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<title>客戶拜訪腳本 Adoption Evidence Ledger</title> |
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<h1>客戶拜訪腳本 Adoption Evidence Ledger</h1> |
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<p>把「產出第一版客戶拜訪腳本」從反覆 overdue 轉成採用證據帳本：腳本是否真的被產品接受、客成使用、客戶回覆、提案轉換，全部用同一組欄位回寫 PLS。</p> |
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<div class="card span-3"><h3>Closure Readiness</h3><div class="metric amber">2/5</div><p class="muted">有腳本與 gate；缺 owner acceptance 與 2 筆使用證據。</p></div> |
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<div class="card span-3"><h3>Owner / Due</h3><div class="metric">產品</div><p class="muted">墨宇產品負責人，2026-05-25 18:00。</p></div> |
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<div class="card span-3"><h3>Evidence Target</h3><div class="metric blue">2 筆</div><p class="muted">mock 或真實拜訪皆可，但必須有 pain/evidence/next_step。</p></div> |
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<div class="card span-3"><h3>Close Rule</h3><div class="metric green">明確</div><p class="muted">accept + 2 events + case scope safe 才能關閉 overdue。</p></div> |
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<h2>D1 / D7 / D14 / D30 採用路徑</h2> |
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<thead><tr><th>節點</th><th>產出</th><th>驗收</th></tr></thead> |
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<tbody> |
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<tr><td>D1</td><td>產品負責人回覆 accept/revise/evidence_gap；客成用腳本跑 1 次 mock。</td><td>adoption_review 有狀態，mock event 有 pain/evidence/next_step。</td></tr> |
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<tr><td>D7</td><td>累積 2 筆拜訪使用證據，整理客戶感受不到優勢的前三場景。</td><td>2 筆 events 完整率 100%，每筆有 owner/due。</td></tr> |
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<tr><td>D14</td><td>將高頻異議轉成提案模組，接案例授權內外版規則。</td><td>至少 3 個 proposal_modules 可用，publish_scope 無越界。</td></tr> |
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<tr><td>D30</td><td>形成客戶策略簡報與提案產線採用 dashboard。</td><td>script adoption、proposal conversion、case risk 每週可追。</td></tr> |
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<h2>Purpose-to-Purpose E2E</h2> |
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<li>原始目的：客戶能感受到墨宇優勢。</li> |
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<li>產出物：腳本、採用 review、拜訪 events、提案模組。</li> |
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<li>人採用：產品定稿，客成使用，CEO 看指標。</li> |
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<li>指標改善：採用率、提案轉換、回覆率、證據風險下降。</li> |
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<h2>Evidence Ledger</h2> |
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<thead><tr><th>證據</th><th>必填欄位</th><th>關閉判斷</th></tr></thead> |
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<tbody> |
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<tr><td>adoption_review</td><td>reviewer、status、note、due</td><td><span class="tag amber">缺</span> 無 accept 不得 close</td></tr> |
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<tr><td>visit_evidence_event</td><td>pain_moment、objection_type、evidence_requested、next_step</td><td><span class="tag amber">缺</span> 少於 2 筆不得 close</td></tr> |
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<tr><td>case_scope_check</td><td>case_name、publish_scope、consent_status</td><td><span class="tag green">可定義</span> 未授權只能內部/匿名</td></tr> |
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<tr><td>proposal_module</td><td>objection_type、body、evidence_asset_ids、audience_scope</td><td><span class="tag blue">下一輪</span> D14 生成</td></tr> |
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<h2>people_sync</h2> |
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<div class="line-draft">LINE 草稿： |
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墨宇產品負責人、客成窗口，PLS 已把「第一版客戶拜訪腳本」改成採用證據帳本。請在 2026-05-25 18:00 前回覆 accept/revise/evidence_gap；客成 D7 前補 2 筆 mock/真實拜訪紀錄，每筆必填 pain_moment、evidence_requested、next_step、owner、due。 |
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關閉條件：產品 accept + 2 筆使用證據 + 案例權限不越界。缺任一項，PLS 不關閉 overdue，而是派下一輪缺口任務。</div> |
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