{
  "ucid": "21112178591173781",
  "call_date": "2026-08-05",
  "start_time": "1899-12-30 12:05:37",
  "end_time": "1899-12-30 12:07:48",
  "duration_sec": 131,
  "campaign": "IS_MFG_HR_HRPO_Opp_Aug26",
  "disposition": "General Enquiry",
  "agent": "Ganesh",
  "audio_url": "https://s3.ap-south-1.amazonaws.com/3m-pu.ozonetel.com/jswone/DIA342c5ae6841275152285611532ae7913.mp3",
  "dial_status": null,
  "customer_status": null,
  "agent_status": null,
  "hangup_by": null,
  "excel_row": 189,
  "is_test": 0,
  "raw_payload": null,
  "audio_path": "/data/audio/21112178591173781__DIA342c5ae6841275152285611532ae7913.mp3",
  "audio_bytes": 345384,
  "audio_status": "ok",
  "audio_error": null,
  "excel_turn_count": 0,
  "ingested_at": "2026-09-07 07:02:38.412185+00",
  "audio_secs": 115.128,
  "source_file": "Aug1-5.xlsx",
  "upload_id": null,
  "audio_permanent": 0,
  "english_text": "[0s] CUSTOMER: Hello?   (हॅलो?)\n[1s] AGENT: Hello, uh yeah good afternoon sir, Ganesh speaking from the JSW One platform.   (हॅलो, अ या गुड आफ्टरनून सर, गणेश बात कर रहा जेएसडब्ल्यू वन प्लॅटफॉर्म से।)\n[5s] CUSTOMER: Tell me.   (बताइए।)\n[5s] AGENT: Yeah, actually sir you had registered on our website, under the name Keyansh Steels, right?   (या, एक्चुअली सर आपने हमारे वेबसाइट में रजिस्ट्रेशन किया था, केयांश स्टील्स के नाम से, राईट?)\n[9s] CUSTOMER: Yes, yes.   (हां हां जी।)\n[9s] AGENT: Yes, yes. So sir, you had made an inquiry around five or six times before, but it couldn't be closed. Can I know sir, for what reason, I mean what   (जी जी। तो सर आपने इसके पहले अराउंड पांच छे बार इन्क्वायरी तो दिया था बट वो क्लोज नहीं हो पाया था। मैं जान सकता हूं सर क्या रीजन से मतलब क्या)\n[13s] CUSTOMER: There's a price difference, boss.   (प्राइस डिफरेंस है बॉस।)\n[14s] AGENT: There's a price difference. Okay. Are you buying from a local source right now? As your location is Agra, right?   (प्राइस डिफरेंस आ रहा है। ओके। आपका अभी लोकल लोकल से ले रहे हैं? जैसे आपका लोकेशन आगरा है, राईट?)\n[17s] CUSTOMER: Yes, I buy from JSW only.   (हां मैं जेएसडब्ल्यू से ही लेता हूं।)\n[18s] AGENT: Yes, yes.   (जी जी।)\n[19s] CUSTOMER: Yes.   (हां।)\n[19s] AGENT: Okay. Because our yard is uh over here, what do you call it   (ठीक है। क्योंकि हमारा यार्ड उह इधर पे है, क्या बोलते है)\n[21s] CUSTOMER: Ghaziabad.   (गाजियाबाद।)\n[22s] AGENT: In Ghaziabad.   (गाजियाबाद में।)\n[22s] CUSTOMER: Yes, so from there it's not actually feasible. Your rate from the coil must be higher. Yes, yes, that's it.   (हां, तो वहां से एक्चुअली पड़ता नहीं आता। आपका कॉइल से रेट ज्यादा ही होता होगा। हां हां वही वही।)\n[26s] AGENT: So right now, what is your 2mm costing?   (तो अभी आपका 2mm का क्या कॉस्ट कर रहा है?)\n[27s] CUSTOMER: For 2mm sir, 2mm   (2mm का सर 2mm)\n[28s] AGENT: Yes.   (हां।)\n[29s] CUSTOMER: 1250.\n[30s] AGENT: Okay.   (ठीक है।)\n[32s] AGENT: It will be around 58, sir.   (58 के आसपास आएगा सर।)\n[33s] CUSTOMER: You mean 58 plus freight?   (आप 58 प्लस फ्रेट?)\n[34s] AGENT: Hmm, plus freight.   (हम्म, प्लस फ्रेट।)\n[35s] CUSTOMER: Yes, so here in local Kanpur it is 57,500, so how will it work out?   (हां, तो यहां पे लोकल कानपुर में 57,500 है, तो कहां से आएगा?)\n[38s] CUSTOMER: It's SAIL's material.   (SAIL का माल है।)\n[39s] AGENT: SAIL's, okay. In JSW, that much difference will be there.   (SAIL का, ओके। JSW में रहेगा उतना डिफरेंस तो।)\n[40s] CUSTOMER: Yes. But plus here, I mean, the material costing is also cheaper, that's also a difference.   (हां। लेकिन प्लस यहां मतलब मटेरियल की कॉस्टिंग भी सस्ता होता है, वो भी डिफरेंस है।)\n[43s] AGENT: Yes, mainly you are getting SAIL's.   (हां, मेन SAIL का आपको हो जा रहा है।)\n[44s] CUSTOMER: Yes. In Faridabad and your Ghaziabad, there the material, I mean, they give more preference to private material, but here SAIL's material sells more.   (हां। फरीदाबाद और आपके गाजियाबाद में वहां माल मतलब उसको प्राइवेट माल को ज्यादा प्रेफरेंस देते हैं लेकिन यहां पे SAIL का माल ज्यादा बिकता है।)\n[49s] AGENT: I see, I see.   (अच्छा अच्छा।)\n[50s] CUSTOMER: Yes.   (हां।)\n[50s] AGENT: No problem, if, let's say, our material yard opens in Kanpur, there is a plan, if it opens then we will definitely contact you once, right?   (कोई बात नहीं, अगर मानते हैं कानपुर में हमारा खुलता है माल यार्ड, प्लानिंग तो है, खुल गया तो डेफिनेटली हम एक बार कांटेक्ट करेंगे, है ना?)\n[55s] CUSTOMER: Yes, absolutely, sure sure.   (हां बिल्कुल, श्योर श्योर।)\n[56s] AGENT: Okay.   (ओके।)\n[57s] AGENT: Thank you.   (थैंक यू।)\n[58s] CUSTOMER: [inaudible]",
  "language": "Hindi",
  "languages": "[\"Hindi\", \"English\"]",
  "turn_count": 36,
  "connected": 1,
  "audio_notes": "clear: Some background noise is present on the agent's side, but it does not significantly affect transcription.",
  "transcript_status": "ok",
  "transcript_error": null,
  "band": "green",
  "band_reason": "36 turns, clean transcript (3% inaudible)",
  "band_language": "Hindi",
  "label_contradiction": 0,
  "status": "ok",
  "model": "gemini-2.5-pro",
  "rubric_version": "1.0.0",
  "exclusion_reason": null,
  "pitch_type_detected": "supply_led",
  "pitch_type_source": "campaign_name:medium",
  "pitch_type_conflict": 0,
  "pitch_adherence_score": 0.0,
  "pitch_score_band": "red",
  "pitch_missed_steps": "[\"SL1 Opener & permission\", \"SL2 Hook (supply/price signal)\", \"SL3 Discovery (6 Qs)\", \"SL4 Pitch (2-3 USPs)\", \"SL5 Qualify\", \"SL6 Closure with next step\"]",
  "pitch_coaching_note": "When the customer immediately raises a price objection, use the playbook to reframe the conversation around landed cost instead of abandoning the pitch structure.",
  "usp_relevance": "none",
  "rubric_inferred": 0,
  "segment_detected": "unknown",
  "mfg_flag": 0,
  "geo_flag": 1,
  "geo_reason": "policy_excluded",
  "moq_flag": 0,
  "moq_qty_detected": null,
  "moq_severity": null,
  "material_flag": 0,
  "material_detected": null,
  "catalogue_status": "available",
  "quality_flags_total": 1,
  "supply_flag": "none",
  "supply_details": "The required material is available, but the servicing stockyard (Ghaziabad) is too far from the customer (Agra), making the freight cost uncompetitive.",
  "customer_req_date": null,
  "agent_committed_date": null,
  "call_summary": "The customer, based in Agra, immediately raised a price objection. The agent's quoted price from the Ghaziabad yard, including freight, was not competitive against the customer's local source in Kanpur for SAIL material. The call ended with the agent promising to contact the customer if a JSW One yard opens in Kanpur in the future.",
  "raw_json": "{\"pitch_steps\": [{\"step_id\": \"SL1\", \"result\": \"fail\", \"questions_hit\": null, \"evidence\": \"Hello, uh yeah good afternoon sir, Ganesh speaking from the JSW One platform.\", \"comment\": \"The agent did not use the customer's name or ask for permission to speak, jumping directly into the call's purpose.\"}, {\"step_id\": \"SL2\", \"result\": \"fail\", \"questions_hit\": null, \"evidence\": \"Yeah, actually sir you had registered on our website, under the name Keyansh Steels, right? ... you had made an inquiry around five or six times before, but it couldn't be closed.\", \"comment\": \"The agent did not lead with a supply or price hook; instead, he immediately referenced past failed inquiries.\"}, {\"step_id\": \"SL3\", \"result\": \"fail\", \"questions_hit\": 1, \"evidence\": \"Are you buying from a local source right now?\", \"comment\": \"The agent only asked about the current supplier and did not attempt to discover what the customer manufactures, their volume, or other key business details.\"}, {\"step_id\": \"SL4\", \"result\": \"fail\", \"questions_hit\": null, \"evidence\": \"\", \"comment\": \"No USPs were pitched; the conversation went directly to a price comparison which the agent lost.\"}, {\"step_id\": \"SL5\", \"result\": \"fail\", \"questions_hit\": null, \"evidence\": \"\", \"comment\": \"The agent did not ask if the customer had a current requirement or attempt to capture the full specifications for a potential order.\"}, {\"step_id\": \"SL6\", \"result\": \"fail\", \"questions_hit\": null, \"evidence\": \"if, let's say, our material yard opens in Kanpur... we will definitely contact you once, right?\", \"comment\": \"The closure was a vague, conditional promise with no specific date or committed action like sending a quote.\"}], \"usp_relevance\": \"none\", \"pitch_coaching_note\": \"When the customer immediately raises a price objection, use the playbook to reframe the conversation around landed cost instead of abandoning the pitch structure.\", \"segment_detected\": \"unknown\", \"mfg_flag\": false, \"geo_flag\": true, \"geo_reason\": \"policy_excluded\", \"moq_flag\": false, \"moq_qty_detected\": null, \"moq_severity\": null, \"material_flag\": false, \"material_detected\": null, \"catalogue_status\": \"available\", \"supply_flag\": \"none\", \"supply_details\": \"The required material is available, but the servicing stockyard (Ghaziabad) is too far from the customer (Agra), making the freight cost uncompetitive.\", \"customer_req_date\": null, \"agent_committed_date\": null, \"objections\": [{\"obj_type\": \"price\", \"state\": \"mishandled\", \"evidence\": \"There's a price difference, boss.\", \"response\": \"It will be around 58, sir... Hmm, plus freight.\"}, {\"obj_type\": \"incumbent_supplier\", \"state\": \"mishandled\", \"evidence\": \"Yes, so here in local Kanpur it is 57,500, so how will it work out? It's SAIL's material.\", \"response\": \"SAIL's, okay. In JSW, that much difference will be there.\"}], \"call_summary\": \"The customer, based in Agra, immediately raised a price objection. The agent's quoted price from the Ghaziabad yard, including freight, was not competitive against the customer's local source in Kanpur for SAIL material. The call ended with the agent promising to contact the customer if a JSW One yard opens in Kanpur in the future.\"}",
  "error": null,
  "latency_ms": 39139,
  "input_tokens": 3762,
  "output_tokens": 990,
  "created_at": "2026-09-25 10:57:30",
  "sentiment": "positive",
  "sentiment_score": 0.393,
  "sentiment_confidence": "high",
  "pos": 5,
  "neg": 0,
  "lex_hits": 4,
  "objection_phrases": "[]",
  "sentiment_method": "0.6*lexical + 0.4*prior",
  "talk_ratio": 0.547,
  "agent_talk_sec": 27.4,
  "customer_talk_sec": 22.7,
  "dead_air_sec": 80.9,
  "longest_monologue_sec": 4.3,
  "agent_wpm": 356.9,
  "interruptions": 0,
  "agent_turns": 18,
  "customer_turns": 18,
  "discovery_qs": 5,
  "words_agent": 163,
  "words_customer": 113,
  "monologue_heavy": 0,
  "turns": [
    {
      "ucid": "21112178591173781",
      "idx": 0,
      "speaker": "customer",
      "start_s": 0.31,
      "end_s": 0.81,
      "text_en": "Hello?",
      "text_native": "हॅलो?"
    },
    {
      "ucid": "21112178591173781",
      "idx": 1,
      "speaker": "agent",
      "start_s": 1.2,
      "end_s": 4.48,
      "text_en": "Hello, uh yeah good afternoon sir, Ganesh speaking from the JSW One platform.",
      "text_native": "हॅलो, अ या गुड आफ्टरनून सर, गणेश बात कर रहा जेएसडब्ल्यू वन प्लॅटफॉर्म से।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 2,
      "speaker": "customer",
      "start_s": 4.62,
      "end_s": 5.04,
      "text_en": "Tell me.",
      "text_native": "बताइए।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 3,
      "speaker": "agent",
      "start_s": 5.2,
      "end_s": 8.49,
      "text_en": "Yeah, actually sir you had registered on our website, under the name Keyansh Steels, right?",
      "text_native": "या, एक्चुअली सर आपने हमारे वेबसाइट में रजिस्ट्रेशन किया था, केयांश स्टील्स के नाम से, राईट?"
    },
    {
      "ucid": "21112178591173781",
      "idx": 4,
      "speaker": "customer",
      "start_s": 8.59,
      "end_s": 9.14,
      "text_en": "Yes, yes.",
      "text_native": "हां हां जी।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 5,
      "speaker": "agent",
      "start_s": 9.38,
      "end_s": 13.0,
      "text_en": "Yes, yes. So sir, you had made an inquiry around five or six times before, but it couldn't be closed. Can I know sir, for what reason, I mean what",
      "text_native": "जी जी। तो सर आपने इसके पहले अराउंड पांच छे बार इन्क्वायरी तो दिया था बट वो क्लोज नहीं हो पाया था। मैं जान सकता हूं सर क्या रीजन से मतलब क्या"
    },
    {
      "ucid": "21112178591173781",
      "idx": 6,
      "speaker": "customer",
      "start_s": 13.08,
      "end_s": 14.0,
      "text_en": "There's a price difference, boss.",
      "text_native": "प्राइस डिफरेंस है बॉस।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 7,
      "speaker": "agent",
      "start_s": 14.3,
      "end_s": 16.84,
      "text_en": "There's a price difference. Okay. Are you buying from a local source right now? As your location is Agra, right?",
      "text_native": "प्राइस डिफरेंस आ रहा है। ओके। आपका अभी लोकल लोकल से ले रहे हैं? जैसे आपका लोकेशन आगरा है, राईट?"
    },
    {
      "ucid": "21112178591173781",
      "idx": 8,
      "speaker": "customer",
      "start_s": 16.94,
      "end_s": 17.94,
      "text_en": "Yes, I buy from JSW only.",
      "text_native": "हां मैं जेएसडब्ल्यू से ही लेता हूं।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 9,
      "speaker": "agent",
      "start_s": 18.04,
      "end_s": 18.34,
      "text_en": "Yes, yes.",
      "text_native": "जी जी।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 10,
      "speaker": "customer",
      "start_s": 18.64,
      "end_s": 18.94,
      "text_en": "Yes.",
      "text_native": "हां।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 11,
      "speaker": "agent",
      "start_s": 19.1,
      "end_s": 20.98,
      "text_en": "Okay. Because our yard is uh over here, what do you call it",
      "text_native": "ठीक है। क्योंकि हमारा यार्ड उह इधर पे है, क्या बोलते है"
    },
    {
      "ucid": "21112178591173781",
      "idx": 12,
      "speaker": "customer",
      "start_s": 21.08,
      "end_s": 21.6,
      "text_en": "Ghaziabad.",
      "text_native": "गाजियाबाद।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 13,
      "speaker": "agent",
      "start_s": 21.7,
      "end_s": 22.0,
      "text_en": "In Ghaziabad.",
      "text_native": "गाजियाबाद में।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 14,
      "speaker": "customer",
      "start_s": 22.26,
      "end_s": 25.5,
      "text_en": "Yes, so from there it's not actually feasible. Your rate from the coil must be higher. Yes, yes, that's it.",
      "text_native": "हां, तो वहां से एक्चुअली पड़ता नहीं आता। आपका कॉइल से रेट ज्यादा ही होता होगा। हां हां वही वही।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 15,
      "speaker": "agent",
      "start_s": 25.88,
      "end_s": 27.04,
      "text_en": "So right now, what is your 2mm costing?",
      "text_native": "तो अभी आपका 2mm का क्या कॉस्ट कर रहा है?"
    },
    {
      "ucid": "21112178591173781",
      "idx": 16,
      "speaker": "customer",
      "start_s": 27.14,
      "end_s": 28.24,
      "text_en": "For 2mm sir, 2mm",
      "text_native": "2mm का सर 2mm"
    },
    {
      "ucid": "21112178591173781",
      "idx": 17,
      "speaker": "agent",
      "start_s": 28.34,
      "end_s": 28.64,
      "text_en": "Yes.",
      "text_native": "हां।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 18,
      "speaker": "customer",
      "start_s": 28.74,
      "end_s": 29.24,
      "text_en": "1250.",
      "text_native": "1250."
    },
    {
      "ucid": "21112178591173781",
      "idx": 19,
      "speaker": "agent",
      "start_s": 29.54,
      "end_s": 30.04,
      "text_en": "Okay.",
      "text_native": "ठीक है।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 20,
      "speaker": "agent",
      "start_s": 31.84,
      "end_s": 33.04,
      "text_en": "It will be around 58, sir.",
      "text_native": "58 के आसपास आएगा सर।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 21,
      "speaker": "customer",
      "start_s": 33.24,
      "end_s": 34.24,
      "text_en": "You mean 58 plus freight?",
      "text_native": "आप 58 प्लस फ्रेट?"
    },
    {
      "ucid": "21112178591173781",
      "idx": 22,
      "speaker": "agent",
      "start_s": 34.44,
      "end_s": 35.04,
      "text_en": "Hmm, plus freight.",
      "text_native": "हम्म, प्लस फ्रेट।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 23,
      "speaker": "customer",
      "start_s": 35.14,
      "end_s": 37.54,
      "text_en": "Yes, so here in local Kanpur it is 57,500, so how will it work out?",
      "text_native": "हां, तो यहां पे लोकल कानपुर में 57,500 है, तो कहां से आएगा?"
    },
    {
      "ucid": "21112178591173781",
      "idx": 24,
      "speaker": "customer",
      "start_s": 37.84,
      "end_s": 38.54,
      "text_en": "It's SAIL's material.",
      "text_native": "SAIL का माल है।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 25,
      "speaker": "agent",
      "start_s": 38.64,
      "end_s": 40.24,
      "text_en": "SAIL's, okay. In JSW, that much difference will be there.",
      "text_native": "SAIL का, ओके। JSW में रहेगा उतना डिफरेंस तो।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 26,
      "speaker": "customer",
      "start_s": 40.34,
      "end_s": 43.04,
      "text_en": "Yes. But plus here, I mean, the material costing is also cheaper, that's also a difference.",
      "text_native": "हां। लेकिन प्लस यहां मतलब मटेरियल की कॉस्टिंग भी सस्ता होता है, वो भी डिफरेंस है।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 27,
      "speaker": "agent",
      "start_s": 43.14,
      "end_s": 44.24,
      "text_en": "Yes, mainly you are getting SAIL's.",
      "text_native": "हां, मेन SAIL का आपको हो जा रहा है।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 28,
      "speaker": "customer",
      "start_s": 44.34,
      "end_s": 49.04,
      "text_en": "Yes. In Faridabad and your Ghaziabad, there the material, I mean, they give more preference to private material, but here SAIL's material sells more.",
      "text_native": "हां। फरीदाबाद और आपके गाजियाबाद में वहां माल मतलब उसको प्राइवेट माल को ज्यादा प्रेफरेंस देते हैं लेकिन यहां पे SAIL का माल ज्यादा बिकता है।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 29,
      "speaker": "agent",
      "start_s": 49.14,
      "end_s": 49.64,
      "text_en": "I see, I see.",
      "text_native": "अच्छा अच्छा।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 30,
      "speaker": "customer",
      "start_s": 49.84,
      "end_s": 50.14,
      "text_en": "Yes.",
      "text_native": "हां।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 31,
      "speaker": "agent",
      "start_s": 50.24,
      "end_s": 54.54,
      "text_en": "No problem, if, let's say, our material yard opens in Kanpur, there is a plan, if it opens then we will definitely contact you once, right?",
      "text_native": "कोई बात नहीं, अगर मानते हैं कानपुर में हमारा खुलता है माल यार्ड, प्लानिंग तो है, खुल गया तो डेफिनेटली हम एक बार कांटेक्ट करेंगे, है ना?"
    },
    {
      "ucid": "21112178591173781",
      "idx": 32,
      "speaker": "customer",
      "start_s": 54.64,
      "end_s": 55.54,
      "text_en": "Yes, absolutely, sure sure.",
      "text_native": "हां बिल्कुल, श्योर श्योर।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 33,
      "speaker": "agent",
      "start_s": 55.64,
      "end_s": 56.04,
      "text_en": "Okay.",
      "text_native": "ओके।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 34,
      "speaker": "agent",
      "start_s": 57.04,
      "end_s": 57.54,
      "text_en": "Thank you.",
      "text_native": "थैंक यू।"
    },
    {
      "ucid": "21112178591173781",
      "idx": 35,
      "speaker": "customer",
      "start_s": 58.04,
      "end_s": 59.04,
      "text_en": "[inaudible]",
      "text_native": "[inaudible]"
    }
  ],
  "steps": [
    {
      "ucid": "21112178591173781",
      "step_id": "SL1",
      "step_name": "Opener & permission",
      "weight": 2.0,
      "result": "fail",
      "earned": 0.0,
      "questions_hit": null,
      "evidence": "Hello, uh yeah good afternoon sir, Ganesh speaking from the JSW One platform.",
      "comment": "The agent did not use the customer's name or ask for permission to speak, jumping directly into the call's purpose."
    },
    {
      "ucid": "21112178591173781",
      "step_id": "SL2",
      "step_name": "Hook (supply/price signal)",
      "weight": 2.0,
      "result": "fail",
      "earned": 0.0,
      "questions_hit": null,
      "evidence": "Yeah, actually sir you had registered on our website, under the name Keyansh Steels, right? ... you had made an inquiry around five or six times before, but it couldn't be closed.",
      "comment": "The agent did not lead with a supply or price hook; instead, he immediately referenced past failed inquiries."
    },
    {
      "ucid": "21112178591173781",
      "step_id": "SL3",
      "step_name": "Discovery (6 Qs)",
      "weight": 2.0,
      "result": "fail",
      "earned": 0.0,
      "questions_hit": 1,
      "evidence": "Are you buying from a local source right now?",
      "comment": "The agent only asked about the current supplier and did not attempt to discover what the customer manufactures, their volume, or other key business details."
    },
    {
      "ucid": "21112178591173781",
      "step_id": "SL4",
      "step_name": "Pitch (2-3 USPs)",
      "weight": 1.0,
      "result": "fail",
      "earned": 0.0,
      "questions_hit": null,
      "evidence": "",
      "comment": "No USPs were pitched; the conversation went directly to a price comparison which the agent lost."
    },
    {
      "ucid": "21112178591173781",
      "step_id": "SL5",
      "step_name": "Qualify",
      "weight": 2.0,
      "result": "fail",
      "earned": 0.0,
      "questions_hit": null,
      "evidence": "",
      "comment": "The agent did not ask if the customer had a current requirement or attempt to capture the full specifications for a potential order."
    },
    {
      "ucid": "21112178591173781",
      "step_id": "SL6",
      "step_name": "Closure with next step",
      "weight": 1.0,
      "result": "fail",
      "earned": 0.0,
      "questions_hit": null,
      "evidence": "if, let's say, our material yard opens in Kanpur... we will definitely contact you once, right?",
      "comment": "The closure was a vague, conditional promise with no specific date or committed action like sending a quote."
    }
  ],
  "objections": [
    {
      "ucid": "21112178591173781",
      "obj_type": "price",
      "state": "mishandled",
      "evidence": "There's a price difference, boss.",
      "response": "It will be around 58, sir... Hmm, plus freight."
    },
    {
      "ucid": "21112178591173781",
      "obj_type": "incumbent_supplier",
      "state": "mishandled",
      "evidence": "Yes, so here in local Kanpur it is 57,500, so how will it work out? It's SAIL's material.",
      "response": "SAIL's, okay. In JSW, that much difference will be there."
    }
  ],
  "missed_steps": [
    "SL1 Opener & permission",
    "SL2 Hook (supply/price signal)",
    "SL3 Discovery (6 Qs)",
    "SL4 Pitch (2-3 USPs)",
    "SL5 Qualify",
    "SL6 Closure with next step"
  ],
  "objection_phrases_list": []
}