客户经理（AE）套件

Bid/no-bid record: gates, buying context, solution fit and gaps, competition, price to win, deal economics, delivery risk, bid cost, scorecard, decision

Summary, deal evidence by segment, firmographics, technology fit, buying triggers, buying group, disqualifiers, fit score with tiers, team use

Account snapshot, customer goals, stakeholder map, whitespace grid, mutual goals, weighted opportunities vs revenue gap, risks, actions, review log

Buyer and seller close plan: why-now date, success criteria, dated steps with owners on both sides, Gantt, risks and open questions

Planning assumptions, capacity model with ramp and attrition, gap options, territory balance on potential, quota allocation, adjustments

Eligibility, pay mix and OTE, quota, rates and accelerators, crediting rules, payment timing, clawbacks, SPIFFs, employment changes, disputes, legal checkpoints

Objectives, audience map, storyline and win themes, personas and data, environment checklist, agenda, scene clicks and talk track, Q&A, fallback plan

Sales one-pager per competitor: when we meet them, win-loss snapshot, strengths, objection handling, landmine questions, proof

Client proposal: needs, solution and architecture summary, scope, team, pricing options, technical assumptions, dependencies, risks, win themes

Quote or estimate: parties, reference, line items with quantities and rates, subtotal, discount, tax and total, validity, terms

SOW: scope in/out, deliverables with acceptance criteria, milestones, roles of both parties, change control, payment schedule, signatures

Stage exit criteria and probabilities, forecast categories, roll-up by seller, coverage, deal inspection, decisions, forecast accuracy

Sample and win rate, consent, buyer interview guide, reason coding frame, coded results by reason and competitor, deal log, findings, limitations