重启后仍能跳过协同出方案，未成交可同一句带原因；海陆有价卡改为直接生成报价单。

Co-authored-by: Cursor <cursoragent@cursor.com>

inquiry-agent/agent/handlers/air_group_collab.py

@@ -313,6 +313,7 @@ def _handle_bound(
             sender_id=message.sender_id,
             outcome=outcome,
             chat_id=chat_id,
+            text=message.content or "",
         )
     if intent == INTENT_CONFIRM_TMS:
         return apply_air_confirm_tms(

inquiry-agent/agent/handlers/group_collab.py

@@ -211,6 +211,7 @@ def handle_group_inbound(
             sender_id=message.sender_id,
             outcome=outcome,
             sess=sess,
+            text=message.content or "",
         )
     if intent == INTENT_CONFIRM_TMS:
         return apply_confirm_tms_quote(

inquiry-agent/agent/policy/air_group_ops.py

@@ -609,6 +609,7 @@ def apply_air_deal(
     sender_id: str,
     outcome: str,
     chat_id: str,
+    text: str = "",
 ) -> str:
     if not is_sales(ticket, sender_id):
         send_group_text(group_client_of(flow), chat_id, copy.air_sales_only_deal())
@@ -616,10 +617,11 @@ def apply_air_deal(
     stopped = halt_closed_group(flow=flow, ticket=ticket, chat_id=chat_id)
     if stopped:
         return stopped
-    from agent.policy.deal_outcome import finish_deal_outcome
+    from agent.policy.deal_outcome import finish_deal_outcome, harvest_inline_lost_reason
     from agent.policy.sea_group_ops import facts_of_group
 
     view = ticket_view(ticket)
+    inline = harvest_inline_lost_reason(text) if outcome == "未成交" else ""
     result = finish_deal_outcome(
         ledger=flow.ledger,
         work_order_no=ticket_no(ticket),
@@ -628,16 +630,24 @@ def apply_air_deal(
         quote=dict(view.get("quote") or {}),
         business_line="AIR",
         sales_name=str(view.get("sales_name") or ""),
+        lost_reason=inline,
     )
     if not result.get("ok"):
         send_group_text(group_client_of(flow), chat_id, "主账状态更新失败，成交结果未入账。")
         return "ledger_fail"
+    phase = str(result.get("phase") or "done")
+    ack_reason = inline if phase == "done" and outcome == "未成交" else ""
     send_group_text(
         group_client_of(flow),
         chat_id,
-        copy.deal_ack(outcome, ticket_no(ticket), str(result.get("next_followup_at") or "")),
+        copy.deal_ack(
+            outcome,
+            ticket_no(ticket),
+            str(result.get("next_followup_at") or ""),
+            lost_reason=ack_reason,
+        ),
     )
-    return str(result.get("phase") or "done")
+    return phase
 
 
 def apply_air_lock(

inquiry-agent/agent/policy/air_text_flow.py

@@ -560,7 +560,15 @@ class AirTextInquiryFlow:
         if phase == "wait_collab":
             allowed = (copy.BTN_SKIP_COLLAB,)
         elif phase == "wait_adopt":
-            allowed = (copy.BTN_ADOPT_EXCEL, copy.BTN_ADOPT_PDF, copy.BTN_REJECT)
+            # skip_collab_on_wait_adopt：主账把空运/陆运「已报价未出文件」收成方案卡，
+            # 但手机上协同卡还在。进程重启后点「不需要协同」必须还能出方案，不能静默丢掉。
+            # 报价文件已发出时主账会改 wait_deal，这里不会走到。
+            allowed = (
+                copy.BTN_SKIP_COLLAB,
+                copy.BTN_ADOPT_EXCEL,
+                copy.BTN_ADOPT_PDF,
+                copy.BTN_REJECT,
+            )
         elif phase == "wait_deal":
             allowed = (copy.BTN_DEAL, copy.BTN_LOST, copy.BTN_NEGOTIATE)
         elif phase == "wait_lost_reason":
@@ -707,6 +715,9 @@ class AirTextInquiryFlow:
                 reply=reply,
                 card_meta=inbound_raw,
             )
+        oral_lost = self.try_deal_oral(sess, text, reply, inbound_raw)
+        if oral_lost:
+            return oral_lost
         # 未成交后下一句任意文字即原因；完整新询价（注入字段）则空着原因开新单。
         if (
             sess
@@ -1612,17 +1623,44 @@ class AirTextInquiryFlow:
             logger.exception("报价 PDF 入队失败 wo=%s", work_order_no)
             return False
 
+    def try_deal_oral(
+        self,
+        sess: Optional[FlowSession],
+        text: str,
+        reply: ReplyFn,
+        card_meta: Optional[dict[str, Any]] = None,
+    ) -> str:
+        """
+        成交跟进阶段口播未成交；同一句可带原因。
+
+        点卡仍走 match_button。返回阶段名；不是未成交口播则空串。
+        """
+        from agent.policy.deal_outcome import looks_like_lost_outcome
+
+        if sess is None or not (text or "").strip():
+            return ""
+        allowed = sess.allowed or ()
+        if copy.BTN_LOST not in allowed and sess.phase not in {"wait_deal", "wait_file"}:
+            return ""
+        if not looks_like_lost_outcome(text):
+            return ""
+        if sess.phase == "wait_file":
+            self._promote_wait_deal(sess)
+        return self._close(sess, reply, "未成交", card_meta=card_meta, source_text=text)
+
     def _close(
         self,
         sess: FlowSession,
         reply: ReplyFn,
         status: str,
         card_meta: Optional[dict[str, Any]] = None,
+        source_text: str = "",
     ) -> str:
-        """点成交/未成交/协商中：先整卡置灰，再入主账。"""
+        """点成交/未成交/协商中：先整卡置灰，再入主账。未成交同一句带原因则一次记完。"""
         self._grey_clicked_card(reply, card_meta, replace_name=status)
-        from agent.policy.deal_outcome import finish_deal_outcome
+        from agent.policy.deal_outcome import finish_deal_outcome, harvest_inline_lost_reason
 
+        inline = harvest_inline_lost_reason(source_text) if status == "未成交" else ""
         result = finish_deal_outcome(
             ledger=self._ledger,
             work_order_no=sess.work_order_no,
@@ -1631,6 +1669,7 @@ class AirTextInquiryFlow:
             quote=sess.quote,
             business_line=sess.business_line,
             sales_name=sess.invited_sales_name,
+            lost_reason=inline,
         )
         if not result.get("ok"):
             reply("主账状态更新失败，成交结果未入账。")
@@ -1644,7 +1683,15 @@ class AirTextInquiryFlow:
             sess.allowed = ()
         sess.wait_version += 1
         self._save(sess)
-        reply(copy.deal_ack(status, sess.work_order_no, str(result.get("next_followup_at") or "")))
+        ack_reason = inline if phase == "done" and status == "未成交" else ""
+        reply(
+            copy.deal_ack(
+                status,
+                sess.work_order_no,
+                str(result.get("next_followup_at") or ""),
+                lost_reason=ack_reason,
+            )
+        )
         return phase
 
     def _capture_lost_reason(self, sess: FlowSession, text: str, reply: ReplyFn) -> str:

inquiry-agent/agent/policy/deal_outcome.py

@@ -18,6 +18,54 @@ logger = logging.getLogger(__name__)
 
 EnqueueFn = Callable[..., tuple[bool, str]]
 
+# 成交跟进里先认未成交，避免被「成交」误伤。
+_LOST_MARKERS = ("未成交", "没成交", "没有成交", "没做成", "黄了")
+_QUESTION_TAILS = frozenset({"吗", "呢", "吧", "啊", "呀", "嘛", "？", "?"})
+_KEEP_REASON_AS_IS = frozenset({"原因不明", "原因不详", "理由不明", "理由不详"})
+
+
+def harvest_inline_lost_reason(text: str) -> str:
+    """
+    从「未成交，原因客户不想要了」这类一句里抽出原因。
+
+    只写未成交、问句尾巴（吗/呢）不当原因。原因不明整句保留。
+    调用：成交跟进私聊/群聊；不在回调线程跑。
+    """
+    raw = (text or "").strip()
+    if not raw:
+        return ""
+    compact = raw.replace(" ", "")
+    marker = ""
+    at = -1
+    for token in _LOST_MARKERS:
+        hit = compact.find(token)
+        if hit < 0:
+            continue
+        if at < 0 or hit < at:
+            at = hit
+            marker = token
+    if at < 0 or not marker:
+        return ""
+    rest = compact[at + len(marker) :].strip()
+    rest = rest.lstrip("，,。.;；:：、-/—")
+    if rest in _KEEP_REASON_AS_IS:
+        return rest
+    for label in ("未成交原因是", "未成交原因", "原因是", "理由是", "原因", "理由"):
+        if rest.startswith(label):
+            rest = rest[len(label) :].lstrip("，,。.;；:：、-/— ")
+            break
+    if rest in _QUESTION_TAILS:
+        return ""
+    return rest.strip()
+
+
+def looks_like_lost_outcome(text: str) -> bool:
+    """成交跟进阶段：这句话是在说未成交。"""
+    blob = (text or "").replace(" ", "")
+    if not blob:
+        return False
+    return any(token in blob for token in _LOST_MARKERS)
+
 
 def notify_app_ready() -> bool:
     """询价消息服务已配 AgentId+Secret 才推。空则只成交不推。"""
@@ -65,12 +113,13 @@ def finish_deal_outcome(
     sales_name: str = "",
     enqueue: Optional[EnqueueFn] = None,
     notify_ready: Optional[bool] = None,
+    lost_reason: str = "",
 ) -> dict[str, Any]:
     """
     先入主账，再按结果推人或排再问。
 
     返回 ok / phase / notify_summary。phase：
-    已成交 done；未成交 wait_lost_reason；协商中 wait_deal。
+    已成交 done；未成交无原因 wait_lost_reason；未成交已带原因 done；协商中 wait_deal。
     """
     no = (work_order_no or "").strip()
     status = (outcome or "").strip()
@@ -135,7 +184,15 @@ def finish_deal_outcome(
         return {"ok": False, "error": result.get("error") or "transition_failed", "phase": "ledger_fail"}
     from agent.policy.event_exception import WAIT_LOST_REASON, clear_wait, start_wait
 
-    if status == "未成交":
+    inline_reason = (lost_reason or "").strip()
+    if status == "未成交" and inline_reason:
+        captured = capture_lost_reason(ledger=ledger, work_order_no=no, reason=inline_reason)
+        if captured.get("ok"):
+            phase = "done"
+        else:
+            phase = "wait_lost_reason"
+            start_wait(ledger, work_order_no=no, wait_kind=WAIT_LOST_REASON)
+    elif status == "未成交":
         phase = "wait_lost_reason"
         start_wait(ledger, work_order_no=no, wait_kind=WAIT_LOST_REASON)
     elif status == "协商中":

inquiry-agent/agent/policy/inquiry_copy.py

@@ -71,6 +71,8 @@ _SEA_CLARIFY = tuple(
 # 文字按钮（销售点卡或原样回复均可）
 BTN_SKIP_COLLAB = "不需要协同，直接生成报价单"
 BTN_SKIP_COLLAB_OLD = "不需要协同，直接生成基础报价单"
+# 海运/陆运已有 TMS 报价时价格明细卡用短文案；空运仍用上面长文案。点卡 EventKey 不变。
+BTN_SKIP_COLLAB_TMS = "直接生成报价单"
 BTN_SKIP_COLLAB_KEY = "skip_collab"
 BTN_SKIP_COLLAB_DONE = "已提交"
 BTN_PULL_COLLAB = "拉产品进群协同"
@@ -695,7 +697,12 @@ def inquiry_card(
 def canonical_button(raw: str) -> str:
     """把销售点卡 / 原文 / 企微 EventKey 收成标准按钮文案；对不上返回空。"""
     text = (raw or "").strip().strip("【】")
-    if text in {BTN_SKIP_COLLAB, BTN_SKIP_COLLAB_OLD, BTN_SKIP_COLLAB_KEY}:
+    if text in {
+        BTN_SKIP_COLLAB,
+        BTN_SKIP_COLLAB_OLD,
+        BTN_SKIP_COLLAB_TMS,
+        BTN_SKIP_COLLAB_KEY,
+    }:
         return BTN_SKIP_COLLAB
     # 新卡 EventKey 带工单号：skip_collab:WO…，避免点旧卡落到最新单
     if text.startswith(f"{BTN_SKIP_COLLAB_KEY}:"):
@@ -1441,7 +1448,7 @@ def sea_tms_hit_card(
     lines.append("")
     lines.append(sea_collab_ask())
     lines.append(BTN_PULL_COLLAB)
-    lines.append(BTN_SKIP_COLLAB)
+    lines.append(BTN_SKIP_COLLAB_TMS)
     return "\n".join(lines)
 
 
@@ -1485,7 +1492,7 @@ def sea_tms_hit_wecom_payload(
                     "key": f"{BTN_PULL_COLLAB_KEY}:{work_order_no}",
                 },
                 {
-                    "text": BTN_SKIP_COLLAB,
+                    "text": BTN_SKIP_COLLAB_TMS,
                     "style": 1,
                     "key": f"{BTN_SKIP_COLLAB_KEY}:{work_order_no}",
                 },
@@ -1860,7 +1867,7 @@ def sea_group_brief(
     """
     群里自动摘要：询价 + 协同 + TMS 报价 + 人工报价。
 
-    TMS 无价只写「TMS 暂无匹配报价」，产品报的价单独放人工报价，销售调价另起一段。
+    TMS 无价写「TMS 暂无匹配报价」并提示用文字或 Excel 另报；产品报的价单独放人工报价，销售调价另起一段。
     禁止把调后价写进 TMS 段。陆运传入 transport_mode=陆运，始发站/货物字段跟核对卡同一套。
     """
     no = (work_order_no or "").strip()
@@ -1907,9 +1914,10 @@ def sea_group_brief(
             lines.extend(ln for ln in detail if ln.strip() not in {source, title, "TMS标准报价"})
         else:
             lines.extend(quote_detail_lines(tms, transport_mode=mode))
-        lines.append(group_tms_confirm_hint())
+        lines.append(group_tms_confirm_hint(business_line="LAND" if mode == "陆运" else "SEA"))
     else:
         lines.append("TMS 暂无匹配报价")
+        lines.append(group_no_tms_quote_hint(business_line="LAND" if mode == "陆运" else "SEA"))
     if manual and (quote_fee_lines(manual) or str(manual.get("total") or "").strip() not in {"", "-"}):
         lines.append("")
         lines.append("人工报价：")
@@ -2260,7 +2268,9 @@ def file_ready(*, kind: str, work_order_no: str, filename: str) -> str:
     return f"已生成{kind}最终报价单：{filename}（工单 {work_order_no}）"
 
 
-DEAL_HINT = "咨询成交状态：请选择成交 / 未成交 / 协商中(未成交需补充原因)。"
+# 未成交原因说明跟在未成交后，不跟在协商中后。验收脚本认这个开关。
+DEAL_LOST_REASON_BEFORE_NEGOTIATE = True
+DEAL_HINT = "咨询成交状态：请输入成交 / 未成交 (未成交需补充原因)/ 协商中。"
 DEAL_SUBTITLE = "报价单已发送，请跟进成交状态"
 
 
@@ -2393,9 +2403,35 @@ def group_only_product_can_quote() -> str:
     return "只有产品能报价格，请产品在群里发价格或 Excel/PDF"
 
 
-def group_tms_confirm_hint() -> str:
+_GROUP_QUOTE_TAIL = (
-    """报价有效期下方：有 TMS 价时告诉产品还可以确认沿用。"""
+    "亦可通过“纯文字”告知新报价，或直接将新报价excel表发给智能体。\n"
-    return "有TMS报价时可回复“确认报价”沿用该价；也可直接回复协同报价或上传报价附件。"
+    "（注：附件报价单仅作为文件存储于后台，智能体不读取且不将报价内容写进系统）"
+)
+
+
+def group_tms_confirm_hint(*, business_line: str = "") -> str:
+    """
+    有 TMS 价时写在报价有效期下方：谁可以确认沿用，以及怎么另报。
+
+    空运喊航线人员，海运/陆运喊产品人员。附件只当存档，不读进报价。
+    """
+    line = (business_line or "").strip().upper()
+    who = "航线人员" if line == "AIR" else "产品人员"
+    return f"请{who}回复“确认报价”确定采用TMS报价。\n{_GROUP_QUOTE_TAIL}"
+
+
+def group_no_tms_quote_hint(*, business_line: str = "") -> str:
+    """
+    TMS 无价时写在「暂无匹配」下方：谁可以用文字或 Excel 另报。
+
+    空运喊航线人员，海运/陆运喊产品人员。附件只当存档，不读进报价。
+    """
+    line = (business_line or "").strip().upper()
+    who = "航线人员" if line == "AIR" else "产品人员"
+    return (
+        f"{who}可通过“纯文字”告知新报价，或直接将新报价excel表发给智能体。\n"
+        "（注：附件报价单仅作为文件存储于后台，智能体不读取且不将报价内容写进系统）"
+    )
 
 
 def quote_attachment_saved_app(work_order_no: str, count: int = 1) -> str:
@@ -2482,7 +2518,7 @@ def group_deal_followup(*, sales_name: str, work_order_no: str) -> str:
         f"@{name}\n"
         f"询价工单 {no}\n"
         "报价单已发送，请确认成交状态\n"
-        "咨询成交状态：请输入成交 / 未成交 / 协商中(未成交需补充原因)"
+        "咨询成交状态：请输入成交 / 未成交 (未成交需补充原因)/ 协商中"
     )
 
 
@@ -2490,11 +2526,19 @@ def group_deal_mention(*, sales_name: str, work_order_no: str) -> str:
     return group_deal_followup(sales_name=sales_name, work_order_no=work_order_no)
 
 
-def deal_ack(outcome: str, work_order_no: str, next_followup_at: str = "") -> str:
+def deal_ack(
+    outcome: str,
+    work_order_no: str,
+    next_followup_at: str = "",
+    lost_reason: str = "",
+) -> str:
     """成交三态回执。协商中写明顺延三个工作日和下次再问的月日 9：00。"""
     if outcome == "已成交":
         return f"已记录为「已成交」。工单 {work_order_no} 已关闭智能体跟进。"
     if outcome == "未成交":
+        reason = (lost_reason or "").strip()
+        if reason:
+            return f"已记录为「未成交」。{lost_reason_ack(reason)}"
         return "已记录为「未成交」。请补充未成交原因。"
     when = _followup_month_day(next_followup_at)
     if when:
@@ -2682,9 +2726,10 @@ def air_group_brief(
     lines.append("TMS报价：")
     if tms and (tms.get("total") or quote_fee_lines(tms)):
         lines.extend(quote_detail_lines(tms, business_line="AIR"))
-        lines.append(group_tms_confirm_hint())
+        lines.append(group_tms_confirm_hint(business_line="AIR"))
     else:
         lines.append("TMS 暂无匹配报价")
+        lines.append(group_no_tms_quote_hint(business_line="AIR"))
     if manual and (quote_fee_lines(manual) or str(manual.get("total") or "").strip() not in {"", "-"}):
         lines.append("")
         lines.append("人工报价：")

inquiry-agent/agent/policy/land_text_flow.py

@@ -78,6 +78,9 @@ class LandTextInquiryFlow(SeaTextInquiryFlow):
                 reply=reply,
                 card_meta=inbound_raw,
             )
+        oral_lost = self.try_deal_oral(sess, text, reply, inbound_raw)
+        if oral_lost:
+            return oral_lost
         if sess and sess.phase == "tms_tech" and (sess.work_order_no or "").strip():
             if looks_like_confirm(text):
                 logger.info("land.tms_retry wo=%s sender=%s", sess.work_order_no, sender_id)

inquiry-agent/agent/policy/multi_group_ops.py

@@ -515,7 +515,13 @@ def _maybe_deal(flow: Any, ticket: object, sender_id: str, text: str) -> str:
             "还有运输段没有报价单，全部报完后再确认成交。",
         )
         return "deal_wait_segments"
-    return apply_group_deal(flow=flow, ticket=ticket, sender_id=sender_id, outcome=outcome)
+    return apply_group_deal(
+        flow=flow,
+        ticket=ticket,
+        sender_id=sender_id,
+        outcome=outcome,
+        text=text,
+    )
 
 
 def _write_segments(flow: Any, work_order_no: str, segments: list[Segment]) -> None:

inquiry-agent/agent/policy/sea_group_ops.py

@@ -1106,6 +1106,7 @@ def apply_group_deal(
     sender_id: str,
     outcome: str,
     sess: Any = None,
+    text: str = "",
 ) -> str:
     """
     群里文字确认成交/未成交/协商中。口令不写死，意图在 group_intent。
@@ -1128,8 +1129,9 @@ def apply_group_deal(
     if not (quote.get("total") or _quote_fee_rows(quote) or status_now in {"已报价", "协商中"}):
         send_group_text(client, chat_id, copy.group_deal_need_quote())
         return "deal_need_quote"
-    from agent.policy.deal_outcome import finish_deal_outcome
+    from agent.policy.deal_outcome import finish_deal_outcome, harvest_inline_lost_reason
 
+    inline = harvest_inline_lost_reason(text) if outcome == "未成交" else ""
     result = finish_deal_outcome(
         ledger=flow.ledger,
         work_order_no=no,
@@ -1138,6 +1140,7 @@ def apply_group_deal(
         quote=quote,
         business_line=str(view.get("business_line") or (sess.business_line if sess else "SEA") or "SEA"),
         sales_name=str(view.get("sales_name") or (getattr(sess, "invited_sales_name", "") if sess else "") or ""),
+        lost_reason=inline,
     )
     if not result.get("ok"):
         send_group_text(client, chat_id, "主账状态更新失败，成交结果未入账。")
@@ -1151,7 +1154,12 @@ def apply_group_deal(
         else:
             sess.allowed = ()
         flow._save(sess)
-    send_group_text(client, chat_id, copy.deal_ack(outcome, no, str(result.get("next_followup_at") or "")))
+    ack_reason = inline if phase == "done" and outcome == "未成交" else ""
+    send_group_text(
+        client,
+        chat_id,
+        copy.deal_ack(outcome, no, str(result.get("next_followup_at") or ""), lost_reason=ack_reason),
+    )
     return phase
 
 

inquiry-agent/agent/policy/sea_text_flow.py

@@ -89,6 +89,9 @@ class SeaTextInquiryFlow(AirTextInquiryFlow):
                 reply=reply,
                 card_meta=inbound_raw,
             )
+        oral_lost = self.try_deal_oral(sess, text, reply, inbound_raw)
+        if oral_lost:
+            return oral_lost
         # 未成交后下一句任意文字即原因，不能先抽字段当成新询价。
         if (
             sess
@@ -389,6 +392,11 @@ class SeaTextInquiryFlow(AirTextInquiryFlow):
         sess = super()._session_from_ledger(sender_id=sender_id, view=view)
         if sess.business_line in {"SEA", "LAND"} and sess.phase == "wait_collab":
             sess.allowed = (copy.BTN_PULL_COLLAB, copy.BTN_SKIP_COLLAB)
+        if sess.business_line in {"SEA", "LAND"} and sess.phase == "wait_adopt":
+            # 陆运/海运未出文件时主账也可能收成方案卡；手机上拉群/跳过协同仍有效。
+            keep = tuple(sess.allowed or ())
+            head = (copy.BTN_PULL_COLLAB, copy.BTN_SKIP_COLLAB)
+            sess.allowed = tuple(dict.fromkeys(head + keep))
         if sess.business_line in {"SEA", "LAND"} and sess.phase == "tms_miss":
             sess.allowed = (copy.BTN_PULL_COLLAB,)
         sess.collab_chat_id = str(view.get("collab_chat_id") or "")

inquiry-agent/tests/test_air_group_collab.py

@@ -182,6 +182,9 @@ class AirGroupCollabTests(unittest.TestCase):
         self.assertIn("是否含磁：否", general)
         self.assertNotIn("是否含电：-", general)
         self.assertIn("\n\nTMS报价：\nTMS 暂无匹配报价", text)
+        self.assertIn("航线人员可通过“纯文字”告知新报价，或直接将新报价excel表发给智能体。", text)
+        self.assertIn("附件报价单仅作为文件存储于后台，智能体不读取且不将报价内容写进系统", text)
+        self.assertNotIn("产品人员可通过", text)
         self.assertNotIn("当前工单：", text)
         self.assertNotIn("贸易条款", text)
 
@@ -211,6 +214,10 @@ class AirGroupCollabTests(unittest.TestCase):
         self.assertIn("总销售价：CNY 183370.0", tms_block)
         self.assertNotIn("时效", tms_block)
         self.assertIn("报价有效期：2026-09-30", tms_block)
+        self.assertIn("请航线人员回复“确认报价”确定采用TMS报价。", text)
+        self.assertIn("亦可通过“纯文字”告知新报价，或直接将新报价excel表发给智能体。", text)
+        self.assertIn("附件报价单仅作为文件存储于后台，智能体不读取且不将报价内容写进系统", text)
+        self.assertNotIn("请产品人员回复", text)
 
     def test_air_group_brief_uses_route_fees_not_air_freight_total(self) -> None:
         """

inquiry-agent/tests/test_air_text_inquiry.py

@@ -1123,7 +1123,7 @@ class AirTextInquiryTests(unittest.TestCase):
         text = copy.deal_card(work_order_no="WO202608210017", quote=quote, business_line="AIR")
         self.assertIn("询价工单 WO202608210017", text)
         self.assertIn("报价单已发送，请跟进成交状态", text)
-        self.assertIn("咨询成交状态：请选择成交 / 未成交 / 协商中(未成交需补充原因)。", text)
+        self.assertIn("咨询成交状态：请输入成交 / 未成交 (未成交需补充原因)/ 协商中。", text)
         self.assertIn("总销售价：CNY 722.5", text)
         self.assertNotIn("时效", text)
         self.assertNotIn("- / -", text)

inquiry-agent/tests/test_continue_ticket.py

@@ -269,6 +269,54 @@ class ContinueTicketTests(unittest.TestCase):
         self.assertEqual(decision.intent, "continue_thread")
         _ = dispatch_inbound
 
+    def test_skip_collab_after_restart_from_ledger(self) -> None:
+        """
+        测服 WO202609230031：进程重启后主账把空运已报价收成 wait_adopt，
+        点「不需要协同，直接生成报价单」不能再静默丢掉。
+        """
+        ledger = MemoryLedger()
+        live = AirTextInquiryFlow(ledger)
+        sink: list[str] = []
+
+        def reply(text: str, extra=None) -> None:
+            sink.append(text)
+            _ = extra
+
+        created = ledger.create_ticket(
+            sender_id="u-skip-restart", business_line="AIR", facts=COMPLETE_AIR
+        )
+        wo = created["work_order_no"]
+        ledger.upsert_quote(
+            work_order_no=wo,
+            quote={
+                "total": "USD 1,280",
+                "eta": "3-5 天",
+                "valid_until": "2026-09-20",
+                "source_label": "TMS 标准报价",
+            },
+            to_status="已报价",
+        )
+        view = ledger.get_for_agent(work_order_no=wo, sender_id="u-skip-restart")
+        self.assertEqual(view.get("wait_phase"), "wait_adopt")
+
+        restarted = AirTextInquiryFlow(ledger)
+        phase = restarted.on_button(
+            sender_id="u-skip-restart",
+            action=copy.BTN_SKIP_COLLAB,
+            reply=reply,
+            card_meta={
+                "event_key": f"skip_collab:{wo}",
+                "task_id": f"price-{wo}-deadbeef",
+                "response_code": "rc-skip-restart",
+            },
+        )
+        self.assertEqual(phase, "wait_adopt")
+        joined = "\n".join(sink)
+        self.assertIn("已跳过内部协同", joined)
+        self.assertIn(f"{wo}报价方案", joined)
+        self.assertEqual(restarted.session_of("u-skip-restart").phase, "wait_adopt")
+        self.assertNotIn(copy.BTN_SKIP_COLLAB, restarted.session_of("u-skip-restart").allowed)
+
     def test_adopt_excel_after_restart_stays_on_card_ticket(self) -> None:
         """点 0040 方案卡不能落到刚续办的 0037：进程无书签时按卡上工单号从主账收回。"""
         ledger = MemoryLedger()

inquiry-agent/tests/test_deal_outcome.py

@@ -9,7 +9,11 @@ import unittest
 from agent.ledger.memory_ledger import MemoryLedger
 from agent.policy import inquiry_copy as copy
 from agent.policy.air_text_flow import AirTextInquiryFlow, FlowSession
-from agent.policy.deal_outcome import capture_lost_reason, finish_deal_outcome
+from agent.policy.deal_outcome import (
+    capture_lost_reason,
+    finish_deal_outcome,
+    harvest_inline_lost_reason,
+)
 from agent.policy.sea_text_flow import SeaTextInquiryFlow
 
 
@@ -144,6 +148,61 @@ class TestDealOutcome(unittest.TestCase):
         self.assertEqual(copy.lost_reason_ack("客户不要了"), "已记下未成交原因：客户不要了。")
         self.assertEqual(copy.lost_reason_ack("价格高。"), "已记下未成交原因：价格高。")
 
+    def test_harvest_inline_lost_reason(self) -> None:
+        self.assertEqual(harvest_inline_lost_reason("未成交，原因客户不想要了"), "客户不想要了")
+        self.assertEqual(harvest_inline_lost_reason("未成交，客户不想要了"), "客户不想要了")
+        self.assertEqual(harvest_inline_lost_reason("未成交：价格太高"), "价格太高")
+        self.assertEqual(harvest_inline_lost_reason("未成交原因客户不想要了"), "客户不想要了")
+        self.assertEqual(harvest_inline_lost_reason("未成交"), "")
+        self.assertEqual(harvest_inline_lost_reason("未成交吗"), "")
+        self.assertEqual(harvest_inline_lost_reason("成交"), "")
+
+    def test_lost_with_inline_reason_finishes(self) -> None:
+        out = finish_deal_outcome(
+            ledger=self.ledger,
+            work_order_no=self.wo,
+            outcome="未成交",
+            facts={},
+            quote={},
+            business_line="SEA",
+            lost_reason="客户不想要了",
+        )
+        self.assertEqual(out.get("phase"), "done")
+        ticket = self.ledger.get_ticket(work_order_no=self.wo)
+        self.assertEqual(ticket.status, "未成交")
+        self.assertEqual(ticket.lost_reason, "客户不想要了")
+        self.assertEqual(ticket.event_wait_kind, "")
+        self.assertEqual(
+            copy.deal_ack("未成交", self.wo, lost_reason="客户不想要了"),
+            "已记录为「未成交」。已记下未成交原因：客户不想要了。",
+        )
+
+    def test_private_lost_and_reason_same_message(self) -> None:
+        flow = AirTextInquiryFlow(self.ledger)
+        flow._save(
+            FlowSession(
+                sender_id="sales1",
+                thread_id="sales1",
+                phase="wait_deal",
+                business_line="SEA",
+                work_order_no=self.wo,
+                allowed=(copy.BTN_DEAL, copy.BTN_LOST, copy.BTN_NEGOTIATE),
+            )
+        )
+        replies: list[str] = []
+        phase = flow.on_text(
+            sender_id="sales1",
+            text="未成交，原因客户不想要了",
+            reply=lambda t, extra=None: replies.append(t),
+        )
+        self.assertEqual(phase, "done")
+        self.assertEqual(
+            self.ledger.get_ticket(work_order_no=self.wo).lost_reason, "客户不想要了"
+        )
+        joined = "\n".join(replies)
+        self.assertIn("客户不想要了", joined)
+        self.assertNotIn("请补充未成交原因", joined)
+
     def test_negotiate_ack_names_followup_day(self) -> None:
         text = copy.deal_ack("协商中", "WO202609190007", "2026-09-24 09:00:00")
         self.assertEqual(

inquiry-agent/tests/test_land_route_options.py

@@ -338,7 +338,7 @@ class LandRouteOptionsTests(unittest.TestCase):
             tms_quote=raw,
             transport_mode="陆运",
         )
-        tms_block = brief.split("TMS报价：", 1)[1].split("有TMS报价时", 1)[0]
+        tms_block = brief.split("TMS报价：", 1)[1].split("请产品人员回复", 1)[0]
         self.assertIn("上海-广西壮族自治区-胡志明", tms_block)
         self.assertIn("上海 → 广西壮族自治区", tms_block)
         self.assertIn("运输费：CNY 12500.00", tms_block)
@@ -350,6 +350,8 @@ class LandRouteOptionsTests(unittest.TestCase):
         self.assertNotIn("总成本价：-", tms_block)
         self.assertNotIn("时效：-", tms_block)
         self.assertNotIn("时效：N+3 / N+3", tms_block)
+        self.assertIn("请产品人员回复“确认报价”确定采用TMS报价。", brief)
+        self.assertNotIn("请航线人员回复", brief)
 
     def test_h5_lists_segment_costs(self) -> None:
         from agent.channel.h5.land_route_page import render_land_route_page

inquiry-agent/tests/test_land_text_inquiry.py

@@ -659,5 +659,57 @@ class LandLostReasonTests(unittest.TestCase):
         self.assertTrue(any(t == "已记下未成交原因：价格高。" for t in replies))
 
 
+class LandSkipAfterRestartTests(unittest.TestCase):
+    def test_skip_collab_after_restart_from_ledger(self) -> None:
+        """
+        陆运已报价主账也会收成 wait_adopt。进程无书签时点「不需要协同」仍须出方案卡。
+        """
+        ledger = MemoryLedger()
+        facts = {
+            "起运港": "广州",
+            "目的港": "深圳",
+            "品名": "衣服",
+            "体积": "100CBM",
+            "毛重": "50kg",
+            "运输类型": "国内运输拼车",
+            "线路类别": "国内长途/零担",
+            "运输分类": "急件",
+        }
+        created = ledger.create_ticket(
+            sender_id="u-land-skip", business_line="LAND", facts=facts
+        )
+        wo = created["work_order_no"]
+        ledger.upsert_quote(
+            work_order_no=wo,
+            quote={"total": "CNY 800", "source_label": "TMS 标准报价"},
+            to_status="已报价",
+        )
+        view = ledger.get_for_agent(work_order_no=wo, sender_id="u-land-skip")
+        self.assertEqual(view.get("wait_phase"), "wait_adopt")
+
+        restarted = LandTextInquiryFlow(ledger)
+        replies: list[str] = []
+
+        def reply(text: str, extra=None) -> str:
+            replies.append(text)
+            _ = extra
+            return ""
+
+        phase = restarted.on_button(
+            sender_id="u-land-skip",
+            action=copy.BTN_SKIP_COLLAB,
+            reply=reply,
+            card_meta={
+                "event_key": f"skip_collab:{wo}",
+                "task_id": f"price-{wo}-land",
+                "response_code": "rc-land-skip",
+            },
+        )
+        self.assertEqual(phase, "wait_adopt")
+        joined = "\n".join(replies)
+        self.assertIn("已跳过内部协同", joined)
+        self.assertIn(f"{wo}报价方案", joined)
+
+
 if __name__ == "__main__":
     unittest.main()

inquiry-agent/tests/test_quote_adjust.py

@@ -490,6 +490,7 @@ class QuoteAdjustTests(unittest.TestCase):
             transport_mode="陆运",
         )
         self.assertIn("TMS报价：\nTMS 暂无匹配报价", text)
+        self.assertIn("产品人员可通过“纯文字”告知新报价，或直接将新报价excel表发给智能体。", text)
         self.assertIn("销售调价：", text)
         self.assertIn("总销售价：CNY 100.00", text.split("销售调价：", 1)[1])
 

inquiry-agent/tests/test_sea_text_inquiry.py

@@ -579,13 +579,15 @@ class SeaTmsCardTests(unittest.TestCase):
         self.assertIn("价格明细", joined)
         self.assertIn("是否拉产品人员进群协同", joined)
         self.assertIn(copy.BTN_PULL_COLLAB, joined)
-        self.assertIn(copy.BTN_SKIP_COLLAB, joined)
+        self.assertIn(copy.BTN_SKIP_COLLAB_TMS, joined)
+        self.assertNotIn(copy.BTN_SKIP_COLLAB, joined)
+        self.assertEqual(copy.canonical_button(copy.BTN_SKIP_COLLAB_TMS), copy.BTN_SKIP_COLLAB)
         self.assertNotIn("请手动拉相关人员", joined)
         self.assertNotIn("若需要咨询内部航线人员", joined)
         cards = [x for x in self.extras if x.get("msgtype") == "template_card"]
         self.assertTrue(cards)
         buttons = [b["text"] for b in cards[-1]["template_card"]["button_list"]]
-        self.assertEqual(buttons, [copy.BTN_PULL_COLLAB, copy.BTN_SKIP_COLLAB])
+        self.assertEqual(buttons, [copy.BTN_PULL_COLLAB, copy.BTN_SKIP_COLLAB_TMS])
 
     def test_sea_miss_one_card_with_pull_button(self) -> None:
         facts = dict(COMPLETE_SEA)
@@ -1374,6 +1376,9 @@ class SeaGroupCopyTests(unittest.TestCase):
         self.assertNotIn("贸易条款", collab_block)
         self.assertNotIn("HS编码", text)
         self.assertIn("\n\nTMS报价：\nTMS 暂无匹配报价", text)
+        self.assertIn("产品人员可通过“纯文字”告知新报价，或直接将新报价excel表发给智能体。", text)
+        self.assertIn("附件报价单仅作为文件存储于后台，智能体不读取且不将报价内容写进系统", text)
+        self.assertNotIn("航线人员可通过", text)
         self.assertNotIn("未查到合适报价", text)
         self.assertNotIn("确认报价", text)
 
@@ -1388,8 +1393,10 @@ class SeaGroupCopyTests(unittest.TestCase):
             has_price=True,
         )
         self.assertIn("报价有效期：2026-09-30", text)
-        self.assertIn("有TMS报价时可回复“确认报价”沿用该价", text)
+        self.assertIn("请产品人员回复“确认报价”确定采用TMS报价。", text)
-        self.assertIn("也可直接回复协同报价或上传报价附件", text)
+        self.assertIn("亦可通过“纯文字”告知新报价，或直接将新报价excel表发给智能体。", text)
+        self.assertIn("附件报价单仅作为文件存储于后台，智能体不读取且不将报价内容写进系统", text)
+        self.assertNotIn("请航线人员回复", text)
         self.assertNotIn("人工报价：", text)
 
     def test_group_brief_manual_quote_stays_off_tms(self) -> None:
@@ -1419,6 +1426,7 @@ class SeaGroupCopyTests(unittest.TestCase):
             },
         )
         self.assertIn("TMS报价：\nTMS 暂无匹配报价", text)
+        self.assertIn("产品人员可通过“纯文字”告知新报价，或直接将新报价excel表发给智能体。", text)
         self.assertIn("人工报价：\n海运费：USD 100.00\n燃油附加费：USD 15.00", text)
         self.assertNotIn("确认报价", text)
         self.assertNotIn("总销售价合计：USD 100.00", text)
@@ -1795,7 +1803,7 @@ class SeaGroupOpsTests(unittest.TestCase):
                 "@吴季林\n"
                 "询价工单 WO202609160001\n"
                 "报价单已发送，请确认成交状态\n"
-                "咨询成交状态：请输入成交 / 未成交 / 协商中(未成交需补充原因)"
+                "咨询成交状态：请输入成交 / 未成交 (未成交需补充原因)/ 协商中"
             ),
         )
         wo, chat = self._open_group()
@@ -1903,6 +1911,25 @@ class SeaGroupOpsTests(unittest.TestCase):
         self.assertEqual(phase, "done")
         self.assertEqual(self.ledger.get_ticket(work_order_no=wo).lost_reason, "客人比价了")
 
+    def test_sales_lost_and_reason_same_message(self) -> None:
+        """群里一句同时说未成交和原因，不再追问。"""
+        wo, chat = self._open_group()
+        phase = handle_group_collab(
+            InboundMessage(
+                sender_id="sales1",
+                message_id="lost-inline-1",
+                content="未成交，原因客户不想要了",
+                chat_id=chat,
+                chat_type="group",
+            ),
+            flow=self.flow,
+            ledger=self.ledger,
+        )
+        self.assertEqual(phase, "done")
+        ticket = self.ledger.get_ticket(work_order_no=wo)
+        self.assertEqual(ticket.status, "未成交")
+        self.assertEqual(ticket.lost_reason, "客户不想要了")
+
     def test_sales_can_close_deal_by_text(self) -> None:
         """群里销售说成交，要入账并回话，不能装没听见。相近说法也认。"""
         wo, chat = self._open_group()