WO2017159668A1 - Information processing device, information processing method, and program - Google Patents

Information processing device, information processing method, and program Download PDF

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Publication number
WO2017159668A1
WO2017159668A1 PCT/JP2017/010157 JP2017010157W WO2017159668A1 WO 2017159668 A1 WO2017159668 A1 WO 2017159668A1 JP 2017010157 W JP2017010157 W JP 2017010157W WO 2017159668 A1 WO2017159668 A1 WO 2017159668A1
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WIPO (PCT)
Prior art keywords
sales
business
input
activity
information processing
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PCT/JP2017/010157
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French (fr)
Japanese (ja)
Inventor
啓一郎 亀田
雅裕 板場
Original Assignee
株式会社ＪＩＳＯＵ Ｔｅａｍｓ
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Publication of WO2017159668A1 publication Critical patent/WO2017159668A1/en

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    • G—PHYSICS
    • G06—COMPUTING; CALCULATING OR COUNTING
    • G06Q—INFORMATION AND COMMUNICATION TECHNOLOGY [ICT] SPECIALLY ADAPTED FOR ADMINISTRATIVE, COMMERCIAL, FINANCIAL, MANAGERIAL OR SUPERVISORY PURPOSES; SYSTEMS OR METHODS SPECIALLY ADAPTED FOR ADMINISTRATIVE, COMMERCIAL, FINANCIAL, MANAGERIAL OR SUPERVISORY PURPOSES, NOT OTHERWISE PROVIDED FOR
    • G06Q10/00—Administration; Management
    • G06Q10/06—Resources, workflows, human or project management; Enterprise or organisation planning; Enterprise or organisation modelling

Definitions

  • the present invention relates to an information processing apparatus, an information processing method, and a program.
  • Patent Document 1 discloses a group work support apparatus that shares schedule tables, discussions, and the like regarding sales activities among a group of sales staff.
  • Patent Document 1 focuses on the realization of a smooth group work, and does not reduce the involvement of the manager in each person in charge and encourage the person in charge to learn independently.
  • the present invention has been made under such circumstances, and an object of the present invention is to provide an information processing apparatus and the like that can support efficient business activities.
  • An information processing apparatus includes: a transmission unit that transmits a step target set stepwise according to a business plan to a user information processing terminal; and an input of a business activity performed by the user for the step target
  • the information processing terminal includes a reception unit, and an acquisition unit that acquires an execution result of the sales activity from the information processing terminal.
  • FIG. 10 is an explanatory diagram illustrating an example of a progress screen according to Embodiment 2.
  • FIG. 10 is a flowchart illustrating an example of a processing procedure of the information processing system according to the second embodiment.
  • 12 is an explanatory diagram illustrating an example of an input screen according to Embodiment 3.
  • FIG. 10 is a flowchart illustrating an example of a processing procedure of the information processing system according to the third embodiment.
  • FIG. 10 is a schematic diagram illustrating a configuration example of an information processing system according to a fourth embodiment. It is explanatory drawing which shows an example of an agenda table. It is explanatory drawing for demonstrating an agenda creation process.
  • 15 is a flowchart illustrating an example of a processing procedure executed by the information processing system according to the fourth embodiment.
  • FIG. 1 is a schematic diagram illustrating a configuration example of an information processing system.
  • the information processing system includes an information processing apparatus 1 and information processing terminals 2, 2, 2,...
  • the network N is the Internet, a LAN (Local Area Network) or the like.
  • the information processing apparatus 1 is an information processing apparatus that stores various types of information and transmits and receives information via the network N.
  • the information processing apparatus 1 is, for example, a server computer or a personal computer.
  • the information processing apparatus 1 is assumed to be a server computer and is read as the server 1.
  • the server 1 communicates with the information processing terminal 2 and performs processing such as collection of various types of information such as activity contents and implementation results, time limit management, etc., regarding business activities performed by the user. The above process will be described in detail later.
  • the information processing terminal 2 is a terminal device possessed by each user, and is, for example, a smartphone, a mobile phone, a personal computer, or the like. In the present embodiment, the information processing terminal 2 is assumed to be a smartphone, and will be read as the terminal 2 below for the sake of brevity.
  • the terminal 2 displays information acquired from the server 1, receives input of information related to the contents, results, and the like of sales activities, and performs processing of transmitting to the server 1.
  • the terminal 2 of the manager who manages each user who is a sales representative is represented by reference numeral 2a.
  • the terminal 2a is assumed to be a personal computer.
  • the server 1 includes a control unit 11, a storage unit 12, a communication unit 13, a clock unit 14, and a mass storage device 15.
  • the control unit 11 includes an arithmetic processing device such as a CPU (Central Processing Unit) or an MPU (Micro-Processing Unit).
  • the control unit 11 performs various information processing or control processing related to the server 1 by reading and executing the program stored in the storage unit 12.
  • the storage unit 12 includes memory elements such as a RAM (Random Access Memory) and a ROM (Read Only Memory).
  • the storage unit 12 stores a program or data necessary for the control unit 11 to execute the processing according to the present embodiment.
  • the storage unit 12 temporarily stores data and the like necessary for the control unit 11 to execute arithmetic processing.
  • the communication unit 13 includes a processing circuit for performing processing related to communication, and transmits and receives information to and from the terminals 2, 2, 2.
  • the clock unit 14 measures time and gives the measured time to the control unit 11.
  • the large capacity storage device 15 is a large capacity storage device including, for example, a hard disk.
  • the large-capacity storage device 15 stores a plan DB 151, an implementation DB 152, and the like.
  • the plan DB 151 stores information related to a business plan that is formulated in advance to achieve a business target.
  • the execution DB 152 stores information on individual specific business activities executed in accordance with the business plan.
  • the storage unit 12 and the mass storage device 15 may be configured as an integrated storage device. Further, the mass storage device 15 may be composed of a plurality of storage devices.
  • the mass storage device 15 may be an external storage device connected to the server 1.
  • the server 1 is not limited to the above configuration.
  • an input unit that receives an operation input a display unit that displays information related to the server 1, a reading unit that reads information stored in a portable storage medium, and the like May be included.
  • the terminal 2 includes a control unit 21, a storage unit 22, a communication unit 23, a display unit 24, and an input unit 25.
  • the control unit 21 includes an arithmetic processing unit such as a CPU or an MPU, and reads out and executes the program P stored in the storage unit 22, thereby performing various information processing or control processing related to the terminal 2.
  • the storage unit 22 includes memory elements such as RAM and ROM, and stores a program P or data necessary for the control unit 21 to execute processing.
  • the storage unit 22 temporarily stores data and the like necessary for the control unit 21 to execute arithmetic processing.
  • the communication unit 23 includes an antenna and a communication processing circuit. More specifically, the communication unit 23 performs communication via a mobile phone network, a wireless LAN, or the like.
  • the communication method of the communication unit 23 is not limited to the above, and may be performed by a wired LAN, for example.
  • the display unit 24 has a screen such as a liquid crystal display or an organic EL (Electro Luminescence) display, and displays an image given from the control unit 21.
  • the input unit 25 is a touch panel or a push button provided on the display unit 24, and receives an operation input by the subject. The input unit 25 notifies the control unit 21 of the operation content performed by the subject.
  • the terminal 2 is not limited to the above configuration, and may include, for example, a microphone and a speaker for inputting and outputting audio, a camera for capturing an image, and the like.
  • FIG. 2 is an explanatory diagram showing an example of a record layout of the plan DB 151.
  • the plan DB 151 includes an ID column, a division column, a person in charge column, a customer column, a customer attribute column, a product column, a product attribute column, a number column, a stage target column, and a sales target column.
  • the ID column stores an ID for identifying each business plan.
  • the division column stores a division of a business plan to be described later in association with the ID.
  • the person-in-charge column stores the name of the user in charge of the business plan in association with the ID. Note that there may be a plurality of users in charge of the sales plan.
  • the customer column stores the name of the customer who is the target of the business plan in association with the ID.
  • column is not restricted to groups, such as a corporation, For example, an individual may be sufficient.
  • the customer attribute column stores the attribute of the customer in association with the customer.
  • the customer attribute is obtained by classifying customers according to a predetermined standard. For example, when the customer is a corporation, the customer attribute is represented by the business type of the corporation.
  • the product column stores the name of a product to be introduced or sold to a customer in the sales plan in association with the ID. In addition, what is provided to the customer through the business plan is not limited to the product, and may be a service.
  • the product attribute column stores attributes of the product in association with the product. The product attribute indicates, for example, product classification based on a predetermined standard.
  • the number sequence stores the order of step targets set step by step according to the business plan in association with the ID.
  • the stage target is an intermediate target of the sales plan that is set to achieve the sales target by the user performing the sales activities in an appropriate order.
  • the stage target column stores the contents of stage targets in association with numbers.
  • the sales target column stores the sales target to be finally achieved by the sales plan in association with the ID.
  • FIG. 3 is an explanatory diagram showing an example of the record layout of the implementation DB 152.
  • the implementation DB 152 includes an ID column, a person in charge column, a number column, a stage target column, a sales activity column, an implementation deadline column, an implementation date column, an attachment column, an implementation result column, a remarks column, and an evaluation column.
  • the ID column stores business plan IDs.
  • the person-in-charge column stores the name of the user in charge of the business plan in association with the ID.
  • the number string stores a step target number in association with the ID.
  • the stage target column stores the contents of stage targets in association with numbers.
  • the sales activity column stores the contents of the sales activities performed by the user in order to achieve the step target in association with the step target number. As will be described in detail later, the contents of the sales activities are set by the user who conducts the sales activities.
  • the execution deadline column stores the execution deadline of the business activity in association with the business activity.
  • the implementation date column stores the date on which the business activity was performed in association with the business activity. The implementation deadline and implementation date may include not only the date but also the time.
  • the attached column stores a predetermined attached file used for the sales activity in association with the sales activity.
  • the execution result column stores the execution result of executing the sales activity in association with the sales activity.
  • the remarks column stores comments and the like arbitrarily input by the user in association with the stage target numbers.
  • the evaluation column stores evaluation information indicating an evaluation from another user regarding the business activity in association with the business activity.
  • the evaluation information is represented by the number of other users touch-inputting the “Like” evaluation icon for the associated sales activity. Note that the evaluation information is not limited to the number evaluated by other users, and may be comments input by other users, for example.
  • FIG. 4 is an explanatory diagram for explaining the formulation of a business plan.
  • FIG. 4 conceptually shows how a business plan is formulated based on information related to a customer who is the target of the business plan and information related to products (or services) related to the business plan.
  • classification according to the attributes of customers and products is first performed, and the business plan to be formulated is determined.
  • the business goals that can be achieved are set according to the determined categories, and an individual business plan is formulated.
  • specific intermediate processes that is, stage targets.
  • FIG. 5 is an explanatory diagram showing an example of the business plan 50.
  • the sales plan 50 includes stage targets 52, sales activities 53, and implementation results 54 in addition to the sales targets 51 of the sales plan 50.
  • the stage target 52 is an intermediate target set in stages according to the sales plan 50 in order to achieve the sales target 51.
  • the user who is a sales representative finally achieves the sales target 51 by sequentially achieving the stage target 52.
  • the sales activity 53 is an activity performed by the user for each stage target 52.
  • the user performs a sales activity 53 to achieve each stage target 52. Accordingly, the sales activity 53 is determined in association with the stage target 52. Note that there may be a plurality of sales activities 53 corresponding to one stage target 52.
  • the implementation result 54 is a result of the user performing the sales activity 53.
  • the implementation result 54 is represented by how the customer responded when the user performed the sales activity 53 on the customer.
  • the implementation result 54 can be used as an index for evaluating the implementation of the business plan 50, and the administrator can evaluate the user's activity contents with reference to the implementation result 54.
  • the information processing system supports the smooth implementation of the business plan 50 described above.
  • the server 1 stores a business plan formulated in advance in the plan DB 151 and distributes it to the terminal 2.
  • the terminal 2 displays information related to the distributed business plan, accepts a business activity input by the user, and transmits it to the server 1.
  • the information processing system performs deadline management, collection of implementation results, and the like.
  • the processing entity of the server 1 is the control unit 11
  • the processing entity of the terminal 2 is the control unit 21.
  • FIG. 6 is an explanatory diagram showing an example of the progress screen 60.
  • the control unit 11 of the server 1 refers to the plan DB 151 and transmits the business plan information including the stage target to the terminal 2.
  • the control unit 21 of the terminal 2 receives the information and displays a progress screen 60 shown in FIG.
  • the progress screen 60 is a screen for managing the progress status of the business plan.
  • the stage target 61, the activity input field 62, the browsing icon 63, the attachment field 64, the execution deadline 65, the remarks field 66, the result input field 67, A transmission icon 68 and the like are included.
  • the stage target 61 is a stage target to be achieved by the user at the current stage.
  • the activity input field 62 is an input field for receiving an input of a business activity performed by the user. The user inputs a text in the activity input field 62 for the sales activity he / she performs.
  • the browsing icon 63 is an icon for displaying a browsing screen described later.
  • the control unit 21 requests the server 1 to transmit information related to sales activities of other users and displays the information related to the sales activities on the browsing screen, as will be described later. To do. This process will be described in detail later.
  • the attachment field 64 is an input field that accepts input of an attached file, and accepts input of a file that is created and used by the user when carrying out sales activities.
  • the implementation deadline 65 is a deadline set for the accepted business activity, and indicates the deadline for implementing the business activity.
  • the implementation deadline 65 is set by the server 1 as described later, for example.
  • the control unit 21 may accept a setting input of the execution deadline 65 by the user on the progress screen 60 and notify the server 1 of the setting.
  • the remarks column 66 is an input column for accepting input of an arbitrary comment by the user.
  • the result input column 67 is an input column for accepting an input of an implementation result of performing a business activity. After performing the sales activity, the user inputs text into the result input field 67.
  • the transmission icon 68 is an icon for transmitting various information input as described above on the progress screen 60 to the server 1. When the touch input to the transmission icon 68 is received, the control unit 21 transmits various information to the server 1.
  • the control unit 21 of the terminal 2 displays the progress screen 60 including the step target 61.
  • the user inputs a business activity to be performed in the activity input field 62.
  • the control part 21 receives the input of sales activity.
  • the control unit 21 may accept input of an attached file in the attachment field 64, setting input of the execution deadline 65, and the like as described above.
  • the control unit 21 transmits predetermined information including the input contents of the business activity to the server 1.
  • the control unit 11 of the server 1 stores the content of the received business activity in the implementation DB 152 in association with the stage target related to the user's business plan. Moreover, the control part 11 sets an implementation deadline regarding the said business activity. Specifically, for example, the control unit 11 refers to the clock unit 14 to acquire the current date, and sets the date after a predetermined number of days as the implementation deadline. The control unit 11 stores the set implementation deadline in the implementation DB 152 and transmits it to the terminal 2. The control unit 21 of the terminal 2 displays the received implementation deadline 65 on the progress screen 60. The control unit 11 refers to the clock unit 14 and transmits a warning to the user to the terminal 2 when a predetermined time before the implementation deadline, for example, the day before the implementation deadline is reached.
  • the control unit 21 of the terminal 2 displays a predetermined warning text (not shown) on the progress screen 60. As a result, the control unit 21 prompts the user.
  • the server 1 transmits a warning to the terminal 2 before a predetermined time before the implementation deadline.
  • the present embodiment is not limited to this.
  • the server 1 transmits a warning when the implementation deadline has passed. It is good to do.
  • the user inputs the execution result in the result input field 67 after the sales activity is executed.
  • the control part 21 of the terminal 2 receives the input of an implementation result.
  • the control unit 21 transmits information including the execution result to the server 1.
  • the control unit 11 of the server 1 stores the execution result in the execution DB 152 in association with the stage target.
  • the control unit 21 may display, together with the step target 61, a determination criterion that is an indication of achievement of the step target 61 on the progress screen 60.
  • the determination criterion is stored in advance in the plan DB 151 in association with the stage target, for example. The user can accurately grasp the step target with reference to the determination criterion.
  • control unit 21 may accept not only the sales activity performed by the user but also the reason for executing the sales activity on the progress screen 60.
  • the control unit 21 displays the input field for the reason in association with the activity input field 62 and accepts the input.
  • the control unit 11 of the server 1 receives the reason together with the sales activity. Thereby, the administrator can grasp the intention of each user who conducts business activities.
  • control unit 21 may accept not only the input of the execution result in the result input column 67 but also the input of the grounds that the user has determined that the stage target has been achieved by the execution of the sales activity on the progress screen 60. .
  • the control unit 21 displays a determination reason input field and accepts text input by the user.
  • the administrator can confirm the judgment basis of each user, and the user inputs the judgment basis himself, so that the judgment ability can be improved.
  • FIG. 7 is an explanatory diagram showing an example of the browsing screen 70.
  • the control unit 21 of the terminal 2 sends a transmission request indicating that information including business activities performed by other users in the past should be transmitted.
  • the control unit 21 transmits a transmission request to the server 1 indicating that information including past business activities should be transmitted for a business plan similar to the business plan related to the progress screen 60.
  • the control unit 11 of the server 1 refers to the plan DB 151, extracts business activities related to other users, and transmits the business activities to the information terminal 2 including the business activities.
  • control unit 11 specifies a sales plan in which the sales plan related to the transmission request and the customer, customer attribute, product, product attribute, sales target, stage target, and the like are the same or similar.
  • the control unit 11 extracts, from the implementation DB 152, information including the stage goal related to the identified business plan and the business activity associated with the stage goal, and transmits the information to the terminal 2.
  • the control unit 21 of the terminal 2 that has received the information displays the browsing screen 70 shown in FIG.
  • the browsing screen 70 displays sales information 71 including the names of other users, customer names, product names, sales targets, stage targets, implementation results, sales activities 72, and the like.
  • the sales information 71 displayed on the browsing screen 70 may be plural.
  • the control unit 11 displays an evaluation icon 73 corresponding to each business activity 72 on the browsing screen 70.
  • the evaluation icon 73 is an icon for receiving an evaluation from another user regarding the sales activity of one user.
  • the evaluation icon 73 is displayed including, for example, “Like” text.
  • the control unit 21 transmits evaluation information indicating the touch input to the server 1.
  • the control unit 11 of the server 1 receives the evaluation information from each of the terminals 2, 2, 2... And stores it in the implementation DB 152 in association with the business activity that is the evaluation target.
  • the number of touches on the evaluation icon 73 is used as the evaluation information, but the present embodiment is not limited to this.
  • the evaluation information may include a comment input by another user.
  • the control unit 21 of the terminal 2 may display a comment input field corresponding to each sales information 71 or individual sales activity 72 on the browsing screen 70 and accept a comment input by the viewer. .
  • FIG. 8 is an explanatory diagram showing an example of the progress management format 80.
  • the progress management format 80 is a management format showing the details of the business plan, and shows the progress of sales activities. Specifically, the progress management format 80 includes, in addition to bibliographic items such as a user name, the above-described stage targets 81, sales activities 82 corresponding to the stage targets 81, an implementation deadline 83, remarks 84, an implementation result 85, and the like.
  • the control unit 21 displays the sales activity 82 and the implementation deadline 83 for which the implementation result 85 has not been acquired in a format different from the sales activity 82 and the implementation deadline 83 for which the implementation result 85 has been acquired. In FIG. 8, the state displayed in another format is shown in bold.
  • the control unit 11 of the server 1 collects information related to sales activities, implementation results, and the like from the terminal 2 by the above processing and stores it in the implementation DB 152. And the server 1 produces
  • the server 1 may be able to distribute the management format 80 shown in FIG. 8 to the terminal 2 of each user. As a result, information related to sales activities is shared among users.
  • FIGS. 9 and 10 are flowcharts illustrating an example of a processing procedure of the information processing system.
  • a process executed by the information processing system will be described with reference to FIGS. 9 and 10. It is assumed that the business plan is input by the administrator via the terminal 2a, and the business plan is stored in the plan DB 151 of the server 1 in advance.
  • the control unit 11 of the server 1 refers to the plan DB 151 and reads out the first stage goal that the user should achieve (step S11).
  • the stage target is an intermediate target that is set in stages according to the business plan in order to achieve the final business target.
  • the business plan is formulated in advance according to the customer who is the target of the business plan, the product related to the business activity, and the like.
  • the control part 11 transmits the information of the business plan including the read stage target to the terminal 2 (step S12).
  • the control unit 21 of the terminal 2 receives information including the stage target from the server 1 (step S13).
  • the control unit 21 reads the received information and displays a progress screen 60 including the stage target 61 on the display unit 24 (step S14).
  • the progress screen 60 includes a stage target 61, an activity input field 62, a browsing icon 63, a result input field 67, and the like.
  • the control unit 21 performs a browsing process related to a business activity performed by another user in response to an operation input by the user (step S15).
  • the control unit 21 receives an input of a business activity on the progress screen 60 (step S16). Specifically, the control unit 21 receives an input of a business activity by inputting a text in the activity input field 62.
  • control unit 21 also receives an input of an attached file created or used by the user in connection with the business activity.
  • control part 21 may receive the setting input of an implementation time limit in step S16.
  • the control unit 21 transmits predetermined information including the input contents of the received business activity to the server 1 (step S17).
  • the control unit 11 of the server 1 receives information including the business activity input in step S16 from the terminal 2 (step S18). Thereby, the control unit 11 receives an input of a business activity performed by the user from the terminal 2.
  • the control unit 11 sets an implementation deadline for the received business activity (step S19). For example, the implementation deadline may be set automatically by the server 1 with reference to the current date, or the date input by the user via the terminal 2 may be set as the implementation deadline.
  • the control unit 11 stores the sales activity received in step S18 and the execution deadline set in step S19 in the execution DB 152 in association with the stage target (step S20). The control unit 11 transmits the set execution deadline to the terminal 2 (step S21).
  • the control unit 21 of the terminal 2 receives the execution deadline from the server 1 (step S22).
  • the control unit 21 displays the received implementation deadline 65 on the progress screen 60 (step S23).
  • the control part 21 receives the input of the implementation result which implemented business activity (step S24). Specifically, the control unit 21 receives an input of an implementation result by inputting a text into a result input field 67 displayed in association with the stage target 61 on the progress screen 60.
  • the control unit 21 transmits the implementation result received in step S ⁇ b> 24 to the server 1 (step S ⁇ b> 25).
  • the control unit 11 of the server 1 receives the implementation result from the terminal 2 (step S26). Specifically, when information including an implementation result is transmitted from the terminal 2, the control unit 11 receives the information. As a result, the control unit 11 acquires the execution result of the sales activity from the terminal 2.
  • the control part 11 determines whether the implementation result was acquired from the terminal 2 (step S27). Specifically, the control unit 11 determines whether or not an implementation result has been acquired by the reception process in step S26.
  • the control unit 11 determines whether or not a predetermined time before the execution deadline (step S28). For example, the control unit 11 determines whether or not the day before the implementation deadline has come. Note that the control unit 11 may determine whether or not the execution time limit has passed, not whether or not the predetermined time before the execution time limit has been reached, that is, whether or not the execution time limit is approaching. If it is determined that the predetermined time before the implementation deadline has not been reached (S28: NO), the control unit 11 returns the process to step S26. If it is determined that the predetermined time before the implementation deadline has passed (S28: YES), the control unit 11 transmits a warning to the user indicating that the implementation deadline is approaching to the terminal 2 (step S29).
  • the control unit 21 of the terminal 2 receives information related to the warning from the server 1 (step S30).
  • the control unit 21 reads the received information and displays a warning for the user on the display unit 24 (step S31). For example, the control unit 21 displays a predetermined warning text on the display unit 24.
  • the control unit 21 returns the process to step S24.
  • the control part 11 of the server 1 matches the said implementation result with a step target, and memorize
  • the control unit 11 refers to the implementation DB 152 and determines whether or not the implementation results are stored for all the stage targets (step S33). That is, the control unit 11 determines whether or not there are step targets that the user has not achieved.
  • the control unit 11 refers to the plan DB 151 to read out the stage target to be achieved next by the user (step S34), and the process is performed.
  • the control part 11 complete
  • FIG. 11 is a flowchart illustrating an example of a processing procedure of a subroutine for browsing business activities. Based on FIG. 11, the business activity browsing subroutine of step S15 will be described.
  • the control unit 21 of the terminal 2 determines whether or not it has received a transmission request for information related to sales activities performed by other users in the past (step S51). Specifically, the control unit 21 determines whether or not a touch input to the browsing icon 63 displayed on the progress screen 60 is accepted, for example. If it is determined that the transmission request has not been received (S51: NO), the control unit 21 returns the process without performing any special process. When it determines with having received the transmission request (S51: YES), the control part 21 transmits the received transmission request to the server 1 (step S52).
  • the transmission request includes, for example, the business plan ID related to the progress screen 60.
  • the control unit 11 of the server 1 receives a transmission request from the terminal 2 (step S53). Based on the received transmission request, the control unit 11 extracts, from the execution DB 152, business activities that other users have performed in the past (step S54). Specifically, the control unit 11 refers to the plan DB 151 based on the ID included in the transmission request, and the business plan and the business plan in which the customer, customer attribute, product, product attribute, business target, stage target, etc. are the same or similar. Is identified. The control unit 11 extracts, from the implementation DB 152, information including the stage goal related to the identified sales plan and the sales activity associated with the stage goal. The control unit 11 transmits information including the extracted business activities to the terminal 2 (step S55).
  • the control unit 21 of the terminal 2 receives information including business activities from the terminal 2 (step S56).
  • the control unit 21 displays the browsing screen 70 including the business activity on the display unit 24 (step S57).
  • the browsing screen 70 includes an evaluation icon 73 that receives an evaluation of the sales activity 72 in addition to the name, customer name, product name, sales target, stage target, implementation result, sales activity 72, and the like of another user.
  • the control unit 21 receives input of evaluation information regarding the business activity displayed on the browsing screen 70 (step S58). For example, the control unit 21 receives evaluation information by receiving a touch input to the evaluation icon 73 displayed in association with the sales activity 72.
  • the evaluation information is not limited to the number of touches on the evaluation icon 73, and may be, for example, a comment input by the user.
  • the control unit 21 transmits the received evaluation information to the server 1 (step S59).
  • the control unit 21 transmits together with the evaluation information the ID of the business plan related to the business activities 72, the stage target number, the implementation date, and the like.
  • the control unit 11 of the server 1 receives the evaluation information from the terminal 2 (step S60).
  • the control unit 11 stores the received evaluation information in the implementation DB 152 in association with the business activity to be evaluated (step S61), and ends the series of processes.
  • display processing is performed on a sales plan similar to the business plan handled by the user on the browsing screen 70.
  • the present embodiment is not limited to this.
  • the terminal 2 accepts input of keywords for sales activities, stage targets, customer names, product names, etc.
  • the server 1 extracts sales activities of other users based on the keywords and transmits them to the terminal 2 for display. It is good.
  • the stage target is set in advance for the above business plan, it may be configured so that the user can modify it appropriately.
  • the terminal 2 may be configured to accept an edit input of the stage target 61 on the progress screen 60.
  • the server 1 transmits the next step target to the terminal 2 when the user achieves the step target, but also transmits the next step target even when the step target is not achieved. Also good.
  • the terminal 2 displays a predetermined object that accepts the input of “achieved” and “unachieved” together with the result input field 67 on the progress screen 60 and inputs whether or not the step target has been achieved. Accept.
  • the server 1 acquires the input content from the terminal 2 and transmits the next stage target to the terminal 2 even if it is not achieved. That is, the input content of the implementation result received by the server 1 is not limited to the input content when the stage goal is achieved.
  • the terminal 2 may accept an input regarding the reason relating to whether or not the achievement is possible on the progress screen 60.
  • the terminal 2 displays an input field for the reason in addition to the result input field 67, receives an input of the reason for achievement or unachieved, and transmits it to the server 1 together with the implementation result.
  • the server 1 stores the achievement or non-achievement reason acquired from the terminal 2 in the implementation DB 152. With this configuration, it is possible to make the user think about the main points of sales activities, improvement points, etc., and to promote independent learning.
  • the server 1 issues a warning according to the implementation deadline.
  • the server 1 may issue a warning according to the amount of business activity necessary for the final achievement of the business plan.
  • the server 1 initially registers the achievement rate of each stage target in the plan DB 151.
  • the server 1 calculates the amount of business activity required based on the number of remaining stage targets necessary to achieve the business plan, the achievement rate of each stage target, and the like.
  • the business activity amount is represented by, for example, work hours.
  • the server 1 determines whether or not to issue a warning according to the amount of business activity.
  • the server 1 changes the initially registered achievement rate according to the execution result acquired from each terminal 2. For example, when the achievement rate of each user becomes high, the achievement rate is corrected upward.
  • the server 1 can give a warning to the user regardless of the implementation deadline.
  • the user himself / herself considers the contents of the sales activity for the given stage target and inputs it.
  • the user looks back on the sales activity by inputting the execution result himself. Therefore, it is possible to encourage independent learning of users who are engaged in sales activities.
  • the user can browse the business activities performed by other users. Moreover, it is possible to grasp excellent sales activities by evaluating the browsing sales activities.
  • FIG. 12 is an explanatory diagram showing an example of the progress screen 60 according to the second embodiment.
  • the control unit 11 of the server 1 transmits information including step targets to the terminal 2 according to the business plan
  • the control unit 11 transmits a plurality of sales activities performed in the past for the step targets that are the same as or similar to the step targets.
  • the control unit 11 refers to the plan DB 151 and determines the stage based on the customer name, customer attribute, product name, product attribute, sales target, etc. of the sales plan related to the stage target in addition to the stage target content. Determine the identity or similarity of goals.
  • the control unit 11 refers to the implementation DB 152 and extracts a plurality of sales activities stored in association with the stage targets determined to be the same or similar.
  • the control unit 11 transmits information including a plurality of extracted business activities to the terminal 2 together with the stage target to be achieved next by the user.
  • the control unit 21 of the terminal 2 that has received the information displays a progress screen 60 shown in FIG.
  • the control unit 21 When the touch input to the activity input field 62 is received, the control unit 21 displays a plurality of sales activities 269, 269, 269... In a pull-down format as shown in FIG. The user selects a sales activity 269 that he / she plans to implement from the plurality of sales activities 269, 269, 269. Thereby, the control part 21 receives selection of the sales activity 269 which a user implements from several sales activity 269,269,269 .... When the touch input to the transmission icon 68 is received, the control unit 21 transmits information including the selected business activity to the server 1.
  • the server 1 shall transmit the sales activity implemented in the past to the terminal 2 above, the sales activity has not been implemented for the corresponding stage target, and the sales activity is not stored in the implementation DB 152.
  • the sales activity set by default may be transmitted to the terminal 2.
  • the server 1 initially registers a business activity in the plan DB 151 in association with the stage target.
  • the terminal 2 may accept an input as to the reason for executing the sales activity together with the sales activity.
  • the terminal 2 in response to this, when the terminal 2 displays a plurality of sales activities on the progress screen 60, the terminal 2 may also display the reasons related to the sales activities.
  • the server 1 transmits the reason input by each user to the terminal 2 together with a plurality of sales activities carried out in the past. Thereby, each user can share the main point, intention, purpose, etc. about the contents of sales activities.
  • FIG. 13 is a flowchart illustrating an example of a processing procedure of the information processing system according to the second embodiment.
  • the control unit 11 of the server 1 executes the following process.
  • the control unit 11 refers to the implementation DB 152 and extracts a plurality of sales activities that have been performed in the past with respect to the step target that is the same as or similar to the step target read in step S11 or S34 (step S201).
  • the control unit 11 refers to the plan DB 151, and in addition to the contents of the stage target, the control unit 11 is identical or based on the customer name, customer attribute, product name, product attribute, sales target, etc. of the sales plan related to the stage target. Judge similarity.
  • the control unit 11 refers to the implementation DB 152 and extracts a plurality of sales activities stored in association with the stage targets determined to be the same or similar.
  • the control unit 11 transmits information including the plurality of sales activities extracted in step S201 to the terminal 2 together with the stage target read in step S11 or S34 (step S202).
  • the control unit 21 of the terminal 2 receives information including the stage target and the sales activity from the server 1 (step S203).
  • the control unit 21 reads the received information and displays a progress screen 60 including the step target 61 on the display unit 24 (step S204).
  • the progress screen 60 includes an activity input field 62 and the like.
  • the control unit 21 performs a predetermined browsing process in response to an operation input by the user (step S205).
  • the control unit 21 accepts selection of a sales activity performed by the user from a plurality of sales activities (step S206). Specifically, when receiving a touch input to the activity input field 62, the control unit 21 displays a plurality of sales activities 269, 269, 269,... Received from the server 1 in a pull-down format.
  • the control unit 21 Based on the operation input by the user, the control unit 21 receives a selection input of the sales activity 269 scheduled to be performed by the user from the plurality of sales activities 269, 269, 269. The control unit 21 transmits information related to the selected business activity to the server 1 (step S207). The control unit 11 of the server 1 that has received the information executes the processes after step S18.
  • each sales activity is displayed in order of high evaluation. ) May be displayed. Thereby, the user can select a business activity based on the evaluation information.
  • the sales activity accumulated in the server 1 is provided as an option, and the sales activity can be made more efficient.
  • FIG. 14 is an explanatory diagram showing an example of the input screen 390 according to the third embodiment.
  • the control unit 21 of the administrator's terminal 2a displays an input screen 390 shown in FIG.
  • the input screen 390 is a screen for accepting input of necessary items including information on a customer who is a target of a business plan and information on a product (or service) related to the business plan.
  • the input screen 390 includes a customer input field 391, a customer attribute field 392, a product input field 393, a product attribute field 394, and other necessary items input fields.
  • the customer input field 391 receives input of a customer name.
  • the customer attribute column 392 receives, for example, input of the customer's business type.
  • the product input field 393 accepts input of a product name (or service name).
  • the product attribute column 394 receives, for example, input of product classification.
  • the control unit 21 receives input of the name of the user who is in charge of the business plan on the input screen 390.
  • the control unit 21 transmits the input content received in each input field to the server 1.
  • the control unit 11 of the server 1 When the information related to the above input content is received, the control unit 11 of the server 1 generates a business plan model including step targets. Specifically, the control unit 11 determines the division of the business plan based on the received information about the customer and the product (see FIG. 4). The control unit 11 refers to the plan DB 151 and reads information on past business plans related to the same category as the determined category. The information includes an ID related to the sales plan, a customer name, a product name, a stage target, a sales target, and the like. Note that the control unit 11 may further read out the business activities related to the business plan with reference to the implementation DB 152. The control unit 11 reflects the other necessary items (such as the user's name) received by the terminal 2 in the read business plan information, and generates a business plan model. The control unit 11 transmits the generated business plan model to the terminal 2.
  • the control unit 21 of the terminal 2 When receiving information related to the business plan model, the control unit 21 of the terminal 2 displays the business plan model in the progress management format 80 (see FIG. 8) based on the information.
  • the control unit 21 indicates a model (model) of the business plan to the administrator using the progress management format 80.
  • the control unit 21 accepts editing related to detailed items. For example, the control unit 21 receives input such as correction and change of each stage target 81 by the administrator.
  • the control unit 21 transmits information including the edited content to the server 1, and the control unit 11 of the server 1 stores the information related to the business plan including the received edited content in the plan DB 151.
  • the information processing system executes the processing described in the first and second embodiments.
  • FIG. 15 is a flowchart illustrating an example of a processing procedure of the information processing system according to the third embodiment. Based on FIG. 15, processing executed by the information processing system according to the present embodiment will be described.
  • the control unit 21 of the terminal 2a displays the input screen 390 (step S301).
  • the control unit 21 accepts input of necessary items including information related to a customer who is a target of a business plan and information related to a product (or service) related to the business plan (step S302).
  • the control unit 21 accepts input of necessary items such as the name of the user in charge of the business plan, in addition to information such as the customer name, business type, product name, and classification.
  • the control unit 21 transmits the received input content to the server 1 (step S303).
  • the control unit 11 of the server 1 receives information related to the input content (step S304). As a result, the control unit 11 receives input of necessary items via the terminal 2.
  • the control unit 11 reads the information and determines a business plan category based on the customer name, customer attribute, product name, product attribute, and the like (step S305).
  • the control unit 11 refers to the plan DB 151 according to the information about the customer and the product input at the terminal 2, and generates a business plan model including step targets (step S306). Specifically, based on the category determined in step S ⁇ b> 305, the control unit 11 reads, from the plan DB 151, information related to past business plans related to the same category as the category.
  • the control unit 11 reflects the necessary items received in step S304 in the read business plan, and generates a business plan model.
  • the control unit 11 transmits information related to the generated business plan model to the terminal 2 (step S307).
  • the control unit 21 of the terminal 2 receives the information (step S308).
  • the control unit 11 reads the information and displays the business plan model in the progress management format 80 (step S309).
  • the progress management format 80 includes step targets and the like.
  • the control unit 11 accepts editing by the administrator for the progress management format 80 (step S310). For example, the control unit 11 receives an edit input for each stage target 81 of the business plan.
  • the control unit 11 transmits information including the editing content to the server 1 (step S311).
  • the control unit 11 of the server 1 receives the information (step S312).
  • the control part 11 memorize
  • the server 1 provides an add-in program that operates in cooperation with an existing system related to SFA (Sales Force Automation), and transmits / receives information related to a business plan to / from the terminal 2.
  • the server 1 accepts input of information such as stage targets, sales activities, and implementation results via an agenda creation screen (first screen) and a minutes creation screen (second screen) described later.
  • the server 1 creates an agenda and minutes based on the received various information, accumulates various information in the implementation DB 152, and supports sales activities.
  • FIG. 16 is a schematic diagram illustrating a configuration example of an information processing system according to the fourth embodiment.
  • the server 1 according to the present embodiment stores an agenda table 153 in the mass storage device 15.
  • the agenda table 153 is a table that defines creation rules used in creating an agenda described later. Further, it is assumed that terminal 2 according to the present embodiment is a personal computer.
  • FIG. 17 is an explanatory diagram showing an example of the agenda table 153.
  • the agenda table 153 stores the input notation and output notation of various information such as the stage target, the sales activity, and the execution result in association with the stage target number. Specifically, texts indicating the contents of various types of information are stored separately for input notation on a creation screen (to be described later) and output notation on the created material.
  • the input notation is preferably an easy-to-understand and concise expression for a user who is a sales person, for example, an in-house term.
  • the output notation is a general expression that can be understood by persons other than the sales staff.
  • the output notation is a notation for the outside so as to be communicated to the sales partner.
  • FIG. 18 is an explanatory diagram for explaining the agenda creation process.
  • the control unit 11 of the server 1 Upon receiving an output request from the terminal 2, the control unit 11 of the server 1 outputs an agenda creation screen (first screen) shown on the left in FIG.
  • the agenda creation screen is a screen for setting and inputting, for a planned sales activity, a stage target related to the sales activity, details of the sales activity, and the like.
  • the agenda creation screen includes a stage designation field 181, a purpose setting field 182, an expected result setting field 183, an activity setting field 184, and a new setting icon 185.
  • the control unit 11 accepts designation of the current business stage in the business plan based on the operation input to the stage designation column 181.
  • the control unit 11 refers to the data related to the past sales activity accumulated in the execution DB 152, and stores the past in the purpose setting column 182, the expected result setting column 183, and the activity setting column 184, respectively.
  • the stage targets set in the sales plan and the contents of the sales activities are displayed as initial settings.
  • the contents of the implementation DB 152 according to the present embodiment are simply shown at the bottom of FIG.
  • the record contents of the implementation DB 152 are conceptually illustrated, and detailed description and illustration are omitted.
  • the execution DB 152 stores preset sales stage target data and sales activity data that have been executed in the past in association with each other. Specifically, as shown in the lower part of FIG. 18, the stage goal according to the present embodiment is divided into the purpose of the business intended by the user and the expected result (KPI) expected by the user through the business.
  • the DB 152 stores sales objectives, expected results, and sales activities in a hierarchical manner.
  • the control unit 11 refers to the implementation DB 152 and displays each stored information as a sample in each column.
  • the control unit 11 accepts a setting input for the purpose of business by an operation input to the purpose setting field 182.
  • the control unit 11 displays a plurality of objectives stored in the implementation DB 152 by pull-down (not shown) and accepts a selection input.
  • the control unit 11 accepts a setting input for an expected result (KPI) as a determination criterion for achievement of the set purpose or unachieved by an operation input to the expected result setting field 183.
  • KPI expected result
  • the control unit 11 displays a plurality of expected result setting fields 183, 183, 183,... On the agenda creation screen.
  • the control unit 11 displays a plurality of expected result samples in a pull-down format in each expected result setting field 183 and accepts a selection setting from the plurality of samples.
  • the control unit 11 accepts the above selection process in each expected result setting column 183, 183, 183... And sets a plurality of expected results for one purpose. Note that the number of expected results to be set need not be plural, but may be one.
  • the control unit 11 displays, in the activity setting column 184, a plurality of samples with respect to the contents of the business activity performed by the user (not shown), and accepts a selection input. For example, the control unit 11 displays a plurality of activity setting fields 184, 184, 184... On the agenda creation screen in response to the plurality of expected results set above, and implements to achieve each expected result. Accept settings for each sales activity. For example, a user may introduce “similar case study” as a sales activity corresponding to the expected result “find out needs and background”, “customer situation grasp” as a sales activity corresponding to the expected result “hear the business schedule”, etc. , Select the sales activities corresponding to each expected result. In this manner, the control unit 11 sequentially receives selections for stage targets (purposes, expected results) and sales activities, and sets sales details according to the hierarchical structure of the implementation DB 152.
  • the control unit 21 pulls down the sales activity having a high achievement rate (CVR: ConversionConthrough Rate) in the past sales plan in the activity setting column 184 (not shown), and the achievement rate Accept selections from high sales activities. Details of the achievement rate will be described later.
  • CVR ConversionConthrough Rate
  • the server 1 according to the present embodiment is different from the first embodiment in that the stage target (purpose, expected result) can be changed from the initial setting.
  • the server 1 may make the stage target unchanged according to the initial business plan.
  • the server 1 may be configured to accept settings only for the sales activities without outputting the stage goal setting change on the agenda creation screen, but only outputting the initially set stage goal.
  • the control unit 11 creates the agenda shown on the right side of FIG. 18 based on the setting contents set in each column.
  • the control unit 11 refers to the agenda table 153 and converts the notation of each column into a notation for external use.
  • the control unit 11 arranges the converted text according to a predetermined rule, and creates an agenda.
  • the control unit 11 converts the content set on the agenda creation screen shown on the left side of FIG. 18 into a form that is well-developed for outside the company, and creates an agenda used at the time of business.
  • the created agenda may be manually edited by the user.
  • FIG. 19 is an explanatory diagram for explaining the new setting process.
  • the control unit 11 sets the business content (stage target and business activity) by accepting selection from existing data stored in the implementation DB 152.
  • the control unit 11 may receive a setting input for business contents other than the business contents stored in the execution DB 152, that is, new business contents that have not been recorded in the past.
  • the control unit 11 when receiving an operation input to the new setting icon 185 on the agenda creation screen, the control unit 11 outputs a registration screen illustrated in FIG. FIG. 19 shows an example of a screen when an operation is performed on the new setting icon 185 shown next to the activity setting field 184 in FIG. 18 to set and register the contents of a new business activity.
  • control unit 11 receives an input regarding the contents of a business activity to be newly set by inputting a text in the input notation field 191.
  • the input contents are stored in the implementation DB 152 and registered as a new business activity (see the lower part of FIG. 19).
  • control unit 11 receives an input of an output notation for the contents of a newly set sales activity by inputting a text in the output notation field 192.
  • the control unit 11 stores the text contents input in each field in the agenda table 153. Thereby, the control part 11 can convert a description also about a new sales activity, and can create an agenda.
  • control part 11 accepts new setting registration also about a step target (purpose, expected result) similarly to the above. In this way, the control unit 11 accepts new setting registrations for stage targets and sales activities, thereby expanding and updating the sales plan and optimizing the sales activities.
  • the name of the user who performed the setting registration and the intention (aim) of the new business content can be input at the same time, and other users can refer to it. It is preferable. Thereby, another user (especially manager) can evaluate whether the business contents newly set by the user are appropriate.
  • FIG. 20 is an explanatory diagram for explaining the minutes creation process.
  • the control unit 11 of the server 1 outputs a minutes creation screen shown on the left side of FIG. After the business visit, the user enters the necessary items on the minutes creation screen and creates the minutes similarly to the agenda creation.
  • the minutes creation screen includes a result column 201, a self-evaluation column 202, a free comment column 203, an effective activity column 204, a record item column 205, and a schedule column 206.
  • the control unit 11 accepts text input of implementation results for each expected result set as KPI.
  • the control unit 11 determines whether each expected result has been achieved or not achieved, depending on whether or not a text is input to each result column 201.
  • control unit 11 accepts the input of the self-evaluation of the business activity by the user himself in the self-evaluation column 202 and the free comment column 203.
  • the control unit 11 accepts a self-evaluation in a Marubat format in the self-evaluation column 202.
  • the control unit 11 receives an input of a free comment related to self-evaluation in the free comment field 203.
  • the control unit 21 accepts a selection input in a pull-down format with respect to the contents of the sales activity that the user considered effective or achieved to achieve the stage goal.
  • control unit 21 receives text input of detailed recording items related to the implementation results in each recording item column 205.
  • the recorded items are, for example, decisions that have been agreed with the business partner, future issues, and the like.
  • the text data input in the record item column 205 is reflected in the minutes created by the server 1.
  • control unit 21 receives an input of a scheduled activity in the schedule column 206 in order to pending the contents of the business activity to be performed at the next visit.
  • server 1 When creating an agenda for the next business visit, the server 1 outputs the scheduled activity input in the schedule column 206 to the activity setting column 184 of the agenda creation screen as an initial setting (see FIG. 18).
  • the control unit 11 receives an input regarding the result of the business activity performed by the user via the minutes creation screen. By inputting various information on the minutes creation screen, the user can look back on the results of the sales activities he has conducted and encourage independent learning.
  • control unit 11 of the server 1 creates the minutes shown on the right side of FIG. 20 based on the various input contents entered on the minutes creation screen. For example, as shown on the right side of FIG. 20, the control unit 11 arranges the text input in each recording item column 205 according to a predetermined rule, and creates a minutes.
  • FIG. 21 is an explanatory diagram for explaining the recommendation process of the sales activity according to the implementation result.
  • a user who conducts sales activities repeatedly creates the above-mentioned agenda and minutes every sales visit, and plans and records sales activities.
  • the server 1 reflects the result of the previous sales activity input on the minutes creation screen on the agenda creation screen related to the next sales activity.
  • the control unit 11 of the server 1 stores the input contents input in each column of the minutes creation screen in the implementation DB 152.
  • the control part 11 calculates the achievement rate of the stage target by the said sales activity about the sales activity which the user implemented, and memorize
  • the control unit 11 For the sales activity “similar case introduction” that was set to achieve the expected result “needs and background”, the number of achievements is incremented.
  • the control unit 11 divides the number of achievements of “similar case introduction” by the total number of past implementations, and calculates the achievement rate. Further, for example, the control unit 11 weights the achievement rate according to the input contents to the self-evaluation column 202 and the effective activity column 204 on the minutes creation screen. For example, in the self-evaluation column 202 of FIG.
  • the control unit 11 calculates the sales activity “similar case introduction” by weighting the achievement rate.
  • the control unit 11 further weights the achievement rate related to “similar case introduction”. calculate. Note that the above achievement rate calculation method is only an example, and it is only necessary to appropriately determine the degree of contribution of each business activity in achieving the stage goal.
  • the control part 11 memorize
  • the control unit 11 outputs a business activity with an achievement rate equal to or higher than a predetermined value to the agenda creation screen, and causes a pull-down display in the activity setting field 184. As a result, the user is recommended with a high achievement rate and can support efficient sales activities.
  • control unit 11 cuts only the sales activities with high achievement rates and outputs them on the agenda creation screen. For example, all the past sales activities are ranked in descending order of achievement rates. It is good also as outputting. Thus, the control part 11 should just be able to display the content of sales activity on an agenda creation screen according to an implementation result.
  • control unit 11 sets a flag on the scheduled activity and stores it in the implementation DB 152 in order to pending the scheduled activity (sales activity) input in the scheduled activity column 206.
  • control unit 11 receives a call from the terminal 2 and outputs the next agenda creation screen, the control unit 11 preferentially outputs the scheduled activity flagged to the activity setting field 184. As a result, the next business activity to be performed by the user is appropriately reflected in the agenda.
  • control unit 11 may output a specific sales activity as an indispensable sales activity on the agenda creation screen regardless of whether the achievement rate is high or low.
  • control unit 11 may output certain sales activities designated in advance by an administrator who manages each sales representative to the activity setting column 184 as essential activity contents.
  • the server 1 notifies the administrator's terminal 2a of the business content set and registered.
  • the terminal 2a accepts a designation input by an administrator as to whether or not the business content newly set (devised) by the user who is a subordinate is set as an essential activity.
  • the server 1 outputs the essential activity in the activity setting field 184 of the agenda creation screen.
  • the server 1 stores the execution result input on the minutes creation screen for the business activity in the implementation DB 152, and changes the initial setting content displayed on the next agenda creation screen based on the implementation result. That is, the server 1 can optimize the business plan by repeating the creation of the agenda and minutes.
  • the server 1 preferably stores a series of agendas and minutes that are repeatedly created by each user for each business plan, and can output a history of business activities. Thereby, in particular, the administrator can easily confirm the degree of progress of the business plan that each user is in charge of.
  • FIG. 22 is a flowchart illustrating an example of a processing procedure executed by the information processing system according to the fourth embodiment.
  • the control unit 11 of the server 1 receives specification of the stage of the business plan from the terminal 2, the control unit 11 outputs an agenda creation screen (first screen) for creating a business plan at the specified stage (step S401).
  • the agenda creation screen is a screen for inputting information necessary for creating an agenda, and is a screen for the user to set and input stage targets and sales activities related to sales newly performed.
  • the control unit 21 of the terminal 2 displays the agenda creation screen output from the server 1 on the display unit 24 (step S402).
  • the control unit 21 receives a designation input that designates a stage of the business plan (step S403).
  • the control unit 21 acquires data related to past sales activities at this stage from the server 1, and displays the data as a default setting on the agenda creation screen (step S404).
  • the server 1 outputs data relating to the past business activities performed on the agenda creation screen according to the past implementation results. For example, the server 1 outputs a business activity with a high achievement rate calculated in step S418, which will be described later, or a business activity set as a scheduled activity or an essential activity, and displays it on the terminal 2.
  • the control unit 21 receives the setting input of the stage target and the sales activity on the agenda creation screen (step S405).
  • control unit 21 sequentially accepts setting changes from the initial settings for the stage goals (purposes and expected results) and sales activities. Further, as described with reference to FIG. 19, the control unit 21 may accept a setting input for a new stage target or business activity other than the stage target or business activity stored in the implementation DB 152. The control unit 21 transmits the set contents relating to the set stage target and the sales activity to the server 1 (step S406).
  • the control unit 11 of the server 1 refers to the agenda table 153 and creates an agenda (prior material) based on the setting contents transmitted from the terminal 2 (step S407). Moreover, the control part 11 memorize
  • the controller 11 When the control unit 11 receives an output request from the terminal 2, the controller 11 outputs a minutes creation screen (second screen) for inputting a result of the business activity performed by the user to the terminal 2 (step S409).
  • the minutes creation screen is a screen for inputting information necessary for creating the minutes of the business activities performed by the user.
  • the control unit 21 of the terminal 2 displays a minutes creation screen on the display unit 24 (step S410).
  • the control unit 21 accepts an input of an implementation result of the business activity on the minutes creation screen (step S411). For example, the control unit 21 accepts input regarding information regarding achievement or non-achievement of the stage goal, details of the implementation result, activity content that the user considers effective, scheduled activity to be performed next, and the like.
  • the control unit 21 transmits the input content to the server 1 (step S412).
  • the control unit 11 of the server 1 When the input content related to the implementation result is acquired from the terminal 2, the control unit 11 of the server 1 creates a minutes based on the input content (step S413). Moreover, the control part 11 calculates the achievement rate of the sales activity set by step S405 based on the achievement or non-achievement of the stage goal which the implementation result acquired from the terminal 2 shows (step S414).
  • the control part 11 memorize
  • control unit 11 determines whether or not the step target (objective) has been achieved depending on whether or not the implementation results have been input to all of the result columns 201, 201, 201. When it determines with not having been achieved (S416: NO), the control part 11 returns a process to step S401. If it is determined that the step target has been achieved (S416: YES), the control unit 11 ends the series of processes.
  • the work for inputting the contents of the sales activities, the implementation results, etc. is incorporated into the existing work for creating the agenda and the minutes, and the server 1 creates the materials and the sales activities Can be performed in parallel with the support. Thereby, a user's burden can be reduced.

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Abstract

Provided is an information processing device and the like capable of supporting efficient implementation of a business activity. An information processing device (1) is characterized by comprising: a transmission unit that transmits, to a user's information processing terminal (2), milestones set in stages in accordance with a business plan; a reception unit that receives, from the information processing terminal (2), input of the business activity to be implemented by the user for the milestones; and an acquisition unit that acquires, from the information processing terminal (2), the implementation result of implementing the business activity.

Description

情報処理装置、情報処理方法及びプログラムInformation processing apparatus, information processing method, and program
　本発明は、情報処理装置、情報処理方法及びプログラムに関する。 The present invention relates to an information processing apparatus, an information processing method, and a program.
　営業活動の現場において、生産性の低下が問題となっている。すなわち、営業活動を実施する各担当者を管理する管理者のプレイングマネージャ化が進む一方で、担当者は管理者への報告等の業務が増えている。これによって管理者は業務に忙殺される一方、担当者は管理者から的確な指示、アドバイス等を得られないなどの悪循環に陥り、生産性の低下を招いている。 低下 Productivity decline is a problem at the site of sales activities. That is, while the manager who manages each person in charge of sales activities is becoming a playing manager, the person in charge is increasing the duties such as reporting to the manager. As a result, the manager is busy with work, while the person in charge falls into a vicious circle such as being unable to obtain accurate instructions and advice from the manager, leading to a decrease in productivity.
　上記の問題に鑑みて、営業活動に係る生産性の向上を図るために様々な提案がなされている。例えば特許文献１では、営業活動に関するスケジュール表、ディスカッション等を営業担当者のグループで共有するグループワーク支援装置が開示されている。 In view of the above problems, various proposals have been made to improve productivity related to sales activities. For example, Patent Document 1 discloses a group work support apparatus that shares schedule tables, discussions, and the like regarding sales activities among a group of sales staff.
特開２００４－３１０２７３号公報JP 2004-310273 A
　しかし、特許文献１では円滑なグループワークの実現に主眼が置かれており、管理者による各担当者への関与を軽減し、担当者の自立的な学習を促すに至っていない。 However, Patent Document 1 focuses on the realization of a smooth group work, and does not reduce the involvement of the manager in each person in charge and encourage the person in charge to learn independently.
　本発明は斯かる事情によりなされたものであって、その目的とするところは、効率的な営業活動の実施を支援することができる情報処理装置等を提供することにある。 The present invention has been made under such circumstances, and an object of the present invention is to provide an information processing apparatus and the like that can support efficient business activities.
　本発明に係る情報処理装置は、営業計画に応じて段階的に設定される段階目標をユーザの情報処理端末に送信する送信部と、前記段階目標について前記ユーザが実施する営業活動の入力を前記情報処理端末から受け付ける受付部と、前記営業活動を実施した実施結果を前記情報処理端末から取得する取得部とを備えることを特徴とする。 An information processing apparatus according to the present invention includes: a transmission unit that transmits a step target set stepwise according to a business plan to a user information processing terminal; and an input of a business activity performed by the user for the step target The information processing terminal includes a reception unit, and an acquisition unit that acquires an execution result of the sales activity from the information processing terminal.
　本発明によれば、効率的な営業活動の実施を支援することができる。 According to the present invention, efficient sales activities can be supported.
情報処理システムの構成例を示す模式図である。It is a schematic diagram which shows the structural example of an information processing system. 計画ＤＢのレコードレイアウトの一例を示す説明図である。It is explanatory drawing which shows an example of the record layout of plan DB. 実施ＤＢのレコードレイアウトの一例を示す説明図である。It is explanatory drawing which shows an example of the record layout of implementation DB. 営業計画の策定について説明するための説明図である。It is explanatory drawing for demonstrating formulation of a business plan. 営業計画の一例を示す説明図である。It is explanatory drawing which shows an example of a business plan. 進捗画面の一例を示す説明図である。It is explanatory drawing which shows an example of a progress screen. 閲覧画面の一例を示す説明図である。It is explanatory drawing which shows an example of a browsing screen. 進捗管理フォーマットの一例を示す説明図である。It is explanatory drawing which shows an example of a progress management format. 情報処理システムの処理手順の一例を示すフローチャートである。It is a flowchart which shows an example of the process sequence of information processing system. 情報処理システムの処理手順の一例を示すフローチャートである。It is a flowchart which shows an example of the process sequence of information processing system. 営業活動閲覧のサブルーチンの処理手順の一例を示すフローチャートである。It is a flowchart which shows an example of the process sequence of the subroutine of business activity browsing. 実施の形態２に係る進捗画面の一例を示す説明図である。10 is an explanatory diagram illustrating an example of a progress screen according to Embodiment 2. FIG. 実施の形態２に係る情報処理システムの処理手順の一例を示すフローチャートである。10 is a flowchart illustrating an example of a processing procedure of the information processing system according to the second embodiment. 実施の形態３に係る入力画面の一例を示す説明図である。12 is an explanatory diagram illustrating an example of an input screen according to Embodiment 3. FIG. 実施の形態３に係る情報処理システムの処理手順の一例を示すフローチャートである。10 is a flowchart illustrating an example of a processing procedure of the information processing system according to the third embodiment. 実施の形態４に係る情報処理システムの構成例を示す模式図である。FIG. 10 is a schematic diagram illustrating a configuration example of an information processing system according to a fourth embodiment. アジェンダテーブルの一例を示す説明図である。It is explanatory drawing which shows an example of an agenda table. アジェンダ作成処理を説明するための説明図である。It is explanatory drawing for demonstrating an agenda creation process. 新規設定処理を説明するための説明図である。It is explanatory drawing for demonstrating a new setting process. 議事録作成処理を説明するための説明図である。It is explanatory drawing for demonstrating the minutes creation process. 実施結果に応じた営業活動のリコメンド処理について説明するための説明図である。It is explanatory drawing for demonstrating the recommendation process of the sales activity according to the implementation result. 実施の形態４に係る情報処理システムが実行する処理手順の一例を示すフローチャートである。15 is a flowchart illustrating an example of a processing procedure executed by the information processing system according to the fourth embodiment.
　以下、本発明をその実施の形態を示す図面に基づいて詳述する。
（実施の形態１）
　本実施の形態では、効率的な営業活動を支援するための情報処理システムを一例として説明を行う。図１は、情報処理システムの構成例を示す模式図である。情報処理システムは、ネットワークＮを介して相互に通信接続された情報処理装置１、情報処理端末２、２、２…を含む。ネットワークＮはインターネット、ＬＡＮ（Local Area Network）等である。 Hereinafter, the present invention will be described in detail with reference to the drawings illustrating embodiments thereof.
(Embodiment 1)
In the present embodiment, an information processing system for supporting efficient sales activities will be described as an example. FIG. 1 is a schematic diagram illustrating a configuration example of an information processing system. The information processing system includes an information processing apparatus 1 and information processing terminals 2, 2, 2,... The network N is the Internet, a LAN (Local Area Network) or the like.
　情報処理装置１は、種々の情報を記憶すると共に、ネットワークＮを介して情報の送受信を行う情報処理装置である。情報処理装置１は、例えばサーバコンピュータ、パーソナルコンピュータ等である。本実施の形態において情報処理装置１はサーバコンピュータであるものとし、サーバ１と読み替える。サーバ１は情報処理端末２と通信を行い、ユーザが実施する営業活動について、活動内容、実施結果等の各種情報の回収、期限管理等の処理を行う。上記の処理について、詳しくは後述する。 The information processing apparatus 1 is an information processing apparatus that stores various types of information and transmits and receives information via the network N. The information processing apparatus 1 is, for example, a server computer or a personal computer. In the present embodiment, the information processing apparatus 1 is assumed to be a server computer and is read as the server 1. The server 1 communicates with the information processing terminal 2 and performs processing such as collection of various types of information such as activity contents and implementation results, time limit management, etc., regarding business activities performed by the user. The above process will be described in detail later.
　情報処理端末２は、各ユーザが所持している端末装置であり、例えばスマートフォン、携帯電話、パーソナルコンピュータ等である。本実施の形態では情報処理端末２はスマートフォンであるものとし、以下では簡潔のため端末２と読み替える。端末２は、サーバ１から取得した情報を表示すると共に、営業活動の内容、結果等に係る情報の入力を受け付け、サーバ１に送信する処理を行う。
　なお、営業担当者である各ユーザを管理する管理者の端末２を、符号２ａで表す。また、端末２ａはパーソナルコンピュータであるものとする。 The information processing terminal 2 is a terminal device possessed by each user, and is, for example, a smartphone, a mobile phone, a personal computer, or the like. In the present embodiment, the information processing terminal 2 is assumed to be a smartphone, and will be read as the terminal 2 below for the sake of brevity. The terminal 2 displays information acquired from the server 1, receives input of information related to the contents, results, and the like of sales activities, and performs processing of transmitting to the server 1.
Note that the terminal 2 of the manager who manages each user who is a sales representative is represented by reference numeral 2a. The terminal 2a is assumed to be a personal computer.
　サーバ１は、制御部１１、記憶部１２、通信部１３、時計部１４、大容量記憶装置１５を含む。
　制御部１１は、ＣＰＵ（Central Processing Unit）又はＭＰＵ（Micro-Processing Unit）等の演算処理装置を含む。制御部１１は、記憶部１２に記憶されたプログラムを読み出して実行することにより、サーバ１に係る種々の情報処理又は制御処理等を行う。
　記憶部１２は、ＲＡＭ（Random Access Memory）、ＲＯＭ（Read Only Memory）等のメモリ素子を含む。記憶部１２は、制御部１１が本実施の形態に係る処理を実行するために必要なプログラム又はデータ等を記憶している。また、記憶部１２は、制御部１１が演算処理を実行するために必要なデータ等を一時的に記憶する。
　通信部１３は通信に関する処理を行うための処理回路等を含み、ネットワークＮを介して端末２、２、２…と情報の送受信を行う。
　時計部１４は時刻の計測を行い、計測した時刻を制御部１１に与える。 The server 1 includes a control unit 11, a storage unit 12, a communication unit 13, a clock unit 14, and a mass storage device 15.
The control unit 11 includes an arithmetic processing device such as a CPU (Central Processing Unit) or an MPU (Micro-Processing Unit). The control unit 11 performs various information processing or control processing related to the server 1 by reading and executing the program stored in the storage unit 12.
The storage unit 12 includes memory elements such as a RAM (Random Access Memory) and a ROM (Read Only Memory). The storage unit 12 stores a program or data necessary for the control unit 11 to execute the processing according to the present embodiment. The storage unit 12 temporarily stores data and the like necessary for the control unit 11 to execute arithmetic processing.
The communication unit 13 includes a processing circuit for performing processing related to communication, and transmits and receives information to and from the terminals 2, 2, 2.
The clock unit 14 measures time and gives the measured time to the control unit 11.
　大容量記憶装置１５は、例えばハードディスク等を含む大容量の記憶装置である。大容量記憶装置１５は、計画ＤＢ１５１、実施ＤＢ１５２等を記憶している。計画ＤＢ１５１は、営業目標を達成するために予め策定される営業計画に関する情報を記憶している。実施ＤＢ１５２は、営業計画に沿って実施される個々の具体的な営業活動に関する情報を記憶している。
　なお、本実施の形態において記憶部１２及び大容量記憶装置１５は一体の記憶装置として構成されていてもよい。また、大容量記憶装置１５は複数の記憶装置により構成されていてもよい。また、大容量記憶装置１５はサーバ１に接続された外部記憶装置であってもよい。 The large capacity storage device 15 is a large capacity storage device including, for example, a hard disk. The large-capacity storage device 15 stores a plan DB 151, an implementation DB 152, and the like. The plan DB 151 stores information related to a business plan that is formulated in advance to achieve a business target. The execution DB 152 stores information on individual specific business activities executed in accordance with the business plan.
In the present embodiment, the storage unit 12 and the mass storage device 15 may be configured as an integrated storage device. Further, the mass storage device 15 may be composed of a plurality of storage devices. The mass storage device 15 may be an external storage device connected to the server 1.
　なお、本実施の形態においてサーバ１は上記の構成に限られず、例えば操作入力を受け付ける入力部、サーバ１に係る情報を表示する表示部、可搬型記憶媒体に記憶された情報を読み取る読取部等を含んでもよい。 In the present embodiment, the server 1 is not limited to the above configuration. For example, an input unit that receives an operation input, a display unit that displays information related to the server 1, a reading unit that reads information stored in a portable storage medium, and the like May be included.
　端末２は、制御部２１、記憶部２２、通信部２３、表示部２４、入力部２５を含む。
　制御部２１はＣＰＵ又はＭＰＵ等の演算処理装置を含み、記憶部２２に記憶されたプログラムＰを読み出して実行することにより、端末２に係る種々の情報処理又は制御処理等を行う。
　記憶部２２はＲＡＭ、ＲＯＭ等のメモリ素子を含み、制御部２１が処理を実行するために必要なプログラムＰ又はデータ等を記憶している。また、記憶部２２は、制御部２１が演算処理を実行するために必要なデータ等を一時的に記憶する。
　通信部２３はアンテナ及び通信処理回路等を含む。より詳しくは、通信部２３は携帯電話網、無線ＬＡＮ等により通信を行う。なお、本実施の形態において通信部２３の通信方式は上記に限られず、例えば有線ＬＡＮによって行ってもよい。
　表示部２４は液晶ディスプレイ又は有機ＥＬ（Electro Luminescence）ディスプレイ等の画面を有し、制御部２１から与えられた画像を表示する。
　入力部２５は表示部２４に設けられたタッチパネル又は押下式のボタン等であり、対象者による操作入力を受け付ける。入力部２５は、対象者によりなされた操作内容を制御部２１に通知する。 The terminal 2 includes a control unit 21, a storage unit 22, a communication unit 23, a display unit 24, and an input unit 25.
The control unit 21 includes an arithmetic processing unit such as a CPU or an MPU, and reads out and executes the program P stored in the storage unit 22, thereby performing various information processing or control processing related to the terminal 2.
The storage unit 22 includes memory elements such as RAM and ROM, and stores a program P or data necessary for the control unit 21 to execute processing. The storage unit 22 temporarily stores data and the like necessary for the control unit 21 to execute arithmetic processing.
The communication unit 23 includes an antenna and a communication processing circuit. More specifically, the communication unit 23 performs communication via a mobile phone network, a wireless LAN, or the like. In the present embodiment, the communication method of the communication unit 23 is not limited to the above, and may be performed by a wired LAN, for example.
The display unit 24 has a screen such as a liquid crystal display or an organic EL (Electro Luminescence) display, and displays an image given from the control unit 21.
The input unit 25 is a touch panel or a push button provided on the display unit 24, and receives an operation input by the subject. The input unit 25 notifies the control unit 21 of the operation content performed by the subject.
　なお、本実施の形態において端末２は上記の構成に限られず、例えば音声の入力及び出力を行うマイク及びスピーカ、画像の撮像を行うカメラ等を含んでもよい。 In the present embodiment, the terminal 2 is not limited to the above configuration, and may include, for example, a microphone and a speaker for inputting and outputting audio, a camera for capturing an image, and the like.
　図２は、計画ＤＢ１５１のレコードレイアウトの一例を示す説明図である。計画ＤＢ１５１は、ＩＤ列、区分列、担当者列、顧客列、顧客属性列、商品列、商品属性列、番号列、段階目標列、営業目標列を含む。ＩＤ列は、各営業計画を識別するためのＩＤを記憶している。区分列は、ＩＤと対応付けて、後述する営業計画の区分を記憶している。担当者列は、ＩＤと対応付けて、営業計画を担当するユーザの氏名を記憶している。なお、営業計画を担当するユーザは複数名であってもよい。顧客列は、ＩＤと対応付けて、営業計画の対象である顧客の名称を記憶している。なお、顧客列に記憶される顧客は法人等の団体に限られず、例えば個人であってもよい。顧客属性列は、顧客と対応付けて、当該顧客の属性を記憶している。顧客属性は、顧客を所定の基準で分類したものであり、例えば顧客が法人である場合に、当該法人の業種等により表される。商品列は、ＩＤと対応付けて、営業計画において顧客に紹介、売り込み等する商品の名称を記憶している。なお、営業計画を通じて顧客に提供するものは商品に限られず、サービスであってもよい。商品属性列は、商品と対応付けて、当該商品の属性を記憶している。商品属性は、例えば所定基準による商品の分類を示している。 FIG. 2 is an explanatory diagram showing an example of a record layout of the plan DB 151. The plan DB 151 includes an ID column, a division column, a person in charge column, a customer column, a customer attribute column, a product column, a product attribute column, a number column, a stage target column, and a sales target column. The ID column stores an ID for identifying each business plan. The division column stores a division of a business plan to be described later in association with the ID. The person-in-charge column stores the name of the user in charge of the business plan in association with the ID. Note that there may be a plurality of users in charge of the sales plan. The customer column stores the name of the customer who is the target of the business plan in association with the ID. In addition, the customer memorize | stored in a customer row | line | column is not restricted to groups, such as a corporation, For example, an individual may be sufficient. The customer attribute column stores the attribute of the customer in association with the customer. The customer attribute is obtained by classifying customers according to a predetermined standard. For example, when the customer is a corporation, the customer attribute is represented by the business type of the corporation. The product column stores the name of a product to be introduced or sold to a customer in the sales plan in association with the ID. In addition, what is provided to the customer through the business plan is not limited to the product, and may be a service. The product attribute column stores attributes of the product in association with the product. The product attribute indicates, for example, product classification based on a predetermined standard.
　番号列は、ＩＤと対応付けて、営業計画に応じて段階的に設定される段階目標の順番を記憶している。段階目標は、ユーザが適切な順序で営業活動を実施することにより営業目標を達成するべく設定される、営業計画の途中目標である。段階目標列は、番号と対応付けて、段階目標の内容を記憶している。営業目標列は、ＩＤと対応付けて、営業計画により最終的に達成すべき営業目標を記憶している。 The number sequence stores the order of step targets set step by step according to the business plan in association with the ID. The stage target is an intermediate target of the sales plan that is set to achieve the sales target by the user performing the sales activities in an appropriate order. The stage target column stores the contents of stage targets in association with numbers. The sales target column stores the sales target to be finally achieved by the sales plan in association with the ID.
　図３は、実施ＤＢ１５２のレコードレイアウトの一例を示す説明図である。実施ＤＢ１５２は、ＩＤ列、担当者列、番号列、段階目標列、営業活動列、実施期限列、実施日列、添付列、実施結果列、備考列、評価列を含む。ＩＤ列は、営業計画のＩＤを記憶している。担当者列は、ＩＤと対応付けて、営業計画を担当するユーザの氏名を記憶している。番号列は、ＩＤと対応付けて、段階目標の番号を記憶している。段階目標列は、番号と対応付けて、段階目標の内容を記憶している。 FIG. 3 is an explanatory diagram showing an example of the record layout of the implementation DB 152. The implementation DB 152 includes an ID column, a person in charge column, a number column, a stage target column, a sales activity column, an implementation deadline column, an implementation date column, an attachment column, an implementation result column, a remarks column, and an evaluation column. The ID column stores business plan IDs. The person-in-charge column stores the name of the user in charge of the business plan in association with the ID. The number string stores a step target number in association with the ID. The stage target column stores the contents of stage targets in association with numbers.
　営業活動列は、段階目標の番号と対応付けて、当該段階目標を達成するためにユーザが実施する営業活動の内容を記憶している。詳しくは後述するように、営業活動の内容は、営業活動を実施するユーザ自身が設定する。実施期限列は、営業活動と対応付けて、当該営業活動の実施期限を記憶している。実施日列は、営業活動と対応付けて、当該営業活動を実施した日付を記憶している。なお、実施期限及び実施日は日付だけではなく、時刻まで含めてもよい。添付列は、営業活動と対応付けて、当該営業活動に用いる所定の添付ファイルを記憶している。実施結果列は、営業活動と対応付けて、当該営業活動を実施した実施結果を記憶している。備考列は、段階目標の番号と対応付けて、ユーザにより任意に入力されたコメント等を記憶している。評価列は、営業活動と対応付けて、当該営業活動に関する他のユーザからの評価を示す評価情報を記憶している。詳しくは後述するように、評価情報は、対応付けられた営業活動に対して他のユーザが「いいね」の評価アイコンにタッチ入力をした数で表される。なお、評価情報は他のユーザから評価された数に限られるものではなく、例えば他のユーザにより入力されたコメント等であってもよい。 The sales activity column stores the contents of the sales activities performed by the user in order to achieve the step target in association with the step target number. As will be described in detail later, the contents of the sales activities are set by the user who conducts the sales activities. The execution deadline column stores the execution deadline of the business activity in association with the business activity. The implementation date column stores the date on which the business activity was performed in association with the business activity. The implementation deadline and implementation date may include not only the date but also the time. The attached column stores a predetermined attached file used for the sales activity in association with the sales activity. The execution result column stores the execution result of executing the sales activity in association with the sales activity. The remarks column stores comments and the like arbitrarily input by the user in association with the stage target numbers. The evaluation column stores evaluation information indicating an evaluation from another user regarding the business activity in association with the business activity. As will be described in detail later, the evaluation information is represented by the number of other users touch-inputting the “Like” evaluation icon for the associated sales activity. Note that the evaluation information is not limited to the number evaluated by other users, and may be comments input by other users, for example.
　情報処理システムが実行する処理について説明する前に、まず営業計画の概要について説明する。図４は、営業計画の策定について説明するための説明図である。図４は、営業計画の対象である顧客に関する情報、及び営業計画に係る商品（又はサービス）に関する情報に基づき、営業計画が策定される様子を概念的に示している。図４左側のグラフに示すように、営業計画の策定にあたってまず顧客及び商品の属性に応じた分類を行い、策定する営業計画の区分を決定する。次に、決定した区分に応じて達成可能な営業目標を設定し、個別の営業計画を策定する。詳しくは、営業目標、予定する実施期間等を考慮し、具体的な途中工程、すなわち段階目標を策定していく。 Before explaining the processing executed by the information processing system, the outline of the business plan will be explained first. FIG. 4 is an explanatory diagram for explaining the formulation of a business plan. FIG. 4 conceptually shows how a business plan is formulated based on information related to a customer who is the target of the business plan and information related to products (or services) related to the business plan. As shown in the graph on the left side of FIG. 4, when formulating a business plan, classification according to the attributes of customers and products is first performed, and the business plan to be formulated is determined. Next, the business goals that can be achieved are set according to the determined categories, and an individual business plan is formulated. In detail, taking into account sales targets, planned implementation periods, etc., we will formulate specific intermediate processes, that is, stage targets.
　図５は、営業計画５０の一例を示す説明図である。営業計画５０は、当該営業計画５０の営業目標５１のほかに、段階目標５２、営業活動５３及び実施結果５４を含む。段階目標５２は、営業目標５１を達成するべく、営業計画５０に応じて段階的に設定される途中目標である。営業担当者であるユーザは、段階目標５２を順次達成することで最終的に営業目標５１を達成する。 FIG. 5 is an explanatory diagram showing an example of the business plan 50. The sales plan 50 includes stage targets 52, sales activities 53, and implementation results 54 in addition to the sales targets 51 of the sales plan 50. The stage target 52 is an intermediate target set in stages according to the sales plan 50 in order to achieve the sales target 51. The user who is a sales representative finally achieves the sales target 51 by sequentially achieving the stage target 52.
　営業活動５３は、各段階目標５２についてユーザが実施する活動である。ユーザは、各段階目標５２を達成するべく営業活動５３を行う。従って、営業活動５３は段階目標５２と対応付けて定められる。なお、一の段階目標５２に対応する営業活動５３は複数であってもよい。 The sales activity 53 is an activity performed by the user for each stage target 52. The user performs a sales activity 53 to achieve each stage target 52. Accordingly, the sales activity 53 is determined in association with the stage target 52. Note that there may be a plurality of sales activities 53 corresponding to one stage target 52.
　実施結果５４は、ユーザが営業活動５３を実施した結果である。例えば実施結果５４は、ユーザが顧客に対して営業活動５３を実施したことにより、顧客がどのような反応を示したかによって表される。実施結果５４は営業計画５０の実施を評価する上での指標とすることができ、管理者は実施結果５４を参照してユーザの活動内容を評価することができる。
　本実施の形態に係る情報処理システムは、上記の営業計画５０の円滑な実施を支援する。具体的には、サーバ１は予め策定された営業計画を計画ＤＢ１５１に記憶して端末２に配信する。端末２は配信された営業計画に係る情報を表示すると共に、ユーザ自身により入力される営業活動を受け付け、サーバ１に送信する。そのほかに情報処理システムは期限管理、実施結果の回収等を行う。以下では、当該一連の処理について詳細を説明する。なお、以下では説明の便宜のため、サーバ１の処理主体は制御部１１とし、端末２の処理主体は制御部２１とする。 The implementation result 54 is a result of the user performing the sales activity 53. For example, the implementation result 54 is represented by how the customer responded when the user performed the sales activity 53 on the customer. The implementation result 54 can be used as an index for evaluating the implementation of the business plan 50, and the administrator can evaluate the user's activity contents with reference to the implementation result 54.
The information processing system according to the present embodiment supports the smooth implementation of the business plan 50 described above. Specifically, the server 1 stores a business plan formulated in advance in the plan DB 151 and distributes it to the terminal 2. The terminal 2 displays information related to the distributed business plan, accepts a business activity input by the user, and transmits it to the server 1. In addition, the information processing system performs deadline management, collection of implementation results, and the like. Hereinafter, details of the series of processes will be described. Hereinafter, for convenience of explanation, the processing entity of the server 1 is the control unit 11, and the processing entity of the terminal 2 is the control unit 21.
　図６は、進捗画面６０の一例を示す説明図である。サーバ１の制御部１１は計画ＤＢ１５１を参照し、段階目標を含む営業計画の情報を端末２に送信する。端末２の制御部２１は当該情報を受信し、図６に示す進捗画面６０を表示部２４に表示する。進捗画面６０は、営業計画の進捗状況を管理するための画面であり、例えば段階目標６１、活動入力欄６２、閲覧アイコン６３、添付欄６４、実施期限６５、備考欄６６、結果入力欄６７、送信アイコン６８等を含む。段階目標６１は、ユーザが現段階で達成すべき段階目標である。活動入力欄６２は、ユーザが実施する営業活動の入力を受け付ける入力欄である。ユーザは、自らが実施する営業活動について活動入力欄６２へのテキスト入力を行う。 FIG. 6 is an explanatory diagram showing an example of the progress screen 60. The control unit 11 of the server 1 refers to the plan DB 151 and transmits the business plan information including the stage target to the terminal 2. The control unit 21 of the terminal 2 receives the information and displays a progress screen 60 shown in FIG. The progress screen 60 is a screen for managing the progress status of the business plan. For example, the stage target 61, the activity input field 62, the browsing icon 63, the attachment field 64, the execution deadline 65, the remarks field 66, the result input field 67, A transmission icon 68 and the like are included. The stage target 61 is a stage target to be achieved by the user at the current stage. The activity input field 62 is an input field for receiving an input of a business activity performed by the user. The user inputs a text in the activity input field 62 for the sales activity he / she performs.
　閲覧アイコン６３は、後述する閲覧画面を表示するためのアイコンである。閲覧アイコン６３へのタッチ入力を受け付けた場合、制御部２１は後述するように、サーバ１に他のユーザの営業活動に係る情報の送信要求を行い、当該営業活動に係る情報を閲覧画面において表示する。当該処理について詳しくは後述する。添付欄６４は、添付ファイルの入力を受け付ける入力欄であり、営業活動の実施に際してユーザが作成、使用するファイルの入力を受け付ける。 The browsing icon 63 is an icon for displaying a browsing screen described later. When the touch input to the browsing icon 63 is received, the control unit 21 requests the server 1 to transmit information related to sales activities of other users and displays the information related to the sales activities on the browsing screen, as will be described later. To do. This process will be described in detail later. The attachment field 64 is an input field that accepts input of an attached file, and accepts input of a file that is created and used by the user when carrying out sales activities.
　実施期限６５は、受け付けた営業活動に関して設定される期限であり、当該営業活動を実施すべき期限を示す。実施期限６５は、例えば後述するようにサーバ１が設定する。なお、制御部２１は進捗画面６０においてユーザによる実施期限６５の設定入力を受け付け、サーバ１に通知する構成でもよい。備考欄６６は、ユーザによる任意のコメントの入力を受け付ける入力欄である。結果入力欄６７は、営業活動を実施した実施結果の入力を受け付ける入力欄である。営業活動の実施後に、ユーザは結果入力欄６７へのテキスト入力を行う。送信アイコン６８は、進捗画面６０において上述のごとく入力された各種情報をサーバ１に送信するためのアイコンである。送信アイコン６８へのタッチ入力を受け付けた場合、制御部２１は各種情報をサーバ１に送信する。 The implementation deadline 65 is a deadline set for the accepted business activity, and indicates the deadline for implementing the business activity. The implementation deadline 65 is set by the server 1 as described later, for example. Note that the control unit 21 may accept a setting input of the execution deadline 65 by the user on the progress screen 60 and notify the server 1 of the setting. The remarks column 66 is an input column for accepting input of an arbitrary comment by the user. The result input column 67 is an input column for accepting an input of an implementation result of performing a business activity. After performing the sales activity, the user inputs text into the result input field 67. The transmission icon 68 is an icon for transmitting various information input as described above on the progress screen 60 to the server 1. When the touch input to the transmission icon 68 is received, the control unit 21 transmits various information to the server 1.
　サーバ１から段階目標を含む情報を受信した場合に、端末２の制御部２１は、段階目標６１を含む進捗画面６０を表示する。ユーザは段階目標６１に照らし、自らが実施する営業活動を活動入力欄６２に入力する。これにより、制御部２１は営業活動の入力を受け付ける。なお、制御部２１は、上述のごとく添付欄６４への添付ファイルの入力、実施期限６５の設定入力等を受け付けてもよい。送信アイコン６８へのタッチ入力を受け付けた場合、制御部２１は営業活動の入力内容を含む所定情報をサーバ１に送信する。 When the information including the step target is received from the server 1, the control unit 21 of the terminal 2 displays the progress screen 60 including the step target 61. In light of the stage target 61, the user inputs a business activity to be performed in the activity input field 62. Thereby, the control part 21 receives the input of sales activity. Note that the control unit 21 may accept input of an attached file in the attachment field 64, setting input of the execution deadline 65, and the like as described above. When the touch input to the transmission icon 68 is received, the control unit 21 transmits predetermined information including the input contents of the business activity to the server 1.
　当該情報を受信したサーバ１の制御部１１は、ユーザの営業計画に係る段階目標と対応付けて、受信した営業活動の内容を実施ＤＢ１５２に記憶する。また、制御部１１は当該営業活動に関して実施期限を設定する。具体的には、例えば制御部１１は時計部１４を参照して現在の日付を取得し、所定日数後の日付を実施期限に設定する。制御部１１は設定した実施期限を実施ＤＢ１５２に記憶すると共に、端末２に送信する。端末２の制御部２１は、受信した実施期限６５を進捗画面６０に表示する。制御部１１は時計部１４を参照して、実施期限の所定時間前、例えば実施期限の前日になった場合に、ユーザに対する警告を端末２に送信する。当該警告に係る情報を受信した場合に、端末２の制御部２１は所定の警告文（図示せず）を進捗画面６０上に表示する。これにより、制御部２１はユーザへの督促を行う。
　なお、上記でサーバ１は実施期限の所定時間前に警告を端末２に送信することとしたが、本実施の形態はこれに限るものではなく、例えばサーバ１は実施期限の経過時に警告を送信することとしてもよい。 The control unit 11 of the server 1 that has received the information stores the content of the received business activity in the implementation DB 152 in association with the stage target related to the user's business plan. Moreover, the control part 11 sets an implementation deadline regarding the said business activity. Specifically, for example, the control unit 11 refers to the clock unit 14 to acquire the current date, and sets the date after a predetermined number of days as the implementation deadline. The control unit 11 stores the set implementation deadline in the implementation DB 152 and transmits it to the terminal 2. The control unit 21 of the terminal 2 displays the received implementation deadline 65 on the progress screen 60. The control unit 11 refers to the clock unit 14 and transmits a warning to the user to the terminal 2 when a predetermined time before the implementation deadline, for example, the day before the implementation deadline is reached. When the information related to the warning is received, the control unit 21 of the terminal 2 displays a predetermined warning text (not shown) on the progress screen 60. As a result, the control unit 21 prompts the user.
In the above description, the server 1 transmits a warning to the terminal 2 before a predetermined time before the implementation deadline. However, the present embodiment is not limited to this. For example, the server 1 transmits a warning when the implementation deadline has passed. It is good to do.
　ユーザは営業活動の実施後に、実施結果を結果入力欄６７に入力する。これにより、端末２の制御部２１は実施結果の入力を受け付ける。送信アイコン６８へのタッチ入力を受け付けた場合、制御部２１は実施結果を含む情報をサーバ１に送信する。当該情報を受信した場合に、サーバ１の制御部１１は実施結果を段階目標と対応付けて実施ＤＢ１５２に記憶する。 The user inputs the execution result in the result input field 67 after the sales activity is executed. Thereby, the control part 21 of the terminal 2 receives the input of an implementation result. When the touch input to the transmission icon 68 is received, the control unit 21 transmits information including the execution result to the server 1. When the information is received, the control unit 11 of the server 1 stores the execution result in the execution DB 152 in association with the stage target.
　なお、図６で示した進捗画面６０は一例であって、本実施の形態はこれに限るものではない。例えば制御部２１は進捗画面６０において、段階目標６１と共に、段階目標６１の達成の目安である判断基準を併せて表示してもよい。当該判断基準は、例えば計画ＤＢ１５１に段階目標と対応付けて予め記憶される。ユーザは、当該判断基準を参照して的確に段階目標を把握することができる。 Note that the progress screen 60 shown in FIG. 6 is an example, and the present embodiment is not limited to this. For example, the control unit 21 may display, together with the step target 61, a determination criterion that is an indication of achievement of the step target 61 on the progress screen 60. The determination criterion is stored in advance in the plan DB 151 in association with the stage target, for example. The user can accurately grasp the step target with reference to the determination criterion.
　また、制御部２１は進捗画面６０において、ユーザが実施する営業活動だけでなく、当該営業活動を実施する理由についても併せて入力を受け付けてもよい。例えば制御部２１は、活動入力欄６２と紐づけて当該理由の入力欄を併せて表示し、入力を受け付ける。サーバ１の制御部１１は、営業活動と共に当該理由を併せて受信する。これにより、管理者は営業活動を行う各ユーザの意図等を把握することができる。 Further, the control unit 21 may accept not only the sales activity performed by the user but also the reason for executing the sales activity on the progress screen 60. For example, the control unit 21 displays the input field for the reason in association with the activity input field 62 and accepts the input. The control unit 11 of the server 1 receives the reason together with the sales activity. Thereby, the administrator can grasp the intention of each user who conducts business activities.
　また、制御部２１は進捗画面６０において、結果入力欄６７への実施結果の入力だけでなく、併せて営業活動の実施により段階目標を達成したとユーザが判断した根拠の入力を受け付けてもよい。例えば制御部２１は、結果入力欄６７以外に、判断根拠の入力欄を表示し、ユーザによるテキスト入力を受け付ける。これにより、後述する進捗管理フォーマットにおいて管理者は各ユーザの判断根拠を確認できると共に、ユーザは自ら判断根拠を入力するため、判断能力の向上を図ることができる。 Further, the control unit 21 may accept not only the input of the execution result in the result input column 67 but also the input of the grounds that the user has determined that the stage target has been achieved by the execution of the sales activity on the progress screen 60. . For example, in addition to the result input field 67, the control unit 21 displays a determination reason input field and accepts text input by the user. Thereby, in the progress management format described later, the administrator can confirm the judgment basis of each user, and the user inputs the judgment basis himself, so that the judgment ability can be improved.
　図７は、閲覧画面７０の一例を示す説明図である。図６の進捗画面６０において閲覧アイコン６３へのタッチ入力を受け付けた場合に、端末２の制御部２１は、他のユーザが過去に実施した営業活動を含む情報を送信すべき旨の送信要求をサーバ１に送信する。具体的に制御部２１は、進捗画面６０に係る営業計画と類似する営業計画について、過去の営業活動を含む情報を送信すべき旨の送信要求をサーバ１に送信する。当該送信要求を受信した場合に、サーバ１の制御部１１は計画ＤＢ１５１を参照し、他のユーザに係る営業活動を抽出し、当該営業活動を含む情報端末２に送信する。具体的に制御部１１は、送信要求に係る営業計画と顧客、顧客属性、商品、商品属性、営業目標、段階目標等が同一又は類似する営業計画を特定する。制御部１１は、特定した営業計画に係る段階目標、及び当該段階目標に対応付けられた営業活動を含む情報を実施ＤＢ１５２から抽出し、端末２に送信する。当該情報を受信した端末２の制御部２１は、図７で示す閲覧画面７０を表示する。 FIG. 7 is an explanatory diagram showing an example of the browsing screen 70. When the touch input to the browsing icon 63 is received on the progress screen 60 in FIG. 6, the control unit 21 of the terminal 2 sends a transmission request indicating that information including business activities performed by other users in the past should be transmitted. Send to server 1. Specifically, the control unit 21 transmits a transmission request to the server 1 indicating that information including past business activities should be transmitted for a business plan similar to the business plan related to the progress screen 60. When the transmission request is received, the control unit 11 of the server 1 refers to the plan DB 151, extracts business activities related to other users, and transmits the business activities to the information terminal 2 including the business activities. Specifically, the control unit 11 specifies a sales plan in which the sales plan related to the transmission request and the customer, customer attribute, product, product attribute, sales target, stage target, and the like are the same or similar. The control unit 11 extracts, from the implementation DB 152, information including the stage goal related to the identified business plan and the business activity associated with the stage goal, and transmits the information to the terminal 2. The control unit 21 of the terminal 2 that has received the information displays the browsing screen 70 shown in FIG.
　閲覧画面７０は、他のユーザの氏名、顧客名、商品名、営業目標、段階目標、実施結果、及び営業活動７２等を含む営業情報７１を表示する。なお、図７に示すように、閲覧画面７０で表示する営業情報７１は複数であってもよい。ユーザは営業情報７１を閲覧することで、類似する案件（営業計画）について他のユーザが実施した営業活動７２を参考にすることができる。
　また、制御部１１は閲覧画面７０において、各営業活動７２に対応して評価アイコン７３を表示する。評価アイコン７３は、一のユーザの営業活動に関して他のユーザからの評価を受け付けるためのアイコンである。評価アイコン７３は、例えば「いいね」のテキストを含んで表示される。評価アイコン７３へのタッチ入力を受け付けた場合、制御部２１は当該タッチ入力を示す評価情報をサーバ１に送信する。サーバ１の制御部１１は各端末２、２、２…から評価情報を受信し、評価対象である営業活動と対応付けて実施ＤＢ１５２に記憶する。
　なお、上記では評価アイコン７３へのタッチ数を評価情報としたが、本実施の形態はこれに限るものではない。例えば評価情報は、他のユーザにより入力されるコメントを含んでもよい。この場合、例えば端末２の制御部２１は閲覧画面７０において、各営業情報７１又は個別の営業活動７２に対応してコメント入力欄を表示し、閲覧者によるコメントの入力を受け付けるようにすればよい。 The browsing screen 70 displays sales information 71 including the names of other users, customer names, product names, sales targets, stage targets, implementation results, sales activities 72, and the like. In addition, as shown in FIG. 7, the sales information 71 displayed on the browsing screen 70 may be plural. By browsing the sales information 71, the user can refer to sales activities 72 performed by other users on similar projects (sales plans).
Further, the control unit 11 displays an evaluation icon 73 corresponding to each business activity 72 on the browsing screen 70. The evaluation icon 73 is an icon for receiving an evaluation from another user regarding the sales activity of one user. The evaluation icon 73 is displayed including, for example, “Like” text. When the touch input to the evaluation icon 73 is received, the control unit 21 transmits evaluation information indicating the touch input to the server 1. The control unit 11 of the server 1 receives the evaluation information from each of the terminals 2, 2, 2... And stores it in the implementation DB 152 in association with the business activity that is the evaluation target.
In the above description, the number of touches on the evaluation icon 73 is used as the evaluation information, but the present embodiment is not limited to this. For example, the evaluation information may include a comment input by another user. In this case, for example, the control unit 21 of the terminal 2 may display a comment input field corresponding to each sales information 71 or individual sales activity 72 on the browsing screen 70 and accept a comment input by the viewer. .
　図８は、進捗管理フォーマット８０の一例を示す説明図である。進捗管理フォーマット８０は、営業計画の詳細を示す管理フォーマットであり、営業活動の進捗状況を示す。具体的に進捗管理フォーマット８０は、ユーザ名等の書誌的事項のほか、上述の段階目標８１、各段階目標８１に対応する営業活動８２、実施期限８３、備考８４、実施結果８５等を含む。なお、制御部２１は、実施結果８５が未取得である営業活動８２及び実施期限８３を、実施結果８５が取得済みの営業活動８２及び実施期限８３とは別形式で表示する。図８では、別形式で表示されている様子を太字で示してある。サーバ１の制御部１１は、上記の処理により端末２から営業活動、実施結果等に関する情報を回収し、実施ＤＢ１５２に記憶する。そしてサーバ１は、管理者の端末２ａからの要求に応じて図８に示す進捗管理フォーマット８０を生成し、端末２ａに送信する。管理者は、進捗管理フォーマット８０により各ユーザの進捗状況を確認できるため、各ユーザから個別に報告等を受ける必要がない。なお、サーバ１は図８に示す管理フォーマット８０を各ユーザの端末２に対しても配信可能としてもよい。これにより、営業活動に係る情報がユーザ間で共有される。 FIG. 8 is an explanatory diagram showing an example of the progress management format 80. The progress management format 80 is a management format showing the details of the business plan, and shows the progress of sales activities. Specifically, the progress management format 80 includes, in addition to bibliographic items such as a user name, the above-described stage targets 81, sales activities 82 corresponding to the stage targets 81, an implementation deadline 83, remarks 84, an implementation result 85, and the like. The control unit 21 displays the sales activity 82 and the implementation deadline 83 for which the implementation result 85 has not been acquired in a format different from the sales activity 82 and the implementation deadline 83 for which the implementation result 85 has been acquired. In FIG. 8, the state displayed in another format is shown in bold. The control unit 11 of the server 1 collects information related to sales activities, implementation results, and the like from the terminal 2 by the above processing and stores it in the implementation DB 152. And the server 1 produces | generates the progress management format 80 shown in FIG. 8 according to the request | requirement from the terminal 2a of an administrator, and transmits to the terminal 2a. Since the administrator can check the progress status of each user by the progress management format 80, it is not necessary to receive a report or the like from each user individually. The server 1 may be able to distribute the management format 80 shown in FIG. 8 to the terminal 2 of each user. As a result, information related to sales activities is shared among users.
　図９及び図１０は、情報処理システムの処理手順の一例を示すフローチャートである。図９及び図１０に基づき、情報処理システムが実行する処理について説明する。なお、管理者によって端末２ａを介して営業計画の入力処理がなされ、サーバ１の計画ＤＢ１５１には予め営業計画が記憶されているものとする。
　サーバ１の制御部１１は、計画ＤＢ１５１を参照し、ユーザが達成すべき最初の段階目標を読み出す（ステップＳ１１）。段階目標は、最終的な営業目標を達成するべく、営業計画に応じて段階的に設定される途中目標である。営業計画は、当該営業計画の対象である顧客、及び当該営業活動に係る商品等に応じて予め策定される。制御部１１は、読み出した段階目標を含む営業計画の情報を端末２に送信する（ステップＳ１２）。 9 and 10 are flowcharts illustrating an example of a processing procedure of the information processing system. A process executed by the information processing system will be described with reference to FIGS. 9 and 10. It is assumed that the business plan is input by the administrator via the terminal 2a, and the business plan is stored in the plan DB 151 of the server 1 in advance.
The control unit 11 of the server 1 refers to the plan DB 151 and reads out the first stage goal that the user should achieve (step S11). The stage target is an intermediate target that is set in stages according to the business plan in order to achieve the final business target. The business plan is formulated in advance according to the customer who is the target of the business plan, the product related to the business activity, and the like. The control part 11 transmits the information of the business plan including the read stage target to the terminal 2 (step S12).
　端末２の制御部２１は、段階目標を含む情報をサーバ１から受信する（ステップＳ１３）。制御部２１は受信した情報を読み出し、段階目標６１を含む進捗画面６０を表示部２４に表示する（ステップＳ１４）。進捗画面６０は、段階目標６１、活動入力欄６２、閲覧アイコン６３、結果入力欄６７等を含む。制御部２１は、ユーザによる操作入力に応じて、他のユーザが実施した営業活動に係る閲覧処理を行う（ステップＳ１５）。制御部２１は進捗画面６０において、営業活動の入力を受け付ける（ステップＳ１６）。具体的には、制御部２１は活動入力欄６２へのテキスト入力により営業活動の入力を受け付ける。また、制御部２１はステップＳ１６において、営業活動に関連してユーザが作成、使用等する添付ファイルの入力を併せて受け付ける。なお、制御部２１はステップＳ１６において実施期限の設定入力を受け付けてもよい。制御部２１は、受け付けた営業活動の入力内容を含む所定情報をサーバ１に送信する（ステップＳ１７）。 The control unit 21 of the terminal 2 receives information including the stage target from the server 1 (step S13). The control unit 21 reads the received information and displays a progress screen 60 including the stage target 61 on the display unit 24 (step S14). The progress screen 60 includes a stage target 61, an activity input field 62, a browsing icon 63, a result input field 67, and the like. The control unit 21 performs a browsing process related to a business activity performed by another user in response to an operation input by the user (step S15). The control unit 21 receives an input of a business activity on the progress screen 60 (step S16). Specifically, the control unit 21 receives an input of a business activity by inputting a text in the activity input field 62. In step S16, the control unit 21 also receives an input of an attached file created or used by the user in connection with the business activity. In addition, the control part 21 may receive the setting input of an implementation time limit in step S16. The control unit 21 transmits predetermined information including the input contents of the received business activity to the server 1 (step S17).
　サーバ１の制御部１１は、ステップＳ１６で入力された営業活動を含む情報を端末２から受信する（ステップＳ１８）。これにより制御部１１は、ユーザが実施する営業活動の入力を端末２から受け付ける。制御部１１は、受信した営業活動に関して実施期限を設定する（ステップＳ１９）。実施期限は、例えばサーバ１が現在の日付を参照して自動的に設定するようにしてもよく、端末２を介してユーザにより入力された日付を実施期限に設定するようにしてもよい。制御部１１は、ステップＳ１８で受信した営業活動、及びステップＳ１９で設定した実施期限を、段階目標と対応付けて実施ＤＢ１５２に記憶する（ステップＳ２０）。制御部１１は、設定した実施期限を端末２に送信する（ステップＳ２１）。 The control unit 11 of the server 1 receives information including the business activity input in step S16 from the terminal 2 (step S18). Thereby, the control unit 11 receives an input of a business activity performed by the user from the terminal 2. The control unit 11 sets an implementation deadline for the received business activity (step S19). For example, the implementation deadline may be set automatically by the server 1 with reference to the current date, or the date input by the user via the terminal 2 may be set as the implementation deadline. The control unit 11 stores the sales activity received in step S18 and the execution deadline set in step S19 in the execution DB 152 in association with the stage target (step S20). The control unit 11 transmits the set execution deadline to the terminal 2 (step S21).
　端末２の制御部２１は、実施期限をサーバ１から受信する（ステップＳ２２）。制御部２１は、受信した実施期限６５を進捗画面６０に表示する（ステップＳ２３）。制御部２１は、営業活動を実施した実施結果の入力を受け付ける（ステップＳ２４）。具体的に制御部２１は、進捗画面６０において段階目標６１と対応付けて表示された結果入力欄６７へのテキスト入力により、実施結果の入力を受け付ける。 The control unit 21 of the terminal 2 receives the execution deadline from the server 1 (step S22). The control unit 21 displays the received implementation deadline 65 on the progress screen 60 (step S23). The control part 21 receives the input of the implementation result which implemented business activity (step S24). Specifically, the control unit 21 receives an input of an implementation result by inputting a text into a result input field 67 displayed in association with the stage target 61 on the progress screen 60.
　図１０に移って、制御部２１は、ステップＳ２４で受け付けた実施結果をサーバ１に送信する（ステップＳ２５）。
　サーバ１の制御部１１は、実施結果を端末２から受け付ける（ステップＳ２６）。具体的に制御部１１は、端末２から実施結果を含む情報が送信された場合に、当該情報を受信する。これによって制御部１１は、営業活動の実施結果を端末２から取得する。制御部１１は、端末２から実施結果を取得したか否かを判定する（ステップＳ２７）。具体的に制御部１１は、ステップＳ２６の受付処理により実施結果を取得したか否かを判定する。 Moving to FIG. 10, the control unit 21 transmits the implementation result received in step S <b> 24 to the server 1 (step S <b> 25).
The control unit 11 of the server 1 receives the implementation result from the terminal 2 (step S26). Specifically, when information including an implementation result is transmitted from the terminal 2, the control unit 11 receives the information. As a result, the control unit 11 acquires the execution result of the sales activity from the terminal 2. The control part 11 determines whether the implementation result was acquired from the terminal 2 (step S27). Specifically, the control unit 11 determines whether or not an implementation result has been acquired by the reception process in step S26.
　実施結果を取得していないと判定した場合（Ｓ２７：ＮＯ）、制御部１１は、実施期限の所定時間前になったか否かを判定する（ステップＳ２８）。例えば制御部１１は、実施期限の前日になったか否かを判定する。なお、制御部１１は実施期限の所定時間前になったか否か、すなわち実施期限間近になったか否かではなく、実施期限を経過したか否かを判定するようにしてもよい。実施期限の所定時間前になっていないと判定した場合（Ｓ２８：ＮＯ）、制御部１１は処理をステップＳ２６に戻す。実施期限の所定時間前になったと判定した場合（Ｓ２８：ＹＥＳ）、制御部１１は、実施期限間近である旨を示す、ユーザに対する警告を端末２に送信する（ステップＳ２９）。 When it is determined that the execution result has not been acquired (S27: NO), the control unit 11 determines whether or not a predetermined time before the execution deadline (step S28). For example, the control unit 11 determines whether or not the day before the implementation deadline has come. Note that the control unit 11 may determine whether or not the execution time limit has passed, not whether or not the predetermined time before the execution time limit has been reached, that is, whether or not the execution time limit is approaching. If it is determined that the predetermined time before the implementation deadline has not been reached (S28: NO), the control unit 11 returns the process to step S26. If it is determined that the predetermined time before the implementation deadline has passed (S28: YES), the control unit 11 transmits a warning to the user indicating that the implementation deadline is approaching to the terminal 2 (step S29).
　端末２の制御部２１は、当該警告に係る情報をサーバ１から受信する（ステップＳ３０）。制御部２１は、受信した情報を読み出し、ユーザに対する警告を表示部２４に表示する（ステップＳ３１）。例えば制御部２１は、所定の警告文を表示部２４に表示する。制御部２１は、処理をステップＳ２４に戻す。 The control unit 21 of the terminal 2 receives information related to the warning from the server 1 (step S30). The control unit 21 reads the received information and displays a warning for the user on the display unit 24 (step S31). For example, the control unit 21 displays a predetermined warning text on the display unit 24. The control unit 21 returns the process to step S24.
　実施結果を取得したと判定した場合（Ｓ２７：ＹＥＳ）、サーバ１の制御部１１は、当該実施結果を段階目標と対応付けて実施ＤＢ１５２に記憶する（ステップＳ３２）。制御部１１は実施ＤＢ１５２を参照し、全ての段階目標について実施結果を記憶しているか否かを判定する（ステップＳ３３）。すなわち、制御部１１はユーザが達成していない段階目標が残っているか否かを判定する。実施結果が記憶されていない段階目標があると判定した場合（Ｓ３３：ＮＯ）、制御部１１は計画ＤＢ１５１を参照してユーザが次に達成すべき段階目標を読み出し（ステップＳ３４）、処理をステップＳ１２に戻す。全ての段階目標について実施結果を記憶していると判定した場合（Ｓ３３：ＹＥＳ）、制御部１１は一連の処理を終了する。 When it determines with having acquired the implementation result (S27: YES), the control part 11 of the server 1 matches the said implementation result with a step target, and memorize | stores in implementation DB152 (step S32). The control unit 11 refers to the implementation DB 152 and determines whether or not the implementation results are stored for all the stage targets (step S33). That is, the control unit 11 determines whether or not there are step targets that the user has not achieved. When it is determined that there is a stage target for which the execution result is not stored (S33: NO), the control unit 11 refers to the plan DB 151 to read out the stage target to be achieved next by the user (step S34), and the process is performed. Return to S12. When it determines with having memorize | stored the implementation result about all the stage goals (S33: YES), the control part 11 complete | finishes a series of processes.
　図１１は、営業活動閲覧のサブルーチンの処理手順の一例を示すフローチャートである。図１１に基づいて、ステップＳ１５の営業活動閲覧のサブルーチンについて説明する。
　端末２の制御部２１は、他のユーザが過去に実施した営業活動に関する情報の送信要求を受け付けたか否かを判定する（ステップＳ５１）。具体的に制御部２１は、例えば進捗画面６０に表示される閲覧アイコン６３へのタッチ入力を受け付けか否かを判定する。送信要求を受け付けていないと判定した場合（Ｓ５１：ＮＯ）、制御部２１は特段の処理をすることなく処理をリターンする。送信要求を受け付けたと判定した場合（Ｓ５１：ＹＥＳ）、制御部２１は、受け付けた送信要求をサーバ１に送信する（ステップＳ５２）。送信要求は、例えば進捗画面６０に係る営業計画のＩＤ等を含む。 FIG. 11 is a flowchart illustrating an example of a processing procedure of a subroutine for browsing business activities. Based on FIG. 11, the business activity browsing subroutine of step S15 will be described.
The control unit 21 of the terminal 2 determines whether or not it has received a transmission request for information related to sales activities performed by other users in the past (step S51). Specifically, the control unit 21 determines whether or not a touch input to the browsing icon 63 displayed on the progress screen 60 is accepted, for example. If it is determined that the transmission request has not been received (S51: NO), the control unit 21 returns the process without performing any special process. When it determines with having received the transmission request (S51: YES), the control part 21 transmits the received transmission request to the server 1 (step S52). The transmission request includes, for example, the business plan ID related to the progress screen 60.
　サーバ１の制御部１１は、送信要求を端末２から受信する（ステップＳ５３）。制御部１１は、受信した送信要求に基づき、他のユーザが過去に実施した営業活動を実施ＤＢ１５２から抽出する（ステップＳ５４）。具体的に制御部１１は、送信要求に含まれるＩＤに基づき計画ＤＢ１５１を参照して、当該営業計画と顧客、顧客属性、商品、商品属性、営業目標、段階目標等が同一又は類似する営業計画を特定する。制御部１１は、特定した営業計画に係る段階目標、及び当該段階目標に対応付けられた営業活動を含む情報を実施ＤＢ１５２から抽出する。制御部１１は、抽出した営業活動を含む情報を、端末２に送信する（ステップＳ５５）。 The control unit 11 of the server 1 receives a transmission request from the terminal 2 (step S53). Based on the received transmission request, the control unit 11 extracts, from the execution DB 152, business activities that other users have performed in the past (step S54). Specifically, the control unit 11 refers to the plan DB 151 based on the ID included in the transmission request, and the business plan and the business plan in which the customer, customer attribute, product, product attribute, business target, stage target, etc. are the same or similar. Is identified. The control unit 11 extracts, from the implementation DB 152, information including the stage goal related to the identified sales plan and the sales activity associated with the stage goal. The control unit 11 transmits information including the extracted business activities to the terminal 2 (step S55).
　端末２の制御部２１は、営業活動を含む情報を端末２から受信する（ステップＳ５６）。制御部２１は、営業活動を含む閲覧画面７０を表示部２４に表示する（ステップＳ５７）。閲覧画面７０は、他のユーザの氏名、顧客名、商品名、営業目標、段階目標、実施結果、及び営業活動７２等のほかに、当該営業活動７２に対する評価を受け付ける評価アイコン７３を含む。 The control unit 21 of the terminal 2 receives information including business activities from the terminal 2 (step S56). The control unit 21 displays the browsing screen 70 including the business activity on the display unit 24 (step S57). The browsing screen 70 includes an evaluation icon 73 that receives an evaluation of the sales activity 72 in addition to the name, customer name, product name, sales target, stage target, implementation result, sales activity 72, and the like of another user.
　制御部２１は、閲覧画面７０で表示する営業活動に関して、評価情報の入力を受け付ける（ステップＳ５８）。例えば制御部２１は、営業活動７２と対応付けて表示される評価アイコン７３へのタッチ入力を受け付けることにより、評価情報を受け付ける。なお、評価情報は評価アイコン７３へのタッチ数に限定されず、例えばユーザにより入力されたコメント等であってもよい。制御部２１は、受け付けた評価情報をサーバ１に送信する（ステップＳ５９）。なお、サーバ１が評価対象である営業活動７２を識別可能とするべく、制御部２１は評価情報と共に営業活動７２に係る営業計画のＩＤ、段階目標の番号、実施日等を併せて送信する。 The control unit 21 receives input of evaluation information regarding the business activity displayed on the browsing screen 70 (step S58). For example, the control unit 21 receives evaluation information by receiving a touch input to the evaluation icon 73 displayed in association with the sales activity 72. The evaluation information is not limited to the number of touches on the evaluation icon 73, and may be, for example, a comment input by the user. The control unit 21 transmits the received evaluation information to the server 1 (step S59). In addition, in order to enable the server 1 to identify the business activities 72 to be evaluated, the control unit 21 transmits together with the evaluation information the ID of the business plan related to the business activities 72, the stage target number, the implementation date, and the like.
　サーバ１の制御部１１は、評価情報を端末２から受信する（ステップＳ６０）。制御部１１は、受信した評価情報を、評価対象である営業活動と対応付けて実施ＤＢ１５２に記憶し（ステップＳ６１）、一連の処理を終了する。 The control unit 11 of the server 1 receives the evaluation information from the terminal 2 (step S60). The control unit 11 stores the received evaluation information in the implementation DB 152 in association with the business activity to be evaluated (step S61), and ends the series of processes.
　なお、上記では閲覧画面７０において、ユーザが担当する営業計画と類似する営業計画について表示処理を行うものとしたが、本実施の形態はこれに限るものではない。例えば端末２は営業活動、段階目標、顧客名、商品名等についてキーワードの入力を受け付け、サーバ１は当該キーワードに基づいて他のユーザの営業活動を抽出し、端末２に送信して表示させることとしてもよい。 In the above description, display processing is performed on a sales plan similar to the business plan handled by the user on the browsing screen 70. However, the present embodiment is not limited to this. For example, the terminal 2 accepts input of keywords for sales activities, stage targets, customer names, product names, etc., and the server 1 extracts sales activities of other users based on the keywords and transmits them to the terminal 2 for display. It is good.
　また、上記の営業計画について段階目標は予め定められたものとしたが、ユーザが適宜に修正可能とする構成でもよい。この場合、例えば端末２は進捗画面６０において、段階目標６１の編集入力を受け付ける構成とすればよい。 In addition, although the stage target is set in advance for the above business plan, it may be configured so that the user can modify it appropriately. In this case, for example, the terminal 2 may be configured to accept an edit input of the stage target 61 on the progress screen 60.
　また、上記でサーバ１は、ユーザが段階目標を達成した場合に次の段階目標を端末２に送信することとしたが、段階目標が未達成の場合にも次の段階目標を送信することとしてもよい。この場合、例えば端末２は進捗画面６０において、結果入力欄６７と併せて、「達成」及び「未達成」の入力を受け付ける所定のオブジェクトを表示し、段階目標を達成したか否かの入力を受け付ける。サーバ１は、当該入力内容を端末２から取得し、未達成である場合でも次の段階目標を端末２に送信する。つまりサーバ１が受け付ける実施結果の入力内容は、段階目標を達成した場合の入力内容に限るものではない。
　また、この場合に端末２は、進捗画面６０において達成の可否に係る理由について入力を受け付けてもよい。例えば端末２は、結果入力欄６７のほかに当該理由の入力欄を表示し、達成又は未達成の理由の入力を受け付け、実施結果と併せてサーバ１に送信する。サーバ１は、端末２から取得した当該達成又は未達成の理由を実施ＤＢ１５２に記憶する。当該構成により、ユーザに営業活動の要点、改善点等を考えさせ、自立学習を促すことができる。 Further, in the above, the server 1 transmits the next step target to the terminal 2 when the user achieves the step target, but also transmits the next step target even when the step target is not achieved. Also good. In this case, for example, the terminal 2 displays a predetermined object that accepts the input of “achieved” and “unachieved” together with the result input field 67 on the progress screen 60 and inputs whether or not the step target has been achieved. Accept. The server 1 acquires the input content from the terminal 2 and transmits the next stage target to the terminal 2 even if it is not achieved. That is, the input content of the implementation result received by the server 1 is not limited to the input content when the stage goal is achieved.
Further, in this case, the terminal 2 may accept an input regarding the reason relating to whether or not the achievement is possible on the progress screen 60. For example, the terminal 2 displays an input field for the reason in addition to the result input field 67, receives an input of the reason for achievement or unachieved, and transmits it to the server 1 together with the implementation result. The server 1 stores the achievement or non-achievement reason acquired from the terminal 2 in the implementation DB 152. With this configuration, it is possible to make the user think about the main points of sales activities, improvement points, etc., and to promote independent learning.
　また、上記でサーバ１は実施期限に応じて警告を行うこととしたが、本実施の形態はこれに限るものではない。例えばサーバ１は、営業計画の最終的な達成に必要な営業活動量に応じて警告を行うこととしてもよい。この場合、例えばサーバ１は計画ＤＢ１５１に、各段階目標の達成率を初期登録しておく。サーバ１は、営業計画を達成するために必要な残りの段階目標数、各段階目標の達成率等に基づき、必要となる営業活動量を算出する。営業活動量は、例えば作業時間で表される。サーバ１は、営業活動量の大小に応じて警告を行うか否かを判断する。また、例えばサーバ１は各端末２から取得する実施結果に応じて、初期登録した達成率を変更する。例えば各ユーザの達成率が高くなった場合、達成率を上方修正する。このように、サーバ１は実施期限によらずともユーザに対する警告を行うことができる。 In the above description, the server 1 issues a warning according to the implementation deadline. However, the present embodiment is not limited to this. For example, the server 1 may issue a warning according to the amount of business activity necessary for the final achievement of the business plan. In this case, for example, the server 1 initially registers the achievement rate of each stage target in the plan DB 151. The server 1 calculates the amount of business activity required based on the number of remaining stage targets necessary to achieve the business plan, the achievement rate of each stage target, and the like. The business activity amount is represented by, for example, work hours. The server 1 determines whether or not to issue a warning according to the amount of business activity. Further, for example, the server 1 changes the initially registered achievement rate according to the execution result acquired from each terminal 2. For example, when the achievement rate of each user becomes high, the achievement rate is corrected upward. Thus, the server 1 can give a warning to the user regardless of the implementation deadline.
　以上より、本実施の形態１によれば、ユーザに適切な段階目標を与えてナビゲートすることにより、効率的な営業活動の実施を支援することができる。 As described above, according to the first embodiment, it is possible to support efficient implementation of sales activities by giving an appropriate stage target to the user for navigation.
　また、与えられた段階目標についてユーザ自身が営業活動の内容を考え、入力を行う。また、ユーザは営業活動を実施した後で、実施結果を自ら入力することで営業活動の振り返りを行う。従って、営業活動に携わるユーザの自立的な学習を促すことができる。 Also, the user himself / herself considers the contents of the sales activity for the given stage target and inputs it. In addition, after performing the sales activity, the user looks back on the sales activity by inputting the execution result himself. Therefore, it is possible to encourage independent learning of users who are engaged in sales activities.
　また、本実施の形態１によれば、設定された実施期限に基づいて期限管理を行い、必要に応じてユーザへの督促を行うことができる。 Further, according to the first embodiment, it is possible to perform deadline management based on the set deadline and to prompt the user as necessary.
　また、本実施の形態１によれば、ユーザは、他のユーザが実施した営業活動を閲覧することができる。また、閲覧した営業活動について評価を行うことで、優れた営業活動を把握することができる。 In addition, according to the first embodiment, the user can browse the business activities performed by other users. Moreover, it is possible to grasp excellent sales activities by evaluating the browsing sales activities.
（実施の形態２）
　本実施の形態では、営業活動の入力処理について、複数の営業活動からユーザが実施する営業活動の選択を受け付ける形態について述べる。なお、実施の形態１と重複する内容については同一の符号を付して説明を省略する。 (Embodiment 2)
In the present embodiment, a description will be given of a form for accepting selection of a sales activity performed by a user from a plurality of sales activities, regarding an input process of sales activities. In addition, about the content which overlaps with Embodiment 1, the same code | symbol is attached | subjected and description is abbreviate | omitted.
　図１２は、実施の形態２に係る進捗画面６０の一例を示す説明図である。サーバ１の制御部１１は、営業計画に応じて段階目標を含む情報を端末２に送信する場合に、当該段階目標と同一又は類似する段階目標について過去に実施された営業活動を複数送信する。具体的には、制御部１１は計画ＤＢ１５１を参照し、段階目標の内容のほかに、当該段階目標に係る営業計画の顧客名、顧客属性、商品名、商品属性、営業目標等に基づき、段階目標の同一性又は類似性を判断する。制御部１１は実施ＤＢ１５２を参照し、同一又は類似すると判断した段階目標と対応付けて記憶されている営業活動を複数抽出する。制御部１１は、ユーザが次に達成すべき段階目標と共に、抽出した複数の営業活動を含む情報を端末２に送信する。当該情報を受信した端末２の制御部２１は、図１２に示す進捗画面６０を表示する。 FIG. 12 is an explanatory diagram showing an example of the progress screen 60 according to the second embodiment. When the control unit 11 of the server 1 transmits information including step targets to the terminal 2 according to the business plan, the control unit 11 transmits a plurality of sales activities performed in the past for the step targets that are the same as or similar to the step targets. Specifically, the control unit 11 refers to the plan DB 151 and determines the stage based on the customer name, customer attribute, product name, product attribute, sales target, etc. of the sales plan related to the stage target in addition to the stage target content. Determine the identity or similarity of goals. The control unit 11 refers to the implementation DB 152 and extracts a plurality of sales activities stored in association with the stage targets determined to be the same or similar. The control unit 11 transmits information including a plurality of extracted business activities to the terminal 2 together with the stage target to be achieved next by the user. The control unit 21 of the terminal 2 that has received the information displays a progress screen 60 shown in FIG.
　活動入力欄６２へのタッチ入力を受け付けた場合に、制御部２１は、図１２に示すように複数の営業活動２６９、２６９、２６９…をプルダウン形式で表示する。ユーザは、当該複数の営業活動２６９、２６９、２６９…から、自らが実施を予定する営業活動２６９を選択する。これにより、制御部２１は複数の営業活動２６９、２６９、２６９…からユーザが実施する営業活動２６９の選択を受け付ける。送信アイコン６８へのタッチ入力を受け付けた場合、制御部２１は選択された営業活動を含む情報をサーバ１に送信する。 When the touch input to the activity input field 62 is received, the control unit 21 displays a plurality of sales activities 269, 269, 269... In a pull-down format as shown in FIG. The user selects a sales activity 269 that he / she plans to implement from the plurality of sales activities 269, 269, 269. Thereby, the control part 21 receives selection of the sales activity 269 which a user implements from several sales activity 269,269,269 .... When the touch input to the transmission icon 68 is received, the control unit 21 transmits information including the selected business activity to the server 1.
　なお、上記でサーバ１は過去に実施された営業活動を端末２に送信するものとしたが、対応する段階目標について営業活動が実施されたことがなく、実施ＤＢ１５２に営業活動が記憶されていない場合は、例えばデフォルトで設定された営業活動を端末２に送信するものとすればよい。この場合、例えばサーバ１は計画ＤＢ１５１に、段階目標と対応付けて営業活動を初期登録しておく。 In addition, although the server 1 shall transmit the sales activity implemented in the past to the terminal 2 above, the sales activity has not been implemented for the corresponding stage target, and the sales activity is not stored in the implementation DB 152. In this case, for example, the sales activity set by default may be transmitted to the terminal 2. In this case, for example, the server 1 initially registers a business activity in the plan DB 151 in association with the stage target.
　また、実施の形態１において、端末２は営業活動と共に当該営業活動を実施する理由についても入力を受け付けてもよい旨を述べた。本実施の形態ではこれに対応して、端末２は進捗画面６０において複数の営業活動を表示する場合、営業活動に係る理由を併せて表示してもよい。この場合、サーバ１は過去に実施された複数の営業活動と共に、各ユーザにより入力された当該理由を併せて端末２に送信する。これにより、各ユーザは営業活動の内容について主旨、意図、目的等を共有することができる。 In the first embodiment, it has been described that the terminal 2 may accept an input as to the reason for executing the sales activity together with the sales activity. In the present embodiment, in response to this, when the terminal 2 displays a plurality of sales activities on the progress screen 60, the terminal 2 may also display the reasons related to the sales activities. In this case, the server 1 transmits the reason input by each user to the terminal 2 together with a plurality of sales activities carried out in the past. Thereby, each user can share the main point, intention, purpose, etc. about the contents of sales activities.
　図１３は、実施の形態２に係る情報処理システムの処理手順の一例を示すフローチャートである。ステップＳ１１又はＳ３４の処理を実行した後で、サーバ１の制御部１１は以下の処理を実行する。
　制御部１１は、実施ＤＢ１５２を参照し、ステップＳ１１又はＳ３４で読み出した段階目標と同一又は類似する段階目標について過去に実施された営業活動を複数抽出する（ステップＳ２０１）。具体的に制御部１１は、計画ＤＢ１５１を参照し、段階目標の内容のほかに、段階目標に係る営業計画の顧客名、顧客属性、商品名、商品属性、営業目標等に基づいて同一性又は類似性を判断する。制御部１１は実施ＤＢ１５２を参照し、同一又は類似すると判断した段階目標と対応付けて記憶されている営業活動を複数抽出する。制御部１１は、ステップＳ１１又はＳ３４で読み出した段階目標と共に、ステップＳ２０１で抽出した複数の営業活動を含む情報を端末２に送信する（ステップＳ２０２）。 FIG. 13 is a flowchart illustrating an example of a processing procedure of the information processing system according to the second embodiment. After executing the process of step S11 or S34, the control unit 11 of the server 1 executes the following process.
The control unit 11 refers to the implementation DB 152 and extracts a plurality of sales activities that have been performed in the past with respect to the step target that is the same as or similar to the step target read in step S11 or S34 (step S201). Specifically, the control unit 11 refers to the plan DB 151, and in addition to the contents of the stage target, the control unit 11 is identical or based on the customer name, customer attribute, product name, product attribute, sales target, etc. of the sales plan related to the stage target. Judge similarity. The control unit 11 refers to the implementation DB 152 and extracts a plurality of sales activities stored in association with the stage targets determined to be the same or similar. The control unit 11 transmits information including the plurality of sales activities extracted in step S201 to the terminal 2 together with the stage target read in step S11 or S34 (step S202).
　端末２の制御部２１は、段階目標及び営業活動を含む情報をサーバ１から受信する（ステップＳ２０３）。制御部２１は受信した情報を読み出し、段階目標６１を含む進捗画面６０を表示部２４に表示する（ステップＳ２０４）。進捗画面６０は、活動入力欄６２等を含む。制御部２１は、ユーザによる操作入力に応じて所定の閲覧処理を行う（ステップＳ２０５）。制御部２１は進捗画面６０において、複数の営業活動から、ユーザが実施する営業活動の選択を受け付ける（ステップＳ２０６）。具体的には、制御部２１は活動入力欄６２へのタッチ入力を受け付けた場合に、サーバ１から受信した複数の営業活動２６９、２６９、２６９…をプルダウン形式で表示する。制御部２１は、ユーザによる操作入力に基づき、当該複数の営業活動２６９、２６９、２６９…から、ユーザが実施を予定する営業活動２６９の選択入力を受け付ける。制御部２１は、選択された営業活動に係る情報をサーバ１に送信する（ステップＳ２０７）。当該情報を受信したサーバ１の制御部１１は、ステップＳ１８以降の処理を実行する。 The control unit 21 of the terminal 2 receives information including the stage target and the sales activity from the server 1 (step S203). The control unit 21 reads the received information and displays a progress screen 60 including the step target 61 on the display unit 24 (step S204). The progress screen 60 includes an activity input field 62 and the like. The control unit 21 performs a predetermined browsing process in response to an operation input by the user (step S205). In the progress screen 60, the control unit 21 accepts selection of a sales activity performed by the user from a plurality of sales activities (step S206). Specifically, when receiving a touch input to the activity input field 62, the control unit 21 displays a plurality of sales activities 269, 269, 269,... Received from the server 1 in a pull-down format. Based on the operation input by the user, the control unit 21 receives a selection input of the sales activity 269 scheduled to be performed by the user from the plurality of sales activities 269, 269, 269. The control unit 21 transmits information related to the selected business activity to the server 1 (step S207). The control unit 11 of the server 1 that has received the information executes the processes after step S18.
　なお、端末２は複数の営業活動を表示する場合に、例えば実施ＤＢ１５２に記憶された評価情報に基づき、高評価順に各営業活動を表示する、各営業活動と共に評価数（「いいね」の数）を表示する等してもよい。これにより、ユーザは評価情報を元に営業活動を選択することができる。 In addition, when the terminal 2 displays a plurality of sales activities, for example, based on the evaluation information stored in the execution DB 152, each sales activity is displayed in order of high evaluation. ) May be displayed. Thereby, the user can select a business activity based on the evaluation information.
　以上より、本実施の形態２によれば、営業活動の内容を決定する場合に、サーバ１に蓄積された営業活動が選択肢として提供され、営業活動をより効率化することができる。 As described above, according to the second embodiment, when the contents of the sales activity are determined, the sales activity accumulated in the server 1 is provided as an option, and the sales activity can be made more efficient.
（実施の形態３）
　本実施の形態では、サーバ１に蓄積された過去の営業計画に係る情報を参照して、新たに営業計画のモデルを生成する形態について述べる。なお、実施の形態１と重複する内容については同一の符号を付して説明を省略する。 (Embodiment 3)
In the present embodiment, a mode in which a new business plan model is generated with reference to information related to past business plans stored in the server 1 will be described. In addition, about the content which overlaps with Embodiment 1, the same code | symbol is attached | subjected and description is abbreviate | omitted.
　図１４は、実施の形態３に係る入力画面３９０の一例を示す説明図である。所定の操作入力を受け付けた場合に、管理者の端末２ａの制御部２１は図１４に示す入力画面３９０を表示する。入力画面３９０は、営業計画の対象である顧客に関する情報、及び営業計画に係る商品（又はサービス）に関する情報を含む必要事項の入力を受け付けるための画面である。入力画面３９０は、顧客入力欄３９１、顧客属性欄３９２、商品入力欄３９３、商品属性欄３９４、その他の必要事項の入力欄を含む。顧客入力欄３９１は、顧客名の入力を受け付ける。顧客属性欄３９２は、例えば顧客の業種の入力を受け付ける。商品入力欄３９３は、商品名（又はサービス名）の入力を受け付ける。商品属性欄３９４は、例えば商品分類の入力を受け付ける。そのほかに、制御部２１は入力画面３９０において営業計画を担当するユーザの氏名等の入力を受け付ける。制御部２１は、各入力欄において受け付けた入力内容をサーバ１に送信する。 FIG. 14 is an explanatory diagram showing an example of the input screen 390 according to the third embodiment. When a predetermined operation input is received, the control unit 21 of the administrator's terminal 2a displays an input screen 390 shown in FIG. The input screen 390 is a screen for accepting input of necessary items including information on a customer who is a target of a business plan and information on a product (or service) related to the business plan. The input screen 390 includes a customer input field 391, a customer attribute field 392, a product input field 393, a product attribute field 394, and other necessary items input fields. The customer input field 391 receives input of a customer name. The customer attribute column 392 receives, for example, input of the customer's business type. The product input field 393 accepts input of a product name (or service name). The product attribute column 394 receives, for example, input of product classification. In addition, the control unit 21 receives input of the name of the user who is in charge of the business plan on the input screen 390. The control unit 21 transmits the input content received in each input field to the server 1.
　上記の入力内容に係る情報を受信した場合に、サーバ１の制御部１１は、段階目標を含む営業計画のモデルを生成する。具体的には、制御部１１は受信した顧客及び商品に関する情報に基づき、営業計画の区分を判別する（図４参照）。制御部１１は計画ＤＢ１５１を参照し、判別した区分と同一区分に係る過去の営業計画の情報を読み出す。当該情報は、営業計画に係るＩＤ、顧客名、商品名、段階目標、営業目標等を含む。なお、制御部１１はさらに実施ＤＢ１５２を参照し、当該営業計画に係る営業活動等についても併せて読み出してもよい。制御部１１は、読み出した営業計画の情報に、端末２で受け付けたその他の必要事項（ユーザの氏名等）を反映させ、営業計画のモデルを生成する。制御部１１は、生成した営業計画のモデルを端末２に送信する。 When the information related to the above input content is received, the control unit 11 of the server 1 generates a business plan model including step targets. Specifically, the control unit 11 determines the division of the business plan based on the received information about the customer and the product (see FIG. 4). The control unit 11 refers to the plan DB 151 and reads information on past business plans related to the same category as the determined category. The information includes an ID related to the sales plan, a customer name, a product name, a stage target, a sales target, and the like. Note that the control unit 11 may further read out the business activities related to the business plan with reference to the implementation DB 152. The control unit 11 reflects the other necessary items (such as the user's name) received by the terminal 2 in the read business plan information, and generates a business plan model. The control unit 11 transmits the generated business plan model to the terminal 2.
　当該営業計画のモデルに関する情報を受信した場合に、端末２の制御部２１は当該情報に基づき、営業計画のモデルを進捗管理フォーマット８０（図８参照）により表示する。制御部２１は進捗管理フォーマット８０により、営業計画の雛形（モデル）を管理者に示す。制御部２１は進捗管理フォーマット８０において、詳細事項に係る編集を受け付ける。例えば制御部２１は、管理者による各段階目標８１の修正、変更等の入力を受け付ける。制御部２１は編集内容を含む情報をサーバ１に送信し、サーバ１の制御部１１は受信した編集内容を含めて営業計画に係る情報を計画ＤＢ１５１に記憶する。当該営業計画に基づき、情報処理システムは実施の形態１、２で説明した処理を実行する。 When receiving information related to the business plan model, the control unit 21 of the terminal 2 displays the business plan model in the progress management format 80 (see FIG. 8) based on the information. The control unit 21 indicates a model (model) of the business plan to the administrator using the progress management format 80. In the progress management format 80, the control unit 21 accepts editing related to detailed items. For example, the control unit 21 receives input such as correction and change of each stage target 81 by the administrator. The control unit 21 transmits information including the edited content to the server 1, and the control unit 11 of the server 1 stores the information related to the business plan including the received edited content in the plan DB 151. Based on the business plan, the information processing system executes the processing described in the first and second embodiments.
　図１５は、実施の形態３に係る情報処理システムの処理手順の一例を示すフローチャートである。図１５に基づいて、本実施の形態に係る情報処理システムが実行する処理について説明する。
　端末２ａの制御部２１は、入力画面３９０を表示する（ステップＳ３０１）。制御部２１は入力画面３９０において、営業計画の対象である顧客に関する情報、及び営業計画に係る商品（又はサービス）に関する情報を含む必要事項の入力を受け付ける（ステップＳ３０２）。具体的には、制御部２１は顧客の名称、業種等の情報、商品の名称、分類等の情報のほかに、営業計画を担当するユーザの氏名等の必要事項の入力を受け付ける。制御部２１は、受け付けた入力内容をサーバ１に送信する（ステップＳ３０３）。 FIG. 15 is a flowchart illustrating an example of a processing procedure of the information processing system according to the third embodiment. Based on FIG. 15, processing executed by the information processing system according to the present embodiment will be described.
The control unit 21 of the terminal 2a displays the input screen 390 (step S301). In the input screen 390, the control unit 21 accepts input of necessary items including information related to a customer who is a target of a business plan and information related to a product (or service) related to the business plan (step S302). Specifically, the control unit 21 accepts input of necessary items such as the name of the user in charge of the business plan, in addition to information such as the customer name, business type, product name, and classification. The control unit 21 transmits the received input content to the server 1 (step S303).
　サーバ１の制御部１１は、当該入力内容に係る情報を受信する（ステップＳ３０４）。これにより、制御部１１は端末２を介して必要事項の入力を受け付ける。制御部１１は当該情報を読み出し、顧客名、顧客属性、商品名、商品属性等に基づき、営業計画の区分を決定する（ステップＳ３０５）。制御部１１は、端末２で入力された顧客及び商品に関する情報に応じて、計画ＤＢ１５１を参照し、段階目標を含む営業計画のモデルを生成する（ステップＳ３０６）。具体的には、制御部１１はステップＳ３０５で決定した区分に基づき、該区分と同一区分に係る過去の営業計画に関する情報を計画ＤＢ１５１から読み出す。制御部１１は、読み出した営業計画に、ステップＳ３０４で受信した必要事項を反映させ、営業計画のモデルを生成する。制御部１１は、生成した営業計画のモデルに関する情報を端末２に送信する（ステップＳ３０７）。 The control unit 11 of the server 1 receives information related to the input content (step S304). As a result, the control unit 11 receives input of necessary items via the terminal 2. The control unit 11 reads the information and determines a business plan category based on the customer name, customer attribute, product name, product attribute, and the like (step S305). The control unit 11 refers to the plan DB 151 according to the information about the customer and the product input at the terminal 2, and generates a business plan model including step targets (step S306). Specifically, based on the category determined in step S <b> 305, the control unit 11 reads, from the plan DB 151, information related to past business plans related to the same category as the category. The control unit 11 reflects the necessary items received in step S304 in the read business plan, and generates a business plan model. The control unit 11 transmits information related to the generated business plan model to the terminal 2 (step S307).
　端末２の制御部２１は、当該情報を受信する（ステップＳ３０８）。制御部１１は当該情報を読み出し、営業計画のモデルを進捗管理フォーマット８０により表示する（ステップＳ３０９）。上述のごとく、進捗管理フォーマット８０は段階目標等を含む。制御部１１は、進捗管理フォーマット８０について管理者による編集を受け付ける（ステップＳ３１０）。例えば制御部１１は、営業計画の各段階目標８１等について編集入力を受け付ける。制御部１１は、編集内容を含む情報をサーバ１に送信する（ステップＳ３１１）。 The control unit 21 of the terminal 2 receives the information (step S308). The control unit 11 reads the information and displays the business plan model in the progress management format 80 (step S309). As described above, the progress management format 80 includes step targets and the like. The control unit 11 accepts editing by the administrator for the progress management format 80 (step S310). For example, the control unit 11 receives an edit input for each stage target 81 of the business plan. The control unit 11 transmits information including the editing content to the server 1 (step S311).
　サーバ１の制御部１１は、当該情報を受信する（ステップＳ３１２）。制御部１１は、受信した編集内容を含む営業計画に係る情報を計画ＤＢ１５１に記憶し（ステップＳ３１３）、一連の処理を終了する。 The control unit 11 of the server 1 receives the information (step S312). The control part 11 memorize | stores the information which concerns on the business plan including the received edit content in plan DB151 (step S313), and complete | finishes a series of processes.
　以上より、本実施の形態によれば、サーバ１に蓄積された過去の営業計画を流用して雛形（モデル）を生成することができ、営業計画を策定する上での負担を軽減することができる。 As described above, according to the present embodiment, it is possible to generate a model (model) by diverting past business plans accumulated in the server 1, and to reduce the burden in formulating the business plan. it can.
（実施の形態４）
　本実施の形態では、営業業務に必要な資料作成を並行して行う形態について述べる。一般的に、営業担当者は営業業務の一環として、営業訪問の目的や営業内容をまとめたアジェンダ（事前資料）、営業訪問の結果をまとめた議事録（記録資料）などを作成することが多い。上記の資料に記入する内容は、実施の形態１～３で説明した段階目標、営業活動、実施結果などの各種情報と重なる部分が大きい。そこで本実施の形態では、営業担当者であるユーザの負担を減らすべく、資料作成時に入力される情報を流用して営業計画の管理、支援を行う。詳しくは、サーバ１は既存のＳＦＡ（Sales Force Automation）に係るシステムと連携して動作するアドインプログラムを提供し、端末２との間で営業計画に係る情報の送受信を行う。サーバ１は、後述するアジェンダ作成画面（第１画面）及び議事録作成画面（第２画面）を介して段階目標、営業活動、実施結果等の情報入力を受け付ける。サーバ１は、受け付けた各種情報に基づいてアジェンダ及び議事録を作成すると共に、各種情報を実施ＤＢ１５２に蓄積し、営業活動の支援を行う。 (Embodiment 4)
In this embodiment, a mode in which materials necessary for sales operations are created in parallel will be described. In general, as a part of sales operations, sales representatives often create an agenda (prior document) that summarizes the purpose and details of sales visits, and minutes (record materials) that summarize the results of sales visits. . The contents entered in the above materials largely overlap with various information such as stage targets, sales activities, and implementation results described in the first to third embodiments. Therefore, in this embodiment, in order to reduce the burden on the user who is a sales representative, the information input at the time of creating the material is diverted to manage and support the sales plan. Specifically, the server 1 provides an add-in program that operates in cooperation with an existing system related to SFA (Sales Force Automation), and transmits / receives information related to a business plan to / from the terminal 2. The server 1 accepts input of information such as stage targets, sales activities, and implementation results via an agenda creation screen (first screen) and a minutes creation screen (second screen) described later. The server 1 creates an agenda and minutes based on the received various information, accumulates various information in the implementation DB 152, and supports sales activities.
　図１６は、実施の形態４に係る情報処理システムの構成例を示す模式図である。本実施の形態に係るサーバ１は、大容量記憶装置１５にアジェンダテーブル１５３を記憶している。アジェンダテーブル１５３は、後述するアジェンダを作成する上で用いる作成ルールを規定するテーブルである。また、本実施の形態に係る端末２はパーソナルコンピュータであるものとする。 FIG. 16 is a schematic diagram illustrating a configuration example of an information processing system according to the fourth embodiment. The server 1 according to the present embodiment stores an agenda table 153 in the mass storage device 15. The agenda table 153 is a table that defines creation rules used in creating an agenda described later. Further, it is assumed that terminal 2 according to the present embodiment is a personal computer.
　図１７は、アジェンダテーブル１５３の一例を示す説明図である。アジェンダテーブル１５３は、段階目標の番号と対応付けて、段階目標、営業活動、実施結果等の各種情報の入力表記と出力表記とを記憶している。具体的には、各種情報の内容を示すテキストを、後述する作成画面上での入力表記と、作成した資料上での出力表記とに分けて記憶している。入力表記は、営業担当者であるユーザにとって理解容易かつ簡潔な表現であることが好ましく、例えばいわゆる社内用語である。出力表記は、営業担当者以外の者にも理解可能かつ一般的な表現であることが好ましく、例えば営業相手にも通じるように社外向けに表した表記である。 FIG. 17 is an explanatory diagram showing an example of the agenda table 153. The agenda table 153 stores the input notation and output notation of various information such as the stage target, the sales activity, and the execution result in association with the stage target number. Specifically, texts indicating the contents of various types of information are stored separately for input notation on a creation screen (to be described later) and output notation on the created material. The input notation is preferably an easy-to-understand and concise expression for a user who is a sales person, for example, an in-house term. It is preferable that the output notation is a general expression that can be understood by persons other than the sales staff. For example, the output notation is a notation for the outside so as to be communicated to the sales partner.
　図１８は、アジェンダ作成処理を説明するための説明図である。ここではまず、サーバ１がアジェンダを作成する処理について説明する。サーバ１の制御部１１は、端末２からの出力要求を受けて、図１８左に示すアジェンダ作成画面（第１画面）を出力する。アジェンダ作成画面は、予定されている営業活動について、当該営業活動に係る段階目標、営業活動の内容等の設定入力を行うための画面である。アジェンダ作成画面は、段階指定欄１８１、目的設定欄１８２、期待結果設定欄１８３、活動設定欄１８４、新規設定アイコン１８５を含む。 FIG. 18 is an explanatory diagram for explaining the agenda creation process. Here, first, a process in which the server 1 creates an agenda will be described. Upon receiving an output request from the terminal 2, the control unit 11 of the server 1 outputs an agenda creation screen (first screen) shown on the left in FIG. The agenda creation screen is a screen for setting and inputting, for a planned sales activity, a stage target related to the sales activity, details of the sales activity, and the like. The agenda creation screen includes a stage designation field 181, a purpose setting field 182, an expected result setting field 183, an activity setting field 184, and a new setting icon 185.
　制御部１１は、段階指定欄１８１への操作入力に基づき、営業計画における現営業段階の指定を受け付ける。営業段階の指定を受け付けた場合、制御部１１は、実施ＤＢ１５２に蓄積された過去の営業活動に係るデータを参照し、目的設定欄１８２、期待結果設定欄１８３、活動設定欄１８４にそれぞれ、過去の営業計画で設定された段階目標及び営業活動の内容を初期設定として表示させる。図１８下に、本実施の形態に係る実施ＤＢ１５２の内容を簡単に示す。なお、ここでは簡潔のため、実施ＤＢ１５２のレコード内容を概念的に図示するに留め、詳細な説明及び図示を省略する。実施ＤＢ１５２には、プリセットされている営業の段階目標のデータと、過去に実施済みの営業活動のデータとが対応付けて記憶されている。具体的には図１８下に示すように、本実施の形態に係る段階目標は、ユーザが意図する営業の目的と、ユーザが営業により期待する期待結果（ＫＰＩ）とに分けられており、実施ＤＢ１５２は、営業の目的、期待結果、及び営業活動を階層的に記憶している。段階指定欄１８１において段階番号の指定を受け付けた場合、制御部１１は実施ＤＢ１５２を参照し、記憶されている各情報をサンプルとして各欄に表示する。 The control unit 11 accepts designation of the current business stage in the business plan based on the operation input to the stage designation column 181. When the designation of the sales stage is received, the control unit 11 refers to the data related to the past sales activity accumulated in the execution DB 152, and stores the past in the purpose setting column 182, the expected result setting column 183, and the activity setting column 184, respectively. The stage targets set in the sales plan and the contents of the sales activities are displayed as initial settings. The contents of the implementation DB 152 according to the present embodiment are simply shown at the bottom of FIG. Here, for the sake of brevity, the record contents of the implementation DB 152 are conceptually illustrated, and detailed description and illustration are omitted. The execution DB 152 stores preset sales stage target data and sales activity data that have been executed in the past in association with each other. Specifically, as shown in the lower part of FIG. 18, the stage goal according to the present embodiment is divided into the purpose of the business intended by the user and the expected result (KPI) expected by the user through the business. The DB 152 stores sales objectives, expected results, and sales activities in a hierarchical manner. When the designation of the stage number is accepted in the stage designation column 181, the control unit 11 refers to the implementation DB 152 and displays each stored information as a sample in each column.
　制御部１１はまず、目的設定欄１８２への操作入力により、営業の目的について設定入力を受け付ける。例えば制御部１１は、実施ＤＢ１５２に記憶されている各目的をプルダウンで複数表示させ（不図示）、選択入力を受け付ける。目的が設定された場合、制御部１１は、期待結果設定欄１８３への操作入力により、設定された目的の達成又は未達成の判断基準とする期待結果（ＫＰＩ）について設定入力を受け付ける。具体的には、制御部１１はアジェンダ作成画面に複数の期待結果設定欄１８３、１８３、１８３…を表示する。制御部１１は、各期待結果設定欄１８３において期待結果のサンプルをプルダウン形式で複数表示し、当該複数のサンプルから選択設定を受け付ける。制御部１１は、各期待結果設定欄１８３、１８３、１８３…において上記の選択処理を受け付け、一の目的につき複数の期待結果を設定する。なお、設定する期待結果の数は複数である必要はなく、一つであってもよい。 First, the control unit 11 accepts a setting input for the purpose of business by an operation input to the purpose setting field 182. For example, the control unit 11 displays a plurality of objectives stored in the implementation DB 152 by pull-down (not shown) and accepts a selection input. When the purpose is set, the control unit 11 accepts a setting input for an expected result (KPI) as a determination criterion for achievement of the set purpose or unachieved by an operation input to the expected result setting field 183. Specifically, the control unit 11 displays a plurality of expected result setting fields 183, 183, 183,... On the agenda creation screen. The control unit 11 displays a plurality of expected result samples in a pull-down format in each expected result setting field 183 and accepts a selection setting from the plurality of samples. The control unit 11 accepts the above selection process in each expected result setting column 183, 183, 183... And sets a plurality of expected results for one purpose. Note that the number of expected results to be set need not be plural, but may be one.
　期待結果が設定された場合、制御部１１は活動設定欄１８４において、ユーザが実施する営業活動の内容について複数のサンプルをプルダウンで表示し（不図示）、選択入力を受け付ける。例えば制御部１１は、上記で設定した期待結果が複数であることに対応して、複数の活動設定欄１８４、１８４、１８４…をアジェンダ作成画面に表示し、各期待結果を達成するために実施する各営業活動の設定を受け付ける。例えばユーザは、期待結果「ニーズと背景を聞き出す」に対応する営業活動として「類似事例紹介」を、期待結果「事業スケジュールを聞き出す」に対応する営業活動として「顧客状況把握」を…というように、各期待結果に対応する営業活動を選択していく。このように、制御部１１は段階目標（目的、期待結果）、営業活動について順次選択を受け付け、実施ＤＢ１５２の階層構造に従って営業内容の設定を行う。 When the expected result is set, the control unit 11 displays, in the activity setting column 184, a plurality of samples with respect to the contents of the business activity performed by the user (not shown), and accepts a selection input. For example, the control unit 11 displays a plurality of activity setting fields 184, 184, 184... On the agenda creation screen in response to the plurality of expected results set above, and implements to achieve each expected result. Accept settings for each sales activity. For example, a user may introduce “similar case study” as a sales activity corresponding to the expected result “find out needs and background”, “customer situation grasp” as a sales activity corresponding to the expected result “hear the business schedule”, etc. , Select the sales activities corresponding to each expected result. In this manner, the control unit 11 sequentially receives selections for stage targets (purposes, expected results) and sales activities, and sets sales details according to the hierarchical structure of the implementation DB 152.
　なお、営業活動の設定を行う場合、制御部２１は、過去の営業計画において達成率（ＣＶＲ：Conversion through Rate）が高かった営業活動を活動設定欄１８４にプルダウン表示させ（不図示）、達成率が高い営業活動から選択を受け付ける。達成率についての詳細は後述する。 When setting the sales activity, the control unit 21 pulls down the sales activity having a high achievement rate (CVR: ConversionConthrough Rate) in the past sales plan in the activity setting column 184 (not shown), and the achievement rate Accept selections from high sales activities. Details of the achievement rate will be described later.
　なお、上述の如く、本実施の形態に係るサーバ１は実施の形態１と異なり、段階目標（目的、期待結果）を初期設定から変更可能とした。しかし、サーバ１は実施の形態１と同様に、当初の営業計画に則して段階目標を不変としてもよい。つまり、サーバ１はアジェンダ作成画面において段階目標の設定変更を受け付けず、初期設定された段階目標を出力するのみで、営業活動のみについて設定を受け付ける構成であってもよい。 Note that, as described above, the server 1 according to the present embodiment is different from the first embodiment in that the stage target (purpose, expected result) can be changed from the initial setting. However, similarly to the first embodiment, the server 1 may make the stage target unchanged according to the initial business plan. In other words, the server 1 may be configured to accept settings only for the sales activities without outputting the stage goal setting change on the agenda creation screen, but only outputting the initially set stage goal.
　制御部１１は、各欄に設定された設定内容に基づき、図１８右に示すアジェンダを作成する。例えば制御部１１は、アジェンダテーブル１５３を参照し、各欄の表記を社外向け表記に変換する。制御部１１は、変換したテキストを所定のルールに従って配置し、アジェンダを作成する。つまり制御部１１は、図１８左に示したアジェンダ作成画面において設定された内容を、社外向けに体裁の整った態様に変換し、営業時に用いるアジェンダを作成する。なお、作成されたアジェンダについて、ユーザが手動入力で編集を行ってもよいことは勿論である。 The control unit 11 creates the agenda shown on the right side of FIG. 18 based on the setting contents set in each column. For example, the control unit 11 refers to the agenda table 153 and converts the notation of each column into a notation for external use. The control unit 11 arranges the converted text according to a predetermined rule, and creates an agenda. In other words, the control unit 11 converts the content set on the agenda creation screen shown on the left side of FIG. 18 into a form that is well-developed for outside the company, and creates an agenda used at the time of business. Of course, the created agenda may be manually edited by the user.
　図１９は、新規設定処理を説明するための説明図である。上記で制御部１１は、実施ＤＢ１５２に記憶されている既存のデータからの選択を受け付けることで営業内容（段階目標及び営業活動）の設定を行った。しかし制御部１１は、実施ＤＢ１５２に記憶されている営業内容以外の営業内容、つまり過去に実績のない新規の営業内容について設定入力を受け付けてもよい。例えば制御部１１は、アジェンダ作成画面の新規設定アイコン１８５への操作入力を受け付けた場合、図１９に示す登録画面を端末２に出力する。図１９では、図１８の活動設定欄１８４の横に示される新規設定アイコン１８５への操作が行われ、新規の営業活動の内容を設定登録する際の画面例を示す。例えば制御部１１は、入力表記欄１９１へのテキスト入力により、新規に設定する営業活動の内容について入力を受け付ける。入力内容は実施ＤＢ１５２に保存され、新規の営業活動として登録される（図１９下参照）。また、制御部１１は、出力表記欄１９２へのテキスト入力により、新規に設定される営業活動の内容について、出力表記の入力を受け付ける。制御部１１は、各欄に入力されたテキスト内容をアジェンダテーブル１５３に格納する。これにより、制御部１１は新規の営業活動についても表記を変換し、アジェンダを作成することができる。 FIG. 19 is an explanatory diagram for explaining the new setting process. As described above, the control unit 11 sets the business content (stage target and business activity) by accepting selection from existing data stored in the implementation DB 152. However, the control unit 11 may receive a setting input for business contents other than the business contents stored in the execution DB 152, that is, new business contents that have not been recorded in the past. For example, when receiving an operation input to the new setting icon 185 on the agenda creation screen, the control unit 11 outputs a registration screen illustrated in FIG. FIG. 19 shows an example of a screen when an operation is performed on the new setting icon 185 shown next to the activity setting field 184 in FIG. 18 to set and register the contents of a new business activity. For example, the control unit 11 receives an input regarding the contents of a business activity to be newly set by inputting a text in the input notation field 191. The input contents are stored in the implementation DB 152 and registered as a new business activity (see the lower part of FIG. 19). Further, the control unit 11 receives an input of an output notation for the contents of a newly set sales activity by inputting a text in the output notation field 192. The control unit 11 stores the text contents input in each field in the agenda table 153. Thereby, the control part 11 can convert a description also about a new sales activity, and can create an agenda.
　なお、上記では営業活動について新規の設定登録を行う場合を説明したが、制御部１１は上記と同様にして、段階目標（目的、期待結果）についても新規の設定登録を受け付ける。このように、制御部１１は段階目標及び営業活動について新規の設定登録を受け付けることで、営業計画の拡充、更新を行い、営業活動の最適化を図る。 In addition, although the above demonstrated the case where new setting registration was performed about a sales activity, the control part 11 accepts new setting registration also about a step target (purpose, expected result) similarly to the above. In this way, the control unit 11 accepts new setting registrations for stage targets and sales activities, thereby expanding and updating the sales plan and optimizing the sales activities.
　また、図１９に示すように、新たな営業内容を設定する場合、設定登録を行ったユーザの氏名、及び当該新たな営業内容の意図（狙い）を同時に入力し、他のユーザが参考にできると好適である。これにより、ユーザにより新たに設定された営業内容が妥当であるか否かを他のユーザ（特に管理者）が評価することができる。 Also, as shown in FIG. 19, when setting a new business content, the name of the user who performed the setting registration and the intention (aim) of the new business content can be input at the same time, and other users can refer to it. It is preferable. Thereby, another user (especially manager) can evaluate whether the business contents newly set by the user are appropriate.
　図２０は、議事録作成処理を説明するための説明図である。サーバ１の制御部１１は、端末２からの出力要求に応じて、図２０左に示す議事録作成画面を端末２に出力する。ユーザは営業訪問後、アジェンダ作成時と同様に、議事録作成画面に必要事項を入力して議事録を作成する。議事録作成画面は、結果欄２０１、自己評価欄２０２、フリーコメント欄２０３、有効活動欄２０４、記録項目欄２０５、予定欄２０６を含む。制御部１１は結果欄２０１、２０１、２０１…において、ＫＰＩとして設定された各期待結果について、実施結果のテキスト入力を受け付ける。具体的には、ユーザは各期待結果を達成したと判断した場合、判断の根拠とした事実を結果欄２０１に入力する。一方で、ユーザは期待結果を達成できなかったと判断した場合、結果欄２０１に対して入力を行わない。制御部１１は、各結果欄２０１へのテキスト入力の有無に応じて、各期待結果の達成又は未達成を判断する。 FIG. 20 is an explanatory diagram for explaining the minutes creation process. In response to an output request from the terminal 2, the control unit 11 of the server 1 outputs a minutes creation screen shown on the left side of FIG. After the business visit, the user enters the necessary items on the minutes creation screen and creates the minutes similarly to the agenda creation. The minutes creation screen includes a result column 201, a self-evaluation column 202, a free comment column 203, an effective activity column 204, a record item column 205, and a schedule column 206. In the result columns 201, 201, 201..., The control unit 11 accepts text input of implementation results for each expected result set as KPI. Specifically, when the user determines that each expected result has been achieved, the fact as a basis for the determination is input to the result column 201. On the other hand, when the user determines that the expected result has not been achieved, the user does not input to the result column 201. The control unit 11 determines whether each expected result has been achieved or not achieved, depending on whether or not a text is input to each result column 201.
　また、制御部１１は自己評価欄２０２、フリーコメント欄２０３において、ユーザ自身による営業活動の自己評価の入力を受け付ける。例えば図２０に示すように、制御部１１は自己評価欄２０２において、自己評価をマルバツ形式で受け付ける。また、制御部１１はフリーコメント欄２０３において、自己評価に係るフリーコメントの入力を受け付ける。また、制御部２１は有効活動欄２０４において、段階目標を達成するために有効であった、あるいは有効であるとユーザが考えた営業活動の内容について、プルダウン形式で選択入力を受け付ける。 In addition, the control unit 11 accepts the input of the self-evaluation of the business activity by the user himself in the self-evaluation column 202 and the free comment column 203. For example, as shown in FIG. 20, the control unit 11 accepts a self-evaluation in a Marubat format in the self-evaluation column 202. In addition, the control unit 11 receives an input of a free comment related to self-evaluation in the free comment field 203. Further, in the effective activity column 204, the control unit 21 accepts a selection input in a pull-down format with respect to the contents of the sales activity that the user considered effective or achieved to achieve the stage goal.
　また、制御部２１は、各記録項目欄２０５において、実施結果に係る細かな記録事項のテキスト入力を受け付ける。記録事項は、例えば営業先である相手方と合意した決定事項、今後の課題等である。記録項目欄２０５に入力されたテキストデータは、サーバ１が作成する議事録に反映される。 In addition, the control unit 21 receives text input of detailed recording items related to the implementation results in each recording item column 205. The recorded items are, for example, decisions that have been agreed with the business partner, future issues, and the like. The text data input in the record item column 205 is reflected in the minutes created by the server 1.
　また、制御部２１は、予定欄２０６において、次回の訪問時に行うべき営業活動の内容をペンディングするべく、予定活動の入力を受け付ける。サーバ１は、次回の営業訪問に向けてアジェンダを作成する場合に、予定欄２０６に入力された予定活動をアジェンダ作成画面の活動設定欄１８４に初期設定として出力する（図１８参照）。
　以上のように、制御部１１は議事録作成画面を介して、ユーザが実施した営業活動の実施結果について入力を受け付ける。議事録作成画面に各種情報を入力させることで、自らが行った営業活動の結果をユーザに振り返らせ、自立的な学習を促す。 In addition, the control unit 21 receives an input of a scheduled activity in the schedule column 206 in order to pending the contents of the business activity to be performed at the next visit. When creating an agenda for the next business visit, the server 1 outputs the scheduled activity input in the schedule column 206 to the activity setting column 184 of the agenda creation screen as an initial setting (see FIG. 18).
As described above, the control unit 11 receives an input regarding the result of the business activity performed by the user via the minutes creation screen. By inputting various information on the minutes creation screen, the user can look back on the results of the sales activities he has conducted and encourage independent learning.
　また、サーバ１の制御部１１は、議事録作成画面に入力された各種入力内容に基づき、図２０右に示す議事録を作成する。例えば図２０右に示すように、制御部１１は、各記録項目欄２０５に入力されたテキストを、所定のルールに従って配置し、議事録を作成する。 Also, the control unit 11 of the server 1 creates the minutes shown on the right side of FIG. 20 based on the various input contents entered on the minutes creation screen. For example, as shown on the right side of FIG. 20, the control unit 11 arranges the text input in each recording item column 205 according to a predetermined rule, and creates a minutes.
　図２１は、実施結果に応じた営業活動のリコメンド処理について説明するための説明図である。営業活動を行うユーザは、営業訪問の度に上記のアジェンダ及び議事録の作成を繰り返し、営業活動の立案及び記録を行う。この場合にサーバ１は、議事録作成画面に入力された前回の営業活動の実施結果を、次回の営業活動に係るアジェンダ作成画面に反映させる。具体的には図２１に概念的に図示するように、サーバ１の制御部１１は、議事録作成画面の各欄に入力された入力内容を実施ＤＢ１５２に記憶する。この場合に制御部１１は、ユーザが実施した営業活動について、当該営業活動による段階目標の達成率を計算して実施ＤＢ１５２に記憶する。例えば図１８のアジェンダ作成画面において設定され、図２０において実施結果が入力された期待結果「ニーズと背景」について考えると、実施結果が結果欄２０１に入力されているため、制御部１１は、当該期待結果「ニーズと背景」を達成するために設定されていた営業活動「類似事例紹介」について、達成回数をインクリメントする。制御部１１は、「類似事例紹介」の達成回数を、過去の総実施回数で除算し、達成率を計算する。また、例えば制御部１１は、議事録作成画面の自己評価欄２０２、有効活動欄２０４への入力内容に応じて、達成率の重み付けを行う。例えば図２０の自己評価欄２０２において、自己評価が肯定的な評価（マル）に設定されているため、制御部１１は、営業活動「類似事例紹介」について達成率を重み付けして計算する。また、図２０の有効活動欄２０４において、営業活動「類似事例紹介」が有効であったものと入力されているため、制御部１１は、「類似事例紹介」に係る達成率をさらに重み付けして計算する。なお、上記の達成率の計算方法は一例であって、段階目標の達成に当たっての各営業活動の貢献の度合いを適切に定めることができればよい。 FIG. 21 is an explanatory diagram for explaining the recommendation process of the sales activity according to the implementation result. A user who conducts sales activities repeatedly creates the above-mentioned agenda and minutes every sales visit, and plans and records sales activities. In this case, the server 1 reflects the result of the previous sales activity input on the minutes creation screen on the agenda creation screen related to the next sales activity. Specifically, as conceptually illustrated in FIG. 21, the control unit 11 of the server 1 stores the input contents input in each column of the minutes creation screen in the implementation DB 152. In this case, the control part 11 calculates the achievement rate of the stage target by the said sales activity about the sales activity which the user implemented, and memorize | stores it in execution DB152. For example, considering the expected result “needs and background” set in the agenda creation screen of FIG. 18 and the implementation result input in FIG. 20, since the implementation result is input in the result column 201, the control unit 11 For the sales activity “similar case introduction” that was set to achieve the expected result “needs and background”, the number of achievements is incremented. The control unit 11 divides the number of achievements of “similar case introduction” by the total number of past implementations, and calculates the achievement rate. Further, for example, the control unit 11 weights the achievement rate according to the input contents to the self-evaluation column 202 and the effective activity column 204 on the minutes creation screen. For example, in the self-evaluation column 202 of FIG. 20, since the self-evaluation is set to a positive evaluation (mal), the control unit 11 calculates the sales activity “similar case introduction” by weighting the achievement rate. In addition, in the effective activity column 204 of FIG. 20, since the sales activity “similar case introduction” has been input, the control unit 11 further weights the achievement rate related to “similar case introduction”. calculate. Note that the above achievement rate calculation method is only an example, and it is only necessary to appropriately determine the degree of contribution of each business activity in achieving the stage goal.
　制御部１１は、計算した達成率を含めて、実施結果に係る各種データを実施ＤＢ１５２に記憶する。制御部１１は、次回のアジェンダ作成時において、達成率が所定値以上の営業活動をアジェンダ作成画面に出力し、活動設定欄１８４においてプルダウン表示させる。これにより、ユーザには達成率の高い活動内容がリコメンドされ、効率的な営業活動を支援することができる。 The control part 11 memorize | stores the various data which concern on an implementation result including the calculated achievement rate in implementation DB152. When the next agenda is created, the control unit 11 outputs a business activity with an achievement rate equal to or higher than a predetermined value to the agenda creation screen, and causes a pull-down display in the activity setting field 184. As a result, the user is recommended with a high achievement rate and can support efficient sales activities.
　なお、上記で制御部１１は、達成率が高い営業活動のみに足切りしてアジェンダ作成画面に出力することとしたが、例えば達成率の高い順に、過去の全ての営業活動を順位付けして出力することとしてもよい。このように、制御部１１は実施結果に応じて営業活動の内容をアジェンダ作成画面に表示可能であればよい。 In the above description, the control unit 11 cuts only the sales activities with high achievement rates and outputs them on the agenda creation screen. For example, all the past sales activities are ranked in descending order of achievement rates. It is good also as outputting. Thus, the control part 11 should just be able to display the content of sales activity on an agenda creation screen according to an implementation result.
　また、制御部１１は、予定活動欄２０６に入力された予定活動（営業活動）をペンディングするべく、当該予定活動にフラグを立てた上で実施ＤＢ１５２に記憶しておく。制御部１１は、端末２からの呼び出しを受けて次回のアジェンダ作成画面を出力する場合、フラグが立てられた予定活動を活動設定欄１８４に優先的に出力する。これにより、ユーザが次に行うべき営業活動がアジェンダに適切に反映される。 Also, the control unit 11 sets a flag on the scheduled activity and stores it in the implementation DB 152 in order to pending the scheduled activity (sales activity) input in the scheduled activity column 206. When the control unit 11 receives a call from the terminal 2 and outputs the next agenda creation screen, the control unit 11 preferentially outputs the scheduled activity flagged to the activity setting field 184. As a result, the next business activity to be performed by the user is appropriately reflected in the agenda.
　また、例えば制御部１１は、達成率の高低等に関係なく、特定の営業活動については、必須の営業活動としてアジェンダ作成画面に出力するようにしてもよい。例えば制御部１１は、各営業担当者を管理する管理者により事前に指定された一定の営業活動については、必須の活動内容として活動設定欄１８４に出力してもよい。 Also, for example, the control unit 11 may output a specific sales activity as an indispensable sales activity on the agenda creation screen regardless of whether the achievement rate is high or low. For example, the control unit 11 may output certain sales activities designated in advance by an administrator who manages each sales representative to the activity setting column 184 as essential activity contents.
　詳細な図示及び説明は省略するが、例えばサーバ１は、図１９で示した登録画面で新たな営業内容が設定登録された場合、設定登録された営業内容を管理者の端末２ａに通知する。端末２ａは、部下であるユーザが新規に設定（発案）した当該営業内容を必須活動とするか否かについて、管理者による指定入力を受け付ける。新たな営業活動が必須活動に指定された場合、サーバ１は、アジェンダ作成画面の活動設定欄１８４に当該必須活動を出力する。これにより、管理者が指定した必須活動を全ての部下（ユーザ）が行うようになり、営業業務の質を担保することができる。 Although detailed illustration and description are omitted, for example, when a new business content is set and registered on the registration screen shown in FIG. 19, the server 1 notifies the administrator's terminal 2a of the business content set and registered. The terminal 2a accepts a designation input by an administrator as to whether or not the business content newly set (devised) by the user who is a subordinate is set as an essential activity. When a new sales activity is designated as an essential activity, the server 1 outputs the essential activity in the activity setting field 184 of the agenda creation screen. As a result, all subordinates (users) can perform the essential activities designated by the administrator, and the quality of sales operations can be ensured.
　以上より、サーバ１は、営業活動について議事録作成画面に入力された実施結果を実施ＤＢ１５２に記憶し、当該実施結果に基づき次回のアジェンダ作成画面に表示する初期設定内容を変更する。すなわちサーバ１は、アジェンダ及び議事録の作成を繰り返すことで、営業計画の最適化を図ることができる。 As described above, the server 1 stores the execution result input on the minutes creation screen for the business activity in the implementation DB 152, and changes the initial setting content displayed on the next agenda creation screen based on the implementation result. That is, the server 1 can optimize the business plan by repeating the creation of the agenda and minutes.
　なお、サーバ１は、各ユーザが繰り返し作成する一連のアジェンダ及び議事録を営業計画毎にまとめて記憶しておき、営業活動の履歴を出力可能とすると好適である。これにより、特に管理者が、各ユーザが担当している営業計画の進捗度合いを容易に確認することができる。 The server 1 preferably stores a series of agendas and minutes that are repeatedly created by each user for each business plan, and can output a history of business activities. Thereby, in particular, the administrator can easily confirm the degree of progress of the business plan that each user is in charge of.
　図２２は、実施の形態４に係る情報処理システムが実行する処理手順の一例を示すフローチャートである。
　サーバ１の制御部１１は、端末２から営業計画の段階の指定を受け付けた場合、指定された段階の営業予定を作成するためのアジェンダ作成画面（第１画面）を出力する（ステップＳ４０１）。アジェンダ作成画面は、アジェンダを作成するために必要な情報を入力するための画面であり、ユーザが新たに実施する営業に係る段階目標及び営業活動の設定入力を行うための画面である。端末２の制御部２１は、サーバ１から出力されたアジェンダ作成画面を表示部２４に表示する（ステップＳ４０２）。 FIG. 22 is a flowchart illustrating an example of a processing procedure executed by the information processing system according to the fourth embodiment.
When the control unit 11 of the server 1 receives specification of the stage of the business plan from the terminal 2, the control unit 11 outputs an agenda creation screen (first screen) for creating a business plan at the specified stage (step S401). The agenda creation screen is a screen for inputting information necessary for creating an agenda, and is a screen for the user to set and input stage targets and sales activities related to sales newly performed. The control unit 21 of the terminal 2 displays the agenda creation screen output from the server 1 on the display unit 24 (step S402).
　制御部２１は、営業計画の段階を指定する指定入力を受け付ける（ステップＳ４０３）。制御部２１は、当該段階における過去の営業活動に係るデータをサーバ１から取得し、アジェンダ作成画面に初期設定としてサンプル表示する（ステップＳ４０４）。この場合にサーバ１は、過去の実施結果に応じて、過去に実施された営業活動に係るデータをアジェンダ作成画面に出力する。例えばサーバ１は、後述するステップＳ４１８で計算される達成率が高い営業活動、あるいは予定活動又は必須活動として設定されている営業活動などを出力し、端末２に表示させる。制御部２１は、アジェンダ作成画面において段階目標及び営業活動の設定入力を受け付ける（ステップＳ４０５）。具体的には既に述べたように、制御部２１は段階目標（目的、期待結果）、営業活動について順次初期設定からの設定変更を受け付ける。また、図１９で説明したように、制御部２１は、実施ＤＢ１５２に記憶されている段階目標又は営業活動以外の、新規の段階目標又は営業活動について設定入力を受け付けてもよい。制御部２１は、設定された段階目標及び営業活動に係る設定内容をサーバ１に送信する（ステップＳ４０６）。 The control unit 21 receives a designation input that designates a stage of the business plan (step S403). The control unit 21 acquires data related to past sales activities at this stage from the server 1, and displays the data as a default setting on the agenda creation screen (step S404). In this case, the server 1 outputs data relating to the past business activities performed on the agenda creation screen according to the past implementation results. For example, the server 1 outputs a business activity with a high achievement rate calculated in step S418, which will be described later, or a business activity set as a scheduled activity or an essential activity, and displays it on the terminal 2. The control unit 21 receives the setting input of the stage target and the sales activity on the agenda creation screen (step S405). Specifically, as already described, the control unit 21 sequentially accepts setting changes from the initial settings for the stage goals (purposes and expected results) and sales activities. Further, as described with reference to FIG. 19, the control unit 21 may accept a setting input for a new stage target or business activity other than the stage target or business activity stored in the implementation DB 152. The control unit 21 transmits the set contents relating to the set stage target and the sales activity to the server 1 (step S406).
　サーバ１の制御部１１はアジェンダテーブル１５３を参照して、端末２から送信された設定内容に基づきアジェンダ（事前資料）を作成する（ステップＳ４０７）。また、制御部１１は、端末２から送信された段階目標及び営業活動の設定内容を実施ＤＢ１５２に記憶する（ステップＳ４０８）。 The control unit 11 of the server 1 refers to the agenda table 153 and creates an agenda (prior material) based on the setting contents transmitted from the terminal 2 (step S407). Moreover, the control part 11 memorize | stores the setting content of the stage goal and sales activity which were transmitted from the terminal 2 in implementation DB152 (step S408).
　制御部１１は、端末２から出力要求を受けた場合、ユーザが実施した営業活動の実施結果を入力するための議事録作成画面（第２画面）を端末２に出力する（ステップＳ４０９）。議事録作成画面は、ユーザが実施した営業活動の議事録を作成するために必要な情報を入力するための画面である。端末２の制御部２１は、議事録作成画面を表示部２４に表示する（ステップＳ４１０）。制御部２１は、議事録作成画面において営業活動の実施結果の入力を受け付ける（ステップＳ４１１）。例えば制御部２１は、段階目標の達成又は未達成に係る情報のほか、実施結果の詳細、ユーザ本人が有効だと考える活動内容、次に行うべき予定活動などについて入力を受け付ける。制御部２１は、入力内容をサーバ１に送信する（ステップＳ４１２）。 When the control unit 11 receives an output request from the terminal 2, the controller 11 outputs a minutes creation screen (second screen) for inputting a result of the business activity performed by the user to the terminal 2 (step S409). The minutes creation screen is a screen for inputting information necessary for creating the minutes of the business activities performed by the user. The control unit 21 of the terminal 2 displays a minutes creation screen on the display unit 24 (step S410). The control unit 21 accepts an input of an implementation result of the business activity on the minutes creation screen (step S411). For example, the control unit 21 accepts input regarding information regarding achievement or non-achievement of the stage goal, details of the implementation result, activity content that the user considers effective, scheduled activity to be performed next, and the like. The control unit 21 transmits the input content to the server 1 (step S412).
　端末２から実施結果に係る入力内容を取得した場合、サーバ１の制御部１１は、当該入力内容に基づき議事録を作成する（ステップＳ４１３）。また、制御部１１は、端末２から取得した実施結果が示す段階目標の達成又は未達成に基づき、ステップＳ４０５で設定された営業活動の達成率を計算する（ステップＳ４１４）。制御部１１は、計算した達成率を含めて、実施結果に係る情報を実施ＤＢ１５２に記憶する（ステップＳ４１５）。制御部１１は、端末２から取得した実施結果を参照し、段階目標が達成されたか否かを判定する（ステップＳ４１６）。例えば制御部１１は、議事録作成画面の結果欄２０１、２０１、２０１…の全てに実施結果が入力されたか否かに応じて、段階目標（目的）が達成されたか否かを判定する。達成されていないと判定した場合（Ｓ４１６：ＮＯ）、制御部１１は処理をステップＳ４０１に戻す。段階目標が達成されたと判定した場合（Ｓ４１６：ＹＥＳ）、制御部１１は一連の処理を終了する。 When the input content related to the implementation result is acquired from the terminal 2, the control unit 11 of the server 1 creates a minutes based on the input content (step S413). Moreover, the control part 11 calculates the achievement rate of the sales activity set by step S405 based on the achievement or non-achievement of the stage goal which the implementation result acquired from the terminal 2 shows (step S414). The control part 11 memorize | stores the information which concerns on an implementation result including the calculated achievement rate in implementation DB152 (step S415). The control unit 11 refers to the implementation result acquired from the terminal 2 and determines whether or not the stage goal has been achieved (step S416). For example, the control unit 11 determines whether or not the step target (objective) has been achieved depending on whether or not the implementation results have been input to all of the result columns 201, 201, 201. When it determines with not having been achieved (S416: NO), the control part 11 returns a process to step S401. If it is determined that the step target has been achieved (S416: YES), the control unit 11 ends the series of processes.
　以上より、本実施の形態４によれば、アジェンダ及び議事録を作成する既存の業務に、営業活動の内容、実施結果等の入力を行う作業が組み込まれ、サーバ１は資料の作成と営業活動の支援とを並行して行うことができる。これにより、ユーザの負担を軽減することができる。 As described above, according to the fourth embodiment, the work for inputting the contents of the sales activities, the implementation results, etc. is incorporated into the existing work for creating the agenda and the minutes, and the server 1 creates the materials and the sales activities Can be performed in parallel with the support. Thereby, a user's burden can be reduced.
　今回開示された実施の形態はすべての点で例示であって、制限的なものではないと考えられるべきである。本発明の範囲は、上記した意味ではなく、請求の範囲によって示され、請求の範囲と均等の意味及び範囲内でのすべての変更が含まれることが意図される。 It should be considered that the embodiment disclosed this time is illustrative in all respects and not restrictive. The scope of the present invention is defined not by the above-described meaning but by the scope of claims, and is intended to include all modifications within the meaning and scope equivalent to the scope of claims.
　１　サーバ（情報処理装置）
　１５１　計画ＤＢ
　１５２　実施ＤＢ
　２　端末（情報処理端末）
　５０　営業計画
　５１　営業目標
　５２、６１、８１　段階目標
　５３、７２、８２、２６９　営業活動
　５４、８５　実施結果
　６０　進捗画面
　６２　活動入力欄
　６３　閲覧アイコン
　６４　添付欄
　６５、８３　実施期限
　６６　備考欄
　６７　結果入力欄
　６８　送信アイコン
　７０　閲覧画面
　７１　営業情報
　７３　評価アイコン
　８０　進捗管理フォーマット
　８４　備考 1 server (information processing equipment)
151 Plan DB
152 Implementation DB
2 terminals (information processing terminals)
50 Sales Plan 51 Sales Target 52, 61, 81 Stage Target 53, 72, 82, 269 Sales Activity 54, 85 Implementation Result 60 Progress Screen 62 Activity Input Field 63 Browsing Icon 64 Attached Field 65, 83 Implementation Period 66 Remarks Field 67 Result Input field 68 Transmission icon 70 Browsing screen 71 Sales information 73 Evaluation icon 80 Progress management format 84 Remarks

Claims (11)

  1. 　営業計画に応じて段階的に設定される段階目標をユーザの情報処理端末に送信する送信部と、
    　前記段階目標について前記ユーザが実施する営業活動の入力を前記情報処理端末から受け付ける受付部と、
    　前記営業活動を実施した実施結果を前記情報処理端末から取得する取得部と
    　を備えることを特徴とする情報処理装置。     A transmission unit that transmits to the information processing terminal of the user a step target set step by step according to the business plan;
    A reception unit that receives from the information processing terminal an input of a business activity performed by the user with respect to the stage goal;
    An information processing apparatus comprising: an acquisition unit configured to acquire an execution result of the business activity from the information processing terminal.
  2. 　前記受付部が受け付けた前記営業活動に関して実施期限を設定する設定部を備え、
    　前記取得部が前記実施結果を取得しないまま、前記実施期限の所定時間前となった場合に、又は前記実施期限を経過した場合に、前記送信部は前記ユーザに対する警告を前記情報処理端末に送信する
    　ことを特徴とする請求項１に記載の情報処理装置。     A setting unit for setting an implementation deadline for the sales activities received by the reception unit;
    The transmission unit transmits a warning to the user to the information processing terminal when the acquisition unit does not acquire the execution result, or when the predetermined time before the execution deadline has passed or when the execution deadline has passed. The information processing apparatus according to claim 1, wherein:
  3. 　前記段階目標及び営業活動を対応付けて記憶する記憶部を備え、
    　前記送信部は、前記営業活動を含む情報を他のユーザの情報処理端末に送信し、
    　前記受付部は、前記営業活動に関する前記他のユーザからの評価を示す評価情報を、前記他のユーザの情報処理端末から受け付け、
    　前記記憶部は、前記評価情報を前記営業活動と対応付けて記憶する
    　ことを特徴とする請求項１又は請求項２に記載の情報処理装置。     A storage unit for storing the step target and the sales activity in association with each other;
    The transmission unit transmits information including the business activities to information processing terminals of other users,
    The reception unit receives evaluation information indicating an evaluation from the other user regarding the business activity from an information processing terminal of the other user,
    The information processing apparatus according to claim 1, wherein the storage unit stores the evaluation information in association with the business activity.
  4. 　前記送信部は前記記憶部を参照して、前記段階目標と共に、該段階目標と同一又は類似する段階目標について前記営業活動を複数送信し、
    　前記受付部は、複数の前記営業活動から、前記ユーザが実施する前記営業活動の選択を受け付ける
    　ことを特徴とする請求項３に記載の情報処理装置。     The transmission unit refers to the storage unit, and transmits a plurality of the sales activities for the step target that is the same as or similar to the step target together with the step target,
    The information processing apparatus according to claim 3, wherein the reception unit receives selection of the sales activity performed by the user from a plurality of the sales activities.
  5. 　前記営業計画の対象である顧客に関する情報、及び前記営業計画に係る商品又はサービスに関する情報の入力を受け付ける第２受付部と、
    　該第２受付部で受け付けた入力内容に応じて、前記記憶部を参照し、前記段階目標を含む前記営業計画のモデルを生成する生成部と
    　を備えることを特徴とする請求項３又は請求項４に記載の情報処理装置。     A second reception unit that receives input of information on a customer who is a target of the business plan, and information on a product or service related to the business plan;
    The generator according to claim 3, further comprising: a generation unit that generates a model of the business plan including the step target by referring to the storage unit according to the input content received by the second reception unit. 5. The information processing apparatus according to 4.
  6. 　前記送信部は、予め設定されている前記段階目標を表示すると共に、該段階目標に係る前記営業活動を入力するための第１画面のデータを前記情報処理端末に送信し、
    　前記受付部は、前記第１画面を介して前記営業活動の入力を受け付け、
    　前記第１画面に表示された前記段階目標と、該第１画面において入力された前記営業活動とに基づき、該営業活動に係る事前資料を作成する第１作成部を備え、
    　前記送信部はさらに、前記実施結果を入力するための第２画面のデータを前記情報処理端末に送信し、
    　前記取得部は、前記第２画面において入力された前記実施結果を取得し、
    　取得した前記実施結果に基づき、前記営業活動の記録資料を作成する第２作成部を備える
    　ことを特徴とする請求項１～請求項５のいずれか１項に記載の情報処理装置。     The transmission unit displays the step target set in advance and transmits data of a first screen for inputting the sales activity related to the step target to the information processing terminal.
    The reception unit receives an input of the business activity via the first screen,
    A first creation unit for creating a preliminary document related to the business activity based on the stage goal displayed on the first screen and the business activity input on the first screen;
    The transmission unit further transmits data of a second screen for inputting the implementation result to the information processing terminal,
    The acquisition unit acquires the implementation result input on the second screen,
    The information processing apparatus according to any one of claims 1 to 5, further comprising a second creation unit that creates a record of the business activity based on the acquired execution result.
  7. 　ユーザが実施する営業活動の事前資料を作成するための第１画面を出力する第１出力部と、
    　該第１画面を介して、営業計画に応じて段階的に設定される段階目標、及び該段階目標について前記ユーザが実施する前記営業活動の設定入力を受け付ける第１受付部と、
    　受け付けた前記段階目標及び営業活動に基づき、前記事前資料を作成する第１作成部と、
    　前記ユーザが実施した前記営業活動の実施結果を入力するための第２画面を出力する第２出力部と、
    　該第２画面を介して、前記実施結果の入力を受け付ける第２受付部と、
    　受け付けた前記実施結果に基づき、前記営業活動に関する記録資料を作成する第２作成部と、
    　前記第１受付部が受け付けた前記段階目標及び営業活動と、前記第２受付部が受け付けた前記実施結果とを対応付けて記憶する記憶部と
    　を備え、
    　前記第１出力部は、前記記憶部に記憶されている前記営業活動を、前記実施結果に応じて前記第１画面に出力する
    　ことを特徴とする情報処理装置。     A first output unit for outputting a first screen for creating advance materials for business activities performed by the user;
    A first reception unit that receives a step target set stepwise according to a sales plan and the setting input of the business activity that the user performs with respect to the step target via the first screen;
    A first creation unit for creating the advance document based on the received stage target and sales activity;
    A second output unit for outputting a second screen for inputting a result of the business activity performed by the user;
    A second accepting unit for accepting an input of the implementation result via the second screen;
    A second creation unit for creating a record material related to the sales activity based on the received implementation result;
    A storage unit that associates and stores the stage goals and sales activities received by the first reception unit and the implementation results received by the second reception unit;
    The first output unit outputs the sales activity stored in the storage unit to the first screen according to the implementation result.
  8. 　前記第１出力部は、前記記憶部に記憶されている前記段階目標を前記第１画面に複数出力し、
    　前記第１受付部は、出力された複数の前記段階目標から選択入力を受け付け、
    　前記段階目標の選択入力を受け付けた場合、前記第１出力部は、選択された前記段階目標に対応する前記営業活動を、前記実施結果に応じて前記第１画面に複数出力し、
    　前記第１受付部は、出力された複数の前記営業活動から選択入力を受け付ける
    　ことを特徴とする請求項７に記載の情報処理装置。     The first output unit outputs a plurality of the stage targets stored in the storage unit to the first screen,
    The first accepting unit accepts a selection input from the plurality of outputted stage targets,
    When receiving the selection input of the stage target, the first output unit outputs a plurality of the sales activities corresponding to the selected stage target to the first screen according to the implementation result,
    The information processing apparatus according to claim 7, wherein the first reception unit receives a selection input from the plurality of output business activities.
  9. 　前記第１受付部は、前記記憶部に記憶されている前記段階目標又は営業活動以外の前記段階目標又は営業活動を設定する設定入力を受け付ける
    　ことを特徴とする請求項８に記載の情報処理装置。     The information processing apparatus according to claim 8, wherein the first receiving unit receives a setting input for setting the step target or the sales activity other than the step target or the sales activity stored in the storage unit. .
  10. 　コンピュータに、
    　営業計画に応じて段階的に設定される段階目標をユーザの情報処理端末に出力し、
    　前記段階目標について前記ユーザが実施する営業活動の入力を前記情報処理端末から受け付け、
    　前記営業活動を実施した実施結果を前記情報処理端末から取得する
    　処理を実行させることを特徴とする情報処理方法。     On the computer,
    Output stage targets set in stages according to the sales plan to the user's information processing terminal,
    Accepting from the information processing terminal the input of the business activity performed by the user for the stage goal,
    The information processing method characterized by performing the process which acquires the implementation result which implemented the said sales activity from the said information processing terminal.
  11. 　コンピュータに、
    　営業計画に応じて段階的に設定される段階目標を記憶する情報処理装置から、前記段階目標を取得し、
    　取得した前記段階目標を表示部に表示し、
    　前記段階目標についてユーザが実施する営業活動の入力を受け付け、
    　受け付けた前記営業活動の入力内容を前記情報処理装置に出力し、
    　前記営業活動を実施した実施結果を前記情報処理装置に出力し、
    　前記実施結果を出力した場合に、前記ユーザが次に達成すべき前記段階目標を前記情報処理装置から取得して前記表示部に表示し、前記営業活動の入力を再度受け付ける
    　処理を実行させることを特徴とするプログラム。     On the computer,
    From the information processing device that stores the stage target set step by step according to the business plan, obtain the stage target,
    Display the acquired stage goal on the display,
    Accepts the input of sales activities performed by the user for the stage goal,
    Output the input contents of the received business activity to the information processing device,
    Output the result of implementing the sales activity to the information processing device,
    When the execution result is output, the step of acquiring the step target to be achieved next by the user from the information processing apparatus, displaying the target on the display unit, and receiving the input of the business activity again is executed. A featured program.
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