Raabta — Business Requirements Document

"Raabta" (Urdu: رابطہ — "connection") — Gamified Field Sales Application for UDPL

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Document Control

Field	Detail
Document Title	Raabta — Business Requirements Document
Version	1.0 — Draft for Review
Date	17 April 2026
Prepared For	United Distributors Pakistan Limited (UDPL)
Purpose	Stakeholder review and feedback before development begins

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Table of Contents

1. Executive Summary
2. Business Context & Problem Statement
3. Who Uses Raabta — User Roles
4. Solution Overview & Phases
5. Phase 1 — Detailed Features
6. Phase 2 & Phase 3 — What Comes Next
7. Rewards & Recognition Program
8. Data Quality & Trust
9. Manager Dashboard & Reports
10. Rollout & Training Plan
11. Success Metrics
12. Risks & Mitigations
13. Glossary

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1. Executive Summary

What is Raabta?

Raabta is a mobile application for field sales staff and a web-based management dashboard for supervisors. It replaces the current paper, WhatsApp, and memory-based daily routine of UDPL's field force with a structured, verified, and rewarding digital workflow.

Why do we need it?

Today, UDPL's field operations rely on manual reporting — WhatsApp messages, phone calls, end-of-month Excel summaries. Management has no reliable way to know what happened in the field today. Reps have no structured plan for their day and no recognition for good work. Disputes are common. Data is late, incomplete, and unverifiable.

What does it do?

For field staff: A simple daily routine — check in, follow your plan, visit farmers and dealers, book orders, record collections, check out. Every action earns points. Top performers are recognized and rewarded.

For managers: Real-time visibility into what's happening across all territories — who visited whom, what was ordered, where the gaps are. Verified data, not self-reported claims. Actionable alerts on issues that need attention.

Expected outcomes:

• 90%+ daily active usage within 60 days
• Same-day activity recording (not backdated) at 85%+
• Verifiable territory coverage data for the first time
• Order capture at the point of sale, reducing booking delays from days to hours
• Field collection visibility across all territories
• Reduced disputes over what work was done

Scale: ~30 Territory Sales Managers across 8 regions, with their FOs and dealer network. The system is designed to grow with UDPL.

Approach: 3 phases — starting with a core working product (Phase 1), then adding ERP integration and advanced features (Phases 2 & 3).

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2. Business Context & Problem Statement

2.1 About UDPL

United Distributors Pakistan Limited (UDPL) is an agro-inputs distributor operating since 1981, dealing in pesticides, plant nutrition, and seeds. The field force consists of approximately 30 Territory Sales Managers (TSMs/TMs) spread across 8 regions (Hyderabad, Sukkur, CTVA, Multan, Gujranwala, DG Khan, Rahim Yar Khan, Sahiwal), organized under two Business Units — North and South.

2.2 Organizational Structure

Key point: Multiple roles do field work — not just Field Officers. TSMs and RMs also visit farmers and dealers directly. Raabta supports this.

2.3 Current Problems

Problem	Who suffers	Impact
No real-time visibility — Management learns what happened in the field days or weeks later	RMs, BMs, HQ	Cannot react to problems. End-of-month surprises.
Unverifiable claims — "I visited 10 dealers today" with no proof	TMs trying to manage	Disputes, unfair assessments, gaming
No structured daily plan — Reps decide ad-hoc who to visit	FOs	Missed outlets, uneven coverage, forgotten follow-ups
Manual reporting burden — WhatsApp messages, Excel sheets, phone calls	Everyone	Hours wasted compiling reports instead of selling
No recognition for good work — High performers and low performers look the same	FOs	Demotivation, attrition of good reps
Collection visibility gap — Cash/cheque collections happen in the field but are only tracked when finance reconciles	TMs, Finance	Days of delay, disputes over amounts
Vacant territories fall apart — When a TM leaves, their FOs have no supervisor and work quality drops	FOs in vacant territories	Lost sales, disconnected reps

2.4 What Raabta Is NOT

To set clear expectations:

• Not a CRM — No pipeline stages, no deal tracking, no marketing automation
• Not a payment system — Raabta records that a collection happened (acknowledgement), but the actual money ledger stays in ERP/Finance
• Not a farmer-facing app — This is an internal tool for UDPL's own staff
• Not a replacement for ERP — Raabta captures field activity; ERP remains the system of record for orders, inventory, and finance

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3. Who Uses Raabta — User Roles

3.1 Field Officer (FO)

Who they are: The frontline sales person who visits farmers and dealers every day. Often has limited tech comfort — may barely use WhatsApp. Uses a low-end Android phone (Rs. 15,000–20,000 range) with patchy mobile data.

What they do in Raabta:

• Check in at the start of each day
• Follow their "Today's Mission" — a prioritized list of dealers and farmers to visit
• Record each visit with purpose and outcome
• Book orders at dealer shops
• Record collections (cash/cheque received from dealers)
• Report complaints and competitor activity
• Check out at end of day and see their points and ranking

Why they'll use it: Points, recognition among peers, structured day plan, proof of their work for appraisal time.

3.2 Territory Manager (TM / TSM)

Who they are: Manages a team of FOs in a territory. Medium tech comfort. Uses Android phone and occasionally a laptop.

What they do in Raabta:

• View their team's daily activity in real-time
• Create and manage cycle plans (which FO visits which outlets)
• Review flagged activities (system-detected issues)
• Handle rep appeals ("the system flagged me unfairly")
• Onboard new FOs (create accounts, set passwords)
• Confirm dealer/farmer locations
• Approve new outlet requests from FOs
• Log their own field visits and joint/surprise visits with FOs
• Reconcile dealer collections (until finance integration)

3.3 Regional Manager (RM)

Who they are: Oversees multiple territories. Higher tech comfort. Primarily uses laptop.

What they do in Raabta:

• Compare performance across territories
• Identify underperforming areas
• Monitor TM field presence (are TMs actually visiting the field?)
• Act as temporary TM for vacant territories
• View regional coverage and collection data

3.4 Business Manager (BM)

Who they are: Oversees one or more Business Units (groups of regions). Senior management. Uses laptop.

What they do in Raabta:

• View Business Unit-level performance at a glance
• Compare regions within their portfolio
• Access national health metrics
• No more relying on chains of forwarded WhatsApp messages for data

3.5 Admin / Operations / Finance

Who they are: Back-office staff who manage master data and reconciliation.

What they do in Raabta:

• Manage master data (farmers, dealers, products, territories, targets)
• Reconcile field-captured collections against finance records
• Generate and export reports
• Manage user accounts and permissions

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4. Solution Overview & Phases

4.1 Three-Phase Approach

4.2 Phase Summary

Phase	What's Included	Key Outcome
Phase 0 — Preparation	Clean master data, map territories, collect dealer GPS locations	Foundation ready for accurate system
Phase 1 — Core Product (MVP)	Daily check-in, visits, orders, collections, points, leaderboard, manager dashboard, offline mode	Field force has a working daily tool with gamification
Phase 2 — Enhanced	ERP integration, badges/achievements, route planning, regional language, push notifications	Orders flow to ERP automatically; richer engagement
Phase 3 — Advanced	AI-tuned scoring, predictive suggestions, voice note search, incentive automation	System learns and optimizes from real data

4.3 What's in Each Phase — Feature Map

┌─────────────────────────────────────────────────────────────────┐
│                        PHASE 1 (MVP)                            │
├─────────────────────────────────────────────────────────────────┤
│                                                                 │
│  📱 MOBILE APP (Field Staff)     🖥️ WEB DASHBOARD (Managers)    │
│  ─────────────────────────       ───────────────────────────    │
│  ✅ Login & PIN setup            ✅ Real-time activity feed      │
│  ✅ Daily check-in/check-out     ✅ Per-rep daily summary        │
│  ✅ Attendance type selection     ✅ Territory coverage view      │
│  ✅ Today's Mission (daily plan) ✅ Leaderboard (team view)      │
│  ✅ Farmer visit capture         ✅ Flagged activity review      │
│  ✅ Dealer visit + stock tally   ✅ Rep appeals handling         │
│  ✅ Order booking                ✅ Collection reconciliation    │
│  ✅ Collection recording         ✅ Cycle plan builder           │
│  ✅ Complaint capture            ✅ Master data management       │
│  ✅ Competitor intel             ✅ Employee/Territory of Month  │
│  ✅ Points & leaderboard         ✅ Manager activity tracking    │
│  ✅ Streaks & progress ring      ✅ CSV/PDF export               │
│  ✅ Full offline support         ✅ Filters & drill-downs        │
│  ✅ Manager surprise visit log                                  │
│                                                                 │
├─────────────────────────────────────────────────────────────────┤
│                        PHASE 2 (Enhanced)                       │
├─────────────────────────────────────────────────────────────────┤
│  🔗 ERP Integration (orders push, masters pull)                 │
│  🏅 Badges & achievements system                                │
│  🗺️ Route planning & optimization hints                         │
│  🌐 Urdu + 1 regional language                                  │
│  📊 Activity heatmap by territory                               │
│  📋 Farmer/dealer scorecards                                    │
│  🔔 Smart push notification nudges                              │
│  📱 Manager mobile app (approvals on the go)                    │
│                                                                 │
├─────────────────────────────────────────────────────────────────┤
│                        PHASE 3 (Advanced)                       │
├─────────────────────────────────────────────────────────────────┤
│  🤖 AI-tuned scoring based on real ERP outcomes                 │
│  📈 Predictive coverage suggestions                             │
│  🎙️ Voice note transcription & search                           │
│  💰 Incentive payout automation                                 │
│  ☎️ Farmer advisory / call center module                        │
│                                                                 │
└─────────────────────────────────────────────────────────────────┘

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5. Phase 1 — Detailed Features (MVP)

UX Design Philosophy — Every Screen for Everyone

The primary user of this app is a Field Officer who may have limited smartphone experience, working on a low-end phone in bright sunlight with patchy internet. Every screen in Raabta follows these rules:

• One decision per screen. If a screen asks two questions, split it into two screens.
• Big buttons, not small links. All tappable areas are large enough to hit with a thumb, even while standing.
• Buttons and chips over typing. Free-text fields are a last resort. Prefer tappable options, +/- steppers, and pre-filled defaults.
• Show progress, not complexity. Progress bars, item counts, and "X of Y done" indicators help the user know where they are.
• Smart defaults and shortcuts. "Same as last time," "Repeat last order," and pre-filled values mean the rep only changes what's different — not re-entering everything from scratch.
• Always saveable, never losable. Every screen can be saved at any point. No work is lost if the phone runs out of battery or loses signal.
• Urdu-first with voice-over guidance. The app speaks the user's language. Error messages, instructions, and confirmations are in plain Urdu, not technical English.

5.1 Login & First-Time Setup

What it does: A simple, one-time setup process when a new rep gets the app for the first time.

How it works:

Key business rules:

• No SMS or OTP needed — works in areas with poor network
• Password is set by the TM and handed to the FO in person at training
• After first setup, the FO only needs their 4-digit PIN each morning
• If the FO forgets their PIN, they re-enter their password
• If the FO forgets their password, the TM resets it from the dashboard
• One phone per person — switching to a new phone requires TM approval

Screen — Login:

┌──────────────────────────────┐
│         🌾 Raabta            │
│                              │
│   ┌──────────────────────┐   │
│   │  Employee ID         │   │
│   └──────────────────────┘   │
│                              │
│   ┌──────────────────────┐   │
│   │  Password            │   │
│   └──────────────────────┘   │
│                              │
│   ┌──────────────────────┐   │
│   │    ▶  لاگ ان کریں    │   │
│   │      (Log In)        │   │
│   └──────────────────────┘   │
│                              │
│  اپنا آئی ڈی اور پاسورڈ     │
│  درج کریں جو آپ کے ٹی ایم    │
│  نے دیا ہے                   │
│  (Enter the ID and password  │
│   your TM gave you)         │
│                              │
└──────────────────────────────┘

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5.2 Daily Check-in & Attendance

What it does: Every morning, the rep opens the app, enters their PIN, and starts their day with one tap. This records when and where they started, and what kind of day it is.

How it works:

Attendance types and what they mean:

Type	What it means	Points	GPS required?	What happens next
Field	Out visiting farmers/dealers	Full points for all activities	Yes	Today's Mission (daily plan) appears
Office	Working from office	Attendance points only	Yes	Shows reporting/backlog view
Training	Attending training session	Scheduled points only	No	Day recorded, no visit workflow
Leave	On approved leave	No points, streak preserved	No	Day recorded
Holiday	Public/company holiday	No points, streak preserved	No	Day recorded

Screen — Home (Before Check-in):

┌──────────────────────────────┐
│  Raabta     🔔     👤        │
├──────────────────────────────┤
│                              │
│     السلام علیکم، احمد!       │
│     (Hello, Ahmed!)          │
│                              │
│   ┌──────────────────────┐   │
│   │                      │   │
│   │   ╔══════════════╗   │   │
│   │   ║  🟢 آج کا    ║   │   │
│   │   ║   دن شروع    ║   │   │
│   │   ║   کریں       ║   │   │
│   │   ║ (Start Day)  ║   │   │
│   │   ╚══════════════╝   │   │
│   │                      │   │
│   └──────────────────────┘   │
│                              │
│   🔥 14-day streak           │
│   ⭐ 3,240 points this month │
│   📊 Rank #4 in your team   │
│                              │
├──────────────────────────────┤
│  Today  │ Visits │ 🏆 │ Me  │
└──────────────────────────────┘

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5.3 Today's Mission — The Daily Plan

What it does: After check-in, the rep sees their plan for the day — a prioritized list of farmers and dealers they should visit. This replaces the guesswork of "who should I see today?"

How the plan is created: The Territory Manager creates a cycle plan — a weekly or monthly schedule of which rep visits which outlets. The app turns this into a daily "mission" showing stops not yet completed, sorted by priority.

Screen — Today's Mission:

┌──────────────────────────────┐
│  آج کا مشن (Today's Mission) │
├──────────────────────────────┤
│                              │
│  ╭─── Progress ────────────╮ │
│  │  ████████░░░░  6/10     │ │
│  │  60% complete           │ │
│  ╰─────────────────────────╯ │
│                              │
│  ⬜ Akbar Fertilizer Shop    │
│     📍 2.1 km away          │
│     ⚡ Priority: High        │
│     Last visit: 12 days ago  │
│                              │
│  ⬜ Farmer Hussain Ali       │
│     📍 3.5 km away          │
│     Last visit: 8 days ago   │
│                              │
│  ⬜ Malik Agro Dealers       │
│     📍 4.2 km away          │
│     ⚡ Priority: High        │
│     ⚠️ Stock tally overdue   │
│                              │
│  ✅ Nawaz Seeds (completed)  │
│  ✅ Farmer Rashid (completed)│
│                              │
│  ┌──────────────────────┐    │
│  │  ➕ Unplanned Visit  │    │
│  └──────────────────────┘    │
│                              │
├──────────────────────────────┤
│  Today  │ Visits │ 🏆 │ Me  │
└──────────────────────────────┘

Key business rules:

• Stops are sorted by priority first, then distance from current location
• Completed stops move to the bottom with a checkmark
• The progress ring shows how much of the daily plan is done
• Reps can always add an "unplanned visit" for stops not on the plan
• Coverage is measured as: how much of the cycle plan did the rep actually complete?

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5.4 Farmer Visit

What it does: When a rep visits a farmer, they record the visit in under 60 seconds — who, why, what happened, and an optional photo.

Workflow:

The flow is a simple step-by-step, one question at a time:

Screen 1 — Pick Farmer (searchable list, nearest first):

┌──────────────────────────────┐
│  ← کسان منتخب کریں           │
│    (Pick Farmer)             │
├──────────────────────────────┤
│  🔍 نام یا گاؤں تلاش کریں... │
│     (Search name or village) │
│                              │
│  ── Nearest to you ───────── │
│                              │
│  ┌──────────────────────────┐│
│  │ 👤 Hussain Ali            ││
│  │ 📍 Village Kot Addu       ││
│  │ 📅 Last: 8 Apr 2026      ││
│  └──────────────────────────┘│
│                              │
│  ┌──────────────────────────┐│
│  │ 👤 Muhammad Aslam         ││
│  │ 📍 Village Jhang Road     ││
│  │ 📅 Last: 2 Apr 2026      ││
│  └──────────────────────────┘│
│                              │
│  ┌──────────────────────────┐│
│  │ 👤 Ghulam Rasool          ││
│  │ 📍 Village Chak 41        ││
│  │ 📅 Last: 28 Mar 2026     ││
│  └──────────────────────────┘│
│                              │
│  ... (scroll for more)       │
│                              │
├──────────────────────────────┤
│  Today  │ Visits │ 🏆 │ Me  │
└──────────────────────────────┘

Screen 2 — Purpose (one tap, then auto-advance):

┌──────────────────────────────┐
│  ← Hussain Ali               │
│    📍 Kot Addu               │
├──────────────────────────────┤
│                              │
│  آج کا مقصد کیا ہے؟          │
│  (What's today's purpose?)   │
│                              │
│  ╔══════════════════════════╗│
│  ║  🌾  فصل کی مشاورت      ║│
│  ║     (Crop Advisory)      ║│
│  ╚══════════════════════════╝│
│                              │
│  ╔══════════════════════════╗│
│  ║  🧪  پروڈکٹ ڈیمو        ║│
│  ║     (Product Demo)       ║│
│  ╚══════════════════════════╝│
│                              │
│  ╔══════════════════════════╗│
│  ║  📦  آرڈر بات چیت       ║│
│  ║     (Order Discussion)   ║│
│  ╚══════════════════════════╝│
│                              │
│  ╔══════════════════════════╗│
│  ║  🔄  فالو اپ            ║│
│  ║     (Follow-up)          ║│
│  ╚══════════════════════════╝│
│                              │
└──────────────────────────────┘

Screen 3 — Outcome + Optional Extras (final screen before save):

┌──────────────────────────────┐
│  ← Hussain Ali — Advisory    │
├──────────────────────────────┤
│                              │
│  کیا ہوا? (What happened?)   │
│                              │
│  [👍 دلچسپی ہے  ]           │
│     (Interested)             │
│  [🤔 سوچیں گے   ]           │
│     (Will Decide)            │
│  [👎 دلچسپی نہیں]           │
│     (Not Interested)         │
│                              │
│  ── بونس (Bonus) ─────────  │
│                              │
│  [📷 فوٹو لیں     +50%]     │
│     (Take Photo)             │
│  [🎤 وائس نوٹ    +30%]     │
│     (Voice Note)             │
│                              │
│  ── اگلا دورہ (Next Visit) ─ │
│  [+3 days] [+7 days]        │
│  [+14 days] [Skip]          │
│                              │
│  ╔══════════════════════════╗│
│  ║     ✅ محفوظ کریں        ║│
│  ║       (Save)             ║│
│  ╚══════════════════════════╝│
│                              │
└──────────────────────────────┘

Key business rules:

• The entire visit takes under 60 seconds — three screens, each one tap
• GPS location and time are captured automatically in the background — the rep does nothing
• The system verifies the rep was physically near the farmer's registered location
• The rep must spend at least 60 seconds at the location (to prevent drive-by fake visits)
• Photos and voice notes earn bonus points because they add verification
• Scheduling a "next visit" creates a future task in Today's Mission automatically

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5.5 Dealer Visit, Stock Tally & Order Booking

What it does: At a dealer shop, the rep can do up to three things: record the visit, take a stock count, and book an order. Each can be done independently or together.

Workflow — Dealer Visit (step by step, one decision at a time):

At a dealer visit, the rep may do several things (stock count, order, collection, complaint). Rather than asking the rep to plan all of this upfront, the app presents each as a simple "Do you also want to...?" prompt after the main action. The rep can always say "No, I'm done" and save.

Stock Tally — How it works:

The rep sees the list of products that this dealer normally carries. Each product shows the quantity from the last stock count. Dealers may carry 15–30 products, so the design handles long lists:

• "Same as last time" button at the top — one tap fills in all quantities from the last count. The rep only adjusts what changed. For dealers where stock barely moves, this makes the entire tally a 10-second job.
• Tap + or - to adjust any product. Big touch targets so the rep can tap quickly, even in a dim shop.
• Products running low are highlighted with a warning — the rep can flag them to the TM.
• Products are grouped by category, same as the order screen, so the rep and dealer can walk through the shelf section by section.

Screen — Stock Tally:

┌──────────────────────────────┐
│  ← اسٹاک (Stock Tally)      │
├──────────────────────────────┤
│  🏪 Akbar Fertilizer Shop    │
│  📅 Last tally: 3 Apr 2026  │
│                              │
│  ╔══════════════════════════╗│
│  ║  🔄 پچھلی بار جیسا ہی   ║│
│  ║  (Same as Last Time)     ║│
│  ╚══════════════════════════╝│
│                              │
│  ── کھاد (Fertilizers) ───── │
│                              │
│  ┌──────────────────────────┐│
│  │ DAP Fertilizer 50kg      ││
│  │ Last: 12                 ││
│  │ Now:  [-]   10   [+]     ││
│  │ ⚠️ Running low            ││
│  └──────────────────────────┘│
│                              │
│  ┌──────────────────────────┐│
│  │ Urea 50kg                ││
│  │ Last: 25                 ││
│  │ Now:  [-]   25   [+]     ││
│  └──────────────────────────┘│
│                              │
│  ── کیڑے مار (Pesticides) ── │
│                              │
│  ┌──────────────────────────┐│
│  │ Pesticide XL 1L          ││
│  │ Last: 8                  ││
│  │ Now:  [-]    6   [+]     ││
│  └──────────────────────────┘│
│                              │
│  ... (scroll for more)       │
│                              │
│  ════════════════════════════│
│  15 of 18 products counted   │
│  ╔══════════════════════════╗│
│  ║  ✅ اسٹاک محفوظ کریں    ║│
│  ║    (Save Stock Tally)    ║│
│  ╚══════════════════════════╝│
│  ════════════════════════════│
└──────────────────────────────┘

A progress counter ("15 of 18 products counted") and sticky save button at the bottom ensure the rep knows how much is left and can save at any point.

---

5.6 Order Booking

What it does: The rep books an order at a dealer's shop. A typical order may have 20 or more products, so the experience is designed like a shopping cart — fast to add items, easy to review, hard to make mistakes.

Design principles for order booking:

• The rep should be able to build a 20-item order in under 3 minutes
• No typing prices — all prices come from the company's master list
• Big, easy-to-tap buttons for adjusting quantities
• Running total always visible at the bottom of the screen
• "Repeat last order" shortcut for dealers who order the same products regularly

Workflow — Order Booking:

The experience is split into clear steps, one decision at a time:

Screen 1 — Pick Rate Policy (one tap, then move on):

┌──────────────────────────────┐
│  ← آرڈر (New Order)          │
├──────────────────────────────┤
│  🏪 Akbar Fertilizer Shop    │
│                              │
│  ادائیگی کی قسم منتخب کریں    │
│  (Select payment type)       │
│                              │
│  ╔══════════════════════════╗│
│  ║                          ║│
│  ║   💵  نقد ریٹ            ║│
│  ║      (Cash Rate)         ║│
│  ║                          ║│
│  ╚══════════════════════════╝│
│                              │
│  ╔══════════════════════════╗│
│  ║                          ║│
│  ║   💳  ادھار ریٹ          ║│
│  ║      (Credit Rate)       ║│
│  ║                          ║│
│  ╚══════════════════════════╝│
│                              │
└──────────────────────────────┘

Screen 2 — Add Products (the main screen — handles 20+ items easily):

The product catalog screen works like a shopping list. Products are grouped by category (Fertilizers, Pesticides, Seeds, etc.) for fast browsing. Each product is a large, tappable card. Tapping it adds one unit to the cart and shows the +/- stepper. A search bar at the top lets the rep jump straight to a product by name. The running cart total is always pinned at the bottom.

┌──────────────────────────────┐
│  ← پروڈکٹس (Products)       │
├──────────────────────────────┤
│  🔍 پروڈکٹ تلاش کریں...      │
│     (Search products...)     │
│                              │
│  ┌──────────────────────┐    │
│  │ 🔄 پچھلا آرڈر دہرائیں │    │
│  │  (Repeat Last Order)  │    │
│  └──────────────────────┘    │
│                              │
│  ── کھاد (Fertilizers) ───── │
│                              │
│  ┌──────────────────────────┐│
│  │ DAP Fertilizer 50kg      ││
│  │ Rs. 8,500/bag            ││
│  │         [-]  5  [+]      ││
│  └──────────────────────────┘│
│                              │
│  ┌──────────────────────────┐│
│  │ Urea 50kg                ││
│  │ Rs. 4,200/bag            ││
│  │     [➕ Add to order]     ││
│  └──────────────────────────┘│
│                              │
│  ┌──────────────────────────┐│
│  │ SOP 50kg                 ││
│  │ Rs. 6,100/bag            ││
│  │     [➕ Add to order]     ││
│  └──────────────────────────┘│
│                              │
│  ── کیڑے مار (Pesticides) ── │
│                              │
│  ┌──────────────────────────┐│
│  │ Pesticide XL 1L          ││
│  │ Rs. 1,800/bottle         ││
│  │         [-]  3  [+]      ││
│  └──────────────────────────┘│
│                              │
│  ┌──────────────────────────┐│
│  │ Herbicide Pro 500ml      ││
│  │ Rs. 950/bottle           ││
│  │     [➕ Add to order]     ││
│  └──────────────────────────┘│
│                              │
│  ... (scroll for more)       │
│                              │
│  ════════════════════════════│
│  🛒 Cart: 3 items            │
│  Total: Rs. 48,300           │
│  [  Review Order →  ]        │
│  ════════════════════════════│
└──────────────────────────────┘

How it works for 20+ items:

• Products not yet added show a big green "Add to order" button
• Once added, the button transforms into a [-] quantity [+] stepper — no extra screen
• Products already in the cart are visually highlighted (colored border/background)
• The "Repeat Last Order" button copies all items and quantities from the dealer's last order — the rep just adjusts what changed. For dealers who reorder the same products monthly, this turns a 3-minute process into 30 seconds
• The sticky cart bar at the bottom always shows the item count and running total, even while scrolling through 50+ products
• Product categories collapse/expand so the rep can jump to the section they need

Screen 3 — Review Cart (before confirming):

┌──────────────────────────────┐
│  ← آرڈر کا جائزہ (Review)    │
├──────────────────────────────┤
│  🏪 Akbar Fertilizer Shop    │
│  💵 Cash Rate                │
│                              │
│  1. DAP Fertilizer 50kg     │
│     5 × Rs. 8,500 = 42,500  │
│                    [Edit ✏️]  │
│                              │
│  2. Urea 50kg               │
│     10 × Rs. 4,200 = 42,000 │
│                    [Edit ✏️]  │
│                              │
│  3. Pesticide XL 1L         │
│     3 × Rs. 1,800 = 5,400   │
│                    [Edit ✏️]  │
│                              │
│  ... (scroll for all items)  │
│                              │
│  ── Scheme ───────────────── │
│  [Big Quantity Offer ✓]      │
│  [None] [Seasonal] [Custom]  │
│                              │
│  ═══════════════════════════ │
│  Items: 3                    │
│  Total: Rs. 89,900           │
│  ═══════════════════════════ │
│                              │
│  ╔══════════════════════════╗│
│  ║  ✅ آرڈر کنفرم کریں     ║│
│  ║   (Confirm Order)        ║│
│  ╚══════════════════════════╝│
│                              │
│  ┌──────────────────────────┐│
│  │  ← Add more products     ││
│  └──────────────────────────┘│
│                              │
└──────────────────────────────┘

Important business rules for orders:

Rule	What it means
Cash vs Credit pricing	The same product has different prices depending on whether the dealer is paying cash or buying on credit. The rep picks this first, and all prices adjust accordingly.
Prices are fixed	Reps cannot type in their own prices. Prices come from the company's master price list. This prevents unauthorized discounting.
Discount schemes only	Discounts are applied through pre-approved scheme codes (e.g., "Big Quantity Offer"), not by editing prices.
Minimum/maximum quantities	Each product has min/max limits. The app enforces these.
Credit hold warning	If a dealer is on credit hold, the rep sees a big yellow warning. They can still book, but the order requires TM approval before processing.
Repeat last order	One tap copies all products and quantities from the dealer's most recent order. The rep adjusts what changed.
Editable until synced	A rep can change the order on their phone before it uploads. Once uploaded, changes require creating a new order.
Verification	Orders earn points immediately, but those points only become permanent after verification (manager spot-check in Phase 1, automatic ERP confirmation in Phase 2).

---

5.7 Dealer Collection Recording

What it does: When a dealer hands the rep cash, a cheque, or proof of an online transfer, the rep records it in the app. This is not a payment system — it simply acknowledges "this dealer gave us this amount" so the collection effort is visible to the company the same day, not weeks later when finance reconciles.

Why it matters: UDPL's monthly collections are a major part of the business. Today, this happens invisibly in the field and only becomes data when finance processes it. Raabta makes every collection event visible in real-time.

Workflow:

What happens after the rep saves:

Key business rules:

• Photo is always required (cheque photo, transfer receipt, or signed cash voucher)
• No points without a photo
• Points are "provisional" (temporary) until finance verifies the collection
• If finance finds a mismatch greater than 5%, points are reversed with a polite notification
• A PR (Payment Receipt) number is only assigned when finance approves — this matches UDPL's existing workflow
• Bank name and instrument number are captured separately for easy reconciliation

---

5.8 Complaints & Competitor Intelligence

Complaint capture: When a farmer or dealer reports a problem (product quality, delivery, pricing), the rep records it in under 10 seconds:

• Pick the farmer/dealer
• Select a category (product quality, delivery, pricing, other)
• Optional voice note
• Complaint routes to the manager's queue for action

Competitor intelligence: When the rep spots a competitor's products at a dealer:

• Pick the competitor brand from a chip list
• Select the product/SKU
• Enter the observed price
• Optional photo of the shelf
• Data aggregates into a regional intelligence feed for managers

Both features are lightweight — they should never slow down the rep's main workflow.

---

5.9 Sample Distribution

What it does: When a rep gives product samples to a farmer or dealer, they record it: who received it, which product, how many, and why. In Phase 2, this feeds into a "samples-to-conversion" report that shows which samples actually led to sales.

---

5.10 End of Day

What it does: At the end of the day, the rep taps "End Day" and sees a summary of everything they accomplished.

Screen — End of Day Summary:

┌──────────────────────────────┐
│  آج کا خلاصہ (Today's Summary)│
├──────────────────────────────┤
│                              │
│     🎉 شاباش! (Well done!)   │
│                              │
│  ╭────────────────────────╮  │
│  │  📍 Visits today:  8   │  │
│  │  📦 Orders booked: 2   │  │
│  │  💰 Collections:   1   │  │
│  │  ⭐ Points earned: 285 │  │
│  │  🔥 Streak: 15 days    │  │
│  ╰────────────────────────╯  │
│                              │
│  📊 You moved up 2 spots     │
│     on the leaderboard!      │
│                              │
│  ╭────────────────────────╮  │
│  │  ✅ آپ کا سارا کام     │  │
│  │  محفوظ ہے              │  │
│  │  (All your work is     │  │
│  │   saved)               │  │
│  ╰────────────────────────╯  │
│                              │
│  ╔══════════════════════════╗│
│  ║   👋 دن ختم کریں        ║│
│  ║     (End Day)            ║│
│  ╚══════════════════════════╝│
│                              │
└──────────────────────────────┘

Key details:

• The green "All your work is saved" message only appears when everything has synced to the server
• If items are still waiting to upload, the rep sees: "3 items pending — tap Sync Now" with a button
• This "safe to go home" message gives the rep peace of mind before turning off mobile data

---

5.11 Points, Leaderboard & Streaks

How the points system works (simplified):

Every activity earns points. Some activities earn bonus points for doing extra (like taking a photo or doing a complete stock count). Points are what drive the leaderboard and, eventually, real rewards.

What you do	Base Points	How to earn more
Check in for the day	10	—
Visit a farmer	20	+50% for photo, +30% for voice note, +50% for new farmer
Visit a dealer	25	+50% for photo, +50% for complete stock tally
Complete stock tally	15	+50% for checking every product (not skipping any)
Book an order	50 + bonus per unit	Confirmed in verification
Record a collection	30 + bonus per Rs. 10,000	Confirmed by finance
Complete all today's stops	30	+50% if every single stop was visited
End-of-day check-out	5	Only for complete days

Daily limits (to keep it fair):

Role	Max farmer visits/day for points	Max dealer visits/day for points
Field Officer (FO)	15	8
TM / TSM	6	4
Regional Manager	6	4
Business Manager	Not scored on individual visits

The Two-Layer Points System:

This is important to understand:

• Instant points appear the moment the rep taps Save — this is what makes the app feel rewarding
• Confirmed points are what actually count for leaderboards and rewards — they only lock in after the system verifies the activity was genuine
• The gap between instant and confirmed points is itself a useful signal: a rep whose numbers always match is trustworthy; a rep with a large gap needs attention

Leaderboard:

┌──────────────────────────────┐
│  🏆 لیڈر بورڈ (Leaderboard)  │
├──────────────────────────────┤
│  [Daily] [Weekly✓] [Monthly] │
│                              │
│  [My Team✓] [Territory]     │
│  [Region]   [National]      │
│                              │
│  ── % of Target Hit ──────  │
│                              │
│  🥇 1. Ahmed Khan    94%    │
│  🥈 2. Farooq Malik  87%    │
│  🥉 3. Imran Shah    82%    │
│     4. Rashid Ali     78%    │
│     5. Bilal Ahmed    75%    │
│     ···                      │
│                              │
│  ╭────────────────────────╮  │
│  │ 📍 YOU: #4 — 78%       │  │
│  │ +8 points to reach #3  │  │
│  ╰────────────────────────╯  │
│                              │
│  💡 Top performers this week │
│  visit 20% more farmers     │
│                              │
├──────────────────────────────┤
│  Today  │ Visits │ 🏆 │ Me  │
└──────────────────────────────┘

Key leaderboard rules:

• FOs compete with FOs, TMs with TMs, RMs with RMs — each role has its own leaderboard
• Rankings show % of target hit, not just raw points — so a rep in a smaller territory isn't permanently at the bottom
• Only the top 10 are shown + "your position" pinned at the bottom
• Never shows embarrassing low ranks without encouragement ("just 8 points to move up!")
• Resets are visible — monthly reset archives winners to a "Hall of Fame"

Streaks:

• Consecutive days of checking in
• Consecutive days of meeting your daily target
• Consecutive days with all visits verified (honest-visit streak)
• Leave and holidays preserve your streak — you won't lose it for taking a day off

---

5.12 Manager Surprise / Joint Visit

What it does: When a TM, RM, or BM physically meets an FO at a dealer or farmer location — whether planned or surprise — they record it in the app. This creates a two-way record: the manager was there, and the FO's work was witnessed.

Why it matters:

• Reps feel their work is seen, not just tracked by a machine
• Managers leave the same kind of "footprint" in the system as reps — it's not one-way surveillance
• RMs can see which TMs are actually going to the field vs. managing from a desk

How it works:

Key rules:

• This is separate from a manager doing their own dealer visit (that uses the regular visit flow)
• Surprise visits do not earn points — they are a management tool, not a gamification activity
• The record appears in the FO's timeline, so the FO knows their manager was there

---

5.13 Offline Capability

What it does: Everything in the app works without internet. The rep can check in, visit farmers, book orders, record collections — all with their phone in airplane mode. When internet returns, everything syncs automatically.

Why this is critical: UDPL's field force operates in rural Pakistan where mobile data is patchy at best. If the app doesn't work offline, it doesn't work at all.

How it works:

What the rep sees:

Icon	Meaning
☁️ Small cloud with checkmark	This activity has been uploaded to the server
⏳ Small clock	This activity is saved on your phone and waiting for internet

Key guarantees:

• No work is ever lost — even if the phone runs out of battery, the data is saved
• Photos upload separately from activity data — even on very slow internet, your visit records get through first, photos follow when the connection is stronger
• A "Sync Now" button is available if the rep wants to manually trigger a sync
• If a rep works offline for days, everything uploads cleanly when internet returns

---

5.14 Cycle Plans (How Visit Plans Are Created)

What it does: The TM creates a visit plan for each FO — which dealers and farmers to visit, in what order, with what priority. This plan drives "Today's Mission" on the FO's phone.

Who does it: Territory Manager, on the web dashboard

Workflow:

Key features:

• "Copy last cycle" — one click to duplicate the previous plan, then adjust
• Priority flags — mark important stops as high priority (appear first in the FO's list)
• Coverage tracking — the dashboard shows how much of the plan each FO has completed
• In Phase 2, route optimization will suggest the best order to visit stops

---

6. Phase 2 & Phase 3 — What Comes Next

6.1 Phase 2 — Enhanced

Feature	What it does	Business value
ERP Integration	Orders flow automatically from Raabta to the ERP system. Product lists, prices, and targets flow back.	Eliminates manual order re-entry. Orders reach ERP within hours, not days.
Automatic order verification	Once ERP integration is live, orders are verified automatically — no more manager spot-checks.	Faster, more reliable, scales to any number of reps. Unlocks monetary incentives.
Badges & Achievements	Reps earn badges for milestones: "First 100 visits," "30-day GPS verified streak," "5 new dealers onboarded," "Ramzan Warrior."	Deeper engagement. Badges are collectible, shareable, and give reps goals beyond daily points.
Route optimization	The app suggests the most efficient route to visit planned stops.	Less travel time, more productive visits.
Activity heatmap	Map view showing visit density across territories.	Instantly see which areas are well-covered and which are neglected.
Farmer/dealer scorecards	Each outlet gets a profile showing engagement history, order history, and visit patterns.	Better insights into which relationships need attention.
Push notification nudges	Smart reminders: "Your day is ready," "2 stops left," "Don't forget to check out."	Gentle habit reinforcement without being annoying. Max 4 per day.
Regional language support	Urdu + one regional language (Punjabi, Sindhi, or Pashto — chosen per territory).	More accessible for reps who are more comfortable in their regional language.
Manager mobile app	TMs and RMs can approve items, check team status, and manage queues from their phone.	Managers don't need to be at a laptop to act.

6.2 Phase 3 — Advanced (Post-ERP)

Feature	What it does	Business value
AI-tuned scoring	The points system is re-calibrated using real ERP data — activities that actually lead to sales get weighted higher.	Points system reflects business reality, not just guesswork.
Predictive coverage	System suggests which outlets to visit based on order patterns, stock levels, and seasonality.	Smarter territory coverage, not just routine.
Voice note search	Voice notes from visits are transcribed to text and become searchable.	Managers can skim notes as text instead of listening to hundreds of recordings.
Incentive payout automation	Reward calculations are automated and integrated with payroll.	Removes manual calculation errors and delays.
Farmer advisory module	Call center / advisory support for farmers, tracked through Raabta.	Expands the platform's role in farmer engagement.

---

7. Rewards & Recognition Program

7.1 Philosophy

Points must mean something. If top performers get the same treatment as everyone else, the leaderboard becomes a decoration. Raabta's rewards are designed to be:

• Visible — everyone knows who won and what they won
• Attainable — any honest, hardworking rep can earn rewards, not just those in high-potential territories
• Culturally resonant — recognition from leadership, shareable achievements, family-visible success

7.2 Non-Monetary Rewards (Available from Month 2)

These are powerful and cost almost nothing:

Reward	How it works
CEO-signed certificates	Physical certificates, delivered to the rep's home or office. Their family sees it.
WhatsApp-shareable "Top Performer" cards	Automatically generated card with the rep's photo, rank, and achievement. Designed to be shared in family and friend groups.
Recognition at monthly meetings	Top performers named and applauded at the monthly regional meeting.
Preferred route selection	Top performers get first pick of their next cycle plan.
Preferred leave priority	Top performers get priority for leave requests during high-demand periods.
Training selection priority	Top performers get first pick of training opportunities.
Branded merchandise	Cap, jacket, phone grip with Raabta/UDPL branding. Worn in the field = social proof.

7.3 Monetary Rewards (Available from Month 3+ / After ERP Integration)

Monetary rewards are tied to verified outcomes, not raw points. This is a deliberate safety measure — until the ERP can automatically confirm that orders were real, cash incentives are not turned on.

Reward	Who	Frequency
Cash bonus (top 3 per territory)	FOs	Monthly
Higher bonus + family dinner voucher	Regional winners	Quarterly
"President's Club" trip	Top 1% nationally	Annual

Why the delay on cash incentives?

In Phase 1, orders are verified through manager spot-checks — this is reliable but not airtight. Paying cash based on this creates a risk that reps (or managers) game the system for money. Once ERP integration is live (Phase 2), every order is automatically verified against real company records. Only then do cash incentives turn on. Until then, non-monetary recognition drives motivation — and it's surprisingly effective.

7.4 Hall of Fame — Employee & Territory of the Month

Every month, the system automatically identifies:

• Employee of the Month per region — highest % of target, with all activities verified
• Territory of the Month — best team performance on normalized scores

Winners get:

• A dedicated, celebratory page on the dashboard
• An automatically generated WhatsApp-shareable card
• CEO-signed certificate

The reveal happens on the 1st of each month, with a 48-hour delay to let any pending verifications settle before announcing.

7.5 Reward Timeline

---

8. Data Quality & Trust

8.1 How Raabta Ensures Honest Reporting

One of Raabta's most important jobs is ensuring the data is real. The system uses multiple automatic checks that run in the background — the rep doesn't need to do anything special, and honest reps are never affected.

Automatic verification checks:

In plain language:

Check	What it catches	How it works
Location check	Reps claiming visits from home	The system checks if the rep was physically near the farmer's or dealer's registered location
Time check	Drive-by "visits" (showing up for 5 seconds)	The system measures how long the rep was at the location. Minimum 1 minute for farmers, 2 minutes for dealers
Travel check	Impossible routes (2 visits 50 km apart within 10 minutes)	The system checks if it's physically possible to travel between consecutive visits in the time between them
Photo check	Reusing old photos	Each photo is checked for freshness — it must have been taken during this visit, not copied from a previous one
Device check	GPS spoofing apps	The system detects if the rep is using a fake-location app
Daily limits	Over-reporting	After 15 farmer visits or 8 dealer visits per day, no more points (prevents mass-stuffing)
New outlet rate limit	Inventing fake farmers/dealers	A rep can only add a limited number of new outlets per day without manager approval

8.2 What Happens When a Check Fails

The activity is never deleted — it's saved for the record. But it earns 0 confirmed points and goes into the manager's Review Queue. The manager can then:

• Approve it (false alarm — the check was too strict) → points are restored
• Reject it (confirmed issue) → remains at 0 points

If the manager never reviews it within 48 hours, it's flagged again for attention.

8.3 Order Verification (Two Approaches)

8.4 The Fairness Principle — How Leaderboards Stay Fair

A common concern: "Won't reps in big, rich territories always win the leaderboard?"

Raabta solves this with two views:

View	What it shows	Used for
Absolute points	Raw total points earned	Bragging rights, personal progress
% of target hit	How close the rep is to their personalized target	This is what drives rewards

Each rep has targets set by their TM based on their territory's potential. A rep in a small territory with a smaller target who hits 95% of it ranks higher than a rep in a large territory who hits only 60% of their bigger target.

This means: any honest, hardworking rep can win, regardless of territory size.

8.5 Appeals — What If the System Gets It Wrong?

No system is perfect. Sometimes a legitimate visit gets flagged (e.g., the farmer moved to a new field, or the GPS was inaccurate). Reps have a clear path to contest:

Important: There is no penalty for filing an appeal that doesn't go your way. Reps must feel safe pressing the button — otherwise they'll silently accept unfair adjustments, which kills trust.

8.6 First-Visit Seeding (New Outlets)

When Raabta launches, many farmers and dealers won't have GPS locations in the system yet. The system handles this gracefully:

1. First visit to a new outlet: The rep's GPS location is recorded as the outlet's initial location. Points are awarded at 60% of normal (reduced trust for first visit).
2. TM confirms the location: Using the dashboard, the TM verifies the location is reasonable (comparing to known village maps or subsequent visit patterns).
3. From the second visit onward: Full verification checks apply and full points are awarded.

This solves the chicken-and-egg problem: you need GPS locations to verify visits, but you need visits to get GPS locations.

---

9. Manager Dashboard & Reports

9.1 Dashboard Overview

The web dashboard is where TMs, RMs, BMs, and HQ staff monitor field operations. It is organized around what needs attention, not just raw data.

9.2 Dashboard Pages

Page details:

#	Page	Who uses it	What it shows
1	Unblocking View	TMs (landing page)	Dealers running low on stock, missed priority farmers, pending complaints, competitor alerts. Designed to make the manager feel useful, not punitive.
2	Overview	RMs, BMs, HQ	National/regional KPIs: activity volume, visit quality ratio, instant-vs-confirmed gap, top/bottom territories
3	Territories	TMs, RMs	Sortable list of territories with key metrics. Drill down to individual reps.
4	Rep Profiles	TMs	Individual rep timeline with map, activity breakdown, points history, hours worked, flagged history
5	Coverage	TMs, RMs, BMs	Two numbers per rep/territory: Unique outlets visited (the coverage signal) and Total visits (including repeat visits to the same outlet). Shown vs cycle target.
6	Orders	TMs, RMs	Booked orders list: verified vs pending, value, trend
7	Leaderboards + Hall of Fame	Everyone	Same data reps see, plus manager-only metrics. Hall of Fame shows monthly winners with shareable cards.
8	Flagged Activity Review	TMs, RMs	Activities that failed automatic checks. One-click approve/reject with reason. Bulk actions for patterns.
9	Appeals Queue	TMs	Rep-initiated disputes. Shows the evidence, failed check, rep's reason. One-click uphold or reverse.
10	Cycle Plans	TMs	Build and manage visit plans for each FO. Drag-and-drop, priority flags, "copy last cycle" shortcut.
11	Manager Activity	RMs, BMs	Every manager's own field visits and surprise/joint visits. Shows which TMs are hands-on and which are desk-bound.
12	Collections Reconciliation	Finance, TMs	Provisional collection events awaiting verification. Approve (issues PR number), flag mismatch, mark not found. Bulk approve from bank statements.
13	Master Data	Admins	Manage farmers, dealers, products, territories, targets, user accounts, GPS location confirmations.
14	Reports & Exports	Everyone	Scheduled and on-demand CSV/PDF reports.

9.3 Key Reports Available

Report	Frequency	Key Data
Daily Activity Summary	Daily	Check-ins, visits, orders, collections per rep
Weekly Performance	Weekly	Hours worked, coverage %, visits (unique + total), points, rank
Territory Coverage	Weekly	% of cycle plan completed per rep, per territory
Order Summary	Weekly/Monthly	Order value, count, verification status
Collection Summary	Weekly/Monthly	Collection amounts, modes, reconciliation status
Leaderboard Snapshot	Weekly/Monthly	Rankings, targets vs actuals, trend
Flagged Activity Report	Weekly	Issues detected, manager action taken, resolution rate
Manager Field Presence	Monthly	Manager visit counts, territories covered

9.4 Filtering & Drill-Down

Every page supports filtering by:

• Territory — see one or multiple territories
• Rep — focus on a specific person
• Date range — any period
• Activity type — visits, orders, collections, etc.
• Flagged only — show only items that need attention

Filters persist as you navigate between pages.

---

10. Rollout & Training Plan

10.1 Phase 0 — Preparation (Before Pilot)

Before a single rep uses the app, these must be done:

Task	Why	Who
Territory boundaries agreed	The system needs to know which territory each rep belongs to	HQ + RMs
Rep-to-territory mapping locked	Each rep is assigned to exactly one territory	TMs
Dealer master cleaned	Duplicate and outdated dealers removed	Admin team
Farmer master cleaned	At minimum, a "build through visits" strategy is agreed	Admin team
Product list locked	Current products with prices loaded	HQ
Dealer GPS locations collected	For each dealer, a GPS location is captured or planned for rep-seeding	Regional teams

Skipping Phase 0 is the #1 reason field sales app rollouts fail. Do not compress it.

10.2 Pilot Strategy

10.3 Training Approach

Principle: Train-the-trainer. Train the TMs first — they become the trainers for their FOs.

Stage	What	Duration	Format
TM Training	TMs learn the system inside-out: mobile app + dashboard	2-day workshop	In-person, hands-on
FO Training	Each TM trains their FOs: install → login → check-in → one visit → leaderboard → done	60 min group + 15 min 1:1	In-person, hands-on
Leave-behind materials	Laminated one-page visual guide in Urdu + offline video in app	—	Physical + digital
Ongoing support	WhatsApp group per region + weekly 30-min video clinic during rollout period	Ongoing	WhatsApp

Key training rules:

• No PowerPoint slides. Everything is hands-on with real phones.
• Structure: Install → Login → Check in → Practice one visit → See the leaderboard → Done.
• A "Raabta Dost" (Raabta Friend) is appointed in each territory — one tech-comfortable rep who helps others. They receive a small stipend for 3 months.
• New users are buddy-paired with a confident user for their first two weeks.

10.4 Feature Drip (Don't Overwhelm)

The app is not turned on all at once. Features are introduced gradually:

Important: In the early steps, when only check-in and dealer visits are in the app, reps continue capturing farmer visits and other activities using their current method (paper/WhatsApp). The TM maintains a simple published list: "These activities go in Raabta, these still go on paper." The paper list shrinks to zero as features go live.

10.5 Change Management

Timing	Action
Before launch	Top 3 Regional Managers publicly endorse Raabta in their WhatsApp groups. Top-down social proof matters more than training.
Month 1	Leaderboard is for fun only. No salary impact. No real incentives. Announced loudly. Reps need to fail safely and learn without fear.
Month 2	Non-monetary incentives turn on: certificates, shareable cards, recognition at meetings, preferred routes.
Month 3+	(After ERP integration) Monetary incentives turn on: cash bonuses, family dinners, President's Club.
Ongoing	For any workflow live in Raabta: stop doing it on WhatsApp/paper. Dual entry kills adoption. This directive must come from RM level in writing.

10.6 The "Raabta Dost" Program

Each territory gets one Raabta Dost — a tech-comfortable rep who becomes the local champion:

• Selected during pilot based on who adapts fastest
• Receives a small monthly stipend for 3 months
• Is the first point of contact for peers who struggle with the app
• Reports common issues and suggestions to the product team
• Rotated quarterly to prevent single-person dependency

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11. Success Metrics

11.1 Adoption Metrics (Are people using it?)

Metric	Target	Timeframe
Daily active reps (check in daily)	≥90%	Within 60 days of territory rollout
Same-day activity capture	≥85%	Within 60 days
Activities passing quality checks	≥80%	Within 90 days

11.2 Business Metrics (Is it making a difference?)

Metric	What it measures	Direction
Territory coverage	% of dealers/farmers visited in their cycle	Reportable per rep per week for the first time
Productive visit ratio	Visits that led to a meaningful outcome (order, sample, follow-up)	Target: ≥70%
Order capture ratio	% of dealer visits that produce a booked order	Trending upward month-over-month
Collection visibility	Collections recorded same-day vs current delay	From days/weeks to same-day
Order-to-ERP latency	Time from booking to ERP entry	From days to <1 hour (after Phase 2)

11.3 System Health Metrics (Is the system working well?)

Metric	What it measures	Target
Sync freshness	Time from rep saving an activity to server receiving it	Median ≤5 min when online
Flagged activity rate	% of activities failing quality checks	Should trend down after week 4, stay <5%
Review completion	Flagged items reviewed by managers within 48 hours	≥95%
Manager responsiveness	"Can you tell me what Rep X did yesterday?"	Answered in <30 seconds using the dashboard

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12. Risks & Mitigations

#	Risk	Likelihood	Impact	How we address it
1	Reps refuse to adopt / resist the change	High	Critical	Gradual rollout, on-site champions (Raabta Dost), month 1 with no consequences, non-monetary rewards from month 2, monetary rewards from month 3. Build trust before demanding compliance.
2	Mass fake reporting in early days	High (early)	High	GPS + time + photo + travel checks + daily limits + clawback. Cheating earns fewer points than doing 3 real visits. Not worth the effort.
3	Poor connectivity in rural areas breaks the workflow	Medium	High	The entire app works offline. Pilot deliberately in a weak-signal area first.
4	App too slow on cheap phones	Medium	High	Designed for Rs. 15K–20K phones from day one. Performance tested weekly on real devices.
5	Leaderboard feels unfair (big territory always wins)	Medium	Medium	Rankings by % of target, not raw points. Every rep competes against their own goal.
6	ERP integration takes longer than expected	High	Medium	Raabta runs fully standalone. ERP is an enhancement, not a dependency.
7	Manager doesn't review flagged activities	Medium	Medium	Auto-escalation after 48 hours. Review completion tracked as a manager KPI.
8	Privacy concerns around GPS/photos	Medium	High (legal)	GPS captured only at events (not continuous tracking). Explicit farmer consent for photos. Clear Urdu messaging: "We only know where you are when YOU tap the green button."
9	"Raabta Dost" becomes single point of failure	Medium	Medium	Rotate champions quarterly. Document everything in a playbook.
10	Scope creep — stakeholders want it to become a full CRM	High	Medium	Clear non-goals list (Section 2.4). Reviewed every sprint. Say no.
11	Vacant TM territories cause chaos	Medium	High	System automatically routes all work to the RM. FOs see a clear message about who is acting as their TM. One-click handover when new TM is appointed.

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13. Glossary

Term	Meaning
FO (Field Officer)	Frontline sales person who visits farmers and dealers daily
TM / TSM (Territory Manager / Territory Sales Manager)	Manages a team of FOs in a territory
RM (Regional Manager)	Oversees multiple territories within a region
BM (Business Manager)	Oversees one or more Business Units (groups of regions)
BU (Business Unit)	A grouping of regions (UDPL uses "North" and "South")
HQ (Head Office)	Central management team
Cycle Plan	A weekly/monthly schedule of which reps visit which outlets
Today's Mission	The rep's daily view of their cycle plan — prioritized list of stops for today
Instant Points	Points shown immediately when the rep saves an activity (motivational)
Confirmed Points	Points that have been verified and count for rewards
Audit Adjustment	When points are corrected after verification — explained to the rep in plain language
Quality Gates	Automatic checks that verify activities are genuine (location, time, photos, etc.)
Review Queue	Dashboard queue of activities that failed automatic checks, awaiting manager decision
Appeals Queue	Dashboard queue of rep-initiated disputes about point adjustments
Coverage (Exclusive)	Number of unique outlets visited in a period — the primary coverage measure
Coverage (Total)	Total number of visits including repeat visits to the same outlet
Rate Policy	Whether a dealer order uses cash prices or credit prices
Scheme Code	A pre-approved discount or promotion (e.g., "Big Quantity Offer")
PR Number	Payment Receipt number — issued by finance when a collection is verified
Raabta Dost	A tech-comfortable rep who helps peers in their territory for the first 3 months
Seeding	The process of establishing GPS locations for outlets that don't have one yet
Geo-tag	The registered GPS location of a farmer or dealer, used for visit verification
Offline-first	The app works fully without internet; data syncs when connectivity returns
ERP	Enterprise Resource Planning — the company's core business system for orders, inventory, finance

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This document was prepared based on UDPL's business documents, operational reports, and iterative planning sessions. It describes the business requirements for the Raabta field sales application.