21112178878574481 · Call

Call 21112178878574481 2026-09-07 · sudeeps · 8:26

Campaign	Disposition	Could we hear it?	Language	Turns	Pitch type
IS_MFG_HR_HRPO_Sep26	General Enquiry	full conversation 109 turns, clean transcript (0% inaudible)	Hindi	109	supply_led (campaign_name:medium)

Audio: noisy: The customer is in a noisy environment (likely a shop or warehouse), with significant background chatter and activity, which sometimes makes their speech and other sounds difficult to distinguish.

The four signals separate columns, separate owners

1 · Pitch adherence

the REP

4.0/10

no conversation

USP relevance: matched

2 · Customer quality

the LEAD we handed over

1 /4 flags

segment: trader

3 · Supply

none

Agent stated material is available in coil form at Taloja, requiring 1 day for cutting and 2 days for delivery.

customer wanted it immediately; we committed to 3 days

4 · Sentiment

the CUSTOMER

0.13

confidence high · +15/−9 from 33 hits
0.6*lexical + 0.4*prior

What to do differently next time biggest points lost first · the quotes are from real calls

−2.0 pts Hook (supply/price signal) Agent did not lead with a supply or price hook; instead, the customer initiated the price discussion after the agent's opening.

How Ronak Mehta did it on a 10.0/10 call —

AGENT: The pricing is increasing even more, sir. It's going to open one and a half to two rupees higher on Monday.

−2.0 pts Discovery (6 Qs) Agent only covered current supplier and payment terms (Q4, Q6), failing to ask about the customer's business profile, volume, or applications. This is below the 'partial' threshold.

How Ronak Mehta did it on a 10.0/10 call —

AGENT: Okay, so what do you manufacture, sir, by the way?

−2.0 pts Qualify Agent failed to capture the material grade and width, which are critical details required to create a valid quotation.

How Ronak Mehta did it on a 10.0/10 call —

AGENT: Yes, this requirement you had put in on the 15th-16th, have you purchased all this or have you put it on hold?

did well

Opener & permission

[4s] AGENT: Hello sir, this is Sudeep calling from JSW One. Your company was registered on our portal for the Nasik location.

Pitch (2-3 USPs)

[68s] AGENT: Now when you get it from the company, you will get prime JSW only. I will give TC, I will give an invoice.

Summary

The agent re-engaged a registered trader who immediately asked for the price on 10 tons of 2mm HR coil. The call became a detailed price negotiation, with the agent handling objections about price and an incumbent supplier by focusing on the quality guarantee of buying direct. The call ended with the agent committing to create an inquiry and send a formal quote within minutes.

Coaching

The call jumped straight into a price negotiation, bypassing discovery. Before negotiating, you must understand the customer's business (volume, applications, current suppliers) to build value and qualify them properly.

Missed: SL2 Hook (supply/price signal) SL3 Discovery (6 Qs) SL5 Qualify

Module 1 — step by step every result carries its evidence quote

Step	Wt	Result	Qs	Earned	Evidence from the transcript
SL1 Opener & permission	2	pass	–	2.0	[4s] AGENT: Hello sir, this is Sudeep calling from JSW One. Your company was registered on our portal for the Nasik location. Agent greeted, identified self and company, and used the customer's company name; the customer engaged immediately, implying permission.
SL2 Hook (supply/price signal)	2	fail	–	0.0	Agent did not lead with a supply or price hook; instead, the customer initiated the price discussion after the agent's opening.
SL3 Discovery (6 Qs)	2	fail	2	0.0	[38s] AGENT: And which company are you comparing with? Agent only covered current supplier and payment terms (Q4, Q6), failing to ask about the customer's business profile, volume, or applications. This is below the 'partial' threshold.
SL4 Pitch (2-3 USPs)	1	pass	–	1.0	[68s] AGENT: Now when you get it from the company, you will get prime JSW only. I will give TC, I will give an invoice. In response to a price comparison with a trader, the agent relevantly pitched the USP of guaranteed quality and a verifiable Test Certificate.
SL5 Qualify	2	fail	–	0.0	Agent failed to capture the material grade and width, which are critical details required to create a valid quotation.
SL6 Closure with next step	1	pass	–	1.0	[274s] AGENT: Okay, I am creating an inquiry for you in the system. Give me ten minutes, we will close this now. Okay? Agent set a clear next step of creating an inquiry to generate a quote within ten minutes, which the customer agreed to.

Objections supplementary — never inside the /10

Type	State	Customer said	Rep replied
price	handled	[36s] CUSTOMER: 64 is becoming too high, sir.	[38s] AGENT: Impossible. You won't get a lower rate than this, sir. If you are getting a lower rate, then you tell me how much you are getting. And which company are you comparing with?
incumbent_supplier	handled	[82s] CUSTOMER: No sir, what I order, I order directly, directly from an MNS dealer.	[68s] AGENT: Now when you get it from the company, you will get prime JSW only. I will give TC, I will give an invoice.

Conversation mechanics measured from turn timings, not judged by the LLM

Talk ratio	Agent talk	Customer talk	Dead air	Longest monologue	WPM	Interrupts	Agent turns	Cust turns	Q marks
0.6	142.7s	95.1s	268.2s	9.3s	354.9	0	55	53	38

Transcript English, with the original speech underneath — the audit trail Download this transcript (.json)

customer

0.4s

Hello?

हॅलो?

agent

1.4s

Hello, Aashish Steel Traders?

हॅलो, आशिष स्टील ट्रेडर्स?

customer

3.3s

Yes sir, tell me.

हां सर, बोलो।

agent

4.2s

Hello sir, this is Sudeep calling from JSW One. Your company was registered on our portal for the Nasik location. But from your end, sir, no inquiry is coming, no order is coming either. It's been roughly a month.

सर जी नमस्कार, सुदीप बोल रहा हूं JSW One से। ये आपका कंपनी रजिस्टर्ड था सर पोर्टल पर हमारे नासिक लोकेशन के लिए। बट आपके एंड से सर कुछ इन्क्वायरी नहीं आ रहा, ऑर्डर भी नहीं आ रहा। मोटा-मोटा महीना हो गया।

customer

11.0s

Sir, the rate is not working out, sir. What is the current rate for HR, sir, for two mm?

सर, रेट में नहीं बैठ पा रहा है सर। अभी HR का क्या रेट चला रहे हो सर, दो एमएम का?

agent

14.3s

For two mm, 62750 is today's rate.

दो एमएम का 62750 आज का रेट है।

customer

16.5s

Including delivery?

डिलिवर करके?

agent

17.5s

Not including delivery. If you give a ten-ton order, okay? I'll tell you how much the delivered price will be. Sixty, you are in Nasik Ambad, right?

डिलिवर करके नहीं। अगर दस टन ऑर्डर देते हो, ठीक है? मैं बताता हूं आपको डिलीवर्ड कितना होगा। सिक्सटी, नासिक अंबड में है ना?

customer

21.0s

I am in Ambad, sir. Tell me for 1.8 and two mm if you have it. I will give a ten-ton order.

अंबड में है सर। 1.8 और दो एमएम का बताओ ना अगर होगा तो। दस टन का दे दूंगा ऑर्डर।

agent

24.8s

Will you give it right now, immediately?

अभी दे दोगे तुरंत?

customer

26.1s

I will give it immediately, sir. Do you also have CR, sir?

तुरंत दे दूंगा सर। सीआर में भी रहता है सर अपने पास?

agent

28.0s

Let's leave CR, sir, let's talk about HR. Our HR prices are very competitive. Okay. Right? So look, right now, today, before 7 o'clock, this is the price. 62750 plus 1350. 64100, ten tons, two mm, delivered to Nasik, Ambad MIDC.

सीआर जाने दो सर, अपन एचआर में बात करते हैं। एचआर की प्राइसेस काफी कॉम्पिटिटिव है अपनी। अच्छा। है ना? तो देखो अभी, अभी, आज सात बजे से पहले यह प्राइस है। 62750 प्लस तेरह सौ पचास। 64100, दस टन, दो एमएम, डिलीवर्ड नासिक, अंबड एमआईडीसी।

customer

35.8s

64 is becoming too high, sir.

64 ज्यादा हो जा रहा है सर आपका।

agent

37.5s

Impossible. You won't get a lower rate than this, sir. If you are getting a lower rate, then you tell me how much you are getting. And which company are you comparing with?

इंपॉसिबल। इससे कम रेट मिलेगा ही नहीं सर। इससे कम रेट मिल रहा है तो मेरे को आप बताओ कितना हो रहा है आपका। और कौन से कंपनी से कंपेयर कर रहे हो आप?

customer

42.8s

No, we are getting it from MNS, sir.

नहीं, अपना एमएनएस से आ रहा है सर।

agent

44.5s

If you compare MNS and JSW, sir, then, shall we do one thing? Hello?

एमएनएस और जेएसडब्ल्यू से अगर आप कंपेयर करोगे सर, तो, एक काम करते हैं क्या? हेलो?

customer

47.5s

Yes.

हां।

agent

48.0s

Do you have your own vehicle?

आपके पास खुद का गाड़ी है?

customer

49.5s

I don't have my own vehicle, sir. I just have my own shop.

मेरे पास खुद का गाड़ी नहीं है सर। मेरे पास खाली खुद की दुकान है।

agent

52.1s

You have your own shop. Look sir, there's one thing, I'll tell you. Our prices are very competitive. In HR, I mean, you can consider it, sir, on an everyday basis, at least,

खुद की दुकान है। देखो सर, एक चीज है, आपको बताता हूं। हमारी प्राइसेस काफी कॉम्पिटिटिव है। एचआर में तो मतलब ऐसा पकड़ के चलो सर, एवरीडे बेसिस पे कम से कम,

customer

57.8s

Sir, the rate you have, that, at that rate, a trader is giving the material, so you are from the company, so sir, isn't there a difference between the two?

सर, आपका जो रेट है ना, वो, वो रेट में ट्रेडिंग वाला दे रहा है माल, तो आप कंपनी से, तो सर फरक है ना दोनों में?

agent

61.8s

No, no, no sir, you are getting some wrong, I mean, mixed material. Because the material is coil cut. Okay?

नहीं नहीं नहीं सर, आपको कुछ गलत इसमें, मतलब, मिक्सिंग का माल मिल रहा है। क्योंकि मटेरियल रहता है कॉइल कट। ओके?

customer

66.0s

Hello?

हॅलो?

agent

66.5s

Yes sir, tell me, I am listening, sir.

हां सर, बोलो ना, मैं सुन रहा हूं सर।

agent

67.8s

The material is coil cut. Nowhere on the sheet is JSW, MNS, SAIL written. Okay? Now when you get it from the company, you will get prime JSW only. I will give TC, I will give an invoice. You go and,

मटेरियल रहता है कॉइल कट। कहीं पे भी शीट पे जेएसडब्ल्यू, एमएनएस, सेल लिखा हुआ नहीं रहता। ओके? अब कंपनी से जब मिलेगा तो प्राइम जेएसडब्ल्यू ही मिलेगा आपको। मैं टीसी दूंगा, इनवॉइस दूंगा। आप जाके,

customer

75.2s

No, whatever material I get, sir, I order all of it with a TC. I don't order without a TC.

नहीं, मेरे पास जितना माल आता है सर, मैं सब पूरा टीसी का ही मंगाता हूं। बिना टीसी का मैं नहीं मंगाता हूं।

agent

78.5s

They just give it for the sake of giving it, sir. Have you ever checked in a lab test if it's the same material?

वो तो देने के लिए दे देते हैं सर वो। आपने कभी चेक किया लैब टेस्ट में कि वही, वही माल है?

customer

81.5s

No sir, what I order, I order directly, directly from an MNS dealer.

नहीं सर, मैं जो मंगाता हूं ना, डायरेक्ट, डायरेक्ट एमएनएस के डीलर से मंगाता हूं।

agent

84.5s

No sir, this rate of mine is final. 62750. On top of this, my freight will be 1350 rupees. The delivered cost will be 64100, for two mm.

नहीं सर, मेरा यह रेट फाइनल है। 62750। इसके ऊपर 1350 रुपए मेरा फ्रेट लगेगा। डिलीवर्ड कॉस्ट होगा 64100, दो एमएम का।

customer

89.8s

Finalize it at 63500, sir.

63500 में फाइनल करो ना सर।

agent

91.5s

For how much?

कितने में?

customer

92.5s

63500.

63500।

agent

93.5s

63500?

customer

94.5s

Yes. Do it with delivery, I'll give you a ten-ton order right now.

हां। डिलीवर करके करो, अभी दस टन का ऑर्डर देता हूं आपको।

agent

97.5s

It's very difficult. Do one thing, sir, hello?

बहुत मुश्किल है। एक काम करो सर, हेलो?

customer

99.5s

Yes.

हां।

agent

100.0s

Make the payment at 64100, I will give you a cashback of 250 rupees.

64100 पे पेमेंट करो, 250 रुपीस का मैं आपको कैशबैक देता हूं।

customer

102.5s

No, sir.

नहीं ना सर।

agent

103.5s

Oh sir, I am taking a hit for you, you give me a little.

अरे सर जी, आपके लिए मैं हिट ले रहा हूं, आप मेरे को दे दो थोड़ा।

customer

105.8s

So I, I am also, look, right now we don't even know each other, still I am giving you an order.

अरे तो मैं, मैं भी देखो, अभी आपका हमारा कोई जान पहचान भी नहीं है, तो भी मैं आपको ऑर्डर दे रहा हूं।

agent

109.8s

Oh sir, it's not like that.

अरे सर जी, वैसा नहीं रहता ना।

customer

111.5s

It is like that. I am not asking for much of a reduction. The rate at which I am getting it, I am asking for that rate. But what's happening is, I've been registered for so long but our rates are not matching, sir.

वैसे ही। मैं ज्यादा थोड़ी कुछ कम करवा रहा हूं। जो, जो रेट से आ रहा है, वही रेट से बोल रहा हूं। लेकिन क्या है, इतना दिन से रजिस्टर्ड है लेकिन हमारा आपका रेट में नहीं बैठ रहा है सर।

agent

119.2s

I can get a maximum of 250 done. 63850 will be your landed cost. Okay? You will make the payment at 64150. You will pay at 64100, when the material is dispatched to you, you will get a cashback of 250 rupees, sir. Place one order. Why I am telling you is, the price is going to increase tomorrow.

250 का मैक्सिमम मैं करवा सकता हूं। 63850 आपको लैंडेड कॉस्ट होगा। ठीक है? पेमेंट आप करोगे 64150 से। 64100 का, 100 से पेमेंट करोगे, जब मटेरियल आपको डिस्पैच हो जाएगा ना, 250 रुपीस का कैशबैक मिल जाएगा सर। एक ऑर्डर लिखवा लो। क्यों बता रहा हूं आपको, कल प्राइस बढ़ने वाली है।

customer

128.8s

This rate, rate sir, this, this one, how much time does it take for the material to arrive?

ये रेट, रेट सर, ये, ये जो है ना, मटेरियल आने में कितना टाइम लगता है?

agent

132.0s

What's there in material arrival, right now my material is readily available in coil form in Taloja. Okay? It will take roughly one day to cut it from the coil, and two days for delivery. It will be delivered to you in Nasik, Ambad in three days.

मटेरियल आने में क्या, अभी मेरा कॉइल फॉर्म में मटेरियल रेडीली अवेलेबल है तलोजा में। ओके? मैं इसको कॉइल से कट करने में मोटा-मोटा एक दिन, और दो दिन डिलीवरी के लिए। तीन दिन में डिलीवर हो जाएगा आपको नासिक में, अंबड।

customer

139.0s

What are the payment terms, sir?

पेमेंट टर्म्स क्या है सर?

agent

140.2s

Payment terms are 100% advance against PI.

पेमेंट टर्म्स 100% एडवांस अगेंस्ट पीआई।

customer

142.5s

Give me your account details. JSW's.

आपका अकाउंट डिटेल दे दो ना। जेएसडब्ल्यू का।

agent

144.5s

Yes, I'll send it. Do you want to do it? Should I create an inquiry for this in the system? Tell me quickly.

हां, मैं भेजता हूं। करवाना है? इसको मैं इन्क्वायरी बनाऊं सिस्टम में? बताओ जल्दी।

customer

147.5s

Send the details, I'll check.

डिटेल भेजो, मैं चेक करूं।

agent

149.0s

Should I send the bank details?

बैंक डिटेल्स भेजूं?

customer

150.2s

Yes, send the bank details, sir.

हां, बैंक डिटेल भेजो ना सर।

agent

152.8s

Hello?

हॅलो?

customer

153.8s

Yes sir, tell me.

हां सर, बोलो ना।

agent

154.8s

Should I WhatsApp you the bank details, you're saying?

मैं बैंक डिटेल्स आपको WhatsApp करूं, आप बोल रहे हो?

customer

156.5s

Yes.

हां।

agent

157.0s

Is this email of yours active? anwarkhan3596@gmail.com?

आपका यह मेल चालू है क्या? anwarkhan3596@gmail.com?

customer

159.5s

It's active, it's active.

चालू है, चालू है।

agent

160.5s

I have sent, I have sent it, look, I have sent you the mail. You must have received it.

मैंने भेज, मैंने भेज दिया देखो आपको मेल भेज दिया है। आया रहेगा आपको।

agent

166.5s

Sir, I will have to create an inquiry in the system first, let me tell you. The rate will come on that, then I will give you the PI, then you will make the payment.

सर, मेरे को पहले इन्क्वायरी सिस्टम में बनानी पड़ेगी हां सर, आपको बता दूं। उसके ऊपर रेट आएगा, फिर मैं आपको पीआई दूंगा, फिर पेमेंट करोगे आप।

customer

172.0s

Okay, okay.

ओके, ओके।

agent

175.5s

Hello?

हॅलो?

customer

176.2s

Yes sir, tell me.

हां सर, बोलो ना।

agent

177.2s

Anwar ji?

अनवर जी?

customer

178.2s

Yes.

हां।

agent

178.8s

Did you get the mail?

मेल आया क्या आपको?

customer

179.8s

I don't see it, sir. Did the WhatsApp come?

नहीं देख रहा है सर। WhatsApp आया?

agent

181.5s

No, it didn't come on WhatsApp either.

नहीं, WhatsApp से भी नहीं आया।

unknown

183.0s

Give it to me, brother. Give it, give for a thousand. Send bank details. Give for a thousand. For one thousand.

दे दो ना भैया मेरे को। दे दो, हजार का दे। Send bank details। हजार का दो। एक हजार का।

customer

188.5s

What is that? Turn it over, turn it over and see. Take out that thin one. Take that one out.

वो क्या है? पलटी करो ना, पलटी करो देखो। वो पतला वाला निकालो ना। वो निकालो ना।

agent

196.5s

Hello, look, it must have come, sir, check WhatsApp.

हॅलो, देखो आया रहेगा सर, WhatsApp देखो।

customer

198.5s

It hasn't come, sir.

नहीं आया सर।

agent

199.5s

Wait, I'll send it manually.

मैं रुको, मैन्युअली भेजता हूं।

customer

200.8s

Yes, send, send it. Yes, the mail has come, sir.

हां भेज, भेजो। हां, मेल आया सर।

agent

202.8s

It came, right? Yes.

आया ना? हां।

customer

205.0s

Wait, don't put that. Wait two minutes.

रुको ना, वो मत डालो। रुको दो मिनट।

agent

208.5s

I have also WhatsApped everything to them.

उनको मैंने WhatsApp भी कर दिया है सब।

customer

210.8s

How much is the amount for ten tons, sir?

दस टन का कितना अमाउंट जा रहा है सर?

agent

212.5s

Huh?

हां?

customer

213.0s

How much is the amount for ten tons?

दस टन का कितना अमाउंट जा रहा है?

agent

214.5s

For ten tons, look, the payment will be as per 64100. I will get the 250 cashback done. But,

दस टन का देखो 64100 के हिसाब से पेमेंट होगी। 250 का कैशबैक मैं करवा दूंगा। बट,

customer

217.5s

Make it 63500, sir. Why are you stuck on that much?

6350 करो ना सर। क्या इतना पकड़ के बैठे हो?

agent

219.8s

Oh sir, look, this is my bottom rate. Still, for you,

अरे सर जी, देखो, यह मेरा बॉटम रेट है। मैं फिर भी आपके लिए,

customer

221.8s

You haven't given the bottom rate yet, sir, to me. That's why I am not able to buy from you, sir.

बॉटम रेट अभी दिए नहीं हो सर, मुझे। इसीलिए तो मैं आपसे ले नहीं पा रहा हूं सर।

agent

224.5s

Sir,

सर जी,

customer

224.8s

Your guy is here, right sir, one, what's the name, Shaikh?

आपका बंदा यहां पे है ना सर, एक, क्या नाम है शेख का?

agent

227.5s

What's the name?

क्या नाम है?

customer

228.2s

In Nasik, there's someone named Shaikh, right, what's his name, I forgot. You have a guy in Nasik, right sir?

नासिक में शेख करके है ना, क्या नाम है उनका, मैं भूल गया। नासिक में आपका बंदा है ना सर कोई?

agent

231.5s

In Nasik, our people keep coming, I mean, they are on the field. Azim? Azim Shaikh?

नासिक में तो आते रहते हैं हमारे, मतलब फील्ड पे ही रहते हैं। आजिम? आजिम शेख?

customer

234.5s

Yes, yes, Atif Shaikh.

हां हां, आतिफ शेख।

agent

236.0s

Yes, now I am your account manager, sir. From now on, you can connect with me. I'll give you my, I have WhatsApped you, did you get the WhatsApp?

हां, अब आपका अकाउंट मैनेजर मैं हूं सर। अभी आप आगे से आप मुझसे कनेक्ट कर सकते हो। मैं आपको मेरा, मैंने आपको WhatsApp किया, आपको मिला WhatsApp?

customer

241.2s

Yes, I got the WhatsApp, sir. The mail also came. The mail came.

हां, WhatsApp मिल गया सर मुझे। मेल भी आ गया। मेल आ गया।

agent

244.0s

The number that WhatsApped is my number. For now, I have called you from the system's number.

जो WhatsApp किया है वो मेरा नंबर है। अभी फिलहाल आपको मैंने सिस्टम के नंबर से फोन किया है।

customer

247.2s

What is your name, sir?

क्या नाम है सर आपका?

agent

248.5s

Sudeep Sonawane.

सुदीप सोनावणे।

customer

249.8s

Sudeep Sonawane. Okay sir, okay. Its amount, how much is the amount, tell me the details for that.

सुदीप सोनावणे। ओके सर, ओके। उसका अमाउंट, अमाउंट कितना जा रहा है, वो बताओ मुझे डिटेल तो।

agent

253.5s

So I, should I first create an inquiry in the system, you will immediately get a quotation on it.

तो मैं, मैं पहले सिस्टम में इन्क्वायरी ले लूं क्या, तुरंत आपको कोटेशन मिल जाएगा उसके ऊपर।

customer

256.2s

Take it. Okay.

ले लो। ठीक है।

agent

256.8s

You will have to close this within half an hour, sir, okay? Otherwise, the price will increase tomorrow.

इस- इसको क्लोज करना पड़ेगा आपको आधे घंटे के अंदर सर, ठीक है? नहीं तो कल प्राइस बढ़ जाएगी अपनी।

customer

259.8s

Huh? If it increases, we'll take it at the increased price, what's the big deal in that. See, I do business in iron, so I don't do it with so much fear, sir.

हां? बढ़ जाएगा तो बढ़ा के लेंगे, उसमें कौन सी बात है। देखिए, लोहे का धंधा करता हूं तो इतना डर के नहीं करता हूं सर।

agent

264.8s

Yes, that's the thing. This is your delivery address, right, Gat number 25, Ashtavinayak Nagar, Plot 6, Ambad Link Road, Ambad, correct?

हां, वो तो बात ही है। अपना यह डिलीवरी एड्रेस यही है ना, गट नंबर 25, अष्टविनायक नगर, प्लॉट 6, अंबड लिंक रोड, अंबड, बराबर?

customer

270.0s

Correct, correct.

बराबर, बराबर।

agent

271.0s

422010 is your pin code, right?

422010 यह पिन कोड है आपका, है ना?

customer

273.0s

Yes, yes.

हां, हां।

agent

273.8s

Okay, I am creating an inquiry for you in the system. Give me ten minutes, we will close this now. Okay?

ठीक है, मैं आपको इन्क्वायरी ले रहा हूं सिस्टम में। मेरे को दस मिनट दीजिए, अपन इसको क्लोज करते हैं अभी। ओके?

customer

277.2s

Okay, okay.

ओके, ओके।

agent

278.0s

Done, done. And I will call you from my number for the next call. Right now, I have called from the system's number. Hmm?

डन, डन। और यह मैं आपको मेरे नंबर से कॉल करूंगा नेक्स्ट कॉल। अभी सिस्टम के नंबर से किया है। हूं?

customer

281.5s

Okay.

ओके।

agent

282.5s

Okay.

ओके।