{
  "ucid": "21112178973340491",
  "call_date": "2026-09-18",
  "start_time": "2026-09-18 17:40:04",
  "end_time": "2026-09-18 17:42:07",
  "duration_sec": 123,
  "campaign": "IS_MFG_CR_GI_GP_Coated_Sep26",
  "disposition": "No_requirement",
  "agent": "sudeeps",
  "audio_url": "https://s3.ap-south-1.amazonaws.com/3m-pu.ozonetel.com/jswone/DIAe24a46d73a31a6f92b9740d1db74ad0b.mp3",
  "dial_status": null,
  "customer_status": null,
  "agent_status": null,
  "hangup_by": null,
  "excel_row": 1344,
  "is_test": 0,
  "raw_payload": null,
  "audio_path": "gs://ozontel_transcript_analyser/data/audio/21112178973340491__DIAe24a46d73a31a6f92b9740d1db74ad0b.mp3",
  "audio_bytes": 312120,
  "audio_status": "ok",
  "audio_error": null,
  "excel_turn_count": 0,
  "ingested_at": "2026-09-24 11:52:36.999815+00",
  "audio_secs": 104.04,
  "source_file": "Monthly_Calls_Transcript.xlsx",
  "upload_id": null,
  "audio_permanent": 0,
  "english_text": "[0s] CUSTOMER: Hello.   (हॅलो.)\n[1s] AGENT: Hello, is this Pradeep Konde speaking from Deep Industries?   (हॅलो, प्रदीप कोंडे बोलताय का Deep Industries मधनं?)\n[4s] CUSTOMER: Yes, speaking.   (हो बोलतोय.)\n[4s] AGENT: Pradeep sir, greetings. This is Sudeep speaking from JSW One, a steel   (प्रदीप सर नमस्कार, सुदीप बोलतोय JSW One मधनं, एक steel)\n[8s] CUSTOMER: Yes, tell me.   (हा बोला की.)\n[8s] AGENT: Your company was registered on our portal, sir, for Sangli.   (तुमची कंपनी registered होती सर portal वर आपल्या, सांगलीसाठी.)\n[11s] CUSTOMER: Yes, yes.   (हो हो.)\n[11s] AGENT: I had called regarding a steel purchase, sir.   (steel purchase संदर्भात फोन केला होता सर तुम्हाला.)\n[13s] CUSTOMER: Yes.   (हा.)\n[14s] AGENT: So, an inquiry has come from you in our system.   (तर एकदा inquiry आली आहे आपल्या system मध्ये तुमच्याकडनं.)\n[16s] CUSTOMER: Okay.\n[16s] AGENT: Regarding CR material, point six, point seven   (CR material ला घेऊन, point six, point seven)\n[18s] CUSTOMER: Yes, I generally need point six, point seven and one mm.   (हा ते मला point six, point seven आणि एक mm लागतं सर्वसाधारण.)\n[20s] AGENT: Okay.\n[21s] CUSTOMER: Yes, at one time, we can take a minimum of three tons of material of one gauge, no problem. If we get the rate, we can get it done accordingly.   (हा, ते एका वेळेला minimum एका gauge चं तीन ton वगैरे material घेऊ शकतो आपण, काय problem नाहीये. जर rate मिळाला तर आपण त्याप्रमाणे हे करून घेता येईल.)\n[26s] AGENT: Then can we do this, sir? Shall I give you the quotation?   (मग असं करता येईल का सर? हे देऊ का तुम्हाला quotation?)\n[28s] CUSTOMER: What has happened now is, the day before yesterday I sent you an inquiry, right? After that, today itself my material, about seven tons, has arrived.   (आता काय झालंय, आता मी परवा तुम्हाला मी टाकली inquiry की नाही, त्यानंतर माझं आजच material एक सात ton आलेलं आहे.)\n[32s] AGENT: Where did you place the inquiry?   (कुठे टाकली inquiry?)\n[33s] CUSTOMER: No, before you, you again started with kg, bg etc., so I took the material from here, from local. I had sent on WhatsApp point six, point seven and one mm, 1250 by 2500.   (नाही, तुमच्या आधी तुम्ही ते परत kg, बिजी वगैरे चालू झालं ना, मी इथनं मी local मधनं घेतलंय material मी. मी WhatsApp ला टाकलं होतं point six, point seven आणि एक mm, बाराशे पन्नास बाय पंचवीसशे.)\n[40s] AGENT: I didn't get a WhatsApp, this is my number. I have sent you a WhatsApp saying 'hi'.   (मला नाही WhatsApp आला, माझा number हा आहे. मी तुम्हाला WhatsApp केलाय बघा 'hi' म्हणून.)\n[44s] CUSTOMER: Okay, fine. I'll save this as JSW. What did you say your name was, sir?   (Okay, ठीक आहे. हा save करून घेतो मी JSW म्हणून. नाव काय म्हणला सर तुमचं?)\n[46s] AGENT: Sudeep Sonawane.   (सुदीप सोनावणे.)\n[48s] CUSTOMER: Sonawane?   (सोनावणे?)\n[48s] AGENT: Yes. You save the number, see, I have also sent my details, mail ID and other things.   (हो. तुम्ही number save करून घ्या बघा, माझ्या details पण पाठवल्यात, mail ID आणि बाकीच्या गोष्टी.)\n[51s] CUSTOMER: Okay, okay. Because I had received a message from JSW on WhatsApp. Then after sending it on WhatsApp, again gauge, thickness, ke... meaning how many kilos of sheet is required?   (ठीक आहे, ठीक आहे. कारण मला JSW मधनं WhatsApp ला आलं होतं. मग WhatsApp वर टाकलं की परत मग gauge, thickness, के म्हणजे किती किलो वजनाची sheet पाहिजे?)\n[55s] AGENT: Is all that asked? Oh, I see, I see.   (ते सगळं विचारलं जातंय का? अच्छा अच्छा अच्छा.)\n[57s] AGENT: Okay, do one thing. From now on, I am your account manager, sir.   (ठीक आहे, एक काम करा. आता इथून पुढे तुमचा account manager मीच आहे सर.)\n[59s] AGENT: Our payment terms for two orders will be 100% advance. After that, I will also give you 30 days credit.   (Payment terms आपल्या दोन order साठी hundred percent advance राहील. त्यानंतर तीस दिवसांचं credit पण करून देईन मी तुम्हाला.)\n[62s] CUSTOMER: Yes, that will work, that will work.   (हो, चालेल, चालेल.)\n[63s] AGENT: So, let me know if there's anything, okay?   (तर सांगा मला काय असेल तर, है ना?)\n[64s] CUSTOMER: Yes.   (हो.)\n[65s] CUSTOMER: Will do.   (चालेल.)\n[65s] AGENT: Okay Pradeep sir, will do.   (Okay प्रदीप सर, चालेल.)\n[67s] CUSTOMER: Okay sir, thank you.",
  "language": "Marathi",
  "languages": "[\"Marathi\", \"English\"]",
  "turn_count": 34,
  "connected": 1,
  "audio_notes": "clear: There is some minor background noise but it does not affect transcription reliability.",
  "transcript_status": "ok",
  "transcript_error": null,
  "band": "green",
  "band_reason": "34 turns, clean transcript (0% inaudible)",
  "band_language": "Marathi",
  "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": 6.0,
  "pitch_score_band": "amber",
  "pitch_missed_steps": "[\"SL3 Discovery (6 Qs)\", \"SL4 Pitch (2-3 USPs)\", \"SL6 Closure with next step\"]",
  "pitch_coaching_note": "You missed the discovery step entirely; next time, ask about what the customer manufactures and their monthly usage before you offer any solutions.",
  "usp_relevance": "mismatched",
  "rubric_inferred": 0,
  "segment_detected": "manufacturing",
  "mfg_flag": 0,
  "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": 0,
  "supply_flag": "none",
  "supply_details": "",
  "customer_req_date": null,
  "agent_committed_date": null,
  "call_summary": "The agent contacted a manufacturing lead who had recently made an inquiry. The customer confirmed their interest in CR material but had just procured 7 tons from a local supplier due to a confusing prior interaction with JSW. The agent failed to conduct discovery but established himself as the new account manager and pitched credit terms. The call ended without a firm next step, with the customer agreeing to save the agent's number for future needs.",
  "raw_json": "{\"pitch_steps\": [{\"step_id\": \"SL1\", \"result\": \"pass\", \"questions_hit\": null, \"evidence\": \"Hello, is this Pradeep Konde speaking from Deep Industries? ... This is Sudeep speaking from JSW One...\", \"comment\": \"The agent greeted, identified himself and the company, and used the customer's name, and the customer's immediate engagement served as implicit permission.\"}, {\"step_id\": \"SL2\", \"result\": \"pass\", \"questions_hit\": null, \"evidence\": \"Your company was registered on our portal, sir, for Sangli. ... So, an inquiry has come from you in our system.\", \"comment\": \"The agent used a relevant hook by referencing the customer's recent inquiry, which is a valid alternative to a generic price/supply hook.\"}, {\"step_id\": \"SL3\", \"result\": \"fail\", \"questions_hit\": 0, \"evidence\": \"\", \"comment\": \"The agent asked no discovery questions about the customer's business, manufacturing, or procurement habits. All information was volunteered by the customer.\"}, {\"step_id\": \"SL4\", \"result\": \"fail\", \"questions_hit\": null, \"evidence\": \"Our payment terms for two orders will be 100% advance. After that, I will also give you 30 days credit.\", \"comment\": \"The agent pitched credit terms without any discovery to suggest it was a customer need, making the pitch irrelevant.\"}, {\"step_id\": \"SL5\", \"result\": \"pass\", \"questions_hit\": null, \"evidence\": \"What has happened now is... today itself my material, about seven tons, has arrived.\", \"comment\": \"The customer proactively stated they have no current requirement, and the agent correctly accepted this without pushing for a non-existent order.\"}, {\"step_id\": \"SL6\", \"result\": \"fail\", \"questions_hit\": null, \"evidence\": \"You save the number... let me know if there's anything, okay?\", \"comment\": \"The call ended with a generic 'call me if you need anything' instead of a committed next step like a quote or a scheduled follow-up call.\"}], \"usp_relevance\": \"mismatched\", \"pitch_coaching_note\": \"You missed the discovery step entirely; next time, ask about what the customer manufactures and their monthly usage before you offer any solutions.\", \"segment_detected\": \"manufacturing\", \"mfg_flag\": false, \"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\": \"\", \"customer_req_date\": null, \"agent_committed_date\": null, \"objections\": [{\"obj_type\": \"incumbent_supplier\", \"state\": \"mishandled\", \"evidence\": \"I took the material from here, from local.\", \"response\": \"Okay, do one thing. From now on, I am your account manager, sir.\"}], \"call_summary\": \"The agent contacted a manufacturing lead who had recently made an inquiry. The customer confirmed their interest in CR material but had just procured 7 tons from a local supplier due to a confusing prior interaction with JSW. The agent failed to conduct discovery but established himself as the new account manager and pitched credit terms. The call ended without a firm next step, with the customer agreeing to save the agent's number for future needs.\"}",
  "error": null,
  "latency_ms": 31944,
  "input_tokens": 3863,
  "output_tokens": 934,
  "created_at": "2026-09-25 11:53:28",
  "sentiment": "positive",
  "sentiment_score": 0.262,
  "sentiment_confidence": "high",
  "pos": 21,
  "neg": 4,
  "lex_hits": 21,
  "objection_phrases": "[]",
  "sentiment_method": "0.6*lexical + 0.4*prior",
  "talk_ratio": 0.515,
  "agent_talk_sec": 32.1,
  "customer_talk_sec": 30.2,
  "dead_air_sec": 60.7,
  "longest_monologue_sec": 6.5,
  "agent_wpm": 310.3,
  "interruptions": 0,
  "agent_turns": 17,
  "customer_turns": 17,
  "discovery_qs": 6,
  "words_agent": 166,
  "words_customer": 171,
  "monologue_heavy": 0,
  "turns": [
    {
      "ucid": "21112178973340491",
      "idx": 0,
      "speaker": "customer",
      "start_s": 0.17,
      "end_s": 0.71,
      "text_en": "Hello.",
      "text_native": "हॅलो."
    },
    {
      "ucid": "21112178973340491",
      "idx": 1,
      "speaker": "agent",
      "start_s": 1.1,
      "end_s": 3.24,
      "text_en": "Hello, is this Pradeep Konde speaking from Deep Industries?",
      "text_native": "हॅलो, प्रदीप कोंडे बोलताय का Deep Industries मधनं?"
    },
    {
      "ucid": "21112178973340491",
      "idx": 2,
      "speaker": "customer",
      "start_s": 3.5,
      "end_s": 3.99,
      "text_en": "Yes, speaking.",
      "text_native": "हो बोलतोय."
    },
    {
      "ucid": "21112178973340491",
      "idx": 3,
      "speaker": "agent",
      "start_s": 4.2,
      "end_s": 7.54,
      "text_en": "Pradeep sir, greetings. This is Sudeep speaking from JSW One, a steel",
      "text_native": "प्रदीप सर नमस्कार, सुदीप बोलतोय JSW One मधनं, एक steel"
    },
    {
      "ucid": "21112178973340491",
      "idx": 4,
      "speaker": "customer",
      "start_s": 7.76,
      "end_s": 8.29,
      "text_en": "Yes, tell me.",
      "text_native": "हा बोला की."
    },
    {
      "ucid": "21112178973340491",
      "idx": 5,
      "speaker": "agent",
      "start_s": 8.4,
      "end_s": 10.88,
      "text_en": "Your company was registered on our portal, sir, for Sangli.",
      "text_native": "तुमची कंपनी registered होती सर portal वर आपल्या, सांगलीसाठी."
    },
    {
      "ucid": "21112178973340491",
      "idx": 6,
      "speaker": "customer",
      "start_s": 10.98,
      "end_s": 11.38,
      "text_en": "Yes, yes.",
      "text_native": "हो हो."
    },
    {
      "ucid": "21112178973340491",
      "idx": 7,
      "speaker": "agent",
      "start_s": 11.48,
      "end_s": 13.29,
      "text_en": "I had called regarding a steel purchase, sir.",
      "text_native": "steel purchase संदर्भात फोन केला होता सर तुम्हाला."
    },
    {
      "ucid": "21112178973340491",
      "idx": 8,
      "speaker": "customer",
      "start_s": 13.4,
      "end_s": 13.67,
      "text_en": "Yes.",
      "text_native": "हा."
    },
    {
      "ucid": "21112178973340491",
      "idx": 9,
      "speaker": "agent",
      "start_s": 13.8,
      "end_s": 15.89,
      "text_en": "So, an inquiry has come from you in our system.",
      "text_native": "तर एकदा inquiry आली आहे आपल्या system मध्ये तुमच्याकडनं."
    },
    {
      "ucid": "21112178973340491",
      "idx": 10,
      "speaker": "customer",
      "start_s": 16.0,
      "end_s": 16.39,
      "text_en": "Okay.",
      "text_native": "Okay."
    },
    {
      "ucid": "21112178973340491",
      "idx": 11,
      "speaker": "agent",
      "start_s": 16.5,
      "end_s": 18.19,
      "text_en": "Regarding CR material, point six, point seven",
      "text_native": "CR material ला घेऊन, point six, point seven"
    },
    {
      "ucid": "21112178973340491",
      "idx": 12,
      "speaker": "customer",
      "start_s": 18.29,
      "end_s": 20.39,
      "text_en": "Yes, I generally need point six, point seven and one mm.",
      "text_native": "हा ते मला point six, point seven आणि एक mm लागतं सर्वसाधारण."
    },
    {
      "ucid": "21112178973340491",
      "idx": 13,
      "speaker": "agent",
      "start_s": 20.49,
      "end_s": 20.89,
      "text_en": "Okay.",
      "text_native": "Okay."
    },
    {
      "ucid": "21112178973340491",
      "idx": 14,
      "speaker": "customer",
      "start_s": 20.99,
      "end_s": 26.09,
      "text_en": "Yes, at one time, we can take a minimum of three tons of material of one gauge, no problem. If we get the rate, we can get it done accordingly.",
      "text_native": "हा, ते एका वेळेला minimum एका gauge चं तीन ton वगैरे material घेऊ शकतो आपण, काय problem नाहीये. जर rate मिळाला तर आपण त्याप्रमाणे हे करून घेता येईल."
    },
    {
      "ucid": "21112178973340491",
      "idx": 15,
      "speaker": "agent",
      "start_s": 26.19,
      "end_s": 27.99,
      "text_en": "Then can we do this, sir? Shall I give you the quotation?",
      "text_native": "मग असं करता येईल का सर? हे देऊ का तुम्हाला quotation?"
    },
    {
      "ucid": "21112178973340491",
      "idx": 16,
      "speaker": "customer",
      "start_s": 28.09,
      "end_s": 32.29,
      "text_en": "What has happened now is, the day before yesterday I sent you an inquiry, right? After that, today itself my material, about seven tons, has arrived.",
      "text_native": "आता काय झालंय, आता मी परवा तुम्हाला मी टाकली inquiry की नाही, त्यानंतर माझं आजच material एक सात ton आलेलं आहे."
    },
    {
      "ucid": "21112178973340491",
      "idx": 17,
      "speaker": "agent",
      "start_s": 32.39,
      "end_s": 33.39,
      "text_en": "Where did you place the inquiry?",
      "text_native": "कुठे टाकली inquiry?"
    },
    {
      "ucid": "21112178973340491",
      "idx": 18,
      "speaker": "customer",
      "start_s": 33.49,
      "end_s": 40.29,
      "text_en": "No, before you, you again started with kg, bg etc., so I took the material from here, from local. I had sent on WhatsApp point six, point seven and one mm, 1250 by 2500.",
      "text_native": "नाही, तुमच्या आधी तुम्ही ते परत kg, बिजी वगैरे चालू झालं ना, मी इथनं मी local मधनं घेतलंय material मी. मी WhatsApp ला टाकलं होतं point six, point seven आणि एक mm, बाराशे पन्नास बाय पंचवीसशे."
    },
    {
      "ucid": "21112178973340491",
      "idx": 19,
      "speaker": "agent",
      "start_s": 40.39,
      "end_s": 43.29,
      "text_en": "I didn't get a WhatsApp, this is my number. I have sent you a WhatsApp saying 'hi'.",
      "text_native": "मला नाही WhatsApp आला, माझा number हा आहे. मी तुम्हाला WhatsApp केलाय बघा 'hi' म्हणून."
    },
    {
      "ucid": "21112178973340491",
      "idx": 20,
      "speaker": "customer",
      "start_s": 43.69,
      "end_s": 46.29,
      "text_en": "Okay, fine. I'll save this as JSW. What did you say your name was, sir?",
      "text_native": "Okay, ठीक आहे. हा save करून घेतो मी JSW म्हणून. नाव काय म्हणला सर तुमचं?"
    },
    {
      "ucid": "21112178973340491",
      "idx": 21,
      "speaker": "agent",
      "start_s": 46.39,
      "end_s": 47.49,
      "text_en": "Sudeep Sonawane.",
      "text_native": "सुदीप सोनावणे."
    },
    {
      "ucid": "21112178973340491",
      "idx": 22,
      "speaker": "customer",
      "start_s": 47.79,
      "end_s": 48.29,
      "text_en": "Sonawane?",
      "text_native": "सोनावणे?"
    },
    {
      "ucid": "21112178973340491",
      "idx": 23,
      "speaker": "agent",
      "start_s": 48.39,
      "end_s": 51.19,
      "text_en": "Yes. You save the number, see, I have also sent my details, mail ID and other things.",
      "text_native": "हो. तुम्ही number save करून घ्या बघा, माझ्या details पण पाठवल्यात, mail ID आणि बाकीच्या गोष्टी."
    },
    {
      "ucid": "21112178973340491",
      "idx": 24,
      "speaker": "customer",
      "start_s": 51.29,
      "end_s": 55.29,
      "text_en": "Okay, okay. Because I had received a message from JSW on WhatsApp. Then after sending it on WhatsApp, again gauge, thickness, ke... meaning how many kilos of sheet is required?",
      "text_native": "ठीक आहे, ठीक आहे. कारण मला JSW मधनं WhatsApp ला आलं होतं. मग WhatsApp वर टाकलं की परत मग gauge, thickness, के म्हणजे किती किलो वजनाची sheet पाहिजे?"
    },
    {
      "ucid": "21112178973340491",
      "idx": 25,
      "speaker": "agent",
      "start_s": 55.39,
      "end_s": 56.59,
      "text_en": "Is all that asked? Oh, I see, I see.",
      "text_native": "ते सगळं विचारलं जातंय का? अच्छा अच्छा अच्छा."
    },
    {
      "ucid": "21112178973340491",
      "idx": 26,
      "speaker": "agent",
      "start_s": 56.69,
      "end_s": 58.79,
      "text_en": "Okay, do one thing. From now on, I am your account manager, sir.",
      "text_native": "ठीक आहे, एक काम करा. आता इथून पुढे तुमचा account manager मीच आहे सर."
    },
    {
      "ucid": "21112178973340491",
      "idx": 27,
      "speaker": "agent",
      "start_s": 58.89,
      "end_s": 62.09,
      "text_en": "Our payment terms for two orders will be 100% advance. After that, I will also give you 30 days credit.",
      "text_native": "Payment terms आपल्या दोन order साठी hundred percent advance राहील. त्यानंतर तीस दिवसांचं credit पण करून देईन मी तुम्हाला."
    },
    {
      "ucid": "21112178973340491",
      "idx": 28,
      "speaker": "customer",
      "start_s": 62.19,
      "end_s": 62.89,
      "text_en": "Yes, that will work, that will work.",
      "text_native": "हो, चालेल, चालेल."
    },
    {
      "ucid": "21112178973340491",
      "idx": 29,
      "speaker": "agent",
      "start_s": 63.09,
      "end_s": 64.09,
      "text_en": "So, let me know if there's anything, okay?",
      "text_native": "तर सांगा मला काय असेल तर, है ना?"
    },
    {
      "ucid": "21112178973340491",
      "idx": 30,
      "speaker": "customer",
      "start_s": 64.19,
      "end_s": 64.49,
      "text_en": "Yes.",
      "text_native": "हो."
    },
    {
      "ucid": "21112178973340491",
      "idx": 31,
      "speaker": "customer",
      "start_s": 64.89,
      "end_s": 65.29,
      "text_en": "Will do.",
      "text_native": "चालेल."
    },
    {
      "ucid": "21112178973340491",
      "idx": 32,
      "speaker": "agent",
      "start_s": 65.39,
      "end_s": 66.49,
      "text_en": "Okay Pradeep sir, will do.",
      "text_native": "Okay प्रदीप सर, चालेल."
    },
    {
      "ucid": "21112178973340491",
      "idx": 33,
      "speaker": "customer",
      "start_s": 66.59,
      "end_s": 67.49,
      "text_en": "Okay sir, thank you.",
      "text_native": "Okay sir, thank you."
    }
  ],
  "steps": [
    {
      "ucid": "21112178973340491",
      "step_id": "SL1",
      "step_name": "Opener & permission",
      "weight": 2.0,
      "result": "pass",
      "earned": 2.0,
      "questions_hit": null,
      "evidence": "Hello, is this Pradeep Konde speaking from Deep Industries? ... This is Sudeep speaking from JSW One...",
      "comment": "The agent greeted, identified himself and the company, and used the customer's name, and the customer's immediate engagement served as implicit permission."
    },
    {
      "ucid": "21112178973340491",
      "step_id": "SL2",
      "step_name": "Hook (supply/price signal)",
      "weight": 2.0,
      "result": "pass",
      "earned": 2.0,
      "questions_hit": null,
      "evidence": "Your company was registered on our portal, sir, for Sangli. ... So, an inquiry has come from you in our system.",
      "comment": "The agent used a relevant hook by referencing the customer's recent inquiry, which is a valid alternative to a generic price/supply hook."
    },
    {
      "ucid": "21112178973340491",
      "step_id": "SL3",
      "step_name": "Discovery (6 Qs)",
      "weight": 2.0,
      "result": "fail",
      "earned": 0.0,
      "questions_hit": 0,
      "evidence": "",
      "comment": "The agent asked no discovery questions about the customer's business, manufacturing, or procurement habits. All information was volunteered by the customer."
    },
    {
      "ucid": "21112178973340491",
      "step_id": "SL4",
      "step_name": "Pitch (2-3 USPs)",
      "weight": 1.0,
      "result": "fail",
      "earned": 0.0,
      "questions_hit": null,
      "evidence": "Our payment terms for two orders will be 100% advance. After that, I will also give you 30 days credit.",
      "comment": "The agent pitched credit terms without any discovery to suggest it was a customer need, making the pitch irrelevant."
    },
    {
      "ucid": "21112178973340491",
      "step_id": "SL5",
      "step_name": "Qualify",
      "weight": 2.0,
      "result": "pass",
      "earned": 2.0,
      "questions_hit": null,
      "evidence": "What has happened now is... today itself my material, about seven tons, has arrived.",
      "comment": "The customer proactively stated they have no current requirement, and the agent correctly accepted this without pushing for a non-existent order."
    },
    {
      "ucid": "21112178973340491",
      "step_id": "SL6",
      "step_name": "Closure with next step",
      "weight": 1.0,
      "result": "fail",
      "earned": 0.0,
      "questions_hit": null,
      "evidence": "You save the number... let me know if there's anything, okay?",
      "comment": "The call ended with a generic 'call me if you need anything' instead of a committed next step like a quote or a scheduled follow-up call."
    }
  ],
  "objections": [
    {
      "ucid": "21112178973340491",
      "obj_type": "incumbent_supplier",
      "state": "mishandled",
      "evidence": "I took the material from here, from local.",
      "response": "Okay, do one thing. From now on, I am your account manager, sir."
    }
  ],
  "missed_steps": [
    "SL3 Discovery (6 Qs)",
    "SL4 Pitch (2-3 USPs)",
    "SL6 Closure with next step"
  ],
  "objection_phrases_list": []
}