JP2003281346A - Sales activity management system, program and recording medium - Google Patents

Abstract

<P>PROBLEM TO BE SOLVED: To easily extract preferential management items obtained by narrowing items to watch when a manager at a position of a section chief of each section in a company, etc., or higher than this position refers to the sales activity situation of each section. <P>SOLUTION: A server device 10 is connected with a manager side terminal device 21a and a salesperson side terminal device 22b through a network 1 to be able to access a sales activity information DB 11. The server device 10 receives input of the sales activity information concerning the issue of business negotiation which the salesperson has from the salesperson side terminal device 22b, and relates the sales activity information the input of which is received with a managing object item fixed in advance with respect to the sales activity to register it to the sales activity information DB 11. The server device 10 recognizes a user ID which includes identification information about the job and belonging group of the manager and which is given previously to each manager, selects the preferential management items according to the job identified by the user ID from among the management object products, and presents the selected preferential management items to the manager side terminal device 21a by each group. <P>COPYRIGHT: (C)2004,JPO

Description

Detailed Description of the Invention

[0001]

BACKGROUND OF THE INVENTION 1. Field of the Invention The present invention relates to a sales activity management system, a program, and a recording medium, and more specifically, an SF.
A (Sales Force Automation)
The present invention relates to a sales activity management system, a program, and a recording medium for managing sales activities using the system.

[0002]

2. Description of the Related Art Recently, an SFA system has been introduced in companies and the like as a system for aiming at business innovation of all sales activities directly supporting corporate profits. With the advent of new IT (information technology), sales departments can expect more than just streamlining operations. This S
According to the FA system, for example, groupware can be used to improve the efficiency of activities in the entire sales department, and a new employee can refer to the detailed behavior record of a veteran sales person. Also, due to improvements in mobile computing technology, it will be possible to immediately obtain the necessary sales materials from customers and implement a direct bounce system. Furthermore, by managing the past activity history for each customer on a personal computer, it can be linked to a new business negotiation, the progress status can be managed, and the information required at each stage of the business negotiation can be immediately retrieved. Functions can also be provided.

However, the conventional SFA system places emphasis on information regarding sales activities such as the sales achievement status by department and the progress status of business negotiations for managers of departments or higher in each department of a company. There is no function that can be provided by narrowing down the points, and managers of department managers and above have a management staff etc. if they want to know information about sales activities such as the above-mentioned sales achievement by department and progress of negotiations. This information was obtained from the materials summarized by. In this case, the management staff and the like have to create materials for each department or the TOP, focusing on the items to be focused on, and it takes time and effort to create the materials. In addition, the department managers and TOPs of each department need to wait for the materials prepared by the management staff when they want to know the progress of the sales activity, and cannot confirm the situation in a timely manner.

[0004]

SUMMARY OF THE INVENTION The present invention has been made in view of the above-mentioned circumstances, and when a manager of a department or more of each department in a company or the like refers to the sales activity status of each department. In addition, the object of the present invention is to provide a sales activity management system, a program, and a recording medium that enable easy extraction of priority management items with a narrowed down list of items to be viewed.

[0005]

According to a first aspect of the present invention, a sales clerk side terminal device used by a sales clerk, and management of the sales activity based on information about the sales activity input by the sales clerk. In a sales activity management system in which a server device for performing is connected via a network, the server device enables access to a sales activity information database for registering the sales activity information, and a sales person has a business negotiation item. Input accepting means for accepting the input of the sales activity information related to the above from the sales person side terminal device, and the sales activity information accepting the input in association with the management target item predetermined for the sales activity. The registration means to be registered in the database and the priority management item according to the duties of the manager of the sales person are selected from the registered management target items. And a-option unit, in which is characterized in that so as to perform the management of sales activities based on priority management item selected by said selection means.

According to a second aspect of the present invention, in the first aspect of the present invention, the server device is connected via a network to an administrator side terminal device used by an administrator who is a sales person, and the duties and affiliations of the administrator. Contains identifying information about the group,
There is a recognition means for recognizing a user ID given to each manager in advance, and when the user ID is inputted from the manager side terminal device, the recognition means has the inputted user ID.
Recognizing the duties of the manager based on the
It is characterized in that a priority management item corresponding to the job recognized by the recognition means is selected from the sales activity information database, and the selected priority management item is presented to the manager side terminal device for each group to which it belongs. .

According to a third aspect of the present invention, in the first or second aspect of the invention, the selecting means manages the business negotiation maturity based on the business negotiation maturity that is set according to the progress of each business negotiation item held by the sales person. Select one or more of the items, activity management items based on the activity time according to each business activity performed by the sales person, and customer management items based on the priority set for the target customer. The feature is that it is selected as a priority management item.

According to a fourth aspect of the present invention, in the third aspect of the invention, the input receiving means is 1 or 2 depending on the progress status of the negotiation in each of the business negotiation maturity management item, the activity management item, and the customer management item. It is characterized in that the input of a plurality of sales activity information is received from the salesperson side terminal device for each business negotiation case.

According to a fifth aspect of the present invention, in the third or fourth aspect of the invention, the server device receives an order based on the number of business negotiation items for which the business negotiation maturity level is set and / or the business negotiation maturity level. The number of business negotiation items for which a business negotiation maturity plan for managing the business negotiation step is set for each group to which the sales staff member belongs, and the total number of the total business negotiation items is classified by the manager side terminal device. It is characterized by presenting to.

According to a sixth aspect of the present invention, in the third or fourth aspect of the present invention, the server device is a business in which an activity time corresponding to each of the business activities and / or an activity result corresponding to the business activity is registered. The number of activities is aggregated for each group to which the sales person belongs, and the aggregated activity time is presented to the manager side terminal device for each business activity, and the activity result registration rate based on the aggregated number of business activities Is presented to the terminal device on the manager side for each business activity.

According to a seventh aspect of the present invention, in the third or fourth aspect of the invention, the server device performs sales activities according to the number of customers for which the priority is set and / or each customer based on the priority. The number of plans created is totaled for each group to which the sales staff belongs, and the priority setting rate based on the total number of customers is presented to the manager side terminal device by priority, and the total sales activity plan is calculated. Is presented to the terminal device on the manager side by priority.

According to an eighth aspect of the present invention, in any one of the first to seventh aspects of the invention, the server device uses, as the sales activity information, a sales record and / or a sales forecast of each sales person in a predetermined period. Is input from the sales person side terminal device, the sales data that has received the input is registered in the sales activity information database in association with the business negotiation maturity management item, and the registered sales It is characterized in that data is aggregated for each group to which a sales person belongs and sales management information based on the aggregated sales data is presented to the manager side terminal device in group units.

According to a ninth aspect of the present invention, in the invention of the eighth aspect, the server device provides the budget achievement rate data of the sales data with respect to the budget corresponding to the sales data and the sales data to the entire group to which the sales data belongs. Any one of sales forecast / actual data by group, which is aggregated for each one or a plurality of items by sales form and product delivery form, and breakdown data by product group, in which the sales data is aggregated by product group One or more are presented to the manager side terminal device as the sales management information.

According to a tenth aspect of the present invention, in the first to ninth aspects of the invention, in the server device, the sales activity information associated with the priority management item selected by the selecting means is added to the sales activity information. When the predetermined condition is not satisfied, the sales activity information is judged as abnormal information, and alert information according to the judgment result is presented to the manager side terminal device.

The invention of claim 11 relates to claims 1 to 10.
In any one of the inventions described above, the server device can access a knowledge database for accumulating information such as action records based on sales activities and collected knowledge as information, and the priority management item selected by the selecting means can be selected. Based on each associated data, the problem in the sales activity extracted by the manager and the measure instructed by the manager according to the extracted problem are accumulated in the knowledge database, and the accumulated The present invention is characterized by presenting the problems and countermeasures to the terminal device on the sales staff side.

According to a twelfth aspect of the present invention, in the eleventh aspect of the present invention, the server device automatically determines a problem in the sales activity based on each data associated with the priority management item selected by the selecting means. And the measures corresponding to the extracted problems are extracted from the knowledge database, and the extracted problems and measures are presented to the manager side terminal device or the sales person side terminal device. It is characterized by that.

The invention of claim 13 is the same as claim 11 or 1.
In the second aspect of the invention, the server device receives an input of a keyword related to a sales activity from the administrator side terminal device or the sales person side terminal device, and the information according to the received keyword is received. It is characterized in that it is extracted from the knowledge database, and the extracted information is listed and displayed as a list on the manager side terminal device or the sales person side terminal device.

According to a fourteenth aspect of the present invention, in the thirteenth aspect of the present invention, the knowledge database stores relevant information relating to a sales activity including at least information regarding a target customer and information regarding a sales promotion, and the server device is The related information according to the input keyword is provided to the manager side terminal device or the sales person side terminal device.

The invention of claim 15 relates to claims 1 to 14.
In any one of the inventions, the server device provides a predetermined input form for inputting sales activity information from a sales person and identification information of a group to which the sales person belongs to the sales person side terminal. The sales activity information is provided to the device, and the sales activity information is totaled for each group according to the identification information entered in the provided input form.

The invention of claim 16 is defined by claims 1 to 15.
In any one of the inventions, the sales activity management system is realized based on the function of the SFA system.

The invention of claim 17 is based on claims 1 to 16.
Is a program for causing a computer to execute the function as the sales activity management system described in any one of 1.

The invention of claim 18 is a computer-readable recording medium in which the program according to claim 17 is recorded.

[0023]

DESCRIPTION OF THE PREFERRED EMBODIMENTS FIG. 1 is a diagram for explaining a configuration example of a sales activity management system according to an embodiment of the present invention, in which 1 is a network and 10 is a sales activity management / management system.
A server device 11 for supporting, sales activity information D for registering sales activity information input by a sales person
B and 12 are knowledge DBs for accumulating information such as action records based on sales activities and collected knowledge (know-how, etc.), and 20 is a sales company. This sales company 20
It is composed of multiple groups consisting of departments and offices according to the work content. In this embodiment, the department 21
Has a plurality of branch offices including a branch office 22, a branch office 23, ..., 21a is a terminal device used by a department manager who supervises the department 21, and 22a is a manager who supervises the office 22 ( The terminal device 22b is used by a section manager or the like, and the terminal device 22b is used by a sales person who belongs to the department 22. Similarly, 2
Reference numeral 3a is a terminal device used by a manager (section manager, etc.) who controls the department 23, and reference numeral 23b is a terminal device used by a sales person who belongs to the department 23. Here, it is assumed that the department 24 has the same organizational structure as the department 21. In this embodiment, the organizational hierarchy is set to simplify the explanation.
The sales company 20 → departments 21, 24 → branches 22, 23 → sales person is assumed to be represented, but the present invention is not limited to the above-mentioned organizational structure, and has a sales department that conducts sales activities facing the customer It can be applied to all organizations such as companies.

In FIG. 1, the server device 10 includes a terminal device 21a on the manager (department manager) side and a terminal device 2 on the manager side.
2a, 23a and the sales person side terminal devices 22b, 23b are connected via the network 1, and further connected to a terminal device (not shown) used by the top of the sales company 20. Of course, a plurality of sales companies may use the server device 1
It can also take the form of being connected to 0. Further, the server device 10 includes a sales activity information DB 11 and a knowledge DB 12
To be accessible. In this embodiment, it is assumed that the sales activity information DB 11 and the knowledge DB 12 are installed at the same place as the server device 10. In addition, the manager in the present invention means a person who has a work authority equal to or higher than the department head of each department, or a person who is given a specific work authority, and a sales person is a manager of each department ( Section manager) may be included.

Here, the installation location of the server device 10 may be, for example, a sales company side, a head office side, or an external service provider side, and may be connected to each terminal device via the network 1. Good. In addition, as an embodiment of the sales activity management system, the server device 1
0 may physically include the sales activity information DB 11 and the knowledge DB 12, or may be physically separated by being connected via the network 1. Further, the form of the server device 10 may be a computer having a server function having a hierarchical structure such as a server for connecting to the network 1, a server for authenticating each user, and the function of each means described later. It suffices if a program for executing is stored. This program may include a GUI (Graphical User Interface) so that the user can easily operate each means.

Further, in the description of each embodiment of the present invention, the server device 10 is shown as one device, but its function may be distributed via various types of networks as described above. Further, although each terminal device is illustrated as a desktop personal computer, it may be a network-connectable mobile phone, mobile computer, or the like, as long as it has a form according to the usage form. In addition, when a plurality of terminal devices that can use the sales activity management system are installed in a company or the like, it is necessary to be network-connected by, for example, a LAN.

Further, the network 1 shown in FIG. 1 is not limited to wired or wireless, but may be the Internet connected by a dedicated line, a telephone line, or the like, or an intranet using the Internet technology. WAN (Wide Area Net) even when used
work) and MAN (Metropolitan Ar)
Not limited to ea Network), depending on the installation location of the server device 10, a LAN (Local Area N)
It may also take the form of an "work". Further, the network 1 needs to be enhanced in security by various methods such as use of a dedicated line, encryption of transmission data, and authentication of a user who uses each client device.

FIG. 2 is a diagram for explaining the details of each means included in the server device 10.
Input acceptance means 10a, registration means 10b, selection means 10
c, and the recognition means 10d. Server device 1
0 stores a program for executing the function of each of these means in an internal or external storage device.

Input accepting means 10 of the server device 10
The a accepts the input of the sales activity information related to the business negotiation item held by the sales person from the sales person side terminal devices 22b and 23b. The registration means 10b associates the sales activity information received by the input acceptance means 10a with a predetermined management target item for the sales activity and sells activity information DB.
Register at 11. The selection unit 10c selects a priority management item according to the duties of the manager of the sales person from the management target items registered by the registration unit 10b. The department manager of the department 21 can manage the sales activity based on the priority management items selected by each of the above means.

Further, the recognition means 1 included in the server device 10
0d includes identification information about the duties of the administrator and the group to which the administrator belongs, and recognizes the user ID assigned to each administrator in advance. When the user ID is input from the administrator side terminal device 21a, the recognizing means 10d recognizes the duties of the administrator based on the input user ID, and the selecting means 10c.
Selects, from the sales activity information DB 11, priority management items corresponding to the job recognized by the recognition means 10d, and the selected priority management items are assigned to the administrator side terminal device 21a for each group.
To present. Here, the selection unit 10c is a business negotiation maturity management item based on the business negotiation maturity set according to the progress of each business negotiation item held by the sales person, and an activity time corresponding to each business activity performed by the sales person. Activity management items based on
From the customer management items based on the priority set for the target customer, any one or more items are selected as the priority management items.

Here, the business talk maturity level refers to a level set according to the progress status of the business talk. In the present example, for example, the progress status of the business talk is "secure contact point" and "relation probability". By distinguishing into 9 steps, “Situation scrutiny”, “Interesting”, “Needs grasp”, “Issue extraction”, “Full-scale proposal”, “Elimination of purchase hindrance factor”, “Orders”,
Make it manageable. By setting the business negotiation maturity level according to the progress of the business negotiation by the sales person, the manager can intuitively grasp the progress status of the business negotiation. In addition, the input receiving means 10a of the server device 10 inputs one or a plurality of sales activity information corresponding to the progress status of the negotiation in each of the negotiation degree management item, the activity management item, and the customer management item, for each negotiation item. Manager side terminal devices 22a, 23a or sales person side terminal devices 22b, 2
Accept from 3b.

Here, the server device 10 displays a predetermined input form for inputting the sales activity information from the sales staff member and the identification information of the group to which the sales staff member belongs, on the sales staff member side terminal device 22b, 23b, and has a function of totaling the sales activity information in group units according to the identification information entered in the provided input form. As a result, the sales activity information aggregated for each group is presented to the manager in association with the business negotiation maturity management item, activity management item, and customer management item described above.

FIG. 3 is a diagram showing an example of the registration status of the sales activity information registered in the sales activity information DB 11, showing 3 in the figure.
0 is a registration status list, and the registration status list 30 is a sales company name 31, department / section name 32, sales staff number 33, and case registration 3
4, item description 35, estimate specification 36, activity registration 37. Here, the item registration 34 is an item indicating the total number of all the items that are ongoing in each department and the number of registered items according to the degree of maturity of business negotiations. The product description 35 is an item that represents a product specification creation rate, which is the ratio of the number of product specifications (product configurations) created for all cases, and this product specification creation rate can also be displayed according to the degree of maturity of a business negotiation. The quotation detail 36 is an item showing the quotation detail creation rate, which is the ratio of the number of cases where the quotation detail (quotation for the above product composition) for all cases is created, and the quotation detail creation rate can also be displayed according to the degree of business negotiation. Is. The activity registration 37 is defined as 1 in an arbitrarily determined period such as 5 days from January 28, 2002 to February 1, 2002.
This item indicates the activity registration time per day.This activity registration time is, for example, the time required for business activities related to business negotiations, the time required for activities outside business matters related to business negotiations, the time required for activities other than customer support, and the time required for movement It is also possible to divide and display according to the time spent, time spent on vacation, and the like.

FIG. 4 is a diagram showing an example of a screen display on which a sales company name and a brief explanation of selection of a totaling unit are displayed.
Is a sales company name display screen, and the sales company name display screen 40 has a sales company name display section 41 and an explanation column 42 for selecting a totaling unit. User ID entered by the administrator, entered user ID
Is recognized by the server device 10, its user ID
The sales company name corresponding to is displayed on the sales company name display section 41.
The administrator can select the counting unit in accordance with the explanation displayed in the explanation column 42 for selecting the counting unit.

FIG. 5 is a diagram showing an example of a screen display in which an example of the totalizing unit selecting section is displayed. In the figure, 50 is a totaling unit selecting screen, and the totaling unit selecting screen 50 is a report type 5
1, department selection section 52, section selection section 53, sales company unique classification 5
Have 4. This report type is: current month: display of each analysis result as of the aggregation date, history: the last 6 months of each analysis result by the cut as of the last business day with each month (however,
It can be selected from the display).
The department selection unit 52 and the department selection unit 53 can display the following items. When it is desired to confirm by the current month / department It is not necessary to select the department selecting unit 52 and the department selecting unit 53, and the analysis result of the comparison between all departments is unconditionally displayed. When it is desired to confirm by the current month / branch, select from the department selection unit 52, and the analysis result of the inter-branch comparison according to the selected department is displayed. When it is desired to confirm by history / department, the time series comparison data in the past 6 months (however, can be arbitrarily set) corresponding to the selected department is selected. If you want to check by history and section office Select both the section selection section 52 and the section selection section 53, and the past 6 months according to the selected section (however, it can be set arbitrarily)
The time series comparison data in is displayed.

The sales company's original classification 54 is a function for presetting a group originally classified by the sales company as an aggregation unit to be analyzed and displaying the analysis result according to the classification. By checking the checkbox inside, a plurality of pre-registered categories are displayed on the screen, and the administrator can confirm the analysis result by selecting from the displayed categories.

Here, the server device 10 has a business negotiation maturity plan for managing the number of business negotiation items for which the business negotiation maturity is set as described above, and the business negotiation steps up to receiving an order based on the business negotiation maturity. It has a function of totaling the set number of business negotiation cases for each group to which the sales staff member belongs, and presenting the totaled number of business negotiation cases to the manager-side terminal device 21a according to maturity level. Similarly, the activity time according to each business activity, the number of business activities for which the activity result according to the business activity is registered, is totaled for each group to which the sales person belongs,
The administrator side terminal device 21 is used for the total activity time by business activity.
It is possible to present the activity result registration rate based on the total number of the business activities to the manager side terminal device 21a for each business activity, in addition to presenting the result to a. In addition, the number of customers for which priority is set and the number of sales activity plans created for each customer based on that priority are totaled for each group to which the sales staff belongs, and priority is set based on the total number of customers. The rate can be presented to the administrator side terminal device 21a according to priority, and the total number of sales activity plans created can be presented to the administrator side terminal device according to priority.

FIG. 6 is a diagram showing an example of a list of each data that can be confirmed according to the process of each priority management item. In the figure, 60 is a registration data list, and the registration data list 60 is shown. Shows three types of priority management items in the horizontal row, namely business negotiation maturity management 61, activity management 62, and targeting / advancement scenario management 63, and processes in the vertical column as respective management target items: In64, Process65, O.
It is classified into three types of 3 × 3 tables of ut66. In the business talk maturity management 61, the number of registered business talks by start maturity, the number of plans created by start maturity in In64, the number of delayed business negotiations based on input from the manager, the number of stagnant business negotiations, and the input from the sales person in Process 65. Based on the start maturity based on the number of execution steps, the current month's forecast results and the ongoing project landing time, O
At ut66, the lead time by start maturity and the number of contracts by start maturity can be confirmed.

Further, in the activity management 62, the activity registration time by activity type, the activity result registration rate by activity type can be confirmed in In 64, and the business negotiation activity ratio and the business man-hours by business negotiation scale can be confirmed in Process 65. In the targeting / advancement scenario management 63, In 64, the customer activity priority setting rate, the number of customer engagement scenarios created, and Pro
In the process 65, the activity man-hours for each priority can be confirmed. In this way, the administrator can confirm the 15 pieces of data according to the priority management items shown in FIG. 6 by department or by section.

FIG. 7 is a diagram showing an example of a data selection screen displayed when the administrator selects each data of the registered data list 60 shown in FIG. 6, and 70 is a data selection screen. The administrator displays this data selection screen 70, and the number of registered business negotiations by start maturity level, the number of plans created by start maturity level, the number of planned late business negotiations, and the stagnant business relationship in the business negotiation maturity level management 61 shown in FIG. 6 described above. Number of items, number of steps executed by start maturity, number of steps performed in the current month, landing time of ongoing projects, lead time by start maturity, number of contracts by start maturity, selected by department and division You can confirm by doing. At this time, in each box, for example, in In64,
As in “Targeting the maturity management of non-business negotiation customer activities”, the description and the navigation by → are displayed, and the administrator can confirm the progress of sales activities while referring to these. it can.

Also, in the activity management 62, the manager similarly obtains four pieces of data of the activity registration time by activity type, the activity result registration rate by activity type, the negotiation activity ratio, and the activity man-hours by negotiation scale, respectively. It can be confirmed by selecting by department or department. Also in the targeting / advance scenario management 63, the same can be confirmed by selecting three data, that is, the customer activity priority setting rate, the number of customer attack scenario creations, and the activity man-hours according to priority, by department or department. can do. Note that the setting of the priority management items as described above is not limited to these. For example, each manager appropriately sets the items that the manager wants to focus on and manages the sales activities according to the items. Customization such as displaying related data is possible.

Further, the server device 10 receives, as sales activity information, input of sales data including at least sales results and sales prospects of each sales person in a predetermined period from the sales person side terminal devices 22b and 23b, and inputs them. The registered sales data is registered in the sales activity information DB 11 in association with the business negotiation maturity management 61, the registered sales data is aggregated for each group to which the sales person belongs, and the sales management information based on the aggregated sales data is grouped. It has a function of presenting to the administrator side terminal device 21a in units. Here, the sales management information is a budget achievement rate of the sales data with respect to a budget corresponding to the sales data, and the sales data is for each one or a plurality of items of the entire group to which the sales data belongs, the sales form of the product, and the delivery form of the product. Sales forecast by group
The administrator-side terminal device 21a is classified into a list consisting of actual results and a breakdown by product group in which sales data is collected by product group.
Be presented to.

FIG. 8 is a diagram showing an example of a screen on which the list of the current month's forecast results (sales management information) shown in FIG. 7 is displayed. In the figure, reference numeral 80 is a sales forecast notification, which is the sales forecast. In the quick report (sales / profit margin achievement rate) 80, a quick news report is displayed according to the organizational hierarchy such as a department or a department that the administrator wants to confirm. First, in the gross sales advancement rate 81, the salesperson inputs the budget to automatically calculate the advancement rate, and the calculation result is displayed as a list. In the sales forecast / result management 82, the sales forecast and the actual results are calculated according to the three categories of total, sales form, and delivery form.
Each total is displayed as a list. In the product group breakdown 83, sales prospects and actual results are displayed as a list of actual values, accumulated values, and totals for each product group. This actual value is counted for products for which sales are recorded in the current month, or sales are planned to be in the current month and the project status is orders received or sold. The roll-up value is counted for products whose planned sales date is the current month, the status of the project is continuing, and the roll-up flag is checked. The item of money is the item description 35 shown in FIG.
Since the expected sales amount and the gross profit registered in are aggregated, only the products registered in the product description 35 are to be aggregated.

Further, the server device 10 has a selection means 10c.
If the sales activity information associated with the priority management item selected by does not meet the predetermined conditions for the sales activity information, the sales activity information is determined as abnormal information and an alert is issued according to the result of the determination. It has a function of presenting information to the administrator side terminal device 21a. this is,
For example, the expected sales amount is not set even though the business negotiation maturity is high (for example, the business negotiation maturity is 7 or higher), or there are many ongoing business negotiations even though the planned sales date has passed. It is possible to judge as abnormal information by pre-conditioning the contents such as there are many business negotiations that are lost or pending despite high order accuracy, and there are departments that seem to be difficult to achieve the budget for this month. When it is determined that it is information, for example, a warning message can be displayed on the screen of the administrator side terminal device 21a or a warning can be given to the administrator by sound such as voice.

Further, the server device 10 has a selection means 10c.
Based on each data associated with the priority management item selected by, the knowledge DB 12 shows the problems in the sales activity extracted by the administrator and the measures instructed by the administrator in accordance with the extracted problems. With the accumulation
The sales staff side terminal device 22
It has a function of presenting to b and 23b. In this way, the information input by the administrator is accumulated in the knowledge DB 12, so that the server device 10 selects the selection unit 10c.
Based on each data associated with the priority management item selected by, the problem in the sales activity is automatically extracted, the measure corresponding to the extracted problem is extracted from the knowledge DB 12, and the extracted problem and measure It is also possible to present and to the manager side terminal device 21a or the sales person side terminal devices 22b and 23b.

Now, knowledge management using the knowledge DB 12 will be described below. This knowledge management is a creative work by discovering the wisdom, knowledge, and experiences (called tacit knowledge) that individuals such as employees have in isolation, and making them information that can be shared within the company (formal knowledge). This refers to activities that lead to Conventionally, various computer systems have been created by considering information utilization utilizing IT as a source of corporate competitiveness.
By systematization, routine work in the business process has been greatly streamlined and made more efficient. On the other hand, those who have the know-how and experience that each individual needs to carry out work on-site are not within the scope of IT, and that part becomes a bottleneck for improving work process efficiency. It was Therefore,
Even with respect to the personal knowledge part, there is a movement to manage and utilize IT as a tool to make it a shared property within a company.

To this end, first, it is necessary to make sure that the knowledge and wisdom that exists only in the heads of employees or is written down in a notebook is open to the whole company. This is the collection of knowledge (knowledge / wisdom). Next, it is important to clarify what knowledge is necessary for the company, select it so that it can be used easily, and accumulate it. In some cases, there is a dedicated team responsible for assessing and selecting information in order to collect only really useful knowledge and at the same time maintain the freshness of the knowledge. Finally, knowledge that has been evaluated and selected must be widely distributed within the company through an information network. It is also necessary to have a mechanism to feed back the results of utilizing the accumulated knowledge to the company again through the information network.

By managing the series of cycles as described above through the system and the organization, it is possible to expect the accumulation and utilization of knowledge that is useful for management decisions. In order to share this knowledge, the knowledge DB 12 accumulates and manages the knowledge. The knowledge DB 12 is a system for accumulating knowledge by digitizing it instead of the conventional DB. The conventional DB is structured and storing data, whereas the knowledge DB 12 is managed by business or business. Information that is not structured, such as information collected from business flows and information obtained from the web, etc., is the main focus.

For example, in the sales department, in addition to the above-mentioned SFA, CTI (computer telephone integration), CRM (Cu
stormer Relationship Manag
The effect of introducing knowledge management is high in each field such as "element". In addition to simply statistically processing customer sales information and sales information, the customer's preferences and trends are analyzed to provide appropriate sales support. In addition, it will be possible to improve sales efficiency by utilizing various knowledge such as how other sales people work and how customers evaluate products.

Here, the server device 10 includes the manager side terminal device 21a or the sales person side terminal devices 22b and 23b.
Has a function of receiving an input of a keyword related to a sales activity from, extracting information corresponding to the input keyword from the knowledge DB 12, listing the extracted information, and displaying a list for each terminal device. This knowledge DB 12 contains information about target customers,
Relevant information relating to sales activities including at least information relating to sales promotion is accumulated in advance, and the server device 10 extracts relevant information corresponding to the keyword from the knowledge DB 12. For example, when the manager or the sales person inputs the keyword "environment", the information about the customer related to the "environment" and the information about the sales promotion are provided in Knowledge D.
It can be obtained from B12, and based on this information, it becomes possible to make a wide range of proposals to customers in sales activities.

FIG. 9 is a flow chart for explaining an example of a sales activity management method to which the present invention is applied. First, the server device 10 provides a salesperson with an input form for inputting sales activity information (step S).
1) The salesperson inputs sales activity information according to the input form provided by the server device 10 (step S2). The server device 10 registers the input sales activity information in the sales activity information DB 11 (step S3), and totals by group based on the registered sales activity information (step S4). Next, the administrator inputs the user ID to which the information for identifying his / her job and the group to which he / she belongs is input in advance (step S5). Server device 10
Authenticates the entered user ID (step S6),
It is determined whether or not the user ID has been authenticated (step S7), and if the user ID has been authenticated (YES), the priority management item corresponding to the authenticated job is extracted to the manager. It is provided (step S8). If the user ID is not authenticated (NO in step S7), the process returns to step S5 and the user ID is input again.

Based on the priority management items provided from the server device 10, the administrator displays and refers to each data for each department or section where the progress status of the sales activity is desired to be confirmed (step S9). Further, the administrator extracts a problem point based on each data referred to, makes a plan according to the extracted problem point, and the server device 10 accumulates the problem point and the measure as information in the knowledge DB 12 (step S
10). The person in charge of sales acquires the problems and countermeasures accumulated in the knowledge DB 12 and reflects them in sales activities (step S11). Here, the server device 10 has the knowledge D.
By accumulating information in B12, it is also possible to automatically extract a problem from each data of the priority management items and obtain a countermeasure corresponding to the problem from the knowledge DB 12.

Although the functions in each embodiment of the sales activity management system of the present invention have been mainly described above, the present invention can also be embodied as a sales activity management method as described as a method. Is. Further, like the sales activity management system having each of these functions, it may be in the form of a program for causing a computer to function as the sales activity management system, or in the form of a computer-readable recording medium recording the program. Is.

An embodiment of a recording medium storing a program and data for realizing the function of sales activity management according to the present invention will be described. As the recording medium, specifically, a CD
-ROM, magneto-optical disk, DVD-ROM, floppy (registered trademark) disk, flash memory, memory card, memory stick, and other various ROMs and RAs
M or the like can be assumed, and the computer is made to execute the functions of the system of each of the embodiments of the present invention described above.
By recording and distributing a program for realizing the function of sales activity management, the function can be easily realized. Then, the recording medium as described above is attached to an information processing device such as a computer and the program is read by the information processing device, or the program is stored in a storage medium included in the information processing device, and as necessary. By reading it, the sales activity management function according to the present invention can be executed.

[0055]

According to the present invention, when a manager of a department or more in each department of a company or the like refers to the sales activity status of each department, he or she can easily extract the priority management items in which the items to be viewed are narrowed down. In addition to being able to obtain information on sales activities in a timely manner.

[Brief description of drawings]

FIG. 1 is a diagram for explaining a configuration example of a sales activity management system that is an embodiment of the present invention.

FIG. 2 is a diagram for explaining details of each means included in the server device.

FIG. 3 is a diagram showing an example of a registration status of sales activity information registered in a sales activity information DB.

FIG. 4 is a diagram showing an example of a screen display on which a brief description of a sales company name and selection of a counting unit is displayed.

FIG. 5 is a diagram showing a screen display example in which an example of a tallying unit selection unit is displayed.

FIG. 6 is a diagram showing an example of a list of each data that can be confirmed according to the process of each priority management item.

7 is a diagram showing an example of a data selection screen displayed when an administrator selects each data in the list 60 shown in FIG.

FIG. 8 is a diagram showing an example of a screen on which a list regarding the current month forecast results (sales management information) shown in FIG. 7 is displayed.

FIG. 9 is a flowchart illustrating an example of a sales activity management method to which the present invention is applied.

[Explanation of symbols]

1 ... Network, 10 ... Server device, 10a ... Input receiving means, 10b ... Registration means, 10c ... Selection means, 10d
... Recognition means, 11 ... Sales activity information DB, 12 ... Knowledge DB, 20 ... Sales company 21, 24 ... Department, 22, 23
... Branch, 21a ... Administrator side terminal devices, 22a, 23a ...
Manager side terminal device, 22b, 23b ... Sales person side terminal device, 30 ... Registration status list, 31 ... Sales company name, 32
… Department and department name, 33… Number of sales staff, 34… Item registration, 3
5 ... Product details, 36 ... Quotation details, 37 ... Activity registration, 4
0 ... Distributor name display screen, 41 ... Distributor name display section, 42 ... Summary unit selection explanation field, 50 ... Aggregation unit selection screen, 51 ... Report type, 52 ... Department selection section, 53 ... Office selection section,
54 ... Sales company original classification, 60 ... Registration data list, 61 ...
Business negotiation maturity management, 62 ... Activity management, 63 ... Targeting / Strategy scenario management, 64 ... In, 65 ... Proces
s, 66 ... Out, 70 ... Data selection screen, 80 ... Sales forecast notification, 81 ... Sales forecast rate, 82 ... Sales forecast / actual management, 83 ... Breakdown by product group.

Continued front page    (72) Inventor Masao Koide             1-3-3 Nakamagome, Ota-ku, Tokyo Stocks             Company Ricoh

Claims (18)

[Claims] 1. A sales person's terminal device used by a sales person and a server device for managing the sales activity based on information about the sales activity input by the sales person, via a network. In the connected sales activity management system, the server device can access the sales activity information database for registering the sales activity information, and the sales staff inputs the sales activity information related to the business negotiation item. The input acceptance means accepted from the person side terminal device, and the sales activity information accepting the input,
Registration means for registering in the sales activity information database in association with a predetermined management target item for the sales activity,
And a selection unit for selecting a priority management item from the registered management target items according to the duties of the manager of the sales person, and managing sales activities based on the priority management item selected by the selection unit. A sales activity management system characterized by being able to do it. 2. The sales activity management system according to claim 1, wherein the server device is connected via a network to an administrator side terminal device used by an administrator of a sales person, and the duties and affiliations of the administrator. There is a recognition means for recognizing a user ID assigned in advance to each administrator, which includes identification information about the group, and the recognition means receives the input when the user ID is input from the administrator side terminal device. The manager recognizes the job of the manager based on the user ID, and the selection unit selects the priority management item corresponding to the job recognized by the recognition unit from the sales activity information database and assigns the selected priority management item. A sales activity management system characterized by presenting to the manager side terminal device for each group. 3. The sales activity management system according to claim 1 or 2, wherein the selection means manages a business negotiation maturity level based on a business negotiation maturity level set in accordance with a progress status of each business negotiation item held by a sales staff member. Select one or more of the items, activity management items based on the activity time according to each business activity performed by the sales person, and customer management items based on the priority set for the target customer. A sales activity management system characterized by being selected as a priority management item. 4. The sales activity management system according to claim 3, wherein the input accepting means responds to the progress status of the business negotiation in the business negotiation maturity management item, the activity management item, or the customer management item, respectively. A sales activity management system, wherein input of a plurality of sales activity information is accepted from the sales person side terminal device for each business negotiation case. 5. The sales activity management system according to claim 3 or 4, wherein the server device receives an order based on the number of business negotiation items for which the business negotiation maturity is set and / or based on the business negotiation maturity. The number of business negotiation items for which a business negotiation maturity plan for managing the business negotiation step is set for each group to which the sales staff member belongs, and the total number of the total business negotiation items is classified by the manager side terminal device. Sales activity management system characterized by being presented to 6. The sales activity management system according to claim 3 or 4, wherein the server device is a business in which an activity time corresponding to each of the business activities and / or an activity result corresponding to the business activity is registered. The number of activities is aggregated for each group to which the sales person belongs, and the aggregated activity time is presented to the manager side terminal device for each business activity, and the activity result registration rate based on the aggregated number of business activities Is presented to the manager side terminal device for each business activity. 7. The sales activity management system according to claim 3 or 4, wherein the server device is a sales activity according to each customer based on the number of customers to which the priority is set and / or the priority. The number of plans created is totaled for each group to which the sales staff belongs, and the priority setting rate based on the total number of customers is presented to the manager side terminal device by priority, and the total sales activity plan is calculated. The sales activity management system for presenting the number of created items to the terminal device on the manager side by priority. 8. The sales activity management system according to claim 1, wherein the server device uses, as the sales activity information, sales results and / or sales prospects of sales persons in a predetermined period. Is input from the sales person side terminal device, the sales data that has received the input is registered in the sales activity information database in association with the business negotiation maturity management item, and the registered sales A sales activity management system characterized by totaling data for each group to which a sales person belongs and presenting sales management information based on the totaled sales data to the manager side terminal device in group units. 9. The sales activity management system according to claim 8, wherein the server device stores the budget achievement rate data of the sales data with respect to the budget corresponding to the sales data and the sales data for the entire group to which the sales data belongs. Any one of sales forecast / actual data by group, which is aggregated for each one or a plurality of items by sales form and product delivery form, and breakdown data by product group, in which the sales data is aggregated by product group A sales activity management system characterized by presenting one or a plurality of the sales management information to the manager side terminal device. 10. The sales activity management system according to claim 1, wherein in the server device, sales activity information associated with the priority management item selected by the selection unit is added to the sales activity information. When the predetermined condition is not satisfied, the sales activity information is determined as abnormal information, and alert information according to the result of the determination is presented to the manager side terminal device, which is a sales activity management system. . 11. The sales activity management system according to any one of claims 1 to 10, wherein the server device is a knowledge database for accumulating, as information, action records based on sales activities and collected knowledge. Based on each data that is made accessible and is associated with the priority management item selected by the selecting means, a problem in the sales activity extracted by the manager and an instruction from the manager according to the extracted problem A sales activity management system characterized by accumulating the measures to be taken in the knowledge database and presenting the accumulated problems and measures to the terminal device on the sales staff side. 12. The sales activity management system according to claim 11, wherein the server device automatically determines a problem in the sales activity based on each data associated with the priority management item selected by the selection means. And the measures corresponding to the extracted problems are extracted from the knowledge database, and the extracted problems and measures are presented to the manager side terminal device or the sales person side terminal device. A sales activity management system characterized by that. 13. The sales activity management system according to claim 11, wherein the server device receives an input of a keyword related to sales activities from the administrator side terminal device or the sales person side terminal device. Then, information corresponding to the keyword for which the input is accepted is extracted from the knowledge database, and the extracted information is listed and displayed as a list on the manager side terminal device or the sales person side terminal device. A sales activity management system characterized by the above. 14. The sales activity management system according to claim 13, wherein the knowledge database accumulates related information related to sales activities including at least information about target customers and information about sales promotion, and the server device is A sales activity management system, which provides relevant information according to the input keyword to the manager side terminal device or the sales person side terminal device. 15. The sales activity management system according to claim 1, wherein the server device stores sales activity information from a sales staff member and identification information of a group to which the sales staff member belongs. A sales characterized in that a predetermined input form for input is provided to the salesperson side terminal device, and the sales activity information is totaled in group units according to the identification information input in the provided input form. Activity management system. 16. The sales activity management system according to any one of claims 1 to 15, wherein the sales activity management system is realized based on the function of the SFA system. . 17. A program for causing a computer to execute the function as the sales activity management system according to any one of claims 1 to 16. 18. A computer-readable recording medium in which the program according to claim 17 is recorded.