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BPOS-TMP-REPO/docs/MVP示例工作流.html
T
JCAI Main AgentandClaude Opus 5 7cd664af3a M0: 工作区骨架 + 五道门禁 + 环境自举
- pnpm workspaces / tsconfig 双工程(node · web)/ 路径别名(§11.1)
- eslint flat(§11.3 + §12.5 可机检项)/ dependency-cruiser 基线八条 + JCAI 增补(§11.4)
- tools/module-tiers.json + gen-depcruise-tiers.ts 生成 tier-order 逐层规则
- tools/api-report.mjs 契约快照只留契约面(ADR-005)
- docker-compose(PG16)+ db/init 四 schema;种子数据五岗位五员工冻结为常量
- docs/debt.md · docs/adr/ADR-005

Co-Authored-By: Claude Opus 5 (1M context) <noreply@anthropic.com>
Claude-Session: https://claude.ai/code/session_01KeDBx2PHLavbURXB8LJJ7m
2026-07-27 00:18:58 +08:00

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</style>
</head>
<body>
<main class="doc">
<section class="page">
<h1 class="ch">业务流程 · 统一报价</h1>
<div class="ch-rule"></div>
<p class="lead">会话「芯片业务」沉淀的业务流程「统一报价」单章报告:流程描述 · 流程图 · 动态数据 · 静态底座 · 规则 · 活动(SOP 节点 = 任务定义卡 · 作业指导书;Case 节点 = 案例·定义卡 · CMMN 案例图 · 案例说明书)。</p>
<p class="doc-meta">EXPORTED 2026/7/26 19:46:36 · 1 条流程 · 5 个下钻节点 · 47 张单据 · MIND-TINKER</p>
</section>
<section class="page" aria-label="统一报价">
<h1 class="ch" id="ch-p-c5ce25"><span class="n">§1</span>统一报价</h1>
<div class="ch-rule"></div>
<div class="view-lbl">流程 · 描述</div>
<div class="pcard">
<div class="brief-cols">
<div class="brief-main">
<div class="pcard-row"><div class="pk">负责人</div><div class="pv">BD·商务</div></div>
<div class="pcard-row"><div class="pk">描述</div><div class="pv">统一报价流程覆盖客户 RFQ/BOM 受理到报价发出与闭环归档</div></div>
</div>
<div class="brief-trig"><div class="pk">触发器</div><div class="tl">客户RFQ询价</div></div>
</div>
</div>
<div class="view-lbl">流程图 · 顺序</div>
<div class="hero">
<div class="cap"><span>FIG. 1 — 统一报价流程</span><span>从收到报价请求到发出标准报价书</span></div>
<svg viewBox="0 0 1034.7 474" role="img" aria-label="统一报价业务流程图"><path d="M54.7,110 L284.7,110" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="284.7,110 275.7,105.5 275.7,114.5" fill="#46586A"/><path d="M604.7,110 L814.7,110" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="814.7,110 805.7,105.5 805.7,114.5" fill="#46586A"/><text x="793.7" y="103.5" text-anchor="middle" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="9.8" fill="#46586A">TYPE-A</text><path d="M914.7,110 L994.7,110 L994.7,310 L914.7,310" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="914.7,310 923.7,305.5 923.7,314.5" fill="#46586A"/><path d="M814.7,310 L664.7,310" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="664.7,310 673.7,305.5 673.7,314.5" fill="#46586A"/><path d="M624.7,310 L474.7,310" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="474.7,310 483.7,305.5 483.7,314.5" fill="#46586A"/><text x="588.7" y="303.5" text-anchor="middle" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="9.8" fill="#46586A">通过</text><path d="M374.7,310 L224.7,310" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="224.7,310 233.7,305.5 233.7,314.5" fill="#46586A"/><path d="M184.7,310 L54.7,310" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="54.7,310 63.7,305.5 63.7,314.5" fill="#46586A"/><text x="127.7" y="303.5" text-anchor="middle" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="9.8" fill="#46586A">成交</text><path d="M584.7,130 L584.7,170" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="584.7,170 580.2,161 589.2,161" fill="#46586A"/><text x="616.7" y="153.5" text-anchor="middle" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="9.8" fill="#46586A">TYPE-B</text><path d="M634.7,190 L864.7,190 L864.7,130" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="864.7,130 860.2,139 869.2,139" fill="#46586A"/><path d="M584.7,90 L584.7,60" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="584.7,60 580.2,69 589.2,69" fill="#46586A"/><text x="616.7" y="83.5" text-anchor="middle" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="9.8" fill="#46586A">TYPE-C</text><path d="M634.7,40 L864.7,40 L864.7,90" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="864.7,90 860.2,81 869.2,81" fill="#46586A"/><path d="M644.7,330 L644.7,400" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="644.7,400 640.2,391 649.2,391" fill="#46586A"/><text x="624.7" y="358.5" text-anchor="middle" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="9.8" fill="#46586A">不通过</text><path d="M204.7,330 L204.7,400" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="204.7,400 200.2,391 209.2,391" fill="#46586A"/><text x="174.7" y="373.5" text-anchor="middle" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="9.8" fill="#46586A">有异议</text><path d="M204.7,290 L204.7,240" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="204.7,240 200.2,249 209.2,249" fill="#46586A"/><text x="174.7" y="273.5" text-anchor="middle" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="9.8" fill="#46586A">拒绝/超时</text><path d="M154.7,220 L54.7,220" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="54.7,220 63.7,215.5 63.7,224.5" fill="#46586A"/><path d="M384.7,110 L564.7,110" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="564.7,110 555.7,105.5 555.7,114.5" fill="#46586A"/><circle cx="44.7" cy="110" r="10" fill="#E6F1EA" stroke="#3F7A5C" stroke-width="1.8"/><a href="#op-p-c5ce25-A1"><title>下钻小节:A1 · RFQ需求分析</title><rect x="284.7" y="90" width="100" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="334.7" y="114" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="12" font-weight="600" fill="#161B22">RFQ需求分析</text><text x="290.7" y="101" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">A1</text><text x="378.7" y="101" text-anchor="end" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.5" font-weight="600" fill="#4E7DAF">BD</text></a><polygon points="584.7,90 604.7,110 584.7,130 564.7,110" fill="#EEF1F5" stroke="#46586A" stroke-width="1.3"/><text x="584.7" y="114" text-anchor="middle" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="13" font-weight="700" fill="#46586A">+</text><a href="#op-p-c5ce25-A4"><title>下钻小节:A4 · 成本定价</title><rect x="814.7" y="90" width="100" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="864.7" y="114" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="12" font-weight="600" fill="#161B22">成本定价</text><text x="820.7" y="101" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">A4</text><text x="908.7" y="101" text-anchor="end" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.5" font-weight="600" fill="#4E7DAF">BD</text></a><a href="#op-p-c5ce25-A5"><title>下钻小节:A5 · 定价审批</title><rect x="814.7" y="290" width="100" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="864.7" y="314" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="12" font-weight="600" fill="#161B22">定价审批</text><text x="820.7" y="301" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">A5</text><text x="908.7" y="301" text-anchor="end" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.5" font-weight="600" fill="#4E7DAF">PM</text></a><polygon points="644.7,290 664.7,310 644.7,330 624.7,310" fill="#EEF1F5" stroke="#46586A" stroke-width="1.3"/><text x="644.7" y="314" text-anchor="middle" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="13" font-weight="700" fill="#46586A">×</text><a href="#op-p-c5ce25-A6"><title>下钻小节:A6 · 报价议价</title><rect x="374.7" y="290" width="100" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="424.7" y="314" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="12" font-weight="600" fill="#161B22">报价议价</text><text x="380.7" y="301" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">A6</text><text x="468.7" y="301" text-anchor="end" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.5" font-weight="600" fill="#4E7DAF">BD</text></a><polygon points="204.7,290 224.7,310 204.7,330 184.7,310" fill="#EEF1F5" stroke="#46586A" stroke-width="1.3"/><text x="204.7" y="314" text-anchor="middle" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="13" font-weight="700" fill="#46586A">×</text><circle cx="44.7" cy="310" r="10" fill="#E6F1EA" stroke="#3F7A5C" stroke-width="2.6"/><a href="#op-p-c5ce25-A3"><title>下钻小节:A3 · 渠道寻源</title><rect x="534.7" y="170" width="100" height="40" rx="6" fill="#E6F1EA" stroke="#3F7A5C" stroke-width="1.3"/><text x="584.7" y="194" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="12" font-weight="600" fill="#2F5C45">渠道寻源</text><text x="540.7" y="181" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">A3</text><text x="628.7" y="181" text-anchor="end" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.5" font-weight="600" fill="#3F7A5C">PRM</text></a><a href="#op-p-c5ce25-A2"><title>下钻小节:A2 · 替代选型</title><rect x="534.7" y="20" width="100" height="40" rx="6" fill="#E6F1EA" stroke="#3F7A5C" stroke-width="1.3"/><text x="584.7" y="44" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="12" font-weight="600" fill="#2F5C45">替代选型</text><text x="540.7" y="31" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">A2</text><text x="628.7" y="31" text-anchor="end" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.5" font-weight="600" fill="#3F7A5C">FAE</text></a><rect x="594.7" y="400" width="100" height="30" rx="5" fill="#F6E7E6" stroke="#B0413E" stroke-width="1.2"/><text x="644.7" y="418.5" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="10" font-weight="600" fill="#8F3330">退回调整→A4</text><a href="#op-p-c5ce25-A7"><title>下钻小节:A7 · 情报归档</title><rect x="154.7" y="200" width="100" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="204.7" y="224" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="12" font-weight="600" fill="#161B22">情报归档</text><text x="160.7" y="211" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">A7</text><text x="248.7" y="211" text-anchor="end" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.5" font-weight="600" fill="#4E7DAF">BD</text></a><circle cx="44.7" cy="220" r="10" fill="#F6E7E6" stroke="#B0413E" stroke-width="2.4"/><rect x="154.7" y="400" width="100" height="30" rx="5" fill="#F6E7E6" stroke="#B0413E" stroke-width="1.2"/><text x="204.7" y="418.5" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="10" font-weight="600" fill="#8F3330">返回调整→A4</text><text x="48.7" y="133.5" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="10" font-weight="600" fill="#3F7A5C">客户RFQ询价</text><text x="558.7" y="133.5" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="10" font-weight="600" fill="#3A4452">料号分流</text><text x="644.7" y="283.5" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="10" font-weight="600" fill="#3A4452">审批结果</text><text x="234.7" y="333.5" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="10" font-weight="600" fill="#3A4452">议价结果</text><text x="48.7" y="333.5" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="10" font-weight="600" fill="#2F5C45">转订单履约</text><text x="44.7" y="243.5" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="10" font-weight="600" fill="#8F3330">归档闭环</text></svg>
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<span><b>图例</b></span><span><i class="lg-i lg-start"></i> 起始</span><span><i class="lg-i lg-end"></i> 结束</span><span><i class="lg-i lg-sop"></i> SOP 活动</span><span><i class="lg-i lg-case"></i> Case 活动</span><span><i class="lg-i lg-gwx"></i> 判断网关</span><span><i class="lg-i lg-gwand"></i> 并行网关</span><span><i class="lg-i lg-callout"></i> 卡点</span><span><i class="lg-i lg-flow"></i> 顺序流</span>
<span class="sep">|</span>
<span><b>责任</b></span><span>右上角标 责任人</span>
</div>
<div class="view-lbl b">动态数据 · 流转<span class="lbl-hint">属流程的流转单据;位置签 输入/过程/输出,按此序排</span></div>
<div class="dcx-cards">
<div class="dcx" id="doc-d-3cd592">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">RFQ/BOM文件</b><span class="dcx-pill p-in">输入</span></div>
<p class="dcx-line">客户询价需求载体</p>
<div class="dcx-spec">
<div><i>载体</i><b>数据表格</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 7</i>
<div class="fw"><span class="fc">PN</span><span class="fc">数量/EAU</span><span class="fc">厂牌</span><span class="fc">Analog</span><span class="fc">AEC认证</span><span class="fc">目标价</span><span class="fc">交期</span></div>
</div>
</div>
<div class="dcx" id="doc-d-039ec6">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">统一受理记录</b><span class="dcx-pill p-mid">过程</span></div>
<p class="dcx-line">归一后的逐条需求台账</p>
<div class="dcx-spec">
<div><i>载体</i><b>数据表格</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 7</i>
<div class="fw"><span class="fc">客户码</span><span class="fc">PN</span><span class="fc">厂牌</span><span class="fc">EAU</span><span class="fc">Type标</span><span class="fc">目标价</span><span class="fc">状态</span></div>
</div>
</div>
<div class="dcx" id="doc-d-07750d">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">料号分类表</b><span class="dcx-pill p-mid">过程</span></div>
<p class="dcx-line">A2 逐条分级的结果与依据</p>
<div class="dcx-spec">
<div><i>载体</i><b>数据表格</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 5</i>
<div class="fw"><span class="fc">PN</span><span class="fc">Type标</span><span class="fc">分级依据</span><span class="fc">历史价命中</span><span class="fc">复核结论</span></div>
</div>
</div>
<div class="dcx" id="doc-d-q0122b">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">供应商底价表</b><span class="dcx-pill p-mid">过程</span></div>
<p class="dcx-line">寻源汇总的底价与MOQ</p>
<div class="dcx-spec">
<div><i>载体</i><b>数据表格</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 5</i>
<div class="fw"><span class="fc">PN</span><span class="fc">供应商</span><span class="fc">底价</span><span class="fc">MOQ</span><span class="fc">交期</span></div>
</div>
</div>
<div class="dcx" id="doc-d-q020a2">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">替代对标表</b><span class="dcx-pill p-mid">过程</span></div>
<p class="dcx-line">替代推荐报告·同芯片2页</p>
<div class="dcx-spec">
<div><i>载体</i><b>PDF文件</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 7</i>
<div class="fw"><span class="fc">原型号</span><span class="fc">候选型号</span><span class="fc">替代等级</span><span class="fc">参数差异项</span><span class="fc">差异风险</span><span class="fc">改动评估</span><span class="fc">验证建议</span></div>
</div>
</div>
<div class="dcx" id="doc-d-1f60bd">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">寻源比价表</b><span class="dcx-pill p-mid">过程</span></div>
<p class="dcx-line">多渠道横比定底表</p>
<div class="dcx-spec">
<div><i>载体</i><b>数据表格</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 8</i>
<div class="fw"><span class="fc">PN</span><span class="fc">供应商</span><span class="fc">报价</span><span class="fc">MOQ</span><span class="fc">交期</span><span class="fc">渠道等级</span><span class="fc">成色</span><span class="fc">结论</span></div>
</div>
</div>
<div class="dcx" id="doc-d-q036fa">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">报价草案</b><span class="dcx-pill p-mid">过程</span></div>
<p class="dcx-line">逐条定价的待审报价</p>
<div class="dcx-spec">
<div><i>载体</i><b>数据表格</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 4</i>
<div class="fw"><span class="fc">PN</span><span class="fc">拟报单价</span><span class="fc">毛利率</span><span class="fc">偏离度</span></div>
</div>
</div>
<div class="dcx" id="doc-d-ae627a">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">定价审批表</b><span class="dcx-pill p-mid">过程</span></div>
<p class="dcx-line">定价审批记录</p>
<div class="dcx-spec">
<div><i>载体</i><b>审批流</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 4</i>
<div class="fw"><span class="fc">报价单号</span><span class="fc">批复</span><span class="fc">审批人</span><span class="fc">时间</span></div>
</div>
</div>
<div class="dcx" id="doc-d-baojia">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">正式报价单</b><span class="dcx-pill p-out">输出</span></div>
<p class="dcx-line">对外发出的标准报价</p>
<div class="dcx-spec">
<div><i>载体</i><b>PDF文件</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 7</i>
<div class="fw"><span class="fc">PN</span><span class="fc">单价CNY</span><span class="fc">交期</span><span class="fc">SPQ</span><span class="fc">MOQ</span><span class="fc">贸易条款</span><span class="fc">有效期</span></div>
</div>
</div>
<div class="dcx" id="doc-d-e39664">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">D+3/D+7跟进提醒</b><span class="dcx-pill p-out">输出</span></div>
<p class="dcx-line">发出后的跟进任务</p>
<div class="dcx-spec">
<div><i>载体</i><b>数据表格</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 5</i>
<div class="fw"><span class="fc">客户</span><span class="fc">报价单号</span><span class="fc">D+3</span><span class="fc">D+7</span><span class="fc">回复状态</span></div>
</div>
</div>
<div class="dcx" id="doc-d-rq-src">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">询价请求</b><span class="dcx-pill p-out">输出</span></div>
<p class="dcx-line">委托PR寻源询价的请求单</p>
<div class="dcx-spec">
<div><i>载体</i><b>数据表格</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 8</i>
<div class="fw"><span class="fc">PN</span><span class="fc">Brand</span><span class="fc">ERA</span><span class="fc">项目阶段</span><span class="fc">接受替代</span><span class="fc">单机用量</span><span class="fc">TP</span><span class="fc">场景</span></div>
</div>
</div>
<div class="dcx" id="doc-d-rq-alt">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">替代评估请求</b><span class="dcx-pill p-out">输出</span></div>
<p class="dcx-line">技术选型需求立案单</p>
<div class="dcx-spec">
<div><i>载体</i><b>数据表格</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 5</i>
<div class="fw"><span class="fc">初选物料</span><span class="fc">芯片类型</span><span class="fc">参数规格</span><span class="fc">应用场景</span><span class="fc">需求人</span></div>
</div>
</div>
<div class="dcx" id="doc-d-q05f2c">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">报价落地率统计</b><span class="dcx-pill p-out">输出</span></div>
<p class="dcx-line">月度落地率与KPI分析</p>
<div class="dcx-spec">
<div><i>载体</i><b>数据表格</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 4</i>
<div class="fw"><span class="fc">落地率</span><span class="fc">TypeA命中</span><span class="fc">D+3回复率</span><span class="fc">退回率</span></div>
</div>
</div></div>
<div class="view-lbl">静态底座 · 引用<span class="lbl-hint">本流程查/依赖的全局静态库表——维护在数据底座页</span></div>
<div class="dcx-cards">
<div class="dcx base" id="doc-d-qingbao">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M19.07 4.93A10 10 0 0 0 6.99 3.34"/><path d="M4 6h.01"/><path d="M2.29 9.62a10 10 0 1 0 19.02-1.27"/><path d="M16.24 7.76a6 6 0 1 0-8.01 8.91"/><path d="M12 18h.01"/><path d="M17.99 11.66a6 6 0 0 1-2.22 4.58"/><circle cx="12" cy="12" r="2"/><path d="m13.41 10.59 5.66-5.66"/></svg></span><b class="dcx-nm">历史价格情报</b><span class="dcx-pill n-intel"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M19.07 4.93A10 10 0 0 0 6.99 3.34"/><path d="M4 6h.01"/><path d="M2.29 9.62a10 10 0 1 0 19.02-1.27"/><path d="M16.24 7.76a6 6 0 1 0-8.01 8.91"/><path d="M12 18h.01"/><path d="M17.99 11.66a6 6 0 0 1-2.22 4.58"/><circle cx="12" cy="12" r="2"/><path d="m13.41 10.59 5.66-5.66"/></svg>外部情报</span></div>
<p class="dcx-line">历次报价与成交价情报</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>数据表格</b></div>
<div><i>来源</i><b>内部沉淀</b></div>
<div><i>维护</i><b>随单归档</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 7</i>
<div class="fw"><span class="fc">PN</span><span class="fc">厂牌</span><span class="fc">单价CNY</span><span class="fc">交期</span><span class="fc">MOQ</span><span class="fc">报价日期</span><span class="fc">有效期</span></div>
</div>
</div>
<div class="dcx base" id="doc-d-q05c42">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg></span><b class="dcx-nm">客户资料库</b><span class="dcx-pill n-master"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg>主数据</span></div>
<p class="dcx-line">客户等级与画像档案</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>数据表格</b></div>
<div><i>来源</i><b>内部沉淀</b></div>
<div><i>维护</i><b>随交易更新</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 7</i>
<div class="fw"><span class="fc">客户码</span><span class="fc">客户等级</span><span class="fc">画像标签</span><span class="fc">付款条款</span><span class="fc">行业属性</span><span class="fc">风险等级</span><span class="fc">年采购额</span></div>
</div>
</div>
<div class="dcx base" id="doc-d-q03245">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg></span><b class="dcx-nm">供应商渠道目录</b><span class="dcx-pill n-master"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg>主数据</span></div>
<p class="dcx-line">原厂/代理/现货渠道册</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>—</b></div>
<div><i>来源</i><b>内部沉淀</b></div>
<div><i>维护</i><b>随合作更新</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 4</i>
<div class="fw"><span class="fc">供应商</span><span class="fc">渠道类型</span><span class="fc">品牌线</span><span class="fc">联系人</span></div>
</div>
</div>
<div class="dcx base" id="doc-d-q04b95">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M9 3H5a2 2 0 0 0-2 2v4m6-6h10a2 2 0 0 1 2 2v4M9 3v18m0 0h10a2 2 0 0 0 2-2V9M9 21H5a2 2 0 0 1-2-2V9m0 0h18"/></svg></span><b class="dcx-nm">呆滞库存表</b><span class="dcx-pill n-ledger"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M9 3H5a2 2 0 0 0-2 2v4m6-6h10a2 2 0 0 1 2 2v4M9 3v18m0 0h10a2 2 0 0 0 2-2V9M9 21H5a2 2 0 0 1-2-2V9m0 0h18"/></svg>事实台账</span></div>
<p class="dcx-line">自有呆滞与现货库存</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>—</b></div>
<div><i>来源</i><b>内部系统</b></div>
<div><i>维护</i><b>实时</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 4</i>
<div class="fw"><span class="fc">PN</span><span class="fc">库存量</span><span class="fc">库龄</span><span class="fc">成本价</span></div>
</div>
</div>
<div class="dcx base" id="doc-d-guige">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg></span><b class="dcx-nm">芯片规格书</b><span class="dcx-pill n-master"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg>主数据</span></div>
<p class="dcx-line">原厂官网一手规格书</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>PDF文件</b></div>
<div><i>来源</i><b>原厂官网</b></div>
<div><i>维护</i><b>随原厂发布</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 4</i>
<div class="fw"><span class="fc">PN</span><span class="fc">关键参数</span><span class="fc">封装</span><span class="fc">版本日期</span></div>
</div>
</div>
<div class="dcx base" id="doc-d-b-pubsel">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M19.07 4.93A10 10 0 0 0 6.99 3.34"/><path d="M4 6h.01"/><path d="M2.29 9.62a10 10 0 1 0 19.02-1.27"/><path d="M16.24 7.76a6 6 0 1 0-8.01 8.91"/><path d="M12 18h.01"/><path d="M17.99 11.66a6 6 0 0 1-2.22 4.58"/><circle cx="12" cy="12" r="2"/><path d="m13.41 10.59 5.66-5.66"/></svg></span><b class="dcx-nm">公网选型库</b><span class="dcx-pill n-intel"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M19.07 4.93A10 10 0 0 0 6.99 3.34"/><path d="M4 6h.01"/><path d="M2.29 9.62a10 10 0 1 0 19.02-1.27"/><path d="M16.24 7.76a6 6 0 1 0-8.01 8.91"/><path d="M12 18h.01"/><path d="M17.99 11.66a6 6 0 0 1-2.22 4.58"/><circle cx="12" cy="12" r="2"/><path d="m13.41 10.59 5.66-5.66"/></svg>外部情报</span></div>
<p class="dcx-line">AI与聚合平台初筛线索源</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>数据表格</b></div>
<div><i>来源</i><b>外部公网</b></div>
<div><i>维护</i><b>实时</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 5</i>
<div class="fw"><span class="fc">替代关系</span><span class="fc">参数对比</span><span class="fc">规格书</span><span class="fc">生命周期</span><span class="fc">价格参考</span></div>
</div>
</div></div>
<div class="view-lbl">规则 · 约束<span class="lbl-hint">照着判的规则制度——判定表+经验在卡上</span></div>
<div class="dcx-cards rules2">
<div class="dcx rule" id="doc-d-q06133">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="m16 16 3-8 3 8c-.87.65-1.92 1-3 1s-2.13-.35-3-1Z"/><path d="m2 16 3-8 3 8c-.87.65-1.92 1-3 1s-2.13-.35-3-1Z"/><path d="M7 21h10"/><path d="M12 3v18"/><path d="M3 7h2c2 0 5-1 7-2 2 1 5 2 7 2h2"/></svg></span><b class="dcx-nm">询价受理规范</b></div>
<p class="dcx-line">受理与完整度检查规范</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>—</b></div>
<div><i>来源</i><b>内部制度</b></div>
<div><i>维护</i><b>年度评审</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 0</i>
<div class="fw none">未登记字段</div>
</div>
<div class="dmn"><table class="dmn-t"><thead><tr><th class="dmn-hit" title="命中策略:按序首条命中(自上而下第一条生效)">F</th><th class="dmn-in">受理字段完整度</th><th class="dmn-out first">处置</th></tr></thead><tbody><tr><td class="dmn-no">1</td><td>八字段齐</td><td class="dmn-then first">受理转寻源</td></tr><tr><td class="dmn-no">2</td><td>缺PN/数量/交期</td><td class="dmn-then first">退回补全</td></tr><tr><td class="dmn-no">3</td><td>缺次要字段</td><td class="dmn-then first">受理并追问</td></tr></tbody></table><div class="dmn-exp"><span class="dmn-exp-cap" title="非结构化判定:经验之谈(DMN 知识源)">经验</span><p>老客户口头急单可先受理后补单,但当天必须把字段补齐留痕;新客户一律字段齐才受理。</p></div></div>
</div>
<div class="dcx rule" id="doc-d-q06def">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="m16 16 3-8 3 8c-.87.65-1.92 1-3 1s-2.13-.35-3-1Z"/><path d="m2 16 3-8 3 8c-.87.65-1.92 1-3 1s-2.13-.35-3-1Z"/><path d="M7 21h10"/><path d="M12 3v18"/><path d="M3 7h2c2 0 5-1 7-2 2 1 5 2 7 2h2"/></svg></span><b class="dcx-nm">三分类规则P-03</b></div>
<p class="dcx-line">TypeA/B/C判别标准</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>—</b></div>
<div><i>来源</i><b>内部制度</b></div>
<div><i>维护</i><b>季度评审</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 3</i>
<div class="fw"><span class="fc">A:≤90天行情稳</span><span class="fc">B:过期/波动</span><span class="fc">C:EOL/替代</span></div>
</div>
<div class="dmn"><table class="dmn-t"><thead><tr><th class="dmn-hit" title="命中策略:唯一命中(行互斥,命中即得)">U</th><th class="dmn-in">物料状况</th><th class="dmn-out first">类别</th><th class="dmn-out">打法</th></tr></thead><tbody><tr><td class="dmn-no">1</td><td>历史价≤90天且行情稳</td><td class="dmn-then first">A</td><td class="dmn-then">直接快答</td></tr><tr><td class="dmn-no">2</td><td>无历史/过期/波动</td><td class="dmn-then first">B</td><td class="dmn-then">重估后报</td></tr><tr><td class="dmn-no">3</td><td>EOL/缺货/要替代</td><td class="dmn-then first">C</td><td class="dmn-then">转案处理</td></tr></tbody></table></div>
</div>
<div class="dcx rule" id="doc-d-q07265">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="m16 16 3-8 3 8c-.87.65-1.92 1-3 1s-2.13-.35-3-1Z"/><path d="m2 16 3-8 3 8c-.87.65-1.92 1-3 1s-2.13-.35-3-1Z"/><path d="M7 21h10"/><path d="M12 3v18"/><path d="M3 7h2c2 0 5-1 7-2 2 1 5 2 7 2h2"/></svg></span><b class="dcx-nm">利润模型P-01</b></div>
<p class="dcx-line">品牌×类型×等级×量</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>—</b></div>
<div><i>来源</i><b>内部制度</b></div>
<div><i>维护</i><b>季度调优</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 0</i>
<div class="fw none">未登记字段</div>
</div>
<div class="dmn"><table class="dmn-t"><thead><tr><th class="dmn-hit" title="命中策略:按序首条命中(自上而下第一条生效)">F</th><th class="dmn-in">客户等级</th><th class="dmn-in">物料类型</th><th class="dmn-in">数量档</th><th class="dmn-out first">目标毛利</th></tr></thead><tbody><tr><td class="dmn-no">1</td><td>战略客户</td><td>A类标准件</td><td>大批量</td><td class="dmn-then first">8%–10%</td></tr><tr><td class="dmn-no">2</td><td>普通客户</td><td>A类标准件</td><td class="dmn-any">-</td><td class="dmn-then first">12%–15%</td></tr><tr><td class="dmn-no">3</td><td class="dmn-any">-</td><td>B类波动件</td><td class="dmn-any">-</td><td class="dmn-then first">15%–20%</td></tr><tr><td class="dmn-no">4</td><td class="dmn-any">-</td><td>C类替代/EOL</td><td class="dmn-any">-</td><td class="dmn-then first">≥20%或一事一议</td></tr></tbody></table><div class="dmn-exp"><span class="dmn-exp-cap" title="非结构化判定:经验之谈(DMN 知识源)">经验</span><p>四维定档只是起点:品牌溢价高的原厂料按下限走量,冷门料按上限试探;新客户首单宁可让毛利换成交,老客户返单守住等级价不轻降;拿不准的组合报 PM 定档。</p></div></div>
</div>
<div class="dcx rule" id="doc-d-q01d67">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="m16 16 3-8 3 8c-.87.65-1.92 1-3 1s-2.13-.35-3-1Z"/><path d="m2 16 3-8 3 8c-.87.65-1.92 1-3 1s-2.13-.35-3-1Z"/><path d="M7 21h10"/><path d="M12 3v18"/><path d="M3 7h2c2 0 5-1 7-2 2 1 5 2 7 2h2"/></svg></span><b class="dcx-nm">底价门禁P-02</b></div>
<p class="dcx-line">偏离底价±20%即止</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>—</b></div>
<div><i>来源</i><b>内部制度</b></div>
<div><i>维护</i><b>年度评审</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 0</i>
<div class="fw none">未登记字段</div>
</div>
<div class="dmn"><table class="dmn-t"><thead><tr><th class="dmn-hit" title="命中策略:按序首条命中(自上而下第一条生效)">F</th><th class="dmn-in">拟报价vs底价</th><th class="dmn-out first">处置</th></tr></thead><tbody><tr><td class="dmn-no">1</td><td>≥底价</td><td class="dmn-then first">直接放行</td></tr><tr><td class="dmn-no">2</td><td>低于底价≤20%</td><td class="dmn-then first">PM附理由放行</td></tr><tr><td class="dmn-no">3</td><td>低于底价&gt;20%</td><td class="dmn-then first">拦截·BOSS拍板</td></tr></tbody></table><div class="dmn-exp"><span class="dmn-exp-cap" title="非结构化判定:经验之谈(DMN 知识源)">经验</span><p>底价超一周未更新先刷底价再判;行情剧烈波动日,低于底价的单先口头知会 PM 再走流程。</p></div></div>
</div>
<div class="dcx rule" id="doc-d-q02cd4">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="m16 16 3-8 3 8c-.87.65-1.92 1-3 1s-2.13-.35-3-1Z"/><path d="m2 16 3-8 3 8c-.87.65-1.92 1-3 1s-2.13-.35-3-1Z"/><path d="M7 21h10"/><path d="M12 3v18"/><path d="M3 7h2c2 0 5-1 7-2 2 1 5 2 7 2h2"/></svg></span><b class="dcx-nm">报价有效期P-04</b></div>
<p class="dcx-line">报价默认7日历天有效</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>—</b></div>
<div><i>来源</i><b>内部制度</b></div>
<div><i>维护</i><b>年度评审</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 0</i>
<div class="fw none">未登记字段</div>
</div>
<div class="dmn"><table class="dmn-t"><thead><tr><th class="dmn-hit" title="命中策略:按序首条命中(自上而下第一条生效)">F</th><th class="dmn-in">报价情形</th><th class="dmn-out first">有效期</th></tr></thead><tbody><tr><td class="dmn-no">1</td><td>行情波动件</td><td class="dmn-then first">3天并注明</td></tr><tr><td class="dmn-no">2</td><td>框架协议客户</td><td class="dmn-then first">按合同约定</td></tr><tr><td class="dmn-no">3</td><td class="dmn-any">-</td><td class="dmn-then first">7日历天</td></tr></tbody></table></div>
</div></div>
<div class="view-lbl b">活动 · 节点(SOP / Case)</div>
<div class="h2" id="op-p-c5ce25-A1">
<span class="h2t"><span class="n">1.1</span>统一报价-A1 · RFQ需求分析</span>
</div>
<div class="view-lbl">任务定义卡</div>
<div class="pcard">
<div class="pcard-h"><span class="t">统一报价 A1 · RFQ需求分析</span></div>
<div class="pcard-row"><div class="pk">执行</div><div class="pv">BD·商务</div></div><div class="pcard-row"><div class="pk">触发</div><div class="pv">收到客户<a class="doc-ref" href="#doc-d-3cd592">RFQ/BOM文件</a>(邮件、Excel、PDF)</div></div><div class="pcard-row"><div class="pk">目标</div><div class="pv">归一成 <a class="doc-ref" href="#doc-d-039ec6">统一受理记录</a> 并逐条打 A/B/C 标,B类出 <a class="doc-ref" href="#doc-d-rq-src">询价请求</a>、C类出 <a class="doc-ref" href="#doc-d-rq-alt">替代评估请求</a>,定 直通/寻源/选型 车道</div></div>
</div>
<div class="view-lbl">作业指导书</div>
<div class="wi">
<div class="wi-fig">
<div class="cap"><span>步骤流程 — RFQ需求分析</span><span>RFQ需求分析</span></div>
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font-size="8.6" fill="#46586A">TYPE-B</text><path d="M253.33333333333326,284 L253.33333333333326,404 L34.999999999999886,404" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="34.999999999999886,404 43.999999999999886,399.5 43.999999999999886,408.5" fill="#46586A"/><text x="263.33333333333326" y="397" text-anchor="start" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.6" fill="#46586A">TYPE-C</text><circle cx="45" cy="66" r="10" fill="#E6F1EA" stroke="#3F7A5C" stroke-width="1.8"/><rect x="85.65217391304347" y="46" width="150" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="160.65217391304347" y="70" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="11.5" font-weight="600" fill="#161B22">接收登记</text><text x="91.65217391304347" y="57" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto 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fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="653.9130434782609" y="70" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="11.5" font-weight="600" fill="#161B22">逐条解析归一</text><text x="584.9130434782609" y="57" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">S3</text><rect x="780" y="46" width="150" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="855" y="70" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="11.5" font-weight="600" fill="#161B22">查历史价</text><text x="786" y="57" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">S4</text><rect x="780" y="244" width="150" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="855" y="268" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="11.5" font-weight="600" fill="#161B22">逐条打标</text><text x="786" y="255" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">S5</text><rect x="451.66666666666663" y="244" width="150" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="526.6666666666666" y="268" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="11.5" font-weight="600" fill="#161B22">分流复核与派单</text><text x="457.66666666666663" y="255" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">S6</text><polygon points="253.33333333333326,244 273.33333333333326,264 253.33333333333326,284 233.33333333333326,264" fill="#EEF1F5" stroke="#46586A" stroke-width="1.3"/><text x="253.33333333333326" y="268" text-anchor="middle" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="12" font-weight="700" fill="#46586A">+</text><circle cx="44.999999999999886" cy="264" r="10" fill="#E6F1EA" stroke="#3F7A5C" stroke-width="2.6"/><circle cx="44.999999999999886" cy="323" r="10" fill="#E6F1EA" stroke="#3F7A5C" stroke-width="2.6"/><circle cx="44.999999999999886" cy="404" r="10" fill="#E6F1EA" stroke="#3F7A5C" stroke-width="2.6"/><text x="45" y="41" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.6" font-weight="600" fill="#3F7A5C">接流程起点</text><text x="306.7391304347826" y="106" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="9" font-weight="600" fill="#3A4452">D1 · 判断完整度</text><text x="253.33333333333326" y="234" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="9" font-weight="600" fill="#3A4452">G2 · 料号分流</text><text x="44.999999999999886" y="293" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.6" font-weight="600" fill="#2F5C45">下接 A4·成本定价</text><text x="44.999999999999886" y="352" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.6" font-weight="600" fill="#2F5C45">转 A3·渠道寻源</text><text x="44.999999999999886" y="433" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.6" font-weight="600" fill="#2F5C45">转 A2·替代选型</text></svg>
</div>
<div class="wi-body">
<p class="wi-intro"><b>谁做、何时做:</b>BD 受理&lt;15分钟、打标&lt;45分钟。真实 RFQ 五花八门(俄文BOM/内部码/字段常缺)——先归一成台账化的 <a class="doc-ref" href="#doc-d-039ec6">统一受理记录</a>,再逐条打标定车道:A 直通定价、B 出 <a class="doc-ref" href="#doc-d-rq-src">询价请求</a> 走寻源、C 出 <a class="doc-ref" href="#doc-d-rq-alt">替代评估请求</a> 走选型;打错标快单变慢单。</p>
<div class="wi-frame">● 接流程起点</div>
<ol class="wi-steps typed"><li><span class="gid">S1</span><span class="st">接收登记</span><span class="sd">从邮件/IM 收取 <a class="doc-ref" href="#doc-d-3cd592">RFQ/BOM文件</a>,在 CRM 建 <a class="doc-ref" href="#doc-d-039ec6">统一受理记录</a>(状态:已受理);输入:<a class="doc-ref" href="#doc-d-3cd592">RFQ/BOM文件</a>;完成标准:客户与来源可追溯、原件已存档。</span></li><li class="dec"><span class="gid d">D1</span><span class="st">判断完整度</span><span class="sd">依 <a class="doc-ref rule" href="#doc-d-q06133">询价受理规范</a>:PN+EAU+交期三要素齐全才放行;缺关键字段走追问补全<div class="gbr"><span class="ar">↳</span> 完整 → <b>S3</b> 逐条解析归一</div><div class="gbr"><span class="ar">↳</span> 不完整 → <b>S2</b> 追问补全信息</div></span></li><li><span class="gid">S2</span><span class="st">追问补全信息</span><span class="sd">按 <span class="doc-ref still">缺口清单</span> 向客户/BD 追问补全 PN/EAU/交期/厂牌等关键字段;补齐后进入逐条解析。</span></li><li><span class="gid">S3</span><span class="st">逐条解析归一</span><span class="sd">按 <a class="doc-ref rule" href="#doc-d-q06133">询价受理规范</a> 拆解文件,逐条抄录 PN/数量/EAU/厂牌/目标价/交期进 <a class="doc-ref" href="#doc-d-039ec6">统一受理记录</a>。</span></li><li><span class="gid">S4</span><span class="st">查历史价</span><span class="sd">逐条查 <a class="doc-ref base" href="#doc-d-qingbao">历史价格情报</a>:该PN有无 ≤90 天的报价/成交记录、行情是否平稳;输入:<a class="doc-ref" href="#doc-d-039ec6">统一受理记录</a>。</span></li><li><span class="gid">S5</span><span class="st">逐条打标</span><span class="sd">依 <a class="doc-ref rule" href="#doc-d-q06def">三分类规则P-03</a>——A:历史价≤90天且行情稳;B:无历史/过期/波动;C:EOL/缺货/要求替代。逐条写 <a class="doc-ref" href="#doc-d-07750d">料号分类表</a>,回写 <a class="doc-ref" href="#doc-d-039ec6">统一受理记录</a>(状态:打标)。</span></li><li><span class="gid">S6</span><span class="st">分流复核与派单</span><span class="sd">A类核实命中率&gt;30%且行情稳;B类逐条生成 <a class="doc-ref" href="#doc-d-rq-src">询价请求</a>(含PN/数量/交期/目标价)传 A3·渠道寻源;C类逐条生成 <a class="doc-ref" href="#doc-d-rq-alt">替代评估请求</a>(含原PN/替代要求)传 A2·替代选型;吃不准降B不许臆断A。</span></li><li class="dec"><span class="gid d">G2</span><span class="st">料号分流<span class="gw-lock">并行 + · 出口固定</span></span><span class="sd">依<a class="doc-ref rule" href="#doc-d-q06def">三分类规则P-03</a>分流:A 历史价≤90天且行情稳→直通定价;B 无历史/过期/波动→寻源;C EOL/缺货/要求替代→选型<div class="gbr"><span class="ar">↳</span> TYPE-A → <b>转 A4·成本定价</b></div><div class="gbr"><span class="ar">↳</span> TYPE-B → <b>转 A3·渠道寻源</b></div><div class="gbr"><span class="ar">↳</span> TYPE-C → <b>转 A2·替代选型</b></div></span></li></ol>
</div>
<div class="wi-foot"><span class="fl">留痕 · SLA</span>留痕:<a class="doc-ref" href="#doc-d-039ec6">统一受理记录</a>(打标)、<a class="doc-ref" href="#doc-d-07750d">料号分类表</a>、<a class="doc-ref" href="#doc-d-rq-src">询价请求</a>(B类)、<a class="doc-ref" href="#doc-d-rq-alt">替代评估请求</a>(C类);系统:CRM/多维表格;SLA:受理&lt;15min、打标&lt;45min。</div>
</div>
<div class="h2" id="op-p-c5ce25-A4">
<span class="h2t"><span class="n">1.2</span>统一报价-A4 · 成本定价</span>
</div>
<div class="view-lbl">任务定义卡</div>
<div class="pcard">
<div class="pcard-h"><span class="t">统一报价 A4 · 成本定价</span></div>
<div class="pcard-row"><div class="pk">执行</div><div class="pv">BD·商务</div></div><div class="pcard-row"><div class="pk">触发</div><div class="pv"><a class="doc-ref" href="#doc-d-q0122b">供应商底价表</a> 就绪(或 Type A 直通)</div></div><div class="pcard-row"><div class="pk">目标</div><div class="pv">逐条定价形成 <a class="doc-ref" href="#doc-d-q036fa">报价草案</a>,先过底价门禁再提审</div></div>
</div>
<div class="view-lbl">作业指导书</div>
<div class="wi">
<div class="wi-fig">
<div class="cap"><span>步骤流程 — 成本定价</span><span>成本定价</span></div>
<svg viewBox="0 0 1000 117" role="img" aria-label="成本定价步骤流程图"><path d="M55,66 L122.5,66" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="122.5,66 113.5,61.5 113.5,70.5" fill="#46586A"/><path d="M272.5,66 L385,66" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="385,66 376,61.5 376,70.5" fill="#46586A"/><path d="M535,66 L647.5,66" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="647.5,66 638.5,61.5 638.5,70.5" fill="#46586A"/><path d="M797.5,66 L910,66" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="910,66 901,61.5 901,70.5" fill="#46586A"/><circle cx="45" cy="66" r="10" fill="#E6F1EA" stroke="#3F7A5C" stroke-width="1.8"/><rect x="122.5" y="46" width="150" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="197.5" y="70" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="11.5" font-weight="600" fill="#161B22">取价基准</text><text x="128.5" y="57" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">S1</text><rect x="385" y="46" width="150" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="460" y="70" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="11.5" font-weight="600" fill="#161B22">逐条定价</text><text x="391" y="57" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">S2</text><rect x="647.5" y="46" width="150" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="722.5" y="70" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="11.5" font-weight="600" fill="#161B22">底价自检</text><text x="653.5" y="57" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">S3</text><circle cx="920" cy="66" r="10" fill="#E6F1EA" stroke="#3F7A5C" stroke-width="2.6"/><text x="45" y="41" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.6" font-weight="600" fill="#3F7A5C">上接 A3·渠道寻源</text><text x="920" y="95" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.6" font-weight="600" fill="#2F5C45">下接 A5·定价审批</text></svg>
</div>
<div class="wi-body">
<p class="wi-intro"><b>谁做、何时做:</b>BD 逐条定价:价格 = 底价 × 利润模型。提交审批前先自查底价门禁——超限的自己先调,不把问题留给 PM。</p>
<div class="wi-frame">● 上接 A3·渠道寻源</div>
<ol class="wi-steps typed"><li><span class="gid">S1</span><span class="st">取价基准</span><span class="sd">Type A 直接取 <a class="doc-ref base" href="#doc-d-qingbao">历史价格情报</a> 的近期价;B/C 取 <a class="doc-ref" href="#doc-d-q0122b">供应商底价表</a>(C 类参考 <a class="doc-ref" href="#doc-d-q020a2">替代对标表</a> 的建议方案)。</span></li><li><span class="gid">S2</span><span class="st">逐条定价</span><span class="sd">依据 <a class="doc-ref rule" href="#doc-d-q07265">利润模型P-01</a>(品牌×类型×客户等级×订单量;客户等级查 <a class="doc-ref base" href="#doc-d-q05c42">客户资料库</a>)算目标价,逐条写入 <a class="doc-ref" href="#doc-d-q036fa">报价草案</a>(拟报单价/毛利率/偏离度)。</span></li><li><span class="gid">S3</span><span class="st">底价自检</span><span class="sd">依据 <a class="doc-ref rule" href="#doc-d-q01d67">底价门禁P-02</a>:偏离底价 ≤±20% 才提交;超限条目回调或注明理由;完成标准:<a class="doc-ref" href="#doc-d-q036fa">报价草案</a> 全条目带偏离度。</span></li></ol>
<div class="wi-frame">◎ 下接 A5·定价审批</div>
</div>
<div class="wi-foot"><span class="fl">留痕 · SLA</span>留痕:<a class="doc-ref" href="#doc-d-q036fa">报价草案</a>;系统:多维表格;SLA &lt;2h,底价校验通过目标 &gt;85%。</div>
</div>
<div class="h2" id="op-p-c5ce25-A5">
<span class="h2t"><span class="n">1.3</span>统一报价-A5 · 定价审批</span>
</div>
<div class="view-lbl">任务定义卡</div>
<div class="pcard">
<div class="pcard-h"><span class="t">统一报价 A5 · 定价审批</span></div>
<div class="pcard-row"><div class="pk">执行</div><div class="pv">PM·项目经理</div></div><div class="pcard-row"><div class="pk">触发</div><div class="pv"><a class="doc-ref" href="#doc-d-q036fa">报价草案</a> 提交审批</div></div><div class="pcard-row"><div class="pk">目标</div><div class="pv">定价策略拍板 + 终审放行,守住盈利底线</div></div>
</div>
<div class="view-lbl">作业指导书</div>
<div class="wi">
<div class="wi-fig">
<div class="cap"><span>步骤流程 — 定价审批</span><span>定价审批</span></div>
<svg viewBox="0 0 1000 176" role="img" aria-label="定价审批步骤流程图"><path d="M55,66 L140.83333333333331,66" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="140.83333333333331,66 131.83333333333331,61.5 131.83333333333331,70.5" fill="#46586A"/><path d="M290.8333333333333,66 L433.88888888888886,66" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="433.88888888888886,66 424.88888888888886,61.5 424.88888888888886,70.5" fill="#46586A"/><path d="M583.8888888888889,66 L726.9444444444445,66" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="726.9444444444445,66 717.9444444444445,61.5 717.9444444444445,70.5" fill="#46586A"/><path d="M766.9444444444445,66 L910,66" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="910,66 901,61.5 901,70.5" fill="#46586A"/><text x="838.4722222222222" y="59" text-anchor="middle" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.6" fill="#46586A">通过</text><path d="M746.9444444444445,86 L746.9444444444445,125 L910,125" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="910,125 901,120.5 901,129.5" fill="#46586A"/><text x="756.9444444444445" y="118" text-anchor="start" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.6" fill="#46586A">不通过</text><circle cx="45" cy="66" r="10" fill="#E6F1EA" stroke="#3F7A5C" stroke-width="1.8"/><rect x="140.83333333333331" y="46" width="150" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="215.83333333333331" y="70" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="11.5" font-weight="600" fill="#161B22">策略决策</text><text x="146.83333333333331" y="57" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">S1</text><rect x="433.88888888888886" y="46" width="150" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="508.88888888888886" y="70" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="11.5" font-weight="600" fill="#161B22">终审放行</text><text x="439.88888888888886" y="57" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">S2</text><polygon points="746.9444444444445,46 766.9444444444445,66 746.9444444444445,86 726.9444444444445,66" fill="#EEF1F5" stroke="#46586A" stroke-width="1.3"/><text x="746.9444444444445" y="70" text-anchor="middle" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="12" font-weight="700" fill="#46586A">×</text><circle cx="920" cy="66" r="10" fill="#E6F1EA" stroke="#3F7A5C" stroke-width="2.6"/><circle cx="920" cy="125" r="10" fill="#F6E7E6" stroke="#B0413E" stroke-width="2.4"/><text x="45" y="41" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.6" font-weight="600" fill="#3F7A5C">上接 A4·成本定价</text><text x="746.9444444444445" y="36" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="9" font-weight="600" fill="#3A4452">G3 · 审批结果</text><text x="920" y="95" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.6" font-weight="600" fill="#2F5C45">下接 A6·报价议价</text><text x="920" y="154" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.6" font-weight="600" fill="#8F3330">退回调整→A4</text></svg>
</div>
<div class="wi-body">
<p class="wi-intro"><b>谁做、何时做:</b>PM 每单投入不超过 30 分钟:先定策略(S3),再终审(S5)。策略 C(战略性抢单)必须写明前提与止损线,不留口头约定。</p>
<div class="wi-frame">● 上接 A4·成本定价</div>
<ol class="wi-steps typed"><li><span class="gid">S1</span><span class="st">策略决策</span><span class="sd">依据 <a class="doc-ref rule" href="#doc-d-q07265">利润模型P-01</a> 选定价策略:A 标准毛利 / B 竞争性 / C 战略性——选 C 必须在 <a class="doc-ref" href="#doc-d-q036fa">报价草案</a> 注明前提与止损线。</span></li><li><span class="gid">S2</span><span class="st">终审放行</span><span class="sd">核 <a class="doc-ref" href="#doc-d-q036fa">报价草案</a> 的偏离度与大额条目:批准→<a class="doc-ref" href="#doc-d-q036fa">报价草案</a>(已批准);驳回→退回 A4 调整并注明原因(G3 底价门禁命中即止)。</span></li><li class="dec"><span class="gid d">G3</span><span class="st">审批结果<span class="gw-lock">判断 × · 出口固定</span></span><span class="sd">报价偏离底价≤±20%?(<a class="doc-ref rule" href="#doc-d-q01d67">底价门禁P-02</a>)通过→A6报价议价;超限退回A5调整,命中即止(底价校验通过&gt;85%,审批通过&gt;90%)<div class="gbr"><span class="ar">↳</span> 通过 → <b>转 A6·报价议价</b></div><div class="gbr"><span class="ar">↳</span> 不通过 → <b class="bad">退回调整→A4</b></div></span></li></ol>
</div>
<div class="wi-foot"><span class="fl">留痕 · SLA</span>留痕:<a class="doc-ref" href="#doc-d-q036fa">报价草案</a>(已批准,含策略与批注);SLA 每单&lt;30min,审批通过目标 &gt;90%。</div>
</div>
<div class="h2" id="op-p-c5ce25-A6">
<span class="h2t"><span class="n">1.4</span>统一报价-A6 · 报价议价</span>
</div>
<div class="view-lbl">任务定义卡</div>
<div class="pcard">
<div class="pcard-h"><span class="t">统一报价 A6 · 报价议价</span></div>
<div class="pcard-row"><div class="pk">执行</div><div class="pv">BD·商务</div></div><div class="pcard-row"><div class="pk">触发</div><div class="pv"><a class="doc-ref" href="#doc-d-q036fa">报价草案</a>(已批准)</div></div><div class="pcard-row"><div class="pk">目标</div><div class="pv">发出 <a class="doc-ref" href="#doc-d-baojia">正式报价单</a>,同步留档并建立跟进</div></div>
</div>
<div class="view-lbl">作业指导书</div>
<div class="wi">
<div class="wi-fig">
<div class="cap"><span>步骤流程 — 报价议价</span><span>报价议价</span></div>
<svg viewBox="0 0 1000 210" role="img" aria-label="报价议价步骤流程图"><path d="M55,100 L102.6086956521739,100" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="102.6086956521739,100 93.6086956521739,95.5 93.6086956521739,104.5" fill="#46586A"/><path d="M252.6086956521739,100 L331.95652173913044,100" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="331.95652173913044,100 322.95652173913044,95.5 322.95652173913044,104.5" fill="#46586A"/><path d="M481.95652173913044,100 L561.304347826087,100" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="561.304347826087,100 552.304347826087,95.5 552.304347826087,104.5" fill="#46586A"/><path d="M711.304347826087,100 L790.6521739130435,100" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="790.6521739130435,100 781.6521739130435,95.5 781.6521739130435,104.5" fill="#46586A"/><path d="M830.6521739130435,100 L910,100" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="910,100 901,95.5 901,104.5" fill="#46586A"/><text x="870.3260869565217" y="93" text-anchor="middle" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.6" fill="#46586A">成交</text><path d="M810.6521739130435,120 L810.6521739130435,159 L910,159" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="910,159 901,154.5 901,163.5" fill="#46586A"/><text x="820.6521739130435" y="152" text-anchor="start" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.6" fill="#46586A">有异议</text><path d="M810.6521739130435,80 L810.6521739130435,41 L910,41" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="910,41 901,36.5 901,45.5" fill="#46586A"/><text x="820.6521739130435" y="34" text-anchor="start" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.6" fill="#46586A">拒绝/超时</text><circle cx="45" cy="100" r="10" fill="#E6F1EA" stroke="#3F7A5C" stroke-width="1.8"/><rect x="102.6086956521739" y="80" width="150" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="177.6086956521739" y="104" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="11.5" font-weight="600" fill="#161B22">生成发出</text><text x="108.6086956521739" y="91" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">S1</text><rect x="331.95652173913044" y="80" width="150" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="406.95652173913044" y="104" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="11.5" font-weight="600" fill="#161B22">CRM留档</text><text x="337.95652173913044" y="91" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">S2</text><rect x="561.304347826087" y="80" width="150" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="636.304347826087" y="104" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="11.5" font-weight="600" fill="#161B22">建立跟进</text><text x="567.304347826087" y="91" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">S3</text><polygon points="810.6521739130435,80 830.6521739130435,100 810.6521739130435,120 790.6521739130435,100" fill="#EEF1F5" stroke="#46586A" stroke-width="1.3"/><text x="810.6521739130435" y="104" text-anchor="middle" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="12" font-weight="700" fill="#46586A">×</text><circle cx="920" cy="100" r="10" fill="#E6F1EA" stroke="#3F7A5C" stroke-width="2.6"/><circle cx="920" cy="159" r="10" fill="#F6E7E6" stroke="#B0413E" stroke-width="2.4"/><circle cx="920" cy="41" r="10" fill="#E6F1EA" stroke="#3F7A5C" stroke-width="2.6"/><text x="45" y="75" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.6" font-weight="600" fill="#3F7A5C">上接 A5·定价审批</text><text x="784.6521739130435" y="72" text-anchor="end" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="9" font-weight="600" fill="#3A4452">G4 · 议价结果</text><text x="920" y="129" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.6" font-weight="600" fill="#2F5C45">转订单履约</text><text x="920" y="188" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.6" font-weight="600" fill="#8F3330">返回调整→A4</text><text x="920" y="70" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.6" font-weight="600" fill="#2F5C45">转 A7·情报归档</text></svg>
</div>
<div class="wi-body">
<p class="wi-intro"><b>谁做、何时做:</b>BD 在审批通过后 15 分钟内发出报价并留档。发出的同时必须建立 D+3/D+7 跟进——没有跟进的报价等于没报。</p>
<div class="wi-frame">● 上接 A5·定价审批</div>
<ol class="wi-steps typed"><li><span class="gid">S1</span><span class="st">生成发出</span><span class="sd">把 <a class="doc-ref" href="#doc-d-q036fa">报价草案</a>(已批准) 排版为 <a class="doc-ref" href="#doc-d-baojia">正式报价单</a>(PDF·中英双语:单价CNY/交期/SPQ/MOQ/贸易条款);依据 <a class="doc-ref rule" href="#doc-d-q02cd4">报价有效期P-04</a> 注明 7 日历天有效。</span></li><li><span class="gid">S2</span><span class="st">CRM留档</span><span class="sd">逐条录入 CRM,回写 <a class="doc-ref base" href="#doc-d-qingbao">历史价格情报</a>(报价日期/单价/交期/MOQ/备注)——这是下次 Type A 直通的资本。</span></li><li><span class="gid">S3</span><span class="st">建立跟进</span><span class="sd">设 <a class="doc-ref" href="#doc-d-e39664">D+3/D+7跟进提醒</a>;客户议价在授权范围内回旋,超出授权回 A5 重批,不私自破线。</span></li><li class="dec"><span class="gid d">G4</span><span class="st">议价结果<span class="gw-lock">判断 × · 出口固定</span></span><span class="sd">客户是否接受报价?成交→转订单履约(ORM);拒绝/无回复→情报库归档闭环(D+3/D+7跟进,落地率目标&gt;25%,7天闭环)<div class="gbr"><span class="ar">↳</span> 成交 → <b>转订单履约</b></div><div class="gbr"><span class="ar">↳</span> 有异议 → <b class="bad">返回调整→A4</b></div><div class="gbr"><span class="ar">↳</span> 拒绝/超时 → <b>转 A7·情报归档</b></div></span></li></ol>
</div>
<div class="wi-foot"><span class="fl">留痕 · SLA</span>留痕:<a class="doc-ref" href="#doc-d-baojia">正式报价单</a>、<a class="doc-ref base" href="#doc-d-qingbao">历史价格情报</a>(记录)、<a class="doc-ref" href="#doc-d-e39664">D+3/D+7跟进提醒</a>;系统:CRM;SLA &lt;15min。</div>
</div>
<div class="h2" id="op-p-c5ce25-A3">
<span class="h2t"><span class="n">1.5</span>统一报价-A3 · 渠道寻源<span class="case-tag">CASE</span></span>
</div>
<div class="view-lbl">案例 · 定义卡</div>
<div class="pcard">
<div class="pcard-h"><span class="t">统一报价 A3 · 渠道寻源</span></div>
<div class="pcard-row"><div class="pk">执行</div><div class="pv">PRM·采购</div></div><div class="pcard-row"><div class="pk">触发</div><div class="pv">PM提交询价需求(BOM早期/后期/现货/样品),需执行供应商询价</div></div><div class="pcard-row"><div class="pk">输入</div><div class="pv"><a class="doc-ref" href="#doc-d-rq-src">询价请求</a></div></div><div class="pcard-row"><div class="pk">输出</div><div class="pv"><a class="doc-ref" href="#doc-d-1f60bd">寻源比价表</a>、<a class="doc-ref" href="#doc-d-baojia">正式报价单</a></div></div>
</div>
<div class="view-lbl">案例图 · 结构(CMMN)</div>
<div class="cmx">
<div class="cmx-tab">CASE PLAN · 渠道寻源</div>
<div class="cmx-frame">● 上接 A1·RFQ需求分析(TYPE-B 进入) ─→ ◎ 办结转 A4·成本定价</div>
<svg viewBox="0 0 960 898" xmlns="http://www.w3.org/2000/svg" role="img"><g><title>齐了即收(AutoComplete):必做项完成且无进行中项即结案</title><rect x="473" y="885" width="14" height="12" rx="2" fill="#ffffff" stroke="#46586a" stroke-width="1.2"/><rect x="476.5" y="888.2" width="7" height="5.6" fill="#46586a"/></g><g><title>寻源比价表</title><rect x="4" y="20" width="232.75" height="30" rx="7" fill="#FBF5E7" stroke="#E6D4A6" stroke-width="1.1"/><path d="M 14.5 28 h 5.6 l 3.2 3.2 v 10.8 h -8.8 Z" fill="none" stroke="#8A5F1C" stroke-width="1.1"/><path d="M 20.1 28 v 3.2 h 3.2" fill="none" stroke="#8A5F1C" stroke-width="1.1"/></g><text x="30.0" y="38.8" font-size="10.5" fill="#8A5F1C" font-weight="600">寻源比价表</text><g><title>供应商回价单</title><rect x="243.75" y="20" width="232.75" height="30" rx="7" fill="#FBF5E7" stroke="#E6D4A6" stroke-width="1.1"/><path d="M 254.25 28 h 5.6 l 3.2 3.2 v 10.8 h -8.8 Z" fill="none" stroke="#8A5F1C" stroke-width="1.1"/><path d="M 259.85 28 v 3.2 h 3.2" fill="none" stroke="#8A5F1C" 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303.6666666666667 461 H 15 L 4 450 V 73 Z" fill="#ffffff" stroke="#4E7DAF" stroke-width="1.4"></path></g><text x="20.0" y="86.0" font-size="10" fill="#2F5C45" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace">S1</text><text x="44.0" y="86.5" font-size="13" fill="#2c4056" font-weight="600">接需核史</text><text x="20.0" y="101.0" font-size="9.5" fill="#46586a">◇何时进入 收到询价请求 ◆何时算完 历史核价完成,采用策…</text><path d="M 4 90 L 10 96 L 4 102 L -2 96 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 何时进入:收到询价请求</title></path><path d="M 314.6666666666667 90 L 320.6666666666667 96 L 314.6666666666667 102 L 308.6666666666667 96 Z" fill="#46586a" stroke="#46586a" stroke-width="1.3"><title>◆ 何时算完:历史核价完成,采用策略已定</title></path><g><rect x="20" y="111" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>怎么办:系统带出在供供应商及历史报价,逐PN核对有效期与历次价格。未达3次询价但有效期已过的,标记须重询。</title></rect></g><rect x="29" y="120" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="37" cy="125.6" r="2.2"/><path d="M 32.8 132.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="260.6666666666667" y="120.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="275.7" y="131.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="51.0" y="132.0" font-size="11.5" fill="#2c4056" font-weight="600">查历史报价</text><text x="30.0" y="151.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">!必做</text><g><rect x="20" y="184" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>怎么办:BOM早期:有效期内直采;过期浮动≤10%直采、10-20%取均價、&gt;20%重询。BOM后期:历史最低(≥3次)直采,否则降20%谈。现货/样品:一律重询。</title></rect></g><rect x="29" y="193" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><rect x="32" y="197" width="10" height="8" rx="1"/><line x1="32" y1="199.6" x2="42" y2="199.6"/><line x1="37" y1="199.6" x2="37" y2="205"/></g><g><title>决策任务(Decision Task)</title><rect x="241.66666666666669" y="193.5" width="49" height="15" rx="4" fill="#E8F0EA"/><text x="266.2" y="204.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">拍板决策</text></g><text x="51.0" y="205.0" font-size="11.5" fill="#2c4056" font-weight="600">判定采用策略</text><text x="30.0" y="224.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">!必做</text><g><rect x="20" y="259" width="278.6666666666667" height="20" rx="10" fill="#F4F8F5" stroke="#2F5C45" stroke-width="1.3"/></g><path d="M 21 263 L 27 269 L 21 275 L 15 269 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 达成标志:每PN明确直采或须询价</title></path><text x="36.0" y="273.0" font-size="10.5" fill="#2F5C45" font-weight="700">策略已定</text><text x="36.0" y="292.0" font-size="9.5" fill="#8593a5">达成:每PN明确直采或须询价</text><g><path d="M 335.6666666666667 62 H 624.3333333333334 L 635.3333333333334 73 V 450 L 624.3333333333334 461 H 335.6666666666667 L 324.6666666666667 450 V 73 Z" fill="#ffffff" stroke="#4E7DAF" stroke-width="1.4"></path></g><text x="340.7" y="86.0" font-size="10" fill="#2F5C45" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace">S2</text><text x="364.7" y="86.5" font-size="13" fill="#2c4056" font-weight="600">选渠定策</text><text x="340.7" y="101.0" font-size="10.5" fill="#46586a">◇何时进入 须执行新询价 ◆何时算完 每料圈定渠道</text><path d="M 324.6666666666667 90 L 330.6666666666667 96 L 324.6666666666667 102 L 318.6666666666667 96 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 何时进入:须执行新询价</title></path><path d="M 635.3333333333334 90 L 641.3333333333334 96 L 635.3333333333334 102 L 629.3333333333334 96 Z" fill="#46586a" stroke="#46586a" stroke-width="1.3"><title>◆ 何时算完:每料圈定渠道</title></path><g><title>⊞ 规划表:本阶段含「看情况」裁量项</title><rect x="603.3333333333334" y="71" width="16" height="12" rx="2" fill="#ffffff" stroke="#8593a5" stroke-width="1.1"/><line x1="603.3333333333334" y1="75" x2="619.3333333333334" y2="75" stroke="#8593a5" stroke-width="1.1"/><line x1="611.3333333333334" y1="75" x2="611.3333333333334" y2="83" stroke="#8593a5" stroke-width="1.1"/></g><g><rect x="340.6666666666667" y="111" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>怎么办:BOM早期/样品:系统带出即可圈入,可放宽。BOM后期:主→备选→贸易商顺序圈2~3家,贸易商尽量不用。现货:仅选有库存/实拍的供应商,无库存转单商不可选。</title></rect></g><rect x="349.6666666666667" y="120" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="357.6666666666667" cy="125.6" r="2.2"/><path d="M 353.4666666666667 132.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="581.3333333333334" y="120.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="596.3" y="131.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="371.7" y="132.0" font-size="11.5" fill="#2c4056" font-weight="600">按场景圈渠道</text><text x="350.7" y="151.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">!必做</text><g><rect x="340.6666666666667" y="184" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3" stroke-dasharray="5 3"><title>怎么办:核实授权代理资质与授权期限;贸易商核查货源链可靠性。</title></rect></g><rect x="349.6666666666667" y="193" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="357.6666666666667" cy="198.6" r="2.2"/><path d="M 353.4666666666667 205.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="581.3333333333334" y="193.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="596.3" y="204.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="371.7" y="205.0" font-size="11.5" fill="#46586a" font-weight="600">渠道资质核实</text><text x="350.7" y="224.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">看情况</text><path d="M 340.6666666666667 211 L 346.6666666666667 217 L 340.6666666666667 223 L 334.6666666666667 217 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 何时能做:BOM后期场景</title></path><text x="350.7" y="240.0" font-size="9.5" fill="#8593a5">◇ BOM后期场景</text><g><rect x="340.6666666666667" y="259" width="278.6666666666667" height="20" rx="10" fill="#F4F8F5" stroke="#2F5C45" stroke-width="1.3"/></g><path d="M 341.6666666666667 263 L 347.6666666666667 269 L 341.6666666666667 275 L 335.6666666666667 269 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 达成标志:每料有2~3家渠道清单</title></path><text x="356.7" y="273.0" font-size="10.5" fill="#2F5C45" font-weight="700">渠道圈定</text><text x="356.7" y="292.0" font-size="9.5" fill="#8593a5">达成:每料有2~3家渠道清单</text><g><path d="M 656.3333333333334 62 H 945 L 956 73 V 450 L 945 461 H 656.3333333333334 L 645.3333333333334 450 V 73 Z" fill="#ffffff" stroke="#4E7DAF" stroke-width="1.4"></path></g><text x="661.3" y="86.0" font-size="10" fill="#2F5C45" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace">S3</text><text x="685.3" y="86.5" font-size="13" fill="#2c4056" font-weight="600">发询比价</text><text x="661.3" y="101.0" font-size="10" fill="#46586a">◇何时进入 渠道已圈定 ◆何时算完 有效报价确认或时限到</text><path d="M 645.3333333333334 90 L 651.3333333333334 96 L 645.3333333333334 102 L 639.3333333333334 96 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 何时进入:渠道已圈定</title></path><path d="M 956 90 L 962 96 L 956 102 L 950 96 Z" fill="#46586a" stroke="#46586a" stroke-width="1.3"><title>◆ 何时算完:有效报价确认或时限到</title></path><g><title>⊞ 规划表:本阶段含「看情况」裁量项</title><rect x="924" y="71" width="16" height="12" rx="2" fill="#ffffff" stroke="#8593a5" stroke-width="1.1"/><line x1="924" y1="75" x2="940" y2="75" stroke="#8593a5" stroke-width="1.1"/><line x1="932" y1="75" x2="932" y2="83" stroke="#8593a5" stroke-width="1.1"/></g><g><title>齐了即收(阶段级 AutoComplete):必做项齐即收束本阶段</title><rect x="793.6666666666667" y="455" width="14" height="12" rx="2" fill="#ffffff" stroke="#46586a" stroke-width="1.2"/><rect x="797.1666666666667" y="458.2" width="7" height="5.6" fill="#46586a"/></g><g><rect x="661.3333333333334" y="111" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>怎么办:同一料所有渠道一次发齐;PN/数量/目标价/回价时限写死在询价里。BOM后期默认两轮,首轮后内部review再发次轮。</title></rect></g><rect x="670.3333333333334" y="120" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="678.3333333333334" cy="125.6" r="2.2"/><path d="M 674.1333333333333 132.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="902" y="120.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="917.0" y="131.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="692.3" y="132.0" font-size="11.5" fill="#2c4056" font-weight="600">批量发询</text><text x="671.3" y="151.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">!必做 · #可反复</text><g><rect x="661.3333333333334" y="184" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>怎么办:供应商回价单逐单登记:价格/MOQ/交期/有效期/批次DC/成色/渠道等级,一一对应不可缺项。</title></rect></g><rect x="670.3333333333334" y="193" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="678.3333333333334" cy="198.6" r="2.2"/><path d="M 674.1333333333333 205.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="902" y="193.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="917.0" y="204.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="692.3" y="205.0" font-size="11.5" fill="#2c4056" font-weight="600">登记回价</text><text x="671.3" y="224.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">!必做 · #可反复</text><path d="M 661.3333333333334 211 L 667.3333333333334 217 L 661.3333333333334 223 L 655.3333333333334 217 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 何时能做:收到回价</title></path><text x="671.3" y="240.0" font-size="9.5" fill="#8593a5">◇ 收到回价</text><g><rect x="661.3333333333334" y="257" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>怎么办:BOM早期:首个报价即用,品牌价差≤20%正常。BOM后期:按历史最低降20%谈,两轮review。现货:低于线上商城+比区域市场+比订货价(&gt;20%可接受)。样品:低于线上商城即用,库内不足线上补。</title></rect></g><rect x="670.3333333333334" y="266" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="678.3333333333334" cy="271.6" r="2.2"/><path d="M 674.1333333333333 278.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="902" y="266.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="917.0" y="277.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="692.3" y="278.0" font-size="11.5" fill="#2c4056" font-weight="600">价格验证</text><text x="671.3" y="297.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">!必做 · #可反复</text><path d="M 661.3333333333334 284 L 667.3333333333334 290 L 661.3333333333334 296 L 655.3333333333334 290 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 何时能做:回价入册后</title></path><text x="671.3" y="313.0" font-size="9.5" fill="#8593a5">◇ 回价入册后</text><g><rect x="661.3333333333334" y="330" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3" stroke-dasharray="5 3"><title>怎么办:电话催回未应答渠道;不实回价或远低行情则换渠道补询,每轮记录追价次数与结果。</title></rect></g><rect x="670.3333333333334" y="339" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="678.3333333333334" cy="344.6" r="2.2"/><path d="M 674.1333333333333 351.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="902" y="339.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="917.0" y="350.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="692.3" y="351.0" font-size="11.5" fill="#46586a" font-weight="600">追价补询</text><text x="671.3" y="370.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">#可反复 · 看情况</text><path d="M 661.3333333333334 357 L 667.3333333333334 363 L 661.3333333333334 369 L 655.3333333333334 363 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 何时能做:回价异常或截止未应答</title></path><text x="671.3" y="386.0" font-size="9.5" fill="#8593a5">◇ 回价异常或截止未应答</text><g><rect x="661.3333333333334" y="405" width="278.6666666666667" height="20" rx="10" fill="#F4F8F5" stroke="#2F5C45" stroke-width="1.3"/></g><path d="M 662.3333333333334 409 L 668.3333333333334 415 L 662.3333333333334 421 L 656.3333333333334 415 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 达成标志:每料有有效报价或明确无货</title></path><text x="677.3" y="419.0" font-size="10.5" fill="#2F5C45" font-weight="700">报价确认</text><text x="677.3" y="438.0" font-size="9.5" fill="#8593a5">达成:每料有有效报价或明确无货</text><g><path d="M 15 471 H 303.6666666666667 L 314.6666666666667 482 V 713 L 303.6666666666667 724 H 15 L 4 713 V 482 Z" fill="#ffffff" stroke="#4E7DAF" stroke-width="1.4"></path></g><text x="20.0" y="495.0" font-size="10" fill="#2F5C45" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace">S4</text><text x="44.0" y="495.5" font-size="13" fill="#2c4056" font-weight="600">反馈交付</text><text x="20.0" y="510.0" font-size="9.5" fill="#46586a">◇何时进入 报价已就绪(历史直采或新询完成) ◆何时算完 …</text><path d="M 4 499 L 10 505 L 4 511 L -2 505 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 何时进入:报价已就绪(历史直采或新询完成)</title></path><path d="M 314.6666666666667 499 L 320.6666666666667 505 L 314.6666666666667 511 L 308.6666666666667 505 Z" fill="#46586a" stroke="#46586a" stroke-width="1.3"><title>◆ 何时算完:寻源比价表交付PM</title></path><g><title>⊞ 规划表:本阶段含「看情况」裁量项</title><rect x="282.6666666666667" y="480" width="16" height="12" rx="2" fill="#ffffff" stroke="#8593a5" stroke-width="1.1"/><line x1="282.6666666666667" y1="484" x2="298.6666666666667" y2="484" stroke="#8593a5" stroke-width="1.1"/><line x1="290.6666666666667" y1="484" x2="290.6666666666667" y2="492" stroke="#8593a5" stroke-width="1.1"/></g><g><rect x="20" y="520" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>怎么办:将确认报价/LT/SPQ/价格有效期等逐项填入寻源比价表,供PM直接查阅。</title></rect></g><rect x="29" y="529" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="37" cy="534.6" r="2.2"/><path d="M 32.8 541.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="260.6666666666667" y="529.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="275.7" y="540.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="51.0" y="541.0" font-size="11.5" fill="#2c4056" font-weight="600">填寻源比价表</text><text x="30.0" y="560.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">!必做</text><g><rect x="20" y="593" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3" stroke-dasharray="5 3"><title>怎么办:PM向客户反馈→确认下单出具正式报价单→填入采购申请表。采购接申请后向供应商下单,填写下单价格/交期/物流单号,跟踪到货。</title></rect></g><rect x="29" y="602" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="37" cy="607.6" r="2.2"/><path d="M 32.8 614.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="260.6666666666667" y="602.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="275.7" y="613.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="51.0" y="614.0" font-size="11.5" fill="#46586a" font-weight="600">下单与跟踪</text><text x="30.0" y="633.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">看情况</text><path d="M 20 620 L 26 626 L 20 632 L 14 626 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 何时能做:现货或样品场景且PM确认下单</title></path><text x="30.0" y="649.0" font-size="9.5" fill="#8593a5">◇ 现货或样品场景且PM确认下单</text><g><rect x="20" y="668" width="278.6666666666667" height="20" rx="10" fill="#F4F8F5" stroke="#2F5C45" stroke-width="1.3"/></g><path d="M 21 672 L 27 678 L 21 684 L 15 678 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 达成标志:寻源比价表已提交,现货/样品下单已启动</title></path><text x="36.0" y="682.0" font-size="10.5" fill="#2F5C45" font-weight="700">交付完成</text><text x="36.0" y="701.0" font-size="9.5" fill="#8593a5">达成:寻源比价表已提交,现货/样品下单已启动</text><g><rect x="4" y="752" width="952" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>怎么办:回价与成交沉淀历史价格情报;渠道表现与配合度回写供应商渠道目录与供应商档案库;新渠道收编。</title></rect></g><rect x="13" y="761" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="21" cy="766.6" r="2.2"/><path d="M 16.8 773.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="918" y="761.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="933.0" y="772.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="35.0" y="773.0" font-size="11.5" fill="#2c4056" font-weight="600">知识入库</text><text x="14.0" y="792.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">!必做</text><path d="M 4 779 L 10 785 L 4 791 L -2 785 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 何时能做:寻源比价表已交付</title></path><text x="14.0" y="808.0" font-size="9.5" fill="#8593a5">◇ 寻源比价表已交付</text><g><title>时限预警:按场景时限过半提醒:BOM早期/现货1~4日、样品1~3日、BOM后期3~9日。急料电话催办。</title><circle cx="23" cy="865" r="14" fill="#ffffff" stroke="#46586a" stroke-width="1.3"/><circle cx="23" cy="865" r="10.5" fill="none" stroke="#46586a" stroke-width="1.1"/><line x1="23" y1="865" x2="23" y2="859" stroke="#46586a" stroke-width="1.2" stroke-linecap="round"/><line x1="23" y1="865" x2="27.5" y2="866.8" stroke="#46586a" stroke-width="1.2" stroke-linecap="round"/></g><text x="45.0" y="861.0" font-size="11" fill="#2c4056" font-weight="600">⏱ 时限预警</text><text x="45.0" y="875.0" font-size="9.5" fill="#8593a5">按场景时限过半提醒:BOM早期/现货1~4日、样品1~3日、BOM后期3~9日。急料电话催办。</text><g><title>回价到期:回价临过期提醒复核确认,过期触发重询。</title><circle cx="502.5" cy="865" r="14" fill="#ffffff" stroke="#46586a" stroke-width="1.3"/><circle cx="502.5" cy="865" r="10.5" fill="none" stroke="#46586a" stroke-width="1.1"/><line x1="502.5" y1="865" x2="502.5" y2="859" stroke="#46586a" stroke-width="1.2" stroke-linecap="round"/><line x1="502.5" y1="865" x2="507" y2="866.8" stroke="#46586a" stroke-width="1.2" stroke-linecap="round"/></g><text x="524.5" y="861.0" font-size="11" fill="#2c4056" font-weight="600">⏱ 回价到期</text><text x="524.5" y="875.0" font-size="9.5" fill="#8593a5">回价临过期提醒复核确认,过期触发重询。</text><text x="5.0" y="15.0" font-size="9.5" fill="#8593a5" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.06em">要留的材料(CASEFILE)</text><text x="5.0" y="747.0" font-size="9.5" fill="#8593a5" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.06em">全程随时可做(不属于任何阶段)</text><text x="5.0" y="841.0" font-size="9.5" fill="#8593a5" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.06em">要盯的事(EVENT LISTENER)</text></svg><div class="cmx-legend">记号:图标井=任务四型(人工/按流程办/另立一案/拍板决策) · !必做 · #可反复 · ▶需拍板 · 虚线=看情况 · ◇何时能做/进入 · ◆何时算完 · ▣齐了即收 · ⊞含裁量项 · ⏱定时监听 · ✋人为触发</div>
<div class="cmx-brand">CMMN · CASE MANAGEMENT MODEL AND NOTATION</div>
</div>
<div class="view-lbl">案例说明书</div>
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<div class="wi-body">
<p class="wi-intro"><b>§0 开案:</b>本案例覆盖四种询价场景——BOM早期、BOM后期、现货询价、样品询价。场景不同,供应商选择尺度与价格验证规则各异,但都遵循同一主线:PM提交<a class="doc-ref" href="#doc-d-rq-src">询价请求</a>→查历史报价判定可否直采→(须询价时)按场景圈渠道→发询验证→填入<a class="doc-ref" href="#doc-d-1f60bd">寻源比价表</a>反馈。BOM早期/样品渠道可放宽、价格验证宽松;BOM后期必须靠谱渠道、两轮谈价、按历史最低降20%谈;现货仅选库存实拍供应商、多重价格校验。</p>
<ol class="wi-steps typed"><li><span class="gid">S1</span><span class="st">接需核史</span><span class="sd">PM在需求库填写项目/PN/数量/场景类型/紧急度后,触发询价任务给采购。系统自动带出在供供应商与历史报价。先核历史:按场景规则逐PN判定是否可直接采用——可直接采用则跳过询价、直接进入反馈交付;须新询价则进入选渠阶段。<div class="gbr"><span class="ar">↳</span> 查历史报价:系统带出在供供应商及历史报价,逐PN核对有效期与历次价格。未达3次询价但有效期已过的,标记须重询。</div><div class="gbr"><span class="ar">↳</span> 判定采用策略:BOM早期:有效期内直采;过期浮动≤10%直采、10-20%取均價、&gt;20%重询。BOM后期:历史最低(≥3次)直采,否则降20%谈。现货/样品:一律重询。</div></span></li><li><span class="gid">S2</span><span class="st">选渠定策</span><span class="sd">须新询价的料号,按场景确定渠道策略。BOM早期/样品:渠道可放宽,系统带出的供应商直接圈入。BOM后期:必须靠谱——按主供应商→备选供应商→贸易商顺序,圈2~3家,贸易商尽量不采用。现货:仅选有库存且可提供仓库实拍的供应商,不可选无库存转单商。<div class="gbr"><span class="ar">↳</span> 按场景圈渠道:BOM早期/样品:系统带出即可圈入,可放宽。BOM后期:主→备选→贸易商顺序圈2~3家,贸易商尽量不用。现货:仅选有库存/实拍的供应商,无库存转单商不可选。</div><div class="gbr"><span class="ar">↳</span> 渠道资质核实:核实授权代理资质与授权期限;贸易商核查货源链可靠性。</div></span></li><li><span class="gid">S3</span><span class="st">发询比价</span><span class="sd">按渠道批量发询,PN/数量/时限一次带足。回价逐单登记<span class="doc-ref still">供应商回价单</span>。验证规则因场景而异:BOM早期第一个报价即可;BOM后期两轮谈价、按历史最低降20%谈;现货多重校验(低于线上商城、比区域市场价、比订货价);样品低于线上商城即可。回价异常或未应答则追价补询。<div class="gbr"><span class="ar">↳</span> 批量发询:同一料所有渠道一次发齐;PN/数量/目标价/回价时限写死在询价里。BOM后期默认两轮,首轮后内部review再发次轮。</div><div class="gbr"><span class="ar">↳</span> 登记回价:<span class="doc-ref still">供应商回价单</span>逐单登记:价格/MOQ/交期/有效期/批次DC/成色/渠道等级,一一对应不可缺项。</div><div class="gbr"><span class="ar">↳</span> 价格验证:BOM早期:首个报价即用,品牌价差≤20%正常。BOM后期:按历史最低降20%谈,两轮review。现货:低于线上商城+比区域市场+比订货价(&gt;20%可接受)。样品:低于线上商城即用,库内不足线上补。</div><div class="gbr"><span class="ar">↳</span> 追价补询:电话催回未应答渠道;不实回价或远低行情则换渠道补询,每轮记录追价次数与结果。</div></span></li><li><span class="gid">S4</span><span class="st">反馈交付</span><span class="sd">将确认报价/LT/SPQ/有效期填入<a class="doc-ref" href="#doc-d-1f60bd">寻源比价表</a>,供PM查阅。现货/样品场景多一步:PM向客户反馈→确认下单出具<a class="doc-ref" href="#doc-d-baojia">正式报价单</a>→填采购申请表→采购下单(填价格/交期/物流单号)→跟踪到货。<div class="gbr"><span class="ar">↳</span> 填寻源比价表:将确认报价/LT/SPQ/价格有效期等逐项填入<a class="doc-ref" href="#doc-d-1f60bd">寻源比价表</a>,供PM直接查阅。</div><div class="gbr"><span class="ar">↳</span> 下单与跟踪:PM向客户反馈→确认下单出具<a class="doc-ref" href="#doc-d-baojia">正式报价单</a>→填入采购申请表。采购接申请后向供应商下单,填写下单价格/交期/物流单号,跟踪到货。</div></span></li></ol>
<div class="wi-frame tail">全程随时可做:<div class="gbr"><span class="ar">↳</span> 知识入库:回价与成交沉淀<a class="doc-ref base" href="#doc-d-qingbao">历史价格情报</a>;渠道表现与配合度回写<a class="doc-ref base" href="#doc-d-q03245">供应商渠道目录</a>与<span class="doc-ref base still">供应商档案库</span>;新渠道收编。</div></div>
<p class="wi-intro"><b>§Z 结案:</b>必做的事都办完、没有进行中的事,自动算结案(CMMN AutoComplete)。 <a class="doc-ref" href="#doc-d-1f60bd">寻源比价表</a>交付PM即结案。现货/样品场景还需PM确认下单→出具<a class="doc-ref" href="#doc-d-baojia">正式报价单</a>→采购下单→跟踪到货。回价与成交沉淀<a class="doc-ref base" href="#doc-d-qingbao">历史价格情报</a>,渠道表现回写<a class="doc-ref base" href="#doc-d-q03245">供应商渠道目录</a>——每询一轮,行情底账厚一层。</p>
</div>
</div>
<div class="view-lbl">动态数据 · 流转</div>
<div class="dcx-cards">
<div class="dcx">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">询价请求</b><span class="dcx-pill p-in">输入</span></div>
<p class="dcx-line">委托PR寻源询价的请求单</p>
<div class="dcx-spec">
<div><i>载体</i><b>数据表格</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 8</i>
<div class="fw"><span class="fc">PN</span><span class="fc">Brand</span><span class="fc">ERA</span><span class="fc">项目阶段</span><span class="fc">接受替代</span><span class="fc">单机用量</span><span class="fc">TP</span><span class="fc">场景</span></div>
</div>
</div>
<div class="dcx">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">寻源比价表</b><span class="dcx-pill p-out">输出</span></div>
<p class="dcx-line">多渠道横比定底表</p>
<div class="dcx-spec">
<div><i>载体</i><b>数据表格</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 8</i>
<div class="fw"><span class="fc">PN</span><span class="fc">供应商</span><span class="fc">报价</span><span class="fc">MOQ</span><span class="fc">交期</span><span class="fc">渠道等级</span><span class="fc">成色</span><span class="fc">结论</span></div>
</div>
</div>
<div class="dcx">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">正式报价单</b><span class="dcx-pill p-out">输出</span></div>
<p class="dcx-line">对外发出的标准报价</p>
<div class="dcx-spec">
<div><i>载体</i><b>PDF文件</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 7</i>
<div class="fw"><span class="fc">PN</span><span class="fc">单价CNY</span><span class="fc">交期</span><span class="fc">SPQ</span><span class="fc">MOQ</span><span class="fc">贸易条款</span><span class="fc">有效期</span></div>
</div>
</div>
<div class="dcx" id="doc-d-9dfbcd">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">供应商回价单</b><span class="dcx-pill p-mid">过程</span></div>
<p class="dcx-line">供应商对询价的原始回复</p>
<div class="dcx-spec">
<div><i>载体</i><b>邮件</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 8</i>
<div class="fw"><span class="fc">PN</span><span class="fc">供应商</span><span class="fc">回价</span><span class="fc">MOQ</span><span class="fc">交期</span><span class="fc">批次DC</span><span class="fc">成色</span><span class="fc">渠道等级</span></div>
</div>
</div></div>
<div class="view-lbl">静态数据 · 底座</div>
<div class="dcx-cards">
<div class="dcx base">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M19.07 4.93A10 10 0 0 0 6.99 3.34"/><path d="M4 6h.01"/><path d="M2.29 9.62a10 10 0 1 0 19.02-1.27"/><path d="M16.24 7.76a6 6 0 1 0-8.01 8.91"/><path d="M12 18h.01"/><path d="M17.99 11.66a6 6 0 0 1-2.22 4.58"/><circle cx="12" cy="12" r="2"/><path d="m13.41 10.59 5.66-5.66"/></svg></span><b class="dcx-nm">历史价格情报</b><span class="dcx-pill n-intel"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M19.07 4.93A10 10 0 0 0 6.99 3.34"/><path d="M4 6h.01"/><path d="M2.29 9.62a10 10 0 1 0 19.02-1.27"/><path d="M16.24 7.76a6 6 0 1 0-8.01 8.91"/><path d="M12 18h.01"/><path d="M17.99 11.66a6 6 0 0 1-2.22 4.58"/><circle cx="12" cy="12" r="2"/><path d="m13.41 10.59 5.66-5.66"/></svg>外部情报</span></div>
<p class="dcx-line">历次报价与成交价情报</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>数据表格</b></div>
<div><i>来源</i><b>内部沉淀</b></div>
<div><i>维护</i><b>随单归档</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 7</i>
<div class="fw"><span class="fc">PN</span><span class="fc">厂牌</span><span class="fc">单价CNY</span><span class="fc">交期</span><span class="fc">MOQ</span><span class="fc">报价日期</span><span class="fc">有效期</span></div>
</div>
</div>
<div class="dcx base">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg></span><b class="dcx-nm">供应商渠道目录</b><span class="dcx-pill n-master"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg>主数据</span></div>
<p class="dcx-line">原厂/代理/现货渠道册</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>—</b></div>
<div><i>来源</i><b>内部沉淀</b></div>
<div><i>维护</i><b>随合作更新</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 4</i>
<div class="fw"><span class="fc">供应商</span><span class="fc">渠道类型</span><span class="fc">品牌线</span><span class="fc">联系人</span></div>
</div>
</div>
<div class="dcx base" id="doc-d-sb-supp">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg></span><b class="dcx-nm">供应商档案库</b><span class="dcx-pill n-master"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg>主数据</span></div>
<p class="dcx-line">供应商主数据与资质</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>数据表格</b></div>
<div><i>来源</i><b>准入尽调</b></div>
<div><i>维护</i><b>随时维护</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 8</i>
<div class="fw"><span class="fc">供应商</span><span class="fc">公司类型</span><span class="fc">主营品类</span><span class="fc">授权状态</span><span class="fc">付款条件</span><span class="fc">公司等级</span><span class="fc">技术支持</span><span class="fc">合作态度</span></div>
</div>
</div></div>
<div class="h2" id="op-p-c5ce25-A2">
<span class="h2t"><span class="n">1.6</span>统一报价-A2 · 替代选型<span class="case-tag">CASE</span></span>
</div>
<div class="view-lbl">案例 · 定义卡</div>
<div class="pcard">
<div class="pcard-h"><span class="t">统一报价 A2 · 替代选型</span></div>
<div class="pcard-row"><div class="pk">执行</div><div class="pv">FAE·现场应用</div></div><div class="pcard-row"><div class="pk">触发</div><div class="pv">客户/PM 提供初选物料,或芯片类型与大致参数规格</div></div><div class="pcard-row"><div class="pk">输入</div><div class="pv"><a class="doc-ref" href="#doc-d-rq-alt">替代评估请求</a></div></div><div class="pcard-row"><div class="pk">输出</div><div class="pv"><a class="doc-ref" href="#doc-d-q020a2">替代对标表</a>(已签字)</div></div>
</div>
<div class="view-lbl">案例图 · 结构(CMMN)</div>
<div class="cmx">
<div class="cmx-tab">CASE PLAN · 替代选型</div>
<div class="cmx-frame">● 上接 A1·RFQ需求分析(TYPE-C 进入) ─→ ◎ 办结转 A4·成本定价</div>
<svg viewBox="0 0 960 635" xmlns="http://www.w3.org/2000/svg" role="img"><g><title>齐了即收(AutoComplete):必做项完成且无进行中项即结案</title><rect x="473" y="622" width="14" height="12" rx="2" fill="#ffffff" stroke="#46586a" stroke-width="1.2"/><rect x="476.5" y="625.2" width="7" height="5.6" fill="#46586a"/></g><g><title>替代对标表</title><rect x="4" y="20" width="184.8" height="30" rx="7" fill="#FBF5E7" stroke="#E6D4A6" stroke-width="1.1"/><path d="M 14.5 28 h 5.6 l 3.2 3.2 v 10.8 h -8.8 Z" fill="none" stroke="#8A5F1C" stroke-width="1.1"/><path d="M 20.1 28 v 3.2 h 3.2" fill="none" stroke="#8A5F1C" stroke-width="1.1"/></g><text x="30.0" y="38.8" font-size="10.5" fill="#8A5F1C" font-weight="600">替代对标表</text><g><title>初筛清单</title><rect x="195.8" y="20" width="184.8" height="30" rx="7" fill="#FBF5E7" stroke="#E6D4A6" stroke-width="1.1"/><path d="M 206.3 28 h 5.6 l 3.2 3.2 v 10.8 h -8.8 Z" fill="none" stroke="#8A5F1C" stroke-width="1.1"/><path d="M 211.9 28 v 3.2 h 3.2" fill="none" stroke="#8A5F1C" stroke-width="1.1"/></g><text x="221.8" y="38.8" font-size="10.5" fill="#8A5F1C" font-weight="600">初筛清单</text><g><title>替代评估请求</title><rect x="387.6" y="20" width="184.8" height="30" rx="7" fill="#FBF5E7" stroke="#E6D4A6" stroke-width="1.1"/><path d="M 398.1 28 h 5.6 l 3.2 3.2 v 10.8 h -8.8 Z" fill="none" stroke="#8A5F1C" stroke-width="1.1"/><path d="M 403.70000000000005 28 v 3.2 h 3.2" fill="none" stroke="#8A5F1C" stroke-width="1.1"/></g><text x="413.6" y="38.8" font-size="10.5" fill="#8A5F1C" font-weight="600">替代评估请求</text><g><title>芯片规格书</title><rect x="579.4000000000001" y="20" width="184.8" height="30" rx="7" fill="#EDF2F7" stroke="#C4D0DC" stroke-width="1.1"/><ellipse cx="594.4000000000001" cy="30.5" rx="4.6" ry="2.1" fill="none" stroke="#46586A" stroke-width="1.1"/><path d="M 589.8000000000001 30.5 v 8 a 4.6 2.1 0 0 0 9.2 0 v -8" fill="none" stroke="#46586A" stroke-width="1.1"/></g><text x="605.4" y="38.8" font-size="10.5" fill="#46586A" font-weight="600">芯片规格书</text><g><title>替代料库</title><rect x="771.2" y="20" width="184.8" height="30" rx="7" fill="#EDF2F7" stroke="#C4D0DC" stroke-width="1.1"/><ellipse cx="786.2" cy="30.5" rx="4.6" ry="2.1" fill="none" stroke="#46586A" stroke-width="1.1"/><path d="M 781.6 30.5 v 8 a 4.6 2.1 0 0 0 9.2 0 v -8" fill="none" stroke="#46586A" stroke-width="1.1"/></g><text x="797.2" y="38.8" font-size="10.5" fill="#46586A" font-weight="600">替代料库</text><g><path d="M 15 62 H 303.6666666666667 L 314.6666666666667 73 V 450 L 303.6666666666667 461 H 15 L 4 450 V 73 Z" fill="#ffffff" stroke="#4E7DAF" stroke-width="1.4"></path></g><text x="20.0" y="86.0" font-size="10" fill="#2F5C45" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace">S1</text><text x="44.0" y="86.5" font-size="13" fill="#2c4056" font-weight="600">初选核险</text><text x="20.0" y="101.0" font-size="9.5" fill="#46586a">◇何时进入 收到技术选型需求 ◆何时算完 初选风险与主推定…</text><path d="M 4 90 L 10 96 L 4 102 L -2 96 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 何时进入:收到技术选型需求</title></path><path d="M 314.6666666666667 90 L 320.6666666666667 96 L 314.6666666666667 102 L 308.6666666666667 96 Z" fill="#46586a" stroke="#46586a" stroke-width="1.3"><title>◆ 何时算完:初选风险与主推定性</title></path><g><title>⊞ 规划表:本阶段含「看情况」裁量项</title><rect x="282.6666666666667" y="71" width="16" height="12" rx="2" fill="#ffffff" stroke="#8593a5" stroke-width="1.1"/><line x1="282.6666666666667" y1="75" x2="298.6666666666667" y2="75" stroke="#8593a5" stroke-width="1.1"/><line x1="290.6666666666667" y1="75" x2="290.6666666666667" y2="83" stroke="#8593a5" stroke-width="1.1"/></g><g><rect x="20" y="111" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>怎么办:一手以原厂官网为准:产品页/规格书/PCN·EOL 公告;查 芯片规格书,生命周期对照 PN物料主库。</title></rect></g><rect x="29" y="120" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="37" cy="125.6" r="2.2"/><path d="M 32.8 132.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="260.6666666666667" y="120.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="275.7" y="131.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="51.0" y="132.0" font-size="11.5" fill="#2c4056" font-weight="600">查规格核险</text><text x="30.0" y="151.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">!必做</text><path d="M 20 138 L 26 144 L 20 150 L 14 144 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 何时能做:入案即可做</title></path><text x="30.0" y="167.0" font-size="9.5" fill="#8593a5">◇ 入案即可做</text><g><rect x="20" y="184" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>怎么办:对 品牌原厂字典 判初选品牌是否我司主推;无风险且主推→采信初选,直接办结交回。</title></rect></g><rect x="29" y="193" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="37" cy="198.6" r="2.2"/><path d="M 32.8 205.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="260.6666666666667" y="193.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="275.7" y="204.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="51.0" y="205.0" font-size="11.5" fill="#2c4056" font-weight="600">判主推品牌</text><text x="30.0" y="224.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">!必做</text><g><rect x="20" y="257" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3" stroke-dasharray="5 3"><title>怎么办:查 替代料库 有现成方案直接复用并注明来源;技术问题案例库 有坑先避。</title></rect></g><rect x="29" y="266" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="37" cy="271.6" r="2.2"/><path d="M 32.8 278.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="260.6666666666667" y="266.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="275.7" y="277.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="51.0" y="278.0" font-size="11.5" fill="#46586a" font-weight="600">查沉淀避坑</text><text x="30.0" y="297.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">看情况</text><path d="M 20 284 L 26 290 L 20 296 L 14 290 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 何时能做:同类需求出现过</title></path><text x="30.0" y="313.0" font-size="9.5" fill="#8593a5">◇ 同类需求出现过</text><g><rect x="20" y="332" width="278.6666666666667" height="20" rx="10" fill="#F4F8F5" stroke="#2F5C45" stroke-width="1.3"/></g><path d="M 21 336 L 27 342 L 21 348 L 15 342 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 达成标志:风险与主推与否有结论</title></path><text x="36.0" y="346.0" font-size="10.5" fill="#2F5C45" font-weight="700">初选定性</text><text x="36.0" y="365.0" font-size="9.5" fill="#8593a5">达成:风险与主推与否有结论</text><g><path d="M 335.6666666666667 62 H 624.3333333333334 L 635.3333333333334 73 V 450 L 624.3333333333334 461 H 335.6666666666667 L 324.6666666666667 450 V 73 Z" fill="#ffffff" stroke="#4E7DAF" stroke-width="1.4"></path></g><text x="340.7" y="86.0" font-size="10" fill="#2F5C45" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace">S2</text><text x="364.7" y="86.5" font-size="13" fill="#2c4056" font-weight="600">圈选替代</text><text x="340.7" y="101.0" font-size="9.5" fill="#46586a">◇何时进入 初选有风险/非主推,或只给类型参数 ◆何时算完 …</text><path d="M 324.6666666666667 90 L 330.6666666666667 96 L 324.6666666666667 102 L 318.6666666666667 96 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 何时进入:初选有风险/非主推,或只给类型参数</title></path><path d="M 635.3333333333334 90 L 641.3333333333334 96 L 635.3333333333334 102 L 629.3333333333334 96 Z" fill="#46586a" stroke="#46586a" stroke-width="1.3"><title>◆ 何时算完:候选替代圈定并确认</title></path><g><rect x="340.6666666666667" y="111" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>怎么办:AI 检索/选型聚合平台/芯片采购网拉 初筛清单:候选型号、品牌、替代关系、封装、生命周期、货态。</title></rect></g><rect x="349.6666666666667" y="120" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="357.6666666666667" cy="125.6" r="2.2"/><path d="M 353.4666666666667 132.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="581.3333333333334" y="120.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="596.3" y="131.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="371.7" y="132.0" font-size="11.5" fill="#2c4056" font-weight="600">撒网拉初筛</text><text x="350.7" y="151.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">!必做 · #可反复</text><path d="M 340.6666666666667 138 L 346.6666666666667 144 L 340.6666666666667 150 L 334.6666666666667 144 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 何时能做:入案即可做</title></path><text x="350.7" y="167.0" font-size="9.5" fill="#8593a5">◇ 入案即可做</text><g><rect x="340.6666666666667" y="184" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>怎么办:每颗先明确数据来源(以原厂官网 芯片规格书 为准,记版本),再仔细通读规格书做全面参数对比:封装/引脚/电气/温度/认证逐项过;定 替代等级,不合格剔除。</title></rect></g><rect x="349.6666666666667" y="193" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="357.6666666666667" cy="198.6" r="2.2"/><path d="M 353.4666666666667 205.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="581.3333333333334" y="193.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="596.3" y="204.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="371.7" y="205.0" font-size="11.5" fill="#2c4056" font-weight="600">逐条核验分级</text><text x="350.7" y="224.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">!必做 · #可反复</text><path d="M 340.6666666666667 211 L 346.6666666666667 217 L 340.6666666666667 223 L 334.6666666666667 217 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 何时能做:初筛清单到手</title></path><text x="350.7" y="240.0" font-size="9.5" fill="#8593a5">◇ 初筛清单到手</text><g><rect x="340.6666666666667" y="257" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>怎么办:过 客户技术画像 禁用清单;同原厂(查 原厂技术支持库)或我司采购确认候选为主推型号;供应顺带核(查 供应商渠道目录)。</title></rect></g><rect x="349.6666666666667" y="266" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="357.6666666666667" cy="271.6" r="2.2"/><path d="M 353.4666666666667 278.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="581.3333333333334" y="266.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="596.3" y="277.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="371.7" y="278.0" font-size="11.5" fill="#2c4056" font-weight="600">确认主推型号</text><text x="350.7" y="297.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">!必做</text><g><rect x="340.6666666666667" y="332" width="278.6666666666667" height="20" rx="10" fill="#F4F8F5" stroke="#2F5C45" stroke-width="1.3"/></g><path d="M 341.6666666666667 336 L 347.6666666666667 342 L 341.6666666666667 348 L 335.6666666666667 342 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 达成标志:2~3颗分级候选经确认</title></path><text x="356.7" y="346.0" font-size="10.5" fill="#2F5C45" font-weight="700">候选圈定</text><text x="356.7" y="365.0" font-size="9.5" fill="#8593a5">达成:2~3颗分级候选经确认</text><g><path d="M 656.3333333333334 62 H 945 L 956 73 V 450 L 945 461 H 656.3333333333334 L 645.3333333333334 450 V 73 Z" fill="#ffffff" stroke="#4E7DAF" stroke-width="1.4"></path></g><text x="661.3" y="86.0" font-size="10" fill="#2F5C45" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace">S3</text><text x="685.3" y="86.5" font-size="13" fill="#2c4056" font-weight="600">对比评估交付</text><text x="661.3" y="101.0" font-size="10" fill="#46586a">◇何时进入 候选替代确认 ◆何时算完 报告签字交回发起方</text><path d="M 645.3333333333334 90 L 651.3333333333334 96 L 645.3333333333334 102 L 639.3333333333334 96 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 何时进入:候选替代确认</title></path><path d="M 956 90 L 962 96 L 956 102 L 950 96 Z" fill="#46586a" stroke="#46586a" stroke-width="1.3"><title>◆ 何时算完:报告签字交回发起方</title></path><g><rect x="661.3333333333334" y="111" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>怎么办:收齐候选 芯片规格书(官网版),版本与日期记录在案。</title></rect></g><rect x="670.3333333333334" y="120" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="678.3333333333334" cy="125.6" r="2.2"/><path d="M 674.1333333333333 132.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="902" y="120.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="917.0" y="131.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="692.3" y="132.0" font-size="11.5" fill="#2c4056" font-weight="600">收集规格书</text><text x="671.3" y="151.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">!必做</text><g><rect x="661.3333333333334" y="184" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>怎么办:关键参数逐项对比写进 替代对标表,标出差异项与 替代等级,写明差异带来的风险。</title></rect></g><rect x="670.3333333333334" y="193" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="678.3333333333334" cy="198.6" r="2.2"/><path d="M 674.1333333333333 205.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="902" y="193.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="917.0" y="204.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="692.3" y="205.0" font-size="11.5" fill="#2c4056" font-weight="600">参数对比表</text><text x="671.3" y="224.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">!必做</text><g><rect x="661.3333333333334" y="257" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>怎么办:P2P 核确免改动;功能兼容/其他评软件开发/外围电路/layout 改动;关键差异给验证建议,对照 验证记录库。</title></rect></g><rect x="670.3333333333334" y="266" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="678.3333333333334" cy="271.6" r="2.2"/><path d="M 674.1333333333333 278.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="902" y="266.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="917.0" y="277.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="692.3" y="278.0" font-size="11.5" fill="#2c4056" font-weight="600">替代风险评估</text><text x="671.3" y="297.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">!必做</text><g><rect x="661.3333333333334" y="330" width="278.6666666666667" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>怎么办:FAE 签字,替代对标表(已签字) 交回发起方——输入技术需求的客户/PM。</title></rect></g><rect x="670.3333333333334" y="339" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="678.3333333333334" cy="344.6" r="2.2"/><path d="M 674.1333333333333 351.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="902" y="339.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="917.0" y="350.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="692.3" y="351.0" font-size="11.5" fill="#2c4056" font-weight="600">签字交出</text><text x="671.3" y="370.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">!必做 · ▶需拍板</text><g><rect x="661.3333333333334" y="405" width="278.6666666666667" height="20" rx="10" fill="#F4F8F5" stroke="#2F5C45" stroke-width="1.3"/></g><path d="M 662.3333333333334 409 L 668.3333333333334 415 L 662.3333333333334 421 L 656.3333333333334 415 Z" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>◇ 达成标志:替代对标表带FAE签字</title></path><text x="677.3" y="419.0" font-size="10.5" fill="#2F5C45" font-weight="700">签字放行</text><text x="677.3" y="438.0" font-size="9.5" fill="#8593a5">达成:替代对标表带FAE签字</text><g><rect x="4" y="489" width="952" height="66" rx="7" fill="#ffffff" stroke="#46586a" stroke-width="1.3"><title>怎么办:官网查到的规格书随手入 芯片规格书;确认的替代关系回填 替代料库 与 PN物料主库(内部推荐替代料);踩到的坑记 技术问题案例库。</title></rect></g><rect x="13" y="498" width="16" height="16" rx="4" fill="#E8F0EA"/><g stroke="#2F5C45" stroke-width="1.3" fill="none" stroke-linecap="round" stroke-linejoin="round"><circle cx="21" cy="503.6" r="2.2"/><path d="M 16.8 510.6 q4.2 -4.6 8.4 0"/></g><g><title>人工任务(Human Task)</title><rect x="918" y="498.5" width="30" height="15" rx="4" fill="#E8F0EA"/><text x="933.0" y="509.5" font-size="9" fill="#2F5C45" font-weight="600" text-anchor="middle">人工</text></g><text x="35.0" y="510.0" font-size="11.5" fill="#2c4056" font-weight="600">知识入库</text><text x="14.0" y="529.0" font-size="8.5" fill="#8a6a1f" font-weight="700" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.04em">!必做</text><g><title>时限过半:向 BD 与 PM 同步进度与风险,必要时协商只报有把握的部分。</title><circle cx="23" cy="602" r="14" fill="#ffffff" stroke="#46586a" stroke-width="1.3"/><circle cx="23" cy="602" r="10.5" fill="none" stroke="#46586a" stroke-width="1.1"/><line x1="23" y1="602" x2="23" y2="596" stroke="#46586a" stroke-width="1.2" stroke-linecap="round"/><line x1="23" y1="602" x2="27.5" y2="603.8" stroke="#46586a" stroke-width="1.2" stroke-linecap="round"/></g><text x="45.0" y="598.0" font-size="11" fill="#2c4056" font-weight="600">⏱ 时限过半</text><text x="45.0" y="612.0" font-size="9.5" fill="#8593a5">向 BD 与 PM 同步进度与风险,必要时协商只报有把握的部分。</text><g><title>客户改需求:应用条件/参数变更→回初选核险与圈选复核,必要时重圈候选。</title><circle cx="502.5" cy="602" r="14" fill="#ffffff" stroke="#46586a" stroke-width="1.3"/><circle cx="502.5" cy="602" r="10.5" fill="none" stroke="#46586a" stroke-width="1.1"/><path d="M 498.5 607 v-6.5 m 2.6 6.5 v-8.5 m 2.6 8.5 v-6.5 m 2.6 6.5 v-4.5" stroke="#46586a" stroke-width="1.2" fill="none" stroke-linecap="round"/></g><text x="524.5" y="598.0" font-size="11" fill="#2c4056" font-weight="600">✋ 客户改需求</text><text x="524.5" y="612.0" font-size="9.5" fill="#8593a5">应用条件/参数变更→回初选核险与圈选复核,必要时重圈候选。</text><text x="5.0" y="15.0" font-size="9.5" fill="#8593a5" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.06em">要留的材料(CASEFILE)</text><text x="5.0" y="484.0" font-size="9.5" fill="#8593a5" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.06em">全程随时可做(不属于任何阶段)</text><text x="5.0" y="578.0" font-size="9.5" fill="#8593a5" font-family="ui-monospace,SFMono-Regular,Menlo,monospace" letter-spacing="0.06em">要盯的事(EVENT LISTENER)</text></svg><div class="cmx-legend">记号:图标井=任务四型(人工/按流程办/另立一案/拍板决策) · !必做 · #可反复 · ▶需拍板 · 虚线=看情况 · ◇何时能做/进入 · ◆何时算完 · ▣齐了即收 · ⊞含裁量项 · ⏱定时监听 · ✋人为触发</div>
<div class="cmx-brand">CMMN · CASE MANAGEMENT MODEL AND NOTATION</div>
</div>
<div class="view-lbl">案例说明书</div>
<div class="wi">
<div class="wi-body">
<p class="wi-intro"><b>§0 开案:</b>替代选型一事一议:收到 <a class="doc-ref" href="#doc-d-rq-alt">替代评估请求</a> 即开案——客户/PM 给出初选物料,或芯片类型与大致参数;先核初选(EOL 等风险提示 + 是否我司主推品牌),无风险且主推直接采信初选办结;需要替代的,先撒网(AI 检索/聚合平台拉 <span class="doc-ref still">初筛清单</span>)后逐条人工核验,常要两三轮,存活候选按 替代等级 分级(P2P/功能兼容/其他)圈 2~3 颗,做参数对比与风险评估成报告交回。任何替代必须把差异与风险写清——差异没核清的不放行。</p>
<ol class="wi-steps typed"><li><span class="gid">S1</span><span class="st">初选核险</span><span class="sd">接 <a class="doc-ref" href="#doc-d-rq-alt">替代评估请求</a> 立案——客户/PM 给出初选物料,或只给芯片类型与大致参数;一手资料以原厂官网为准(产品页/规格书/PCN·EOL 公告):查 <a class="doc-ref base" href="#doc-d-guige">芯片规格书</a> 确认初选料有无 EOL/停产等风险提示,生命周期对照 <span class="doc-ref base still">PN物料主库</span>;对 <span class="doc-ref base still">品牌原厂字典</span> 判初选品牌是否我司主推——无风险且主推,直接采信初选、免替代办结;顺手查 <span class="doc-ref base still">替代料库</span> 与 <span class="doc-ref base still">技术问题案例库</span>,有沉淀方案或已知坑先亮出来。<div class="gbr"><span class="ar">↳</span> 查规格核险:一手以原厂官网为准:产品页/规格书/PCN·EOL 公告;查 <a class="doc-ref base" href="#doc-d-guige">芯片规格书</a>,生命周期对照 <span class="doc-ref base still">PN物料主库</span>。</div><div class="gbr"><span class="ar">↳</span> 判主推品牌:对 <span class="doc-ref base still">品牌原厂字典</span> 判初选品牌是否我司主推;无风险且主推→采信初选,直接办结交回。</div><div class="gbr"><span class="ar">↳</span> 查沉淀避坑:查 <span class="doc-ref base still">替代料库</span> 有现成方案直接复用并注明来源;<span class="doc-ref base still">技术问题案例库</span> 有坑先避。</div></span></li><li><span class="gid">S2</span><span class="st">圈选替代</span><span class="sd">先撒网后核验,常要两三轮:用 AI 检索、选型聚合平台与芯片采购网(线索归 <a class="doc-ref base" href="#doc-d-b-pubsel">公网选型库</a>)拉 <span class="doc-ref still">初筛清单</span>——带替代关系标注的一堆候选,快而不可靠;再逐条人工核验做全面参数对比——先明确每项数据的来源(一律以原厂官网 <a class="doc-ref base" href="#doc-d-guige">芯片规格书</a> 为准),再仔细通读规格书逐项对标(Pin-to-Pin),存活者按 替代等级 分级——P2P(同封装同引脚可直换)/功能兼容(需外围或 layout 调整)/其他(部分兼容须验证);候选过 <span class="doc-ref base still">客户技术画像</span> 禁用清单、优先同品类我司主推品牌(对照 <span class="doc-ref base still">产品线能力档案</span>),不足 2~3 颗就放宽参数或换角度重新撒网;定型前同原厂(按 <span class="doc-ref base still">原厂技术支持库</span> 找窗口)或我司采购确认主推型号。<div class="gbr"><span class="ar">↳</span> 撒网拉初筛:AI 检索/选型聚合平台/芯片采购网拉 <span class="doc-ref still">初筛清单</span>:候选型号、品牌、替代关系、封装、生命周期、货态。</div><div class="gbr"><span class="ar">↳</span> 逐条核验分级:每颗先明确数据来源(以原厂官网 <a class="doc-ref base" href="#doc-d-guige">芯片规格书</a> 为准,记版本),再仔细通读规格书做全面参数对比:封装/引脚/电气/温度/认证逐项过;定 替代等级,不合格剔除。</div><div class="gbr"><span class="ar">↳</span> 确认主推型号:过 <span class="doc-ref base still">客户技术画像</span> 禁用清单;同原厂(查 <span class="doc-ref base still">原厂技术支持库</span>)或我司采购确认候选为主推型号;供应顺带核(查 <a class="doc-ref base" href="#doc-d-q03245">供应商渠道目录</a>)。</div></span></li><li><span class="gid">S3</span><span class="st">对比评估交付</span><span class="sd">收齐候选 <a class="doc-ref base" href="#doc-d-guige">芯片规格书</a>,整理关键参数对比表:逐项标出差异项并分析差异风险;按 替代等级 定评估深度——P2P 核确免改动即可,功能兼容/其他逐项评软件开发、外围电路与 layout 改动,认证差异对照 <span class="doc-ref base still">行业标准库</span>,已有 <span class="doc-ref base still">验证记录库</span> 结论直接采信;成稿 <a class="doc-ref" href="#doc-d-q020a2">替代对标表</a>(推荐报告,同颗芯片 2 页:等级+参数对比+风险评估),FAE 签字后交回发起方——输入技术需求的客户/PM。<div class="gbr"><span class="ar">↳</span> 收集规格书:收齐候选 <a class="doc-ref base" href="#doc-d-guige">芯片规格书</a>(官网版),版本与日期记录在案。</div><div class="gbr"><span class="ar">↳</span> 参数对比表:关键参数逐项对比写进 <a class="doc-ref" href="#doc-d-q020a2">替代对标表</a>,标出差异项与 替代等级,写明差异带来的风险。</div><div class="gbr"><span class="ar">↳</span> 替代风险评估:P2P 核确免改动;功能兼容/其他评软件开发/外围电路/layout 改动;关键差异给验证建议,对照 <span class="doc-ref base still">验证记录库</span>。</div><div class="gbr"><span class="ar">↳</span> 签字交出:FAE 签字,<a class="doc-ref" href="#doc-d-q020a2">替代对标表</a>(已签字) 交回发起方——输入技术需求的客户/PM。</div></span></li></ol>
<div class="wi-frame tail">全程随时可做:<div class="gbr"><span class="ar">↳</span> 知识入库:官网查到的规格书随手入 <a class="doc-ref base" href="#doc-d-guige">芯片规格书</a>;确认的替代关系回填 <span class="doc-ref base still">替代料库</span> 与 <span class="doc-ref base still">PN物料主库</span>(内部推荐替代料);踩到的坑记 <span class="doc-ref base still">技术问题案例库</span>。</div></div>
<p class="wi-intro"><b>§Z 结案:</b>必做的事都办完、没有进行中的事,自动算结案(CMMN AutoComplete)。 无需替代的,确认初选可用即结案;需要替代的,推荐报告 <a class="doc-ref" href="#doc-d-q020a2">替代对标表</a>(已签字) 交回发起方——输入技术需求的客户/PM 即结案;替代关系回填 <span class="doc-ref base still">替代料库</span> 与 <span class="doc-ref base still">PN物料主库</span>,规格书与报告入库——每办一案,知识库厚一层。</p>
</div>
</div>
<div class="view-lbl">动态数据 · 流转</div>
<div class="dcx-cards">
<div class="dcx">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">替代评估请求</b><span class="dcx-pill p-in">输入</span></div>
<p class="dcx-line">技术选型需求立案单</p>
<div class="dcx-spec">
<div><i>载体</i><b>数据表格</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 5</i>
<div class="fw"><span class="fc">初选物料</span><span class="fc">芯片类型</span><span class="fc">参数规格</span><span class="fc">应用场景</span><span class="fc">需求人</span></div>
</div>
</div>
<div class="dcx">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">替代对标表</b><span class="dcx-pill p-out">输出</span></div>
<p class="dcx-line">替代推荐报告·同芯片2页</p>
<div class="dcx-spec">
<div><i>载体</i><b>PDF文件</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 7</i>
<div class="fw"><span class="fc">原型号</span><span class="fc">候选型号</span><span class="fc">替代等级</span><span class="fc">参数差异项</span><span class="fc">差异风险</span><span class="fc">改动评估</span><span class="fc">验证建议</span></div>
</div>
</div>
<div class="dcx" id="doc-d-shortlst">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M14 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V8z"/><path d="M14 2v6h6"/><path d="M16 13H8"/><path d="M16 17H8"/></svg></span><b class="dcx-nm">初筛清单</b><span class="dcx-pill p-mid">过程</span></div>
<p class="dcx-line">撒网初筛的候选线索单</p>
<div class="dcx-spec">
<div><i>载体</i><b>数据表格</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 6</i>
<div class="fw"><span class="fc">候选型号</span><span class="fc">品牌</span><span class="fc">替代关系</span><span class="fc">封装</span><span class="fc">生命周期</span><span class="fc">货态</span></div>
</div>
</div></div>
<div class="view-lbl">静态数据 · 底座</div>
<div class="dcx-cards">
<div class="dcx base">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg></span><b class="dcx-nm">芯片规格书</b><span class="dcx-pill n-master"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg>主数据</span></div>
<p class="dcx-line">原厂官网一手规格书</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>PDF文件</b></div>
<div><i>来源</i><b>原厂官网</b></div>
<div><i>维护</i><b>随原厂发布</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 4</i>
<div class="fw"><span class="fc">PN</span><span class="fc">关键参数</span><span class="fc">封装</span><span class="fc">版本日期</span></div>
</div>
</div>
<div class="dcx base" id="doc-d-b-alt">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M2 3h6a4 4 0 0 1 4 4v14a3 3 0 0 0-3-3H2z"/><path d="M22 3h-6a4 4 0 0 0-4 4v14a3 3 0 0 1 3-3h7z"/></svg></span><b class="dcx-nm">替代料库</b><span class="dcx-pill n-knowledge"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M2 3h6a4 4 0 0 1 4 4v14a3 3 0 0 0-3-3H2z"/><path d="M22 3h-6a4 4 0 0 0-4 4v14a3 3 0 0 1 3-3h7z"/></svg>知识资产</span></div>
<p class="dcx-line">替代对标沉淀库</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>数据表格</b></div>
<div><i>来源</i><b>内部沉淀</b></div>
<div><i>维护</i><b>随评估更新</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 6</i>
<div class="fw"><span class="fc">原PN</span><span class="fc">替代PN</span><span class="fc">等级</span><span class="fc">替代类型</span><span class="fc">候选品牌</span><span class="fc">分析报告</span></div>
</div>
</div>
<div class="dcx base" id="doc-d-sb-pn">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg></span><b class="dcx-nm">PN物料主库</b><span class="dcx-pill n-master"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg>主数据</span></div>
<p class="dcx-line">内部物料主数据登记</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>数据表格</b></div>
<div><i>来源</i><b>内部沉淀</b></div>
<div><i>维护</i><b>随时维护</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 8</i>
<div class="fw"><span class="fc">系统内码</span><span class="fc">标准PN</span><span class="fc">品类</span><span class="fc">封装</span><span class="fc">工艺</span><span class="fc">生命周期</span><span class="fc">晶圆厂</span><span class="fc">封装厂</span></div>
</div>
</div>
<div class="dcx base" id="doc-d-sb-brand">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg></span><b class="dcx-nm">品牌原厂字典</b><span class="dcx-pill n-master"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg>主数据</span></div>
<p class="dcx-line">品牌与原厂名称主数据</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>数据表格</b></div>
<div><i>来源</i><b>内部沉淀</b></div>
<div><i>维护</i><b>随时维护</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 6</i>
<div class="fw"><span class="fc">品牌简称</span><span class="fc">中文简称</span><span class="fc">全称</span><span class="fc">官网</span><span class="fc">代理商</span><span class="fc">是否主推</span></div>
</div>
</div>
<div class="dcx base" id="doc-d-sb-case">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M2 3h6a4 4 0 0 1 4 4v14a3 3 0 0 0-3-3H2z"/><path d="M22 3h-6a4 4 0 0 0-4 4v14a3 3 0 0 1 3-3h7z"/></svg></span><b class="dcx-nm">技术问题案例库</b><span class="dcx-pill n-knowledge"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M2 3h6a4 4 0 0 1 4 4v14a3 3 0 0 0-3-3H2z"/><path d="M22 3h-6a4 4 0 0 0-4 4v14a3 3 0 0 1 3-3h7z"/></svg>知识资产</span></div>
<p class="dcx-line">问题根因与对外回复</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>数据表格</b></div>
<div><i>来源</i><b>复盘沉淀</b></div>
<div><i>维护</i><b>随时维护</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 6</i>
<div class="fw"><span class="fc">案例号</span><span class="fc">问题类型</span><span class="fc">问题现象</span><span class="fc">根因结论</span><span class="fc">对外回复</span><span class="fc">关联PN</span></div>
</div>
</div>
<div class="dcx base">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M19.07 4.93A10 10 0 0 0 6.99 3.34"/><path d="M4 6h.01"/><path d="M2.29 9.62a10 10 0 1 0 19.02-1.27"/><path d="M16.24 7.76a6 6 0 1 0-8.01 8.91"/><path d="M12 18h.01"/><path d="M17.99 11.66a6 6 0 0 1-2.22 4.58"/><circle cx="12" cy="12" r="2"/><path d="m13.41 10.59 5.66-5.66"/></svg></span><b class="dcx-nm">公网选型库</b><span class="dcx-pill n-intel"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M19.07 4.93A10 10 0 0 0 6.99 3.34"/><path d="M4 6h.01"/><path d="M2.29 9.62a10 10 0 1 0 19.02-1.27"/><path d="M16.24 7.76a6 6 0 1 0-8.01 8.91"/><path d="M12 18h.01"/><path d="M17.99 11.66a6 6 0 0 1-2.22 4.58"/><circle cx="12" cy="12" r="2"/><path d="m13.41 10.59 5.66-5.66"/></svg>外部情报</span></div>
<p class="dcx-line">AI与聚合平台初筛线索源</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>数据表格</b></div>
<div><i>来源</i><b>外部公网</b></div>
<div><i>维护</i><b>实时</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 5</i>
<div class="fw"><span class="fc">替代关系</span><span class="fc">参数对比</span><span class="fc">规格书</span><span class="fc">生命周期</span><span class="fc">价格参考</span></div>
</div>
</div>
<div class="dcx base" id="doc-d-sb-cprof">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg></span><b class="dcx-nm">客户技术画像</b><span class="dcx-pill n-master"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg>主数据</span></div>
<p class="dcx-line">客户技术路线与偏好</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>数据表格</b></div>
<div><i>来源</i><b>整合更新</b></div>
<div><i>维护</i><b>季度评审</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 7</i>
<div class="fw"><span class="fc">客户</span><span class="fc">技术路线</span><span class="fc">产品线</span><span class="fc">选型偏好</span><span class="fc">禁用清单</span><span class="fc">决策人</span><span class="fc">经营策略</span></div>
</div>
</div>
<div class="dcx base" id="doc-d-sb-line">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg></span><b class="dcx-nm">产品线能力档案</b><span class="dcx-pill n-master"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg>主数据</span></div>
<p class="dcx-line">原厂产品线能力边界</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>数据表格</b></div>
<div><i>来源</i><b>能力建档</b></div>
<div><i>维护</i><b>版本受控</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 6</i>
<div class="fw"><span class="fc">品牌</span><span class="fc">产品线</span><span class="fc">参数边界</span><span class="fc">能力评价</span><span class="fc">竞品</span><span class="fc">路线图</span></div>
</div>
</div>
<div class="dcx base" id="doc-d-sb-supwin">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg></span><b class="dcx-nm">原厂技术支持库</b><span class="dcx-pill n-master"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg>主数据</span></div>
<p class="dcx-line">原厂对接窗口与响应</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>数据表格</b></div>
<div><i>来源</i><b>关系经营</b></div>
<div><i>维护</i><b>随时维护</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 5</i>
<div class="fw"><span class="fc">品牌</span><span class="fc">对接窗口</span><span class="fc">联系方式</span><span class="fc">配合程度</span><span class="fc">响应时效</span></div>
</div>
</div>
<div class="dcx base">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg></span><b class="dcx-nm">供应商渠道目录</b><span class="dcx-pill n-master"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><ellipse cx="12" cy="5" rx="9" ry="3"/><path d="M3 5v14a9 3 0 0 0 18 0V5"/><path d="M3 12a9 3 0 0 0 18 0"/></svg>主数据</span></div>
<p class="dcx-line">原厂/代理/现货渠道册</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>—</b></div>
<div><i>来源</i><b>内部沉淀</b></div>
<div><i>维护</i><b>随合作更新</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 4</i>
<div class="fw"><span class="fc">供应商</span><span class="fc">渠道类型</span><span class="fc">品牌线</span><span class="fc">联系人</span></div>
</div>
</div>
<div class="dcx base" id="doc-d-sb-std">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M2 3h6a4 4 0 0 1 4 4v14a3 3 0 0 0-3-3H2z"/><path d="M22 3h-6a4 4 0 0 0-4 4v14a3 3 0 0 1 3-3h7z"/></svg></span><b class="dcx-nm">行业标准库</b><span class="dcx-pill n-knowledge"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M2 3h6a4 4 0 0 1 4 4v14a3 3 0 0 0-3-3H2z"/><path d="M22 3h-6a4 4 0 0 0-4 4v14a3 3 0 0 1 3-3h7z"/></svg>知识资产</span></div>
<p class="dcx-line">适用标准与内部解读</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>数据表格</b></div>
<div><i>来源</i><b>外部导入</b></div>
<div><i>维护</i><b>版本受控</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 6</i>
<div class="fw"><span class="fc">标准名称</span><span class="fc">标准类型</span><span class="fc">适用行业</span><span class="fc">关键规则</span><span class="fc">内部解读</span><span class="fc">版本</span></div>
</div>
</div>
<div class="dcx base" id="doc-d-sb-val">
<div class="dcx-hd"><span class="dcx-tile"><svg viewBox="0 0 24 24" width="15" height="15" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M2 3h6a4 4 0 0 1 4 4v14a3 3 0 0 0-3-3H2z"/><path d="M22 3h-6a4 4 0 0 0-4 4v14a3 3 0 0 1 3-3h7z"/></svg></span><b class="dcx-nm">验证记录库</b><span class="dcx-pill n-knowledge"><svg viewBox="0 0 24 24" width="10" height="10" fill="none" stroke="currentColor" stroke-width="2" stroke-linecap="round" stroke-linejoin="round" aria-hidden="true"><path d="M2 3h6a4 4 0 0 1 4 4v14a3 3 0 0 0-3-3H2z"/><path d="M22 3h-6a4 4 0 0 0-4 4v14a3 3 0 0 1 3-3h7z"/></svg>知识资产</span></div>
<p class="dcx-line">样品验证条件与结论</p>
<div class="dcx-spec s3">
<div><i>载体</i><b>数据表格</b></div>
<div><i>来源</i><b>测试归集</b></div>
<div><i>维护</i><b>随评估更新</b></div>
</div>
<div class="dcx-fields">
<i>字段 · 7</i>
<div class="fw"><span class="fc">验证号</span><span class="fc">PN</span><span class="fc">验证类型</span><span class="fc">测试参数</span><span class="fc">测试条件</span><span class="fc">测试结果</span><span class="fc">问题风险</span></div>
</div>
</div></div>
<div class="h2" id="op-p-c5ce25-A7">
<span class="h2t"><span class="n">1.7</span>统一报价-A7 · 情报归档</span>
</div>
<div class="view-lbl">任务定义卡</div>
<div class="pcard">
<div class="pcard-h"><span class="t">统一报价 A7 · 情报归档</span></div>
<div class="pcard-row"><div class="pk">执行</div><div class="pv">BD·商务</div></div><div class="pcard-row"><div class="pk">触发</div><div class="pv">G4 判定 拒绝/无回复(D+7 跟进后)</div></div><div class="pcard-row"><div class="pk">目标</div><div class="pv">不成交也留资产:情报、客户画像、落地率</div></div>
</div>
<div class="view-lbl">作业指导书</div>
<div class="wi">
<div class="wi-fig">
<div class="cap"><span>步骤流程 — 情报归档</span><span>情报归档</span></div>
<svg viewBox="0 0 1000 117" role="img" aria-label="情报归档步骤流程图"><path d="M55,66 L122.5,66" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="122.5,66 113.5,61.5 113.5,70.5" fill="#46586A"/><path d="M272.5,66 L385,66" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="385,66 376,61.5 376,70.5" fill="#46586A"/><path d="M535,66 L647.5,66" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="647.5,66 638.5,61.5 638.5,70.5" fill="#46586A"/><path d="M797.5,66 L910,66" fill="none" stroke="#46586A" stroke-width="1.4"/><polygon points="910,66 901,61.5 901,70.5" fill="#46586A"/><circle cx="45" cy="66" r="10" fill="#E6F1EA" stroke="#3F7A5C" stroke-width="1.8"/><rect x="122.5" y="46" width="150" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="197.5" y="70" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="11.5" font-weight="600" fill="#161B22">结果登记</text><text x="128.5" y="57" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">S1</text><rect x="385" y="46" width="150" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="460" y="70" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="11.5" font-weight="600" fill="#161B22">画像更新</text><text x="391" y="57" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">S2</text><rect x="647.5" y="46" width="150" height="40" rx="6" fill="#E8F1FB" stroke="#4E7DAF" stroke-width="1.3"/><text x="722.5" y="70" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="11.5" font-weight="600" fill="#161B22">落地率统计</text><text x="653.5" y="57" font-family='"SF Mono","JetBrains Mono","Menlo","Roboto Mono",ui-monospace,monospace' font-size="8.5" fill="#8A93A0">S3</text><circle cx="920" cy="66" r="10" fill="#E6F1EA" stroke="#3F7A5C" stroke-width="2.6"/><text x="45" y="41" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.6" font-weight="600" fill="#3F7A5C">上接 A6·报价议价</text><text x="920" y="95" text-anchor="middle" font-family='"PingFang SC","Noto Sans SC","Hiragino Sans GB","Microsoft YaHei",system-ui,sans-serif' font-size="8.6" font-weight="600" fill="#2F5C45">归档闭环</text></svg>
</div>
<div class="wi-body">
<p class="wi-intro"><b>谁做、何时做:</b>拒绝或无回复的单子 7 天内闭环归档。每一单不成交的报价也是情报资产——沉淀下来,下一单更快更准。</p>
<div class="wi-frame">● 上接 A6·报价议价</div>
<ol class="wi-steps typed"><li><span class="gid">S1</span><span class="st">结果登记</span><span class="sd">按 <a class="doc-ref" href="#doc-d-e39664">D+3/D+7跟进提醒</a> 的最终反馈,把拒绝原因/竞对价位写回 <a class="doc-ref base" href="#doc-d-qingbao">历史价格情报</a>(归档)。</span></li><li><span class="gid">S2</span><span class="st">画像更新</span><span class="sd">把客户行为写进 <a class="doc-ref base" href="#doc-d-q05c42">客户资料库</a>(价格敏感型/快速决策型等标签),供 P-01 的客户等级因子取用。</span></li><li><span class="gid">S3</span><span class="st">落地率统计</span><span class="sd">计入 <a class="doc-ref" href="#doc-d-q05f2c">报价落地率统计</a>(落地率/TypeA命中/D+3回复率/退回率),月度交管理层复盘。</span></li></ol>
<div class="wi-frame">◎ 归档闭环</div>
</div>
<div class="wi-foot"><span class="fl">留痕 · SLA</span>留痕:<a class="doc-ref base" href="#doc-d-qingbao">历史价格情报</a>(归档)、<a class="doc-ref" href="#doc-d-q05f2c">报价落地率统计</a>;系统:CRM;7 天闭环,落地率目标 &gt;25%。</div>
</div>
</section>
</main>
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改动;关键差异给验证建议,对照 验证记录库。"},{"name":"签字交出","required":true,"manual":true,"note":"FAE 签字,替代对标表(已签字) 交回发起方——输入技术需求的客户/PM。"}],"milestones":[{"name":"签字放行","entry":"替代对标表带FAE签字"}]}],"topTasks":[{"name":"知识入库","required":true,"note":"官网查到的规格书随手入 芯片规格书;确认的替代关系回填 替代料库 与 PN物料主库(内部推荐替代料);踩到的坑记 技术问题案例库。"}],"events":[{"name":"时限过半","type":"timer","note":"向 BD 与 PM 同步进度与风险,必要时协商只报有把握的部分。"},{"name":"客户改需求","type":"user","note":"应用条件/参数变更→回初选核险与圈选复核,必要时重圈候选。"}],"fileItems":["替代对标表","初筛清单","替代评估请求","芯片规格书","替代料库"],"autoComplete":true},"casebook":{"intro":"替代选型一事一议:收到 替代评估请求 即开案——客户/PM 给出初选物料,或芯片类型与大致参数;先核初选(EOL 等风险提示 + 是否我司主推品牌),无风险且主推直接采信初选办结;需要替代的,先撒网(AI 检索/聚合平台拉 初筛清单)后逐条人工核验,常要两三轮,存活候选按 替代等级 分级(P2P/功能兼容/其他)圈 2~3 颗,做参数对比与风险评估成报告交回。任何替代必须把差异与风险写清——差异没核清的不放行。","closing":"无需替代的,确认初选可用即结案;需要替代的,推荐报告 替代对标表(已签字) 交回发起方——输入技术需求的客户/PM 即结案;替代关系回填 替代料库 与 PN物料主库,规格书与报告入库——每办一案,知识库厚一层。"}},{"id":"case-source","name":"渠道寻源","capabilityId":"r-105d68","oneLiner":"按景选路→核史询价→验价反馈,一料一策","inputs":["询价请求"],"outputs":["寻源比价表","正式报价单"],"pcard":{"trigger":"PM提交询价需求(BOM早期/后期/现货/样品),需执行供应商询价"},"cmmn":{"stages":[{"name":"接需核史","logic":"PM在需求库填写项目/PN/数量/场景类型/紧急度后,触发询价任务给采购。系统自动带出在供供应商与历史报价。先核历史:按场景规则逐PN判定是否可直接采用——可直接采用则跳过询价、直接进入反馈交付;须新询价则进入选渠阶段。","entry":"收到询价请求","exit":"历史核价完成,采用策略已定","tasks":[{"name":"查历史报价","required":true,"note":"系统带出在供供应商及历史报价,逐PN核对有效期与历次价格。未达3次询价但有效期已过的,标记须重询。"},{"name":"判定采用策略","type":"decision","required":true,"note":"BOM早期:有效期内直采;过期浮动≤10%直采、10-20%取均價、>20%重询。BOM后期:历史最低(≥3次)直采,否则降20%谈。现货/样品:一律重询。"}],"milestones":[{"name":"策略已定","entry":"每PN明确直采或须询价"}]},{"name":"选渠定策","logic":"须新询价的料号,按场景确定渠道策略。BOM早期/样品:渠道可放宽,系统带出的供应商直接圈入。BOM后期:必须靠谱——按主供应商→备选供应商→贸易商顺序,圈2~3家,贸易商尽量不采用。现货:仅选有库存且可提供仓库实拍的供应商,不可选无库存转单商。","entry":"须执行新询价","exit":"每料圈定渠道","tasks":[{"name":"按场景圈渠道","required":true,"note":"BOM早期/样品:系统带出即可圈入,可放宽。BOM后期:主→备选→贸易商顺序圈2~3家,贸易商尽量不用。现货:仅选有库存/实拍的供应商,无库存转单商不可选。"},{"name":"渠道资质核实","discretionary":true,"entry":"BOM后期场景","note":"核实授权代理资质与授权期限;贸易商核查货源链可靠性。"}],"milestones":[{"name":"渠道圈定","entry":"每料有2~3家渠道清单"}]},{"name":"发询比价","logic":"按渠道批量发询,PN/数量/时限一次带足。回价逐单登记供应商回价单。验证规则因场景而异:BOM早期第一个报价即可;BOM后期两轮谈价、按历史最低降20%谈;现货多重校验(低于线上商城、比区域市场价、比订货价);样品低于线上商城即可。回价异常或未应答则追价补询。","entry":"渠道已圈定","exit":"有效报价确认或时限到","autoComplete":true,"tasks":[{"name":"批量发询","required":true,"repetition":true,"note":"同一料所有渠道一次发齐;PN/数量/目标价/回价时限写死在询价里。BOM后期默认两轮,首轮后内部review再发次轮。"},{"name":"登记回价","required":true,"repetition":true,"entry":"收到回价","note":"供应商回价单逐单登记:价格/MOQ/交期/有效期/批次DC/成色/渠道等级,一一对应不可缺项。"},{"name":"价格验证","required":true,"repetition":true,"entry":"回价入册后","note":"BOM早期:首个报价即用,品牌价差≤20%正常。BOM后期:按历史最低降20%谈,两轮review。现货:低于线上商城+比区域市场+比订货价(>20%可接受)。样品:低于线上商城即用,库内不足线上补。"},{"name":"追价补询","repetition":true,"discretionary":true,"entry":"回价异常或截止未应答","note":"电话催回未应答渠道;不实回价或远低行情则换渠道补询,每轮记录追价次数与结果。"}],"milestones":[{"name":"报价确认","entry":"每料有有效报价或明确无货"}]},{"name":"反馈交付","logic":"将确认报价/LT/SPQ/有效期填入寻源比价表,供PM查阅。现货/样品场景多一步:PM向客户反馈→确认下单出具正式报价单→填采购申请表→采购下单(填价格/交期/物流单号)→跟踪到货。","entry":"报价已就绪(历史直采或新询完成)","exit":"寻源比价表交付PM","tasks":[{"name":"填寻源比价表","required":true,"note":"将确认报价/LT/SPQ/价格有效期等逐项填入寻源比价表,供PM直接查阅。"},{"name":"下单与跟踪","discretionary":true,"entry":"现货或样品场景且PM确认下单","note":"PM向客户反馈→确认下单出具正式报价单→填入采购申请表。采购接申请后向供应商下单,填写下单价格/交期/物流单号,跟踪到货。"}],"milestones":[{"name":"交付完成","entry":"寻源比价表已提交,现货/样品下单已启动"}]}],"topTasks":[{"name":"知识入库","required":true,"entry":"寻源比价表已交付","note":"回价与成交沉淀历史价格情报;渠道表现与配合度回写供应商渠道目录与供应商档案库;新渠道收编。"}],"events":[{"name":"时限预警","type":"timer","note":"按场景时限过半提醒:BOM早期/现货1~4日、样品1~3日、BOM后期3~9日。急料电话催办。"},{"name":"回价到期","type":"timer","note":"回价临过期提醒复核确认,过期触发重询。"}],"fileItems":["寻源比价表","供应商回价单","正式报价单","询价请求"],"autoComplete":true},"casebook":{"intro":"本案例覆盖四种询价场景——BOM早期、BOM后期、现货询价、样品询价。场景不同,供应商选择尺度与价格验证规则各异,但都遵循同一主线:PM提交询价请求→查历史报价判定可否直采→(须询价时)按场景圈渠道→发询验证→填入寻源比价表反馈。BOM早期/样品渠道可放宽、价格验证宽松;BOM后期必须靠谱渠道、两轮谈价、按历史最低降20%谈;现货仅选库存实拍供应商、多重价格校验。","closing":"寻源比价表交付PM即结案。现货/样品场景还需PM确认下单→出具正式报价单→采购下单→跟踪到货。回价与成交沉淀历史价格情报,渠道表现回写供应商渠道目录——每询一轮,行情底账厚一层。"}}]}}</script>
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