Section 20 · Sales Rep Work Elimination / Zero-Entry CRM
20.35Concession/negotiation memory
Designed for Phase 2- No.
- 20.35
- DMA's reference
- Decision Book p.43
- Phase
- Phase 2
- Autonomy
- L1 · Recommend
- DMA's decision
- Yes
What DMA asked for · Decision Book p.43
Remember what was conceded in past negotiations.
Why it matters to DMA: Reps don't give the same discount twice, or forget what was promised.
In our words, from DMA's Product Decision Book v3, page 43.
How we do it
- Scheduled for Phase 2 in DMA's book.
- Every discount, term and promise from calls, e-mails and proposals is kept per account with its quote, and shown before the next negotiation.
Already in place
- Objections and promises from calls are kept with quotes ("won't sign longer than month to month").
- Proposals record their discount and who approved it.
What the later phase adds
- One concession history per account, shown on the brief.
The flow
It plays on its own while it's on screen; hover or use the controls to pause or step through.
Conceded
5% off, month to month.
- Stored data
- Rule in code
- Screen
Where the data goes
The same six stages on every page. Nothing reaches Nutshell except through the write gate.
- 1Conversations
Source
Calls, e-mails, proposals.
- 2Sync
Copies Nutshell changes into the bridge database
Not involved.
- 3Bridge database
A copy of the CRM data, plus what the AI works out
Concessions per account.
- 4AI
Claude models, only through DMA's own gateway
Finds the concessions and quotes them.
- 5Write gate
The only way back into Nutshell: checked, approved when needed, sent once
Nothing is written to Nutshell.
- 6Nutshell
The system of record
Nutshell is not changed.
The tables behind it
Drawn from the POC's database catalogue: structure only, no data.
PK primary keyFK reference the database enforces (solid line)ID reference kept by id (dashed line)
| Table | What it holds | Columns |
|---|---|---|
| ai.extracted_facts | Facts the AI found, each with the exact quote it came from and a confidence. | 15 |
| ai.proposals | Proposal drafts: priced only from the approved rate card, with the facts they used and their checks. | 36 |
How the tables connect (3)
| Column | Points to | Kept by |
|---|---|---|
| ai.extracted_facts.prompt_id | agent.prompts | The application (by id) |
| ai.proposals.supersedes_id | ai.proposals | The database (foreign key) |
| ai.proposals.approval_id | ctrl.approvals | The database (foreign key) |
Worked example
Synthetic demo data: every name, business and number is made up.
A designed example (synthetic).
Summit HVAC
- Term
- Month to month (their condition)
- Discount
- None yet
In the running POC
There is no screen for this one yet: it is designed for Phase 2, as DMA's book decides. The parts listed under “Already in place” run in the POC today.
Status
Designed for Phase 2. DMA's book schedules this for Phase 2. The design is ready and builds on parts that already run in the POC.