JP2002123665A - System and method for supporting business productivity improvement and recording medium - Google Patents

Abstract

PROBLEM TO BE SOLVED: To remarkably improve business productivity by attaining the optimal standardization of business activities. SOLUTION: This system is provided with a client evaluating/classifying part 4 for classifying various clients into development client, expansion client, maintenance client and progress client from an evaluation value inputted to the respective evaluation items of a first evaluation reference considering the purchase ability of clients and an evaluation value inputted to the respective evaluation items of a second evaluation reference considering the transaction of the client with a present company, processing parts 6-10 for generating various lists or graphs by totaling the data of this evaluated/classified result, and a target client setting part 11 for setting any one of development client, expansion client, maintenance client and progress client as a target client according to prescribed rules. Thus, the limited business power of an enterprise can be properly concentrated onto the development client or expansion client to be desired to expand transactions.

Description

DETAILED DESCRIPTION OF THE INVENTION

[0001]

BACKGROUND OF THE INVENTION 1. Field of the Invention The present invention relates to a business productivity improvement support system, method, and recording medium, and more particularly, to a business for supporting efficient improvement of business productivity by using limited business power of a company. It is suitable for use in a productivity improvement support system.

[0002]

2. Description of the Related Art In general, it is difficult to standardize or systematize a business activity because a human activity is performed by a human. For this reason, while computerization has progressed in fields such as sales management, manufacturing management, and organizational management, many sales people have been conducting sales activities relying on experience and intuition.

On the other hand, as the market enters the era of low growth and competition intensifies, corporate management is reconsidered so that as much profit as possible can be generated with the shortest possible time, people, facilities and other management assets. Is getting more and more attention. In order to improve sales productivity in this way, it is necessary to conduct sales activities in an appropriate manner.

[0004]

[Problems to be Solved by the Invention] However, since the method of sales activities has been left to salesmen in most companies, there is a problem that sales activities are uneven or wasteful due to beliefs and consequences of salesmen. there were.

[0005] When the applicant conducted an independent investigation,
Despite the proposition that sales must be expanded, the majority of salespeople spend 60% of the number of visits to customers whose purchasing power and future potential do not grow. The result was obtained. This is easy to talk to customers,
In many cases, it depends on the very simple reason of being able to listen to the story, and it is thought that the selection of places to visit is left to the discretion of each salesperson.

Of course, not all salespeople apply to this example. There are also excellent salesmen who make their own ingenuity and select the best destinations with their own power. However, there are only a handful of excellent salespeople in the company. Therefore, in order to fundamentally improve sales productivity as a company, it is necessary not only to rely on the movement of only a small number of excellent sales people, but also to review the activities of other so-called standard sales people. There is.

[0007] In addition, since the limited number of sales persons in the company are not properly allocated to each sales base, the sales visit power (sales power) of each sales base is excessively or insufficiently, and originally, the sales persons are actively visited. There was also a problem that it was not possible to carry out sufficient sales activities for the customers who should be.

[0008] In order to properly assign a limited number of salespersons to each sales base, it is important to accurately grasp the sales visitability of each sales base and the actual situation of customers, and to arrange sales force according to the actual situation. It is. However, it is very difficult to grasp the actual situation (especially the actual situation of the customer) itself, and therefore, it is impossible at present to arrange an appropriate force.

[0009] The present invention has been made in view of such circumstances, and appropriately concentrates the limited business visit power of a company on customers who want to expand their business, and assigns a limited number of sales persons to each customer. By being able to efficiently manage such as properly allocating to sales offices,
The aim is to optimize the standardization of sales activities and to improve sales productivity innovatively.

[0010]

The business productivity improvement support system of the present invention provides an evaluation value for each of a plurality of evaluation items based on a first evaluation criterion in consideration of the purchasing power of each customer for each of various customers. Data input means for giving an evaluation value for each of a plurality of evaluation items based on a second evaluation criterion in consideration of a transaction between the customer and the company; and each evaluation of the first evaluation criterion by the data input means. Based on each of the evaluation value given to the item and the evaluation value given to each evaluation item of the second evaluation criterion, and the set reference value, the various customers are assigned to the first to first criteria. Customer evaluation / classification means for classifying into a fourth classification; and customer number totalization means for totalizing the number of customers for each of the first to fourth classifications classified by the customer evaluation / classification means. I do.

According to another aspect of the present invention, there is provided a customer count increase / decrease counting means for counting the increase / decrease of the number of customers for each of the first to fourth classifications classified by the customer evaluation / classification means. I do.

In another aspect of the present invention, a customer evaluation transition generating means for generating transition information of evaluation and classification for each of the various customers by using the evaluation and classification results for several periods by the customer evaluation and classification means. It is characterized by having.

In another aspect of the present invention, the number of required visits for each of the first to fourth categories classified by the customer evaluation / classification means is tabulated, and the total number of required visits for all categories and the number of possible visits are provided. A required visit count totaling means for presenting a difference from a visit reference value representing the number of visits is provided.
Here, the required number of visits for each of the first to fourth categories is, for example, the required visit reference value for each category preset for each of the first to fourth categories and the first to fourth categories. It is calculated from the number of customers belonging to the classification.

In another aspect of the present invention, the total value of the evaluation values given to the respective evaluation items of the first evaluation criterion by the data input means and the respective evaluation items of the second evaluation criterion are added. The symbols of the various customers are represented in two-dimensional coordinate positions determined from the total value of the evaluation values given to the customers, and the symbols set for the first evaluation criterion and the second evaluation criterion, respectively. A customer evaluation matrix generating means for generating and outputting a customer evaluation matrix expressing a reference value as a boundary line is provided.

In another aspect of the present invention, the number of customers by the first to fourth categories, the increase or decrease in the number of customers by the first to fourth categories, the transition information of the evaluation / classification, the first The required number of visits for each of the fourth category and the difference between the required number of visits for all the categories and the visit reference value, and the customer evaluation matrix is an arbitrary one of aggregation units set as a hierarchical structure of a corporate organization. The totalization can be performed by designating the totalization unit.

In another aspect of the present invention, an evaluation value is given to each of a plurality of evaluation items based on a first evaluation criterion in consideration of the purchasing power of each customer, and a transaction between the customer and the company is performed. Data input means for providing an evaluation value for each of a plurality of evaluation items based on the considered second evaluation criterion, and an evaluation value provided for each evaluation item of the first evaluation criterion by the data input means And a customer evaluation that classifies the various customers into first to fourth categories based on each of the evaluation values given to each evaluation item of the second evaluation criterion and the set reference value. Classifying means, and a target for setting any of the customers belonging to the first to fourth categories classified by the customer evaluation / classifying means according to a predetermined rule set in advance as a target customer. It is characterized in that a Tsu door customer setting means.

In another aspect of the present invention, the target customer setting means sets customers belonging to the first and second classes classified by the customer evaluation / classification means as target customers, and sets the target customers. One of the customers belonging to the third and fourth categories is further set as a target customer according to a predetermined rule according to a difference between the required number of visits to the target customer and a visit reference value representing the number of visits that can be made. It is characterized by doing.

In another aspect of the present invention, the target customer setting means sets the customers belonging to the first and second classes classified by the customer evaluation / classification means as the target customers, and sets the first customer. And according to the difference between the required number of visits to the target customer set for the second classification and the visit reference value indicating the number of visits that can be made, all or some of the customers belonging to the third classification are further set as target customers. Among the customers belonging to the fourth category according to the difference between the required number of visits to the target customer set for the first to third categories and the visit reference value representing the number of possible visits. Is further set as a target customer according to a predetermined rule.

In another aspect of the present invention, the first and second classifications are set based on the required classification reference visit values preset for each of the first to fourth classifications. A required number of visits to the target customer is obtained, and a required number of visits calculation means for obtaining the required number of visits to the target customer set for the first to third classifications is provided.

In another aspect of the present invention, the difference between the number of required visits to the target customers of the first and second categories calculated by the required number of visits calculation means and the visit reference value, and the third The number of customers that can be set as the target customer from among the customers belonging to the third category based on the required visit reference value for each category preset for the category. Features.

In another aspect of the present invention, the number-of-customers calculation means further includes a required number of visits to the target customers of the first to third categories calculated by the required number-of-visits calculation means and the visit reference value. From the customers belonging to the fourth category based on the difference between the target customer and the required visit reference value for each category preset for the fourth category. It is characterized by the following.

In another aspect of the present invention, the target customer setting means sets all customers belonging to the first and second categories as the target customers according to the predetermined rule set in advance. And

In another aspect of the present invention, the plurality of evaluation items based on the first evaluation criterion include an item for evaluating a current purchasing power and an item for evaluating a future purchasing power, and The customer setting means sets, as the target customer, a customer whose evaluation value for an item for evaluating the future purchasing power among the customers belonging to the first category is equal to or more than a predetermined value according to the predetermined rule set in advance. It is characterized by doing.

In another aspect of the present invention, a customer evaluation transition generating means for generating transition information of evaluation and classification for each of the various customers by using the evaluation and classification results for several periods by the customer evaluation and classification means. Wherein the target customer setting means refers to the evaluation / classification transition information, and, according to the predetermined rule set in advance, among the customers belonging to the first class, from the third class to the first class. Is set as the target customer.

In another aspect of the present invention, the target customer setting means sets all customers belonging to the third category as the target customers according to the predetermined rule set in advance.

In another aspect of the present invention, a customer evaluation transition generating means for generating transition information of evaluation and classification for each of the various customers by using the evaluation and classification results for several periods by the customer evaluation and classification means. The target customer setting means refers to the evaluation / classification transition information, and, according to the predetermined rule set in advance, among the customers belonging to the fourth classification, the second class to the fourth class Is set as the target customer.

[0027] In another aspect of the present invention, the plurality of evaluation items based on the second evaluation criterion include an item for evaluating the number of transactions, and the target customer setting means includes the predetermined customer setting unit. According to the rules, the fourth
Among the customers belonging to the category, the customer who has performed the transaction at least once is set as the target customer.

In another aspect of the present invention, the target customer setting means includes a plurality of evaluation items based on the first evaluation criterion among the customers belonging to the fourth classification in accordance with the predetermined rule set in advance. The target customers are set as many as can be set in order from the customer with the larger total of the evaluation values given for each.

Further, according to the business productivity improvement support method of the present invention, an evaluation value is given to each of a plurality of evaluation items based on a first evaluation criterion in consideration of the purchasing power of each customer, and each customer is provided with an evaluation value. A first step of providing an evaluation value for each of a plurality of evaluation items based on a second evaluation criterion in consideration of transactions with the company, and a first step for each evaluation item of the first evaluation criterion Based on the given evaluation value and each of the evaluation values given for each evaluation item of the second evaluation criterion, and the set reference value, the various customers are classified into first to fourth classifications. And the first step classified in the second step.
And a third step of counting the number of customers by the fourth category.

Another aspect of the present invention is characterized in that it has a fourth step of counting the increase or decrease in the number of customers classified by the first to fourth categories classified in the second step.

According to another aspect of the present invention, the evaluation and classification results for several periods classified in the second step are used.
The method has a fifth step of generating evaluation / classification transition information for each of the various customers.

In another aspect of the present invention, the number of required visits for each of the first to fourth categories classified in the second step is tabulated, and the total number of required visits for all categories and the number of visits possible The sixth that presents the difference with the visit reference value representing
Characterized by the following steps:

In another aspect of the present invention, the total value of the evaluation values given to the respective evaluation items of the first evaluation criterion and the sum of the evaluation values given to the respective evaluation items of the second evaluation criterion are given. The symbols of the various customers are represented at two-dimensional coordinate positions determined from the total value of the evaluation values, and the reference values set for each of the first evaluation criterion and the second evaluation criterion are defined by boundary lines. And a seventh step of generating and outputting a customer evaluation matrix expressed as

According to another aspect of the present invention, an evaluation value is given to each of a plurality of evaluation items based on a first evaluation criterion in consideration of the purchasing power of each customer, and a transaction between the customer and the company is performed. A first step of providing an evaluation value for each of a plurality of evaluation items based on the considered second evaluation criterion, and an evaluation value given to each evaluation item of the first evaluation criterion by the first step And a second step of dividing the various customers into first to fourth categories based on each of the evaluation values given to each evaluation item of the second evaluation criterion and the set reference value. And a third step of setting any of the customers belonging to the first to fourth categories classified in the second step as a target customer according to a predetermined rule set in advance. Have It is characterized in.

A computer-readable recording medium according to the present invention is a program for causing a computer to function as each means according to any one of claims 1 to 24, or any one of claims 25 to 44. A program for causing a computer to execute the processing procedure of the business productivity improvement support method described in the section is recorded.

[0036]

DETAILED DESCRIPTION OF THE PREFERRED EMBODIMENTS (First Embodiment) FIG.
It is a functional block diagram showing the elementary feature of the business productivity improvement support system by an embodiment.

In FIG. 1, reference numeral 1 denotes a data input unit for inputting various data, which is provided with input devices such as a keyboard and a mouse. A control unit 13 controls the entire system. Reference numeral 14 denotes a display control unit, which performs control for displaying various lists and graphs described below on a display unit 15 such as a CRT or an LCD. These control unit 13 and display control unit 14
It is composed of a microcomputer provided with U, RAM and the like. Reference numeral 16 denotes a printing unit, which prints the various lists and graphs described above, and includes, for example, an output device such as a printer.

Reference numeral 2 denotes a basic information registration unit for pre-registering basic information used in the business productivity improvement support system of the present embodiment. The registered basic information is stored in the basic information storage unit 3. The information to be registered here includes the affiliation information of the sales office, the hierarchy information of the affiliation such as company-wide, branch, branch, etc., the information of the sales person (salesman) who visits the customer, the type of sales (normal sales, appointed sales, Playing manager, etc.), reference information for evaluating and classifying customers, information of customers to be evaluated and classified, and the like.

Reference numeral 4 denotes a customer evaluation / classification unit, which evaluates / classifies various customers under a predetermined evaluation standard. Hereinafter, this customer evaluation / classification method will be described with reference to FIGS. As shown in FIG. 2, in the present embodiment, customers are evaluated from two aspects, namely, purchasing power evaluation and transaction evaluation.

The purchasing power evaluation is a standard for objectively evaluating the current and future purchasing power of a customer. The evaluation items include items for evaluating current purchasing power, such as annual sales (sales) and the number of salespeople, and items for evaluating future purchasing power, such as customer content and new cultivation capabilities. is there. Items for evaluating the future purchasing power of the latter include, for example, items for evaluating a prospective future purchasing power, such as the frequency of purchases in the past several years, and credit conditions (whether or not finance is available, whether or not a representative has a home, etc.). Items for evaluating the future purchasing power of the future.

The transaction evaluation is a criterion for evaluating the current level of transaction with the company. The evaluation items include, for example, annual transaction volume, gross profit rate, occupancy rate (the ratio of purchases from the company in the entire market including competitors), and collection conditions. Please note that the evaluation items of purchasing power evaluation and transaction evaluation listed here are merely examples,
The purpose is not limited to this.

The customer evaluation / classification unit 4 evaluates various customers according to the evaluation items as described above, and classifies each customer into four categories based on the evaluation results. That is, FIG.
As shown in the above, the results of the purchasing power evaluation are plotted on the vertical axis, and the results of the transaction evaluations are plotted on the horizontal axis, and each customer is classified into four categories: development customers, expansion customers, maintenance customers, and market customers according to the level of each evaluation. Divided into

Here, a developed customer is a customer who has a very high purchasing power or a very high purchasing power and has purchased a considerable amount from the company. In other words, they are good customers who want to continue to work together as partners and develop together. Expanded customers are those who have very high purchasing power and potential, but do not buy much from themselves. However, this customer is the one most likely to expand future transactions.

Further, the maintenance customer is a customer who has a good result of the transaction evaluation but lacks the possibility of improving the current purchasing power and the future purchasing power. In other words, it is a so-called customer who is easily visited by the salesperson and actually visits frequently, and is a loyal customer who buys almost from his own company, but lacks development potential. In addition, market customers are customers with low purchasing power and little future potential, and with low current transaction value and occupancy. That is,
Even if there are no more transactions, the customer has little effect on sales now and in the future.

FIG. 3 is a diagram showing a procedure of customer evaluation / classification by the customer evaluation / classification unit 4. First, each sales representative was distributed by a manager who plans sales.
Various customers are evaluated with reference to an evaluation table as shown in FIG. Here, for each evaluation item of the purchasing power evaluation and the transaction evaluation described in the evaluation table, it is determined which rank the customer falls into, and, for example, an evaluation point out of 5 is given according to the rank. Thereby, a customer evaluation result as shown in FIG. 3B is obtained.

Here, the contents of the evaluation table can be arbitrarily set. For example, sales are divided into five ranks according to their size, and one to five evaluation points are set for each. In addition, the frequency of transactions in the past several years is divided into five ranks according to the number of transactions, and one point is assigned to each rank.
Five evaluation points are set. Regarding the availability of financing, it is possible to divide into three ranks of bad credit / unknown / good credit and set one, two, and five evaluation points respectively. Similarly, evaluation points out of 5 are set arbitrarily for other evaluation items for purchasing power evaluation and transaction evaluation.

The manager collects the evaluation execution result of each customer as shown in FIG. 3 (b) from each sales representative, and uses the data input unit 1 of FIG. 1 for each evaluation item of purchasing power evaluation and transaction evaluation. The user inputs the evaluation score out of 5 points. When the evaluation points are input for each evaluation item in this manner, the customer evaluation / classification unit 4 separately calculates the total of the evaluation points of the purchasing power evaluation and the total of the evaluation points of the transaction evaluation for each customer. . Then, with the reference points set for each of the purchasing power evaluation and the transaction evaluation as boundaries, each customer is divided into the above-described four categories according to the value of the total evaluation point for each evaluation criterion (FIG. 3 (c)). )reference).

In this case, the manager inputs the evaluation points using the data input unit 1 based on the results of the evaluation by the individual sales representatives based on the evaluation table. It is not limited. For example, the sales productivity improvement support system prepares the evaluation table itself as electronic data, and when a sales representative or a manager selects an applicable rank, it is automatically replaced with an evaluation point according to a predetermined rule. May be configured. In addition, the sales productivity improvement support system provides each evaluation item and its corresponding data input field as electronic data, and when a sales person or manager inputs actual numerical values and information for each evaluation item, You may comprise so that it may be automatically replaced with an evaluation point according to a predetermined rule.

At the time of this evaluation, a different evaluation table may be used depending on customer attributes such as whether the customer is a retail store or a mass retail store. The scale of sales and transaction volume naturally changes depending on the size of the customer and the items handled. Therefore, fair and more accurate evaluation can be performed by using evaluation tables of different contents for customers of different types or different sizes. In addition, when the evaluation points of each evaluation item are totaled, it is possible to simply add each evaluation point, but it is also possible to add weights for each evaluation item.

In the present embodiment, the above-described evaluation and classification of each customer are performed for each predetermined period (for example, at the end of each of two periods of the year). The evaluation / classification results obtained in this way are stored as a database in the evaluation result storage unit 5 of FIG.

As described above, in the present embodiment, not only transaction evaluation such as so-called ABC analysis but also purchasing power evaluation is performed to evaluate and classify each customer. In addition, regarding the purchasing power evaluation, customers are classified by evaluating not only the current purchasing power but also the future purchasing power. This allows
Customers can be more accurately evaluated, and it becomes easier to determine customers who should expand their business, maintain customers, or rely on them.

In other words, a developing customer who should continuously input his sales power to further develop a transaction, an expanding customer who should expand his business by concentrating his sales power, and a maintainer who should maintain his business with a minimum of sales power In this way, it is possible to clearly distinguish the market customers who need to reduce the sales force and to rationalize. At that time, we can also classify customers who are expected to increase their purchasing power in the future even if their current purchasing power is low,
Customers who should concentrate their sales power can be grasped more accurately.

Returning to FIG. 1, the description will be continued. Reference numeral 6 denotes a customer evaluation matrix generation unit which generates a customer evaluation matrix as shown in FIG. 3C from the total points of the purchasing power evaluation and the transaction evaluation. That is, in the two-dimensional coordinate system in which the total score of purchasing power evaluation is plotted on the vertical axis and the total score of transaction evaluation is plotted on the horizontal axis, a symbol (x mark) of each customer is plotted based on each evaluation score. And the customer name.

This customer evaluation matrix can be generated by specifying an arbitrary hierarchy of each sales representative / business office / branch / company as a total unit. Further, it is possible to specify and generate any of the designated hierarchies by all customers / customer attributes (sellers, wholesalers, retailers, etc.). Note that the boundaries of each classification (four quadrants) shown in FIG. 3C are obtained when the evaluation points of all evaluation items are set to the median, but this may be changed arbitrarily. Is possible.

Reference numeral 7 denotes a customer number counting unit that counts the number of customers in each of the four quadrants of a developing customer, an expanding customer, a maintenance customer, and a market customer.
The display control unit 14 displays the total result on the display unit 15 as a list or a graph. This customer count tab 7
Indicates the number of customers in each of the four quadrants by salesperson / business office /
Aggregation can be performed by specifying an arbitrary hierarchy for each branch / company. Further, it is possible to specify any one of all customers / customer attributes for those designated hierarchies and perform totalization.

FIG. 4 shows a display example of the number of customers in each of the four quadrants, which is tabulated by branch for a branch. FIG. 4A shows an example of a list display, and FIG. 4B shows an example of a graph display. FIG.
In the column 21, a column for displaying a totaling unit name for each hierarchy is displayed, in which a list of names of sales representatives, sales offices, or branches, which is a unit for totalizing the number of customers in each quadrant, is displayed.
In the example of FIG. 4, the names of the offices are displayed in a list.

Reference numeral 22 denotes a column for displaying a list of the number of customers in each of the four quadrants. In the case of the list shown in FIG. 4A, the number of customers in each of the four quadrants is displayed numerically for each aggregation unit,
The total number of customers in each counting unit is displayed at the bottom of each quadrant (developing customers, expanding customers, maintenance customers, and market customers). In the case of the graph shown in FIG. 4B, for example, the number of customers in each of the four quadrants is displayed in the form of a bar graph for each totaling unit.

Reference numeral 23 denotes a column that exists only in the case of the list shown in FIG. 4A, and is a column for displaying the total number of customers in each tabulation unit. At the bottom of this column 23, the total number of customers is displayed. Reference numeral 24 denotes a column indicating the attribute of the customer (discrimination between a store, a wholesale store, and a retail store) displayed in a list or a graph. When all customer attributes are targeted, "all customers" is displayed as shown in FIG.

An operator such as a sales representative, a branch manager of a sales office, or a branch manager refers to the total list or the total graph of the number of customers in each of the four quadrants to obtain the total number of customers and the number of developed customers in each quadrant.・ You can check the ratio of expanded customers, maintenance customers, and market customers to the number of customers.

Reference numeral 8 denotes a customer number increase / decrease totalizing unit which counts the increase / decrease of the number of customers in the four quadrants from the previous term to the current term. The display control unit 14 displays the total result on the display unit 15 as a list or a graph. This customer number increase / decrease counting unit 8
Increase / decrease in the number of customers in each of the four quadrants
Aggregation can be performed by specifying an arbitrary hierarchy for each branch / company. Further, it is possible to specify any one of all customers / customer attributes for those designated hierarchies and perform totalization.

FIG. 5 shows a display example of the increase / decrease in the number of customers in each of the four quadrants totaled for each branch by a branch office. FIG.
FIG. 5A shows an example of a list display, and FIG. 5B shows an example of a graph display. In FIG. 5, reference numeral 31 denotes a column for displaying a totaling unit name for each layer, and a list of names of sales representatives, sales offices, or branches, which are units for totalizing the increase or decrease in the number of customers in each quadrant, is displayed. In the example of FIG. 5, the names of the offices are displayed in a list.

Reference numeral 32 denotes a column for displaying a list of changes in the number of customers in each of the four quadrants. That is, in the case of the list shown in FIG. 5A, the number of customers of the current term and the previous term, and the number of increase and decrease in the number of customers in the current term and the previous term, and the number of increase / decrease are displayed numerically for each tabulation unit. The total number obtained by summing up the numerical values of each counting unit for each of the four quadrants is displayed at the bottom. Reference numeral 33 denotes a column indicating the attribute of the customer displayed on the list or the graph. In the example of FIG. 5, all customers are displayed to cover all customer attributes.

Numeral 34 denotes a column for displaying a target quadrant to be displayed in a graph, that is, any one of a developed customer, an extended customer, a maintenance customer, and a market customer. As described above, in the present embodiment, the graph display of the increase / decrease in the number of customers is separately performed for each of the four quadrants. Numeral 35 denotes a column for displaying the number of customers decreased from the previous term in the form of a bar graph, and numeral 36 denotes a column for displaying the number of customers increased from the previous term in the form of a bar graph.

An operator such as a sales representative, a branch manager of a sales office, or a branch manager refers to the total list or graph of the increase / decrease in the number of customers in each of the four quadrants.
It is possible to confirm the increase / decrease in the number of customers of development customers, expansion customers, maintenance customers, and market customers in each quadrant.

Reference numeral 9 denotes a customer evaluation transition generation unit, which generates transitions of the evaluation / classification results of each customer by, for example, going back four periods. The display control unit 14 displays this generation result on the display unit 15 in a list. This customer evaluation transition generation unit 9
It is possible to generate an evaluation transition list of each customer by designating an arbitrary hierarchy of each sales representative / business office / branch / company. Further, it is possible to specify and generate any of the designated hierarchies for all customers / customer attributes.

FIG. 6 shows a display example of a customer evaluation transition list generated for a customer in charge of a sales person in a certain sales office. In FIG. 6, reference numeral 41 denotes a column indicating the attribute of the customer displayed on the list. Here, the store is displayed, but when all the customer attributes are targeted, all customers are displayed.

Reference numeral 42 denotes a column for displaying a customer name and a transition symbol. In this column 42, a list of the customer names designated by the customer attributes 41 is displayed, and a change in the evaluation / classification result from the previous term to the current term is displayed by a predetermined symbol. The symbol “↑” indicates that the evaluation is up (market customer → maintenance customer → expansion customer → development customer), the symbol “−” indicates no change, and the symbol “↓” is evaluation down (development customer → expansion customer → (Maintenance customer → market customer).

Reference numeral 43 denotes a column for displaying a list of evaluation / classification results of each customer from four years ago to this term. By referring to the customer evaluation result list 43, the evaluation and evaluation of each customer can be performed without displaying the customer evaluation matrix as shown in FIG.
You can also check the classification result. Since a plurality of customers are sorted and displayed according to the evaluation / classification results of the current term, they are organized and very easy to see. Reference numeral 44 denotes a column for displaying the total evaluation score for each customer.
The total of the evaluation points for each transaction evaluation is displayed here.

Reference numeral 45 denotes a column for displaying a customer set as a target customer. This column 45 is blank at the initial stage. When the operator sets a customer to protect as a target customer and an attacking customer (for example, by specifying with a mouse click), a circle is displayed in the set target customer column. . The details of the setting of the target customer will be described later.

An operator such as a salesperson, a branch manager of a sales office, or a branch manager confirms whether or not the evaluation of important customers has changed by referring to such a customer evaluation transition list. Can be. The setting of the target customer, which will be described later, is finally performed while the customer evaluation transition list is displayed.

Reference numeral 10 denotes a power distribution generating unit, which is the number of required monthly visits to a developing customer, an expanding customer, a maintenance customer, and a market customer in each quadrant based on the number of customers in each quadrant and a reference value of a required monthly visit in each quadrant. Are calculated respectively. Specifically, (the number of customers in each of the four quadrants) x (the monthly required visit reference value in each of the four quadrants) ...
The calculation of (Equation 1) is performed for each quadrant. Display control unit 14
Displays this calculation result in a list or graph
5 is displayed.

The power distribution generating unit 10 generates a power distribution list or a power distribution graph showing the required number of visits to each quadrant by designating an arbitrary hierarchy of sales representatives / business offices / branches / company-wide. It is possible to Further, it is possible to specify and generate any of the designated hierarchies for all customers / customer attributes.

Here, the four-quadrant monthly required visit reference value is a reference value of the number of monthly visits per salesman to each of the target customers of the developing customer, the expanding customer, the maintenance customer, and the market customer. Say The four-quadrant monthly required visit reference value is information indicating how often a customer in each quadrant should be visited in order to realize activities in the four quadrants suitable for each customer classification. The information is registered in advance by the registration unit 2 and stored in the basic information storage unit 3.

In order to improve business productivity, it is important to assign a limited number of visits to which customers. In that sense, it is preferable to frequently visit customers who are likely to have many negotiations. Therefore, in the present embodiment, more visits are assigned to the developing customers and the expanding customers who are likely to have many business negotiations, and the visit frequency is set so that the activity for expanding the transaction can be sufficiently performed. .

On the other hand, the minimum visit frequency necessary for protection is set for the maintenance customer who has few negotiations but has a high occupancy rate almost purchased from the company. In addition, a low visit frequency is set for market customers who have few negotiations and transactions with the company. Regarding the market customers, if the development customers, expansion customers, and maintenance customers who should be prioritized are selected as the target customers and there is still room for the business visit power, any of the market customers is selected as the target customer. For example, the monthly required visit reference values for each of the four quadrants of the development customers, expansion customers, maintenance customers, and
Set to 1.

FIG. 7 shows a display example of a power distribution list and a graph generated for a certain office. FIG. 7 (a)
7 shows an example of a list display, and FIG. 7B shows an example of a graph display. In FIG. 7, reference numeral 51 denotes a column indicating a customer attribute displayed in a list or a graph. Reference numeral 52 denotes a column for displaying a totaling unit name for each hierarchy, and a list of names of sales representatives, sales offices, or branches, which is a unit for totalizing the required number of visits for each quadrant, is displayed. In the example of FIG. 7, the names of the sales representatives are displayed in a list.

Reference numeral 53 denotes a developing customer, an expanding customer, a maintenance customer,
This is a column for displaying the required number of visits calculated for the visiting customers. In the case of the list shown in FIG. 7A, in addition to the required number of visits for each quadrant, the total number obtained by summing the numerical values of each quadrant for each counting unit is displayed on the right end, and each quadrant is displayed for each quadrant. The total number of totaling unit values is displayed at the bottom. Numeral 54 is a column for displaying the number of possible visits (a monthly visit reference value to be described later) and the difference between the number of possible visits and the required number of visits (excess or insufficient) in each totaling unit. In the example of FIG. 7, the number of monthly visits of each totaling unit (each salesperson) is set to 80 times.

An operator such as a sales representative, a sales office base manager, or a branch manager can refer to such a power distribution list or power distribution graph to calculate the required number of visits calculated for each quadrant and individually set visits. The balance with the possible number can be confirmed.

Reference numeral 11 denotes a target customer setting unit. The operator refers to the various lists and graphs generated based on the evaluation / classification results of each customer performed by the customer evaluation / classification unit 4 and actively participates. Set the target customers to whom the sales visit power should be allocated. The target customers referred to in the present embodiment are mainly development customers and expansion customers who have purchasing power and potential, and maintenance customers who have no purchasing power but have high in-house royalties.

More specifically, a sales representative, a branch manager of a sales office, a branch manager, and the like refer to the various lists and graphs to select a target customer for offense and defense. As customers to protect,
Select development and maintenance customers who have many transactions with the company. In addition, as an attacking customer, any one of a developing customer, an expanding customer, and a market customer is selected. The selection of the attacking customer is executed according to, for example, the following selection conditions (1) to (5).

<< Developed Customers >> Developed customers whose purchasing power will greatly increase in the future. Developed customers who have changed from recently expanded customers (for example, within 2 years). Market customers who have changed from customers Market customers who have some kind of transaction

FIG. 8 is a diagram showing an image of selecting a target customer. The list shown in FIG. 8B is for explanation only, and when actually selecting a target customer, the customer evaluation matrix shown in FIG. 8A and the customer evaluation matrix shown in FIGS. Use various lists and graphs. The list shown in FIG. 8B is obtained by rewriting the customer evaluation transition list in FIG. 6 for explanation.

In the customer evaluation matrix shown in FIG. 8A, a portion indicated by a thick solid line (developing customer / maintenance customer) is selected as a customer to protect, and a portion indicated by a dotted line (developing customer / expanded customer / marketing customer) Customer) to select as the attacking customer. However, for market customers, priority development customers, expansion customers,
If there is still room for the business visit even if the maintenance customer is selected as the target customer, any marketer is selected as the target customer. The customer selected as at least one of the guarding customer and the attacking customer is the target customer.

The list shown in FIG. 8B contains the customer name 6
1. Customer evaluation / classification 62, Protecting customers 63 and Offensive customers 6
4. The items of the visit reference value (times / person / month) 65 are shown. In the columns of the customer to protect 63 and the customer to attack 64, the customer to protect and the customer to attack selected according to the above-mentioned selection conditions 1 to 3 are represented by a circle as target customers.

The visit reference value 65 includes a monthly required visit reference value (times / person / month) for each of the four quadrants to be visited for each of the target customers of the developing customer, the expanding customer, the maintenance customer, and the market customer.
Is represented. When selecting the target customers, the total number of required monthly visits (times / person / month) that must be visited to the selected target customers is calculated based on the four-quadrant monthly required visit standard value, Choose so that it does not exceed the number of days you can actually visit.

Specifically, it is assumed that a certain salesperson visits each customer every month, which indicates the number of days (days / months) that each customer can visit each month. A monthly visit reference value (times / person / month) per sales representative is calculated by using the number of possible visits indicating the number of possible times (times / person / day). Specifically, a monthly visit reference value is calculated by performing the following calculation: (number of days that can be visited in a month) × (number of times that can be visited per day) (Equation 2).

For example, assuming that the number of days a month can be visited by a sales representative is 12 days / month, and the number of visits per day is 3 times / person / day, the monthly visit reference value is 36 times / person / month. Become. Both the number of days that can be visited in a month and the number of times that can be visited per day are information registered in advance in the basic information storage unit 3 by the basic information registration unit 2. A monthly visit reference value may be calculated in advance by the basic information registration unit 2 from these information and stored in the basic information storage unit 3.

In this state, first, as a customer to protect,
All maintenance customers are selected with priority. Then, the number of required monthly visits to the selected development customer / maintenance customer is calculated using the above-described four-quadrant monthly required visit reference value. That is, all four-quadrant monthly necessary reference values set for the development customers and maintenance customers selected as the target customers are summed up. The value indicated by reference numeral 66 in FIG. 8 corresponds to the number of required monthly visits to the developing customer / maintenance customer.

Next, it is determined whether or not the calculated required number of visits to the developing customer / maintenance customer does not exceed the monthly visit reference value. If not, an extended customer is selected as a customer to further attack. In this case, all the expanded customers are selected as attacking customers according to the above selection conditions. Again,
Using the above-mentioned four-quadrant monthly required visit standard value,
Number of monthly visits to maintenance and expansion customers (reference numeral 6 in FIG. 8)
7) is calculated, and it is determined whether or not the required number of visits per month does not exceed the monthly visit reference value.

If the required number of monthly visits to the developing customer, the maintenance customer, and the extended customer does not exceed the monthly visit reference value, all the extended customers may be selected as the target customers as they are. Since it is not possible to select all of the expanded customers as aggressive customers according to the above selection conditions, adjustment is made so that any of the expanded customers is selected as an aggressive customer. At this time, the number of extended customers that can be visited is obtained by the following calculation. ｛(Monthly visit standard value)-(number of monthly visits to developing and maintenance customers)｝ ÷ (standard number of monthly visits to extended customers) ... (Equation 3)

If all expanded customers are set as attacking customers, then, based on the monthly visit count reference value of marketed customers,
Calculate the number of market visitors that can be visited. Specifically, 演算 (monthly visit reference value) − (number of required monthly visits to developing customers, expanded customers, and maintenance customers)｝ 基準 (reference value of monthly required visits to commercial customers) ... (Equation 4) To calculate the number of visiting customers who can visit. In the example of FIG. 8, (36 times / person / month-28 times / person /
Month) ÷ Once / person / month calculation, it is calculated that eight market customers can be further selected. As a result, the operator further selects any of the eight market customers as aggressive customers.

FIG. 9 is a flowchart showing an example of the processing flow when setting a target customer. In FIG. 9, first, in step S <b> 1,
The number of development customers, expansion customers, maintenance customers, and market customers is tabulated and displayed for each branch office (see FIG. 4). As a result, the operator can confirm the number of developed / maintained customers to protect, and the number of developed / expanded / marketed customers as aggressive customer candidates, and grasp whether the business base has room for sales expansion.

Next, in step S2, the increase / decrease of the number of development customers, expansion customers, maintenance customers, and market customers is totalized and displayed for each branch office by using the customer number increase / decrease totaling unit 8 (see FIG. 5). ). As a result, the operator can confirm the increase / decrease in the number of cases from the previous term to the current term (especially, the increase / decrease in the number of development customers, expansion customers, and maintenance customers), and grasp whether or not the business base is successfully attacking and defending.

Next, in step S3, the customer number counting section 7
, The number of development customers, expansion customers, maintenance customers, and sales customers is tabulated and displayed for each sales representative of a certain sales office (the tabulation list and graph are not shown). Referring to this, the operator
Set the number of customers to protect and the number of customers to attack for each salesperson. That is, first, the number of development customers and maintenance customers to be set as the highest priority customers to be protected is set. Then, the number of required monthly visits to these customers is compared with a monthly visit reference value, and the number of extended customers and market customers that can be set as attacking customers is set.

Next, in step S4, using the power distribution generation unit 10, the number of required monthly visits to the development customer, expansion customer, maintenance customer, and market customer is tabulated and displayed for each salesperson at a certain sales office. (See FIG. 7). Referring to this, the operator
By comparing the displayed number of required visits per month with the monthly visit reference value, you can check whether the sales power of each sales representative is properly allocated, and change the assigned customer as necessary. it can.

In the example of FIG. 7, the number of necessary visits of the person in charge a exceeds the monthly visit reference value (in this case, 80 times / person / month), and the number of necessary visits of the person in charge b It can be seen that the number of times is below the monthly visit standard value.
Therefore, in this case, it is possible to immediately grasp that a part of the customer of the person in charge a who does not have enough visit power should be replaced with the person in charge b who has a surplus.

Next, in step S5, a customer evaluation transition list (see FIG. 6) is generated and displayed by using the customer evaluation transition generation unit 9, and the customer to be protected for each salesperson by using the target customer setting unit 11. Is selected. As described above, all the development customers and maintenance customers are selected as customers to protect. In step S6, the target customer setting unit 11 is used to select a customer to attack for each sales representative. As mentioned above, as aggressive customers, development customers, expansion customers,
Select any of the market customers.

At this time, first, a customer to be attacked is selected from the developed customers and the expanded customers in accordance with the selection conditions. At this time, it is determined from the difference between the number of required monthly visits and the monthly visit reference value whether or not all of the expanded customers can be set as aggressive customers, and if set, all of the expanded customers are selected as aggressive customers. If it is not possible to select all of the expanded customers, select one of them. Furthermore, if there is still enough room to visit the business even after selecting all of the expanded customers, the system selects as many customers as possible to attack the marketable customers.

When selecting a customer to be attacked in step S6, a customer evaluation matrix (see FIG. 8A) is generated and displayed using the customer evaluation matrix generation unit 6, and a customer evaluation transition generation unit 9 is generated. List of customer evaluation transition using
) Is generated and displayed, thereby selecting a customer. That is, the customer distribution in the four quadrants for each sales representative is grasped in the customer evaluation matrix together with the specific customer names, or the customer evaluation is performed together with the specific customer names to determine whether there is any change in the evaluation and classification results of the main customers. Check the evaluation transition list and select the customers to attack.

Next, the remaining configuration shown in FIG. 1 will be described. Reference numeral 12 denotes a business allocation plan generation unit, which generates a plan for accurately distributing sales personnel as limited sales force of a company to each business base. In generating this business allocation plan, a power distribution list / graph generated by the power distribution generating unit 10, a customer evaluation matrix generated by the customer evaluation matrix generating unit 6, and a customer generated by the customer number increase / decrease totaling unit 8 Increasing / decreasing list
A graph, a customer evaluation transition list generated by the customer evaluation transition generator 9, and the like are used.

FIG. 10 shows a display example of the number of necessary monthly visits for each business office generated by the power distribution generation unit 10 for a certain branch office. FIG. 10A is a graph display, and FIG.
(B) is an example of a list display. In FIG. 10, the monthly visit reference value per sales representative is 80 times /
The case of person / month is shown.

In FIG. 10, reference numeral 71 denotes a column indicating a customer attribute displayed on a list or a graph. FIG.
In the example of 0, all customers are displayed, and therefore all customers are displayed. Reference numeral 72 denotes a column for displaying a totaling unit name for each hierarchy, which displays a list of names of sales representatives, sales offices, or branches, which are units for totaling the number of required visits per month in four quadrants. In the example of FIG. 10, the names of the business offices are displayed in a list.

Reference numeral 73 denotes a column for displaying the number of sales persons present at each sales office. Reference numeral 74 denotes a column for displaying the number of required visits per month in four quadrants. Here, the total number of required monthly visits to each quadrant for all sales representatives existing in each sales office is calculated, and the result is displayed. FIG. 10 (b)
In the case of the list shown in, in addition to the required number of visits in each quadrant, the total number of each quadrant for each aggregation unit is displayed on the right end, and the value of each aggregation unit is displayed for each quadrant The total number is displayed at the bottom.

Reference numeral 75 denotes a column for displaying the number of possible monthly visits of each tabulation unit and the difference (excess or deficiency) between the number of possible monthly visits and the number of required monthly visits. Reference numeral 76 denotes a column for displaying the number of sales representatives at each sales office and the number of sales representatives after the increase or decrease. In this column 76, as described below, the manager or the like who conducts business planning refers to the power distribution list graph and the like shown in FIG. The result of the increase or decrease is displayed.

FIG. 11 is a flowchart showing an example of the flow of processing when generating a business arrangement plan. FIG.
First, in step S11, the power distribution generation unit 1
Using 0, the number of required monthly visits to development customers, expansion customers, maintenance customers, and market customers at each branch office is summed up and displayed (see FIG. 10).

The operator such as a manager refers to the power distribution list graph displayed here, and multiplies the monthly visit standard value per person by the number of sales staff at each business office, and calculates the number of developed and expanded customers. The difference between the total number of required monthly visits to maintenance customers and market customers (in the case of FIG. 10A, the difference between the value on the horizontal axis of the graph and the bar graph; in the case of FIG. 10B, the value in the column 75) Check). Then, the sales offices having a difference of nearly one person or more are extracted as bases having a problem in the arrangement of sales force.

In the example of FIG. 10, the value obtained by multiplying the monthly visit reference value by the number of sales representatives in the sales office VI (160 times / month)
Since the required number of visits to each customer per month is larger than that for one customer (see FIG. 10A), this sales office VI is extracted as a sales base for a potential increase in strength. Also,
At the sales office II, the required number of monthly visits to each customer is reduced by nearly one person compared to the value of the monthly visit reference value multiplied by the number of sales representatives (240 times / month) (FIG. 10).
(Refer to (a))), the sales office II is extracted as a sales base of a candidate for reduced power.

An operator such as a manager verifies whether or not the arrangement of sales representatives should be actually changed with respect to the sales offices of the potential increase / decrease candidates extracted in the following manner. First of all, about the extracted sales offices of the potential increase,
It is checked whether there is a sufficient number of expanded customers who have a high possibility of expanding the transaction (see FIG. 10A). Further, the manager confirms whether or not there is a risk that the reduced sales staff will not be able to protect the developed customers with respect to the extracted sales offices of the reduced strength candidates (see FIG. 10A).

Next, in step S12, the customer evaluation matrix is generated and displayed by the customer evaluation matrix generation unit 6 for the extracted business offices of the potential increase in power. The manager refers to the displayed customer reputation matrix to check if there are many extended customers who are relatively well-traded, that is, if there are many extended customers in the area close to the developed customers I do. This is to confirm the possibility of increasing the number of sales offices that are candidates for increasing power by looking at the number of expanded customers who are close to developing customers.

Next, in step S13, the increase / decrease in the number of development customers, expansion customers, maintenance customers, and market customers is totalized and displayed for each business office using the customer number increase / decrease totaling unit 8 (see FIG. 5). As a result, the manager confirms the possibility of a decrease in the number of development customers from the previous term to the current term, regarding the sales offices of the potential reduction candidates. In the example of FIG.
Regarding III, it can be seen that the number of developing customers has decreased considerably from the previous term to the current term.

Next, in step S14, a customer evaluation transition list (see FIG. 6) is generated and displayed using the customer evaluation transition generation unit 9. By referring to the customer evaluation transition list, the manager confirms the customer evaluation transition with a specific customer name, such as whether the evaluation / classification results of important customers have not changed. Then, in step S15, a final increase or decrease in the number of sales representatives is set based on the confirmation contents in steps S11 to S14.

As described in detail above, by using the sales productivity improvement support system of the present embodiment, a customer who has been regarded as important by the sales team can be objectively determined based on two criteria of purchasing power evaluation and transaction evaluation. , It is possible to easily verify whether there is any deviation in the recognition. Then, by summing up and generating various lists and graphs based on the evaluation result, anyone can set an appropriate target customer according to a common standard.
As a result, all persons from the sales person to the sales planning manager can be united under common recognition and can carry out sales activities for the target customer, thereby speeding up sales.

Also, any base manager can appropriately and easily set a target customer for offense and defense. In general, even a very talented manager needs a great deal of time and money to research and improve the status of customers and salespeople. However, by using the sales productivity improvement support system of the present embodiment, it is only necessary to perform the work of inputting the data necessary for the evaluation and classification of the customer, and it is only necessary to focus on sales to any customer. It is immediately possible to clearly understand the ideal operating power distribution, and the benefits are very large.

Further, even when a salesperson, a base manager, a branch manager, or the like changes affiliations due to relocation, the sales productivity improvement support system of the present embodiment can be used to ensure that customer takeover and the like can be performed reliably and easily. Can be done. In other words, in the past, it took a lot of time and cost to grasp the actual situation of customers and companies at new assignment destinations and perform appropriate sales activities, but the sales productivity improvement support system of this embodiment By using this, it is possible to omit several years for grasping the actual situation, and it is possible to carry out sales activities extremely efficiently.

Further, according to the present embodiment, by generating and displaying various lists and graphs, it is possible to accurately grasp the actual situation of the customer and the company's own sales force, and there is a problem with the sales force allocation. Immediately and clearly understand the location. As a result, it is possible to create an appropriate force allocation plan for each business office on a fair basis based on objective evaluation results, and to quickly make a sales strategy decision.

(Second Embodiment) Next, a second embodiment of the present invention will be described. In the second embodiment, a predetermined target customer setting rule is set and stored in advance, and the target customer is semi-automatically set by comparing the above-described various aggregation results and the like with the rule. is there.

FIG. 12 is a functional block diagram showing the elementary features of the business productivity improvement support system according to the second embodiment. Note that in FIG. 12, components denoted by the same reference numerals as those illustrated in FIG. 1 have the same functions, and thus redundant description will be omitted.

As shown in FIG. 12, in the business productivity improvement support system of this embodiment, a target customer setting section 17 is used instead of the target customer setting section 11 used in FIG. The target customer setting unit 17 includes various types of basic information stored in the basic information storage unit 3 and the evaluation result storage unit 5.
Using the information of the customer evaluation / classification results stored in the customer evaluation transition list and the customer evaluation transition list generated by the customer evaluation transition generation unit 9, a process of semi-automatically setting the target customer is performed.

FIG. 13 is a block diagram showing a functional configuration of the target customer setting section 17 of the present embodiment. In FIG. 13, reference numeral 81 denotes a rule storage unit, which previously stores rule information for setting a target customer. The contents of the rules will be clarified in the following description.
Reference numeral 82 denotes a customer setting unit to protect, according to the rules stored in the rule storage unit 81, to set customers to be protected as target customers. That is, based on the evaluation / classification information of each customer stored in the evaluation result storage unit 5, the customer is set as a customer who protects all the development customers and the maintenance customers.

Reference numeral 83 denotes a visitable visitor number calculation unit which stores basic information stored in the basic information storage unit 3 (monthly required visit reference values for each of the four quadrants, the number of monthly visitable days per salesperson, and the number of visits per day). The number of required visits to the customer set as the target customer is calculated based on the number of visits, and is compared with the monthly visit reference value, thereby calculating the remaining number of customers that can be set as attacking customers.

The number-of-visitable-customers calculation unit 83 performs such calculation of the number of visitable customers in two stages. That is, first, at the stage where the extended customer and the maintenance customer are set as the protected customers by the protected customer setting unit 82, the number of settable extended customers is calculated according to (Equation 3) described above. Further, when the expanding customer is further set as the attacking customer by the attacking customer setting unit 84 described later, the number of marketable customers that can be set is calculated according to (Equation 4) described above.

The attacking customer setting section 84 includes a rule storage section 81
According to the rules stored in, set a customer to attack as a target customer. The basis of the rules used when setting the attacking customers is the above six selection conditions. In other words, regarding the conditions for selecting a developing customer, among the evaluation items related to the purchasing power evaluation, items that evaluate future purchasing power (such as purchase frequency in the past several years) are set as customers who attack customers who have a predetermined score or more. . In addition, regarding the conditions for selecting developing customers, based on the contents of the customer evaluation transition list,
Set customers who have recently changed from expanded customers to developed customers as attacking customers.

As for the extended customers, all the extended customers are set as attacking customers according to the selection conditions. However,
As a premise, the number of visitable extended customers is calculated by the accessible visitor number calculation unit 83 in accordance with the above (Equation 3), and it is determined whether or not all the extended customers can be set as attacking customers. If it is determined that the setting is possible, the attacking customer setting unit 84
To set all expanded customers as attacking customers.

On the other hand, if it is determined that all the expanded customers cannot be set as the attacking customers, the message output unit 85 is used to notify the operator of the fact by a notification message or the like. When this notification message is issued, the operator manually sets an optional enlarged customer by the manual setting unit 86 with reference to the various lists and graphs described in the first embodiment.

Further, even if all the expanded customers are set as aggressive customers in the aggressive customer setting section 84, if there is room to set a marketed customer as a further aggressive customer, the visitable number of customers calculating section 83 calculates the above (Equation 4). ) And calculate the number of marketable customers that can be visited. Then, the attacking customer setting unit 84 sets the marketing customer as an attacking customer in accordance with the above selection conditions (1) to (4).

At this time, the selection condition of the market customer is set as a customer who attacks a customer who has recently changed from a maintenance customer to a market customer based on the contents of the customer evaluation transition list. As for the selection condition, based on the evaluation result regarding the transaction evaluation, the customer who has made one or more transactions during the current term is set as the attacking customer. In addition, as for the selection conditions, for example, the total customers of the purchasing power evaluation are set as the customers who attack as much as possible the customers who have the predetermined points or more in descending order of the points.

The guarded customers and the attacking customers set as described above are presented to the operator with a circle when displaying the customer evaluation suggestion list as shown in FIG. The operator refers to the customer evaluation transition list to confirm whether the content automatically set by the system is sufficient. If a correction is desired, the settings can be adjusted manually. At this time, it is also possible to create and display the various lists and graphs described in the first embodiment.

FIG. 14 is a flowchart showing the operation of the target customer setting section 17. In FIG. 14, first, in step S21, the customer setting unit 82 to be protected in the target customer setting unit 17 sets all of the development customers and maintenance customers as customers to protect. Also, the customer setting unit 84 to attack in step S22
Is set as an aggressive customer who satisfies the above selection conditions.

Then, in step S23, the number-of-visitable-customers calculating unit 83 uses the required monthly visit count and the monthly visit reference value to the development customers and the maintenance customers set as the target customers in the above steps S21 and S22. (Equation 3)
, The number of expanded customers that can be further set as target customers is calculated.

Next, in step S24, the customer setting unit 8 to attack
No. 4 determines whether or not it is possible to set all of the expanded customers as aggressive customers based on the number of visitable expanded customers calculated in step S23. That is, it is determined whether or not the number of accessible customers is equal to or greater than the total number of customers. Here, if it is determined that all the extended customers can be set as the attacking customers, the process proceeds to step S25, and all the extended customers are set as the attacking customers.

On the other hand, if it is determined that not all expanded customers can be set, the process proceeds to step S29, and the message output unit 85 outputs a notification message to that effect. In response to this, the operator sets the manual setting unit 8 in step S30.
The user is manually set as an attacking customer for an optional extended customer using No. 6.

Here, in step S23, the number of accessible customers is calculated, and then in step S24, it is determined whether the number of accessible customers is equal to or greater than the total number of customers. However, the development set in steps S21, S22 is performed. When it is determined whether all expanded customers can be set by checking whether the total number of required visits per month, which is the total number of customers and maintenance customers plus all expanded customers, is equal to or less than the monthly visit reference value, and it is determined that it cannot be set The number of visitors that can be visited may be calculated first.

After all expanded customers have been set as attacking customers in step S25, the process proceeds to step S26. In step S26, the visitable visitor number calculation unit 83 described above using the required number of monthly visits and the monthly visit reference value to the developed, expanded, and maintained customers set as the target customers in steps S21 to S25 ( The number of market customers that can be further set as target customers is calculated according to equation 4).

Next, in step S27, the customer setting unit 8 to attack
4 judges whether or not it is possible to set all of the marketable customers satisfying the selection condition (1) as aggressive customers, based on the number of visitable marketable customers calculated in step S26. That is, it is determined whether the number of visiting customers is equal to or greater than the total number of visiting customers. Here, if it is determined that it is possible to set all the market customers satisfying the selection condition 1 to as aggressive customers, step S2
Proceed to 8 and set all of these marketed customers as attacking customers.

On the other hand, if it is determined that all market customers satisfying the selection condition (1) cannot be set, step S29 is performed.
The message output unit 85 outputs a notification message to that effect. In response to this, in step S30, the operator manually sets any of the market customers satisfying the selection condition (1) as a customer who attacks any market customer using the manual setting unit 86.

Here, in step S26, the number of visitable marketable customers is calculated, and thereafter, in step S27, it is determined whether the number of visitable marketable customers is equal to or greater than the total number of marketable customers, but the development set in steps S21 to S25. By determining whether the total number of required visits per month, which is the total number of customers, extended customers, and maintenance customers plus all customers, is less than or equal to the monthly visit reference value, it is determined whether it is possible to set all the market customers who meet the conditions, When it is determined that the setting cannot be made, the number of visitable marketable customers may be calculated.

As described in detail above, according to the second embodiment, target customers can be set semi-automatically according to the same objective selection criteria as shown in the first embodiment. No matter who does it, it is possible to efficiently set appropriate target customers in the same way. As a result, it is possible to speedily make a decision on target customer selection based on more objective information, and to improve the productivity of sales in an innovative manner.

Although the process of setting the target customer is semi-automatically performed here, the process of creating the sales force allocation plan can be semi-automatically performed. That is, it is possible to automatically extract the sales offices of the increase / decrease in the strength, and to present the result to the operator. It is also possible to set and store a predetermined rule in advance, and to semi-automatically generate a sales representative's arrangement plan by comparing the above-described various aggregation results and the like with the rule. .

For example, with respect to the extracted business offices of the potential increase, whether or not the number of expanded customers is equal to or more than a predetermined number, whether or not the number of expanded customers belonging to a predetermined area close to the developed customers is equal to or more than a predetermined number, etc. Judge automatically. In addition, for the extracted sales force reduction candidate office, it is automatically determined whether the number of developed customers is equal to or less than a predetermined number, whether the number of developed customers is decreasing from the previous term to the current term, and the like. Then, as a result of these determinations, if all of the conditions are satisfied, a setting is made to actually increase or decrease the number of sales representatives of the sales offices of the force increase / decrease candidates.

The sales productivity improvement support system according to the present embodiment described above uses a computer CPU or MP
U, RAM, ROM, etc.
It can be realized by operating a program stored in the M or the ROM. Therefore, a program that causes a computer to perform the above functions is stored in, for example, a CD-ROM.
This can be realized by recording the data on a recording medium such as a ROM and reading the data into a computer. As a recording medium for recording the above program, a floppy (registered trademark) disk, a hard disk, a DVD, a magnetic tape, a magneto-optical disk, a nonvolatile memory card, or the like can be used in addition to the CD-ROM.

The functions of the above-described embodiments are not only realized by the computer executing the supplied program, but also the OS (operating system) or other application software running on the computer. When the functions of the above-described embodiment are realized in cooperation with the computer, or when all or a part of the processing of the supplied program is performed by a function expansion board or a function expansion unit of a computer, the functions of the above-described embodiment are realized. Such a program is also included in the embodiment of the present invention.

Further, in order to use the present invention in a network environment, all or some of the programs may be executed by another computer.

Each of the above-described embodiments is merely an example of the embodiment for carrying out the present invention, and the technical scope of the present invention is interpreted in a limited manner. It must not be. That is, the present invention can be embodied in various forms without departing from the spirit or main features thereof.

For example, in the above embodiment, the required number of visits to the developing customer, the expanding customer, the maintenance customer, and the visiting customer, the visit reference value, and the like are calculated as monthly values. Alternatively, it may be calculated using a specific period as a unit. Alternatively, a mode for automatically setting the target customer and a mode for manually setting the target customer may be prepared so that the operator can freely select one of the modes.

[0145]

As described above, according to the present invention, it is possible to easily verify whether there is any deviation by objectively evaluating customers who have been regarded as important by the sales team.
Then, according to the common standard, anyone can appropriately set the target customers so that the limited business visit power of the company is concentrated on the customers who want to expand the business. In addition, it is possible to efficiently perform management such as appropriately arranging sales personnel at each sales base. As a result, optimal standardization of sales activities can be achieved, and a decision on a sales strategy can be made promptly based on an objective evaluation result, and sales productivity can be improved innovatively.

[Brief description of the drawings]

FIG. 1 is a functional block diagram showing elemental features of a business productivity improvement support system according to a first embodiment.

FIG. 2 is a diagram for explaining customer classification.

FIG. 3 is a diagram showing a procedure of customer evaluation and classification by a customer evaluation / classification unit.

FIG. 4 is a diagram showing a display example of the number of customers in four quadrants totaled by business office;

FIG. 5 is a diagram showing a display example of an increase / decrease in the number of customers in four quadrants totaled by business office;

FIG. 6 is a diagram showing a display example of a customer evaluation transition list generated for a customer in charge of a certain sales representative.

FIG. 7 is a diagram showing a display example of power distribution of each salesperson generated for a certain sales office.

FIG. 8 is a diagram illustrating a selection image of a target customer.

FIG. 9 is a flowchart illustrating an example of a processing flow when setting a target customer.

FIG. 10 is a diagram showing a display example of power distribution of each office generated for a certain branch.

FIG. 11 is a flowchart illustrating an example of a processing flow when generating a business arrangement plan.

FIG. 12 is a functional block diagram showing elemental features of a business productivity improvement support system according to a second embodiment.

FIG. 13 is a block diagram illustrating a functional configuration example of a target customer setting unit.

FIG. 14 is a flowchart illustrating an operation example of a target customer setting unit.

[Explanation of symbols]

 Reference Signs List 1 data input unit 2 basic information registration unit 3 basic information storage unit 4 customer evaluation / classification unit 5 evaluation result storage unit 6 customer evaluation matrix generation unit 7 customer count totalization unit 8 customer count increase / decrease totalization unit 9 customer evaluation transition generation unit 10 power Allocation generation unit 11 Target customer setting unit 12 Business allocation plan generation unit 13 Control unit 14 Display control unit 15 Display unit 16 Printing unit 17 Target customer setting unit 81 Rule storage unit 82 Protecting customer setting unit 83 Visitable customer calculation unit 84 Aggressive customers Setting section 85 Message output section 86 Manual setting section

Continuing from the front page (72) Inventor Hiroshi Kato 1-10-14 Shinkawa, Chuo-ku, Tokyo Inside JN Corporation (72) Inventor Miki Yoshida 1-10-14 Shinkawa, Chuo-ku, Tokyo Inside JN Corporation F term (reference) 5B049 BB11 CC00 CC08 DD05 EE02 EE05

Claims (46)

[Claims] An evaluation value is provided for each of a plurality of evaluation items based on a first evaluation criterion in consideration of a customer's purchasing power for each of various customers, and a second evaluation in consideration of the customer's transaction with the company. Data input means for providing an evaluation value for each of a plurality of evaluation items based on a criterion; an evaluation value given to each evaluation item of the first evaluation criterion by the data input means; and the second evaluation Customer evaluation / classification means for classifying the various customers into first to fourth classifications based on each evaluation value given to each evaluation item of the standard and the set standard value; A sales productivity improvement support system comprising: a customer number counting means for counting the number of customers classified by the first to fourth categories classified by the evaluation / classification means. 2. The number-of-customers counting means is for counting the number of customers of each of the first to fourth categories by designating an arbitrary counting unit among the counting units set as a hierarchical structure of a corporate organization. 2. The business productivity improvement support system according to claim 1, wherein: 3. The system according to claim 1, further comprising a customer count increase / decrease counting means for counting the increase / decrease of the customer count for each of the first to fourth classifications classified by the customer evaluation / classification means. Sales productivity improvement support system described in. 4. The number-of-customers increase / decrease counting means according to claim 1, wherein
4. The method according to claim 3, wherein an increase or decrease in the number of customers according to the fourth category can be aggregated by specifying an arbitrary aggregation unit among aggregation units set as a hierarchical structure of the corporate organization. Sales productivity improvement support system described. 5. An evaluation / classification for each of the various customers using the evaluation / classification results for several periods by the customer evaluation / classification means.
5. The business productivity improvement support system according to claim 1, further comprising a customer evaluation transition generation unit that generates classification transition information. 6. 6. The customer evaluation transition generation means is capable of totalizing the evaluation / classification transition information by designating an arbitrary aggregation unit among aggregation units set as a hierarchical structure of a company organization. The business productivity improvement support system according to claim 5, wherein: 7. A visit reference value representing the total number of required visits of all the categories and the number of visits that can be made, together with the required number of visits for each of the first to fourth categories classified by the customer evaluation / classification means. The sales productivity improvement support system according to any one of claims 1 to 6, further comprising a required visit count totaling means for presenting a difference from the required visit count. 8. The required number of visits for each of the first to fourth categories is determined by the required visit reference value for each category preset for each of the first to fourth categories and the first to fourth categories. 8. The business productivity improvement support system according to claim 7, wherein the system is calculated from the number of customers belonging to the category. 9. The method according to claim 1, wherein the required visit count totaling unit is configured to include
The difference between the required number of visits for each of the fourth categories and the required total number of visits for all the categories and the above-mentioned visit reference value is obtained by designating any of the tabulation units set as the hierarchical structure of the corporate organization. 9. The business productivity improvement support system according to claim 7, wherein the totalization is enabled. 10. A total value of evaluation values given to each evaluation item of said first evaluation criterion by said data input means, and an evaluation given to each evaluation item of said second evaluation criterion. The symbols of the various customers are represented at two-dimensional coordinate positions determined from the sum of the values, and the reference values set for each of the first evaluation criterion and the second evaluation criterion are used as boundaries. 10. The business productivity improvement support system according to claim 1, further comprising a customer evaluation matrix generation unit that generates and outputs the expressed customer evaluation matrix. 11. The customer evaluation matrix generation means,
11. The sales productivity improvement support according to claim 10, wherein the customer evaluation matrix can be aggregated by specifying an arbitrary aggregation unit among aggregation units set as a hierarchical structure of a company organization. system. 12. A second evaluation in which an evaluation value is given to each of a plurality of evaluation items based on a first evaluation criterion in consideration of a customer's purchasing power for each of various customers, and a transaction of the customer with the company is considered. Data input means for providing an evaluation value for each of a plurality of evaluation items based on a criterion; an evaluation value given to each evaluation item of the first evaluation criterion by the data input means; and the second evaluation Customer evaluation / classification means for classifying the various customers into first to fourth classifications based on each evaluation value given to each evaluation item of the standard and the set standard value; Target customer setting means for setting any one of the customers belonging to the first to fourth classifications classified by the evaluation / classification means as a target customer in accordance with a predetermined rule set in advance. Sales productivity improvement support system, characterized in that was. 13. The target customer setting means, wherein the first and second classification means classified by the customer evaluation / classification means.
Are set as target customers, and belong to the third and fourth classes according to the difference between the set required number of visits to the target customer and the visit reference value indicating the number of times that the target customer can be visited. 13. The business productivity improvement support system according to claim 12, wherein any of the customers is further set as a target customer according to a predetermined rule. 14. The target customer setting means, wherein the first and second classification means classified by the customer evaluation / classification means.
In addition to setting a customer belonging to the classification of the target customer as a target customer, in accordance with the difference between the required number of visits to the target customer set for the first and second classifications and the visit reference value indicating the number of visits possible, All or a part of the customers belonging to the third category are further set as target customers, and further, a visit reference value indicating the required number of visits to the target customer set for the first to third categories and the number of possible visits is provided. 13. The business productivity improvement support system according to claim 12, wherein any one of the customers belonging to the fourth category is further set as a target customer according to a predetermined rule according to the difference between the customers. 15. A required visit to a target customer set for each of the first and second classifications based on a classification required visit reference value preset for each of the first to fourth classifications. The number of times is determined, and the first to third
15. The business productivity improvement support system according to claim 14, further comprising a required visit number calculation unit for calculating a required visit number to the target customer set for the classification of the target customer. 16. The difference between the number of required visits to the target customer of the first and second classes calculated by the required number of visits calculation means and the visit reference value, and the difference between the required number of visits and the third class is determined in advance. 16. The system according to claim 15, further comprising a customer number calculating unit configured to calculate the number of customers that can be set as the target customer from the customers belonging to the third category based on the set required visit reference value for each category. Sales productivity improvement support system described in. 17. The number-of-customers calculation means further includes: a difference between the number of required visits to the target customers of the first to third categories calculated by the required-number-of-visits calculation means and the visit reference value; The method according to claim 1, further comprising calculating, based on a required visit criterion value for each category preset for the fourth category, the number of customers that can be set as the target customer among the customers belonging to the fourth category. Item 17. A business productivity improvement support system according to item 16. 18. The target customer setting means sets all customers belonging to the first and second classifications as the target customers according to the predetermined rule set in advance. 18. The business productivity improvement support system according to any one of items 17. 19. The plurality of evaluation items based on the first evaluation criterion include an item for evaluating a current purchasing power and an item for evaluating a future purchasing power. According to a predetermined rule set in advance, among the customers belonging to the first category, a customer whose evaluation value for the item for evaluating the future purchasing power is equal to or more than a predetermined value is set as the target customer. The business productivity improvement support system according to any one of claims 12 to 18. 20. Customer evaluation transition generating means for generating transition information of evaluation and classification for each of the various customers by using the evaluation and classification results for several periods by the customer evaluation and classification means, The setting unit refers to the transition information of the evaluation / classification, and according to the predetermined rule set in advance, among the customers belonging to the first classification, a customer who has changed from the third classification to the first classification. 20 is set as the target customer.
The business productivity improvement support system according to any one of the above. 21. The target customer setting unit according to claim 12, wherein all the customers belonging to the third category are set as the target customers according to the predetermined rule set in advance. 2. The business productivity improvement support system according to claim 1. 22. Customer evaluation transition generating means for generating transition information of evaluation and classification for each of the various customers using the evaluation and classification results for several periods by the customer evaluation and classification means, The setting means refers to the evaluation / classification transition information, and according to the predetermined rule set in advance, among the customers belonging to the fourth classification, the customer who has changed from the second classification to the fourth classification. 22 is set as the target customer.
The business productivity improvement support system according to any one of the above. 23. The plurality of evaluation items based on the second evaluation criterion include an item for evaluating the number of transactions, and the target customer setting means sets the fourth customer according to the predetermined rule set in advance. 23. Among the customers belonging to the category, a customer who has performed the transaction at least once is set as the target customer.
The business productivity improvement support system according to any one of the above. 24. The target customer setting means, according to the predetermined rule, sets an evaluation given to a plurality of evaluation items based on the first evaluation criterion among the customers belonging to the fourth classification. The sales productivity improvement support system according to any one of claims 12 to 23, wherein a settable number of the target customers is set in order from a customer having a larger total value. 25. A second evaluation in which an evaluation value is given to each of a plurality of evaluation items based on a first evaluation criterion in consideration of a customer's purchasing power for each of various customers, and a transaction of the customer with the company is taken into account. A first step of providing an evaluation value for each of a plurality of evaluation items based on a criterion; an evaluation value given to each evaluation item of the first evaluation criterion by the first step; and the second evaluation A second step of dividing the various customers into first to fourth categories based on each of the evaluation values given to each of the evaluation items of the standard and the set standard value; And a third step of counting the number of customers classified by the first to fourth categories classified in the step. 26. In the third step, the number of customers for each of the first to fourth categories is totaled in accordance with an arbitrary totaling unit designated by a user from among totalizing units set as a hierarchical structure of a company organization. 3. The method according to claim 2, wherein
5. The method for supporting business productivity improvement according to item 5. 27. The method according to claim 25, further comprising a fourth step of totalizing an increase or decrease in the number of customers for each of the first to fourth categories classified in the second step.
6. The business productivity improvement support method according to 6. 28. In the fourth step, the number of customers in each of the first to fourth categories is increased or decreased according to an arbitrary aggregation unit designated by a user from among aggregation units set as a hierarchical structure of a corporate organization. 28. The method according to claim 27, further comprising counting. 29. A fifth step of generating transition information of evaluation / classification for each of the various customers by using evaluation / classification results for several periods classified in the second step. The business productivity improvement support method according to any one of claims 25 to 28. 30. The fifth step is characterized in that the evaluation / classification transition information is aggregated in accordance with an arbitrary aggregation unit designated by a user from among aggregation units set as a hierarchical structure of a company organization. 30. The business productivity improvement support method according to claim 29. 31. Summing up the number of required visits for each of the first to fourth classifications classified in the second step, a visit reference value representing the total number of required visits of all classifications and the number of visits possible. 31. The business productivity improvement support method according to claim 25, further comprising a sixth step of presenting a difference between the two. 32. The required number of visits for each of the first to fourth classifications includes a required visit reference value for each classification set in advance for each of the first to fourth classifications and the first to fourth classifications.
32. The method according to claim 31, wherein the calculation is performed based on the number of customers belonging to the category. 33. In the sixth step, the first to the first steps are performed.
An arbitrary summation unit designated by the user from the summation units set as a hierarchical structure of the company organization, based on the difference between the required number of visits by the fourth category and the total number of required visits of all the categories and the visit reference value. 33. The business productivity improvement support method according to claim 31, wherein the total is calculated according to the following. 34. A sum of evaluation values given to each evaluation item of the first evaluation criterion, and a sum of evaluation values given to each evaluation item of the second evaluation criterion. A customer evaluation matrix in which the symbols of the various customers are represented at two-dimensional coordinate positions determined from the above, and the reference values set for each of the first evaluation criterion and the second evaluation criterion are represented as boundaries. 4. A method according to claim 1, further comprising a seventh step of generating and outputting
3. The business productivity improvement support method according to any one of 3. 35. The method according to claim 34, wherein in the seventh step, the customer evaluation matrix is generated in accordance with an arbitrary aggregation unit designated by a user from among aggregation units set as a hierarchical structure of a company organization. Business productivity improvement support method described in. 36. For each of various customers, an evaluation value is given to each of a plurality of evaluation items based on a first evaluation criterion in consideration of the purchasing power of the customer, and a second evaluation in consideration of the customer's transaction with the company. A first step of providing an evaluation value for each of a plurality of evaluation items based on a criterion; an evaluation value given to each evaluation item of the first evaluation criterion by the first step; and the second evaluation A second step of dividing the various customers into first to fourth categories based on each of the evaluation values given to each of the evaluation items of the standard and the set standard value; A step of setting any one of the customers belonging to the first to fourth categories classified in the step as a target customer in accordance with a predetermined rule set in advance. Sales Production improvement support method. 37. In the third step, the customers belonging to the first and second classes classified in the second step are set as target customers, and the first and second classes are set. According to the difference between the required number of visits to the target customer and the visit reference value representing the number of times the visit can be made, all or some of the customers belonging to the third category are further set as target customers, and further, 1
According to a predetermined rule, one of the customers belonging to the fourth category is determined according to a difference between the required number of visits to the target customer set for the third category and a visit reference value representing the number of times that the customer can visit. 37. The method according to claim 36, further comprising setting a target customer. 38. The method according to claim 36, wherein, in the third step, all customers belonging to the first and second categories are set as the target customers according to the predetermined rule set in advance. 37. The business productivity improvement support method according to 37. 39. The plurality of evaluation items based on the first evaluation criterion include an item for evaluating a current purchasing power and an item for evaluating a future purchasing power, and in the third step, According to a predetermined rule set in advance, among the customers belonging to the first category, a customer whose evaluation value for the item for evaluating the future purchasing power is equal to or more than a predetermined value is set as the target customer. The business productivity improvement support method according to any one of claims 36 to 38. 40. A fourth step of generating transition information of evaluation and classification for each of the various customers by using the evaluation and classification results for several periods classified in the second step, In the third step, the transition information of the evaluation / classification is referred to, and the customers belonging to the first classification change from the third classification to the first classification in accordance with the predetermined rule set in advance. 40. The business productivity improvement support method according to claim 36, wherein the set customer is set as the target customer. 41. The method according to claim 36, wherein in the third step, all customers belonging to the third category are set as the target customers according to the predetermined rule set in advance. 2. The method for supporting business productivity improvement according to item 1. 42. A fourth step of generating evaluation / classification transition information for each of the various customers using the evaluation / classification results for several periods classified in the second step, In the third step, referring to the transition information of the evaluation / classification, the customer belonging to the fourth classification is changed from the second classification to the fourth classification in accordance with the predetermined rule set in advance. 42. The business productivity improvement support method according to claim 36, wherein the set customer is set as the target customer. 43. The plurality of evaluation items based on the second evaluation criterion include an item for evaluating the number of transactions, and in the third step, the fourth evaluation item is set according to the predetermined rule set in advance. 43. The business productivity improvement support method according to claim 36, wherein among the customers belonging to the category, the customer who has performed the transaction at least once is set as the target customer. 44. In the third step, among the customers belonging to the fourth category, evaluations given for each of a plurality of evaluation items based on the first evaluation criterion according to the predetermined rule set in advance. The method according to any one of claims 36 to 43, wherein a settable number of the target customers is set as a target customer in order from a customer having a larger total value. 45. A computer-readable recording medium having recorded thereon a program for causing a computer to function as each of the means according to claim 1. Description: 46. A computer-readable recording medium recording a program for causing a computer to execute the processing procedure of the business productivity improvement support method according to claim 25.