JP2002207860A - Method for supporting sales action based on information - Google Patents

Abstract

PROBLEM TO BE SOLVED: To provide a method for accurately performing the support and following of action for sales staff by utilizing a computer. SOLUTION: The visit instruction information is prepared for each classified customer by well-experienced staff. At the time of receiving the information, a computer system prints and outputs the visit instruction information on an action instruction card together with customer information and sales action conditions for each customer. The sales staff performs effective sales action by following the action instruction card. The action performed by the sales staff is written to the action instruction card and registered to a database. On the basis of the data, the sales action is followed.

Description

DETAILED DESCRIPTION OF THE INVENTION

[0001]

BACKGROUND OF THE INVENTION 1. Field of the Invention The present invention relates to a business activity support method using a computer system for supporting business activities of sales staff such as life insurance solicitors.

[0002]

2. Description of the Related Art Life insurance companies have many bases nationwide and a large number of sales staff at each base. Each sales staff is engaged in sales activities with the target customer being a person resident in his or her area of responsibility. The sales staff visits existing customers to maintain and improve the contract, and visits non-contracted customers to develop new ones. In addition, every time a visit is made, information on the customer, for example, information on life insurance or non-life insurance contracted with another company is collected.

[0003] At a base, a base manager and assistants give instructions and advice to each sales staff to support sales activities based on customer information obtained by each sales staff.

[0004]

In the conventional sales activity support method, the sales staff processes the collected customer data by computer, and instructs the sales staff based on the data to give specific sales activities. I didn't. For this reason, it was not possible to grasp the status of sales personnel's visits and captures to individual customers at all levels of bases, branch offices, and headquarters.

[0005] According to the present invention, by providing specific sales activity support to sales staff using a computer,
The purpose is to enable accurate activity support. Another object of the present invention is to provide a method for following up the activity status of a sales staff using a computer so that the status of job performance for a customer can be grasped at all levels of bases, branch offices, and headquarters. Things.

[0006]

A computer system for executing the business activity support method of the present invention is connected to a host computer system via a communication network 7 and has a customer information DB (hereinafter, "database" is referred to as "DB"). Abbreviated.), And the activity status D which stores the activity status of the sales staff
B is provided.

[0007] Visit instruction information is created by knowledgeable and experienced staff. The visit instruction information is a business activity policy (message) created by classifying customers from predetermined viewpoints such as age and gender, and creating the classified customers.
The created visit instruction information is transmitted from the upper computer system to the lower computer system. The computer system that has received the visit instruction information extracts the customer information corresponding to the classification from the customer DB, extracts the sales activity status of the sales staff for the customer from the activity status DB, and extracts the visit instruction information (message). At the same time, the information is printed and output on an activity instruction card for each customer.

[0008] The activity instruction card is given to the sales staff in charge of the customer. The sales staff visits the customer recorded on the activity instruction card, and performs sales activities based on the customer information, past business activity status, and messages described on the activity instruction card. This message has been advised by knowledgeable and experienced staff on how to market according to the attributes of the target customers. Therefore, according to the present invention, even an inexperienced salesperson can guarantee effective activities by following the message described on the activity instruction card. In addition, since this message systematizes the management method of knowledgeable and experienced staff, the management skills of those who instruct sales staff can be enhanced.

After completing the visit activity according to the activity instruction card, the sales staff fills in the activity instruction card with necessary information such as customer information and activity results, and registers it in the computer system. These data are stored in the activity status DB. The computer system extracts a history of past sales activities for each sales employee from the activity status DB, and prints out the history on the card. This card is used for a talk between the sales staff and the manager of the card, so that the performance of duties with respect to the customer can be surely grasped.

As described above, by utilizing the data from the computer system, the activities of the sales staff with respect to the customer who has given the activity instruction can be reliably supplemented on the upper and lower computer systems.

[0011]

DESCRIPTION OF THE PREFERRED EMBODIMENTS An embodiment in which the present invention is applied to business activities of life insurance will be described. FIG. 1 shows a system configuration for realizing the business activity support method of the present invention.
Headquarters host computer 2 managed by headquarters 1 and branch office 3
Is connected to a base server 6 managed by the base 5 via a communication network 7 such as a dedicated line, a telephone line, or the Internet. Note that there are a plurality of branch offices 3, branch office servers 4, bases 5 and base servers 6, but only one is shown in the figure.

The head office host computer 2 has a system configuration for performing normal life insurance and non-life insurance business. In the figure, the life insurance existing contract DB 11, non-life insurance Only the existing contract DB 12 and the company office DB 13 are shown. These DB data are downloaded to the base server 6 via the communication network 7.

Although the branch server 4 also has a system configuration for performing ordinary life insurance and non-life insurance business, the figure shows only the activity status file 14 for use in the business activity support method of the present invention. Activity status file 14
The data on the activity status uploaded from the base server 6 is stored. The base server 6 will be described with reference to FIG. As for the base server 6, only the configuration for executing the sales activity support method of the present invention is shown.

The base server 6 has the following as a DB for executing the sales activity support method. Life insurance contract DB11, non-life insurance contract DB12, business establishment DB
13. An activity instruction DB 15 is provided. These DB data are managed by the headquarter host computer 2 and store data periodically downloaded from the headquarter host computer 2.

[0015] As a DB managed by the base 5 and a staff of the base 5 inputs data, a proposal DB 16 and daily activities
Corporate Daily Activity DB17, Household Information / Personal Information DB1
8. Life insurance other company information / non-life insurance other company information DB19, corporate information D
There is B20. These data are input from terminals such as the base manager terminal 21, the mobile terminal 22 and the OCR 23 owned by each staff member.

The proposal DB 16 stores proposals created when a sales representative proposes a new contract to a customer in charge. Daily Activities / Corporate Daily Activities DB17
, The sales staff writes his / her activity status on a predetermined card and causes the OCR 23 to read the activity status, so that data on the activity status is stored. The household information / personal information DB 18, the corporate information DB 20, and the life insurance other company information / non-life insurance other company information DB 19 include existing and uncontracted customers. Further, each customer is associated with the branch office address and the sales staff in charge in the sales staff DB 29.

As a DB created from each of the above DBs, a target customer DB 24, a visit instruction / corporate visit instruction DB2
There are five. The target customer DB 24 is a life insurance contract DB
11 and non-life insurance contract DB12 and household information / personal information DB
18 and is created by matching the corporate office DB 13 and the corporate information DB 20. The visit instruction / corporate visit instruction DB 25 is a target customer DB 24
And the activity instruction data created from the activity instruction DB 15.

Through normal sales staff activities, customer information including prospective customers and the status of sales staff activities are accumulated in the daily activity / corporate daily activity DB 17 and proposal DB 16. These activity statuses are tabulated in the activity tabulation DB 26, further tabulated in the headquarters tabulation DB 27 and the branch office tabulation DB 28, and transmitted to the headquarters host computer 2 and the branch server 4.

The sales activity support operation by the system shown in FIGS. 1 and 2 will be described with reference to the flowcharts of FIGS. FIG. 3 shows a procedure for creating an activity instruction. In the planning and analysis section of the headquarters 1, a target customer is selected. Here, based on the customer information and the activity status of each base server 6, a priority product is selected, and a target customer of the product is selected as a target customer (step S1). The target customers are classified according to age, gender, type of insurance currently in place, and the like. Next, a sales scenario for the selected priority products and target customers is formulated (step S2).

On the basis of this scenario, an activity instruction including a message to advise sales staff on sales activities is created for each product and target customer (step S3). This activity instruction is transmitted from the headquarter host computer 2 to the server at each site 5 (step S
4). The base server 6 stores the received activity instruction in the activity instruction DB 15 (step S5).

At the base 5, the base manager periodically
Conduct sales activities such as instructing, discussing, and encouraging sales staff. For example, it gives a morning greeting every morning, checks the activity status with the sales staff every weekend, and instructs the sales staff once a month to start activities. Various tools are output from the base server 6 to support the follow-up activities of the base manager. The base manager accesses the base manager terminal 21 when acquiring a tool necessary for activity follow-up.

The flow shown in FIG. 4 is started when an access is made from the base manager terminal 21 or the portable terminal 22 of the base 5. The activity support system screen shown in FIG. 7 is displayed first (step S11). Here, "01, activity instruction (activity instruction card output)""02 activity follow-up support"
“03 Activity instruction card OCR registration” is displayed.

The base manager selects "01, activity instruction (card output)" to give an activity instruction to the sales staff once a month (step S12). Then, the activity instruction management screen is displayed next (step S13). FIG.
3 shows an activity instruction management screen. Here, the target customers selected in step S1 of FIG. 3 are displayed as a list of targets 1 to 8. The targets are categorized by age, gender, type of insurance currently in place, and the like.

The targets 1 to 8 are classified into two types: uncontracted targets and contracted targets. Each of them is classified into individual (individual customers), corporate customers, and non-life customers. For a customer of a company, a person who is a window or a person who plans to be a window (key man) is displayed as a target. The director selects the target customer for whom the sales staff is to be instructed. At this time, by setting further conditions in the condition setting column displayed on the same screen, the target customers can be narrowed down. This includes the type of contract,
There is a likelihood of contract, etc., and by setting these conditions, it is possible to provide detailed guidance on activities with a high probability of success.

This selection is determined (step S14).
The base server 6 stores the information on the customer corresponding to the selected target in the household information / personal information DB 18, the life insurance company information / non-life insurance company information DB 19, and the corporate information DB 20
And store it in the visit instruction / corporate visit instruction DB 25 (step S15). When a condition is further added to the target, only the customer information corresponding to the condition is extracted. And visit instruction / corporate visit instruction DB2
The data stored in 5 is edited, and the activity instruction card is printed out (step S16). Further, the activity progress table is edited (step S17).

FIG. 9 shows an example of the activity instruction card. The illustrated activity instruction card is a personal card, and one card is created for each target customer. Although illustration is omitted,
Corporate cards are created similarly. The activity instruction card displays various data for the sales staff to conduct sales activities for the target customer.

The name of the target customer and occupation, date of birth, spouse information, and other attributes are displayed as personal attributes. As the activity history, recent solicitation activities performed for the target customer are displayed. In the message field, an activity instruction for the target customer is displayed. Here, information on the target customer (current status of insurance, age, etc.) and the name of a product to be solicited are described.

As the insurance participation status, the contents of the insurance contract of the company and the contents of the contract of another company are displayed together with the attributes of the contractor. In the guarantee content confirmation column, whether or not an insured person of the same household as the target customer has an existing contract is displayed. further,
There will be a space to enter the results of the interviews that will be held during this visit. At the bottom of the card, columns for entering various data for OCR reading are displayed.

Upon receiving the activity instruction card, the sales staff visits the customer in accordance with the message entered in the message field of the card, and solicits a new contract. By adopting the sales activity support method described above, the sales staff is clearly instructed which customers should be visited for what purpose and in what cycle. For this reason, even a new employee can be less confused about the destination and the purpose of the activity.

Further, since the advanced management method is systematized, the management skill of the base manager or assistant can be advanced and standardized. In addition, by flexibly setting the target customers in conjunction with the sales strategy of the headquarters, it is possible to thoroughly approach the target customers at the sales floor. When the salesperson performs an activity for the customer, the result is entered in the activity instruction card, necessary data is entered in the OCR column, and the OCR is registered.

The OCR registration process will be described with reference to FIGS. When the salesperson accesses from the mobile terminal 22, the above-described processing in FIG. 4 is started, and the screen shown in FIG. 7 is displayed in step S11, and “03,
When "Activity instruction card OCR registration" is selected, the process proceeds to the process of FIG. When you set the activity instruction card in OCR23,
The card is read (step S21). The read data is the daily activity / corporate daily activity DB17.
And the data is updated (step S2).
2).

The activity follow management will be described with reference to FIG. The base manager accesses the base manager terminal 21 and obtains necessary tools when giving instructions, discussions, encouragement, and the like to the sales staff. Step S12 in FIG.
, "02, activity follow management" on the screen shown in FIG. 7 is selected. Then, it proceeds to the flow of FIG.
The activity follow management screen is displayed (step S31).

FIG. 10 shows an activity follow management screen. On the activity follow management screen, you can select tools required for customer management, tools required for staff activity time management, and tools required for activity volume management. The site manager selects customer management once a month when the sales staff starts, and outputs a customer-specific activity progress table. At this time, customers can be narrowed down by performing a search under various conditions such as contract contents. 1 weekly
At the time of the study meeting on the weekend, the staff activity time management is selected and a weekly activity plan is output. Every morning, before the morning
Select activity management and output the staff activity ranking table. At this time, the activity amount of the sales staff can be output in the form of a graph, a table, or the like as reference data.

When the base manager selects one of the items and receives it (step S32), the activity progress table for each customer, the weekly activity plan table, and the staff activity amount ranking table are printed out according to the selected items. Is performed (step S33). FIG.
1 shows the contents of the activity progress table for each customer. The activity progress table for each customer describes the interview status for each customer. There is a column to enter the activity schedule for the previous month and this month. Also, the tool creation status is described. In the memo column, the missing information is described. This table corresponds to step S1 in FIG.
7 has been edited. The base manager outputs the activity progress table for each customer at the start of each month, and gives an activity instruction to each sales staff using the activity instruction card (FIG. 9) given to the sales staff. .

FIG. 12 shows the contents of the weekly activity plan table.
The weekly activity plan includes a prospect ledger and a weekly interview schedule. The prospect ledger lists customer names and proposals for the customers extracted from the proposal DB 16. In addition, a column is provided for writing the name of a customer whose contract is expected to be expected by consultation between the base manager and the sales staff. The base manager outputs a weekly activity schedule once a week at the weekend review meeting, and based on this, grasps the activities of each sales staff and conducts a study meeting with each sales staff.

FIG. 13 shows an activity amount ranking table for each staff member. The staff activity amount ranking table is created based on data of various DBs, and includes a sales staff name column, a customer number column, and an information collection household column. In the sales staff column, the names of sales staff at the base are listed in order of performance. In the customer number column, the number of target customers, the number of customers who have created proposals, and the number of customers for whom a contract has been entered are listed, respectively. The Information Collection Households column lists the number of customers' families, contracts with other companies, and non-life insurance information. The base manager outputs a staff activity amount ranking table every morning, and performs morning greetings based on the information described.

When following the activities of each sales staff, the base manager can conduct a round-table talk or the like based on objective data as described above. Therefore, it is possible to reliably grasp the duty fulfillment status for the customer who has given the activity instruction, and it is possible to perform management according to the degree of progress of the activity. According to the embodiment described above, at the base,
The base manager can follow the activity status of each sales staff and grasp the status of job execution for customers. Further, the activity status of the sales staff recorded in the daily activity / corporate daily activity DB 17 of FIG. 2 is stored in the activity totalization DB 26, and further classified and stored in the head office totalization DB 27 and the branch totalization DB. The data of the head office total DB 27 and the branch total DB 28 are periodically transmitted to the head office host computer 2 and the branch server 4. As described above, since the host management information and the management information of the local server are organically combined, the headquarters and the branch offices can also grasp the activity status and the job performance status of the sales staff.

[0038]

According to the present invention, by using a computer to provide specific sales activity support to sales staff, accurate activity support can be provided.

[Brief description of the drawings]

FIG. 1 is a diagram showing a configuration of a system for operating a sales support method of the present invention.

FIG. 2 is a diagram showing a configuration of a base server in FIG. 1;

FIG. 3 is a flowchart showing an operation of creating an activity instruction in the system of FIG. 1;

FIG. 4 is a flowchart showing an activity instruction card output process of the base server in FIG. 1;

FIG. 5 is a flowchart showing an OCR reading process of the base server in FIG. 1;

FIG. 6 is a flowchart showing an activity follow management process of the base server in FIG. 1;

FIG. 7 is a diagram showing an activity support system screen displayed in the process of FIG. 4;

FIG. 8 is a view showing an activity instruction management screen displayed in the processing of FIG. 4;

FIG. 9 is a view showing the contents of an activity instruction card output in the process of FIG. 4;

FIG. 10 is a diagram showing an activity follow-up management screen displayed in the processing of FIG. 6;

FIG. 11 is a diagram showing the contents of a customer-specific activity progress table output in the process of FIG. 6;

FIG. 12 is a view showing the contents of a weekly activity plan table output in the process of FIG. 6;

FIG. 13 is a diagram showing the contents of a staff activity amount ranking table output in the processing of the job figure 10;

[Explanation of symbols]

 DESCRIPTION OF SYMBOLS 1 ... Headquarters 2 ... Headquarters host computer 3 ... Branch office 4 ... Branch server 5 ... Branch office 6 ... Branch server 7 ... Communication network 11 ... Life insurance existing contract DB 12 ... Non-life insurance existing contract DB 13 ... Corporate office DB 14 ... Activity status file 15 ... Activity instruction DB 16 ... Proposal DB 17 ... Daily activity / corporate daily activity DB 18 ... Household information / Personal information DB 19 ... Life insurance company information / non-life insurance company information DB 20 ... Corporate information DB 21 ... Chairman terminal 22 ... Mobile terminal 23 ... OCR 24 ... Target customer DB 25 ... Visit instruction / corporate visit instruction DB 26 ... Activity total DB 27 ... Head office total DB 28 ... Branch office total DB 29 ... Branch address sales staff DB

 ────────────────────────────────────────────────── ─── Continued on the front page (72) Inventor Takuya Takuya 5-37-1, Kamata, Ota-ku, Tokyo

Claims (4)

[Claims] 1. A computer system which is connected to a host computer system via a communication network and includes a customer information database storing customer information and an activity status database storing activity status of sales staff. Receiving the sales activity policy for the classified customers, extracting information on the customers belonging to the classification from the customer information database, and extracting the activity status of the sales staff in charge for the customers belonging to the classification from the activity status database. A method of printing out the information on the extracted customer and the status of the business activity for the extracted customer together with the received business activity policy on the same activity instruction card and outputting the same. 2. The activity instruction card is issued to one customer, and the activity instruction card further includes data for identifying the sales staff in charge. 2. The business activity support method according to claim 1, further comprising a column for entering a result of the operation. 3. The business activity support method according to claim 2, wherein a result of the business activity written in the activity instruction card is read, and the result is stored in the activity status database. 4. The activity instruction card extracts a history of past sales activities for each sales employee from the activity status database, and stores the extracted history on a card provided with a self-report column filled in by the sales employee. The business activity support system according to any one of claims 1 to 3, wherein the business activity support system prints and outputs.