JP5122005B1 - Sales support device, sales support method, and sales support program - Google Patents

Abstract

To provide a sales support device, a sales support method, and a sales support program that are beneficial to customers and that can promote sales to sellers.
A management server SV functioning as a sales support device provides each page of a shopping site through the Internet to a terminal device T3 operated by a customer who is considering application for a product. The management server SV receives a product application request from the terminal device T3, and returns a sales application completion page on which a message indicating completion of product application and a message guiding the next product are displayed. , Receiving a notification requesting application for a product from the terminal device T3, returning an application completion page displaying a message indicating the completion of application of the product, invalidating the application information indicating the first purchased product, and proposing the product And second sales processing means for processing the application information as valid.
[Selection] Figure 3

Description

  The present invention relates to a sales support device, a sales support method, and a sales support program that provide a shopping site that can promote purchase of goods and services.

  2. Description of the Related Art Purchases of goods and services at shopping sites via the Internet, which is an example of a telecommunication line, are actively performed. However, as shopping sites are prosperous, consumers as customers tend to prefer shopping sites with discounts and benefits as shopping site choices. Various proposals have been made as shopping sites that are designed to increase purchasing motivation (see, for example, Patent Documents 1 to 3).

  Patent Document 1 discloses discount service data (product ID, discount rate, etc.) based on a user classification corresponding to an input user ID to a client terminal that has transmitted data requesting execution of a discount service setting process. ) And writing the discount service data in the cookie file of the client terminal, it is possible to more easily realize a mechanism for providing various services to users and providing different services for each user. A commodity transaction management device is described.

  Further, in Patent Document 2, it is presumed that the customer is at a loss in purchasing the product, such as storing the browsing history of the product page for each terminal specified from the cookie and browsing the same product page in a short time. A dynamic promotion system in an EC site that transmits incentive information with an electronic coupon such as discount or free shipping as a response to a request for viewing a product page based on a predetermined condition is described.

  Further, in Patent Document 3, when it is determined that a discount is applied on a shopping site on which a discount advertisement indicating an amount to pay a part of the price of goods in accordance with provision of consumer personal information is displayed, A shopping support device is described that transmits consumer contact information to the advertiser's advertisement requester terminal instead of receiving a discount.

  On the other hand, as a sales method, high-order product sales called up-sell are known. This up-sell is a method of recommending the same type and higher-order item to the prospective purchaser of the product. For example, this method includes a method of recommending a 50-inch or 60-inch screen having a large and powerful screen size to a customer who visits an electronics store to purchase a 42-inch flat-screen TV.

JP 2005-4650 A JP 2007-72730 A JP 2008-97140 A

  Shopping sites that use this upsell technique are also known. In a shopping site provided by a conventional sales support device, select the product you want to purchase from the product browsing page, put it in the shopping cart and proceed to the checkout page. The purchase page, shipping address, and payment method will be displayed on the confirmation page. When confirming, the contents recommending upsell are displayed.

However, the seller recommends upsells that are beneficial to the customer on the confirmation page, but the customer is too worried whether to purchase the current product or the recommended product. In order to get a margin, all purchases may be put on hold, the page display may be closed, and the purchase itself may be stopped. This would be counterproductive to sales promotion.
Also, if you are interested in a product sold on a shopping site and want to apply for a free sample, if you recommend an upsell, you may still cancel the application for the free sample. There is a risk of adverse effects.

  SUMMARY OF THE INVENTION An object of the present invention is to provide a sales support device, a sales support method, and a sales support program that are beneficial to customers and that can promote sales to sellers.

  The sales support device of the present invention provides a sales device that provides each page of a shopping site through a telecommunication line to a terminal device operated by a customer who is considering applying for provision of goods or services (hereinafter referred to as an application object). A support unit, a communication unit that communicates with the terminal device via the telecommunication line, an application target introduction unit that guides an application target to the terminal device, and an application request notification transmitted from the terminal device. In response to the application request notification indicating the application request for the application object guided by the application object introducing means, the application information relating to the application object requested for application is stored in the storage means, and a message indicating the completion of application of the application object and A first sales processing means for sending back a message guiding an application proposal for the provision of the next product or the next service (hereinafter referred to as a proposal object); A proposal application request notification transmitted from the first sales processing means is sent back in response to the proposal application request notification indicating the proposal application request guided by the first sales processing means. And a second sales processing means.

  The sales support method of the present invention is a sales support method for providing each page of a shopping site through a telecommunication line to a terminal device operated by a customer who is considering an application to be applied. A step of transmitting a page in which the application object is guided by the application object introduction means to the terminal device, and an application request notification transmitted from the terminal device, the application object being guided by the application object introduction means In response to the application request notification indicating the application request, the application information relating to the application object requested by the first sales processing means is stored in the storage means, and a message indicating the application completion of the application object and the next product or the next A step of returning a message guiding the application proposal for the provision of services (hereinafter referred to as a proposal object) to the terminal device, and transmission from the terminal device The second sales processing means returns a message indicating the completion of the proposal target application in response to the proposal request request notification indicating the proposal target request requested guided by the message. And a step.

  According to the present invention, the first sales processing means returns a message indicating the completion of the application to be applied to the terminal device together with a message for guiding the next application proposal. Can receive. And since the 2nd sales processing means receives the notification which requests application of the proposal object from a terminal device, and returns the message which shows application completion of proposal object, there is no worry that a customer stops the first application.

It is desirable that the second sales processing means invalidates the application information stored in the storage means and validates upsell application information related to the proposal target requested for application.
The second sales processing means invalidates the application information indicating the first application object and performs the replacement process of enabling the upsell application information related to the proposal object, so that the proposal object presented after the application is sold. be able to.

The first sales processing means counts the time after returning a message for guiding the application proposal to the terminal device, and when a proposal application request notification is not transmitted from the terminal device even after a predetermined time has passed, It is desirable to provide a function for transmitting a message for guiding the application proposal again.
Highly appealing to the customer can be achieved by transmitting a message to propose again to the customer who has not applied for the proposal target after a predetermined time has elapsed. In addition, since it is after the final product purchase is confirmed, it is possible to prevent the customer from quitting the purchase itself because the proposal target is recommended to the customer.

  The second sales processing means returns a message indicating completion of the application for the proposal object, and further guides an application proposal for provision of the next product or next service (hereinafter referred to as an additional proposal object). In response to an additional proposal application request notification transmitted from the terminal device and indicating an additional proposal target application request guided by the second sales processing means. , Replying a message indicating completion of the application of the additional proposal object, invalidating the upsell application information stored in the storage means, and validating the double upsel application information related to the additional proposal object requested for application It is desirable to provide sales processing means.

  The second sales processing means transmits a message for further guiding the application proposal to the customer who applied for the proposal object, so that a more favorable application object can be presented to the customer. Then, the third sales processing means receives the notification requesting the application for the additional proposal target from the terminal device, invalidates the upsell application information, enables the information indicating the additional proposal target, and performs the replacement process. The additional proposal object presented after applying for the proposal object can be sold.

  It is preferable that the sales processing means has a function of notifying the message by one or both of a web page and an e-mail. Any one of the first to third sales processing means can notify the message by a web page or an e-mail.

  The sales processing means, when notifying a message for guiding the application proposal by e-mail, publishes the URL generated from the identification information for specifying the application object that has been applied for in the e-mail, and sends the URL from the terminal device to the URL. As a new application can be confirmed by invalidating the application information as an application request for the proposed application, and validating the new application information, the terminal device can be confirmed by e-mail. You can easily confirm your application.

  The sales support apparatus according to the present invention is a sales support apparatus that functions as a sales support apparatus for providing each page of a shopping site through a telecommunication line to a terminal device operated by a customer who is considering an application for provision of goods or services. A support program comprising: a communication unit that communicates the computer with the terminal device via the telecommunication line; an application target introduction unit that guides an application target to the terminal device; an application request notification transmitted from the terminal device In response to an application request notification indicating an application request for the application object guided by the application object introducing means, the application information relating to the application object requested for application is stored in the storage means, and the application object application completion is indicated. A first sales processing means for returning a message and a message guiding an application proposal for the provision of the next product or the next service A proposal request notification sent from the terminal device, indicating that the proposal target application has been completed in response to the proposal request request notification indicating the proposal target request guided by the first sales processing means. It can be realized by a sales support program characterized by functioning as a second sales processing means for replying.

  According to the sales support device, the sales support method, and the sales support program of the present invention, it is beneficial for the customer by promoting the proposal target that is a proposal for the application that is advantageous to the customer after the purchase, and promotes the sales for the seller. Can be made.

It is a figure which shows the structure of the sales assistance system which concerns on Embodiment 1 of this invention. It is a figure which shows the structure of the management server of the sales support system shown in FIG. It is a figure for demonstrating operation | movement of the management server shown in FIG. 2, and operation | movement of a terminal device. It is a figure which shows an example of an application page. It is a figure which shows an example of the state which selected goods on the application page. It is a figure which shows an example of an upsell page. It is a figure which shows an example of an upsell application completion page. It is a figure which shows an example of the electronic mail which proposes an upsell. It is a figure for demonstrating operation | movement of the management server of the sales assistance system which concerns on Embodiment 2 of this invention, and operation | movement of a terminal device. It is a figure which shows an example of the electronic mail which proposes an upsell. It is a figure which shows the structure of the management server of the sales assistance system which concerns on Embodiment 3 of this invention. It is a figure for demonstrating operation | movement of the management server shown in FIG. 11, and a terminal device. It is a figure which shows an example of an upsell page. It is a figure which shows an example of a double upsell page. It is a figure which shows an example of a double upsell application completion page. It is a figure which shows an example of the application page for acquiring a free sample.

(Embodiment 1)
A sales support apparatus according to Embodiment 1 of the present invention will be described with reference to the drawings.
The management server SV shown in FIG. 1 provides a shopping site operated by an operating company, and is a computer that functions as a sales support apparatus by operating a sales support program.

This management server SV is communicably connected to terminal devices T1 to T3 operated by a customer who is considering application for goods and services via the Internet W which is an example of a telecommunication line.
The terminal devices T1 to T3 are computers having a browsing function capable of accessing a shopping site and displaying each page. The terminal device T1 is a desktop personal computer. The terminal device T2 is a notebook personal computer. The terminal device T3 is a mobile phone called a smartphone having a function of accessing the Internet W.

Here, the configuration of the management server SV will be described with reference to FIG. In FIG. 2, input means such as a keyboard and mouse and display means such as a liquid crystal display are not shown.
The management server SV has a communication unit 11, an application target introduction unit 12, a first sales processing unit 13, a second sales processing unit 14, a cancellation unit 16, and a storage unit 17 as main components. .
The communication means 11 is for communicating with the terminal devices T1 to T3 via the Internet W, and can be a LAN.

The application target introduction unit 12 has a function of reading an introduction page on which the content description or price of the application target is displayed from the storage unit 17 and transmitting it to the access source terminal devices T1 to T3.
The first sales processing means 13 stores application information related to the requested application in the storage means 17 in response to the application request notifications from the terminal devices T1 to T3, and a message indicating the completion of the application of the application and the next It has a function to send back a message that guides the application proposal of the product or the next service provision (hereinafter referred to as the proposal object).
The second sales processing unit 14 is a proposal application request notification transmitted from the terminal devices T1 to T3, and responds to the proposal application request notification indicating the proposal target application request guided by the first sales processing unit 13. Thus, a message indicating completion of the proposal target application is returned, the application information stored in the storage means 17 is invalidated, and the upsell application information related to the proposal target requested for the application is valid.
The cancel unit 16 cancels the application reservation to be applied by a cancel operation from an input unit (not shown) by an administrator or a cancel input from the terminal devices T1 to T3 by a cancel page.
The storage unit 17 includes, in addition to the OS and various applications, a sales support program for operating the server SV as a sales support device, page information constituting each page of the shopping site, application information that is information related to the application, proposal target Stores information on upsell application information, double upsell application information on additional proposals, information indicating the validity or invalidity of these application information, application codes associated with these application information, various settings, etc. It is a readable and writable nonvolatile memory. The storage means 17 can be a hard disk drive or a flash memory.

The operation and use state of the management server SV functioning as the sales support apparatus according to Embodiment 1 of the present invention configured as described above will be described with reference to the drawings.
In the present embodiment, the management server SV is accessed from the terminal device T3 that is a smartphone. In the present embodiment, a net shop that sells oligosaccharides in a bag unit will be described as an example of a shopping site. Therefore, the application target is a product.

As shown in FIG. 3, the customer operates the terminal device T3 to enter a net shop from a search result by a search site, from an affiliate or link posted on another site, or directly by inputting a URL. The SV is accessed (step S10).
In response to the access request from the terminal device T3, the application target introduction unit 12 of the management server SV transmits an application page P1 in which the application target is guided and the application can be input (step S20). The terminal device T3 receives and displays the application page P1 transmitted from the management server SV (step S30).

The application page P1 shown in FIG. 4 displays a message area P11 that guides the sale of oligosaccharides that are products, and an input form P12 that inputs information for purchase.
In the input form P12, purchased product selection area P122 including a product selection pull-down menu P121 for specifying the type of product, and personal information for inputting personal information such as a customer's name, address, telephone number, e-mail address, date of birth, etc. An input form P123, a delivery method input form P124, a settlement method input form P125, an agreement check box P126, and an application button P127 that is an interface indicating purchase are displayed.

  The customer inputs an order (step S30). For example, if the customer plans to purchase only one bag of oligosaccharide for one month, the customer selects “one-time delivery” from the pull-down menu P121. By this selection, as shown in FIG. 5, the number display of the purchased product selection area P122 is switched to “1”. Further, the message area P11 for guiding the sale is switched to a display showing the price. In this case, since only one bag of oligosaccharide is purchased, the fixed price “2,980 yen” is displayed together with the packaging bag.

Next, the customer inputs personal information in the personal information input form P123. If the product is purchased for the second time or more on this site, the customer inputs a check in the check box P128 in the easy input column. By doing so, the application target introduction unit 12 searches and displays the personal information stored in the storage unit 17 using the mail address and the telephone number.
If the customer is the first customer to purchase a product on this site, personal information is input based on the respective input fields.

  Then, the customer inputs into the delivery method input form P124 for designating the delivery method, the settlement method input form P125 for designating the settlement method, and the consent check box P126 indicating that the personal information protection policy has been agreed. Then, the application button P127 is pressed (step S40).

  When the application button P127 is pressed, a notification of application request for the product designated in the product selection pull-down menu P121 is transmitted from the terminal device T3 to the management server SV (step S50).

  In the management server SV, the first sales processing means 13 determines whether or not various types of information entered in the input form P12 are correctly entered. Information relating to payment information, information relating to delivery as delivery information, information relating to the application object requested for purchase (purchased product: one oligosaccharide bag) as application information, and storing means associated with an application code indicating an automatically generated application number 17. In addition, the first sales processing means 13 completes the application of the upsell page on which the message indicating the application completion of the application target and the message for guiding the application proposal of the next product or the provision of the next service (proposed target) are posted. A page is returned to the terminal device T3 (step S60).

  Further, the first sales processing means 13 up-sells an e-mail in which a message indicating the completion of the application for the application target and a message for guiding the application proposal for the provision of the next product or the next service (proposed target) are posted. Is sent back to the terminal device T3 as a mail proposing (step S70).

  The terminal device T3 receives and displays the upsell page P2 transmitted from the management server SV (step S80). Further, the terminal device T3 receives and displays an email for proposing upsells transmitted from the management server SV (step S90).

  In the upsell page P2 shown in FIG. 6, a message P21 indicating completion of application for a product, a message P22 for guiding a next application proposal, and an application button P23 that is an interface for requesting an application from the terminal device T3. , A cancel button P24, which is an interface for notifying that the proposal target is not purchased and is left as it is, is displayed.

  In the message P21 indicating the completion of product application, the product name, price, quantity, and payment amount are displayed. In this case, since only one bag of oligosaccharide for one month was purchased, the total amount of consumption tax and shipping cost is displayed as “3,170 yen”.

In the message P22 for guiding the next application proposal, first, “Please do not close the page” is displayed as a message for appealing to the customer. On the upsell page P2, if a customer who has purchased a fixed price for one month is reserved for the next purchase (regular purchase from the following month), the discount rate of the product price including the first purchase 10% is displayed as an application proposal. Further, the upsell page P2 displays that even if the next application reservation is made, if the application reservation is canceled by the deadline, the application reservation is canceled and the first purchase is maintained. This deadline is the date before the proposed purchase is executed (the day before one month later). For example, if the application reservation date is October 24, the deadline is November 23.
In other words, after the first purchase is confirmed, the customer who makes a reservation for the next application is subject to a 10% discount sale of all the products after the next including the already purchased products.

  When the customer does not purchase the proposal object, that is, when the customer is satisfied with the regular price sale of one bag of oligosaccharides for one month, the customer presses the cancel button P24. Further, when the customer purchases the proposal target, that is, when he / she is attracted to discount sales and applies for the next application reservation, the user presses the application button P23.

  In this way, by displaying the page that recommends the next attractive product after the purchase is confirmed, even if the cancel button P24 is pressed, the purchase of the first oligosaccharide bag that has been purchased is confirmed. It is possible to prevent the customer from quitting the purchase due to the recommendation to the customer.

By pressing the application button P23, a notification of an application request (a proposal application request notification) is notified from the terminal device T3 to the management server SV (step S100). In the management server SV, the second sales processing means 14 invalidates the application information stored in the storage means 17 and validates the upsell application information related to the proposal object requested for application, and performs replacement.
In other words, the application information indicating one oligosaccharide bag of “2,980 yen” purchased at the regular price on the application page P1 is 10% discount for one oligosaccharide bag confirmed to be purchased, and 1 with a 10% discount. Replaced with upsell application information indicating that one bag is to be purchased periodically one month later.

This replacement may be performed by any method as long as the application information can be invalidated and the upsell application information can be validated. For example, the upsell application information may be overwritten on the application information, or flags indicating validity and invalidity may be associated with each information and specified by this flag. In addition, the timing for invalidating the application information and validating the upsell application information may be performed at the stage when the proposal application request notification is notified, or until the product is requested to be sent to the delivery company. Good.
Further, as shown in FIG. 7, the second sales processing means 14 returns an upsell application completion page P3 indicating completion of the proposal target application to the terminal device T3 (step S110). On the upsell application completion page P3 displayed on the terminal device T3, since one bag of the regular price of 2,980 yen was purchased at a discount rate of 10%, a total of 2,872 yen including the shipping cost of 190 yen is displayed ( Step S120).

In the terminal device T3, in addition to the upsell page P2 in step S90, the proposal target is temporarily set by an e-mail indicating application completion transmitted from the first sales processing means 13 in step S70 as application completion mail. You can make a reservation.
The e-mail shown in FIG. 8 includes a message indicating the completion of the application to be applied and a message for guiding an application proposal for the next product. In this e-mail, a URL generated from an application number specifying application information indicating an application for which purchase has already been confirmed is posted.

  This URL is recognized by the mail software as a link address from the character string when the electronic mail is viewed by mail software operating on the terminal device T3. Therefore, when browsing with the mail software, the access request to the address designated by the URL is notified to the management server SV as a proposal application request notification by just clicking this URL (step S130).

  In the first embodiment, the URL to be guided by e-mail is a URL generated from an application number that identifies an application that has already been confirmed, but not only the application number but also the application date and time can be specified. The generated information, the information generated from the customer number corresponding to the customer, or other identification information can be used.

When there is an access request to the address designated by the URL from the terminal device T3, the second sales processing means 14 of the management server SV first specifies the application number from the URL of the access request destination. Next, the second sales processing means 14 specifies the application information stored in the storage means 17 from this application number, thereby invalidating the application information requested for application on the application page P1, and regarding the proposal object requested for application. Replacement is performed by validating upsell application information (new application information). In other words, information (application information) about products (one bag of oligosaccharides) that have already been confirmed for purchase, and products to be newly purchased (the current product and regular purchases from the following month are 10% discount) Replace the information about (upsell application information). When the purchase reservation is completed by one click, the second sales processing means 14 returns an e-mail notifying that the application is not completed to the terminal device T3 (step S140). Further, the second sales processing means 14 transmits a page indicating application completion (not shown) to the terminal device T3 as the URL of the access request destination URL. The customer can know that the upsell application reservation has been completed by the returned application completion e-mail (step S150).
By replacing the application information with the upsell application information, the customer will purchase oligosaccharides from the next month onwards. Can be purchased at a 10% discount.

As with the upsell page P2, by recommending the next attractive product after confirming the purchase by e-mail indicating the completion of the application, it is possible to prevent the customer from quitting the purchase because the recommendation target was recommended to the customer. it can.
In addition, since a temporary reservation can be made with a single click, the customer can easily request an application for a proposal.

In this way, after purchasing one bag at the regular price, the customer is encouraged to purchase a regular subscription with a discount, and the customer can replace the regular-purchased product purchased at the beginning of the regular purchase with the discounted product. It is beneficial for the seller and can promote the sale for the seller.
As a result, the management server SV can make it easier to accept a reservation for regular purchases from the sale of one single bag.

  In this embodiment, the upsell page P2 is transmitted as an application completion page from the management server SV to the terminal device T3, and an e-mail indicating the application completion is transmitted to guide the proposal proposal to be proposed. To the customer, but may be either a web page or email. However, it is preferable to notify both of them because the recognition degree to the customer can be improved and the sales effect is improved.

When canceling an application reservation for a month after the customer is proposed, the administrator can cancel from the cancellation page by contacting the operating company via e-mail or telephone, or from the terminal devices T1 to T3. To cancel. By this cancellation, the canceling unit 16 cancels the application reservation to be applied (cancellation of settlement processing and delivery arrangement).
In this way, even if an application reservation is made, if the application is canceled by the deadline, the original application is returned, so that the customer can purchase the product with peace of mind.

In the first embodiment, only by accessing the URL posted in the e-mail, the second sales processing means 14 applies the application information about the product that has already been confirmed for purchase and the product to be newly purchased. The upsell application information is replaced, and a page indicating application completion is transmitted to the terminal device T3. However, in response to an application request transmitted by accessing the URL posted in the e-mail, the second sales processing means 14 transmits a confirmation page and clicks a confirmation button on the confirmation page. A new application may be confirmed by an operation by the device.
In this way, it is possible to let the customer operate two or more clicks and confirm the application for a product to be newly purchased. However, since the operation by the terminal device becomes complicated, the URL posted in the e-mail is accessed. It is desirable to confirm the purchase of a product to be newly purchased.

(Embodiment 2)
A sales support apparatus according to Embodiment 2 of the present invention will be described with reference to the drawings. Note that steps S210 to S290 in FIG. 9 are the same as steps S10 to S90 in FIG.
The sales support apparatus according to the second embodiment is characterized in that an e-mail that guides the proposal proposal for the proposal target is transmitted again to the customer who has not provisionally reserved the proposal target.

The first sales processing means 13 counts the time after returning an e-mail containing a message for guiding the application proposal to the terminal device T3 (step S300).
For example, when the first sales processing unit 13 determines that the proposal application request notification is not transmitted from the terminal device T3 even after several hours to several days have elapsed, the first sales processing unit 13 transmits a message for guiding the application proposal again (step). S310).

  An example of the e-mail at this time is shown in FIG. The e-mail displayed on the terminal device T3 shown in FIG. 10 includes a message indicating the application completion of the application target and a message guiding the application proposal for the next product. Then, similar to the e-mail shown in FIG. 8, this e-mail contains a URL generated from an application number that identifies an application that has already been confirmed (step S320).

  When the second sales processing means 14 of the management server SV has an access request (suggest application request notification: step S330) to the address specified by the URL from the terminal device T3, the application number is specified from the URL, and the next In addition, by specifying the application information stored in the storage means 17 from this application number, the application information requested by the application page P1 is invalidated, and the upsell application information (new application information) relating to the proposal object requested for application. Replacing the application by validating Hereinafter, step S340 and step S350 shown in FIG. 9 are the same as step S110 and step S120 shown in FIG.

  As described above, the up-sell page P2 shown in FIG. 6 and the e-mail shown in FIG. 8 again send an e-mail for proposing upsell to a customer who did not purchase the proposal target after a predetermined time. Therefore, a high appeal to customers can be achieved. In addition, since it is after the final product purchase is confirmed, it is possible to prevent the customer from quitting the purchase itself because the proposal target is recommended to the customer.

(Embodiment 3)
A sales support apparatus according to Embodiment 3 of the present invention will be described with reference to the drawings. In addition, about FIG. 11, the thing of the same structure as FIG. 2 attaches | subjects the same code | symbol, and abbreviate | omits description. Also, Step 410 to Step S450 in FIG. 12 are the same as Step S10 to Step S50 shown in FIG.
The sales support apparatus according to the second embodiment is characterized in that after upsell is performed, an upsell (referred to as a double upsell) is further proposed.
As shown in FIG. 13, the first sales processing means 13 returns an upsell page P4, which is an application completion page, to the terminal device T3 that has purchased one bag of oligosaccharide through the application page P1 (step S460). In addition, the first sales processing means 13 up-sells an e-mail in which a message indicating completion of application for the application target and a message for guiding the application proposal for the next product or the next service (proposed target) are posted. Is sent back to the terminal device T3 as a mail proposing (step S470).
In the terminal device T3, the upsell page P4 shown in FIG. 13 is displayed (step S480). Then, a message P41 indicating completion of application for the product, a message P42 for guiding the next application proposal, and an application button P43 which is an interface for requesting an application for proposal from the terminal device T3 are displayed.

In the message P41 indicating the completion of the application for the product, since one bag of the regular price of 2,980 yen is purchased, 3,170 yen is displayed as a total including the shipping fee of 190 yen.
In the message P42 for guiding the next application proposal on the upsell page P4, first, “Please do not close the page” is displayed as a message for appealing to the customer. And, for customers who have purchased regular price, as a proposal for application, it is displayed that 7% discount and free shipping will be offered for regular price purchase by replacing the purchase of 1 bag with the simultaneous purchase of 3 bags. .
That is, after the initial purchase is confirmed, discount sales of a plurality of bags with a high discount rate (in this case, three oligosaccharides) are targeted for proposal instead of purchasing one bag.

  When the customer does not purchase the proposal object, that is, when the customer is satisfied with the regular price sale of one bag of oligosaccharide, the customer ends this page or moves to another site. In addition, when the customer purchases the proposal target, that is, when he / she is attracted to discount sales and applies for the next application reservation, the user presses the application button P43.

  In this way, by displaying a page that recommends the next attractive product after the purchase is confirmed, even if you do not purchase 3 bags of oligosaccharides, the purchase of the first oligosaccharide of the first bag is confirmed. Therefore, it is possible to prevent the customer from quitting the purchase itself because the proposal target is recommended to the customer.

  By pressing the application button P43, a notification of an application request (a proposal application request notification) is notified from the terminal device T3 to the management server SV (step S490). In the management server SV, the second sales processing means 14x invalidates the application information obtained by purchasing one bag of oligosaccharides to be applied at a fixed price, and validates the upsell application information with a 7% discount for three bags. To replace the application. Further, as a result of this purchase notification, the second sales processing means 14 returns a double up-selling page, which is an application completion page indicating that the application to be proposed has been completed, to the terminal device T3 as shown in FIG. Step S500).

  In the terminal device T3, the double upsell page P5 shown in FIG. 14 is displayed (step S510). In the double upsell page P5, there are a message P51 indicating the completion of application for the product, a message P52 for guiding the next application proposal, and an application button P53 which is an interface for requesting an additional proposal target from the terminal device T3. It is displayed. Further, it is displayed that even if the next application reservation is made, if the application reservation is canceled by the deadline, the application reservation is canceled and the first purchase is maintained. This deadline is the date before the proposal target purchase is executed (the day before three months later). For example, if the application reservation date is October 24, the deadline is January 23 of next year.

In the message P51 indicating the completion of the application for the product, since the three bags of the regular price of 2,980 yen are purchased at a discount rate of 7%, 8,300 yen is displayed as a total including the shipping fee of 190 yen. The total price of the three bags is 8,940 yen, 7% of which is 625.8 yen, but the discount is 640 yen.
In the message P52 for guiding the next application proposal on the double up-selling page P5, first, “Please do not close the page” is displayed as a message for appealing to the customer. For customers who purchased 3 bags at a discount rate of 7%, if the next purchase after the purchase of 3 bags is booked as an additional proposal target, all the products from the next time, including already purchased products, will also be included 15% discount sale is displayed. In other words, after confirming the purchase of the 3 bags to be proposed, customers who have made an application reservation for 3 bags after the next 3 months (regular purchase to purchase 3 bags every 3 months) have already purchased The target of additional proposals is to sell 15% discount on all subsequent products including products.

  If the customer does not purchase the additional proposal object, that is, if the customer is satisfied with the 7% discount sale of 3 bags of oligosaccharides, the customer ends this page or moves to another site. In addition, when the customer purchases an additional proposal target, that is, when he / she is attracted to a large discount sale and applies for the next application reservation, he / she presses the application button P53 and inputs a check.

  In this way, by displaying a page that recommends the next attractive product after confirming the purchase, the purchase of the three oligosaccharides has been confirmed without making the next reservation. It is possible to prevent the customer from quitting the purchase due to the recommendation to the customer.

  When the application button P53 is pressed by the terminal device T3, a notification of an application request (additional proposal application request notification) is notified from the terminal device T3 to the management server SV (step S520). In the management server SV, the third sales processing means 15 invalidates the up-sell application information for purchasing the proposed three bags of oligosaccharides at a discount rate of 7%, gives a 15% discount, and after 3 months The application will be replaced by validating the double up-selling application information indicating that a regular purchase of 3 bags is purchased every 3 months. Further, as shown in FIG. 15, the third sales processing means 15 returns a double up-selling application completion page P6 indicating completion of the application of the additional proposal target to the terminal device T3 (step S530). On the double upsell application completion page P6 displayed on the terminal device T3, since a bag of a regular price of 2,980 yen was purchased at a discount rate of 15%, a total of 7,789 yen is displayed (step S540).

  This replacement may be performed by any method as long as the upsell information can be invalidated and the double upsell application information can be validated. For example, the upsell application information may be overwritten on the application information, or flags indicating validity and invalidity may be associated with each information and specified by this flag. In addition, the timing for invalidating the application information and validating the upsell application information may be performed at the stage when the proposal application request notification is notified, or until the product is requested to be sent to the delivery company. Good.

  In this way, it is possible to easily make an order for a reservation for one bag to three regular purchases by presenting a product with a high discount rate to the customer.

  Although the e-mail transmitted in step S470 is not shown, this e-mail also includes a message indicating the completion of the application indicating that the fixed price purchase of one bag has been made to the customer who has purchased the fixed price as in the upsell page P4. As an application proposal, a 7% discount and a message that shipping costs are free by replacing the purchase of one bag with the simultaneous purchase of three bags are posted (step S550). Further, in the e-mail, similarly to the e-mail shown in FIG. 8, a URL generated from an application number that identifies an application that has already been confirmed is posted.

  In the terminal device T3, with just one click of this URL, an access request to the address specified by the URL is notified to the management server SV as a proposal application request notification (step S560).

  When there is an access request to the address specified by the URL from the terminal device T3, the second sales processing means 14x of the management server SV first identifies the application number from the URL. Next, the second sales processing unit 14x specifies the application information stored in the storage unit 17 from this application number, thereby invalidating the application information requested for application on the application page P1, and regarding the proposal object requested for application. Replace the application by validating the upsell application information. In other words, information (application information) about products that have already been purchased (one bag of oligosaccharides) and information about products that are newly purchased (purchasing three bags of oligosaccharides with a 7% discount) (up) Cell application information). When the reservation for the purchase is completed by one click, the second sales processing means 14x displays a message indicating that the application has been completed (not shown), a message for guiding the next application proposal, and an additional proposal target as the terminal device T3. An e-mail recommending a double upsell in which a URL for requesting an application is posted is returned to the terminal device T3 (step S570).

In the terminal device T3, an e-mail having the same content as that of the double upsell P5 shown in FIG. 14 is displayed (step S580).
In the terminal device T3, the access request to the address designated by the URL is notified to the management server SV as an additional proposal application request notification by simply clicking on the URL posted in the e-mail (step S590).
As a result, in the management server SV, the third sales processing means 15 invalidates the application information obtained by purchasing 3 bags of oligosaccharides to be applied at a discount rate of 7%, reduces the application information to 15%, and applies for 3 months. Subsequent applications will be replaced by validating double upsell application information (new application information) indicating that you will be purchasing 3 bags every 3 months. Further, the third sales processing means 15 returns an e-mail indicating completion of application for the additional proposal target to the terminal device T3 (step S600). In the e-mail displayed on the terminal device T3, it is possible to confirm that 7,789 yen has been purchased as a total because three bags with a regular price of 2,980 yen were purchased at a discount rate of 15% (step S610).

  As described above, even in the case of an e-mail, it is possible to easily make an order for a purchase of one bag to a regular purchase of three bags by presenting a product with a high discount rate to a customer, like a web page.

When the customer cancels the application reservation for 3 bags after 3 months, which is the target of the additional proposal, the administrator can contact the operating company via e-mail or telephone as in the case of the first embodiment, Cancel or access the cancel page from the terminal devices T1 to T3 to cancel. By this cancellation, the canceling unit 16 cancels the application reservation to be applied. For example, if the cancellation date is October 24, the deadline is January 23, which is three months later.
In this way, even if an application reservation is made, if the application is canceled by the deadline, the original application is returned, so that the customer can purchase the product with peace of mind.

  Although the first to third embodiments have been described above, the present invention is not limited to this. For example, in the first to third embodiments, the customer purchases an oligosaccharide on the application page P1 (see FIG. 5) transmitted from the application target introduction unit 12 of the management server SV. The initial purchase by the application page P1 which is a chance to present an application proposal (up-sell) or an additional proposal target (double up-selling) may be acquisition of a free sample by the application page P7 shown in FIG.

In the application page P7 shown in FIG. 16, as in the personal information input form P123 of the application page P1, a personal information input form P71 for inputting personal information such as a customer's name, address, telephone number, mail address, date of birth, etc. Is posted. In addition, on the application page P7, an agreement check box P72 and an application button P73 which is an interface indicating application are posted.
This application page P7 is transmitted from the application target introduction means 12 to the terminal devices T1 to T3 and displayed on the terminal devices T1 to T3, so that the customer can consider applying for a free sample.
Then, when the application button P73 is pressed, a request for obtaining a free sample is indicated from the terminal devices T1 to T3 to the management server SV by step S50 in FIG. 3, step S250 in FIG. 9, or step S450 in FIG. Sent as an application request notification.

  Step S50 and subsequent steps shown in FIG. 3 are the same as Step S60 and Step S70, Step S250 and subsequent steps shown in FIG. 9 are the same as Step S260 and Step S270, and Step S450 and subsequent steps shown in FIG. 12 are Steps S460 and S470. Similarly, the management server SV transmits an application completion page indicating the completion of application for a free sample to the terminal devices T1 to T3, and returns an application completion mail.

  In this way, even if the application for the application that is the trigger for presenting the application proposal for the proposal (upsell) and the application proposal for the additional proposal (double upsell) to the customer is paid or free of charge By effectively utilizing the first contact from the customer, sales by the seller can be promoted.

  In addition, in the example of the application page P7 shown in FIG. 16, since the application target is a free sample, even if the next up-sell proposal target is purchased or reserved for application, the free sample application information is invalidated and proposed. The target application information may be validated, or each product information may be validated and both products may be shipped to the customer. The same applies even if an additional proposal target that is a double upsell is purchased or reserved.

In the first to third embodiments, each means (application target introduction means 12, first sales processing means 13, second sales processing means 14, 14x, third sales processing means 15, canceling means 16, Although the storage means 17) is mounted on one management server SV, it may be operated by a separate device.
In the first embodiment, the purchase of one bag is presented to the customer as an upsell by purchasing one bag, and in the second embodiment, the purchase of three bags is presented to the customer by purchasing one bag. However, this may be selectively presented by one management server SV. Which page (upsell page P2 or P4) the management server SV transmits may be random. Further, when the customer purchases two bags on the application page P1, the upsell page P4 may be presented in a fixed manner.
In the first to third embodiments, oligosaccharides have been described as an example of products. However, other products may be used, or provision of services may be targeted for application.

  The present invention is suitable for providing various products and various services sold through telecommunication lines.

SV management server 11 communication means 12 application target introduction means 13 first sales processing means 14, 14x second sales processing means 15 third sales processing means 16 cancellation means 17 storage means T1 to T3 terminal device P1 application page P11 message Area P12 Input form P121 Product selection pull-down menu P122 Purchased product selection area P123 Personal information input form P124 Delivery method input form P125 Payment method input form P126 Consent check box P127 Application button P128 Check box P2 Upsell page P21 Message indicating application completion P22 P23 Application button P24 Cancel button P3 Upsell application completion page P4 Upsell page P41 Message indicating application completion Message P42 Message to guide next application proposal P43 Application button P5 Double upsell page P51 Message to indicate application completion P52 Message to guide next application proposal P53 Application button P6 Double upsell application completion page P7 Application page P71 Enter personal information Form P72 Consent check box P73 Application button

Claims (5)

A sales support device that provides each page of a shopping site through a telecommunication line to a terminal device operated by a customer who is considering application for provision of goods or services (hereinafter referred to as application target),
Communication means for communicating with the terminal device via the telecommunication line;
An application object introduction means for guiding the application object to the terminal device;
An application request notification sent from the terminal device, in response to the application request notification indicating the application request of the application object guided by the application object introduction means , application has been completed in the application information related to the application object requested Identification information for specifying the application object is associated and stored in the storage means, and a message indicating the completion of the application of the application object and the provision of the next product or the next service (hereinafter referred to as the proposal object) application proposal a message for guiding when notified by e-mail, the first sales processing unit to reply to post the URL generated from the identification information to the electronic mail,
An access request destination indicated by a proposal application request notification that is a proposal application request notification transmitted as an access request to the URL from the terminal device and indicates a proposal target application request guided by the first sales processing means The identification information is specified based on the URL of the application, the application information related to the application object stored in the storage means is specified from the specified identification information, the specified application information is invalidated, and the proposal object requested for application replacement enable upsell item about, sales support apparatus characterized by comprising a second sales processing means for returning a message indicating the application completion of the proposed target.   The first sales processing means counts the time after returning a message for guiding the application proposal to the terminal device, and when a proposal application request notification is not transmitted from the terminal device even after a predetermined time has passed, The sales support apparatus according to claim 1, further comprising a function of transmitting a message for guiding the application proposal again. The second sales processing means returns a message indicating completion of the application for the proposal object, and further guides an application proposal for provision of the next product or next service (hereinafter referred to as an additional proposal object). With the ability to reply
In response to the additional proposal application request notification transmitted from the terminal device and indicating the additional proposal target application request guided by the second sales processing means, the additional proposal target application A third sales processing unit that returns a message indicating completion, invalidates the upsell application information stored in the storage unit, and validates the double upsell application information related to the additional proposal object requested for application; Item 3. The sales support device according to Item 2 . A sales support method for providing each page of a shopping site through a telecommunication line to a terminal device operated by a customer who is considering applying for provision of goods or services (hereinafter referred to as application object),
Transmitting a page in which the application object is guided by the application object introducing means via the telecommunication line to the terminal device;
An application request notification transmitted from the terminal device, relating to an application object requested by the first sales processing means in response to an application request notification indicating an application request for the application object guided by the application object introducing means. The application information is associated with identification information for identifying the completed application object, stored in the storage means, and a message indicating the application completion of the application object and the provision of the next product or service (hereinafter referred to as the proposal object) and a step to reply to the referred to.) of the message to guide the application proposal when notified by e-mail, the terminal device the URL that is generated from the identification information posted on the e-mail,
A proposal application request notification transmitted as an access request to the URL from the terminal device , based on the URL of the access request destination indicated by the proposal application request notification indicating the proposal application request guided by the message The identification information is specified, the application information related to the application object stored in the storage means is specified from the specified identification information, the specified application information is invalidated, and the upsell application information related to the proposal object requested for application And a second sales processing means returning a message indicating completion of the proposal target application. A sales support program that causes a terminal device operated by a customer who is considering an application for provision of goods or services to function as a sales support device that provides each page of a shopping site through a telecommunication line,
The computer,
Communication means for communicating with the terminal device via the telecommunication line;
Application object introduction means for guiding the application object to the terminal device,
An application request notification sent from the terminal device, in response to the application request notification indicating the application request of the application object guided by the application object introduction means , application has been completed in the application information related to the application object requested Identification information for identifying the application object is associated and stored in the storage means, and a message indicating the completion of application of the application object and a message guiding the application proposal for the provision of the next product or the next service are notified by e-mail when you, the first sales processing means to reply me for a URL that is generated from the identification information to the e-mail,
An access request destination indicated by a proposal application request notification that is a proposal application request notification transmitted as an access request to the URL from the terminal device and indicates a proposal target application request guided by the first sales processing means The identification information is specified based on the URL of the application, the application information related to the application object stored in the storage means is specified from the specified identification information, the specified application information is invalidated, and the proposal object requested for application A sales support program that makes the upsell application information related to be valid and replaces and functions as a second sales processing means for returning a message indicating completion of the proposal target application.