#!/usr/bin/env python3 """Build the final smart-canteen sales/channel playbook and its tool workbook. The script intentionally keeps all claims and evidence boundaries explicit. It generates reviewable Markdown/CSV/HTML in Git and can create a binary XLSX in a separate delivery directory using direct OOXML (no openpyxl round-trip). """ from __future__ import annotations import argparse import csv import html import shutil import subprocess import sys import tempfile from pathlib import Path from xml.sax.saxutils import escape, quoteattr HERE = Path(__file__).resolve().parent REPO = HERE.parents[5] PACKAGES = [ { "code": "S00", "name": "统一业务底座", "customer_signal": "人员、补贴、餐次、支付、退款和报表分散在多套系统", "problem": "规则靠人工、入口各记各账、异常无法追溯", "software": "组织/人员/账户、消费策略、订单、支付退款、结算对账、报表运营", "hardware": "按场景接入消费终端、读卡器、扫码、人脸等身份入口", "result": "先形成统一账户、统一策略、统一订单、统一报表", "proof": "四个重点项目共同验证", }, { "code": "S10", "name": "高频交易与多入口", "customer_signal": "午餐高峰排队；消费机、闸机、线上入口并行", "problem": "高峰拥堵、入口规则不一、支付与退款难统一", "software": "实时交易、策略校验、多支付、退款、设备状态、统一订单", "hardware": "消费终端、闸机/通道读卡、身份介质、网络与边缘设备", "result": "不同入口执行同一套身份与消费规则并统一入账", "proof": "机场、赛迪", }, { "code": "S20", "name": "线上订餐与智能取餐", "customer_signal": "员工错峰、预订、外带；备餐和取餐状态经常脱节", "problem": "现场排队、错拿漏拿、档口备餐无依据、订单闭环断裂", "software": "移动端/H5、菜单与预订、备餐履约、取餐核验、消息与报表", "hardware": "取餐柜、厨房打印/叫号、档口终端、扫码/刷脸核验", "result": "预订分流—备餐—存柜—核验取餐—订单完成", "proof": "金斯瑞", }, { "code": "S30", "name": "补贴称重与营养", "customer_signal": "按量取餐、补贴复杂、浪费难控、营养信息不足", "problem": "绑盘、称重、计价、补贴、结算任何一步脱节都会错账", "software": "补贴/额度、绑盘、菜品与价格、称重计价、营养分析、异常修正", "hardware": "绑盘机、智能餐盘、单/双秤称重台、保温售餐台、营养屏", "result": "每次取餐动作可计量、可结算、可追溯，并支持节约运营", "proof": "西康宾馆", }, { "code": "S40", "name": "食安证据链", "customer_signal": "监管检查频繁；晨检、留样、温湿度和后厨视频各自为政", "problem": "记录靠纸、过程不可追溯、异常发现晚、检查时临时补材料", "software": "人员晨检、留样、消毒、温湿度、AI事件、台账与监管报表", "hardware": "晨检仪、留样柜、测温与检测设备、摄像机、AI分析盒、NVR/大屏", "result": "把日常动作沉淀成连续、可查询的食安证据", "proof": "江西206、滨州、网信办等项目材料；对外需按证据分级", }, { "code": "S50", "name": "采购库存与经营", "customer_signal": "多供应商、多仓、多基地；采购、验收、库存和成本脱节", "problem": "账实不一致、价格难比、损耗难追、经营分析滞后", "software": "计划采购、供应商、询报价、验收入库、库存、成本与经营分析", "hardware": "智能收货秤、双摄验收秤、AI识别与经营分析大屏", "result": "从采购到消耗建立可核验的经营链路", "proof": "三全、滨州、网信办等方案/项目证据；以项目验收为准", }, { "code": "S60", "name": "集成、部署与服务", "customer_signal": "已有一卡通、财务/OA/SAP；要求本地化、国产化或集团多组织", "problem": "接口边界不清、适配承诺过早、上线后责任不清", "software": "接口适配、主数据同步、财务凭证、单点登录、监控运维、权限审计", "hardware": "服务器/云资源、网络安全、接口网关及项目所需基础设施", "result": "把第三方系统和部署条件纳入可验收、可运维的交付范围", "proof": "已有一卡通/财务/SAP/OA等接口证据；国产化和高可用需专项矩阵", }, ] COMMERCIAL_PACKAGES = [ ["C01", "企业员工食堂标准包", "大型企业、制造基地、研发园区", "S00 + S20；按需叠加 S10/S30", "先解决高峰、预订取餐、补贴与员工体验", "金斯瑞 / 西康宾馆"], ["C02", "政企园区多入口包", "机场、政府、国企、产业园、物业", "S00 + S10 + S60；按需叠加 S40", "先统一身份、策略、入口、订单与对账", "机场 / 赛迪"], ["C03", "学校与强监管食安包", "学校、教育主管单位、团餐集团", "S00 + S40 + S50 + S60；按需叠加 S30", "先建立食安证据链，再贯通采购、库存和营养", "江西206 / 滨州 / 网信办（按证据等级使用）"], ] CASES = [ { "id": "CASE-01", "project": "机场", "scene": "大体量员工食堂、高频交易", "people": "观察期 8,039 个活跃用户", "problem": "多餐次连续高峰；卡、码、线上支付并存；退款与报表要统一", "solution": "S00 + S10：统一账户/策略/订单，以消费终端承接主交易并接入外部订单", "metrics": "895,908 笔有效订单；订单流水 1,942.78 万元；终端订单占 89.43%", "validated": "真实、高频、多支付团餐交易闭环", "boundary": "不等于弹性伸缩、负载均衡、RTO/RPO已通过专项验收；流水不等于收入", "pitch": "当客户担心高峰和多支付混乱时，用机场证明我们能把现场交易主链路跑起来。", "image": "../2026-08-06-airport-high-frequency-scene/assets/airport-high-frequency-panorama.png", "detail": "../2026-08-06-airport-high-frequency-scene/airport-high-frequency-scene.html", "image_note": "AI 场景还原，仅用于说明动线与设备协同，不作为现场验收证据。", }, { "id": "CASE-02", "project": "金斯瑞", "scene": "大型企业、多档口、线上预订与取餐", "people": "近 30 日 6,459 个活跃下单账户；25.9 万笔订单（快照口径）", "problem": "多档口午高峰；线上预订、备餐、存柜和取餐容易脱节", "solution": "S00 + S20：移动订餐、档口备餐、智能取餐柜、身份核验与订单履约", "metrics": "有效订单证据 746,681 笔；7,604 个注册账户；近 30 日平均日活 3,688.87", "validated": "企业前厅最完整的多档口 + 线上订餐 + 取餐硬件协同", "boundary": "不同快照的累计/近30日口径不得混加；现场图片外发需项目授权", "pitch": "当客户既要现场消费又要线上预订和错峰取餐时，用金斯瑞讲完整前厅。", "image": "../2026-08-06-genscript-front-hall-scene/assets/genscript-front-hall-panorama.png", "detail": "../2026-08-06-genscript-front-hall-scene/genscript-front-hall-scene.html", "image_note": "AI 场景示意；真实现场图已建立微盘索引，对外使用需授权。", }, { "id": "CASE-03", "project": "赛迪物业", "scene": "写字楼、产业园、物业型多入口消费", "people": "观察期 3,677 个活跃用户", "problem": "消费机、闸机和线上订餐入口不同，容易形成多套规则和多本账", "solution": "S00 + S10：不同入口调用统一身份和策略，最终沉淀为统一订单与报表", "metrics": "145,955 笔有效订单；订单流水 268.34 万元；闸机订单占 18.55%", "validated": "园区多入口业务可以统一账户、统一策略、统一订单、统一报表", "boundary": "不能用运行数据反推具体硬件型号或最终安装验收数量", "pitch": "当物业说入口多、商户多、规则杂时，先卖统一规则和统一账，不先卖闸机型号。", "image": "../2026-08-06-saidi-multi-entry-scene/assets/saidi-multi-entry-panorama.png", "detail": "../2026-08-06-saidi-multi-entry-scene/saidi-multi-entry-scene.html", "image_note": "AI 场景示意；真实现场图仅限授权后的客户案例材料。", }, { "id": "CASE-04", "project": "西康宾馆", "scene": "宾馆/机构员工食堂、补贴、按量取餐", "people": "349 条员工记录、348 个有效账户；近期 236 个活跃用户", "problem": "补贴和超额规则复杂；绑盘、称重、计价、结算任一步脱节都会错账", "solution": "S00 + S30：补贴策略、绑盘机、智能餐盘、称重台、计价结算与异常处理", "metrics": "累计 121,920 笔有效订单；近期 30 日 7,589 笔；近期 100% 来自绑盘链路", "validated": "补贴—绑盘—称重—计价—结算的连续业务状态链", "boundary": "历史累计金额异常仍需数据治理；不对外表述为全部数据已完全闭环", "pitch": "当客户要按量取餐、控制浪费又要保留补贴时，用西康讲软硬件一体闭环。", "image": "../2026-08-06-xikang-subsidy-weighing-scene/assets/xikang-subsidy-weighing-panorama.png", "detail": "../2026-08-06-xikang-subsidy-weighing-scene/xikang-subsidy-weighing-scene.html", "image_note": "AI 场景还原，仅用于产品讲解；现场图对外发布待授权。", }, ] DISCOVERY = [ ["D01", "客户与场景", "是什么类型单位？几个园区/食堂/餐厅？", "判断 C01/C02/C03 主包", "未明确场景不得直接报设备"], ["D02", "服务人群", "员工/学生/访客/亲友/招待分别多少人？", "决定账户与策略复杂度", "人数要区分注册、活跃、峰值"], ["D03", "高峰压力", "午高峰多少人、多久完成、多少餐线/档口？", "判断 S10 终端与入口配置", "没有压测不得承诺并发数字"], ["D04", "现有流程", "从进门、选餐、结算到对账，哪一步最痛？", "找第一价值点", "一次只锁定 1—2 个首要问题"], ["D05", "消费策略", "补贴、额度、餐次、本人/亲友/招待/外卖规则？", "判断 S00 策略范围", "规则必须形成可验收示例"], ["D06", "订餐取餐", "是否需要预订、外带、取餐柜、叫号、备餐打印？", "判断 S20", "先画履约状态，不先报柜机"], ["D07", "称重营养", "是否按量取餐、控浪费、做营养展示或个体建议？", "判断 S30", "营养建议边界需单独确认"], ["D08", "食安监管", "晨检、留样、温湿度、后厨视频、监管台账怎么做？", "判断 S40", "检查项必须对应证据输出"], ["D09", "采购库存", "供应商、收货、库存、成本、损耗是否要统一？", "判断 S50", "设备量纲与工程量分开"], ["D10", "现有系统", "已有一卡通、财务、OA、SAP、门禁或支付平台吗？", "判断 S60 接口清单", "‘可对接’不等于已完成"], ["D11", "部署环境", "云/本地？网络区划？国产 CPU/OS/DB/中间件要求？", "形成适配矩阵", "无测试证据不承诺国产化"], ["D12", "硬件现状", "哪些设备利旧、哪些新增、现场型号和协议是什么？", "形成兼容与替换策略", "必须看铭牌/协议/现场照片"], ["D13", "验收目标", "用什么指标证明项目成功？", "锁定 G2 验收矩阵", "主流程、数量、接口、性能分别验"], ["D14", "项目边界", "预算、工期、决策人、使用人、IT/财务/后勤谁负责？", "建立推进图", "缺决策人和工期不进入正式报价"], ["D15", "售后运营", "谁维护设备、处理退款、调整策略、看报表？", "定义 G6 移交与续费", "未定义 owner 不关闭交付"], ] OBJECTIONS = [ ["O01", "我们只需要几台消费机", "可以从终端切入，但先确认补贴、身份、退款和对账，否则设备只是新的孤岛。", "先做 30 分钟业务流程图，再给 S00+S10 最小组合。", "不要只按台数报价"], ["O02", "我们已经有一卡通", "我们不要求替换一卡通，重点是把团餐策略、订单和硬件动作接入现有身份体系。", "收集主数据、余额/补贴、支付、退款、对账接口清单。", "接口须联调与验收"], ["O03", "你们能扛多少并发", "机场等项目证明了真实高频运行，但并发上限要以目标部署拓扑和压测报告回答。", "输出目标峰值、压测场景、容量与故障演练计划。", "不凭订单量承诺 HA/RTO/RPO"], ["O04", "能不能国产化", "可以按 CPU、操作系统、数据库、中间件逐项评估，最终以适配矩阵和测试结果为准。", "在 G2 冻结环境版本与验收用例。", "禁止口头承诺全面适配"], ["O05", "能不能接财务/SAP/OA", "已有相关项目/代码证据，但每家主数据、凭证和对账口径不同。", "先做接口清单、字段映射、异常和重试机制评估。", "支持对接≠本项目已验收"], ["O06", "硬件能不能换别家", "可评估，但协议、固件、驱动、性能和售后备件都要纳入适配。", "走 G3 ECN，重新确认价格、交期、接口和验收。", "禁止口头替换"], ["O07", "为什么比普通收银贵", "客户买到的是身份、补贴、订餐、硬件、结算和运营的闭环，而不是单机收款。", "用客户当前人工成本、排队、错账和监管风险算价值。", "不虚构 ROI"], ["O08", "怎么保证不会货不对版", "所有可销售项使用内部 SKU + 官方型号 + 版本/规格，并经过 G0—G6 门禁。", "报价附 SKU 版 BOM，出库登记铭牌/SN，验收按 SKU。", "CPT-FT248 等冲突项暂停新售"], ["O09", "上线后谁维护", "售后接管必须包含项目、SKU、SN、版本、质保、备件、权限和联系人。", "签约前明确 SLA 和各方职责。", "服务 SKU/SLA 未冻结前不做确定承诺"], ["O10", "能不能先做试点", "可以，用一个高价值主流程验证，再决定扩容。", "锁定试点人群、点位、周期、通过指标和退出条件。", "试点不等于无限定制"], ] CHANNEL_RACI = [ ["线索与客户关系", "主责", "支持", "渠道负责关系、预算与决策链；康比特提供场景材料"], ["需求发现与现场调研", "协同", "主责", "共同完成 15 问；康比特负责技术与流程判断"], ["标准组合与方案", "协同", "主责", "渠道不得自行新增未定标型号或能力承诺"], ["报价与商务", "主责", "协同", "报价必须引用内部 SKU；价格与商务政策按授权执行"], ["接口/国产化/性能承诺", "不得单独承诺", "主责", "必须经过适配、压测或验收评审"], ["合同与型号冻结", "协同", "主责", "G2 之前不得签约或下采购"], ["采购、出库与实施", "支持现场协调", "主责", "铭牌/SN/版本和变更均进入台账"], ["验收与回款材料", "主责商务协同", "主责技术证据", "按数量、主流程、接口、性能分别验收"], ["售后与续费增购", "主责客户经营", "主责产品服务", "共同做运行复盘与二次需求识别"], ] ASSETS = [ ["A01", "本手册 HTML", "销售新人/授权渠道主入口", "smart-canteen-sales-channel-playbook.html", "内部与授权渠道", "项目名称、指标、图片外发前复核"], ["A02", "本手册 Markdown", "AI 复用与后续维护真源", "smart-canteen-sales-channel-playbook.md", "内部", "不直接外发"], ["A03", "销售工具 Excel", "需求访谈、组合选择、异议与渠道协同", "智慧食堂销售与渠道作战工具.xlsx（交付目录）", "内部与授权渠道", "不含价格"], ["A04", "四项目能力总结", "机场/金斯瑞/赛迪/西康案例证据", "../2026-08-06-four-project-product-proof/four-project-product-proof.html", "内部；外发需授权", "现场图和客户指标需复核"], ["A05", "标准产品项目定标", "型号、SKU、28项目证据与交付门禁", "../2026-08-06-standard-product-project-model-gate/standard-product-project-model-gate.html", "内部", "A 类型号证据不等于完整验收"], ["A06", "产品定标基表 Excel", "报价/采购/交付/售后协同", "../2026-08-06-standard-product-project-model-gate/AI营养智慧食堂-标准产品项目定标基表.xlsx", "内部", "受控使用"], ["A07", "机场场景页", "高频交易", "../2026-08-06-airport-high-frequency-scene/airport-high-frequency-scene.html", "内部；外发需授权", "AI 场景图不作验收证据"], ["A08", "金斯瑞场景页", "企业完整前厅", "../2026-08-06-genscript-front-hall-scene/genscript-front-hall-scene.html", "内部；外发需授权", "快照口径需注明"], ["A09", "赛迪场景页", "园区多入口", "../2026-08-06-saidi-multi-entry-scene/saidi-multi-entry-scene.html", "内部；外发需授权", "不反推设备型号"], ["A10", "西康场景页", "补贴称重营养", "../2026-08-06-xikang-subsidy-weighing-scene/xikang-subsidy-weighing-scene.html", "内部；外发需授权", "不扩大历史金额结论"], ] BOUNDARIES = [ ["真实订单与活跃", "可证明系统被真实使用并承载对应业务链路", "不能单独证明弹性伸缩、负载均衡、动静/冷热分离或 RTO/RPO"], ["订单流水", "可描述订单口径的交易规模", "不等于合同收入、确认收入或回款"], ["现场照片/设备注册", "可证明某阶段现场或设备存在", "不等于最终安装数量和客户验收"], ["接口代码/项目资料", "可证明有适配基础或实施记录", "不等于当前客户已联调并验收"], ["国产化方案", "可进入环境适配评估", "无 CPU/OS/DB/中间件矩阵和测试记录不得承诺全面适配"], ["AI 场景图", "可直观解释人、设备和流程关系", "不是真实现场照片，不作品牌、型号、数量或验收证据"], ["标准型号 A 类证据", "可写成存在型号级项目应用证据", "仍需铭牌/SN、出库和验收补齐后才是完整闭环"], ] QUICKSTART = [ ["1", "先问场景", "客户是谁、多少人、几个点位、哪一步最痛"], ["2", "再选组合", "从 C01/C02/C03 选主包，再叠加 S10—S60"], ["3", "用案例证明", "机场讲高频，金斯瑞讲完整前厅，赛迪讲多入口，西康讲称重"], ["4", "先锁能力边界", "把已验证、需适配、待客户确认分开"], ["5", "最后定型号", "内部 SKU + 官方型号 + 版本/规格 + 数量 + 必选配件"], ["6", "按门禁交付", "G0 建档—G2 冻结—G4 出库—G5 验收—G6 售后"], ] def write_csv(path: Path, header: list[str], rows: list[list[str]]) -> None: with path.open("w", encoding="utf-8-sig", newline="") as fh: writer = csv.writer(fh, lineterminator="\n") writer.writerow(header) writer.writerows(rows) def md_table(headers: list[str], rows: list[list[str]]) -> str: def clean(value: str) -> str: return str(value).replace("|", "\\|").replace("\n", "
") lines = ["| " + " | ".join(map(clean, headers)) + " |"] lines.append("|" + "|".join(["---"] * len(headers)) + "|") lines.extend("| " + " | ".join(clean(v) for v in row) + " |" for row in rows) return "\n".join(lines) def build_markdown() -> str: pkg_rows = [[p[k] for k in ("code", "name", "customer_signal", "problem", "software", "hardware", "result", "proof")] for p in PACKAGES] case_rows = [[c[k] for k in ("project", "scene", "people", "problem", "solution", "metrics", "validated", "boundary")] for c in CASES] lines = [ "# 智慧营养团餐销售与渠道作战手册", "", "> 版本：V1.0｜日期：2026-08-06｜适用：销售新人、售前、交付、售后与授权渠道", "> 分发边界：内部与授权渠道评审。客户名称、运营指标与现场图片对外使用前必须完成授权和口径复核。", "", "## 一句话产品定位", "", "我们卖的不是一台消费机或一套后台菜单，而是把**身份与账户—消费策略—订餐/取餐—硬件动作—支付结算—对账运营—营养食安增值**连接成一条可运行、可验收、可持续服务的团餐业务闭环。", "", "## 新人三分钟：按这个顺序卖", "", md_table(["步骤", "动作", "做到什么"], QUICKSTART), "", "## 客户买的不是功能，而是五个结果", "", "1. 高峰期更快：身份、策略和支付在入口处快速完成，减少排队。", "2. 规则自动执行：补贴、额度、餐次、本人/亲友/招待等不再靠人工记忆。", "3. 多入口一本账：现场消费、线上预订、取餐柜、闸机和称重进入统一订单。", "4. 软硬件不脱节：设备动作成为业务状态，异常可追溯。", "5. 可交付、可运营：从报价型号到出库、验收、售后有同一条产品主数据。", "", "## 七个销售产品包", "", "> S00—S60 是销售组合码，不代替正式内部 SKU。正式报价必须从产品定标基表选择唯一 SKU 和官方型号。", "", md_table(["组合码", "产品包", "客户信号", "客户问题", "软件", "硬件", "结果", "项目证明"], pkg_rows), "", "## 三个可直接复制的商业标准包", "", md_table(["编号", "标准包", "目标客户", "建议组合", "第一价值点", "优先案例"], COMMERCIAL_PACKAGES), "", "## 四个最强案例怎么讲", "", md_table(["项目", "场景", "人群", "问题", "解决方案", "运行指标", "验证能力", "边界"], case_rows), "", "四个项目累计有效订单证据合计 **1,910,464 笔**。该数字是不同项目、不同观察窗口的证据汇总，只用于说明真实运行规模，不作为同周期经营统计。", "", "## 销售发现 15 问", "", md_table(["ID", "主题", "必问问题", "用途", "停止规则"], DISCOVERY), "", "## 售前—交付—售后七道门", "", "- G0 商机建档：场景、人群、餐线、点位、接口、部署环境不全，不出标准报价。", "- G1 标准选型：使用内部 SKU、官方型号、数量和必选配件；禁止自由文本型号。", "- G2 型号冻结：样品/铭牌、接口协议、版本、国产化环境与验收口径一起冻结。", "- G3 ECN 变更：替代、减配、升级必须评估价格、交期、接口和验收。", "- G4 出库移交：采购型号、到货铭牌、装箱单一致，并登记 SN/MAC/固件/软件版本。", "- G5 安装验收：分别验证数量、主流程、接口、性能、照片和客户签字。", "- G6 售后接管：项目、SKU、SN、版本、质保、备件、权限与联系人齐备。", "", "## 常见异议怎么回答", "", md_table(["ID", "客户异议", "回答框架", "下一步", "边界"], OBJECTIONS), "", "## 渠道怎么与我们配合", "", md_table(["环节", "渠道", "康比特", "协作规则"], CHANNEL_RACI), "", "## 30 秒标准话术", "", "> 我们做的不是单一收银设备，而是智慧营养团餐的业务底座。它能把人员身份、补贴和消费规则、现场与线上订单、取餐柜/闸机/称重台等硬件、支付退款和财务对账接成一条闭环。机场、金斯瑞、赛迪、西康宾馆已经分别验证了高频交易、企业完整前厅、园区多入口和补贴称重四类场景。我们会先根据客户人群和痛点选标准组合，再冻结 SKU 和型号，确保售前、交付和售后拿到的是同一套产品。", "", "## 能力证据与承诺边界", "", md_table(["现有证据", "可以证明", "不能扩大"], BOUNDARIES), "", "## 资产导航", "", md_table(["ID", "资产", "用途", "路径", "分发范围", "注意"], ASSETS), "", "## 销售下一步", "", "第一次客户沟通结束后，必须留下五个输出：**一张现状流程图、一套建议组合、一份适配差距、一个证明案例、一张型号冻结清单**。没有这五项，就还没有从聊天进入可交付商机。", "", "## 当前产品治理拍板", "", "- 新销售软件统一采用 V2.0；V1.0/V6.5 只作为存量版本维护。", "- `CPT-FT248` 因一号两物暂停新售，待平托盘/分隔盘拆分官方型号。", "- 双摄智能收货秤统一为 `C-F160`，不得再写成 `C-F150（双摄版）`。", "- P301/P50/P51/P308、TB600 等实物型号需 OEM/铭牌证据后才能建立受控别名。", "- 服务器/大屏采用基础硬件 SKU + 软件/部署包；云服务、实施、维保需补服务 SKU 与 SLA。", "", "## 证据来源", "", "- 四项目产品证明与各项目场景页。", "- 28 项目主档与生产库只读聚合快照。", "- 用户提供的 2026 数科事业部销售数据与 AI 营养智慧食堂标准产品方案。", "- 标准产品—项目定标与交付门禁基表。", "", "**审阅状态：待销售负责人、产品负责人、交付负责人和渠道负责人联合确认。**", ] return "\n".join(lines) + "\n" def table_html(headers: list[str], rows: list[list[str]], compact: bool = False) -> str: cls = "compact" if compact else "" head = "".join(f"{html.escape(h)}" for h in headers) body = "".join("" + "".join(f"{html.escape(str(v))}" for v in row) + "" for row in rows) return f'
{head}{body}
' def build_html() -> str: package_cards = "\n".join( f'''
{p['code']}

{html.escape(p['name'])}

听到这些话：{html.escape(p['customer_signal'])}

问题

{html.escape(p['problem'])}

软件

{html.escape(p['software'])}

硬件

{html.escape(p['hardware'])}

结果

{html.escape(p['result'])}

优先证明：{html.escape(p['proof'])}

''' for p in PACKAGES ) case_sections = "\n".join( f'''
{html.escape(c['project'])}场景化产品全景图

{html.escape(c['image_note'])}

{c['id']} · {html.escape(c['scene'])}

{html.escape(c['project'])}

服务人群｜{html.escape(c['people'])}

客户的问题
{html.escape(c['problem'])}
我们的组合
{html.escape(c['solution'])}
运行证据
{html.escape(c['metrics'])}
验证了什么
{html.escape(c['validated'])}
{html.escape(c['pitch'])}

不能扩大：{html.escape(c['boundary'])}

查看该项目完整场景页 →
''' for c in CASES ) objection_html = "\n".join( f'''
{html.escape(row[0])}{html.escape(row[1])}

怎么回答：{html.escape(row[2])}

推进动作：{html.escape(row[3])}

边界：{html.escape(row[4])}

''' for row in OBJECTIONS ) quick_cards = "".join( f'
{r[0]}

{html.escape(r[1])}

{html.escape(r[2])}

' for r in QUICKSTART ) case_metrics = [ ("191.0 万+", "四项目有效订单证据合计*"), ("28", "项目资产池"), ("63", "标准产品候选"), ("11", "已有型号级一致证据的项目"), ] metrics_html = "".join(f'
{v}{html.escape(k)}
' for v, k in case_metrics) commercial = table_html(["编号", "标准包", "目标客户", "建议组合", "第一价值点", "优先案例"], COMMERCIAL_PACKAGES) discovery = table_html(["ID", "主题", "必问问题", "用途", "停止规则"], DISCOVERY, True) channel = table_html(["环节", "渠道", "康比特", "协作规则"], CHANNEL_RACI, True) boundaries = table_html(["现有证据", "可以证明", "不能扩大"], BOUNDARIES, True) assets = table_html(["ID", "资产", "用途", "路径", "分发范围", "注意"], ASSETS, True) return f''' 智慧营养团餐销售与渠道作战手册
智慧营养团餐 · 销售与渠道作战手册 V1.0

卖的是业务闭环
不是设备堆砌

让销售新人知道第一句话怎么说、下一步怎么问；让渠道伙伴知道我们能解决什么、用什么项目证明、怎样把项目稳稳交付。

内部与授权渠道使用｜客户名称、运营指标和现场图片对外使用前须完成授权与口径复核

{metrics_html}
START HERE

新人三分钟
按这个顺序卖

第一轮沟通的目标不是立刻报价，而是把客户从“我要几台设备”带到“我要解决哪条业务链”。只要能完成下面六步，新人就不会把智慧团餐卖成硬件采购。

{quick_cards}

* 四项目有效订单证据合计来自不同项目和观察窗口，只说明真实运行规模，不作为同周期经营统计。

PRODUCT STORY

一句话讲清
我们到底卖什么

客户真正购买的是业务结果：高峰更快、规则自动执行、多入口一本账、软硬件不脱节，以及售前到售后拿到同一套产品。

我们把身份与账户、消费策略、点餐取餐、硬件交互、支付结算、对账运营和营养食安增值，连接成一条可运行、可验收、可持续服务的团餐业务闭环。
身份与账户
消费策略
订餐 / 取餐
硬件动作
支付结算
对账运营
营养 / 食安
SOLUTION PACKAGES

七个产品包
三个标准卖法

S00—S60 是销售组合码，用来帮助销售快速判断，不代替正式 SKU。正式报价必须回到标准产品定标基表，锁定内部 SKU、官方型号、版本和数量。

{package_cards}

三个可直接复制的商业标准包

{commercial}
PROOF, NOT PROMISES

四个项目
四种最强证明

案例不是项目简介，而是销售证据：客户是什么场景、服务什么人、遇到什么问题、用了什么软硬件、最后验证了什么。每个案例同时标注不能扩大的边界。

{case_sections}
DISCOVERY

第一次见客户
必须问完 15 个问题

问完以后，销售要能给出一个主包、若干增购包和一组待适配项。若场景、人数、峰值、接口、部署和验收仍不清楚，就不能进入正式报价。

{discovery}
DELIVERY GATES

解决“货不对版”
靠七道门

从售前开始就使用同一套产品主数据。销售、采购、交付、售后都认内部 SKU、官方型号和版本规格；替换必须走 ECN。

G0商机建档

场景、人群、点位、接口、部署

G1标准选型

SKU、型号、数量、配件

G2型号冻结

封样、协议、版本、验收

G3ECN 变更

替代、减配、升级可追溯

G4出库移交

铭牌、SN、固件、装箱单

G5安装验收

数量、流程、接口、性能

G6售后接管

质保、备件、权限、联系人

立即执行的产品拍板

新售软件统一 V2.0；CPT-FT248 暂停新售；双摄收货秤统一 C-F160；历史实物型号必须补 OEM/铭牌证据；服务项必须有服务 SKU 与 SLA。

打开产品定标与门禁 →

销售必须带走的五项输出

一张现状流程图、一套建议组合、一份适配差距、一个证明案例、一张型号冻结清单。缺一项，都还没有进入可交付商机。

打开产品定标基表 Excel →
OBJECTIONS

客户常问什么
销售怎么接

回答的目标不是争辩，而是把问题转成下一步可验证动作。尤其是并发、国产化、外部接口和硬件替换，必须进入专项评估，不能口头兜底。

{objection_html}
CHANNEL PLAY

渠道为什么
愿意与我们一起卖

渠道负责客户关系、预算和本地协同；康比特负责产品组合、技术边界、型号冻结、交付证据和持续服务。双方共同把单次项目变成可复制的场景方案。

更快

用标准包和案例缩短从线索到方案的时间

更准

先匹配业务问题，再配置软硬件

更稳

G0—G6 门禁减少错型、漏项和返工

更长

从交易底座延展到营养、食安、采购与运维

{channel}

30 秒话术

我们做的不是单一收银设备，而是智慧营养团餐的业务底座。它把人员身份、补贴和消费规则、现场与线上订单、取餐柜/闸机/称重台等硬件、支付退款和财务对账接成一条闭环。

3 分钟话术结构

先讲客户场景和问题；再讲对应产品组合与主流程；用最匹配的项目指标证明；说明待适配边界；最后邀请客户一起完成现状流程图和型号冻结清单。

TRUST BOUNDARY

能力强
也要说得准确

可信是最重要的销售资产。已经有证据的能力讲清楚；需要适配、压测或客户确认的能力，明确下一步怎样验证。

{boundaries}

完整资产导航

{assets}
NEXT MEETING

下一次客户会
就交付这五样

把“产品很强”变成客户看得懂、内部交得出、渠道能复制的商机材料。

01｜客户现状流程图02｜建议产品组合03｜适配与证据差距04｜最匹配的证明案例05｜SKU / 型号冻结清单
''' def col_letter(n: int) -> str: result = "" while n: n, rem = divmod(n - 1, 26) result = chr(65 + rem) + result return result def build_xlsx(output: Path, skill_dir: Path) -> None: sheets = [ ("三分钟开局", ["步骤", "动作", "做到什么"], QUICKSTART), ("场景产品组合", ["组合码", "产品包", "客户信号", "客户问题", "软件", "硬件", "结果", "项目证明"], [[p[k] for k in ("code", "name", "customer_signal", "problem", "software", "hardware", "result", "proof")] for p in PACKAGES]), ("商业标准包", ["编号", "标准包", "目标客户", "建议组合", "第一价值点", "优先案例"], COMMERCIAL_PACKAGES), ("案例证据", ["项目", "场景", "人群", "问题", "解决方案", "运行指标", "验证能力", "边界"], [[c[k] for k in ("project", "scene", "people", "problem", "solution", "metrics", "validated", "boundary")] for c in CASES]), ("需求访谈", ["ID", "主题", "必问问题", "用途", "停止规则"], DISCOVERY), ("异议处理", ["ID", "客户异议", "回答框架", "下一步", "边界"], OBJECTIONS), ("渠道分工", ["环节", "渠道", "康比特", "协作规则"], CHANNEL_RACI), ("承诺边界", ["现有证据", "可以证明", "不能扩大"], BOUNDARIES), ("资产导航", ["ID", "资产", "用途", "路径", "分发范围", "注意"], ASSETS), ] strings: list[str] = [] index: dict[str, int] = {} refs = 0 def sid(value: str) -> int: nonlocal refs text = str(value) refs += 1 if text not in index: index[text] = len(strings) strings.append(text) return index[text] tmp = Path(tempfile.mkdtemp(prefix="smart_canteen_sales_xlsx_")) work = tmp / "work" shutil.copytree(skill_dir / "templates" / "minimal_xlsx", work) worksheet_dir = work / "xl" / "worksheets" for existing in worksheet_dir.glob("sheet*.xml"): existing.unlink() workbook_sheets = [] rels = [ '', '', '', ] overrides = [] for i, (name, headers, rows) in enumerate(sheets, 1): rid = "rId1" if i == 1 else f"rId{i + 2}" workbook_sheets.append(f'') if i > 1: rels.append(f'') overrides.append(f'') ncols = len(headers) widths = [] for ci, header in enumerate(headers, 1): max_len = max([len(str(header))] + [len(str(row[ci - 1])) for row in rows]) width = min(max(max_len * 1.55, 12), 46) widths.append(f'') title = f"智慧营养团餐销售与渠道作战工具｜{name}" sheet_rows = [f'{sid(title)}'] header_cells = "".join(f'{sid(h)}' for ci, h in enumerate(headers, 1)) sheet_rows.append(f'{header_cells}') for ri, row in enumerate(rows, 4): cells = "".join(f'{sid(v)}' for ci, v in enumerate(row, 1)) sheet_rows.append(f'{cells}') ref = f"A3:{col_letter(ncols)}{len(rows) + 3}" worksheet = f''' {''.join(widths)} {''.join(sheet_rows)} ''' (worksheet_dir / f"sheet{i}.xml").write_text(worksheet, encoding="utf-8") workbook = f''' {''.join(workbook_sheets)}''' (work / "xl" / "workbook.xml").write_text(workbook, encoding="utf-8") rel_xml = f'''{''.join(rels)}''' (work / "xl" / "_rels" / "workbook.xml.rels").write_text(rel_xml, encoding="utf-8") content_types = f'''{''.join(overrides)}''' (work / "[Content_Types].xml").write_text(content_types, encoding="utf-8") shared_items = "".join(f"{escape(s)}" for s in strings) shared = f'''{shared_items}''' (work / "xl" / "sharedStrings.xml").write_text(shared, encoding="utf-8") # Append three semantic display styles without altering the template's existing xfs. styles = (work / "xl" / "styles.xml").read_text(encoding="utf-8") styles = styles.replace('', '').replace( "", '' '' '', 1, ) styles = styles.replace('', '').replace( "", '' '', 1, ) styles = styles.replace('', '').replace( "", '', 1, ) styles = styles.replace('', '').replace( "", '' '' '', 1, ) (work / "xl" / "styles.xml").write_text(styles, encoding="utf-8") output.parent.mkdir(parents=True, exist_ok=True) subprocess.run([sys.executable, str(skill_dir / "scripts" / "xlsx_pack.py"), str(work), str(output)], check=True) subprocess.run([sys.executable, str(skill_dir / "scripts" / "formula_check.py"), str(output)], check=True) shutil.rmtree(tmp) def main() -> None: parser = argparse.ArgumentParser() parser.add_argument("--xlsx-output", type=Path, help="Optional delivery path for the generated XLSX") parser.add_argument("--xlsx-skill-dir", type=Path, default=Path("/Users/jack/.codex/skills/minimax-xlsx")) args = parser.parse_args() HERE.mkdir(parents=True, exist_ok=True) write_csv(HERE / "scenario-package-matrix.csv", ["组合码", "产品包", "客户信号", "客户问题", "软件", "硬件", "客户结果", "项目证明"], [[p[k] for k in ("code", "name", "customer_signal", "problem", "software", "hardware", "result", "proof")] for p in PACKAGES]) write_csv(HERE / "case-proof-matrix.csv", ["案例ID", "项目", "场景", "服务人群", "客户问题", "解决方案", "运行指标", "验证能力", "证据边界", "销售话术"], [[c[k] for k in ("id", "project", "scene", "people", "problem", "solution", "metrics", "validated", "boundary", "pitch")] for c in CASES]) write_csv(HERE / "sales-discovery-checklist.csv", ["ID", "主题", "必问问题", "用途", "停止规则"], DISCOVERY) write_csv(HERE / "objection-handling.csv", ["ID", "客户异议", "回答框架", "下一步", "边界"], OBJECTIONS) write_csv(HERE / "channel-collaboration-raci.csv", ["环节", "渠道", "康比特", "协作规则"], CHANNEL_RACI) write_csv(HERE / "asset-index.csv", ["ID", "资产", "用途", "路径", "分发范围", "注意"], ASSETS) write_csv(HERE / "evidence-boundary.csv", ["现有证据", "可以证明", "不能扩大"], BOUNDARIES) (HERE / "smart-canteen-sales-channel-playbook.md").write_text(build_markdown(), encoding="utf-8") (HERE / "smart-canteen-sales-channel-playbook.html").write_text(build_html(), encoding="utf-8") if args.xlsx_output: build_xlsx(args.xlsx_output.resolve(), args.xlsx_skill_dir.resolve()) if __name__ == "__main__": main()