Business Development Executive Graduate Experience Jobs in Bangalore

About the RoleThis role is ideal for a self-motivated professional with a hunter mentality who thrives in fast-paced, entrepreneurial environments.This is a Business Development role focused on achieving annual sales targets, building and converting a sales pipeline, collaborating with partners, and maintaining regular reporting to support business growth.Key Responsibilities:Plan and achieve the Sales target assigned for the year.Build a pipeline by prospecting clients to generate qualified leads/ opportunities.Progress opportunities to sign and close deals.Work closely with their OEM company/ Distributor counterparts to work jointly with customers to cross-sell and close business deals.Generate, track and maintain reports (weekly/ monthly) to have internal business discussions on superiors on business plans, implementation and growth.Requirements:Must-Have :Minimum 2-3 years in B2B sales or business development, preferably in a Cloud Solutions, Technology or a SaaS product company.Demonstrated track record of meeting or exceeding sales targets.Strong ability to prospect, qualify, and generate leads independently.Skilled in presenting, negotiating, and closing business deals.Experience working with OEMs, distributors, or channel partners.Proficiency with CRM tools (e.g., Salesforce, Zoho, HubSpot).Ability to create and analyze weekly/monthly sales reports.Excellent verbal and written communication.Strong relationship-building skills with internal and external stakeholders.Good to Have:Graduate in any discipline (bachelor

Job Title: Business Development Executive (IT Sales)Location: BangaloreExperience: 1 Year (12 Months) experience in IT Sales (hardware/software preferred)About the RoleWe are looking for a dynamic and result-oriented Business Development Executive to drive IT sales, build strong client relationships, and contribute to business growth. The ideal candidate should have experience in selling IT products and solutions, with a strong understanding of customer needs.Roles & ResponsibilitiesIdentify client requirements and recommend suitable IT products, services, and solutionsGenerate leads, engage with customers, and close sales opportunitiesFocus on selling hardware and software offeringsBuild and maintain long-term customer relationships for retention and satisfactionCollaborate with technical teams to deliver customized solutionsAchieve sales targets and contribute to overall revenue growthQualification & skillsGood understanding of IT products, services, and solutionsStrong communication, negotiation, and presentation skillsAbility to understand customer pain points and offer effective solutionsBasic knowledge of the local language is preferred

We are looking for a motivated Business Development Executive to join our team in Bangalore. In this role, you will focus on driving growth and expanding our market presence. **Key Responsibilities:**- **Lead Generation:** Identify and reach out to potential clients through various channels to create new business opportunities and expand our client base.- **Client Meetings:** Conduct meetings with prospective clients to understand their needs and present our products or services, ensuring a clear understanding of how we can add value.- **Market Research:** Analyze market trends and competitor activities to provide insights that inform our business strategy and help us stay ahead in the industry.- **Proposal Development:** Prepare and present tailored proposals to clients, showcasing our offerings and aligning them with the clients' requirements to facilitate successful negotiations.- **Relationship Management:** Build and maintain strong relationships with clients by providing excellent service and support, ensuring long-term partnerships and repeat business.- **Sales Reporting:** Track and report on sales metrics, such as leads and conversions, to measure performance and identify areas for improvement.**Required Skills and Expectations:**Candidates should possess at least 2 to 3 years of experience in business development or sales. Strong communication and interpersonal skills are essential, as you will need to engage with clients effectively. A results-driven mindset with the ability to work independently and as part of a team is expected. Proficiency in using CRM systems and other sales tools will be beneficial. Candidates must be male and should be prepared to work full-time from our office in Bangalore.

About the RoleWe are looking for a highly motivated B2B Sales Executive to drive business growth by acquiring new clients for our recruitment and staffing services. The candidate will be responsible for identifying companies with hiring needs (IT & Non-IT roles), building relationships, and closing staffing agreements.Key ResponsibilitiesIdentify and approach companies (startups, SMEs, corporates) for hiring requirementsGenerate leads through field visits, cold calling, networking, LinkedIn, and referralsUnderstand client hiring needs (IT & Non-IT roles) and pitch our recruitment solutionsFix meetings and present company services professionallyNegotiate commercial terms and close deals with proper agreementsCoordinate with internal recruitment team to fulfill client requirementsMaintain strong client relationships for repeat businessTrack and update sales pipeline, leads, and conversionsAchieve monthly and quarterly sales targetsKey Skills RequiredStrong communication and interpersonal skillsConfidence in field sales and client interactionBasic understanding of recruitment/staffing industry (preferred but not mandatory)Negotiation and closing skillsSelf-driven and target-oriented mindsetAbility to work independently and as part of a team

We are looking for a motivated Business Development Executive to join our team in Bangalore. This full-time role will involve driving sales and expanding our market presence. You will work closely with clients and partners to foster strong relationships.**Key Responsibilities:**- **Identify New Business Opportunities:** Research and identify potential clients and market trends to create new leads for the business.- **Build Client Relationships:** Establish and maintain relationships with new and existing clients to understand their needs and provide tailored solutions.- **Prepare Proposals and Presentations:** Create compelling proposals and presentations to effectively communicate our services and convince potential clients of their value.- **Achieve Sales Targets:** Meet and exceed sales targets set by management, contributing to the overall success of the company.- **Market Research:** Monitor industry trends and competitors to stay updated and help strategize for future growth.- **Collaboration with Teams:** Work closely with marketing and product teams to align services with market demands and enhance client satisfaction.**Required Skills and Expectations:**The ideal candidate should have 2 to 3 years of experience in business development or sales. Strong communication and interpersonal skills are essential to effectively engage with clients. You should be highly motivated, results-driven, and proficient in using CRM software to track sales activities. A good understanding of market trends and the ability to work independently, as well as part of a team, is expected. Excellent negotiation and presentation skills will also be critically important for success in this role.

client outreach, quotation handling, documentation coordination, target achievement and lead generation. A technical qualification in Mechanical, Instrumentation, or Electronics along with prior sales experience in calibration services is preferred. strong communication skills, and proficiency in MS Office are essential. Candidates must own a two-wheeler for field travel.

We are Hiring Position: Business Development Executive (BDE)Location: BangaloreCompany: Akshayakalpa Farms and Foods Pvt. Ltd.Join Akshayakalpa Farms and Foods Pvt Ltd, leading Organic Dairy Organization.Akshayakalpa is looking for Business Development Executive (BDE) who will support in identification and development of new business opportunities for Akshayakalpa. The role involves market research, partner outreach, proposal preparation, and coordination with internal teams to drive business growth. This position is ideal for candidates with strong communication skills, analytical thinking, and a keen interest in business development within the agriculture and FMCG sector, we want to hear from you.Key Responsibilities: Assist in researching and identifying potential business opportunities and partners. Conduct market research and analyze industry trends to identify new business opportunities. Assist in developing and executing business development strategies and plans. Assist in creating and delivering presentations and proposals to potential partners. Coordinate with internal teams to ensure successful execution of business development initiatives. Support the business development team in day-to-day tasks, including administrative tasks.Eligibility Criteria and Must-Have-- Degree in Business Administration, Marketing, or related field- Minimum 1 year of experience in Food Industry (preferably dairy industry) (BDE role - Agent Owned Distribution)- Willingness to travel- Own two-wheeler and smartphone- Strong written and verbal communication skills.- Ability to conduct market research and analyze industry trends.- Detail-oriented with strong organizational skills.- Proficient in Microsoft Office and Google Suite.- Ability to work independently and as part of a team in a fast-paced environment.- Passion for business development and desire to learn and grow in the field- Languages: Kannada & English (Mandatory)- Salary: As per industry standardsApply now and be a part of a purpose-led journeyInterested candidates can share their resume at: lakshmi.bharadwaj@akshayakalpa.orgCompany website - www.akshayakalpa.org

Job Title: Business Development ExecutiveIndustry: IT ServicesWork Mode: OnsiteJoining: ImmediateFull-time positionExperience: 1 year is preferred.Location: HSR Layout, Sector 7, Bengaluru - 560102About the Role:Were on the lookout for a dynamic and motivated Business Development Executive to join our growing IT services team! If you love talking to people, generating leads, and exploring opportunities through LinkedIn, Apollo, and Lusha, youll fit right in.What Youll Do:Generate leads through LinkedIn Sales Navigator, Apollo, and Lusha.Reach out to potential clients via cold calls, emails, and LinkedIn outreach.Research target industries and identify decision-makers.Maintain and update lead information in CRM tools.Collaborate with the team to convert leads into clients.Meet and exceed weekly/monthly lead generation goals.What Were Looking For:Fresher or up to 1 year of experience in lead generation / inside sales/business development.Interest or background in IT services/technology sales.Good communication and interpersonal skills.Familiar with tools like LinkedIn Sales Navigator, Apollo, or Lusha (bonus points if you already use them!)Energetic, target-driven, and eager to grow in the sales field.Why Join us:Fun, youthful, and high-energy work cultureGreat learning curve in the IT services domainPerformance-based incentivesOpportunities to grow your career fast

Key Responsibilities: Engage with prospective clients to understand their learning and career goals Provide structured guidance on suitable programs and solutions Build long-term relationships through clear communication and follow-ups Support business growth by assisting qualified prospects through the enrollment process Collaborate with internal teams to ensure a smooth client experience Maintain accurate records of interactions and progress updates Contribute to team objectives through consistent performance Stay updated on product offerings and industry trends

Communn is looking for a Sales Executive to drive B2B SaaS revenue growth in Bengaluru through new client acquisition, product demos, and consistent pipeline management. This is a full-time, work-from-office role.Key detailsJob Title: Sales Executive B2B SaaSCompany: CommunnExperience: 12 years in B2B SaaS salesWork Mode: Work from officeLocation: BengaluruCompensation: Competitive fixed salary + performance-based incentives + bonusesKey responsibilitiesGenerate qualified B2B leads through outbound prospecting, networking, and inbound enquiry follow-ups.Conduct high-impact online and in-person product demonstrations to decision makers and buying committees.Manage the end-to-end sales pipeline: prospecting, qualification, solution pitching, proposal, negotiation, and closure.Consistently achieve and exceed monthly and quarterly sales targets and activity metrics.Collaborate closely with Customer Success/Product teams to ensure smooth onboarding and a strong customer experience.Maintain accurate and timely records of all opportunities, activities, and forecasts in the CRM.Track market trends, competitor offerings, and customer feedback to suggest improvements in sales messaging and product positioning.Skills and qualifications12 years of proven experience in B2B SaaS sales, preferably selling to SMBs or mid-market clients.Strong understanding of SaaS sales cycles, subscription models, and value-based selling.Proficiency in using CRM tools (e.g., HubSpot, Salesforce, or similar) for pipeline and activity management.Excellent verbal and written communication skills with strong presentation and demo capabilities.Highly self-motivated, target-oriented, and comfortable working in a fast-paced startup environment.Ability to build relationships, handle objections, and drive negotiations to closure.Bachelors degree in Business, Marketing, or a related field is preferred.What Communn offersHigh-growth environment with ownership and learning opportunities in B2B SaaS sales.Attractive incentive and bonus structure linked to performance.Opportunity to work closely with the leadership team and make a visible business impact.

Contact and counsel students/professionals on courses, convert leads to admissions via follow-ups, handle calls/emails/social media, update CRM, meet targets, and share performance reports.Must have an Android phone and laptop.

Role: Business Development Executive Client: Krismar Hiring Partner: Intropeer Locations: 1. Mysore 2. Bangalore 3. Udupi Shimoga (covering both locations) Travel Position requires travel within city and outside also. All expenses shall be reimbursed by company Requirements:- Candidates should be from Tiles, Granite, Ready mix concrete. Any Building materials industry which involves B2B sales. He should have extensive network of relations with Purchase managers and also Architects. Notice Period - Immediate to 10 days. Salary Package - 40k to 45k per month depending on experience.

Key Responsibilities* Identify, approach, and onboard corporate & institutional clients* Build tie-ups with companies, startups, HR/Admin teams & business owners* Generate visa requirements for employee, business & official travel* Conduct in-person meetings with management-level stakeholders* Visit offices, business parks & commercial hubs* Execute cold calls, follow-ups & outbound emails* Build and manage a strong B2B lead pipeline* Maintain long-term corporate relationships & repeat business* Track daily activities and achieve monthly/quarterly targetsEligibility & Qualification* Any graduate with strong communication & interpersonal skills* 12 years of experience in B2B / Corporate / Field Sales / Business Development* B2B service sales experience is an added advantage* Visa / travel industry experience not mandatoryBenefits : Salary + Incentives Assets provided: Mobile & Laptop

The Senior Business Development Executive in Bangalore will be responsible for driving sales and developing new business opportunities. This role requires 5-7 years of experience, with a focus on MS Office proficiency, sales and business development skills. The ideal candidate must be a graduate male with the ability to work from the office full time. Experience in Aerospace is preferred.

Job description:We are seeking a dynamic and results-driven Sales Executive to join the team at Electra (Bangalore), a forward-thinking, GAT-registered entity (GST Reg. No. $23EJNPS9935J2ZB$) leading the shift in modern energy and EV charging infrastructure.This crucial role is centred on driving revenue growth by aggressively pursuing new business opportunities, managing the full sales cycle, and establishing Electra as the partner of choice for EV charging and related infrastructure projects, particularly in the B2B and B2G (Business-to-Government) sectors. The ideal candidate will have a proven track record in solution-based selling within the infrastructure, real estate, or energy sectors.Key Responsibilities:1. Business Development & Revenue Growth: Target Market Penetration: Actively identify, prospect, and secure new clients and projects within target segments, including commercial real estate, residential developers, fleet operators, and government/municipal entities for EV charging and solar infrastructure solutions. Full Sales Cycle Management: Manage the entire sales process from initial lead generation and qualification through to contract negotiation and closing. Tender & Proposal Management: Work closely with the Project Management and Technical teams to develop compelling, high-quality sales proposals, bids, and responses to Requests for Proposals (RFPs) and tenders. Achieve Sales Targets: Consistently meet or exceed assigned monthly, quarterly, and annual sales and revenue targets.2. Client Relationship & Solutions Selling: Consultative Sales Approach: Conduct thorough needs assessments for potential clients, advising them on the optimal Electra infrastructure solutions (e.g., AC/DC chargers, site planning, solar integration). Key Account Management: Build and maintain strong, long-lasting customer relationships, acting as the primary point of contact for key accounts and ensuring high client satisfaction. Market Intelligence: Stay current on industry trends, competitor activities, and changes in EV/renewable energy regulations to inform sales strategies.3. Sales Administration & Reporting: CRM Management: Maintain accurate and timely records of all sales activities, pipeline status, and customer information in the Customer Relationship Management (CRM) system. Forecasting & Reporting: Provide accurate sales forecasts, pipeline reports, and performance reviews to the management team. Contract Finalization: Facilitate the legal and financial approval process for new contracts, ensuring adherence to company policies and profitability goals.Required Skills & Qualifications: Education: Bachelors degree in Business, Marketing, Engineering, or a related technical field. Technical Acumen: Ability to quickly understand and effectively communicate technical details of EV charging equipment, installation processes, and related infrastructure components.Job Type: Full-timeBenefits: Commuter assistance Flexible schedule Leave encashment Paid sick time Work from homeExperience: Sales: 1 to 5 years (Preferred)Language: English (Preferred) Hindi KannadaWork Location: Remote

Job Title: Business Development Executive HNI SalesLocation: BangaloreCompany: I Cap Financial ServicesAbout Us:I Cap Financial Services is a trusted name in the financial domain, offering a wide range of investment solutions including Unlisted Shares, Pre-IPO Opportunities, Equities, Mutual Funds, PMS/AIF, and other financial products. We specialize in building strong relationships with HNI clients and delivering high-value investment opportunities.Role Overview:We are seeking a dynamic and driven Business Development Executive to focus on acquiring, managing, and expanding our High Net-Worth Individual (HNI) client base. The ideal candidate should have excellent communication skills, a passion for sales, and a keen interest in financial markets.Key Responsibilities:Identify and acquire new HNI clients for investment in Unlisted Shares, Pre-IPO, and other financial products.Pitch investment opportunities and build long-term relationships with clients.Understand client needs and provide customized investment solutions.Stay updated with market trends, product offerings, and competitor activities.Achieve sales targets and contribute to overall revenue growth.Work closely with the advisory and research team to deliver value-driven investment strategies.Requirements:Bachelors degree in Finance, Business, or a related field (MBA preferred).Proven interest or prior experience in sales/financial services/investment products.Strong communication, negotiation, and presentation skills.Ability to engage and build rapport with HNI clients.Goal-oriented with a passion for achieving targets.Knowledge of equities, unlisted shares, or investment products will be an added advantage.What We Offer:Attractive performance-based incentives.Exposure to exclusive Pre-IPO and Unlisted Share opportunities.Growth-oriented environment with strong career progression.Opportunity to work closely with market experts andHNIinvestors.

Key Responsibilities: Identify and generate leads through field visits, networking, and online channels. Meet potential clients to present and promote VTAMINMs financial services such as Business Loans, Debt Solutions, and Investment Offerings. Build and maintain strong client relationships to ensure repeat business and referrals. Develop and execute strategies to achieve monthly and quarterly sales targets. Coordinate with internal teams for proposal preparation, documentation, and client onboarding. Conduct market research to identify business opportunities and competitive trends. Maintain accurate records of sales activities and client interactions in CRM tools. Represent the company in client meetings, business events, and industry forums.Requirements & Qualifications: Bachelors or Masters degree in Business Administration, Marketing, or Finance (BBA/MBA preferred). 13 years of experience in Sales or Business Development, preferably in financial services or related sectors. Excellent communication, negotiation, and presentation skills. Strong client relationship management and networking abilities. Proactive attitude with a results-oriented mindset. Comfortable working in a hybrid role (field + office). Proficiency in MS Office.

We are seeking a highly motivated and results-driven Sales Pro to join our dynamic sales team. In this role, you will be responsible for identifying, negotiating, and closing corporate deals with a focus on long-term partnerships. Your ability to scope the market, understand client needs and build relationships will be key to driving revenue growth and expanding our market presence. Key Responsibilities: Prospecting and Lead Generation: Identify and target potential corporate clients through research, networking, and outreach. Client Engagement: Build and maintain strong relationships with key decision-makers, understanding their needs and presenting tailored solutions. Negotiation and Closing: Lead negotiations for corporate deals, ensuring favourable terms while addressing client concerns and closing contracts effectively. Market Analysis: Conduct market research to identify trends, competitive positioning, and opportunities for new business. Collaboration: Work closely with marketing, product, and customer service teams to ensure a cohesive approach to client engagement and service delivery. Sales Strategy Development: Contribute to the development of sales strategies and campaigns to achieve corporate sales targets. Performance Tracking: Monitor sales performance metrics, providing regular reports and insights to management. Account Management: Provide ongoing support and relationship management for existing corporate clients, ensuring their needs are met and identifying opportunities for upselling. Qualifications: Master's degree in business, Marketing, or a related field. Background in Engineering a plus 4 years of experience in corporate sales, B2B sales, or a related field. Proven track record of achieving sales targets and closing high-value deals. Excellent negotiation, communication, and interpersonal skills. Strong analytical skills with the ability to understand market dynamics and client need

Job Title - Area Business Executive (Pharma Industry Medical Devices)Location: Bangalore, KarnatakaExperience:For Science Background Candidates: Minimum 1 year of experience in the healthcare industry.For Non-Science Background Candidates: Minimum 1.5 years of experience in the healthcare industry.For D. Pharma Candidates: Minimum 1.5 years of relevant healthcare experience.Job Summary:As an Area Business Executive (ABE), you will contribute to driving business growth and supporting healthcare solutions in the medical devices sector. Your role will involve engaging with healthcare professionals and hospital administrators, ensuring the delivery of strategic marketing initiatives and on-ground support to maximize business opportunities in your assigned territory.Role and Responsibilities:Promoting client companys product portfolio of surgical and medical products to healthcare professionals.Product Demonstrations and Technical Support.Cold-Calling and Lead Generation.Application Support for Medical Devices.Generating demand in your designated territory.Comprehensive Coverage and Relationship Building with Doctors and OT staff, based on the classifications and guidelines provided by the company.Implement sales strategies within your designated territory to achieve sales targets.Collect relevant market information and provide timely reports to the Area Business Manager (ABM).Adhere to company systems and values, ensuring a professional and compliant approach in all activities.Key Skills:Strong communication and interpersonal skillsEffective presentation and negotiation abilitiesProven selling expertise with an innovative mindsetProficient in information gathering and analysisHigh learning agility, adaptable to healthcare salesFamiliarity with IT tools for enhanced sales execution

1. Meeting doctors and OT staff, promotionand demand generation for the requisiteproduct portfolio.2. To ensure complete coverage of doctors asper the specifications and classificationsgiven by the Company.3. To implement the sales strategies in therespective territory of the Company.4. To collect the various relevant marketinformation & submit it to the ABM.5. To respect and work within the systems andthe values of the company.Science Graduate. Non Science Background will beconsidered ONLY if +1.5 Years Health care CompanyExp. (Current). D.Pharma Candidates shall beconsidered only if Relevant Health care CompanyExp. Of Min 1.5 yrs

Fluent in English communication Candidate should be aware to work under 3rd partypayroll 2-3 years post-graduation; experience in sales /marketing & in healthcare and surgical industrypreferred His age should be less than 35 Years. Qualification preferably BSC, B. Pharma. Minimum 1 to 2 years Pharma/Medical Devices fieldworking experience,-Should be ready for field work, big coverage area.-Candidate should have local area experience, wherewe have vacancy

We are seeking a highly motivated and results-driven Sales Pro to join our dynamic sales team. In this role, you will be responsible for identifying, negotiating, and closing corporate deals with a focus on long-term partnerships. Your ability to scope the market, understand client needs and build relationships will be key to driving revenue growth and expanding our market presence. Key Responsibilities: Prospecting and Lead Generation: Identify and target potential corporate clients through research, networking, and outreach. Client Engagement: Build and maintain strong relationships with key decision-makers, understanding their needs and presenting tailored solutions. Negotiation and Closing: Lead negotiations for corporate deals, ensuring favourable terms while addressing client concerns and closing contracts effectively. Market Analysis: Conduct market research to identify trends, competitive positioning, and opportunities for new business. Collaboration: Work closely with marketing, product, and customer service teams to ensure a cohesive approach to client engagement and service delivery. Sales Strategy Development: Contribute to the development of sales strategies and campaigns to achieve corporate sales targets. Performance Tracking: Monitor sales performance metrics, providing regular reports and insights to management. Account Management: Provide ongoing support and relationship management for existing corporate clients, ensuring their needs are met and identifying opportunities for upselling. Qualifications: Master's degree in business, Marketing, or a related field. Background in Engineering a plus 4 years of experience in corporate sales, B2B sales, or a related field. Proven track record of achieving sales targets and closing high-value deals. Excellent negotiation, communication, and interpersonal skills. Strong analytical skills with the ability to understand market dynamics and client need

Job Summary:We are currently seeking a client servicing professional with expertise in the events industry. This individual will actas the primary point of contact for clients, ensure smooth event delivery, and identify new business opportunitiesthrough strategic relationship building.Job Description:1.Primary Contact Serve as the main liaison for key clients, ensuring their needs are understood and met.2.Build Relationships Cultivate long-lasting, trust-based relationships with clients.3.Understand Client Needs Gain a clear understanding of client goals and challenges to offer tailored solutions.4.Team Collaboration Work closely with internal teams (creative, operations, logistics) to deliver successfulevents.5.Manage Events Oversee event planning and execution, including logistics, budget management, and vendorcoordination.6.Post-Event Feedback Conduct debriefs and gather client feedback to drive continuous improvement.7.Lead a Team Guide and mentor junior client servicing team members, fostering a high-performance culture.8.Support Event Execution Be actively involved on the ground during events to ensure smooth operations andclient satisfaction.9.Identify Growth Opportunities Explore and propose opportunities to grow business within existing accounts.10.Enhance Client Satisfaction Design and implement strategies to improve client retention and satisfaction.11.Collaborate with Sales Partner with sales and operations to support new client acquisition and pitchdevelopment.12.Monitor Performance Track service quality metrics and recommend improvements as needed.13.Prepare Reports Create timely reports for management summarizing client feedback, performance data, andservice insights.

Grab this opportunity and earn good amount.Total requirement is for 500 Candidates in August Month.1. Grad with Min 1 year Relevant experience (Calling/Customer service Exp) mandate .2. Flexible to work in any shift between 9 am to 9 pm(any 9 hrs shift).3. 6 days working.4. Candidate should be ok with Rotational Offs. Ok with travelling on their own and should be ok even if Sunday is not a fixed Off / Week off.5. Hiring is for all candidates who can work from our office based at Bangalore, Varthur location - B&M. 6. Candidates should have all documents relevant to submit for OB and BGV7. Onboarding / Induction will be at Smart works office, Varthur location.8. Should be fine with 23 K CTC/ Month, with 18200/- Take home Salary.