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Yes, we need. This information also, it will include problems of the customers. 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Exactly. According to these needs or problems, we can derive the suitable product or services which we are going to offer for our own customers. Exactly. 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Let's ask ourselves about other processes. So if you are going to collect information and knowledge, we need to save them, we need to store them, we need to classify them. Do you think we are going to classify all this or this big huge of information or data on papers or according to manual ways? Of course not. We need computers. 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We need faxes. We need tells, and so on. So let's package these items under the word what? Technology. Exactly, technology. Now, let's now have a look from above on these two components. 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So a successful CRM efforts depends on a combination of people, processes, technology, knowledge and information. So what we draw here is just a reflection for the terminology which is referring to CRM. This is very important. 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This thought is the following. Look at here. It is founded on one thought. This ideology is saying, all the time we have to look at our own shareholder. 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The customers we are looking or we are viewing them as assets. What's the meaning of assets? Okay, English. Company owning like capital, equipment, buildings, land and so on.", "tokens": [16649, 433, 13, 440, 4581, 321, 366, 1237, 420, 321, 366, 17480, 552, 382, 9769, 13, 708, 311, 264, 3620, 295, 9769, 30, 1033, 11, 3669, 13, 13918, 29820, 411, 4238, 11, 5927, 11, 7446, 11, 2117, 293, 370, 322, 13], "avg_logprob": -0.36011905329568045, "compression_ratio": 1.3381294964028776, "no_speech_prob": 0.0, "words": [{"start": 474.36, "end": 475.24, "word": " Customers.", "probability": 0.6663818359375}, {"start": 475.52, "end": 476.3, "word": " The", "probability": 0.33203125}, {"start": 476.3, "end": 476.96, "word": " customers", "probability": 0.841796875}, {"start": 476.96, "end": 477.72, "word": " we", "probability": 0.210205078125}, {"start": 477.72, "end": 478.68, "word": " are", "probability": 0.8916015625}, {"start": 478.68, "end": 479.0, "word": " looking", "probability": 0.87353515625}, {"start": 479.0, "end": 479.38, "word": " or", "probability": 0.72998046875}, {"start": 479.38, "end": 479.52, "word": " we", "probability": 0.47802734375}, {"start": 479.52, "end": 479.72, "word": " are", "probability": 0.921875}, {"start": 479.72, "end": 480.1, "word": " viewing", "probability": 0.6513671875}, {"start": 480.1, "end": 480.64, "word": " them", "probability": 0.888671875}, {"start": 480.64, "end": 481.4, "word": " as", "probability": 0.9384765625}, {"start": 481.4, "end": 481.94, "word": " assets.", "probability": 0.86572265625}, {"start": 485.18, "end": 485.48, "word": " What's", "probability": 0.4449462890625}, {"start": 485.48, "end": 485.5, "word": " the", "probability": 0.6337890625}, {"start": 485.5, "end": 485.6, "word": " meaning", "probability": 0.921875}, {"start": 485.6, "end": 485.74, "word": " of", "probability": 0.97412109375}, {"start": 485.74, "end": 486.0, "word": " assets?", "probability": 0.84716796875}, {"start": 488.54, "end": 488.98, "word": " Okay,", "probability": 0.418701171875}, {"start": 489.22, "end": 489.52, "word": " English.", "probability": 0.9326171875}, {"start": 491.26, "end": 491.7, "word": " Company", "probability": 0.81103515625}, {"start": 491.7, "end": 493.88, "word": " owning", "probability": 0.84423828125}, {"start": 493.88, "end": 495.06, "word": " like", "probability": 0.389892578125}, {"start": 495.06, "end": 497.94, "word": " capital,", "probability": 0.83837890625}, {"start": 499.06, "end": 499.58, "word": " equipment,", "probability": 0.86279296875}, {"start": 499.9, "end": 500.76, "word": " buildings,", "probability": 0.93408203125}, {"start": 501.36, "end": 501.72, "word": " land", "probability": 0.76171875}, {"start": 501.72, "end": 502.8, "word": " and", "probability": 0.66943359375}, {"start": 502.8, "end": 503.0, "word": " so", "probability": 0.9541015625}, {"start": 503.0, "end": 503.2, "word": " on.", "probability": 0.9521484375}], "temperature": 1.0}, {"id": 18, "seek": 53155, "start": 504.46, "end": 531.56, "text": " Now let's ask ourselves this question. Do you think companies or any sales agency can work or function without dependent or without using these things? Technology, machines, equipment, lands, buildings? No. The same thing here. Sales agency must look at the customer as if they are assets. 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So the customer who is the shareholder must be viewed as assets by any sales agency. Now, step number one, if you are going to talk about the assets, this means we are going to have one major task here. What is this task? 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Cash flow. Finally, providing customized solutions. As we said, what is the meaning of customized solutions? Suitable products. Exactly, suitable products in marketing sales and customer service continue. 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And how we are going to classify them? We can classify them according to various factors or variables. Let's talk about this. Number one, a customer may be classified according to their own level of income. 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Also sometimes they are going to be classified according to something called marital status. Also sometimes they are classified according to their own age and so on and so on. These are some of the principles by which we can classify the customers. Now let's give examples.", "tokens": [4803, 436, 366, 516, 281, 312, 20627, 4650, 281, 641, 4914, 689, 436, 366, 2647, 420, 746, 597, 307, 1219, 34014, 13, 2743, 2171, 436, 366, 516, 281, 312, 20627, 4650, 281, 746, 1219, 1849, 1686, 6558, 13, 2743, 2171, 436, 366, 20627, 4650, 281, 641, 1065, 3205, 293, 370, 322, 293, 370, 322, 13, 1981, 366, 512, 295, 264, 9156, 538, 597, 321, 393, 33872, 264, 4581, 13, 823, 718, 311, 976, 5110, 13], "avg_logprob": -0.1297286123429474, "compression_ratio": 2.0609137055837565, "no_speech_prob": 0.0, "words": [{"start": 699.8299999999999, "end": 700.31, "word": " Sometimes", "probability": 0.57958984375}, {"start": 700.31, "end": 700.49, "word": " they", "probability": 0.79736328125}, {"start": 700.49, "end": 700.61, "word": " are", "probability": 0.85546875}, {"start": 700.61, "end": 700.75, "word": " going", "probability": 0.9091796875}, {"start": 700.75, "end": 700.87, "word": " to", "probability": 0.97265625}, {"start": 700.87, "end": 700.97, 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If you are going to say, how can we describe the Palestinian people? We can describe the Palestinian people, I mean regarding the age. Exactly. Palestinian people are classified to be young people. Somebody is going to say, you are not saying something new. No, we are saying something new.", "tokens": [961, 311, 751, 466, 264, 2572, 472, 13, 759, 291, 366, 516, 281, 584, 11, 577, 393, 321, 6786, 264, 28202, 561, 30, 492, 393, 6786, 264, 28202, 561, 11, 286, 914, 8595, 264, 3205, 13, 7587, 13, 28202, 561, 366, 20627, 281, 312, 2037, 561, 13, 13463, 307, 516, 281, 584, 11, 291, 366, 406, 1566, 746, 777, 13, 883, 11, 321, 366, 1566, 746, 777, 13], "avg_logprob": -0.1533061551011127, "compression_ratio": 1.7747252747252746, "no_speech_prob": 0.0, "words": [{"start": 728.49, "end": 728.91, "word": " Let's", "probability": 0.888916015625}, {"start": 728.91, "end": 729.15, "word": " talk", "probability": 0.8916015625}, {"start": 729.15, "end": 729.47, "word": " about", "probability": 0.90966796875}, {"start": 729.47, "end": 729.67, "word": " the", "probability": 0.91455078125}, {"start": 729.67, "end": 729.91, "word": " final", "probability": 0.919921875}, {"start": 729.91, "end": 730.29, "word": " one.", "probability": 0.89404296875}, {"start": 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And the Japanese is the same. They are old also. 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Therefore, their consumption especially the consuming goods is going to be huge or bigger than the other families in the other communities. Third, residency. Is residency influencing the decision of purchasing and selling? 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Yes? Also, if we would like to compare the areas within Gaza City, we can say that the cheapest market in Gaza City is a market which is called Al-Zawiyah Market. 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By this way, they are going to contribute to the increased level of profit, more than the cost. What is the third step? 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It means CRM viewed as a tool. A tool for what? To achieve bigger customer share through cross-selling, upselling, finding a new solution to customers that could be packaged as new offerings. Focus here. New solution. 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Remember, the new solution here, as Fatim said, is suitable products for problems and troubles and needs that might be encountered by customers or people. So these are briefly the major three steps by which we can upgrade or leverage the CRM. Any question? Any comments about this? Any question? 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are going or if somebody is going to ask you, how many types of sale or how many types of sales do we have? How many types of sale? Mainly. Mainly. Three. Hanin, what are they? Product, solution and value. Exactly. Product, this is number one. The second which Hanin talked about, solution. The third. 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Can you give us example about products or services that can be classified to be product sales? 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Clothes. Cellphones. Chairs. All these are classified to be what? Product sales. Be careful here. The product sales they are consuming or consumed products. When we are saying the word consumed this means individuals", "tokens": [30502, 13, 2033, 4624, 13, 28859, 9142, 13, 761, 4094, 13, 1057, 613, 366, 20627, 281, 312, 437, 30, 22005, 5763, 13, 879, 5026, 510, 13, 440, 1674, 5763, 436, 366, 19867, 420, 21226, 3383, 13, 1133, 321, 366, 1566, 264, 1349, 21226, 341, 1355, 5346], "avg_logprob": -0.21758643807248867, "compression_ratio": 1.4966442953020134, "no_speech_prob": 0.0, "words": [{"start": 1120.67, "end": 1121.19, "word": " Meat.", "probability": 0.5244140625}, {"start": 1122.33, "end": 1122.79, "word": " Clothes.", "probability": 0.98828125}, {"start": 1123.67, "end": 1124.35, "word": " Cellphones.", "probability": 0.6646728515625}, {"start": 1125.39, "end": 1125.91, "word": " Chairs.", "probability": 0.94287109375}, {"start": 1127.01, "end": 1127.21, "word": " All", "probability": 0.9375}, {"start": 1127.21, "end": 1127.45, "word": " these", "probability": 0.83056640625}, {"start": 1127.45, "end": 1127.61, "word": " are", "probability": 0.92529296875}, {"start": 1127.61, "end": 1127.89, "word": " classified", "probability": 0.94287109375}, {"start": 1127.89, "end": 1128.11, "word": " to", "probability": 0.9423828125}, {"start": 1128.11, "end": 1128.21, "word": " be", "probability": 0.94091796875}, {"start": 1128.21, "end": 1128.43, "word": " what?", "probability": 0.9169921875}, {"start": 1129.23, "end": 1129.71, "word": " Product", "probability": 0.822265625}, {"start": 1129.71, "end": 1130.13, "word": " sales.", "probability": 0.6650390625}, {"start": 1131.21, "end": 1131.91, "word": " Be", "probability": 0.9404296875}, {"start": 1131.91, "end": 1132.27, "word": " careful", "probability": 0.9560546875}, {"start": 1132.27, "end": 1132.57, "word": " here.", "probability": 0.82421875}, {"start": 1133.35, "end": 1133.53, "word": " The", "probability": 0.84765625}, {"start": 1133.53, "end": 1133.97, "word": " product", "probability": 0.849609375}, {"start": 1133.97, "end": 1134.49, "word": " sales", "probability": 0.87353515625}, {"start": 1134.49, "end": 1135.17, "word": " they", "probability": 0.2861328125}, {"start": 1135.17, "end": 1135.63, "word": " are", "probability": 0.9345703125}, {"start": 1135.63, "end": 1137.43, "word": " consuming", "probability": 0.83349609375}, {"start": 1137.43, "end": 1139.47, "word": " or", "probability": 0.83203125}, {"start": 1139.47, "end": 1140.17, "word": " consumed", "probability": 0.8642578125}, {"start": 1140.17, "end": 1141.63, "word": " products.", "probability": 0.8154296875}, {"start": 1143.01, "end": 1143.87, "word": " When", "probability": 0.8759765625}, {"start": 1143.87, "end": 1143.97, "word": " we", "probability": 0.94873046875}, {"start": 1143.97, "end": 1144.11, "word": " are", "probability": 0.9140625}, {"start": 1144.11, "end": 1144.39, "word": " saying", "probability": 0.90478515625}, {"start": 1144.39, "end": 1144.55, "word": " the", "probability": 0.90673828125}, {"start": 1144.55, "end": 1144.69, "word": " word", "probability": 0.92333984375}, {"start": 1144.69, "end": 1145.25, "word": " consumed", "probability": 0.82421875}, {"start": 1145.25, "end": 1146.63, "word": " this", "probability": 0.51806640625}, {"start": 1146.63, "end": 1147.03, "word": " means", "probability": 0.9326171875}, {"start": 1147.03, "end": 1147.99, "word": " individuals", "probability": 0.8310546875}], "temperature": 1.0}, {"id": 42, "seek": 117751, "start": 1152.07, "end": 1177.51, "text": " Cannot live without them. Exactly, basic needs. Like the pens which you are writing with. Like the papers which you are writing on. Like the bags which you are carrying. Like the clothes which you are covering our bodies. And so on. Like the food and the drinks. Can we survive without them? We cannot. 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Let's begin with something called sales argument. The word sales argument here, it means sales thought. Thought or idea. So the sales idea behind the product sales means we are going to look for the best product. Let's give example. But before giving example, let's talk about all of them. 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In other words, the seller knows everything about the product which he is selling. Regarding the customer contacts in aerospace, in other words, sales companies will say, we do not know or we do not need to widen our contacts with the customer. Why? Because the customer needs it. 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On the third day, we are going to re-buy it once again. Therefore, they are consumed products and customers need them regularly and continuously. Therefore, we are not going to beg the customers to come and to buy from us.", "tokens": [16723, 11, 570, 436, 366, 21226, 3383, 11, 597, 1355, 321, 366, 516, 281, 2256, 746, 965, 11, 457, 4153, 321, 366, 516, 281, 319, 12, 6021, 88, 309, 1564, 797, 13, 1282, 264, 2636, 786, 11, 321, 366, 516, 281, 319, 12, 6021, 88, 309, 1564, 797, 13, 7504, 11, 436, 366, 21226, 3383, 293, 4581, 643, 552, 11672, 293, 15684, 13, 7504, 11, 321, 366, 406, 516, 281, 4612, 264, 4581, 281, 808, 293, 281, 2256, 490, 505, 13], "avg_logprob": -0.17749618902439024, "compression_ratio": 1.9371727748691099, "no_speech_prob": 0.0, "words": [{"start": 1236.94, "end": 1237.46, "word": " Excellent,", "probability": 0.853515625}, {"start": 1237.6, "end": 1238.1, "word": " because", "probability": 0.89111328125}, {"start": 1238.1, "end": 1238.46, "word": " they", "probability": 0.90869140625}, {"start": 1238.46, "end": 1238.86, "word": " are", "probability": 0.923828125}, {"start": 1238.86, "end": 1239.42, "word": " 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Therefore, the space of contacts is classified to be narrow.", "tokens": [641, 643, 486, 3464, 552, 281, 808, 293, 281, 2256, 490, 527, 1065, 3383, 13, 7504, 11, 264, 1901, 295, 15836, 307, 20627, 281, 312, 9432, 13], "avg_logprob": -0.20340401785714285, "compression_ratio": 1.25, "no_speech_prob": 5.960464477539063e-08, "words": [{"start": 1264.26, "end": 1264.62, "word": " their", "probability": 0.560546875}, {"start": 1264.62, "end": 1264.94, "word": " need", "probability": 0.78662109375}, {"start": 1264.94, "end": 1265.16, "word": " will", "probability": 0.85888671875}, {"start": 1265.16, "end": 1265.6, "word": " force", "probability": 0.9638671875}, {"start": 1265.6, "end": 1265.82, "word": " them", "probability": 0.8994140625}, {"start": 1265.82, "end": 1266.02, "word": " to", "probability": 0.96728515625}, {"start": 1266.02, "end": 1266.26, "word": " come", "probability": 0.82177734375}, {"start": 1266.26, "end": 1266.52, "word": " and", "probability": 0.853515625}, {"start": 1266.52, "end": 1266.64, "word": " to", "probability": 0.4736328125}, {"start": 1266.64, "end": 1266.94, "word": " buy", "probability": 0.9345703125}, {"start": 1266.94, "end": 1267.76, "word": " from", "probability": 0.8154296875}, {"start": 1267.76, "end": 1268.08, "word": " our", "probability": 0.87158203125}, {"start": 1268.08, "end": 1268.28, "word": " own", "probability": 0.91259765625}, {"start": 1268.28, "end": 1268.62, "word": " products.", "probability": 0.74072265625}, {"start": 1269.68, "end": 1270.08, "word": " Therefore,", "probability": 0.79443359375}, {"start": 1270.8, "end": 1270.94, "word": " the", "probability": 0.9189453125}, {"start": 1270.94, "end": 1271.4, "word": " space", "probability": 0.931640625}, {"start": 1271.4, "end": 1271.6, "word": " of", "probability": 0.9580078125}, {"start": 1271.6, "end": 1272.12, "word": " contacts", "probability": 0.471923828125}, {"start": 1272.12, "end": 1272.3, "word": " is", "probability": 0.9033203125}, {"start": 1272.3, "end": 1272.64, "word": " classified", "probability": 0.9013671875}, {"start": 1272.64, "end": 1272.86, "word": " to", "probability": 0.771484375}, {"start": 1272.86, "end": 1273.12, "word": " be", "probability": 0.951171875}, {"start": 1273.12, "end": 1273.5, "word": " narrow.", "probability": 0.857421875}], "temperature": 1.0}, {"id": 47, "seek": 130072, "start": 1274.9, "end": 1300.72, "text": " The final or the fourth thing offering, we are referring to best products with competitive prices. All the time we are looking for quality along with cost or the price of the product. Or finally, the success factors of product excellence and cost leadership as we said. As we said. Look at here. If you are going to buy a cell phone, we are going to enter any store in Gaza.", "tokens": [440, 2572, 420, 264, 6409, 551, 8745, 11, 321, 366, 13761, 281, 1151, 3383, 365, 10043, 7901, 13, 1057, 264, 565, 321, 366, 1237, 337, 3125, 2051, 365, 2063, 420, 264, 3218, 295, 264, 1674, 13, 1610, 2721, 11, 264, 2245, 6771, 295, 1674, 21268, 293, 2063, 5848, 382, 321, 848, 13, 1018, 321, 848, 13, 2053, 412, 510, 13, 759, 291, 366, 516, 281, 2256, 257, 2815, 2593, 11, 321, 366, 516, 281, 3242, 604, 3531, 294, 37800, 13], "avg_logprob": -0.2521219076933684, "compression_ratio": 1.6816143497757847, "no_speech_prob": 0.0, "words": [{"start": 1274.9, "end": 1275.12, "word": " The", "probability": 0.7197265625}, {"start": 1275.12, "end": 1275.46, "word": " final", "probability": 0.288330078125}, {"start": 1275.46, "end": 1275.64, "word": " or", "probability": 0.6640625}, {"start": 1275.64, "end": 1275.76, "word": " the", "probability": 0.75341796875}, {"start": 1275.76, "end": 1276.0, "word": " 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The one and the most famous one is Nokia, Samsung, Apple, etc. Generally, we have an idea which is saying Nokia products are classified to be a very good product which is having a high standards of quality along with reasonable price.", "tokens": [291, 366, 516, 281, 915, 3683, 3383, 295, 2815, 10216, 13, 440, 472, 293, 264, 881, 4618, 472, 307, 43980, 11, 13173, 11, 6373, 11, 5183, 13, 21082, 11, 321, 362, 364, 1558, 597, 307, 1566, 43980, 3383, 366, 20627, 281, 312, 257, 588, 665, 1674, 597, 307, 1419, 257, 1090, 7787, 295, 3125, 2051, 365, 10585, 3218, 13], "avg_logprob": -0.17994791766007742, "compression_ratio": 1.5104166666666667, "no_speech_prob": 0.0, "words": [{"start": 1301.69, "end": 1301.87, "word": " you", "probability": 0.475830078125}, {"start": 1301.87, "end": 1302.03, "word": " are", "probability": 0.720703125}, {"start": 1302.03, "end": 1302.23, "word": " going", "probability": 0.94580078125}, {"start": 1302.23, "end": 1302.39, "word": " to", "probability": 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It is more than 2000 in Israeli Shekel. Before a while, what did we say? The average income is 20,000 or sorry 2000 in Israeli Shekel. And Apple also is very expensive. 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Now, in 2006, Israeli occupation decided to bombard the first electricity generating station in Gaza. Since this bombarding accidents, Gaza was suffering from shortage of electricity. Until now, we are suffering. Now, we are at the end of 2012. Now, after this accidents, people", "tokens": [961, 311, 976, 1365, 13, 823, 11, 294, 14062, 11, 19974, 24482, 3047, 281, 42894, 264, 700, 10356, 17746, 5214, 294, 37800, 13, 4162, 341, 42894, 278, 23875, 11, 37800, 390, 7755, 490, 24708, 295, 10356, 13, 9088, 586, 11, 321, 366, 7755, 13, 823, 11, 321, 366, 412, 264, 917, 295, 9125, 13, 823, 11, 934, 341, 23875, 11, 561], "avg_logprob": -0.16418850109461816, "compression_ratio": 1.541237113402062, "no_speech_prob": 5.960464477539063e-08, "words": [{"start": 1444.48, "end": 1444.82, "word": " Let's", "probability": 0.95556640625}, {"start": 1444.82, "end": 1444.98, "word": " give", "probability": 0.8642578125}, {"start": 1444.98, "end": 1445.38, "word": " example.", "probability": 0.7822265625}, {"start": 1446.74, "end": 1447.12, "word": " Now,", "probability": 0.916015625}, {"start": 1447.58, "end": 1447.82, "word": " in", "probability": 0.9482421875}, {"start": 1447.82, "end": 1448.76, "word": " 2006,", "probability": 0.947265625}, {"start": 1449.44, "end": 1449.96, "word": " Israeli", "probability": 0.85791015625}, {"start": 1449.96, "end": 1450.46, "word": " occupation", "probability": 0.9638671875}, {"start": 1450.46, "end": 1451.04, "word": " decided", "probability": 0.9384765625}, {"start": 1451.04, "end": 1451.38, "word": " to", "probability": 0.9736328125}, {"start": 1451.38, "end": 1451.94, "word": " bombard", "probability": 0.900390625}, {"start": 1451.94, "end": 1453.06, "word": " the", "probability": 0.91357421875}, {"start": 1453.06, "end": 1453.68, "word": " first", "probability": 0.8720703125}, {"start": 1453.68, "end": 1454.62, "word": " electricity", "probability": 0.931640625}, {"start": 1454.62, "end": 1455.46, "word": " generating", "probability": 0.68896484375}, {"start": 1455.46, "end": 1456.32, "word": " station", "probability": 0.919921875}, {"start": 1456.32, "end": 1456.66, "word": " in", "probability": 0.9287109375}, {"start": 1456.66, "end": 1456.92, "word": " Gaza.", "probability": 0.89208984375}, {"start": 1458.32, "end": 1458.88, "word": " Since", "probability": 0.356201171875}, {"start": 1458.88, "end": 1459.2, "word": " this", "probability": 0.890625}, {"start": 1459.2, "end": 1459.82, "word": " bombarding", "probability": 0.90869140625}, {"start": 1459.82, "end": 1460.42, "word": " accidents,", "probability": 0.72021484375}, {"start": 1460.98, "end": 1461.26, "word": " Gaza", "probability": 0.8193359375}, {"start": 1461.26, "end": 1461.5, "word": " was", "probability": 0.923828125}, {"start": 1461.5, "end": 1461.82, "word": " suffering", "probability": 0.89794921875}, {"start": 1461.82, "end": 1462.08, "word": " from", "probability": 0.88427734375}, {"start": 1462.08, "end": 1462.44, "word": " shortage", "probability": 0.8828125}, {"start": 1462.44, "end": 1462.9, "word": " of", "probability": 0.96630859375}, {"start": 1462.9, "end": 1463.66, "word": " electricity.", "probability": 0.94140625}, {"start": 1464.32, "end": 1464.58, "word": " Until", "probability": 0.413818359375}, {"start": 1464.58, "end": 1464.86, "word": " now,", "probability": 0.94140625}, {"start": 1464.9, "end": 1465.02, "word": " we", "probability": 0.9501953125}, {"start": 1465.02, "end": 1465.12, "word": " are", "probability": 0.931640625}, {"start": 1465.12, "end": 1465.46, "word": " suffering.", "probability": 0.89453125}, {"start": 1465.6, "end": 1465.88, "word": " Now,", "probability": 0.94677734375}, {"start": 1466.24, "end": 1466.46, "word": " we", "probability": 0.95947265625}, {"start": 1466.46, "end": 1466.62, "word": " are", "probability": 0.9365234375}, {"start": 1466.62, "end": 1466.88, "word": " at", "probability": 0.9716796875}, {"start": 1466.88, "end": 1467.06, "word": " the", "probability": 0.9189453125}, {"start": 1467.06, "end": 1467.28, "word": " end", "probability": 0.89453125}, {"start": 1467.28, "end": 1467.42, "word": " of", "probability": 0.96923828125}, {"start": 1467.42, "end": 1467.98, "word": " 2012.", "probability": 0.94580078125}, {"start": 1469.72, "end": 1470.2, "word": " Now,", "probability": 0.869140625}, {"start": 1471.0, "end": 1471.42, "word": " after", "probability": 0.81396484375}, {"start": 1471.42, "end": 1471.66, "word": " this", "probability": 0.69287109375}, {"start": 1471.66, "end": 1472.14, "word": " accidents,", "probability": 0.5205078125}, {"start": 1472.86, "end": 1473.22, "word": " people", "probability": 0.9677734375}], "temperature": 1.0}, {"id": 54, "seek": 150294, "start": 1474.1, "end": 1502.94, "text": " Who are the customers? They began to suffer from shortage of electricity. Now, sales agencies began to think how we are going to overcome this problem. They offered this word. Generators. Exactly. Therefore, beyond or in 2007 up to now, we began seeing in the Gazan streets and the Gazan markets a big dependence on a product which is called generators.", "tokens": [2102, 366, 264, 4581, 30, 814, 4283, 281, 9753, 490, 24708, 295, 10356, 13, 823, 11, 5763, 9504, 4283, 281, 519, 577, 321, 366, 516, 281, 10473, 341, 1154, 13, 814, 8059, 341, 1349, 13, 15409, 3391, 13, 7587, 13, 7504, 11, 4399, 420, 294, 12656, 493, 281, 586, 11, 321, 4283, 2577, 294, 264, 38468, 282, 8481, 293, 264, 38468, 282, 8383, 257, 955, 31704, 322, 257, 1674, 597, 307, 1219, 38662, 13], "avg_logprob": -0.19114582737286887, "compression_ratio": 1.5526315789473684, "no_speech_prob": 2.980232238769531e-07, "words": [{"start": 1474.1, "end": 1474.34, "word": " Who", "probability": 0.65380859375}, {"start": 1474.34, "end": 1474.5, "word": " are", "probability": 0.92041015625}, {"start": 1474.5, "end": 1474.66, "word": " the", "probability": 0.90966796875}, {"start": 1474.66, "end": 1475.0, "word": " customers?", 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Why? Because the problem wasn't witnessed before this date. But after 2006, we began encountering this problem. The same thing here. Whenever we are going to talk about for example ACs, air conditioners,", "tokens": [583, 949, 14062, 11, 321, 994, 380, 536, 754, 472, 19265, 13, 1545, 30, 1436, 264, 1154, 2067, 380, 21519, 949, 341, 4002, 13, 583, 934, 14062, 11, 321, 4283, 8593, 278, 341, 1154, 13, 440, 912, 551, 510, 13, 14159, 321, 366, 516, 281, 751, 466, 337, 1365, 8157, 82, 11, 1988, 4188, 433, 11], "avg_logprob": -0.18845943191595244, "compression_ratio": 1.4325842696629214, "no_speech_prob": 0.0, "words": [{"start": 1504.69, "end": 1504.91, "word": " But", "probability": 0.32275390625}, {"start": 1504.91, "end": 1505.15, "word": " before", "probability": 0.8505859375}, {"start": 1505.15, "end": 1505.75, "word": " 2006,", "probability": 0.94970703125}, {"start": 1506.23, "end": 1507.51, "word": " we", "probability": 0.9375}, {"start": 1507.51, "end": 1508.03, "word": " didn't", "probability": 0.89306640625}, {"start": 1508.03, "end": 1508.29, "word": " see", "probability": 0.83251953125}, {"start": 1508.29, "end": 1508.61, "word": " even", "probability": 0.87890625}, {"start": 1508.61, "end": 1508.87, "word": " one", "probability": 0.8759765625}, {"start": 1508.87, "end": 1509.23, "word": " generator.", "probability": 0.96240234375}, {"start": 1509.93, "end": 1510.25, "word": " Why?", "probability": 0.8359375}, {"start": 1510.69, "end": 1510.99, "word": " Because", "probability": 0.8271484375}, {"start": 1510.99, "end": 1511.19, "word": " the", "probability": 0.88330078125}, {"start": 1511.19, "end": 1511.51, "word": " problem", "probability": 0.865234375}, {"start": 1511.51, "end": 1511.97, "word": " wasn't", "probability": 0.927001953125}, {"start": 1511.97, "end": 1512.43, "word": " witnessed", "probability": 0.78466796875}, {"start": 1512.43, "end": 1512.99, "word": " before", "probability": 0.8681640625}, {"start": 1512.99, "end": 1513.33, "word": " this", "probability": 0.93212890625}, {"start": 1513.33, "end": 1513.83, "word": " date.", "probability": 0.9150390625}, {"start": 1514.77, "end": 1515.03, "word": " But", "probability": 0.9091796875}, {"start": 1515.03, "end": 1515.29, "word": " after", "probability": 0.82958984375}, {"start": 1515.29, "end": 1515.97, "word": " 2006,", "probability": 0.95263671875}, {"start": 1516.51, "end": 1516.69, "word": " we", "probability": 0.95947265625}, {"start": 1516.69, "end": 1517.07, "word": " began", "probability": 0.87451171875}, {"start": 1517.07, "end": 1518.17, "word": " encountering", "probability": 0.835693359375}, {"start": 1518.17, "end": 1518.59, "word": " this", "probability": 0.93212890625}, {"start": 1518.59, "end": 1518.91, "word": " problem.", "probability": 0.8759765625}, {"start": 1520.53, "end": 1520.99, "word": " The", "probability": 0.88623046875}, {"start": 1520.99, "end": 1521.23, "word": " same", "probability": 0.9111328125}, {"start": 1521.23, "end": 1521.49, "word": " thing", "probability": 0.90478515625}, {"start": 1521.49, "end": 1521.83, "word": " here.", "probability": 0.53173828125}, {"start": 1522.43, "end": 1522.75, "word": " Whenever", "probability": 0.8916015625}, {"start": 1522.75, "end": 1522.99, "word": " we", "probability": 0.9560546875}, {"start": 1522.99, "end": 1523.13, "word": " are", "probability": 0.84765625}, {"start": 1523.13, "end": 1523.35, "word": " going", "probability": 0.9384765625}, {"start": 1523.35, "end": 1523.51, "word": " to", "probability": 0.96875}, {"start": 1523.51, "end": 1523.67, "word": " talk", "probability": 0.90087890625}, {"start": 1523.67, "end": 1523.93, "word": " about", "probability": 0.89892578125}, {"start": 1523.93, "end": 1524.05, "word": " for", "probability": 0.5693359375}, {"start": 1524.05, "end": 1524.55, "word": " example", "probability": 0.97119140625}, {"start": 1524.55, "end": 1525.57, "word": " ACs,", "probability": 0.765625}, {"start": 1525.81, "end": 1525.93, "word": " air", "probability": 0.79931640625}, {"start": 1525.93, "end": 1526.53, "word": " conditioners,", "probability": 0.980224609375}], "temperature": 1.0}, {"id": 56, "seek": 155434, "start": 1527.96, "end": 1554.34, "text": " This year in Gaza market when in spite of the shortage of electricity, they see sales increased with about more than 30%. Somebody is going to wonder why? Because of the unbearable weather of summer. Our summer was very very hot. Is this a problem? It's a problem encountered by home customers of people. 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Yes, the majority are Chinese. Others, sometimes you are going to find British, sometimes German, etc. Chinese, they are cheap, but their quality is very low. Now, if you are going to talk about the ACs, look at here. Some of the ACs, they are consuming too much electricity. 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But if you compare the consumption of electricity between this type and this type, you are going to find that the winner is Samsung. But it is more expensive. Now, whenever we are going to deal with these solutions, with these alternatives, we are going to run and ask ourselves, what do we need? Or what is the best solution? 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I am coming here, 10 new Israeli shekel multiplied by 5 times. We are talking about 15. 15 multiplied by 20. Then we are talking about how much? 1000? Almost, something like that. Anyway, let's return back to the solution. 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Cars with different models. In other words, can we purchase a jeep? You can. Can we purchase a moderate car? You can. Can we purchase a small car? We can. 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Its consumption for gas every day going and retaining is about 18 Israeli shekel. The 18 Israeli shekel is cheaper than 10% or 10 shekel. Somebody is going to say, how do we know this information? We are talking about functions or departments. 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Yes. This is the way. Therefore, this is called what? Solution sales. Clear? Yes. Let's go to the final, value sales. Go on. When we will make a comparison between product sales and solution sales in profile of sales, product experts and functional department, is it the same or not? 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In other words, we are talking about one person. But here, we are talking about department. Why? For example, let's talk about the car. The car it is or its components are various and many. 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Therefore, they should share in order to create a department which can provide us with a best solution. Exactly. Okay? So this is individualistic, but this is teamwork. This is very important. The final thing, let's talk about the value sales. 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Be careful to my language. I am saying value sales they are purchased often by organizations. These organizations they are going to make simple formula. The simple formula is based on something called cost.", "tokens": [12538, 14455, 420, 613, 5763, 2049, 436, 366, 14734, 538, 6150, 13, 879, 5026, 281, 452, 2856, 13, 286, 669, 1566, 2158, 5763, 436, 366, 14734, 2049, 538, 6150, 13, 1981, 6150, 436, 366, 516, 281, 652, 2199, 8513, 13, 440, 2199, 8513, 307, 2361, 322, 746, 1219, 2063, 13], "avg_logprob": -0.22380514179959016, "compression_ratio": 1.8235294117647058, "no_speech_prob": 1.1920928955078125e-07, "words": [{"start": 1985.6, "end": 1986.3, "word": " Organizations", "probability": 0.812744140625}, {"start": 1986.3, "end": 1986.72, "word": " or", "probability": 0.80029296875}, {"start": 1986.72, "end": 1987.18, "word": " these", "probability": 0.7373046875}, {"start": 1987.18, "end": 1987.68, "word": " sales", "probability": 0.80126953125}, {"start": 1987.68, "end": 1988.38, "word": " often", "probability": 0.4775390625}, {"start": 1988.38, "end": 1988.62, "word": " they", "probability": 0.74462890625}, {"start": 1988.62, "end": 1988.82, "word": " are", "probability": 0.93798828125}, {"start": 1988.82, "end": 1989.16, "word": " purchased", "probability": 0.94921875}, {"start": 1989.16, "end": 1989.6, "word": " by", "probability": 0.96923828125}, {"start": 1989.6, "end": 1990.72, "word": " organizations.", "probability": 0.83251953125}, {"start": 1991.32, "end": 1992.02, "word": " Be", "probability": 0.88330078125}, {"start": 1992.02, "end": 1992.34, "word": " careful", "probability": 0.94140625}, {"start": 1992.34, "end": 1992.52, "word": " to", "probability": 0.76708984375}, {"start": 1992.52, "end": 1992.66, "word": " my", "probability": 0.96630859375}, {"start": 1992.66, "end": 1993.0, "word": " language.", "probability": 0.85595703125}, {"start": 1994.14, "end": 1994.26, "word": " I", "probability": 0.974609375}, {"start": 1994.26, "end": 1994.38, "word": " am", "probability": 0.77734375}, {"start": 1994.38, "end": 1994.92, "word": " saying", "probability": 0.8896484375}, {"start": 1994.92, "end": 1995.96, "word": " value", "probability": 0.7470703125}, {"start": 1995.96, "end": 1996.48, "word": " sales", "probability": 0.890625}, {"start": 1996.48, "end": 1997.28, "word": " they", "probability": 0.46630859375}, {"start": 1997.28, "end": 1997.52, "word": " are", "probability": 0.9443359375}, {"start": 1997.52, "end": 1998.84, "word": " purchased", "probability": 0.72265625}, {"start": 1998.84, "end": 1999.44, "word": " often", "probability": 0.6826171875}, {"start": 1999.44, "end": 2000.44, "word": " by", "probability": 0.93017578125}, {"start": 2000.44, "end": 2001.52, "word": " organizations.", "probability": 0.857421875}, {"start": 2003.94, "end": 2003.94, "word": " These", "probability": 0.371337890625}, {"start": 2003.94, "end": 2007.02, "word": " organizations", "probability": 0.84521484375}, {"start": 2007.02, "end": 2007.3, "word": " they", "probability": 0.51318359375}, {"start": 2007.3, "end": 2007.46, "word": " are", "probability": 0.935546875}, {"start": 2007.46, "end": 2007.66, "word": " going", "probability": 0.9443359375}, {"start": 2007.66, "end": 2007.82, "word": " to", "probability": 0.96826171875}, {"start": 2007.82, "end": 2008.02, "word": " make", "probability": 0.93505859375}, {"start": 2008.02, "end": 2008.48, "word": " simple", "probability": 0.8662109375}, {"start": 2008.48, "end": 2009.02, "word": " formula.", "probability": 0.8203125}, {"start": 2009.16, "end": 2009.28, "word": " The", "probability": 0.85693359375}, {"start": 2009.28, "end": 2009.56, "word": " simple", "probability": 0.92529296875}, {"start": 2009.56, "end": 2009.92, "word": " formula", "probability": 0.8974609375}, {"start": 2009.92, "end": 2010.1, "word": " is", "probability": 0.94775390625}, {"start": 2010.1, "end": 2010.36, "word": " based", "probability": 0.93603515625}, {"start": 2010.36, "end": 2010.54, "word": " on", "probability": 0.95166015625}, {"start": 2010.54, "end": 2010.8, "word": " something", "probability": 0.85791015625}, {"start": 2010.8, "end": 2011.1, "word": " called", "probability": 0.9072265625}, {"start": 2011.1, "end": 2011.54, "word": " cost.", "probability": 0.71826171875}], "temperature": 1.0}, {"id": 73, "seek": 204077, "start": 2013.51, "end": 2040.77, "text": " Benefit, exactly, analysis. If they would like or if these organizations, they need something, they would like to buy something, this something will be evaluated according to these two columns. If the cost is greater than the benefit which we are going to gain as a purchaser, then we have to rethink our decision. 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We might contact a sales representative, public relations officer, any ordinary person who is working inside this business company. Offering valuable solutions to support competitors or finally driving customer profits and EVA, Economic Value Added. Now let's give a final example. 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And these bits are going to collect information from the potential sellers regarding quality, price, installation, brand names, maintenance and so on. And experience and so on. So these bits are going to provide us with solid information. 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Audit. Audit office. And sometimes it can also be solution. Especially if you are talking about theft or corruption. Or something like that. Sometimes it can be here. Okay. Tourism. Office. Tourism. One, one, one. And I want her to justify her answer. 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Tourism. Solution, why solution? Because if we want to go to Saudi Arabia, we haven't our own plan or our own transportation tool to go. We have the solution which is tourism offices. Why value?", "tokens": [4919, 11, 21832, 3398, 13, 13077, 1434, 13, 318, 3386, 11, 983, 3827, 30, 1436, 498, 321, 528, 281, 352, 281, 18121, 21610, 11, 321, 2378, 380, 527, 1065, 1393, 420, 527, 1065, 11328, 2290, 281, 352, 13, 492, 362, 264, 3827, 597, 307, 21832, 14434, 13, 1545, 2158, 30], "avg_logprob": -0.22395833158025555, "compression_ratio": 1.4829931972789117, "no_speech_prob": 5.960464477539063e-08, "words": [{"start": 2212.78, "end": 2213.12, "word": " Sorry,", "probability": 0.50634765625}, {"start": 2213.56, "end": 2214.08, "word": " tourism", "probability": 0.76806640625}, {"start": 2214.08, "end": 2214.58, "word": " office.", "probability": 0.908203125}, {"start": 2215.5, "end": 2216.38, "word": " Tourism.", "probability": 0.88232421875}, {"start": 2216.7, "end": 2217.56, "word": " Solution,", "probability": 0.729736328125}, {"start": 2218.02, "end": 2218.14, "word": " why", "probability": 0.8447265625}, {"start": 2218.14, "end": 2219.64, "word": " solution?", "probability": 0.92919921875}, {"start": 2220.28, "end": 2220.68, "word": " Because", "probability": 0.609375}, {"start": 2220.68, "end": 2221.12, "word": " if", "probability": 0.90966796875}, {"start": 2221.12, "end": 2221.44, "word": " we", "probability": 0.94287109375}, {"start": 2221.44, "end": 2221.78, "word": " want", "probability": 0.88818359375}, {"start": 2221.78, "end": 2222.14, "word": " to", "probability": 0.96435546875}, {"start": 2222.14, "end": 2224.26, "word": " go", "probability": 0.93212890625}, {"start": 2224.26, "end": 2224.52, "word": " to", "probability": 0.94921875}, {"start": 2224.52, "end": 2224.98, "word": " Saudi", "probability": 0.8662109375}, {"start": 2224.98, "end": 2225.38, "word": " Arabia,", "probability": 0.9169921875}, {"start": 2226.1, "end": 2226.28, "word": " we", "probability": 0.90283203125}, {"start": 2226.28, "end": 2227.18, "word": " haven't", "probability": 0.6922607421875}, {"start": 2227.18, "end": 2227.6, "word": " our", "probability": 0.88427734375}, {"start": 2227.6, "end": 2228.34, "word": " own", "probability": 0.93359375}, {"start": 2228.34, "end": 2229.36, "word": " plan", "probability": 0.9130859375}, {"start": 2229.36, "end": 2229.94, "word": " or", "probability": 0.8076171875}, {"start": 2229.94, "end": 2230.44, "word": " our", "probability": 0.86083984375}, {"start": 2230.44, "end": 2230.84, "word": " own", "probability": 0.9140625}, {"start": 2230.84, "end": 2231.78, "word": " transportation", "probability": 0.94775390625}, {"start": 2231.78, "end": 2233.12, "word": " tool", "probability": 0.85400390625}, {"start": 2233.12, "end": 2233.54, "word": " to", "probability": 0.96337890625}, {"start": 2233.54, "end": 2233.76, "word": " go.", "probability": 0.96630859375}, {"start": 2234.02, "end": 2234.48, "word": " We", "probability": 0.9384765625}, {"start": 2234.48, "end": 2234.78, "word": " have", "probability": 0.94921875}, {"start": 2234.78, "end": 2235.08, "word": " the", "probability": 0.8125}, {"start": 2235.08, "end": 2235.56, "word": " solution", "probability": 0.9599609375}, {"start": 2235.56, "end": 2235.82, "word": " which", "probability": 0.372802734375}, {"start": 2235.82, "end": 2236.0, "word": " is", "probability": 0.830078125}, {"start": 2236.0, "end": 2236.62, "word": " tourism", "probability": 0.6806640625}, {"start": 2236.62, "end": 2237.74, "word": " offices.", "probability": 0.8798828125}, {"start": 2238.28, "end": 2238.54, "word": " Why", "probability": 0.583984375}, {"start": 2238.54, "end": 2239.72, "word": " value?", "probability": 0.91015625}], "temperature": 1.0}, {"id": 81, "seek": 226848, "start": 2246.25, "end": 2268.49, "text": " Okay, now listen. If you are going to make a pilgrim trip, then we are talking about solution. We are talking about solution.", "tokens": [1033, 11, 586, 2140, 13, 759, 291, 366, 516, 281, 652, 257, 30760, 332, 4931, 11, 550, 321, 366, 1417, 466, 3827, 13, 492, 366, 1417, 466, 3827, 13], "avg_logprob": -0.22382813096046447, "compression_ratio": 1.3695652173913044, "no_speech_prob": 0.0, "words": [{"start": 2246.25, "end": 2246.77, "word": " Okay,", "probability": 0.1343994140625}, {"start": 2257.09, "end": 2257.35, "word": " now", "probability": 0.9189453125}, {"start": 2257.35, "end": 2257.73, "word": " listen.", "probability": 0.87744140625}, {"start": 2258.45, "end": 2258.59, "word": " If", "probability": 0.93798828125}, {"start": 2258.59, "end": 2258.71, "word": " you", "probability": 0.953125}, {"start": 2258.71, "end": 2258.83, "word": " are", "probability": 0.8642578125}, {"start": 2258.83, "end": 2259.05, "word": " going", "probability": 0.94580078125}, {"start": 2259.05, "end": 2259.21, "word": " to", "probability": 0.97216796875}, {"start": 2259.21, "end": 2259.41, "word": " make", "probability": 0.9462890625}, {"start": 2259.41, "end": 2259.69, "word": " a", "probability": 0.98974609375}, {"start": 2259.69, "end": 2260.83, "word": " pilgrim", "probability": 0.769287109375}, {"start": 2260.83, "end": 2261.43, "word": " trip,", "probability": 0.92822265625}, {"start": 2263.23, "end": 2263.23, "word": " then", "probability": 0.53662109375}, {"start": 2263.23, "end": 2264.53, "word": " we", "probability": 0.939453125}, {"start": 2264.53, "end": 2264.65, "word": " are", "probability": 0.91650390625}, {"start": 2264.65, "end": 2264.89, "word": " talking", "probability": 0.85595703125}, {"start": 2264.89, "end": 2265.09, "word": " about", "probability": 0.9072265625}, {"start": 2265.09, "end": 2265.47, "word": " solution.", "probability": 0.7861328125}, {"start": 2267.37, "end": 2267.57, "word": " We", "probability": 0.94189453125}, {"start": 2267.57, "end": 2267.69, "word": " are", "probability": 0.93115234375}, {"start": 2267.69, "end": 2267.93, "word": " talking", "probability": 0.8671875}, {"start": 2267.93, "end": 2268.11, "word": " about", "probability": 0.89794921875}, {"start": 2268.11, "end": 2268.49, "word": " solution.", "probability": 0.92333984375}], "temperature": 1.0}, {"id": 82, "seek": 229846, "start": 2269.5, "end": 2298.46, "text": " If I would like to make a picnic journey to France or UK or Egypt, we might classify it to be value. What is the cost which we are going to pay for this trip and what is the benefit which we will gain from it? It might be. Okay. So from now on, we would like to think of sales according to these three major types. One of them is called the product. A second is called solution. A third is called value. 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This is the second assignment in this semester. Draw a small table and classify it into three columns. Product, solution and value. And give me four examples under each column. Any questions? Any comments? So we are done today? We are done. 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