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87 KiB
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1 line
87 KiB
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[{"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": 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"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", 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"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", 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"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": 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"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": 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{"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": 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"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"}] |