预算讨论", "abstract_action": "商务谈判与合同准备"}, {"action": "技术支持", "abstract_action": "项目支持与优化"}, {"action": "关系维护", "abstract_action": "客户关系维护"}, {"action": "客户沟通与关系建立", "abstract_action": "客户接触与需求识别"}, {"action": "项目评估与需求分析", "abstract_action": "客户接触与需求识别"}, {"action": "方案准备与技术论证", "abstract_action": "产品演示与方案提供"}, {"action": "项目立项与进度跟踪", "abstract_action": "项目支持与优化"}, {"action": "市场机会探索与合作推进", "abstract_action": "市场分析与策略调整"}, {"action": "项目适配与资源协调", "abstract_action": "项目支持与优化"}, {"action": "项目取消与机会评估", "abstract_action": "客户接触与需求识别"}, {"action": "会议邀请", "abstract_action": "客户接触与需求识别"}, {"action": "报价和提案", "abstract_action": "产品演示与方案提供"}, {"action": "发票和付款", "abstract_action": "合同审查与订单处理"}, {"action": "续约讨论", "abstract_action": "客户关系维护"}, {"action": "客户沟通与协商", "abstract_action": "商务谈判与合同准备"}, {"action": "风险评估与管理", "abstract_action": "项目支持与优化"}, {"action": "合同与协议推进", "abstract_action": "商务谈判与合同准备"}, {"action": "资金与采购流程跟进", "abstract_action": "内部协调与支持"}, {"action": "预算申请与审批", "abstract_action": "内部协调与支持"}, {"action": "项目时间线管理", "abstract_action": "项目跟踪与推进"}, {"action": "内部协调与准备", "abstract_action": "内部协调与支持"}, {"action": "后续跟进", "abstract_action": "后续跟进与机会挖掘"}, {"action": "记录和报告", "abstract_action": "项目跟踪与推进"}, {"action": "产品演示与培训", "abstract_action": "产品演示与方案提供"}, {"action": "方案制定与确认", "abstract_action": "产品演示与方案提供"}, {"action": "需求分析与建议", "abstract_action": "客户接触与需求识别"}, {"action": "项目跟踪与推进", "abstract_action": "项目跟踪与推进"}, {"action": "合同准备与审查", "abstract_action": "合同审查与订单处理"}, {"action": "投标与中标确认", "abstract_action": "商务谈判与合同准备"}, {"action": "硬件采购与实施准备", "abstract_action": "项目支持与优化"}, {"action": "技术验证与POC", "abstract_action": "产品演示与方案提供"}, {"action": "高层沟通与决策", "abstract_action": "商务谈判与合同准备"}, {"action": "技术问题解决", "abstract_action": "项目支持与优化"}, {"action": "预算推动", "abstract_action": "商务谈判与合同准备"}, {"action": "续订准备工作", "abstract_action": "后续跟进与机会挖掘"}, {"action": "款项催收", "abstract_action": "合同审查与订单处理"}, {"action": "采购支持", "abstract_action": "内部协调与支持"}, {"action": "响应时间改善", "abstract_action": "客户体验优化"}, {"action": "数据迁移验证", "abstract_action": "项目支持与优化"}, {"action": "客户体验优化", "abstract_action": "客户体验优化"}, {"action": "续签前评估", "abstract_action": "后续跟进与机会挖掘"}, {"action": "合同讨论", "abstract_action": "商务谈判与合同准备"}, {"action": "升级规划", "abstract_action": "市场分析与策略调整"}, {"action": "客户需求分析", "abstract_action": "客户接触与需求识别"}, {"action": "报价和续约沟通", "abstract_action": "商务谈判与合同准备"}, {"action": "建立多层次联系", "abstract_action": "客户关系维护"}, {"action": "成本敏感度分析", "abstract_action": "市场分析与策略调整"}, {"action": "产品推荐", "abstract_action": "产品演示与方案提供"}, {"action": "初步沟通", "abstract_action": "客户接触与需求识别"}, {"action": "参与社区活动", "abstract_action": "客户接触与需求识别"}, {"action": "内部讨论", "abstract_action": "内部协调与支持"}, {"action": "方案沟通", "abstract_action": "产品演示与方案提供"}, {"action": "实时数仓方案讨论", "abstract_action": "技术交流与产品推广"}, {"action": "招标结果确认", "abstract_action": "商务谈判与合同准备"}, {"action": "拜访客户", "abstract_action": "客户接触与需求识别"}, {"action": "续签和扩容讨论", "abstract_action": "商务谈判与合同准备"}, {"action": "回应市场谣言", "abstract_action": "市场分析与策略调整"}, {"action": "确认业务痛点", "abstract_action": "需求分析与适配"}, {"action": "客户预约与拜访", "abstract_action": "客户接触与需求识别"}, {"action": "高层交流与关系建立", "abstract_action": "客户关系维护"}, {"action": "技术交流与产品推广", "abstract_action": "产品演示与方案提供"}, {"action": "商务策略与市场开拓", "abstract_action": "市场分析与策略调整"}, {"action": "需求分析与适配", "abstract_action": "需求分析与适配"}, {"action": "商务价格洽商", "abstract_action": "商务谈判与合同准备"}, {"action": "合同条款沟通", "abstract_action": "商务谈判与合同准备"}, {"action": "提供立项审批素材", "abstract_action": "项目支持与优化"}, {"action": "年度预算审批跟进", "abstract_action": "内部协调与支持"}, {"action": "合同初稿评审", "abstract_action": "合同审查与订单处理"}, {"action": "法务和业务复审", "abstract_action": "合同审查与订单处理"}, {"action": "内部价格审批流程", "abstract_action": "内部协调与支持"}, {"action": "材料提交与汇报", "abstract_action": "内部协调与支持"}, {"action": "预算申请与审批流程", "abstract_action": "内部协调与支持"}, {"action": "拜访与商务沟通", "abstract_action": "客户接触与需求识别"}, {"action": "客户状况评估", "abstract_action": "客户接触与需求识别"}, {"action": "服务价值展示", "abstract_action": "产品演示与方案提供"}, {"action": "高层互动", "abstract_action": "客户关系维护"}, {"action": "预算确认与风险评估", "abstract_action": "内部协调与支持"}, {"action": "亮点挖掘与宣传", "abstract_action": "市场分析与策略调整"}, {"action": "合同准备与协商", "abstract_action": "商务谈判与合同准备"}, {"action": "内容更新与确认", "abstract_action": "内部协调与支持"}, {"action": "合同审查与审批", "abstract_action": "合同审查与订单处理"}, {"action": "客户内部流程协调", "abstract_action": "客户关系维护"}, {"action": "价格谈判与调整", "abstract_action": "商务谈判与合同准备"}, {"action": "法务条款协商", "abstract_action": "商务谈判与合同准备"}, {"action": "补充协议准备", "abstract_action": "商务谈判与合同准备"}, {"action": "需求分析", "abstract_action": "客户接触与需求识别"}, {"action": "竞争分析", "abstract_action": "市场分析与策略调整"}, {"action": "决策链分析", "abstract_action": "客户接触与需求识别"}, {"action": "采购协调", "abstract_action": "内部协调与支持"}, {"action": "客户跟进", "abstract_action": "客户接触与需求识别"}, {"action": "流程协调", "abstract_action": "内部协调与支持"}, {"action": "客户计划和准备工作", "abstract_action": "客户接触与需求识别"}, {"action": "资质和证书管理", "abstract_action": "内部协调与支持"}, {"action": "产品和技术准备", "abstract_action": "产品演示与方案提供"}, {"action": "预算和招标进度跟进", "abstract_action": "商务谈判与合同准备"}, {"action": "招标参数和政府采购指标", "abstract_action": "市场分析与策略调整"}, {"action": "商务谈判准备", "abstract_action": "商务谈判与合同准备"}, {"action": "信息和资源协调", "abstract_action": "内部协调与支持"}, {"action": "合同执行", "abstract_action": "合同审查与订单处理"}, {"action": "项目推进", "abstract_action": "项目支持与优化"}, {"action": "关键决策人沟通", "abstract_action": "客户接触与需求识别"}, {"action": "内部讨论与评估", "abstract_action": "内部协调与支持"}, {"action": "采购流程审查", "abstract_action": "市场分析与策略调整"}, {"action": "评分与审计配合", "abstract_action": "内部协调与支持"}, {"action": "中标通知与框架协议准备", "abstract_action": "商务谈判与合同准备"}, {"action": "投标与报价管理", "abstract_action": "商务谈判与合同准备"}, {"action": "客户沟通与关系维护", "abstract_action": "客户关系维护"}, {"action": "合同审查准备", "abstract_action": "合同审查与订单处理"}, {"action": "签报流程", "abstract_action": "内部协调与支持"}, {"action": "采购流程", "abstract_action": "客户接触与需求识别"}, {"action": "产品演示/讨论", "abstract_action": "产品演示与方案提供"}, {"action": "技术优化建议", "abstract_action": "项目支持与优化"}, {"action": "客户需求确认", "abstract_action": "客户接触与需求识别"}, {"action": "预算申请协助", "abstract_action": "商务谈判与合同准备"}, {"action": "项目立项跟踪", "abstract_action": "内部协调与支持"}, {"action": "高层拜访计划", "abstract_action": "客户关系维护"}, {"action": "预算进展沟通", "abstract_action": "商务谈判与合同准备"}, {"action": "采购时间确认", "abstract_action": "客户接触与需求识别"}, {"action": "投标/报价准备", "abstract_action": "商务谈判与合同准备"}, {"action": "内部流程协调", "abstract_action": "内部协调与支持"}, {"action": "项目取消或失败关闭分析", "abstract_action": "市场分析与策略调整"}, {"action": "标书准备与提交", "abstract_action": "商务谈判与合同准备"}, {"action": "价格竞争与调整", "abstract_action": "商务谈判与合同准备"}, {"action": "后续行动计划", "abstract_action": "后续跟进与机会挖掘"}, {"action": "客户需求分析与评估", "abstract_action": "客户接触与需求识别"}, {"action": "资源池入围准备", "abstract_action": "内部协调与支持"}, {"action": "技术评分与等待中标通知", "abstract_action": "商务谈判与合同准备"}, {"action": "签约方式与下单进程", "abstract_action": "合同审查与订单处理"}, {"action": "合同审查与合同签署", "abstract_action": "合同审查与订单处理"}, {"action": "客户内部审批跟踪", "abstract_action": "内部协调与支持"}, {"action": "招标准备", "abstract_action": "市场分析与策略调整"}, {"action": "预算沟通", "abstract_action": "商务谈判与合同准备"}, {"action": "实施方案评估", "abstract_action": "项目支持与优化"}, {"action": "技术方案探讨", "abstract_action": "产品演示与方案提供"}, {"action": "客户内部协调推动", "abstract_action": "内部协调与支持"}, {"action": "项目立项与预算审批跟踪", "abstract_action": "项目支持与优化"}, {"action": "合同策略讨论", "abstract_action": "商务谈判与合同准备"}, {"action": "参与客户内部会议", "abstract_action": "客户接触与需求识别"}, {"action": "处理审批流程变化", "abstract_action": "内部协调与支持"}, {"action": "合同条款协商", "abstract_action": "商务谈判与合同准备"}, {"action": "风险评估与应对", "abstract_action": "项目支持与优化"}, {"action": "项目跟进", "abstract_action": "后续跟进与机会挖掘"}, {"action": "现场检查", "abstract_action": "项目支持与优化"}, {"action": "法务协调", "abstract_action": "内部协调与支持"}, {"action": "会议准备", "abstract_action": "客户接触与需求识别"}, {"action": "预算申报", "abstract_action": "商务谈判与合同准备"}, {"action": "立项支持", "abstract_action": "项目支持与优化"}, {"action": "交付工作", "abstract_action": "后续跟进与机会挖掘"}, {"action": "组织变化应对", "abstract_action": "内部协调与支持"}, {"action": "策略制定与内部协调", "abstract_action": "内部协调与支持"}, {"action": "采购流程推进", "abstract_action": "项目支持与优化"}, {"action": "应对外部影响", "abstract_action": "市场分析与策略调整"}, {"action": "预算协商", "abstract_action": "商务谈判与合同准备"}, {"action": "项目立项", "abstract_action": "项目支持与优化"}, {"action": "产品或服务介绍", "abstract_action": "产品演示与方案提供"}, {"action": "投标准备", "abstract_action": "商务谈判与合同准备"}, {"action": "决策跟踪", "abstract_action": "项目监控和更新"}, {"action": "项目与预算跟进", "abstract_action": "项目支持与优化"}, {"action": "竞争分析与应对", "abstract_action": "市场分析与策略调整"}, {"action": "等待外部流程", "abstract_action": "后续跟进与机会挖掘"}, {"action": "推进采购流程", "abstract_action": "项目支持与优化"}, {"action": "组织客户活动", "abstract_action": "客户接触与需求识别"}, {"action": "预算和合同跟进", "abstract_action": "商务谈判与合同准备"}, {"action": "报价和价格谈判", "abstract_action": "商务谈判与合同准备"}, {"action": "项目支持和部署", "abstract_action": "项目支持与优化"}, {"action": "产品推广和经验分享", "abstract_action": "产品演示与方案提供"}, {"action": "商务和方案准备", "abstract_action": "商务谈判与合同准备"}, {"action": "项目监控和更新", "abstract_action": "项目监控和更新"}, {"action": "内部协调和沟通", "abstract_action": "内部协调与支持"}, {"action": "客户接触与需求识别", "abstract_action": "客户接触与需求识别"}, {"action": "产品演示与方案提供", "abstract_action": "产品演示与方案提供"}, {"action": "商务谈判与合同准备", "abstract_action": "商务谈判与合同准备"}, {"action": "项目支持与优化", "abstract_action": "项目支持与优化"}, {"action": "市场分析与策略调整", "abstract_action": "市场分析与策略调整"}, {"action": "合同审查与订单处理", "abstract_action": "商务谈判与合同准备"}, {"action": "客户关系维护", "abstract_action": "客户接触与需求识别"}, {"action": "后续跟进与机会挖掘", "abstract_action": "后续跟进与机会挖掘"}, {"action": "直接联系关键决策者", "abstract_action": "客户接触与需求识别"}, {"action": "了解客户采购流程", "abstract_action": "客户接触与需求识别"}, {"action": "拜访客户团队", "abstract_action": "客户接触与需求识别"}, {"action": "讨论采购模式", "abstract_action": "客户接触与需求识别"}, {"action": "提交SOW审核", "abstract_action": "商务谈判与合同准备"}, {"action": "沟通项目背景和采购形式", "abstract_action": "商务谈判与合同准备"}, {"action": "确认SOW内容", "abstract_action": "商务谈判与合同准备"}, {"action": "中标通知与合同沟通", "abstract_action": "商务谈判与合同准备"}, {"action": "合同确认与下单沟通", "abstract_action": "合同审查与订单处理"}, {"action": "合同流程协调", "abstract_action": "合同审查与订单处理"}, {"action": "合同审批与立项沟通", "abstract_action": "合同审查与订单处理"}, {"action": "配置方案确认", "abstract_action": "项目支持与优化"}, {"action": "价格讨论与协商", "abstract_action": "商务谈判与合同准备"}, {"action": "项目验收与合同签署", "abstract_action": "项目支持与优化"}, {"action": "内部审批与风险评估", "abstract_action": "内部协调与支持"}, {"action": "产品规格讨论", "abstract_action": "产品演示与方案提供"}, {"action": "等待新价格体系上架", "abstract_action": "市场分析与策略调整"}, {"action": "需求与预算确认", "abstract_action": "客户接触与需求识别"}, {"action": "客户内部技术评审会推动", "abstract_action": "客户接触与需求识别"}, {"action": "招采流程协调", "abstract_action": "商务谈判与合同准备"}, {"action": "客户关系维护", "abstract_action": "客户关系维护"}, {"action": "后续跟进与机会挖掘", "abstract_action": "后续跟进与机会挖掘"}, {"action": "项目立项支持", "abstract_action": "项目支持与优化"}, {"action": "前期选型测试跟进", "abstract_action": "技术支持与配合"}, {"action": "合作伙伴协同", "abstract_action": "内部协调与支持"}, {"action": "测试进度监控", "abstract_action": "项目支持与优化"}, {"action": "春节前后测试计划", "abstract_action": "项目支持与优化"}, {"action": "合同审查协助", "abstract_action": "合同审查与订单处理"}, {"action": "报价提交", "abstract_action": "商务谈判与合同准备"}, {"action": "合同跟进", "abstract_action": "合同审查与订单处理"}, {"action": "风险识别", "abstract_action": "项目支持与优化"}, {"action": "测试进程跟踪", "abstract_action": "技术支持与配合"}, {"action": "技术支持与配合", "abstract_action": "技术支持与配合"}, {"action": "环境搭建协助", "abstract_action": "技术支持与配合"}, {"action": "测试准备", "abstract_action": "项目支持与优化"}, {"action": "需求与预算讨论", "abstract_action": "商务谈判与合同准备"}, {"action": "POC进程管理", "abstract_action": "项目支持与优化"}, {"action": "技术验证与方案准备", "abstract_action": "技术支持与配合"}, {"action": "商务模式沟通", "abstract_action": "商务谈判与合同准备"}, {"action": "项目适配与实施", "abstract_action": "项目支持与优化"}, {"action": "市场推广计划", "abstract_action": "市场分析与策略调整"}, {"action": "需求调研与确认", "abstract_action": "客户接触与需求识别"}, {"action": "客户接触与需求识别", "abstract_action": "客户接触与需求识别"}, {"action": "产品演示与方案提供", "abstract_action": "产品演示与方案提供"}, {"action": "商务谈判与合同准备", "abstract_action": "商务谈判与合同准备"}, {"action": "市场分析与策略调整", "abstract_action": "市场分析与策略调整"}, {"action": "内部协调与支持", "abstract_action": "内部协调与支持"}, {"action": "合同审查与订单处理", "abstract_action": "合同审查与订单处理"}, {"action": "客户关系维护", "abstract_action": "客户关系维护"}, {"action": "后续跟进与机会挖掘", "abstract_action": "后续跟进与机会挖掘"}, {"action": "技术交流与方案设计", "abstract_action": "客户接触与需求识别"}, {"action": "信创测试情况沟通", "abstract_action": "项目支持与优化"}, {"action": "产品展示与交流", "abstract_action": "产品演示与方案提供"}, {"action": "客户需求分析与讨论", "abstract_action": "客户接触与需求识别"}, {"action": "客户拜访与维护关系", "abstract_action": "客户关系维护"}, {"action": "市场调研与竞争分析", "abstract_action": "市场分析与策略调整"}, {"action": "项目授权准备", "abstract_action": "内部协调与支持"}, {"action": "业务系统适配", "abstract_action": "项目支持与优化"}, {"action": "方案确定", "abstract_action": "方案制定"}, {"action": "客户支持", "abstract_action": "客户关系维护"}, {"action": "系统适配与测试", "abstract_action": "项目支持与优化"}, {"action": "市场策略", "abstract_action": "市场分析与策略调整"}, {"action": "试点项目实施", "abstract_action": "项目支持与优化"}, {"action": "预算和立项", "abstract_action": "内部协调与支持"}, {"action": "方案制定", "abstract_action": "方案制定"}, {"action": "项目支持", "abstract_action": "项目支持与优化"}, {"action": "报告和材料准备", "abstract_action": "内部协调与支持"}, {"action": "商务拜访", "abstract_action": "商务谈判与合同准备"}, {"action": "培训安排", "abstract_action": "内部协调与支持"}, {"action": "项目监控", "abstract_action": "项目支持与优化"}, {"action": "商务策略讨论", "abstract_action": "市场分析与策略调整"}, {"action": "合作沟通", "abstract_action": "内部协调与支持"}, {"action": "产品展示", "abstract_action": "产品演示与方案提供"}, {"action": "资质准备", "abstract_action": "商务谈判与合同准备"}, {"action": "项目跟踪", "abstract_action": "项目支持与优化"}, {"action": "策略制定", "abstract_action": "市场分析与策略调整"}, {"action": "合规性确认", "abstract_action": "商务谈判与合同准备"}, {"action": "客户沟通与拜访", "abstract_action": "客户接触与需求识别"}, {"action": "需求讨论与确认", "abstract_action": "客户接触与需求识别"}, {"action": "技术支持与协助", "abstract_action": "项目支持与优化"}, {"action": "参与POC测试", "abstract_action": "产品演示与方案提供"}, {"action": "商务谈判与报价", "abstract_action": "商务谈判与合同准备"}, {"action": "收集市场与竞争信息", "abstract_action": "市场分析与策略调整"}, {"action": "需求讨论与评估", "abstract_action": "客户接触与需求识别"}, {"action": "产品演示与技术测试", "abstract_action": "产品演示与方案提供"}, {"action": "报价与预算调整", "abstract_action": "商务谈判与合同准备"}, {"action": "项目协调与沟通", "abstract_action": "项目支持与优化"}, {"action": "技术评估与建议", "abstract_action": "项目支持与优化"}, {"action": "关系建立与维护", "abstract_action": "客户关系维护"}, {"action": "内部沟通与协调", "abstract_action": "内部协调与支持"}, {"action": "测试规划与准备", "abstract_action": "项目支持与优化"}, {"action": "产品演示/测试", "abstract_action": "产品演示与方案提供"}, {"action": "预算报价", "abstract_action": "商务谈判与合同准备"}, {"action": "协调内部资源", "abstract_action": "内部协调与支持"}, {"action": "安排后续活动", "abstract_action": "后续跟进与机会挖掘"}, {"action": "业务调研与梳理", "abstract_action": "客户接触与需求识别"}, {"action": "推进项目进程", "abstract_action": "项目支持与优化"}, {"action": "预算申请与商务谈判", "abstract_action": "商务谈判与合同准备"}, {"action": "需求讨论与方案汇报", "abstract_action": "客户接触与需求识别"}, {"action": "高层介入与支持", "abstract_action": "内部协调与支持"}, {"action": "技术支持与问题解决", "abstract_action": "项目支持与优化"}, {"action": "经验分享", "abstract_action": "内部协调与支持"}, {"action": "协调资源", "abstract_action": "内部协调与支持"}, {"action": "项目进度更新", "abstract_action": "项目支持与优化"}, {"action": "监管要求跟进", "abstract_action": "项目支持与优化"}, {"action": "客户关系巩固", "abstract_action": "客户关系维护"}, {"action": "项目投标准备", "abstract_action": "商务谈判与合同准备"}, {"action": "招标信息收集", "abstract_action": "市场分析与策略调整"}, {"action": "项目情况汇报", "abstract_action": "项目支持与优化"}, {"action": "预算和采购讨论", "abstract_action": "商务谈判与合同准备"}, {"action": "内部立项和可研申报", "abstract_action": "内部协调与支持"}, {"action": "技术支持和问题处理", "abstract_action": "项目支持与优化"}, {"action": "技术交流与产品介绍", "abstract_action": "产品演示与方案提供"}, {"action": "客户需求理解与方案设计", "abstract_action": "客户接触与需求识别"}, {"action": "建立与维护客户关系", "abstract_action": "客户关系维护"}, {"action": "项目进度跟踪与协调", "abstract_action": "项目进展与计划沟通"}, {"action": "适配工作规划", "abstract_action": "内部协调与支持"}, {"action": "销售策略调整", "abstract_action": "市场分析与策略调整"}, {"action": "方案演示/培训", "abstract_action": "产品演示与方案提供"}, {"action": "技术评估", "abstract_action": "项目支持与优化"}, {"action": "合同推进", "abstract_action": "商务谈判与合同准备"}, {"action": "POC（Proof of Concept）实施", "abstract_action": "项目支持与优化"}, {"action": "硬件采购协调", "abstract_action": "内部协调与支持"}, {"action": "招标文件准备", "abstract_action": "商务谈判与合同准备"}, {"action": "产品展示与讨论", "abstract_action": "产品演示与方案提供"}, {"action": "需求调研与讨论", "abstract_action": "客户接触与需求识别"}, {"action": "参考材料提供", "abstract_action": "项目支持与优化"}, {"action": "拜访与汇报", "abstract_action": "客户关系维护"}, {"action": "技术交流与支持", "abstract_action": "项目支持与优化"}, {"action": "项目进展与计划沟通", "abstract_action": "项目进展与计划沟通"}, {"action": "监管报送与性能优化", "abstract_action": "市场分析与策略调整"}, {"action": "产品演示与案例分享", "abstract_action": "产品演示与方案提供"}, {"action": "系统改造与测试机会探索", "abstract_action": "项目支持与优化"}, {"action": "关键决策者拜访与关系建立", "abstract_action": "客户接触与需求识别"}, {"action": "信息核实", "abstract_action": "内部协调与支持"}, {"action": "项目启动会", "abstract_action": "项目支持与优化"}, {"action": "技术交流与验证", "abstract_action": "产品演示与方案提供"}, {"action": "需求收集与确认", "abstract_action": "客户接触与需求识别"}, {"action": "测试方案准备", "abstract_action": "项目支持与优化"}, {"action": "业务调研", "abstract_action": "市场分析与策略调整"}, {"action": "POC验证", "abstract_action": "项目支持与优化"}, {"action": "基础测试POC验证", "abstract_action": "项目支持与优化"}, {"action": "客户预算规划沟通", "abstract_action": "商务谈判与合同准备"}, {"action": "高层会面与共识建立", "abstract_action": "客户接触与需求识别"}, {"action": "产品适配与技术支持", "abstract_action": "项目支持与优化"}, {"action": "项目预算与数据库规划", "abstract_action": "项目支持与优化"}, {"action": "产品演示与汇报准备", "abstract_action": "产品演示与方案提供"}, {"action": "签报流程发起与跟进", "abstract_action": "合同审查与订单处理"}, {"action": "提供合同相关材料", "abstract_action": "商务谈判与合同准备"}, {"action": "沟通内部订单状态", "abstract_action": "内部协调与支持"}, {"action": "调整与确认采购计划", "abstract_action": "市场分析与策略调整"}, {"action": "补充单一来源论证信息", "abstract_action": "商务谈判与合同准备"}, {"action": "讨论风险控制策略", "abstract_action": "项目支持与优化"}, {"action": "提交预算计划", "abstract_action": "内部协调与支持"}, {"action": "场景验证", "abstract_action": "产品演示与方案提供"}, {"action": "技术交流与合作", "abstract_action": "客户接触与需求识别"}, {"action": "解决方案适配与认证", "abstract_action": "项目支持与优化"}, {"action": "ISV合作伙伴协议", "abstract_action": "商务谈判与合同准备"}, {"action": "技能培训", "abstract_action": "内部协调与支持"}, {"action": "需求讨论与风险评估", "abstract_action": "客户接触与需求识别"}, {"action": "市场分析", "abstract_action": "市场分析与策略调整"}, {"action": "测试环境搭建与数据导入", "abstract_action": "项目支持与优化"}, {"action": "部署安装POC测试", "abstract_action": "产品演示与方案提供"}, {"action": "商务沟通与合同谈判", "abstract_action": "商务谈判与合同准备"}, {"action": "产品需求与商务合作意向", "abstract_action": "客户接触与需求识别"}, {"action": "客户名称更新与商机管理", "abstract_action": "客户关系维护"}, {"action": "项目进展与签约目标", "abstract_action": "后续跟进与机会挖掘"}, {"action": "市场需求与竞争对手分析", "abstract_action": "市场分析与策略调整"}, {"action": "项目计划沟通", "abstract_action": "内部协调与支持"}, {"action": "资源申请协调", "abstract_action": "内部协调与支持"}, {"action": "合同签约准备", "abstract_action": "商务谈判与合同准备"}, {"action": "POC测试安排", "abstract_action": "项目支持与优化"}, {"action": "技术风险评估", "abstract_action": "项目支持与优化"}, {"action": "项目投资讨论", "abstract_action": "商务谈判与合同准备"}, {"action": "系统集成协调", "abstract_action": "项目支持与优化"}, {"action": "案例参考", "abstract_action": "市场分析与策略调整"}, {"action": "技术路线推广", "abstract_action": "市场分析与策略调整"}, {"action": "业务场景落实", "abstract_action": "客户接触与需求识别"}, {"action": "价格策略制定", "abstract_action": "商务谈判与合同准备"}, {"action": "生产验证环境搭建", "abstract_action": "项目支持与优化"}, {"action": "云原生数据库调研", "abstract_action": "市场分析与策略调整"}, {"action": "新增应用机会探索", "abstract_action": "后续跟进与机会挖掘"}, {"action": "POC测试及后续推动", "abstract_action": "项目支持与优化"}, {"action": "完成最新一轮报价", "abstract_action": "商务谈判与合同准备"}, {"action": "完成最终采购报价（第四轮）", "abstract_action": "商务谈判与合同准备"}, {"action": "商务模式讨论", "abstract_action": "商务谈判与合同准备"}, {"action": "项目节奏沟通", "abstract_action": "内部协调与支持"}, {"action": "用量规模确认", "abstract_action": "客户接触与需求识别"}, {"action": "商务模式确定", "abstract_action": "商务谈判与合同准备"}, {"action": "项目风险评估", "abstract_action": "项目支持与优化"}, {"action": "竞争性谈判", "abstract_action": "商务谈判与合同准备"}, {"action": "报价策略调整", "abstract_action": "商务谈判与合同准备"}, {"action": "合同条款讨论", "abstract_action": "商务谈判与合同准备"}, {"action": "项目进度确认", "abstract_action": "项目支持与优化"}, {"action": "产品试用与推广", "abstract_action": "产品演示与方案提供"}, {"action": "技术验证与测试", "abstract_action": "产品演示与方案提供"}, {"action": "产品调研与评估", "abstract_action": "客户接触与需求识别"}, {"action": "预算与资源确认", "abstract_action": "内部协调与支持"}, {"action": "节日拜访与关系维护", "abstract_action": "客户关系维护"}, {"action": "后续行动计划讨论", "abstract_action": "后续跟进与机会挖掘"}, {"action": "产品演示/测试反馈", "abstract_action": "产品演示与方案提供"}, {"action": "商务建议", "abstract_action": "商务谈判与合同准备"}, {"action": "技术交流与需求挖掘", "abstract_action": "客户接触与需求识别"}, {"action": "产品介绍与案例分享", "abstract_action": "产品演示与方案提供"}, {"action": "高层拜访与策略沟通", "abstract_action": "客户关系维护"}, {"action": "推进测试验证", "abstract_action": "产品演示与方案提供"}, {"action": "参与客户活动", "abstract_action": "客户关系维护"}, {"action": "持续跟踪与沟通", "abstract_action": "后续跟进与机会挖掘"}, {"action": "决策引导", "abstract_action": "商务谈判与合同准备"}, {"action": "代理商协作", "abstract_action": "内部协调与支持"}, {"action": "技术交流安排", "abstract_action": "客户接触与需求识别"}, {"action": "框架合作协议讨论", "abstract_action": "商务谈判与合同准备"}, {"action": "双周会议", "abstract_action": "内部协调与支持"}, {"action": "客户沟通与跟进", "abstract_action": "客户关系维护"}, {"action": "需求分析与引导", "abstract_action": "客户接触与需求识别"}, {"action": "市场与竞争分析", "abstract_action": "市场分析与策略调整"}, {"action": "预算和立项材料准备", "abstract_action": "商务谈判与合同准备"}, {"action": "技术测试和评估", "abstract_action": "项目支持与优化"}, {"action": "决策过程参与", "abstract_action": "商务谈判与合同准备"}, {"action": "高层拜访推动", "abstract_action": "客户接触与需求识别"}, {"action": "产品讨论", "abstract_action": "产品演示与方案提供"}, {"action": "需求探讨", "abstract_action": "客户接触与需求识别"}, {"action": "配置确认与价格申请", "abstract_action": "商务谈判与合同准备"}, {"action": "技术适配与沟通", "abstract_action": "项目支持与优化"}, {"action": "商务谈判与关系维护", "abstract_action": "商务谈判与合同准备"}, {"action": "方案提供", "abstract_action": "产品演示与方案提供"}, {"action": "版本升级", "abstract_action": "项目支持与优化"}, {"action": "案例提交", "abstract_action": "产品演示与方案提供"}, {"action": "测试情况沟通", "abstract_action": "项目支持与优化"}, {"action": "推动加入框架流程", "abstract_action": "商务谈判与合同准备"}, {"action": "与决策者沟通,方案确认与推进,协助方案编写", "abstract_action": "客户接触与需求识别"}, {"action": "技术支持与升级,内部推动,场景扩大,应对客户变动,策略调整", "abstract_action": "项目支持与优化"}, {"action": "预约会议,POC安排,入围沟通,高层交流,产品交流,ISV合作,产品适配性评估,售前技术交流", "abstract_action": "产品演示与方案提供"}, {"action": "预算与立项确认,战略建议与试点提议,商务团队拜访,资源对接", "abstract_action": "商务谈判与合同准备"}, {"action": "内部协调与支持", "abstract_action": "内部协调与支持"}, {"action": "合同审查与订单处理", "abstract_action": "合同审查与订单处理"}, {"action": "客户关系维护,后续跟进与机会挖掘", "abstract_action": "客户关系维护,后续跟进与机会挖掘"}, {"action": "合作模式探讨", "abstract_action": "商务谈判与合同准备"}, {"action": "技术对接确认", "abstract_action": "项目支持与优化"}, {"action": "技术测试与验证", "abstract_action": "项目支持与优化"}, {"action": "参与招标准备", "abstract_action": "市场分析与策略调整"}, {"action": "采购需求说明书编写", "abstract_action": "需求讨论与时间规划"}, {"action": "立项流程推进", "abstract_action": "内部协调与支持"}, {"action": "环境准备与应用验证", "abstract_action": "项目支持与优化"}, {"action": "需求讨论与时间规划", "abstract_action": "需求讨论与时间规划"}, {"action": "商机更新与管理", "abstract_action": "商机更新与管理"}, {"action": "需求分析与产品匹配", "abstract_action": "需求讨论与时间规划"}, {"action": "商务合作意向探讨", "abstract_action": "商务谈判与合同准备"}, {"action": "项目时间线与预算评估", "abstract_action": "需求讨论与时间规划"}, {"action": "内部汇报材料准备", "abstract_action": "内部协调与支持"}, {"action": "PoC流程配合", "abstract_action": "项目支持与优化"}, {"action": "产品测试", "abstract_action": "项目支持与优化"}, {"action": "协助客户准备材料", "abstract_action": "客户关系维护"}, {"action": "提供解决方案", "abstract_action": "产品演示与方案提供"}, {"action": "等待外部信息", "abstract_action": "后续跟进与机会挖掘"}, {"action": "技术交流与演示", "abstract_action": "产品演示与方案提供"}, {"action": "项目汇报", "abstract_action": "内部协调与支持"}, {"action": "保密承诺", "abstract_action": "客户接触与需求识别"}, {"action": "产品适配与测试", "abstract_action": "产品演示与方案提供"}, {"action": "商务关系建立", "abstract_action": "客户接触与需求识别"}, {"action": "需求确认与适配", "abstract_action": "客户接触与需求识别"}, {"action": "技术适配沟通", "abstract_action": "产品演示与方案提供"}, {"action": "需求交流", "abstract_action": "客户接触与需求识别"}, {"action": "产品特性展示", "abstract_action": "产品演示与方案提供"}, {"action": "技术要求满足", "abstract_action": "产品演示与方案提供"}, {"action": "汇报材料准备", "abstract_action": "内部协调与支持"}, {"action": "项目挂标准备", "abstract_action": "项目支持与优化"}, {"action": "技术培训", "abstract_action": "产品演示与方案提供"}, {"action": "业务沟通", "abstract_action": "客户接触与需求识别"}, {"action": "技术调研", "abstract_action": "市场分析与策略调整"}, {"action": "决策人对接", "abstract_action": "客户接触与需求识别"}, {"action": "需求引导", "abstract_action": "客户接触与需求识别"}, {"action": "客户许可申请", "abstract_action": "商务谈判与合同准备"}, {"action": "客户沟通暂停", "abstract_action": "客户关系维护"}, {"action": "测试方案提供", "abstract_action": "产品演示与方案提供"}, {"action": "补充协议推进", "abstract_action": "商务谈判与合同准备"}, {"action": "高层会面安排", "abstract_action": "客户接触与需求识别"}, {"action": "性能问题解决", "abstract_action": "项目支持与优化"}, {"action": "POC问题解决", "abstract_action": "项目支持与优化"}, {"action": "技术方案确认", "abstract_action": "产品演示与方案提供"}, {"action": "需求讨论与场景分析", "abstract_action": "客户接触与需求识别"}, {"action": "资源协调与汇报", "abstract_action": "内部协调与支持"}, {"action": "客户交流与现场访问", "abstract_action": "客户接触与需求识别"}, {"action": "市场与机会分析", "abstract_action": "市场分析与策略调整"}, {"action": "架构部协调", "abstract_action": "内部协调与支持"}, {"action": "项目评估与建议", "abstract_action": "项目支持与优化"}, {"action": "技术上线协调", "abstract_action": "项目支持与优化"}, {"action": "技术实施进度更新", "abstract_action": "项目支持与优化"}, {"action": "部署方案准备", "abstract_action": "项目支持与优化"}, {"action": "生产部署与灰度上线准备", "abstract_action": "项目支持与优化"}, {"action": "生产部署方案确认", "abstract_action": "项目支持与优化"}, {"action": "项目情况跟踪", "abstract_action": "项目支持与优化"}, {"action": "POC测试协调", "abstract_action": "项目支持与优化"}, {"action": "POC准备与方案熟悉", "abstract_action": "项目支持与优化"}, {"action": "POC进度沟通", "abstract_action": "项目支持与优化"}, {"action": "POC测试启动", "abstract_action": "项目支持与优化"}, {"action": "生产规模确认", "abstract_action": "项目支持与优化"}, {"action": "客户接触与需求识别", "abstract_action": "客户接触与需求识别"}, {"action": "产品演示与方案提供", "abstract_action": "产品演示与方案提供"}, {"action": "商务谈判与合同准备", "abstract_action": "商务谈判与合同准备"}, {"action": "项目支持与优化", "abstract_action": "项目支持与优化"}, {"action": "市场分析与策略调整", "abstract_action": "市场分析与策略调整"}, {"action": "内部协调与支持", "abstract_action": "内部协调与支持"}, {"action": "合同审查与订单处理", "abstract_action": "合同审查与订单处理"}, {"action": "客户关系维护", "abstract_action": "客户关系维护"}, {"action": "后续跟进与机会挖掘", "abstract_action": "后续跟进与机会挖掘"}, {"action": "组织结构调整应对", "abstract_action": "内部协调与支持"}, {"action": "产品归属协调", "abstract_action": "内部协调与支持"}, {"action": "立项批复等待", "abstract_action": "商务谈判与合同准备"}, {"action": "案例分享", "abstract_action": "产品演示与方案提供"}, {"action": "敦促立项和预算", "abstract_action": "商务谈判与合同准备"}, {"action": "产品介绍与引导", "abstract_action": "产品演示与方案提供"}, {"action": "问题解决与满意度提升", "abstract_action": "项目支持与优化"}, {"action": "长期合作关系的建立", "abstract_action": "客户关系维护"}, {"action": "客户交流与信息收集", "abstract_action": "客户接触与需求识别"}, {"action": "方案制定与提供", "abstract_action": "产品演示与方案提供"}, {"action": "预算协助", "abstract_action": "商务谈判与合同准备"}, {"action": "项目延期沟通", "abstract_action": "项目支持与优化"}, {"action": "硬件预算申请", "abstract_action": "商务谈判与合同准备"}, {"action": "预算进展跟踪", "abstract_action": "商务谈判与合同准备"}, {"action": "内部问题解决", "abstract_action": "内部协调与支持"}, {"action": "方案设计与呈现", "abstract_action": "产品演示与方案提供"}, {"action": "测试与反馈收集", "abstract_action": "项目支持与优化"}, {"action": "内部汇报与协调", "abstract_action": "内部协调与支持"}, {"action": "定期沟通与进度更新", "abstract_action": "项目支持与优化"}, {"action": "市场调研与需求分析", "abstract_action": "客户接触与需求识别"}, {"action": "产品选型支持", "abstract_action": "客户接触与需求识别"}, {"action": "高层拜访与关系建立", "abstract_action": "客户关系维护"}, {"action": "参与招标与谈判准备", "abstract_action": "商务谈判与合同准备"}, {"action": "项目进展与信息更新", "abstract_action": "项目支持与优化"}, {"action": "报价方案提交", "abstract_action": "合同审查与订单处理"}, {"action": "合同签署", "abstract_action": "商务谈判与合同准备"}, {"action": "沟通合作模式", "abstract_action": "市场分析与策略调整"}, {"action": "续约和增购运作", "abstract_action": "后续跟进与机会挖掘"}, {"action": "方案报价", "abstract_action": "合同审查与订单处理"}, {"action": "产品差异说明", "abstract_action": "产品演示与方案提供"}, {"action": "商务合作沟通", "abstract_action": "市场分析与策略调整"}, {"action": "产品升级讨论", "abstract_action": "产品演示与方案提供"}, {"action": "验收准备", "abstract_action": "项目支持与优化"}, {"action": "需求更新", "abstract_action": "客户接触与需求识别"}, {"action": "竞争情况了解", "abstract_action": "市场分析与策略调整"}, {"action": "中标通知", "abstract_action": "商务谈判与合同准备"}, {"action": "招标公告关注", "abstract_action": "市场分析与策略调整"}, {"action": "合同审批跟进", "abstract_action": "合同审查与订单处理"}, {"action": "服务保障沟通", "abstract_action": "客户关系维护"}, {"action": "预算调整", "abstract_action": "市场分析与策略调整"}, {"action": "跟踪项目进展", "abstract_action": "项目支持与优化"}, {"action": "参与招标流程", "abstract_action": "招标准备与投标"}, {"action": "处理审批流程", "abstract_action": "内部协调与支持"}, {"action": "售前支持", "abstract_action": "客户接触与需求识别"}, {"action": "协调供应商", "abstract_action": "内部协调与支持"}, {"action": "技术答疑", "abstract_action": "技术支持与服务兜底"}, {"action": "培训支持", "abstract_action": "客户关系维护"}, {"action": "合同审查与定稿", "abstract_action": "合同审查与订单处理"}, {"action": "报价与价格谈判", "abstract_action": "商务谈判与合同准备"}, {"action": "需求确认与风险评估", "abstract_action": "客户接触与需求识别"}, {"action": "需求确认与项目推进", "abstract_action": "项目支持与优化"}, {"action": "采购与招标流程配合", "abstract_action": "招标准备与投标"}, {"action": "风险管理与应对", "abstract_action": "项目支持与优化"}, {"action": "市场与品牌合作", "abstract_action": "市场分析与策略调整"}, {"action": "进展更新与信息同步", "abstract_action": "内部协调与支持"}, {"action": "合同签署与跟进", "abstract_action": "合同审查与订单处理"}, {"action": "项目规划与沟通", "abstract_action": "项目支持与优化"}, {"action": "招标准备与投标", "abstract_action": "招标准备与投标"}, {"action": "客户关系维护与沟通", "abstract_action": "客户关系维护"}, {"action": "技术支持与服务兜底", "abstract_action": "技术支持与服务兜底"}, {"action": "客户接触与需求识别", "abstract_action": "客户接触与需求识别"}, {"action": "产品演示与方案提供", "abstract_action": "客户接触与需求识别"}, {"action": "商务谈判与合同准备", "abstract_action": "商务谈判与合同准备"}, {"action": "市场分析与策略调整", "abstract_action": "市场分析与策略调整"}, {"action": "内部协调与支持", "abstract_action": "内部协调与支持"}, {"action": "合同审查与订单处理", "abstract_action": "合同审查与订单处理"}, {"action": "客户关系维护", "abstract_action": "客户关系维护"}, {"action": "后续跟进与机会挖掘", "abstract_action": "后续跟进与机会挖掘"}, {"action": "商务谈判与合同审批", "abstract_action": "商务谈判与合同准备"}, {"action": "合同流程管理", "abstract_action": "合同审查与订单处理"}, {"action": "销售进度监控", "abstract_action": "后续跟进与机会挖掘"}, {"action": "合同签署流程跟进", "abstract_action": "合同审查与订单处理"}, {"action": "报价与采购评审", "abstract_action": "市场分析与策略调整"}, {"action": "预算项确认与修订", "abstract_action": "内部协调与支持"}, {"action": "项目需求评审", "abstract_action": "客户接触与需求识别"}, {"action": "预算与采购流程补充", "abstract_action": "内部协调与支持"}, {"action": "项目暂停与重启", "abstract_action": "项目支持与优化"}, {"action": "合同模板沟通", "abstract_action": "商务谈判与合同准备"}, {"action": "合同盖章协调", "abstract_action": "合同审查与订单处理"}, {"action": "技术支持与优化", "abstract_action": "项目支持与优化"}, {"action": "方案交流", "abstract_action": "产品演示与方案提供"}, {"action": "合作伙伴寻找", "abstract_action": "市场分析与策略调整"}, {"action": "客户满意度调查", "abstract_action": "客户关系维护"}, {"action": "系统迁移讨论", "abstract_action": "项目支持与优化"}, {"action": "售前和PTS人员调整", "abstract_action": "内部协调与支持"}, {"action": "提供巡检和培训服务", "abstract_action": "客户关系维护"}, {"action": "服务支持承诺", "abstract_action": "客户关系维护"}, {"action": "续约难度沟通", "abstract_action": "后续跟进与机会挖掘"}, {"action": "合同签订协调", "abstract_action": "商务谈判与合同准备"}, {"action": "报价与合同审批", "abstract_action": "商务谈判与合同准备"}, {"action": "合同准备与进展沟通", "abstract_action": "商务谈判与合同准备"}, {"action": "预算与采购流程协调", "abstract_action": "内部协调与支持"}, {"action": "项目需求评审与审批", "abstract_action": "项目支持与优化"}, {"action": "客户平台迁移协助", "abstract_action": "项目支持与优化"}, {"action": "提供备用方案", "abstract_action": "产品演示与方案提供"}, {"action": "处理客户反馈", "abstract_action": "客户关系维护"}, {"action": "组织跨部门会议", "abstract_action": "内部协调与支持"}, {"action": "技术方案沟通", "abstract_action": "产品演示与方案提供"}, {"action": "产品信息提供", "abstract_action": "产品演示与方案提供"}, {"action": "技术问题沟通", "abstract_action": "项目支持与优化"}, {"action": "售后服务协商", "abstract_action": "客户关系维护"}, {"action": "信息对齐", "abstract_action": "内部协调与支持"}, {"action": "方案讨论", "abstract_action": "产品演示与方案提供"}, {"action": "合同履行跟进", "abstract_action": "商务谈判与合同准备"}, {"action": "合同流程", "abstract_action": "商务谈判与合同准备"}, {"action": "其他", "abstract_action": "后续跟进与机会挖掘"}, {"action": "项目/产品推进", "abstract_action": "项目支持与优化"}, {"action": "合同与采购流程", "abstract_action": "商务谈判与合同准备"}, {"action": "预算与扩容", "abstract_action": "内部协调与支持"}, {"action": "续签与风险确认", "abstract_action": "后续跟进与机会挖掘"}, {"action": "产品使用情况确认", "abstract_action": "项目支持与优化"}, {"action": "合同签署与归档", "abstract_action": "合同审查与订单处理"}, {"action": "客户沟通与确认", "abstract_action": "客户接触与需求识别"}, {"action": "合同变更与更新", "abstract_action": "合同审查与订单处理"}, {"action": "监管审批跟进", "abstract_action": "内部协调与支持"}, {"action": "费用结算与发票开具", "abstract_action": "合同审查与订单处理"}, {"action": "合同审查与法审流程", "abstract_action": "合同审查与订单处理"}, {"action": "高层会议与决策", "abstract_action": "内部协调与支持"}, {"action": "合同流程准备", "abstract_action": "合同审查与订单处理"}, {"action": "签报发起", "abstract_action": "内部协调与支持"}, {"action": "状态更新", "abstract_action": "项目支持与优化"}, {"action": "订单审批跟踪", "abstract_action": "合同审查与订单处理"}, {"action": "数量确认", "abstract_action": "项目支持与优化"}, {"action": "采购申请与审批推动", "abstract_action": "内部协调与支持"}, {"action": "采购流程分析", "abstract_action": "内部协调与支持"}, {"action": "订单流程准备", "abstract_action": "合同审查与订单处理"}, {"action": "节点数量统计", "abstract_action": "项目支持与优化"}, {"action": "立项申请", "abstract_action": "内部协调与支持"}, {"action": "客户接触与需求识别", "abstract_action": "客户接触与需求识别"}, {"action": "产品演示与方案提供", "abstract_action": "产品演示与方案提供"}, {"action": "商务谈判与合同准备", "abstract_action": "商务谈判与合同准备"}, {"action": "项目支持与优化", "abstract_action": "项目支持与优化"}, {"action": "市场分析与策略调整", "abstract_action": "市场分析与策略调整"}, {"action": "内部协调与支持", "abstract_action": "内部协调与支持"}, {"action": "合同审查与订单处理", "abstract_action": "合同审查与订单处理"}, {"action": "客户关系维护", "abstract_action": "客户关系维护"}, {"action": "后续跟进与机会挖掘", "abstract_action": "后续跟进与机会挖掘"}, {"action": "需求整合", "abstract_action": "客户接触与需求识别"}, {"action": "决策影响", "abstract_action": "客户接触与需求识别"}, {"action": "信息更新", "abstract_action": "客户接触与需求识别"}, {"action": "盖章和审批流程", "abstract_action": "合同审查与订单处理"}, {"action": "技术匹配确认", "abstract_action": "产品演示与方案提供"}, {"action": "预算规划", "abstract_action": "市场分析与策略调整"}, {"action": "项目商机跟进", "abstract_action": "后续跟进与机会挖掘"}, {"action": "补充协议讨论", "abstract_action": "商务谈判与合同准备"}, {"action": "发票申请", "abstract_action": "合同审查与订单处理"}, {"action": "合同管理", "abstract_action": "合同审查与订单处理"}, {"action": "拜访安排", "abstract_action": "客户接触与需求识别"}, {"action": "进展更新", "abstract_action": "后续跟进与机会挖掘"}, {"action": "合同执行配合", "abstract_action": "合同审查与订单处理"}, {"action": "安排和准备会议", "abstract_action": "客户接触与需求识别"}, {"action": "提交补充谈判材料", "abstract_action": "商务谈判与合同准备"}, {"action": "技术澄清和调整", "abstract_action": "产品演示与方案提供"}, {"action": "处理合规性要求", "abstract_action": "合同审查与订单处理"}, {"action": "合同签署与订单处理", "abstract_action": "合同审查与订单处理"}, {"action": "风险管理与问题解决", "abstract_action": "项目支持与优化"}, {"action": "商务拜访与需求讨论", "abstract_action": "客户接触与需求识别"}, {"action": "续订与续约推动", "abstract_action": "后续跟进与机会挖掘"}, {"action": "合同签订与归档", "abstract_action": "合同审查与订单处理"}, {"action": "客户内部审批流程跟进", "abstract_action": "内部协调与支持"}, {"action": "沟通服务确认", "abstract_action": "客户关系维护"}, {"action": "合同执行情况沟通", "abstract_action": "项目支持与优化"}, {"action": "发票开具与验收报告提交", "abstract_action": "合同审查与订单处理"}, {"action": "回款处理", "abstract_action": "合同审查与订单处理"}, {"action": "完成POC（Proof of Concept，概念验证）", "abstract_action": "项目支持与优化"}, {"action": "客户内部测试汇报", "abstract_action": "项目支持与优化"}, {"action": "商务流程启动", "abstract_action": "商务谈判与合同准备"}, {"action": "内部立项审批", "abstract_action": "内部协调与支持"}, {"action": "年度预算和总TOC评估", "abstract_action": "市场分析与策略调整"}, {"action": "商务采购需求签报审批", "abstract_action": "商务谈判与合同准备"}, {"action": "供应商入库推荐审核", "abstract_action": "商务谈判与合同准备"}, {"action": "报价模式内部评审", "abstract_action": "商务谈判与合同准备"}, {"action": "推动客户内部立项预算申请", "abstract_action": "商务谈判与合同准备"}, {"action": "推动技术方案评估", "abstract_action": "项目支持与优化"}, {"action": "合同签约", "abstract_action": "合同审查与订单处理"}, {"action": "合同初审", "abstract_action": "合同审查与订单处理"}, {"action": "项目/销售进程推进", "abstract_action": "市场分析与策略调整"}, {"action": "客户接触与需求识别", "abstract_action": "客户接触与需求识别"}, {"action": "产品演示与方案提供", "abstract_action": "产品演示与方案提供"}, {"action": "商务谈判与合同准备", "abstract_action": "商务谈判与合同准备"}, {"action": "项目支持与优化", "abstract_action": "项目支持与优化"}, {"action": "市场分析与策略调整", "abstract_action": "市场分析与策略调整"}, {"action": "内部协调与支持", "abstract_action": "内部协调与支持"}, {"action": "合同审查与订单处理", "abstract_action": "合同审查与订单处理"}, {"action": "客户关系维护", "abstract_action": "客户关系维护"}, {"action": "后续跟进与机会挖掘", "abstract_action": "后续跟进与机会挖掘"}, {"action": "需求挖掘和售前支持", "abstract_action": "客户接触与需求识别"}, {"action": "成本对比与报价", "abstract_action": "商务谈判与合同准备"}, {"action": "合同签署与审批", "abstract_action": "合同审查与订单处理"}, {"action": "后续支持与跟进", "abstract_action": "后续跟进与机会挖掘"}, {"action": "报价准备", "abstract_action": "商务谈判与合同准备"}, {"action": "汇报演示", "abstract_action": "产品演示与方案提供"}, {"action": "市场调研", "abstract_action": "市场分析与策略调整"}, {"action": "产品性能展示", "abstract_action": "产品演示与方案提供"}, {"action": "预算和采购流程了解", "abstract_action": "客户接触与需求识别"}, {"action": "测试结果汇报", "abstract_action": "项目支持与优化"}, {"action": "内部沟通", "abstract_action": "内部协调与支持"}, {"action": "关键信息收集", "abstract_action": "客户接触与需求识别"}, {"action": "商务预算探索", "abstract_action": "商务谈判与合同准备"}, {"action": "性能测试跟进", "abstract_action": "项目支持与优化"}, {"action": "技术交流与POC准备", "abstract_action": "产品演示与方案提供"}, {"action": "风险识别与管理", "abstract_action": "内部协调与支持"}, {"action": "产品性能验证", "abstract_action": "产品演示与方案提供"}, {"action": "技术方案提供", "abstract_action": "产品演示与方案提供"}, {"action": "跨地域协调", "abstract_action": "内部协调与支持"}, {"action": "现场巡检与优化建议", "abstract_action": "项目支持与优化"}, {"action": "高层拜访与技术汇报", "abstract_action": "客户接触与需求识别"}, {"action": "预算讨论与方案规划", "abstract_action": "产品演示与方案提供"}, {"action": "关键角色拜访与关系建立", "abstract_action": "客户关系维护"}, {"action": "项目预算与审批流程了解", "abstract_action": "内部协调与支持"}, {"action": "项目进展与后续支持计划", "abstract_action": "项目支持与优化"}, {"action": "项目难点分析", "abstract_action": "需求讨论与方案交流"}, {"action": "投标与报价准备", "abstract_action": "商务谈判与合同准备"}, {"action": "市场分析与合作伙伴建立", "abstract_action": "市场分析与策略调整"}, {"action": "需求讨论与方案交流", "abstract_action": "需求讨论与方案交流"}, {"action": "客户联系与沟通", "abstract_action": "客户接触与需求识别"}, {"action": "项目信息收集", "abstract_action": "内部协调与支持"}, {"action": "拜访关键决策人", "abstract_action": "客户关系维护"}, {"action": "建立合作关系", "abstract_action": "客户接触与需求识别"}, {"action": "预算与时间确认", "abstract_action": "商务谈判与合同准备"}, {"action": "客户联系与信息收集", "abstract_action": "客户接触与需求识别"}, {"action": "技术评估与测试", "abstract_action": "项目支持与优化"}, {"action": "方案调整与优化", "abstract_action": "产品演示与方案提供"}, {"action": "项目推进与协调", "abstract_action": "项目支持与优化"}, {"action": "后续计划与安排", "abstract_action": "后续跟进与机会挖掘"}, {"action": "沟通协调", "abstract_action": "内部协调与支持"}, {"action": "市场情报分析", "abstract_action": "市场分析与策略调整"}, {"action": "产品服务推广", "abstract_action": "客户接触与需求识别"}, {"action": "服务能力展示", "abstract_action": "产品演示与方案提供"}, {"action": "成本与案例介绍", "abstract_action": "产品演示与方案提供"}, {"action": "性能优化讨论", "abstract_action": "需求与技术讨论"}, {"action": "合作模式提议", "abstract_action": "商务谈判与合同准备"}, {"action": "技术探讨与材料提供", "abstract_action": "需求与技术讨论"}, {"action": "方案准备与演示", "abstract_action": "产品演示与方案提供"}, {"action": "客户拜访与信息收集", "abstract_action": "客户接触与需求识别"}, {"action": "项目协调与推进", "abstract_action": "项目支持与优化"}, {"action": "市场与客户分析", "abstract_action": "市场分析与策略调整"}, {"action": "预算与采购探讨", "abstract_action": "商务谈判与合同准备"}, {"action": "保持沟通与关注", "abstract_action": "客户关系维护"}, {"action": "商务工作计划", "abstract_action": "内部协调与支持"}, {"action": "电话沟通", "abstract_action": "客户接触与需求识别"}, {"action": "需求与技术讨论", "abstract_action": "需求与技术讨论"}, {"action": "发送对比资料", "abstract_action": "产品演示与方案提供"}, {"action": "产品选型交流", "abstract_action": "需求与技术讨论"}, {"action": "启动PoC流程", "abstract_action": "项目支持与优化"}, {"action": "预算申请规划", "abstract_action": "内部协调与支持"}, {"action": "系统适配改造支持", "abstract_action": "项目支持与优化"}, {"action": "参与PoC的厂商协调", "abstract_action": "内部协调与支持"}, {"action": "竞争产品分析", "abstract_action": "市场分析与策略调整"}, {"action": "里程碑跟踪", "abstract_action": "项目支持与优化"}, {"action": "需求讨论与反馈", "abstract_action": "客户接触与需求识别"}, {"action": "关系建立", "abstract_action": "客户关系维护"}, {"action": "拜访客户决策者", "abstract_action": "客户接触与需求识别"}, {"action": "技术方案展示", "abstract_action": "产品演示与方案提供"}, {"action": "供应商注册配合", "abstract_action": "内部协调与支持"}, {"action": "项目进展跟踪", "abstract_action": "项目支持与优化"}, {"action": "需求调整响应", "abstract_action": "客户接触与需求识别"}, {"action": "预算和立项跟进", "abstract_action": "商务谈判与合同准备"}, {"action": "拜访客户与交流", "abstract_action": "客户接触与需求识别"}, {"action": "需求梳理与信息发送", "abstract_action": "客户接触与需求识别"}, {"action": "项目需求收集", "abstract_action": "客户接触与需求识别"}, {"action": "客户拜访与引荐", "abstract_action": "客户关系维护"}, {"action": "需求梳理与信息交流", "abstract_action": "客户接触与需求识别"}, {"action": "项目需求收集与初步方案提供", "abstract_action": "客户接触与需求识别"}, {"action": "客户初步接触与信息收集", "abstract_action": "客户接触与需求识别"}, {"action": "需求分析与技术交流", "abstract_action": "客户接触与需求识别"}, {"action": "关系维护与深度沟通", "abstract_action": "客户关系维护"}, {"action": "内部协调与资源整合", "abstract_action": "内部协调与支持"}, {"action": "持续跟踪与进展更新", "abstract_action": "后续跟进与机会挖掘"}, {"action": "产品展示与技术交流", "abstract_action": "产品演示与方案提供"}, {"action": "技术问题解答与支持", "abstract_action": "项目支持与优化"}, {"action": "高层拜访与战略沟通", "abstract_action": "客户接触与需求识别"}, {"action": "持续跟进与关系维护", "abstract_action": "客户关系维护"}, {"action": "客户倾向分析", "abstract_action": "市场分析与策略调整"}, {"action": "客户沟通与约见", "abstract_action": "客户接触与需求识别"}, {"action": "拜访关键人物", "abstract_action": "客户接触与需求识别"}, {"action": "项目推迟与需求更新", "abstract_action": "后续跟进与机会挖掘"}, {"action": "客户预算讨论", "abstract_action": "商务谈判与合同准备"}, {"action": "产品服务推进", "abstract_action": "项目支持与优化"}, {"action": "运维方案攻关", "abstract_action": "方案推进"}, {"action": "方案推进", "abstract_action": "方案推进"}, {"action": "高层交流争取", "abstract_action": "客户接触与需求识别"}, {"action": "渠道沟通", "abstract_action": "客户接触与需求识别"}, {"action": "场景适配讨论", "abstract_action": "产品演示与方案提供"}, {"action": "项目信息更新", "abstract_action": "后续跟进与机会挖掘"}, {"action": "产品展示与介绍", "abstract_action": "产品演示与方案提供"}, {"action": "技术支持和咨询", "abstract_action": "客户接触与需求识别"}, {"action": "预算和采购时间确认", "abstract_action": "商务谈判与合同准备"}, {"action": "市场和教育", "abstract_action": "市场分析与策略调整"}, {"action": "POC（Proof of Concept）测试准备", "abstract_action": "产品演示与方案提供"}, {"action": "反馈收集和处理", "abstract_action": "项目支持与优化"}, {"action": "产品汇报", "abstract_action": "产品演示与方案提供"}, {"action": "问卷邀请", "abstract_action": "客户接触与需求识别"}, {"action": "活动邀请", "abstract_action": "客户接触与需求识别"}, {"action": "需求沟通", "abstract_action": "客户接触与需求识别"}, {"action": "客户拜访与需求探讨", "abstract_action": "客户接触与需求识别"}, {"action": "产品性能讨论", "abstract_action": "产品演示与方案提供"}, {"action": "合同与价格咨询", "abstract_action": "商务谈判与合同准备"}, {"action": "风险评估与建议", "abstract_action": "项目支持与优化"}, {"action": "预算与采购策略", "abstract_action": "商务谈判与合同准备"}, {"action": "项目申报与方案细化", "abstract_action": "项目支持与优化"}, {"action": "沟通与合作探讨", "abstract_action": "客户接触与需求识别"}, {"action": "技术交流与商机探讨", "abstract_action": "客户接触与需求识别"}, {"action": "场景落地探索", "abstract_action": "产品演示与方案提供"}, {"action": "采购与业务落地情况跟进", "abstract_action": "项目支持与优化"}, {"action": "市场动态监控与应对策略", "abstract_action": "市场分析与策略调整"}, {"action": "正式技术交流,建立沟通渠道", "abstract_action": "客户接触与需求识别"}, {"action": "拜访决策者,了解客户现状,收集客户信息,客户需求调研", "abstract_action": "客户接触与需求识别"}, {"action": "市场入围情况分析", "abstract_action": "市场分析与策略调整"}, {"action": "制定后续行动计划,客户沟通与预约", "abstract_action": "后续跟进与机会挖掘"}, {"action": "技术交流与需求探讨,提供解决方案与案例", "abstract_action": "产品演示与方案提供"}, {"action": "后续行动计划与客户维护,解决客户疑虑,建立客情关系", "abstract_action": "客户关系维护"}, {"action": "内部工作,进度跟踪与更新", "abstract_action": "内部协调与支持"}, {"action": "案例和资料提供,产品信息更新", "abstract_action": "产品演示与方案提供"}, {"action": "中间商合作探讨", "abstract_action": "商务谈判与合同准备"}, {"action": "用户使用情况调研", "abstract_action": "项目支持与优化"}, {"action": "商务谈判与合同准备", "abstract_action": "商务谈判与合同准备"}, {"action": "合同审查与订单处理", "abstract_action": "商务谈判与合同准备"}, {"action": "与关键联系人（Champion）沟通", "abstract_action": "客户接触与需求识别"}, {"action": "项目状态更新", "abstract_action": "项目支持与优化"}, {"action": "技术交流暂缓", "abstract_action": "内部协调与支持"}, {"action": "保持沟通", "abstract_action": "客户关系维护"}, {"action": "产品价值沟通", "abstract_action": "产品演示与方案提供"}, {"action": "场景应用探索", "abstract_action": "需求讨论与材料提供"}, {"action": "内部影响力扩大", "abstract_action": "内部协调与支持"}, {"action": "项目状态跟进", "abstract_action": "项目支持与优化"}, {"action": "市场动态监控", "abstract_action": "市场分析与策略调整"}, {"action": "需求讨论与材料提供", "abstract_action": "需求讨论与材料提供"}, {"action": "进度更新与策略调整", "abstract_action": "市场分析与策略调整"}, {"action": "内部协作", "abstract_action": "内部协调与支持"}, {"action": "客户交流与预约", "abstract_action": "客户接触与需求识别"}, {"action": "需求探索与推动", "abstract_action": "需求讨论与材料提供"}, {"action": "产品推广与测试", "abstract_action": "产品演示与方案提供"}, {"action": "客户需求了解", "abstract_action": "客户接触与需求识别"}, {"action": "项目目标明确", "abstract_action": "项目支持与优化"}, {"action": "支持客户答标", "abstract_action": "商务谈判与合同准备"}, {"action": "决策人沟通", "abstract_action": "客户接触与需求识别"}, {"action": "业务改造需求沟通", "abstract_action": "需求讨论与材料提供"}, {"action": "计划拜访与确认后续计划", "abstract_action": "客户接触与需求识别"}, {"action": "性能测试与结果评估", "abstract_action": "项目支持与优化"}, {"action": "现场沟通与需求确认", "abstract_action": "客户接触与需求识别"}, {"action": "推动PoC测试与汇报", "abstract_action": "项目支持与优化"}, {"action": "上线时间讨论", "abstract_action": "策略制定与执行"}, {"action": "需求探索与确认", "abstract_action": "客户接触与需求识别"}, {"action": "策略制定与执行", "abstract_action": "策略制定与执行"}, {"action": "项目跟踪与更新", "abstract_action": "项目支持与优化"}, {"action": "提交立项报告", "abstract_action": "策略制定与执行"}, {"action": "测试计划", "abstract_action": "项目支持与优化"}, {"action": "立项审批跟进", "abstract_action": "策略制定与执行"}, {"action": "客户联系", "abstract_action": "客户接触与需求识别"}, {"action": "资源协调", "abstract_action": "内部协调与支持"}, {"action": "产品演示与方案提供", "abstract_action": "客户接触与需求识别"}, {"action": "商务谈判与合同准备", "abstract_action": "商务谈判与合同准备"}, {"action": "市场分析与策略调整", "abstract_action": "市场分析与策略调整"}, {"action": "内部协调与支持", "abstract_action": "内部协调与支持"}, {"action": "合同审查与订单处理", "abstract_action": "商务谈判与合同准备"}, {"action": "客户关系维护", "abstract_action": "客户关系维护"}, {"action": "后续跟进与机会挖掘", "abstract_action": "客户关系维护"}] \ No newline at end of file diff --git a/re_test.py b/re_test.py new file mode 100644 index 0000000..b8219a7 --- /dev/null +++ b/re_test.py @@ -0,0 +1,100 @@ +text = """ +根据您提供的销售动作描述，我们可以将其归纳到更抽象的销售动作类别中。下面是每个具体销售动作与其对应的抽象销售动作的映射关系，以JSON数组的形式返回： + +```json +[ + { + "action": "决策与结果评估", + "abstract_action": "项目支持与优化" + }, + { + "action": "合同审查与修改", + "abstract_action": "合同审查与订单处理" + }, + { + "action": "技术支持和协调", + "abstract_action": "技术支持与交流" + }, + { + "action": "项目推广", + "abstract_action": "市场分析与策略调整" + }, + { + "action": "培训", + "abstract_action": "内部协调与支持" + }, + { + "action": "需求确认", + "abstract_action": "客户接触与需求识别" + }, + { + "action": "项目审批", + "abstract_action": "内部协调与支持" + }, + { + "action": "需求调研", + "abstract_action": "客户接触与需求识别" + }, + { + "action": "产品测试与调优", + "abstract_action": "项目支持与优化" + }, + { + "action": "竞品分析", + "abstract_action": "市场分析与策略调整" + }, + { + "action": "适配工作", + "abstract_action": "项目支持与优化" + }, + { + "action": "项目立项跟进", + "abstract_action": "内部协调与支持" + }, + { + "action": "报价沟通", + "abstract_action": "商务谈判与合同准备" + }, + { + "action": "市场信息收集", + "abstract_action": "市场分析与策略调整" + }, + { + "action": "客户需求沟通", + "abstract_action": "客户接触与需求识别" + }, + { + "action": "技术支持与交流", + "abstract_action": "技术支持与交流" + }, + { + "action": "预算与采购流程跟进", + "abstract_action": "内部协调与支持" + }, + { + "action": "立项材料准备", + "abstract_action": "内部协调与支持" + }, + { + "action": "内部协调与汇报", + "abstract_action": "内部协调与支持" + }, + { + "action": "合同与商务谈判", + "abstract_action": "商务谈判与合同准备" + } +] +``` + +这个映射关系可以帮助理解每个具体销售动作在更广泛销售过程中的作用和位置。""" +import re +import json +# Use a regular expression to find the JSON array within the text +json_match = re.search(r'```json\s*(.*?)\s*```', text, re.DOTALL) + +if json_match: + json_data = json_match.group(1) + mapping = json.loads(json_data) +else: + mapping = [] +print(mapping) \ No newline at end of file diff --git a/销售策略制定框架模板（V3.0）.xlsx b/销售策略制定框架模板（V3.0）.xlsx new file mode 100644 index 0000000..2a457dd Binary files /dev/null and b/销售策略制定框架模板（V3.0）.xlsx differ