KR20170088116A

KR20170088116A - Sales guide system based on forecast

Info

Publication number: KR20170088116A
Application number: KR1020160008038A
Authority: KR
Inventors: 한동표
Original assignee: (주)버텍스아이디
Priority date: 2016-01-22
Filing date: 2016-01-22
Publication date: 2017-08-01

Abstract

The present invention relates to a sales guide system that can guide salespeople in a more systematic manner by making their sales activities more effective. To this end, the present invention relates to a sales guide server for predicting demand to guide a salesperson; A mobile integrated control server for processing data of the sales guide server and transmitting the processed data to a portable sales terminal; And a portable sales terminal for receiving data from the mobile integrated control server and requesting necessary data, wherein the sales guide server comprises: a customer DB for storing information on the customer; A product DB storing product information; And a sales management module including an ERP module including an order information part in which order information on a product is stored and a sales guide part for generating a demand forecast value based on the information of the customer Guide system.
Therefore, according to the present invention, it is possible not only to rely on the salesperson's personal capability, but also to perform the sales activity systematically, thereby improving the overall operating efficiency.

Description

Forecast-based sales guide system

The present invention relates to a sales guide system, and more specifically, to a sales guide system that can guide salespeople in a more systematic manner to perform effective sales activities.

Salespeople often depend on the salesperson's capabilities. In other words, sales activities are carried out according to the know-how of the sales person, and depending on the ability of the individual, market information becomes scarce and the number of chores increases.

In order to assist the salespeople in their sales activities, a salesperson customer visiting plan such as Patent Registration No. 10-1063541 and an optimal route scheduling method are proposed.

According to the above-mentioned patent, the step of generating the shortest visit path includes a step of generating a population consisting of gene solutions in the form of seven chromosomes, a mixing schedule reflecting the fixed visit schedule in each gene solution, Calculating an evaluation value for an individual gene solution based on a total movement distance of the path and a sum of the penalty assigned to the individual gene solution, performing a selection operation, a crossing operation and a mutation operation on the individual gene solution, Performing a selection step, a selection operation, a crossing operation, and a mutation operation, and terminating the operation when the solution is not improved during the progress of the arbitrary number of households, and determining the optimal schedule as the optimal schedule for obtaining the highest evaluation value .

In this way, we can schedule the best route for the salesperson, but the sales activity to visit the salesperson can not but depend on the capacity of the individual. In addition, the manager does not directly support the sales activities because he can only know where the salesperson is.

SUMMARY OF THE INVENTION Accordingly, the present invention has been made keeping in mind the above problems and disadvantages of the related art, and it is an object of the present invention to provide a forecast-based sales guide system capable of predicting various sales factors and guiding salespeople to be effective sales activities.

It is also intended to provide a forecast-based sales guide system that can guide salespeople to learn the most effective sales methods, away from practices that depend solely on salesperson competencies.

It is intended to provide a system that can efficiently evaluate the performance and activities of each salesperson and evaluate them fairly.

In order to achieve the above object, the present invention provides a sales guide server for predicting a demand to guide a salesperson; A mobile integrated control server for processing data of the sales guide server and transmitting the processed data to a portable sales terminal; And a portable sales terminal for receiving data from the mobile integrated control server and requesting necessary data, wherein the sales guide server comprises: a customer DB for storing information on the customer; A product DB storing product information; And a sales management module including an ERP module including an order information part in which order information on a product is stored, and a sales guide part for generating a demand forecast value based on the information of the customer, Guide system.

The product DB stores information on a new product, transmits a new product introduction screen to the portable sales terminal in response to a request from the portable sales terminal, and receives an order request signal from the sales guide through the order button included in the new product introduction screen. The order information unit may transmit the order screen to the portable sales terminal.

The sales guide database stores the monthly sales history for each customer. The forecast guide unit calculates the difference of the monthly sales of the n months immediately preceding the month to be calculated as the primary trend, It is preferable to calculate the sales coefficient by dividing the sum of the secondary tendency by n-2.

The sales history is stored in the sales account database for each customer, and the forecast guide unit calculates a sales coefficient for each customer based on the sales coefficient, the season coefficient, and the circulation number as a sales coefficient × α + season coefficient × β + and?,?, and? are weights).

Here, the customer class may be stored in the customer DB for each customer, and the customer class may be determined based on the degree of purchase and the purchasing power.

The portable sales terminal includes a customer storage unit storing customer information, a business schedule creating unit generating a business schedule, and at least a customer name, a visit reservation date, a latest visit date, and a visit period are stored in the customer storage unit, It is preferable that the schedule generation unit detects a customer who has become a visit reservation date and a customer who has reached a visit period and adjusts the number of customers to visit by referring to the customer class if the number of detected customers is larger than the reference customer.

At this time, it is preferable that the customer storage unit detects a change in the customer class and changes the visit period to shorter when the customer class is higher.

Wherein the sales management unit includes a business frame unit for formatting and storing a sales process for each customer type, and the sales frame unit transmits a sales process corresponding to a customer selected in the portable sales terminal to the portable sales terminal, It is preferable to display a screen according to a sequential sales process according to the selection of the employee.

According to the present invention, it is possible not only to rely on the salesperson's personal capability, but also to perform the sales activity systematically, thereby improving the overall operating efficiency.

In addition, since the salesperson can be managed quantitatively, there is an advantage that the performance management can be made reasonably.

BRIEF DESCRIPTION OF THE DRAWINGS FIG. 1 is a block diagram showing the configuration of a sales guide system according to the present invention; FIG.
2 is an exemplary view showing an example of a sales history of a customer DB;
3 is an explanatory diagram showing a method of classifying a customer class;
4 is an exemplary view showing an example of a sales process stored in a sales frame part;
5 is an exemplary view showing a new product introduction screen;
6 is an exemplary view showing a real-time order status screen;

The configuration and operation of the embodiment of the present invention will be described in detail with reference to the accompanying drawings.

Referring to FIG. 1, a sales guide system according to the present invention includes a sales guide server 100, a mobile integrated control server 300, and a business terminal 500.

The sales guide server 100 stores various data related to sales activities, and transmits and receives various information necessary for sales activities to a portable sales terminal carried by salespersons.

The sales guide server includes an ERP module 110 and a sales management module 130.

The ERP module includes various types of information required for business activities, such as a DB, a product DB, a salesperson DB, and an order information unit.

The customer DB is a database in which information on a customer is stored, and information such as a customer name, a sales history, a business type, a location, and a rating is stored.

The product DB is a database for storing information on a product to be sold or a product to be sold in the future, and stores information such as a product name, a product feature, and a price.

The salesperson DB is a database storing information on each salesperson, and stores information such as a salesperson name, a salesperson code, a rank, a field, and a personal sales history.

The order information unit is a part for processing an order for goods requested from various terminals, and includes a role of storing order details and displaying the order details to a portable sales terminal carried by salespersons.

The sales management module 130 includes a prediction guide unit, a business frame unit, and an event unit.

The prediction guide unit generates a trend chart for predicting demand for each customer on the basis of various data stored in the ERP module and transmits the trend chart to the portable sales terminal. It becomes the basis.

The business frame is formatted and stored for each business type of each customer. In addition, the sales process allows the next process to be sequentially displayed on the portable sales terminal by the selection of the salesperson.

The event section stores information on promotions such as sale or sponsorship.

The mobile integrated control server 300 supports various types of mobile terminals and efficiently manages a data system. The mobile integrated control server 300 enhances work efficiency by processing data of the sales guide server and interworking with a plurality of applications.

The portable sales terminal 500 may be provided in the form of a smart phone, a tablet PC, or the like as a mobile terminal carried by salespersons. Also, a dedicated application is installed in the portable sales terminal to transmit / receive data to / from the sales guide server.

In the prediction guide unit, the trend is calculated based on the sales coefficient, the season coefficient, and the circulation coefficient when determining the degree of trend.

The sales coefficient indicates the increase or decrease in sales predicted based on the change in the sales amount to the customer, and the sales amount is calculated by referring to the sales history of the customer DB.

The sales history of each customer stored in the customer DB stores at least sales by month and year.

Referring to FIG. 2, the monthly sales history and the annual sales history for the 'A' customer are displayed. Currently, if sales histories for 'A' accounts are stored by June 2015, the Forecast Guide will calculate sales figures for July based on monthly sales just before July.

Specifically, the prediction guide unit calculates the difference between the monthly sales of the immediately preceding n months immediately before the predetermined time and the difference of the adjacent primary trends again as the secondary trend. Then, the sales coefficient is calculated by dividing the sum of the calculated second-order trends by n-2.

For example, based on the sales of the last six months in FIG. 2, n = 6, and the first trend is 2,500-2,200 = + 300, 2,400-2,500 = -100, 2,000-2,400 = -400, 1,800-2,000 = -200, and 1,700-1,800 = -100.

The second tendency is -100 - (+ 300) = - 400, -400 - (- 100) = - 300, -200 - (- 400) = + 200, -100 - .

Then, the sales coefficient is calculated as {(-400) + (- 300) + 200 + 100} / (6-2) = -100.

Meanwhile, in the prediction guide unit, the season coefficient and the number of circulation are stored for each type of business or each supplier. The above seasonal coefficient stores the degree of seasonal influences depending on the type of industry. The seasonal coefficient is determined by fixed method such as + 200 in summer peak season (6, 7, or 8) and 50% . The season coefficient is not necessarily set in 3-month increments, but may be set to 2 months or 6 months depending on the situation, and may be determined by a different method for each customer.

The above circulation factor is a factor that is determined considering the overall market conditions. For example, when the situation of the IT industry is not good, there is a method that is fixedly determined such as -150 and 50% .

In the forecast guide section, the sales coefficient, the season coefficient, and the number of circulation are used

Trend = sales coefficient × α + season coefficient × β + number of circles × γ

(?,?,? are weights, 0??,?,?? 1)

.

Also, the trend is added to the sales amount of the month immediately preceding the month in which the demand forecast value is sought, and is stored as the demand forecast value. For example, in FIG. 2, the demand forecast for July is determined by adding the trend to June sales, which is the immediately preceding month.

Meanwhile, referring to FIG. 3, the prediction guide unit determines the grade of each customer based on the degree of trend and purchasing power. The purchasing power can be set as an absolute sales amount of a specific customer, and can be determined as sales of one year or a specific month.

Referring to FIG. 3, a group A having a higher purchasing power than a purchasing power reference line PC1 and a trend higher than a reference line IC1 is classified as a class B, a group having a purchasing power higher than a purchasing power reference line PC1 and a trend lower than a reference line IC1, The group with lower purchasing power than the purchasing power baseline (PC1) and with the trend higher than the baseline (IC1) is classified as class C, and the group with lower purchasing power than the purchasing power baseline (PC1) and lower than the trend baseline (IC1) is classified as class D.

The purchasing power reference line and the trend reference line may be subdivided into a plurality of subdivisions, and thus the subdivision may be classified.

The portable sales terminal 500 includes a customer storage unit and a business schedule generator. In the customer storage section, information such as a customer name, a sales history, a business type, a location, a grade, a visit reservation date, a recent visit date, and a visit period of a customer accounted by each salesperson are stored.

The sales schedule generator generates a sales schedule when a salesperson is selected or a predetermined time, and when a sales schedule is generated, the sales schedule creator detects a customer registered in a visit reservation day as a visit candidate.

The visit reservation date is a date for specifying a specific day for a specific business partner to be visited. When the date is reached, the business schedule generating unit detects the business partner as a visit candidate.

In addition, a visit cycle is set for each customer, and the visit cycle is a period from one visit to the next visit scheduled date. The visit period is preferably set over a certain range rather than a specific day. That is, if the visit period is set to 4 weeks and the visit is made in the first week in July, the visit period can be set to the fifth week of July or the first week of August.

At this time, the portable sales terminal determines a visit period according to the grade of each customer transmitted from the sales management server. That is, the portable sales terminal detects whether the customer grade transferred from the sales management server is changed, and changes the visit period to shorter when the customer grade is higher and changes the visit period to be longer when the customer grade is lower. The amount of change in the visit period can be appropriately adjusted according to the use environment.

The sales schedule generation unit detects a customer who has arrived at a visit period and detects the customer as a visit candidate.

In the portable sales terminal, a reference customer who can visit for each sales employee for a day is set. If the number of visit candidate sites exceeds the reference customer, the sales schedule creation unit arranges the visit candidates according to the grade, The high-ranking customer is determined as the final destination, and displayed on the portable sales terminal, and transmitted to the sales management server.

When the final destination is determined, the business schedule creation unit calculates the distance between each customer using the location information of the customer. Also, based on the calculated distance, a recommended route is calculated that minimizes the total travel distance. These recommended paths can be genetic algorithms, algorithms that combine integer programming and heuristics.

Then, the recommended route is displayed on the map to guide the salesperson to visit the customer most effectively.

Referring to FIG. 4, in the sales frame part of the sales guide server, a sales process formatted for each customer type is stored.

Specifically, the business frame is divided into categories of food, IT, distribution, clothing, and the like, and a sales process to be transmitted to the portable sales terminal is stored. The sales process includes a plurality of detailed processes, and when each detailed process is completed, a screen for the next detailed process is automatically displayed on the portable sales terminal. That is, when the salesperson completes a detailed process and presses the completion button, a completion signal is transmitted to the sales guide server, and a screen for the next detailed process can be displayed on the portable sales terminal.

In this way, the manager can grasp the sales progress of each salesperson from the sales guide server, and even if the salesperson is an inexperienced employee, he can work through the standardized sales process, There is an advantage that it can be leveled upwards.

In the sales guide server, it is possible to grasp the detailed processes and manage the performance of the sales personnel in real time, and the incentive can be calculated based on the data or the business direction can be adjusted.

When a salesperson interviews a customer in accordance with a sales process and intends to introduce a new product, when a new product introduction request is made using the portable sales terminal, the sales guide server displays a new product introduction screen including information on the new product stored in the product DB, To the portable sales terminal.

The new product introduction screen displays an order button together with a product photograph together with a product name, a unit price, a product feature, and the like. When such an order button is selected, an order request signal is transmitted to the sales guide server. Then, in the order information part of the sales guide server, an ordering screen capable of inputting the customer, the quantity and the unit price is transmitted to the portable sales terminal. When the order is completed, the information is registered and displayed in the real-time order status as shown in FIG. 6, and this information is shared by the salesperson and the head office in real time.

While the present invention has been particularly shown and described with reference to exemplary embodiments thereof, it is to be understood that the invention is not limited to the disclosed exemplary embodiments, and variations and modifications may be made without departing from the scope of the invention. It will be understood that the present invention can be changed.

100: Sales guide server 110: ERP module
130: Sales management module 300: Mobile integrated control server
500: portable sales terminal

Claims

A sales guide server for predicting the demand and guiding the salesperson;
A mobile integrated control server for processing data of the sales guide server and transmitting the processed data to a portable sales terminal;
And a portable sales terminal for receiving data from the mobile integrated control server and requesting necessary data,
The sales guide server comprises:
A customer DB storing information on the customer;
A product DB storing product information;
An ERP module including an order information part in which order information on a product is stored, and
And a sales guide unit including a sales guide unit for generating a demand forecast value based on the information of the customer.

The method according to claim 1,
The product DB stores information on a new product, transmits a new product introduction screen to the portable sales terminal at the request of the portable sales terminal,
Wherein when the order request signal is transmitted to the sales guide server by the order button included in the new product introduction screen, the order information unit transmits the order screen to the portable sales terminal.

The method according to claim 1,
The customer DB stores monthly sales history for each customer,
Wherein the prediction guide unit calculates a difference between adjacent monthly sales of the n months immediately preceding the month to be calculated as a first trend, calculates a difference of adjacent first trends as a second trend again, 2, and calculates a sales coefficient.

The method according to claim 1,
The sales history is stored for each customer in the customer DB,
The forecasting guide unit calculates the trend of each customer based on the sales coefficient, the season coefficient, and the circulation coefficient as a sales coefficient × α + season coefficient × β + the number of circles × γ (α, β, γ are weights)
Of the sales guide system.

5. The method of claim 4,
The customer database stores the customer class for each customer,
Wherein the customer grade is determined based on the degree of trend and the purchasing power.

6. The method of claim 5,
The portable sales terminal comprises:
A customer storage unit storing customer information, and a business schedule generating unit generating a business schedule,
At least the name of the customer, the visit reservation date, the latest visit date, and the visit period are stored in the customer storage section,
Wherein the business schedule generating unit comprises:
And the number of customers to be visited is adjusted by referring to the customer class when the number of customers detected is greater than that of the reference customer.

The method according to claim 6,
Wherein the customer storage unit detects a change in the customer grade and changes the visit cycle to a shorter duration when the customer grade is increased.

The method according to claim 1,
Wherein the sales management unit includes a business frame unit for formatting and storing a sales process for each customer type,
The sales frame unit transmits a sales process corresponding to a customer selected in the portable sales terminal to the portable sales terminal, and the portable sales terminal displays a screen according to a sequential sales process according to the selection of the salesperson Sales guide system.