JP2001344407A - Negotiation support system - Google Patents

Abstract

PROBLEM TO BE SOLVED: To structure a system which supports negotiation activities and effectively gathers advanced index data which are needed for purchase based on prospect and prospective production. SOLUTION: This system comprises a computer system 1 on a network system which manages article data CD according to article identification codes CC, a support means 2 which supports negotiations by presenting quotations, proposals, etc., while querying article data CD in the computer system 1 by using article identification codes CC as clues, and a storage means 3 which stores current query contents and negotiation contents as leading indicator data PD in the computer system 1, when a negotiation is carried out.

Description

DETAILED DESCRIPTION OF THE INVENTION

[0001]

BACKGROUND OF THE INVENTION 1. Field of the Invention The present invention is to improve the convenience of estimation and proposal so that business negotiations can be efficiently developed, and to effectively collect leading index data for grasping market trends. It relates to a business negotiation support system that has been implemented.

[0002]

2. Description of the Related Art In recent years, a wave of major reforms has hit the product manufacturing and sales system and distribution system.

[0003] For example, as part of this, a POS (point-of-sale information management) system has been developed which manages the ordering of products. This system is for grasping sales activities comprehensively. It connects the host computer at the head office and the terminal (register) of each store, reads the barcode attached to the product at the point of sale with a reader, and sequentially By sending information to the host computer, information management of sales, inventory, merchandise, and the like can be performed collectively and rationally at the center.

A system called SCM (Supply Chain Management) has also been developed. This system uses IT (Information Technology) to provide a product supply system such as ordering with suppliers, procurement of materials and parts, production, and delivery of products.
This is a management method that makes it possible to comprehensively manage and increase corporate profits.

[0005] As described above, in recent years, there has been a significant review of the entire business from the manufacture and sale of goods to the distribution thereof from various angles.

[0006]

However, in any of the above-mentioned systems, the subsequent production, delivery, and inventory management can be efficiently performed when a product is actually ordered or sold. It is merely for the purpose. Therefore, it does not attempt to rationalize the negotiation stage prior to ordering and sales.

[0007] That is, at the negotiation stage, usually, a retail store, a construction store, or the like makes proposals and estimates for products to customers. In the negotiations at this time, price information is presented while individually collecting product information etc. while referring to the product number attached to identify the product and confirming the price based on the agreement with the sales agent. It is customary to receive orders. For this reason, it is hard to say that the environment is such that estimates and proposals can be rationalized mechanically.

On the other hand, there is a demand for distributors and manufacturers to grasp the movement of the market as soon as possible and to optimize the prospective production and prospective purchase.

[0009] However, business negotiation activities are individually performed by retailers and construction shops as described above, and a sales agency that supervises them and a manufacturer that consigns sales to this sales agency are required. At this point, it is not possible to know market trends in detail. Therefore, when a manufacturer or a sales agent performs a prospective production or a prospective purchase, there is a problem that information that can be handled as a leading indicator is scarce and it is not possible to quickly respond to a large change in demand that occurs in a short period of time.

[0010]

SUMMARY OF THE INVENTION In order to solve the above-mentioned problems, the present invention provides an environment in which an act necessary for business negotiations can be easily performed by using a computer system. Support the business activities of
It aims to build a system that allows sales agents and manufacturers to effectively use this as a leading indicator of market trends in statistical processing and the like.

[0011]

DESCRIPTION OF THE PREFERRED EMBODIMENTS For this purpose, as shown in FIG. 1, a negotiation support system according to the present invention comprises a computer system 1 on a network which manages product data CD based on a product identification code CC; A support means 2 for presenting an estimate or a proposal while consulting the product data CD in the computer system 1 using the identification code CC as a clue, and conducting negotiations. A storage means 3 for storing the contents of the inquiry and the contents of the negotiation at that time as the leading index data PD.

With such a configuration, for example, the retail store a and the construction store b which actually conduct negotiations refer to a variety of product data CDs prepared in the computer system 1 by using the support means 2. By making effective use of this, it becomes possible to make estimates, proposals, and the like quickly, accurately, and easily. Since the contents of the inquiry and the contents of the negotiation at that time are stored as the preceding index data PD by the storage means 3 in the computer system 1, the store c
If the maker d or the like refers to the leading index data PD by using the support means 2 or an appropriate browsing means 20 having a function similar thereto, the estimation index time and the proposal time at a time earlier than the order receiving time or the sales time can be obtained. Market trends can be accurately grasped. Then, by statistically processing this, it is possible to effectively feed back to prospective purchase, prospective production, and the like.

In order to be able to provide real-time feedback as to what kind of inquiries actually exist at the time of proposal and at the time of estimation, the leading index data PD is stored as subject-specific negotiation information Da for each negotiation. It is desirable to keep.

[0014] In order to be able to utilize for analysis of best sellers and successful cases, if a negotiation results in an order,
It is preferable to store the leading index data PD by switching from the negotiation information Da by subject to the order information Db by subject.

In order to be able to share market trends at the time of estimation and at the time of proposal in real time, it is preferable that at least a part of the leading index data PD is sequentially added to the product data CD.

In order to handle transaction information that should be disclosed only between a specific sales agent c and a retail store a, such as a quote or a negotiation price presented at the time of receiving an order, the computer system 1 must include: A relationship between specific subscribers is set as a pairing PR and registered in advance as pairing information PRI, and a part of the product data CD is managed as individual transaction data CDC that can be referred only to the subscribers within the pairing PR. It is effective to do so.

In order to enable easy access to the required product data CD, the support means 2 must be capable of mechanically or optically reading the product identification code CC on the flat medium FB as shown in FIG. A product list 4 such as a catalog provided in a form, and a reader 6 for reading the product identification code CC from the product list 4 and inputting the same to a terminal device 5, and using the input product identification code CC as a clue, the terminal It is preferable that the configuration is such that the product data CD can be referred from the machine 5.

In order to easily construct this system, it is effective to configure the product identification code according to the existing POS code system.

[0019]

DETAILED DESCRIPTION OF THE PREFERRED EMBODIMENTS One embodiment of the present invention will be described below with reference to FIGS.

The negotiation support system of this embodiment shown in FIG. 3 registers sites storing various product data CDs and the like in a computer system 1 connected to an online network NW such as an Internet line, and stores the sites in a WWW.
It is configured so that it can be browsed and inquired by a personal computer as a support means of the present invention having a browser function.

The computer system 1 is mainly composed of a computer main body provided with a server device 11 having functions as a WWW server, an FTP server, a security server, a database server, and the like. And is provided on a network center. FIG. 4 schematically shows the structure of the database 13 in the computer system 1.

The database 13 has a product master file 13a and a sub file 13b. In the product master file 13a, not only the product name p1 and the standard price p2 of each product, but also the product identification code CC for specifying the product, or the latest information such as new product or product sales information, dying information, etc. Common to all subscribers, such as p3, manual information related to services and construction (new construction methods, etc.) p4, successful cases p5 such as product-specific customer demographic information calculated from sales results, and data p6 for creating proposal columns for manufacturers The product data CD provided as a product is stored. The product identification code is in accordance with a POS code system. On the other hand, the sub-file 13b is for storing the contents of the inquiry and the contents of the negotiation at the time when the commodity data CD is referred to the computer system 1 as the leading index data PD. It is managed as separate negotiation information Da or subject order information Db.

The user of this system registers the subscriber in advance, and a password is given to the registered subscriber, and a name Nm, a URL, a password PW, etc. are stored in the database device 13 as a subscriber file 13c. Is stored. This is not only to ensure security, but also to identify each subscriber, perform services according to the subscriber, and facilitate registration and use of pairing described later. As a subscriber, in addition to the sales agent c entrusted with the sales right from the maker d, the retailer a or the like who actually engages in sales activities according to the contract with the sales agent c, and performs the purchase and delivery of goods. The construction shop b is included. Generally, the retail store a and the construction store b make an agreement regarding the purchase price and the multiplication rate of the retail price based on a contract with a specific sales agent c. c and the retail store a, or the data handled in secret under the relationship between the sales agent c and the construction store b,
For example, it has purchase price data q1 and retail price data q2. Therefore, a sales agent c with a specific relationship
And the relationship between the retail store a and the relationship between the sales agent c and the construction store b are registered as a pairing PR as shown in FIG.
The pairing information PRI and the individual transaction data CDC including the purchase price data q1 and the retail price data q2 are
It is stored in the individual transaction data file 13d in the database 13.

Next, an example of handling this system will be described. First, when a subscriber logs in to the WWW server 11, a login screen H in FIG. 5 appears. Then, on the login screen H, the name of the subscriber extracted from the URL is displayed as ○, and the input of the password PW is requested on the password input screen h2. When the password PW given in advance is input and the OK button h1 is clicked, the screen is switched to the menu screen M after authentication.

As the menu screen M, in this embodiment, a menu screen M1 for a retail shop a and a construction shop b, a menu screen M2 for a sales agency c, and a menu screen M3 that can be opened by the maker d Are prepared. Of course, the menu screen M can be configured as a common screen.

Menu screen M1 for retail store a and construction store b
, Various buttons such as an estimate / suggest button m1, an electronic catalog button m2, a latest information button m3, a service / construction-related information button m4, a success case button m5, and a recommendation button m6 to a maker are prepared. They are,
This is for extracting useful information that can be used by the retail store a and the construction store b for business negotiations. For example, when the quote / suggestion button m1 is clicked, the screen is changed to the quote / suggestion screen J.
Switch to The screen J is provided with input fields such as a subject input field j1, a product code input field j2, a negotiation price input field j3, and a number of inquiries input field j4. Then, in these fields, data relating to the negotiations with which inquiries are entered. For example, if an apartment is completed and there are inquiries for air conditioners, enter the subject (customer name, etc.) and enter the product code CC and the number of products that have been negotiated, and the negotiation price (multiplier rate) Enter Product code C
C can do this using the support means 2 provided by the retail store a or the construction store b with the reader 6 shown in FIG. For this reading, the retail store a and the construction store b have a product list 4 such as a product catalog in which a product identification code CC is displayed as a bar code FB according to a POS code system for each product, and a read button j5. After clicking, if the bar code FB on the product list 4 is read by the reader 6, the bar code FB is automatically converted to the product code CC, and the product code CC is automatically input to the input field j2. Of course, it is also possible to directly input into the input column j2. In this case, the product code CC can be searched from an electronic catalog described later. When the entries in these fields are completed and the OK button j6 is clicked, the estimated amount is automatically calculated, and the estimate / suggestion screen K is displayed. The negotiation price needs to be set within the range of the retail price data q2 in the individual transaction data CDC based on the contract with the specific sales agent c registered in advance in pairing. If not, a re-input screen is displayed or a warning is issued. Of course, in order to derive the negotiation price (multiplication rate), the appropriate range of the negotiation price is displayed by referring to the individual transaction information CDC registered in advance, or when the retail price is uniquely determined, This may be automatically input. Therefore, the retail store a and the construction store b can specify the product without searching for the product code CC, and can complete the estimation without having to check the contents of the agreement with the sales agent c one by one. It is prohibited for the retail store a and the construction store b to inquire about the purchase price q1 and the retail price q2 presented by another sales agent c that are not in the pairing registration information PRI.

At the same time or before or after this quote / negotiation screen J is displayed, data on the quote or negotiation (subject r1, date r2 of negotiation, product name r3,
The number r4, the negotiation price r5, etc.) are the sub-files 13 in the database device 13 described above as the subject-specific negotiation information Da.
b. Also, on this site, a button for inputting the fact that an order has been finally received after estimation and proposal in relation to the subject is provided on the above-mentioned estimation / proposal screen J or other appropriate place. Is clicked, the leading indicator data at the time of the negotiation is
And is added to the subject-specific order information Db. The subject-specific order information Db includes (subject r1, order-receiving date r6, product r3, quantity r4, order price r7, and the like. Subject-specific negotiation information Da and subject-specific order information Db.
In the case of this embodiment, the subject r1, the product r3, the number r
4 are common items to each other, the order date r2 and the order date r6,
The negotiation price r5 and the order price r7 correspond to each other.
Of course, in the case of an immediate order, it may be stored directly as the subject order information Db without passing through the subject negotiation information Da.

The retail store a and the construction store b can also collect various information by clicking the other buttons m2 to m6 on the menu screen M1. For example, when an electronic catalog button m2 is clicked, an electronic catalog screen L appears, and a keyword search for various products is performed.
By performing a category search or the like, it is possible to call up and display data on various product images and product functions registered in advance, including the product name p1 and the standard price p2.
Click the latest information button m3 to update the latest information.
Call data from 3 to introduce the latest products and latest functions,
It is possible to display sales information, death information, etc. in a presentation manner. Further, when the service / construction-related information button m4 is clicked, the data is called from the manual information p4, and if the product requires construction such as an air conditioner, the latest construction method can be received. When the user clicks the successful case button m5, data can be called from the successful case data p5, and the correlation between the product and the purchase layer can be displayed.
Furthermore, when the recommendation button m6 is clicked, the data p6
Can be displayed to display a screen for inputting a proposal to the maker d.

Therefore, the retail shop a and the construction shop b can not only use this site for quotes and proposals, but also obtain the latest information from them, grasp market trends in real time, and make quotes for negotiations. It can be useful for suggestions.

On the other hand, menu screen M2 for sales agent c
In this embodiment, a button m11 and a button for all contractors m12 for browsing at least the business negotiation information Da by the subject and a button for browsing the order information Db by the retail shop and the construction shop for browsing the order information Db by the subject m13 and all contractor buttons m
14 are prepared. These pieces of information Da and Db can be inquired only for the retail store a and the construction store b registered as @PRing PR. For example, when the button m11 of the retail store / construction store of the negotiation information by the subject is clicked, only the negotiation information Da by the subject stored when the specific retailer a or the like inquires for the negotiation is read, and the negotiation information by the subject is read. Screen N
Is opened, subject r1, date r2, product r3, quantity r
4. The negotiation price r5 and the like are displayed in a list. When the all contractor button m12 is clicked, the name of the retail store and the name of the construction store for each subject are additionally displayed. However, information on other retail stores a and construction stores b which are not included in the pairing registration information PRI cannot be downloaded. The subject-specific order screen O can be used in the same manner.

Therefore, the sales agent c can grasp in real time what kind of inquiries are currently received from the subject-specific negotiation screen N and the subject-specific order receiving screen O in real time. To calculate sales volume and sales, inventory management, forecast purchases,
These data can be effectively used for various statistical processes for examining a sales strategy and the like.

Further, a menu screen M3 for the maker d
In this embodiment, at least a button m21 for each sales agent for browsing the business negotiation information Da by subject and an all outsourcing button m22, and a button m23 for every sales agent for browsing the order information Db by subject and all outsourcing A front button m24 is provided. That is, the maker d can browse the negotiation information Da by subject and the order information Db by subject for each outsourcing agent c or all including the relationship with the sales agent c. Also, this menu screen M
3 is provided with a recommendation information button m25 to the maker. When this button m25 is clicked, the retailer a
And the construction shop b can browse the contents of the proposal to the manufacturer entered by clicking the button m6 on the menu screen M1.

Therefore, the maker d becomes the sales agent c
By browsing through the browsing means 20 a screen similar to the negotiation screen N by subject and the order receiving screen O by subject,
It is possible to grasp what kind of inquiries are currently in real time as specific information, and to accurately grasp the order status, calculate the number of sales and sales, inventory management, forecast production forecast, and consider new product development These data can be effectively used for various statistical processes for performing such operations.

In addition, since the present system can be constructed without breaking a transaction system that requires a secret transaction, it is possible to provide an environment where the retail store a, the construction store b, the sales agent c, and the like can use the system with confidence.

Further, when handling the product data CD or the like through the product code CC, the product code CC is
Since the product identification code FB attached to the product list 4 can be specified by reading with the reader 6,
By utilizing the excellent list function of the product list 4 and the certainty and convenience of input using the reader 6, it is possible to extremely efficiently perform business development, product management, and the like. In particular,
In this embodiment, since the product code CC is configured in accordance with the POS code system, there is no need to newly construct a code system, and the present system can be easily constructed by effectively utilizing the existing system.

The specific configuration of each part is not limited to the above-described embodiment, and various modifications can be made without departing from the spirit of the present invention. For example, if some of the leading indicator data can be released as shared data for subscribers, it is added to the product data one by one so that market trends at the time of estimation and proposal can be used as data that can be shared in real time. You may. Further, the same product identification code FB as the one attached to the product list 4 is attached to the product stored in the warehouse, and this is assigned to the support means 2.
If it is configured so that it can be read by appropriate browsing means having the same function as, the warehouse side can more accurately predict and understand the entry and exit of goods, etc., and manage the entry and exit management and inventory management as a whole system. It can be performed more efficiently. Further, in the above embodiment, the product identification code is configured according to the POS code system.
Of course, it can be configured by a code system other than the code. Furthermore, personal computer 2
By adopting a portable type of portable browsing means that has a communication function instead of, this system can be used anywhere and anytime, and the usability of this system can be further improved dramatically Become. Further, in the above description, it is needless to say that the present system can be used for the sales agent to present a quote, a proposal, or the like, and to negotiate a business.

[0037]

The present invention is embodied in the form described above and has the following effects.

That is, the negotiation support system of the present invention
By using the product identification code as a clue, the support means refers to the product data stored in the computer system on the net while making an estimate, presenting proposals, etc., and setting up an environment where negotiations can be conducted, thereby contributing to the convenience of business activities and the like. In addition, at this time, the contents of the inquiry and the contents of the negotiation are simultaneously stored in the storage means, and leading index data effective for grasping the market trend is collected.

For this reason, it is possible to effectively provide an environment where retailers and construction shops can quickly, accurately, and easily make estimates and proposals, and at the same time, receive orders that are useful for sales agents and manufacturers. It is possible to optimize the manufacturing and sales plan by using the leading index data at the time of estimation and the time of proposal earlier than the point of time and sales for statistics, etc., and effectively providing feedback to prospective purchase and prospective production. Becomes

If the leading index data is stored as negotiation information by subject for each negotiation, it is possible to feed back in real time what kind of inquiries actually exist as specific information at the time of proposal and at the time of estimation. It is possible to grasp and forecast market trends more accurately and effectively use them as detailed data on sales strategies.

If the leading index data is switched from subject-specific negotiation information to subject-specific order information and stored when an order is received as a result of the negotiation, the information during the negotiation and the data of the received order can be mixed. At the same time, it becomes possible to effectively use the information on order-by-subject information for specific analysis of hot sellers and successful cases, inventory management, warehouse management, and the like.

If at least a part of the leading index data is sequentially added to the product data, the market trends at the time of estimation and at the time of proposal are shared in real time,
Business negotiations can be conducted more accurately and efficiently.

A relationship between specific subscribers is registered in the computer system as a pairing, and a part of the product data is managed as individual transaction data which can be referred only to the subscribers in the pairing. This would allow the system to be used effectively without disrupting the existing trading system.

The support means includes a product list such as a catalog provided with a product identification code in a flat medium such as a bar code, and a reader for reading the flat medium, and a computer based on the product code read by the reader. If it is possible to refer to the product data in the system, use the excellent list function of the product list, and use the reader, terminal, input, certainty of access, and convenience to operate Deployment, product management, and the like can be advantageously performed.

If this product identification code is configured in accordance with the POS code system, it is not necessary to construct a new code system, and the present system can be easily configured using a part of the existing system.

[Brief description of the drawings]

FIG. 1 is a configuration explanatory diagram of the present invention.

FIG. 2 is an explanatory diagram of a part of the configuration of the present invention.

FIG. 3 is a schematic diagram of a system for constructing an embodiment of the present invention.

FIG. 4 is an exemplary view showing a database structure in the computer system of the embodiment.

FIG. 5 is a view showing a screen configuration of the embodiment.

FIG. 6 is an explanatory diagram related to pairing in the embodiment.

[Explanation of symbols]

 DESCRIPTION OF SYMBOLS 1 ... Computer system 2 ... Support means (personal computer) 3 ... Storage means 4 ... Product list 5 ... Terminal CC ... Product identification code CD ... Product code CDC ... Individual transaction data Da ... Subject negotiation information Db ... Subject order information by subject PD: Leading indicator data PR: Pairing

Claims (7)

[Claims] 1. A computer system on a network that manages product data based on a product identification code;
A support unit for presenting a quotation or a proposal while consulting the product data in the computer system using the product identification code as a clue to conduct a negotiation, and in the computer system when the negotiation is performed. Storage means for storing the contents of the inquiry and the contents of the negotiation as leading index data. 2. The negotiation support system according to claim 1, wherein the leading index data is stored as negotiation information by subject for each negotiation. 3. The negotiation support system according to claim 2, wherein when an order is received as a result of the negotiation, the corresponding leading index data is replaced from the subject-specific negotiation information to the subject-specific order information. 4. The system according to claim 1, wherein at least a part of the leading index data is sequentially added to the product data.
Or the negotiation support system according to 3. 5. The computer system pre-registers a relationship between specific subscribers as a pairing and registers a part of the product data as individual product data which can be referred only to the subscribers in the pairing. 5. The negotiation support system according to claim 1, wherein the negotiation support system is managed. 6. A terminal device, wherein the support means reads a product list such as a catalog provided with a product or code in the form of a mechanically or optically readable flat medium, and reads the product identification code from the product list. And a reader for inputting the product ID code to the terminal device so that the terminal device can inquire product data using the input product identification code as a clue. Business negotiation support system described. 7. The product identification code according to claim 1, wherein the product identification code conforms to a POS code system.
The negotiation support system according to 5 or 6.