{
  "ucid": "21112178972801851",
  "call_date": "2026-09-18",
  "start_time": "2026-09-18 16:10:18",
  "end_time": "2026-09-18 16:13:30",
  "duration_sec": 192,
  "campaign": "IS_MFG_CR_GI_GP_Coated_Sep26",
  "disposition": "Wrap up time exceeded :0",
  "agent": "Anupreeti Mahadik",
  "audio_url": "https://s3.ap-south-1.amazonaws.com/3m-pu.ozonetel.com/jswone/DIAa32cbceb07451844603f949be8b85be0.mp3",
  "dial_status": null,
  "customer_status": null,
  "agent_status": null,
  "hangup_by": null,
  "excel_row": 1385,
  "is_test": 0,
  "raw_payload": null,
  "audio_path": "gs://ozontel_transcript_analyser/data/audio/21112178972801851__DIAa32cbceb07451844603f949be8b85be0.mp3",
  "audio_bytes": 491184,
  "audio_status": "ok",
  "audio_error": null,
  "excel_turn_count": 0,
  "ingested_at": "2026-09-24 11:52:36.999815+00",
  "audio_secs": 163.728,
  "source_file": "Monthly_Calls_Transcript.xlsx",
  "upload_id": null,
  "audio_permanent": 0,
  "english_text": "[0s] CUSTOMER: Hello   (हेलो)\n[1s] AGENT: Hello. Nohara Ispat Private Limited?   (हेलो। नोहारा इस्पात प्राइवेट लिमिटेड?)\n[3s] CUSTOMER: Yes.   (हां।)\n[4s] AGENT: Sir, Anupreeti speaking from JSW One.   (सर, अनुप्रीति बात कर रही हूं JSW One से।)\n[6s] CUSTOMER: Go ahead.   (बोलिए।)\n[6s] AGENT: Was there any requirement? I wanted to know, for CR sheet?   (कोई requirement था जानना था CR sheet में?)\n[9s] CUSTOMER: In CR sheet, do you have .5, .6 in CR?   (CR sheet में, .5, .6 अपने पास रहता है CR में?)\n[12s] AGENT: Yes, we do, sir.   (हां रहता है ना सर।)\n[13s] CUSTOMER: Which brand is it? JSW's?   (कौन सा brand है? JSW का?)\n[14s] AGENT: JSW's.   (JSW का।)\n[15s] CUSTOMER: Do you keep other brands as well? Other brands?   (और भी brand रखते हैं क्या आप लोग? दूसरे brand?)\n[17s] AGENT: Sir, I will have to check. Right now I have .6.   (सर check करना पड़ेगा। अभी तो है .6 तो है मेरे पास।)\n[20s] CUSTOMER: Posco and all?   (Posco वगेरा?)\n[20s] AGENT: Which one, sir?   (कौन सा सर?)\n[21s] CUSTOMER: Posco's?   (Posco का?)\n[22s] AGENT: Posco's, I will check for this thickness, sir.   (Posco का, ये thickness में check करती सर मैं।)\n[24s] CUSTOMER: Otherwise, do one thing, the JSW one that you have, I need it for... it's regularly needed in the furniture industries.   (नहीं तो एक काम करो, आपका जो JSW का है ना, मुझे furniture industries में लगता लगते रहता है।)\n[28s] AGENT: Okay.\n[28s] CUSTOMER: So, according to the furniture industries, the grade that is required, on that, give me the rate for that. From .4 to .8.   (तो furniture industries के हिसाब से जो grade लगता है ना, उस पर उसको rate दीजिए ना। .4 से लेके .8 तक का।)\n[34s] AGENT: Sir, are you in trading or in manufacturing?   (सर, ये आप trading में हो या manufacturing में हो?)\n[36s] CUSTOMER: We do trading.   (हम trading करते हैं।)\n[37s] AGENT: Okay, you do trading.   (अच्छा, trading करते हो।)\n[38s] CUSTOMER: Yes.   (हां।)\n[38s] AGENT: And right now which, which make do you trade in?   (और अभी कौन सा कौन सा make का trading करते हो आप?)\n[41s] CUSTOMER: Actually, the customer asks for Posco, because it's a little, yes, in furniture it's a bit more suitable for them, what's it called, the material is a bit hard, right, the plate, sheet and all.   (Actually तो customer Posco का मांगता है, क्योंकि थोड़ा सा उसमें थोड़ा हां, furniture में थोड़ा सा उसको suitable आता है, क्या नाम, थोड़ा hard रहता है material ना, plate, sheet वगेरा।)\n[48s] AGENT: Hmm.   (हम्म।)\n[48s] CUSTOMER: Okay? For making cupboards and all, they need a slightly hard material. Meaning, whatever grade is required, you please check.   (ठीक है? अलमारी वगेरा बनाने में थोड़ा सा उसको चाहिए hard material थोड़ा सा। मतलब जो grade लगता रहेगा आप ज़रा check कर लीजिए।)\n[54s] AGENT: Okay.   (ठीक है।)\n[54s] CUSTOMER: Okay? In furniture. Hmm. So, give me the rate and all for this.   (ठीक है? Furniture में। हम्म। तो इसी पे ज़रा मुझे दीजिएगा rate वगेरा।)\n[57s] AGENT: And how many tons do you need, sir?   (और कितना ton चाहिए सर?)\n[58s] CUSTOMER: I need 25-30 tons per month.   (ये महीने का पच्चीस-तीस ton लगता है मेरेको।)\n[100s] AGENT: Hmm hmm.   (हम्म हम्म।)\n[101s] CUSTOMER: Hmm. In CR.   (हम्म। CR में।)\n[102s] AGENT: And 1250 and what's the length?   (और बारह सौ पचास और length कितना?)\n[104s] CUSTOMER: Length is 1980, it stays within 2 meters.   (Length उन्नीस सौ अस्सी, दो meter के अंदर ही रहता है।)\n[106s] AGENT: Okay, within 2 meters. Okay.   (अच्छा, दो meter के अंदर। Okay.)\n[108s] CUSTOMER: The length is 1980, okay?   (उन्नीस सौ अस्सी का रहता है length, ठीक है?)\n[110s] AGENT: Hmm.   (हम्म।)\n[110s] CUSTOMER: Yes.   (हां।)",
  "language": "Hindi",
  "languages": "[\"Hindi\", \"English\"]",
  "turn_count": 39,
  "connected": 1,
  "audio_notes": "clear: There is a slight background hum, but it does not affect transcription.",
  "transcript_status": "ok",
  "transcript_error": null,
  "band": "green",
  "band_reason": "39 turns, clean transcript (0% 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": 5.0,
  "pitch_score_band": "amber",
  "pitch_missed_steps": "[\"SL2 Hook (supply/price signal)\", \"SL3 Discovery (6 Qs)\", \"SL4 Pitch (2-3 USPs)\", \"SL6 Closure with next step\"]",
  "pitch_coaching_note": "When a customer asks for a competitor's brand, first understand their reason (e.g., 'hard material'), then pitch a relevant JSW USP (like our quality and Test Certificates) before offering to check for other brands.",
  "usp_relevance": "none",
  "rubric_inferred": 0,
  "segment_detected": "trader",
  "mfg_flag": 1,
  "geo_flag": 0,
  "geo_reason": null,
  "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": "Agent confirmed JSW CR sheet .6mm is in stock.",
  "customer_req_date": null,
  "agent_committed_date": null,
  "call_summary": "The customer, a trader, inquired about CR sheets (25-30 MT/month) for the furniture industry, stating their clients prefer the Posco brand. The agent gathered technical specifications and confirmed availability of the JSW equivalent. However, the agent did not pitch any JSW value propositions and the call ended without a confirmed next step for the requested quotation.",
  "raw_json": "{\"pitch_steps\": [{\"step_id\": \"SL1\", \"result\": \"pass\", \"questions_hit\": null, \"evidence\": \"AGENT: Sir, Anupreeti speaking from JSW One. CUSTOMER: Go ahead.\", \"comment\": \"Agent identified self, company, and customer name, and the customer gave implicit permission to proceed.\"}, {\"step_id\": \"SL2\", \"result\": \"fail\", \"questions_hit\": null, \"evidence\": \"AGENT: Was there any requirement? I wanted to know, for CR sheet?\", \"comment\": \"Agent did not lead with a supply or price hook, instead opening directly with a question about requirements.\"}, {\"step_id\": \"SL3\", \"result\": \"partial\", \"questions_hit\": 4, \"evidence\": \"AGENT: Sir, are you in trading or in manufacturing? ... And right now which, which make do you trade in? ... And how many tons do you need, sir?\", \"comment\": \"Agent successfully discovered business type, current brands, and monthly tonnage; end application was volunteered by the customer.\"}, {\"step_id\": \"SL4\", \"result\": \"fail\", \"questions_hit\": null, \"evidence\": \"\", \"comment\": \"Agent did not pitch any JSW USPs, even after the customer mentioned a competitor's brand.\"}, {\"step_id\": \"SL5\", \"result\": \"pass\", \"questions_hit\": null, \"evidence\": \"AGENT: And how many tons do you need, sir? ... And 1250 and what's the length?\", \"comment\": \"Agent confirmed a current requirement exists and captured the key specs: thickness range, width, and monthly quantity.\"}, {\"step_id\": \"SL6\", \"result\": \"fail\", \"questions_hit\": null, \"evidence\": \"CUSTOMER: Yes.\", \"comment\": \"The call ended abruptly after the customer confirmed the length; the agent did not commit to a next step like sending a quote.\"}], \"usp_relevance\": \"none\", \"pitch_coaching_note\": \"When a customer asks for a competitor's brand, first understand their reason (e.g., 'hard material'), then pitch a relevant JSW USP (like our quality and Test Certificates) before offering to check for other brands.\", \"segment_detected\": \"trader\", \"mfg_flag\": true, \"geo_flag\": false, \"geo_reason\": null, \"moq_flag\": false, \"moq_qty_detected\": null, \"moq_severity\": null, \"material_flag\": false, \"material_detected\": null, \"catalogue_status\": \"available\", \"supply_flag\": \"none\", \"supply_details\": \"Agent confirmed JSW CR sheet .6mm is in stock.\", \"customer_req_date\": null, \"agent_committed_date\": null, \"objections\": [{\"obj_type\": \"incumbent_supplier\", \"state\": \"mishandled\", \"evidence\": \"CUSTOMER: Actually, the customer asks for Posco, because it's a little, yes, in furniture it's a bit more suitable for them...\", \"response\": \"AGENT: Posco's, I will check for this thickness, sir.\"}], \"call_summary\": \"The customer, a trader, inquired about CR sheets (25-30 MT/month) for the furniture industry, stating their clients prefer the Posco brand. The agent gathered technical specifications and confirmed availability of the JSW equivalent. However, the agent did not pitch any JSW value propositions and the call ended without a confirmed next step for the requested quotation.\"}",
  "error": null,
  "latency_ms": 30069,
  "input_tokens": 3791,
  "output_tokens": 928,
  "created_at": "2026-09-25 11:55:25",
  "sentiment": "positive",
  "sentiment_score": 0.422,
  "sentiment_confidence": "high",
  "pos": 5,
  "neg": 0,
  "lex_hits": 8,
  "objection_phrases": "[]",
  "sentiment_method": "0.6*lexical + 0.4*prior",
  "talk_ratio": 0.224,
  "agent_talk_sec": 23.4,
  "customer_talk_sec": 81.1,
  "dead_air_sec": 87.5,
  "longest_monologue_sec": 2.5,
  "agent_wpm": 246.2,
  "interruptions": 0,
  "agent_turns": 19,
  "customer_turns": 20,
  "discovery_qs": 8,
  "words_agent": 96,
  "words_customer": 172,
  "monologue_heavy": 0,
  "turns": [
    {
      "ucid": "21112178972801851",
      "idx": 0,
      "speaker": "customer",
      "start_s": 0.17,
      "end_s": 0.73,
      "text_en": "Hello",
      "text_native": "हेलो"
    },
    {
      "ucid": "21112178972801851",
      "idx": 1,
      "speaker": "agent",
      "start_s": 1.0,
      "end_s": 2.99,
      "text_en": "Hello. Nohara Ispat Private Limited?",
      "text_native": "हेलो। नोहारा इस्पात प्राइवेट लिमिटेड?"
    },
    {
      "ucid": "21112178972801851",
      "idx": 2,
      "speaker": "customer",
      "start_s": 3.2,
      "end_s": 3.5,
      "text_en": "Yes.",
      "text_native": "हां।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 3,
      "speaker": "agent",
      "start_s": 3.6,
      "end_s": 5.49,
      "text_en": "Sir, Anupreeti speaking from JSW One.",
      "text_native": "सर, अनुप्रीति बात कर रही हूं JSW One से।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 4,
      "speaker": "customer",
      "start_s": 5.7,
      "end_s": 6.09,
      "text_en": "Go ahead.",
      "text_native": "बोलिए।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 5,
      "speaker": "agent",
      "start_s": 6.3,
      "end_s": 8.47,
      "text_en": "Was there any requirement? I wanted to know, for CR sheet?",
      "text_native": "कोई requirement था जानना था CR sheet में?"
    },
    {
      "ucid": "21112178972801851",
      "idx": 6,
      "speaker": "customer",
      "start_s": 8.9,
      "end_s": 11.98,
      "text_en": "In CR sheet, do you have .5, .6 in CR?",
      "text_native": "CR sheet में, .5, .6 अपने पास रहता है CR में?"
    },
    {
      "ucid": "21112178972801851",
      "idx": 7,
      "speaker": "agent",
      "start_s": 12.1,
      "end_s": 12.88,
      "text_en": "Yes, we do, sir.",
      "text_native": "हां रहता है ना सर।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 8,
      "speaker": "customer",
      "start_s": 13.0,
      "end_s": 14.2,
      "text_en": "Which brand is it? JSW's?",
      "text_native": "कौन सा brand है? JSW का?"
    },
    {
      "ucid": "21112178972801851",
      "idx": 9,
      "speaker": "agent",
      "start_s": 14.3,
      "end_s": 14.88,
      "text_en": "JSW's.",
      "text_native": "JSW का।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 10,
      "speaker": "customer",
      "start_s": 15.0,
      "end_s": 16.9,
      "text_en": "Do you keep other brands as well? Other brands?",
      "text_native": "और भी brand रखते हैं क्या आप लोग? दूसरे brand?"
    },
    {
      "ucid": "21112178972801851",
      "idx": 11,
      "speaker": "agent",
      "start_s": 17.1,
      "end_s": 19.4,
      "text_en": "Sir, I will have to check. Right now I have .6.",
      "text_native": "सर check करना पड़ेगा। अभी तो है .6 तो है मेरे पास।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 12,
      "speaker": "customer",
      "start_s": 19.5,
      "end_s": 20.1,
      "text_en": "Posco and all?",
      "text_native": "Posco वगेरा?"
    },
    {
      "ucid": "21112178972801851",
      "idx": 13,
      "speaker": "agent",
      "start_s": 20.3,
      "end_s": 20.7,
      "text_en": "Which one, sir?",
      "text_native": "कौन सा सर?"
    },
    {
      "ucid": "21112178972801851",
      "idx": 14,
      "speaker": "customer",
      "start_s": 20.9,
      "end_s": 21.4,
      "text_en": "Posco's?",
      "text_native": "Posco का?"
    },
    {
      "ucid": "21112178972801851",
      "idx": 15,
      "speaker": "agent",
      "start_s": 21.6,
      "end_s": 23.8,
      "text_en": "Posco's, I will check for this thickness, sir.",
      "text_native": "Posco का, ये thickness में check करती सर मैं।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 16,
      "speaker": "customer",
      "start_s": 24.0,
      "end_s": 27.9,
      "text_en": "Otherwise, do one thing, the JSW one that you have, I need it for... it's regularly needed in the furniture industries.",
      "text_native": "नहीं तो एक काम करो, आपका जो JSW का है ना, मुझे furniture industries में लगता लगते रहता है।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 17,
      "speaker": "agent",
      "start_s": 28.0,
      "end_s": 28.4,
      "text_en": "Okay.",
      "text_native": "Okay."
    },
    {
      "ucid": "21112178972801851",
      "idx": 18,
      "speaker": "customer",
      "start_s": 28.5,
      "end_s": 33.4,
      "text_en": "So, according to the furniture industries, the grade that is required, on that, give me the rate for that. From .4 to .8.",
      "text_native": "तो furniture industries के हिसाब से जो grade लगता है ना, उस पर उसको rate दीजिए ना। .4 से लेके .8 तक का।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 19,
      "speaker": "agent",
      "start_s": 33.5,
      "end_s": 35.7,
      "text_en": "Sir, are you in trading or in manufacturing?",
      "text_native": "सर, ये आप trading में हो या manufacturing में हो?"
    },
    {
      "ucid": "21112178972801851",
      "idx": 20,
      "speaker": "customer",
      "start_s": 35.9,
      "end_s": 36.7,
      "text_en": "We do trading.",
      "text_native": "हम trading करते हैं।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 21,
      "speaker": "agent",
      "start_s": 36.8,
      "end_s": 37.4,
      "text_en": "Okay, you do trading.",
      "text_native": "अच्छा, trading करते हो।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 22,
      "speaker": "customer",
      "start_s": 37.5,
      "end_s": 37.7,
      "text_en": "Yes.",
      "text_native": "हां।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 23,
      "speaker": "agent",
      "start_s": 37.9,
      "end_s": 40.4,
      "text_en": "And right now which, which make do you trade in?",
      "text_native": "और अभी कौन सा कौन सा make का trading करते हो आप?"
    },
    {
      "ucid": "21112178972801851",
      "idx": 24,
      "speaker": "customer",
      "start_s": 40.6,
      "end_s": 47.9,
      "text_en": "Actually, the customer asks for Posco, because it's a little, yes, in furniture it's a bit more suitable for them, what's it called, the material is a bit hard, right, the plate, sheet and all.",
      "text_native": "Actually तो customer Posco का मांगता है, क्योंकि थोड़ा सा उसमें थोड़ा हां, furniture में थोड़ा सा उसको suitable आता है, क्या नाम, थोड़ा hard रहता है material ना, plate, sheet वगेरा।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 25,
      "speaker": "agent",
      "start_s": 48.0,
      "end_s": 48.4,
      "text_en": "Hmm.",
      "text_native": "हम्म।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 26,
      "speaker": "customer",
      "start_s": 48.5,
      "end_s": 53.4,
      "text_en": "Okay? For making cupboards and all, they need a slightly hard material. Meaning, whatever grade is required, you please check.",
      "text_native": "ठीक है? अलमारी वगेरा बनाने में थोड़ा सा उसको चाहिए hard material थोड़ा सा। मतलब जो grade लगता रहेगा आप ज़रा check कर लीजिए।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 27,
      "speaker": "agent",
      "start_s": 53.5,
      "end_s": 53.9,
      "text_en": "Okay.",
      "text_native": "ठीक है।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 28,
      "speaker": "customer",
      "start_s": 54.0,
      "end_s": 56.9,
      "text_en": "Okay? In furniture. Hmm. So, give me the rate and all for this.",
      "text_native": "ठीक है? Furniture में। हम्म। तो इसी पे ज़रा मुझे दीजिएगा rate वगेरा।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 29,
      "speaker": "agent",
      "start_s": 57.0,
      "end_s": 57.9,
      "text_en": "And how many tons do you need, sir?",
      "text_native": "और कितना ton चाहिए सर?"
    },
    {
      "ucid": "21112178972801851",
      "idx": 30,
      "speaker": "customer",
      "start_s": 58.1,
      "end_s": 100.4,
      "text_en": "I need 25-30 tons per month.",
      "text_native": "ये महीने का पच्चीस-तीस ton लगता है मेरेको।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 31,
      "speaker": "agent",
      "start_s": 100.5,
      "end_s": 100.9,
      "text_en": "Hmm hmm.",
      "text_native": "हम्म हम्म।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 32,
      "speaker": "customer",
      "start_s": 101.1,
      "end_s": 101.9,
      "text_en": "Hmm. In CR.",
      "text_native": "हम्म। CR में।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 33,
      "speaker": "agent",
      "start_s": 102.0,
      "end_s": 103.7,
      "text_en": "And 1250 and what's the length?",
      "text_native": "और बारह सौ पचास और length कितना?"
    },
    {
      "ucid": "21112178972801851",
      "idx": 34,
      "speaker": "customer",
      "start_s": 103.8,
      "end_s": 106.4,
      "text_en": "Length is 1980, it stays within 2 meters.",
      "text_native": "Length उन्नीस सौ अस्सी, दो meter के अंदर ही रहता है।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 35,
      "speaker": "agent",
      "start_s": 106.5,
      "end_s": 107.7,
      "text_en": "Okay, within 2 meters. Okay.",
      "text_native": "अच्छा, दो meter के अंदर। Okay."
    },
    {
      "ucid": "21112178972801851",
      "idx": 36,
      "speaker": "customer",
      "start_s": 107.8,
      "end_s": 109.4,
      "text_en": "The length is 1980, okay?",
      "text_native": "उन्नीस सौ अस्सी का रहता है length, ठीक है?"
    },
    {
      "ucid": "21112178972801851",
      "idx": 37,
      "speaker": "agent",
      "start_s": 109.5,
      "end_s": 109.9,
      "text_en": "Hmm.",
      "text_native": "हम्म।"
    },
    {
      "ucid": "21112178972801851",
      "idx": 38,
      "speaker": "customer",
      "start_s": 110.0,
      "end_s": 110.4,
      "text_en": "Yes.",
      "text_native": "हां।"
    }
  ],
  "steps": [
    {
      "ucid": "21112178972801851",
      "step_id": "SL1",
      "step_name": "Opener & permission",
      "weight": 2.0,
      "result": "pass",
      "earned": 2.0,
      "questions_hit": null,
      "evidence": "AGENT: Sir, Anupreeti speaking from JSW One. CUSTOMER: Go ahead.",
      "comment": "Agent identified self, company, and customer name, and the customer gave implicit permission to proceed."
    },
    {
      "ucid": "21112178972801851",
      "step_id": "SL2",
      "step_name": "Hook (supply/price signal)",
      "weight": 2.0,
      "result": "fail",
      "earned": 0.0,
      "questions_hit": null,
      "evidence": "AGENT: Was there any requirement? I wanted to know, for CR sheet?",
      "comment": "Agent did not lead with a supply or price hook, instead opening directly with a question about requirements."
    },
    {
      "ucid": "21112178972801851",
      "step_id": "SL3",
      "step_name": "Discovery (6 Qs)",
      "weight": 2.0,
      "result": "partial",
      "earned": 1.0,
      "questions_hit": 4,
      "evidence": "AGENT: Sir, are you in trading or in manufacturing? ... And right now which, which make do you trade in? ... And how many tons do you need, sir?",
      "comment": "Agent successfully discovered business type, current brands, and monthly tonnage; end application was volunteered by the customer."
    },
    {
      "ucid": "21112178972801851",
      "step_id": "SL4",
      "step_name": "Pitch (2-3 USPs)",
      "weight": 1.0,
      "result": "fail",
      "earned": 0.0,
      "questions_hit": null,
      "evidence": "",
      "comment": "Agent did not pitch any JSW USPs, even after the customer mentioned a competitor's brand."
    },
    {
      "ucid": "21112178972801851",
      "step_id": "SL5",
      "step_name": "Qualify",
      "weight": 2.0,
      "result": "pass",
      "earned": 2.0,
      "questions_hit": null,
      "evidence": "AGENT: And how many tons do you need, sir? ... And 1250 and what's the length?",
      "comment": "Agent confirmed a current requirement exists and captured the key specs: thickness range, width, and monthly quantity."
    },
    {
      "ucid": "21112178972801851",
      "step_id": "SL6",
      "step_name": "Closure with next step",
      "weight": 1.0,
      "result": "fail",
      "earned": 0.0,
      "questions_hit": null,
      "evidence": "CUSTOMER: Yes.",
      "comment": "The call ended abruptly after the customer confirmed the length; the agent did not commit to a next step like sending a quote."
    }
  ],
  "objections": [
    {
      "ucid": "21112178972801851",
      "obj_type": "incumbent_supplier",
      "state": "mishandled",
      "evidence": "CUSTOMER: Actually, the customer asks for Posco, because it's a little, yes, in furniture it's a bit more suitable for them...",
      "response": "AGENT: Posco's, I will check for this thickness, sir."
    }
  ],
  "missed_steps": [
    "SL2 Hook (supply/price signal)",
    "SL3 Discovery (6 Qs)",
    "SL4 Pitch (2-3 USPs)",
    "SL6 Closure with next step"
  ],
  "objection_phrases_list": []
}