JP2001306794A - Business system - Google Patents

Abstract

PROBLEM TO BE SOLVED: To support a quick and efficient business operation. SOLUTION: This system consists of a step in which data showing a business plan which is for each entity business unit and divided into each comparable item among respective business units are presented, a step in which data showing business results which are of the business units performed on the basis of the proposed business plan data and are divided into each comparable item among the respective business units are presented, a step in which the business results data are compared and a comparison relation is set in each entity business unit in a prescribed range or an optional range, and a step in which the business results data among the respective business units being comparison objects on the basis of the comparison relation are subjected to an analysis related to an item and the comparison result data are feedbacked to the respective business units.

Description

DETAILED DESCRIPTION OF THE INVENTION

[0001]

BACKGROUND OF THE INVENTION 1. Field of the Invention The present invention relates to a business system, and more particularly to a system for supporting sales activities.

[0002]

2. Description of the Related Art Sales activities related to the sale of goods or the provision of services are conducted under the guidance and instructions of a person who manages the sales activities. For example, it is attributable to the quality of sales activities of sales staff.

[0003]

[Problems to be Solved by the Invention] As described above, in a sales activity in which there are many places that are left to the skills of the sales staff, individual sales results may be uneven, which may affect sales as a whole. Becomes In addition, there are many cases where an action required for a sales activity is not performed depending on the individual characteristics of the sales staff and their circumstances.

[0004]

SUMMARY OF THE INVENTION In view of the above, the present invention provides a sales plan for each sales unit divided for each item,
Reporting data having physically comparable contents, reporting the sales results of the sales units performed based on the reported business plan data, the data having physically comparable contents. Performing the step of comparing the business result data with other data that can be compared, and setting a comparison relationship for each of the unit business units within a predetermined range or an arbitrary range, In particular, the difference between a sales unit with excellent business performance and a sales unit with poor business performance, or a difference between plan data and result data, a difference between past plan or result data, a past statistical plan or By converting the difference with the result data into objective comparison data and forming the comparison result data,

The purpose of the present invention is to provide support for prompting the sales staff to correct the activities in the sales activities, thereby improving the overall performance and realizing quick and efficient sales activities.

[0006]

DETAILED DESCRIPTION OF THE INVENTION The present invention relates to a method for reporting a sales plan for each sales unit divided for each item, the data having physically comparable contents. Reporting the sales result of the sales unit performed based on the data, the data having physically comparable contents; comparing the sales result data with other comparable data; A business system comprising the steps of setting a comparison relationship for each unit of sales unit within an arbitrary range. "A sales unit" in the above-mentioned section means an individual sales employee, sales staff, a group for sales, a sales department, and sales. It indicates an agency, a store, and the like, and may be at least a plurality of items having the same business purpose. The timing of submitting the business plan includes, for example, before the start of selling a new product or providing a new service, or periodically submitting.
"Divided by item" means, for example, business activity hours,
To divide into items such as courtesy and disagreement at the time of user visit,

[0007] "Physically comparable" means that the difference can be obtained arithmetically or that an objective difference can be obtained. At least the comparison processing by a signal processing device such as a computer is required. It indicates that it is possible, for example, a comparison of the magnitude of a numerical value, a comparison of the size of a group, a comparison of codes or symbols that are ranked in advance, and the like. For example, business activity hours are compared by increasing or decreasing the number of hours, specifically from 9:00 am to 5:00 pm, and in the case of courtesy, they are classified according to the degree of greeting (simple, middle, enough). , B, and C, or use a language that can be compared by a computer within a predetermined range. This itemization depends on the type of goods to be sold and the type of service, and is appropriately selected and used.

The "sales result of the sales unit performed based on the sales plan data" indicates numerically and symbolically how much the plan has been realized for each of the items. For example, if the business activity time is as planned, “100%”, and if it is more than that, “120%”.
%, And in the case of courtesy, such as "sufficient" or "passive". This word is
For example, there is a case where ranking is performed so that the calculation can be performed in a predetermined format.

[0009] Incidentally, regarding these ranking words,
If a comparison can be made, there may be cases where ambiguity may be present. That is, even if the use of a word that is not set in advance is used, the use is picked up, and sales plan data,
Alternatively, a display may be displayed so as to be notified to the side managing the sales result data, and a new rank may be created and the rank may be corrected based on the display. "Other data that can be compared" refers to data when comparing the same items in the same unit in sales units, data when comparing the same items in plan data and result data,
Alternatively, it indicates past statistical data, such as data to be compared with data of the same item. "Reported" means not only submitting a sentence, but also sending an e-mail, making a phone call to explain the requirements, giving an oral explanation, etc. It should be transmitted.

The comparison is performed within a predetermined range or an arbitrary range. The predetermined range includes, for example, a sales period, a season,
The type of product, the range with identity in the region, the range with identity in the product or service, the range of the so-called campaign period held so that business is concentrated, etc. This is the range in a case where a person or an administrator arbitrarily designates a specific store or department, for example. The comparison relationship is the overall ranking, order, pass / fail, or relative or partial rank, order, pass / fail, and indicates a relationship that can at least suggest a suggestion for improving the item and provide instruction and guidance. It shows so-called results such as "sales", "recruited number", "contracted number", "collection rate", etc., and is a comparative relationship for urging the need for further improvement efforts. In this case, a regional or periodical range may be set. In some cases, this is evaluated on an average or in a composite manner by comparison with past data.

The “comparison result data” is comparison data for each item between the sales unit that has a better performance than the user and the user as a result of ranking, and is, for example, an appointment with a customer per unit day. All or all of the items, such as differences in the number of times, differences in the degree of business assertion, differences in business thoughts, etc., or items showing significant differences are shown. "Feedback" means passing to the sales unit, which is necessary to find the cause of the decline in performance and repair it, such as attaching data from other similar cases in addition to comparison data. It also includes attaching data that seems to be.

Further, the present invention seeks to improve the performance by receiving advice from a sales person who has been compared or receiving advice from a manager or a supervisor based on the fed back data. It may be. In addition, an event that gives an opportunity to recognize the result of the sales staff may be set.

[0013]

An embodiment of the present invention will be described with reference to FIG.
Reference numeral 11 denotes a sales unit, which is composed of sales staff, sales employees, sales groups, agents, and devices for inputting and outputting data to these persons. Reference numeral 12 denotes a sales unit, which indicates an excellent unit whose sales result is superior to that of the sales unit 11. Reference numeral 20 denotes a management unit, which stores data relating to business strategies such as customer information management, contract content management, ordering status management, event status management, regional, customer, and product-based storage in the storage means 23. The data is stored and managed, and format data is created, transmitted and received. Reference numeral 21 denotes a sales management section, which includes a representative, a manager, and the like, creates, corrects, changes, etc., the sales plan data, and also examines, advises, evaluates, etc., the causes found by the comparison. Reference numeral 22 denotes a sales processing unit, which receives instructions from the sales management unit 21, obtains and compares data, detects differences between the data, and converts these series of data into sales units,
This is the part that outputs to senior units, etc., and actually plans the awards etc. for sales units with excellent results. Since the sales processing unit 22 is for at least detecting data, comparing data, and detecting different parts, it is sufficient that the business processing unit 22 has a computer-based arithmetic processing mechanism. As long as it has a server-like function of the Internet, it may be used.

Reference numeral 23 denotes storage means for storing data. The storage means 23 is a device that can be connected to or built in a computer, for example, and a high-capacity recording medium such as a hard disk or a magneto-optical disk is exemplified. In addition to the data content of the management unit, the storage means 23 may store, for example, customer information, contract details, and order information in a state where the information is managed in various ways such as by region and by customer.
Numeral 30 denotes an advanced unit, which is a device for directly instructing and instructing the sales unit and a device for inputting / outputting data by the same person as the sales unit. Reference numerals 41 to 44 denote data, such as text data, image data, magnetic data, optical disks, magneto-optical disks, and digitized data or audio data that can be stored in a recording unit such as an IC card.
The audio data may be used, for example, when the transmission of the item contents is small, and can be transmitted quickly. 41 is
This is format data for plan data, in which items to be described by each sales unit are described in a bulleted list. Reference numeral 42 denotes plan data, in which the business unit describes a predetermined range for each item in the format data or a description other than the range, which is predictably connectable to the range, and manages the management unit. This is for sending to the unit 20. The data once sent to the management unit 20 may be returned, re-created, and sent to the management unit 20 if the content of the data is not appropriate.

Reference numeral 43 denotes result data, which is the data transmitted from the management unit 11 to the management unit 20, which describes the achieved result with respect to the data for each item of the plan data. Reference numeral 44 denotes comparison evaluation data, and the result data 4
3 and plan data 42, or plan data 4
(3) In addition to the description of future revisions and changes, etc., operating units that have been compared with operating units that have performed excellently in the past or at each point in time, or that have output similar data. And data on sales units that have improved their performance thereafter. 50 is a promotion section,
This is a part for directly evaluating and awarding each sales unit for the sales results. This part may especially belong to the same range as the management unit.

Next, the operation will be described. In the management unit 20, the sales processing unit 22 creates format data for new business plan data in accordance with an instruction from the sales management unit 21 or the like, or creates format data 41 using a conventional format and sends it to the sales unit 11. Send it. In this case, if a format created in advance is sufficient, there is a case in which the user already possesses the format, and there is a case where there is no need to send the format. The sales unit 11 describes each plan in the format data 41. When a new plan is to be added, the added plan data 42 is stored in the management unit 2.
Send to 0. When there is a newly added item, the management unit 20 determines whether this item is appropriate, and if so, further changes this item into data that can be stored in the storage unit 23 and can be compared and evaluated. . If inappropriate or
If at least the description cannot be compared and evaluated, or if the content is passive, it will be returned to the business unit again, prompting a correction change. If the data is appropriate, the management unit 20 temporarily stores the data in the storage unit 23, returns a reply to the sales unit 11 with a sign indicating that the plan data is approved, To run.
The sales unit 11 conducts sales based on the sales plan data 42 and appends the result to the sales plan data 42 in a comparable expression or creates new data, and sends it to the management unit 20 as result data 43. Send it.

The management unit 20 compares the result data 43 with the result data sent from the other sales units, and determines the order in which sales and other profits are increased. This determination is statistically calculated based on, for example, the result data sent from the sales unit, the deposit amount data input via another route, the order amount data, and the like. Compare the result data of each ranked sales unit with the result data and plan data of at least the sales unit with the higher rank, and data of the missing items and data of items that need to be examined. Send. At this time, when advice data is added for each item, when an instruction to receive advice from the advanced unit 30 is given for each item or for all items, or when advice is received from the sales unit 12 that has been compared. In some cases, such data may be added when there is a similar case in the past. In some cases, the result is stored, and when the next business plan data is submitted, the data is compared with the stored data for each item to monitor whether there is any passive part.

Next, an example of the data 41 to 44 will be described with reference to FIGS. FIG. 4 shows data referred to enable the calculation of the plan value and the result value shown in FIG. These tables are examples, and the items are selected as appropriate for business purposes and the like, and are not limiting. Further, all such data exchange between the management unit and the sales unit does not have to be performed, and a specified portion of the data may be exchanged via a mobile phone or a telephone. On a mobile phone or the like, the input person may input the oral report of the sales staff, and the input staff may explain the result verbally to the sales staff. The same format may be set for all the sales units of the sales employees or the like, or the content may be changed due to a difference in the sales target item or service or for each sales unit. However, if the sales unit and the management unit are electrically connected bidirectionally by using the Internet, etc., data as shown in FIGS. 3 and 4 can be exchanged at any time, and efficient sales activities can be realized. You can.

In FIG. 3, reference numeral 01 denotes data for identifying the sales staff and data relating to the current sales activity.
FIG. 4 shows an example, and there is a case where an identification number relating to a sales staff is added, and a case where a business area or the like is described. Each of these may be identified and coded. 02 is an item, and the item examples described below are set as the format data 41 and notified to the sales staff. Reference numeral 03 denotes a plan column, which is a part written by the sales staff based on the format data 41 and transmitted to the management unit as plan data 42 shown in FIG. Reference numeral 04 denotes the result data, which is a part that the sales staff writes the result in the management unit and sends it as the result data 43. 05
Is the analysis data, and is a part in which the management unit lists the plan data, the result data, the comparison data with the past, and the comparison data with other business units. 06 is another item. In this item, newly noticed business activities are described. For example, it is described when a sales plan is submitted to the management department, when a sales unit proposes the sales plan, and when the sales results improve thereafter, or when the sales leader approves. It is preferable that the data indicating the plan and the result of this item be set to be operable. For example, in “Regular visits to one customer”, 1 is every other week, 2 is every other month,
If the customer prefers to visit at short intervals, then 1-2
An operation such as> 0 is indicated.

Further, as long as there are many other items, if the effort is recognized, the comparison by the number of other items may be shown. When the sales result is good or other results are obtained, it is preferable that the new data be added to the next format data as a new item. When this item is added, evaluation reference data as shown in FIG. 4 is created, and a state in which calculation is possible is set. This setting may be performed by the management unit, or may be independently proposed by the sales unit, and the management unit may determine this.

Numeral 07 denotes a comprehensive analysis, in which comprehensive sales results, who should receive advice from the sales units having excellent overall results, and if the group is grouped, It is a part which is described from the management unit to the sales unit as the analysis data 44 in which group to receive advice, whether to compare with the past data, whether to consult with the supervisor, and the like are described. 08 is an example of an item indicating a portion displayed by numerical data in the item. For the item, the plan and result data are mainly indicated by numerical values, but may be indicated by other percentages or by other signs, and are appropriately selected according to the description of the item. . 09 shows an example in which the plan and the result data are determined by a predetermined code. FIG. 4A shows an example. A and B are respectively associated with their contents, and are encoded at least in a comparable manner. For example, A is A
If D is zero for M 9:00 to PM 5:00,
A−D> 0. 0A is a description of the type of dissent, which also corresponds to the code and its content in advance as shown in FIG. 4B, and is determined based on this table.
The operability in this case is, for example, a comparison based on the number of types, a comparison of the number of matches / mismatches between the plan and the result, and the like. In some cases, this comparison can form numerical comparison data such as the attitude toward sales.

If there is an unexpected record like X01,
4B is added to the data shown in FIG. OB is a part indicating what should be done as a result of the analysis and the analysis. These are described, for example, by reference numerals based on a correspondence table as shown in FIG. 4C or are described by direct expressions. Further, in the analysis between items, the magnitude may be detected by the numerical comparison, and a problem may be raised. For example, when the difference between the result data of the number of negotiations and the result data of the number of appointments is equal to or more than a certain value, a case is described to that effect. In addition, when it is recognized that these items do not have an effective effect on the business result, for example, when the result does not increase while the result always keeps 100%, when the sales decrease, such a business is performed. If there are many units, the item may be deleted. In this deletion, the same format data is repeatedly used a predetermined number of times,
It may be a function that is always 100% or substantially close to 100%, and is automatically deleted when the business performance is constant or decreases. When deleting,
To that effect, the sales management department or the like may be notified and the suitability may be further examined.

As described above, the business contents are subdivided into respective items, and each of them is represented by data that can be calculated to be superior or inferior. Comparisons are made, and it is possible to quickly know which part has a problem and what solution is to be suggested, thereby improving business efficiency.

The system utilizes an electrical communication line will be described in detail with reference to FIG. 2 for other embodiments. Reference numeral 201 schematically shows a mobile phone.
02 schematically illustrates a telephone, 203 schematically illustrates a facsimile, and 204 schematically illustrates a personal computer, both of which are examples. These terminals are components of the sales unit shown in FIG. 1, and are used by sales staff to transmit and receive sales plan data, sales management data, and the like. 205
Is a recording medium on which plan data and result data are recorded, and includes a document 20A, a floppy (registered trademark) disk 20.
B, CD-ROM 20C and other media. Reference numeral 300 denotes an example of a public communication line such as the Internet or a dedicated communication line such as an intranet. A management unit 100 has the same configuration as the management unit 20 shown in FIG. In the present invention, since these data are analytically divided, and are computationally comparable data, since most of the data from input / output to comparative analysis can be automatically performed, A specific example will be described. Reference numeral 101 denotes a transmission / reception unit that converts information using various forms, such as 201 to 204, transmitted from each sales unit into a signal that can be compared and transmitted to a recording unit or the like at a subsequent stage. This is a part for outputting the data to which the advice data is added to the sales unit in a form corresponding to the transmission form of each sales unit, which is a result of the comparison analysis. 102 is a recording means,
This is a part for separating, organizing and outputting the input data to the database in order to record the input data in the database. The recording means 102 is also a part for extracting and displaying data portions inappropriate for recording. It is also a place to automatically set addition or deletion of a newly proposed item. The new addition may be automatically added when, for example, the added plan or result data and the performance of the business unit to which the added plan or result data is increased or ranked higher.

The deletion is performed, for example, when the result of the plan for each item is always a predetermined number of times equal to or equal to 100%. is there. 103 is a database. The database 103 is a part that temporarily or continuously records plan data, result data, analysis data, and other data relating to profits of the entire business, etc. of the business unit. Reference numeral 104 denotes a comparison unit which calls data of another business unit or a past business unit from the database, compares each item or a group of items having strong connection between items, and outputs a difference between the items. . Numeral 105 is an analysis means for analyzing the appropriateness and inadequacy of the difference, and inputting and determining empirical and guidance data of a sales leader or the like from the input unit 106 and transmitting the analysis data to the transmission / reception means 101. This is the part that outputs to Next, the operation of the embodiment of the present invention will be described. Based on the format data for the plan data, the sales unit transmits the plan data based on the format data to the management unit 100 by voice using, for example, the mobile phone 201 and the telephone 202.

The management unit 100 uses the transmission / reception means 101 to listen to the data content by voice, and converts the data into electronic information for each item. If you ’re listening to people,
Voice recognition means may be used. The use of voice recognition means that the data of the present invention is physically comparable,
It is easily used. In addition, in the case of the FAX 203, the transmission / reception means 101 converts the transmitted data into electronic data which is read by a simple OCR which automatically converts the data into code data. When using e-mail using the general-purpose or special-purpose electric circuit 300 or when the recording medium 205 is the text 20A, the transmission / reception means 101
May convert the sentence 20A into electronic data by OCR or visual observation as described above. The recording means 102 checks whether or not there is a newly added item in the data input to the transmitting / receiving means. If there is, the item is extracted and notified to the management commander and the like, and is temporarily recorded in the database 103. If the management commander or the like recognizes that this new item corresponds to a positive business item, it is registered as a new item in the database 103, and if it is unnecessary, or needs further correction, or other business plan. If the contents of the data are negative items, the sales unit 101 sends an output prompting the sales unit to submit new business plan data or to correct it.
Done through. The contents of the other business plan data are examined for each item by the comparison means 104 for each item with other business plan data or past sales data, and are analyzed by the analysis means 105 based on the comparison data.

Next, the sales result data sent from the sales unit is input by the transmission / reception means 101 as described above. When there is a newly added item, the recording unit 102
This is extracted and notified to the management commander or the like and temporarily recorded in the database 103 as described above. Further, the sales result data is input to the comparison means 104, and firstly, the plan data and the result data are compared, and then the results with other sales units are compared and ranked. A sales unit is selected and read from the database 103. In this case, the selected sales unit is not one, and different sales units may be compared for each item. The comparison data is analyzed by the analysis means. In this case, the output of the analysis means is the objective difference data and the sales commander,
The boss or other advice may be attached, or various instructions may be arbitrarily added. The transmitting / receiving means 101 outputs this analysis data to the sales unit. The result is recorded in the database 103, and new format data is created by deleting and adding items necessary for conducting new business activities.

[0028]

As described above, the actions from the start to the end of business are divided into items, and the items that are often overlooked can be quickly found by comparing each item with excellent sales units. And provide quick support for sales activities.

[Brief description of the drawings]

FIG. 1 is a diagram showing one embodiment of the present invention.

FIG. 2 is a diagram showing another embodiment of the present invention.

FIG. 3 is a diagram for explaining an embodiment of the present invention.

FIG. 4 is a diagram for explaining an embodiment of the present invention.

[Explanation of symbols]

 11 Sales Unit 12 Sales Unit with Excellent Performance 20 Management Department 21 Sales Management Department 22 Sales Processing Department 23 Storage Means 30 Advanced Unit 41 Format Data 42 Sales Planning Data 43 Sales Result Data 44 Sales Analysis Data 50 Recommended Department

Claims (4)

[Claims] 1. A business plan for each sales unit divided for each item, which is a step of reporting data having physically comparable contents, wherein the step is performed based on the reported business plan data. Reporting the sales results of the sales units and having physically comparable contents; comparing the sales results data with other comparable data; and setting a comparison relationship for each sales unit Business system consisting of 2. The method according to claim 1, further comprising the step of: performing an analysis relating to the item on the business result data between the business units that have been compared based on the comparison relationship, and feeding back the comparison result data to each business unit. Business system described in. 3. The method according to claim 1, wherein the physical comparison in the step of setting the comparison relation is to compare two data and select and output at least one of the data in a signal processing manner. Business system described. 4. The business system according to claim 2, wherein the feedback in the step of providing feedback includes data of a different portion of the comparison data for each item or between items.