JP2003288467A - Sales activity support system and sales activity support method - Google Patents

Abstract

<P>PROBLEM TO BE SOLVED: To provide a system and a method for supporting the preparation of a sales schedule for which the priority of a counter is clearly recognized and supporting the development of rational sales activity. <P>SOLUTION: An effect (called appropriately as 'expected-effect' hereafter) in executing the sales activity is calculated by an effect calculation part 101 for the counter selected by a counter selection part 100. The expected-effect is stored in a counter information DB 102. A schedule management part 103 acquires the calculated expected-effect from the counter information DB 102 and displays it through a display part 105. The user of this system inputs a required parameter for planning the sales schedule while referring to the displayed expected-effect. The parameter is received by an input reception part 106 and the schedule management part 103 prepares the sales schedule on the basis of the inputted parameter. After the schedule is prepared, a sales result after the lapse of prescribed time is inputted through the input reception part 106. A result management part 104 displays the inputted sales result through the display part 105. <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 business activity support system and a business activity support method.

[0002]

2. Description of the Related Art In the past, business activities of a company depended largely on the "selling" skill of each sales person, and there was a strong tendency to view that experience and effort were the basis of sales. However, with the development of communication networks in recent years, the way of sales has changed drastically, and there has been an active movement to greatly improve the efficiency of sales operations by making full use of information technology. SF as a system created for this purpose
There is A (Sales Force Automation). SFA is based on the idea of using information technology to support the work of the sales department, improve productivity and improve customer satisfaction, customer information, contact history with customers, progress information on business negotiations, It refers to a system that centrally manages sales materials and the action schedule of sales personnel. By using SFA,
Information such as product information, customer information, and production information can be shared by sales personnel, which can improve the sales process and maximize the profit with the minimum resources.

In recent years, attempts have been made to introduce the concept of SFA or the like and shift from the conventional experience-oriented sales to scientific sales using information technology.

As described above, the system for planning and managing sales activities is being modernized by incorporating information technology, but when it comes to the contents of sales activities and sales measures, they are still conventional. There are many cases where the business activities are limited to. Traditionally, the basic style of sales activities has emphasized sales volume, and sales measures have been adopted from the perspective of how to improve sales. However, in sales activities based on this policy, there were cases where sales representatives were so enthusiastic about their activities that they asked dealers to pick up excess products. In these cases,
In some cases, it was difficult to achieve good sales results while maintaining a good relationship between the sales person and the store. In addition, there is a problem that it is difficult to make an objective evaluation when evaluating the sales staff's performance. In other words, if the previous sales person has already sold more products to the store than the dealer needed, the succeeding sales person, for the time being,
Furthermore, it becomes difficult to sell the product. In this way, the business performance is affected not only by the labor of the sales staff but also by various factors such as the history so far.
The evaluation becomes difficult.

From the above, it is desired that not only the system for managing the sales activities but also the contents of the sales activities be more rational. Specifically, from quantitative activities that emphasize sales volume,
It is desirable to switch to qualitative activities that focus on. As a result, it is possible to eliminate the above-mentioned adverse effects of the sales volume-oriented sales activities, and it is possible to reliably improve the sales results while maintaining a good relationship between the sales person in charge and the sales floor. Further, it becomes possible to objectively grasp the results of the sales staff.

[0006]

[Problems to be Solved by the Invention] When trying to carry out sales activities from such a qualitative viewpoint, basically,
The focus of the activity is individual sales promotion in consideration of the circumstances of each sales floor. This is because there are various business formats for selling products to customers, and in order to create rational sales policies, it is necessary to give due consideration to the characteristics of these business formats.

On the other hand, in order to reasonably practice management of sales activities using information technology, it is important to practice management from a macro perspective on a nationwide scale in consideration of the overall market environment. .

Therefore, in order to rationally manage and plan the qualitative sales activities, the qualitative sales activities reflecting the sales floor circumstances should be incorporated in a suitable form for grasping the schedule from a macro perspective. Is required. In order to develop sales activities efficiently, it is necessary to select sales floors where sales activities are focused on. When selecting a sales floor based on a qualitative approach in making this selection, sales floors that have not received attention in the past may be highlighted.
However, there are many cases where sales activities have not been carried out so far in such sales floors, and information based on experience such as how much sales activities increase and sales increase is not accumulated. For this reason, it becomes difficult to judge the importance of the sales floor, which is necessary for preparing the business plan, and it becomes difficult to grasp which sales floor and how much cost and labor should be allocated to each sales floor. For sales floors selected from a qualitative perspective, including these sales floors, it is necessary to estimate the effects of conducting sales activities, and further, what approach steps should be taken to realize the estimated effects. How to materialize is an important technical issue.

The present invention has been made to solve the above problems, and provides a system and method for supporting the creation of a business plan in which the priority of a sales floor is clearly understood and for supporting the reasonable development of sales activities. The purpose is to provide.

[0010]

[Means for Solving the Problems] The present invention is to solve the above problems and presents to the user the effect expected to be obtained when a business activity is carried out to assist in the preparation of a business plan. It is a thing.

According to the present invention, the display means for displaying the effect of the sales activity expected to be obtained when the sales activity is performed on the sales floor and the input items for preparing the sales plan, There is provided a business activity support system comprising: an input receiving means for receiving data input to an input item; and a plan creating means for creating a business plan based on the input data.

According to the present invention, the user of the system can prepare a sales plan in consideration of the expected effects of sales activities, and thus supports the preparation of a sales plan in which the priority of the sales floor is clearly understood. And can practice rational sales activities.

In the business activity support system of the present invention,
The display means may be configured to simultaneously display the effect of the business activity and the input item. With such a configuration, the system user can make an input to create a sales plan while observing the expected effects of sales activities, and objectively grasp the sales floor situation accurately. Planning can be done quickly.

In the sales activity support system of the present invention,
It may be configured to further include table creating means for classifying the sales floors by the area in charge of the sales person and creating a table for simultaneously displaying the sales plan of the sales floors, and table output means for outputting the table. it can. By doing so, the salesperson can review the sales activities and improve efficiency while considering the situation of the entire area in which he is in charge. For example, if there are many sales floors with high expected effects, review the number of target sales floors, and if there are multiple sales floors with the same business activity content, take the same measures, such as collectively improving efficiency for each period. It will be possible.
For example, it is efficient to carry out sales activities such as campaigns for a plurality of sales floors at the same time. By doing so, it is possible to significantly reduce the labor of the sales activity and also to effectively reduce the cost.

In the business activity support system of the present invention,
An effect calculation means for calculating the effect of the sales activity in consideration of the business conditions of the sales floor may be further provided, and the calculated effect may be displayed via the display means. With such a configuration, the input of the business plan becomes even more objective and simple. Here, the effect calculating means is configured to classify the sales floors into a plurality of groups in consideration of the sales floor situation, the sales method or the product form, and calculate the effects using a standard unique to the group to which the sales floors belong. You can By doing so, it is possible to calculate the effect by accurately grasping the individual circumstances of the sales floor. In a system employing such a configuration, the plan creating means calculates at least a part of the input items according to the calculated effect, and the display means adds the effect and the input item, The calculation result can be displayed. With such a configuration, the input of the business plan becomes even more objective and simple.

In the sales activity support system of the present invention, the input receiving means receives the input of the effect,
The planning means calculates at least a part of the input items according to the effect, and the display means displays the input effect and the calculation result of the input item in addition to the input item. You can With such a configuration, the input of the business plan becomes even more objective and simple.

In the business activity support system of the present invention,
The input accepting unit may accept an input of the business record, and the display unit may display the input business record. With such a configuration, the progress status can be grasped quickly and accurately together with the sales plan.
It is possible to develop more rational sales activities.

According to the present invention, there is provided a method for supporting a business activity by a computer system having a display means, an input acceptance means and an information processing means, which is expected to be obtained when the business activity is carried out in a sales floor. Displaying the effect of the sales activity to be performed and an input item for creating a business plan on the display means; receiving data input to the input item via the input receiving means; The information processing means includes a step of creating a business plan based on the input data, and a business activity support method is provided.

According to the present invention, the user of the system can prepare a sales plan in consideration of the expected effects of sales activities, and thus supports the preparation of a sales plan which clearly grasps the priority of the sales floor. And can practice rational sales activities.

In the business activity support method of the present invention, the effect of the business activity and the input item can be simultaneously displayed. With such a configuration, the system user can make an input to create a sales plan while observing the expected effects of sales activities, and objectively grasp the sales floor situation accurately. Planning can be done quickly.

In the sales activity support method of the present invention, the steps further include the steps of classifying the sales floors by the area in charge of the sales staff, creating a table for simultaneously displaying the sales plan of the sales floors, and outputting the table. Can be By doing so, the salesperson can review the sales activities and improve efficiency while considering the situation of the entire area in which he is in charge. For example, if there are many sales floors with high expected effects, review the number of target sales floors, and if there are multiple sales floors with the same business activity content, take the same measures, such as collectively improving efficiency for each period. It will be possible. For example, it is efficient to carry out sales activities such as campaigns for a plurality of sales floors at the same time. By doing so, it is possible to significantly reduce the labor of the sales activity and also to effectively reduce the cost.

In the business activity support method of the present invention, the information processing means may further include a step of calculating the effect of the business activity in consideration of the business conditions of the sales floor, and after the step,
The step of displaying the effect and the input item may be performed. With such a configuration, the input of the business plan becomes even more objective and simple. In this business activity support method, the step of calculating the effect of the business activity is to classify the sales floors into a plurality of groups in consideration of the sales floor situation, the sales method or the product form, and use the standard specific to the group to which the sales floors belong. The configuration may include a step of calculating an effect. By doing this,
It is possible to calculate the effect by accurately understanding the individual circumstances of the sales floor. In the sales activity support method having such a configuration, the information processing means further includes a step of calculating at least a part of the input item according to the calculated effect, and after the step, the effect and the input. In addition to the item, the step of displaying the calculation result of the input item may be executed. With this configuration,
Entering a business plan will be even more objective and easy.

In the business activity support method of the present invention, the input receiving means further receives an input of the effect, and the information processing means further calculates at least a part of the input item according to the effect, After the step, the step of displaying the calculation result of the input item in addition to the effect and the input item may be configured. With such a configuration, the input of the business plan becomes even more objective and simple.

In the business activity support method of the present invention, the input receiving means further includes a step of receiving the input of the business record, and the step of displaying the effect and the input item displays the business record at the same time. It can be configured. With such a configuration, the progress status can be grasped promptly and accurately together with the business plan, so that it becomes possible to develop more rational business activities.

The "sales floor" in the present invention means a place where a product is sold, and it means a store such as a convenience store or a mass retailer, or an area where a vending machine is arranged. In the case of a vending machine section, one or more vending machines are arranged in one section.

The “commodity” in the present invention includes various forms of merchandise. Further, the present invention is not limited to the form of goods, and includes services and information.

[0027]

BEST MODE FOR CARRYING OUT THE INVENTION Embodiments of the present invention will be described below by taking tobacco sales as an example. It should be noted that the term "brand" is used in the following description as appropriate because "brand" corresponds to "product" in tobacco sales.

[First Embodiment] FIG. 1 is a schematic configuration diagram of a business activity support system according to the present embodiment. In this system, the effect (hereinafter, appropriately referred to as “expected effect”) when the sales activity selected by the sales area selection unit 100 is used by the effect calculation unit 101 is calculated. This expected effect is stored in the sales floor information DB 102.

The plan management unit 103 acquires the calculated expected effect from the sales floor information DB 102, and displays it on the display unit 10.
Display via 5. The user of this system inputs the necessary parameters for formulating a business plan while referring to the displayed expected effect.

This parameter is accepted by the input acceptance unit 106. The plan management unit 103 creates a business plan based on the input parameters. In the present embodiment, the business plan includes both approach steps, that is, both the time schedule of each stage of the business plan and the expense plan.

After the plan is created, the business performance is input via the input receiving unit 106 after a predetermined time has elapsed. The performance management unit 104 displays the input business performance via the display unit 105.

Further, the result management unit 104 has a function of creating a table (form) as shown in FIGS. 12, 13 and 14 as described later. These tables are provided to the user via an output unit (printer or the like) not shown.

FIG. 18 shows the sales activity support system 40.
1 shows the configuration of the entire network including 1. The sales activity support system 401 is connected to a plurality of client terminals 402 via a network 403, and each terminal can operate the sales activity support system 401.

FIG. 2 is a flowchart showing a process of a sales activity support method using the sales activity support system shown in FIG. First, a sales floor (priority activity sales floor) in which sales activities are to be implemented with priority is selected (S101). Next, the expected effect of the sales activity on those sales floors is calculated (S102). A business plan is created in consideration of this expected effect (S103). The created business plan is updated appropriately (S104). After the plan is executed, the sales record is input (S105). The details of this process are described below.

[Selection of sales floor]

Prior to calculating the expected effect of sales activities,
First, select the sales floor that is the target of sales activities. Since it is necessary to select the sales floor appropriately according to the business format of the sales floor,
It is desirable to classify the sales floors into multiple groups according to the business category and then select the sales floors using the criteria specific to the business category.

Various methods can be adopted as the method of classifying the sales floor, and for example, the methods can be classified into a plurality of groups including the following groups. (i) Sales floor where products are sold by vending machines At sales floors in this type of business, it is effective to develop sales promotion activities from the viewpoint of how to increase the share of own brand columns in vending machines.

(Ii) A product sample is placed beside the cashier in the sales floor, and the sales floor is in a business category in which the product is sold through the product sample. It is effective to develop sales promotion activities from the perspective of how to secure them.

(Iii) Self-selling area For example, at the mass-selling point, in a predetermined product arranging space, 5 cigarettes and 10 cigarettes are packaged as a unit of packaging, and the customer himself or herself holds it at the checkout place. Iki refers to a sales floor where payment is made. For such a sales floor, an approach different from the sales floors of (i) and (ii) described above is required. In the sales floors of (i) and (ii), the products themselves are not placed in the sales floor space. On the other hand, in the self-sale section, the product itself occupies a predetermined space in the section. In the sales floors of this type of business, "making a sales floor"
From the point of view of sales promotion, it is effective to take measures to secure a stable number of customers for own products by bulk selling rather than increasing the number of customers who purchase their products.

As for the sales floors thus classified into a plurality of groups, sales floor candidates are selected according to a standard unique to each group.

Regarding the sales floor of (i), the sales floor is selected as follows. First, for each sales floor, (i) the total number of brand types handled in the sales floor, and (ii) sales results are grasped. Then, the sales floor is classified based on these two criteria. Specifically, the sales floors where the total number of brand types is below the standard value and the sales scale is above the standard value are selected as the sales floor candidates that focus on sales activities.

Although the sales floor candidates selected as described above can be used as they are, in the present embodiment, the sales floor candidates are further narrowed down in consideration of the own brand occupancy rate in the sales floor. First, the market share rankings of the own-brand and other-brand brands in the nationwide market are acquired, and based on this, the standard number of own-brand issues in the sales floor is calculated. The standard number of own-issues refers to the number considered to be standard as the number of own-issues placed in the sales floor when the occupancy ranking in the nationwide market and the total number of types of issues handled in the sales floor are taken into consideration. For example, the total number of stock types handled in the sales floor is 3
If it is 0, the top 30 stocks in the national market share rank are listed and the number of own stocks included in them is calculated. If this number is 20, for example, the standard number of company-owned issues is “20”. Here, the standard in-house occupancy rate is a value obtained by dividing the number of standard in-house issues obtained as described above by the total number of types of issues handled in the sales floor, and “20” is set to “3”.
The value 0.667 (66.7%) divided by "0" is the standard in-house occupancy rate.

On the other hand, the current company occupancy rate in the sales floor is acquired from a predetermined database. Next, compare the number of standard in-house issues and the actual number of in-house issues for each sales floor,
"Win or lose" is determined from the relationship between the two. That is, a standard value is set based on the number of standard company brands, and "win or lose" is determined based on the magnitude relationship between the standard value and the actual number of company brands. "Winning or losing" means that the actual number of stocks (real number of own stocks) is superior (winning) or inferior (losing) with respect to the number of stocks (standard own stocks) considered appropriate from the market share. This is the result of the judgment. The sales floor candidates are narrowed down in consideration of the result of this win / loss determination. As a result, it is made clear to which sales floor and in what priority order the sales activities are conducted. Specifically, as mentioned above, (i) the total number of stock types handled in the sales floor, and (ii)
After selecting sales floors in consideration of sales results, select the sales floors that have been determined to be “losing” in the winning / losing judgment as priority activity sales floors.

As for the sales floor of (ii) above (the sales floor where the product sample is placed), the sales floor is selected by the same method as in (i).

Regarding the sales floor (self sales floor, etc.) in (iii) above, sales promotion should be carried out from the viewpoint of "creating a sales floor". It is effective to take measures to secure a stable number of customers. Therefore,
Among the sales floors of (iii), only those sales floors with a certain sales scale are eligible, and from this perspective, it is required to meet a certain sales price as a parameter, and sales floors above a certain amount Is selected as a sales floor where sales activities are focused on.

(Calculation of expected effect)

As described above, after selecting the sales floor for the activity, the sales promotion effect (expected effect) expected to be obtained when the sales activity is carried out to the sales floor is calculated.
FIG. 3 is a flowchart showing a procedure for calculating an expected effect for each sales floor targeted for activity. First, after selecting the target sales floor as described above (S201), information on the sales floor is acquired from a predetermined database (S).
202). Then, when conducting sales activities (when measures are taken)
And the effect when not implemented (when there is no countermeasure) is calculated (S203, S204). Although various methods can be used to calculate the effect, in the present embodiment, a method of automatically calculating based on the information about the sales floor and then appropriately correcting the calculated value in consideration of individual circumstances is used. Details will be described later. Next, a forecast value is calculated for the sales results when the sales promotion activities are not carried out. The calculation method may be the same as that when there is a countermeasure, or may be a different method. Further, it is also possible to input the actual sales value of the current state as an initial value. After that, the expected effect is calculated by calculating the difference between the effects with and without countermeasures (S205).

The method for calculating the expected effect described above is only an example, and the effect is calculated according to a unique standard according to the circumstances of the sales floor. The reason for changing the method of calculating the effect for each sales floor is that the effective sales promotion differs depending on the business format of the sales floor. For example, in the case of a vending machine section, increasing the occupancy rate of the company's brand to the vending machine column is an effective measure. On the other hand, so-called self-type sales floors, for example, as typified by mass-selling points, place a pack of 5 cigarettes and 10 cigarettes as a packaging unit in a predetermined product placement space, and let the customer handle it by themselves. For the sales floor of the method of taking it to the checkout place and paying for it, an approach different from the above vending machine sales floor is necessary. In such a sales floor, the product itself occupies a predetermined space in the sales floor, which requires a certain cost. For this reason, in the sales floors of this type of business, "making a sales floor"
From the point of view of sales promotion, it is effective to take measures to secure a stable number of customers of the company's brand by bulk selling rather than increasing the number of customers who purchase the company's brand. In the present embodiment, the most appropriate effect calculation method is adopted in consideration of such circumstances of the sales floor.

For example, in the vending machine floor, the expected effect F is calculated according to the following formula. F = f (x ₁ ) × f (x ₂ ) × ... × f (x _n ) Here, x ₁ , ..., X _n represent parameters relating to the sales floor. For example, (i) number of stock types, (ii) sales scale, (ii
i) Own company stock occupancy rate and standard own company stock occupancy rate can be adopted.

In this embodiment, the expected effect F is expressed by a function of the following format, and the calculation is performed. F = Ax ₁ ^α x ₂ ^β x ₃ ^γ (Equation 1) A: Constant x ₁ : Number of brand types placed on the sales floor x ₂ : Sales scale x ₃ : Win / Loss judgment result (+10 if win, loss For example, give a numerical value such as -10.) Α, β, γ: Weighting coefficient

FIG. 19 is an example of an output form for effect calculation. For each sales floor, the expected effects with and without countermeasures are shown. Here, the expected effect with countermeasures is
It is calculated as follows. (Expected effect with countermeasures) = (total number of customers) x (column share difference) x 0.5 = (total number of customers) x (number of acquired columns) / (total number of columns) x
0.5 Here, the total number of customers represents the sales scale, and the total number of columns represents the number of brand types. These values are stored in the sales floor DB 101. The number of acquisition columns is calculated by using a predetermined formula or a predetermined constant is substituted. In the first line of the sales floor in the form shown in FIG. 19, (number of acquired columns) = 2. In this case, expected effect F ₁
When expressed, F ₁ = x ₁ ⁻¹ x ₂ x ₁ : the number of types of brands placed in the sales floor x ₂ : sales scale. That is, the expected effect calculated by the above formula is
The result is proportional to the scale of sales and inversely proportional to the number of stock types placed in the sales floor.

On the other hand, the expected effect without any measures is calculated as follows. (Expected effect without countermeasures) = (total number of customers) x (column share difference) x 0.5 = (total number of customers) x (-1) x (number of lost columns) / (total number of columns) x 0.5 Here, the total number of customers represents the sales scale, and the total number of columns represents the number of brand types. These values are stored in the sales floor DB.

The number of lost columns is calculated by using a predetermined formula or a predetermined constant is substituted. In the first line of the sales floor in the form shown in FIG. 19, (the number of lost columns) = 1. In this case, the expected effect F ₂
When expressed, F ₂ = −0.5x ₁ ⁻¹ x ₂ x ₁ : the number of types of brands placed in the sales floor x ₂ : sales scale. That is, the expected effect calculated by the above formula is
The result is proportional to the scale of sales and inversely proportional to the number of stock types placed in the sales floor.

In the present embodiment, the difference between the expected effect F ₁ with countermeasures and the expected effect F ₂ without countermeasures obtained as described above is evaluated as the total expected effect (sales promotion effect). In other words, the expected effect F of _{total, F = F 1 -F 2 =} 1.5x 1 -1 x 2 x 1: brand Type Number _{x 2} disposed shop: the sales volume.

The expected effects with and without countermeasures are automatically calculated by the system as described above. This saves the salesperson the trouble of calculating the expected effect for each sales floor one by one, and significantly reduces the labor and burden required for calculating the effect.

On the other hand, when the calculated expected effect cannot be expected due to the information other than the sales floor information stored in the database, or when the expected effect which is larger than the expected effect calculated by the seasonal fluctuation factors is obtained. It may be predicted. In consideration of such circumstances, the calculated value can be appropriately modified in this embodiment. In particular,
A user can input a correction value on a predetermined screen as appropriate. FIG. 20 is a diagram in which the values of the number of acquired columns and the number of lost columns are changed from the initial value of the effect calculation automatically calculated by the system shown in FIG. 19 in consideration of the circumstances of individual sales floors. Due to this change, the total expected effect has a different value between FIG. 19 and FIG.

As described above, in this embodiment, the initial value of effect calculation is calculated on the system, and more accurate effect calculation can be performed in consideration of individual sales floor circumstances. .

On the other hand, sales promotion should be carried out for the self-selling floor from the viewpoint of "creating a sales floor", and rather than increasing the number of customers who purchase their own brand, the customers of their own brand can be stabilized by bulk selling. It is effective to take measures to secure it. From these points, the expected effect is calculated from this point of view in the self-sales section. Here, the sales scale, that is, the number obtained by multiplying the total number of customers × share is adopted as the expected effect, and is automatically calculated by the system. In other words, the total number of customers (an index of the number of users) and the company share occupancy rate that is expected to be obtained when conducting sales promotion activities are acquired from the database that stores sales floor information, and expected based on these. The effect is calculated.

FIG. 4 is a flow chart showing the procedure for calculating the expected effect in the self-sales section. First, after selecting a sales floor for activity as described above (S201), information on the sales floor is acquired from a predetermined database (S20).
2). Subsequently, the expected effect is calculated based on this information (S205).

FIG. 21 is a form showing the calculation result of the expected effect. The calculated value can be adjusted appropriately in consideration of individual circumstances of the sales floor with respect to the automatically calculated expected effect. FIG. 22 shows the expected effect value changed from the initial value of the effect calculation automatically calculated by the system shown in FIG. 21 in consideration of the circumstances of each sales floor.

(Plan making method)

Next, a method of creating a business plan and a method of creating cost allocation will be described. FIG. 5 is a flowchart showing a procedure for creating a business plan (approach step) based on the calculated expected effect. First, after obtaining the expected effect by this system (S301), the input of the business plan is accepted from the system user (S302). Then, the business plan is finalized according to the request from the user (S
303), a business plan is created. With the business plan,
The distribution of expenses required for sales is calculated in the same way.
FIG. 6 is a process flow until the cost allocation is confirmed. First, after the expected effect is acquired on the system (S401), the cost allocation is input based on this (S402). Then, the cost allocation is confirmed at the request of the user (S4
03), a cost allocation plan is created.

The procedure for creating the business plan and cost allocation plan shown in FIGS. 5 and 6 will be described below with reference to the actual operation screen. In addition, the operation screen shown below
It is displayed on the display by the display unit 105 in FIG.

FIG. 7 shows an initial menu screen. A basic menu is displayed on the left side of the screen, and a detailed menu is displayed correspondingly on the right side of the screen. In the figure, “MM” is an abbreviation for a sales representative. In the present embodiment, the MM activity section 301 of the basic menu is selected, and the MM countermeasure sales floor registration section 302, the MM countermeasure plan & actual result input section 303,
The operation of the MM countermeasure form output menu field 304 is executed. MM
As for the timing of preparation of the countermeasure plan, for example, 3
Months and 2nd half activities will be created in September.

Here, when the MM countermeasure store registration field 302 is selected, the screen of FIG. 8 is displayed. This screen is a MM countermeasure sales floor registration screen, and is a screen for registering sales floors for which sales activities are to be performed for each sales activity. For registration, enter each item shown at the top of the screen. The “active period” means an active period for creating a sales activity plan, and is selected from the combo box. In this embodiment,
It is possible to select between the current period and the next period, and the system date is set to the next period when the system date is March and September, and is set to the current period other than that as the initial value. “Unit selection” is a box for selecting a unit to be activated. Here, the unit is
Refers to the area in which sales representatives are in charge of sales activities. 1
Multiple sales floors are included in one unit. The “sales section classification” is a box for selecting the type of sales section to be input. There are types such as sales floors by vending machines, self sales floors, face-to-face sales floors, and the appropriate sales floor category is selected from these. The VM section is selected here. Here, "VM" is used as an abbreviation for a vending machine.
The “activity item” is a box for inputting the content of the sales activity scheduled to be performed in the sales floor. here
VM measures are listed as an activity item. That is, as the activity items, there are prepared items corresponding to the type of sales floor, such as self-measuring measures and face-to-face selling measures. “Countermeasure name” located on the right side of this box is a box for selecting specific contents of the activity item. Here, the activity content of “column stealing” is selected, and a sales promotion is planned to be carried out to increase the share of the in-house brand in vending machines. In addition to this, campaign, sampling (market monitor), survey, etc. can be selected as the measure name. Furthermore, when a measure that is not included in the options is executed, the measure can be input by inputting it separately on another screen.

When the "display sales floor" button is pressed after inputting predetermined contents in the above boxes, sales floors are displayed in the order of store CD, sales floor number, and multiple sales floor numbers, and the cursor moves to the "target" column. Here, if the number 1 is entered in the target field, it is registered as a target for carrying out business activities. In addition, when canceling the registration, the number 0 or dele
The registration is deleted by pressing the te key. After performing the above operations, press the registration button at the bottom left of the screen. With the above, registration of the sales floor where the sales activities are carried out is completed.

After registering the sales floor where the sales activities are carried out, the screen returns to the screen shown in FIG. 7 and the MM countermeasure plan & performance input field 303 is selected. Then, the screen shifts to the screen shown in FIG. This screen is a screen for selecting a sales floor for inputting a business activity plan and a business performance. As an initial screen, the sales floor registered on the sales floor registration screen (FIG. 8) for performing the above-mentioned sales activity is displayed. First, in the same manner as the screen of FIG. 8, input is made in the combo boxes for active period and unit selection. Then, press the sales floor display button on the upper right of the screen. Then,
The sales floors registered as sales floors for conducting business activities are displayed in the order of patrol direction, activity item, measure name, and circulation order.

Then, select the sales floor where the activity plan and activity record are to be input, and press the "MM measure input" button at the lower right of the screen. Then, the screen shifts to the "MM measure input" screen shown in FIG. FIG. 10 is an MM measure input screen on which a plan and actual results of sales activities are input. In this screen, the sales floor name, the sales floor division name, the multiple sales floor name, the activity item and the measure name at the top of the screen are displayed by directly inheriting the input values on the screen in which the sales floor is registered.

The "plan" column at the center of the screen is composed of items of expected effect, original measure name, approach step plan month, and expense plan.

The expected effect is, as described above, an index of the sales promotion effect expected to be obtained when the sales activities are carried out. Here, the unit is displayed as “person”. The expected effect of 1 person means the amount of cigarettes that a consumer purchases in a month if he / she purchases 1 pack of cigarettes daily. That is, the sales amount of cigarettes is converted and displayed in units of "people". Here, since the expected effect is displayed as 5 people, 5 × 30 × (unit price of cigarette) is estimated as the sales increase when the business activity is performed. As described above, this expected effect is calculated based on the division of the sales floor and based on the standard unique to the type of the sales floor. The calculated expected effect is stored in a predetermined database, and the numerical value obtained from the database is displayed on this screen.

In this embodiment, the approach step and the cost plan are input with reference to the numerical value of the expected effect. An approach step is an operation that determines a schedule such as when each stage of sales activities starts and ends. Here, 6 of preparation, information collection, proposal, implementation of measures, follow-up verification and maintenance.
It consists of three items, and the start time and end time are entered on a monthly basis. These are input considering the value of the expected effect. For those with a large expected effect, the approach steps are generally planned ahead of schedule.

The expense plan is a box for inputting an expense plan required to carry out a business activity on the sales floor. Each item has items of expenses A to E and other expenses. The use of expenses is appropriately determined, and items such as equipment installation and sampling expenses are included. In this embodiment, the item of expense is input while taking into consideration the numerical value of the expected effect, and the total amount is adjusted according to the magnitude of the expected effect, and the allocation of the expense of each item is determined. .

Note that the plan column has an item "individual countermeasure name", in which an original countermeasure not prepared as an option can be manually written.

When the input of the above items is completed, the registration button at the lower left of the screen is pressed. This completes the input of the sales activity plan.

After the plan is input, the button displayed in the lower right corner of the screen to select the sales floor is pressed to shift to the screen shown in FIG. 9 again.

When inputting the business record, the following operation is performed. First, select the sales floor to be input in FIG. Then, the screen shifts to the screen shown in FIG. Here, the current status is input in the "actual" column at the bottom of the screen. This input shall be input at any time when each approach step is executed. By doing so, the current progress step is accurately grasped and the practicability of the sales activity plan is secured. Further, since the expected effect is displayed on the same screen, it becomes possible to accurately manage whether or not the sales activity plan is being executed according to the schedule for an important sales floor with a high expected effect.

FIG. 11 is an instruction screen for outputting the sales activity plan and sales activity record input as described above. On the left side of the screen, there is a column of "Process selection", and it is possible to select the process of printing the plan table, printing the result table, printing the result summary table, and printing the expense plan vs. result table. The sales floor to be processed can be selected by entering the "condition item" field on the right side of the screen. In the present embodiment, the processing target is specified by selecting the active period, the unit, and the selling point. After inputting the conditions, a predetermined form is printed by pressing the print button at the lower left of the screen.

When the "MM countermeasure plan table print" button is pressed, the form shown in FIG. 12 is output. This form is shown in Figure 1.
It is created by the performance management unit 104 of the system shown in FIG. As for the sales floors shown in this form, all the sales floors of the units in charge of the sales person who have been selected as the sales floors in which sales activities are to be performed are displayed. The patrol order of these sales floors, that is, the order of visiting the sales floors when developing sales activities, is displayed, and the sales floor divisions, activity items, etc. are also displayed. Then, for each sales floor, the expected effect calculated by a predetermined method is displayed, and the approach step plan and cost plan input by the above-described procedure are displayed.

In this way, the following merit can be obtained by outputting the sales floor and the plan of the unit which is the area in charge of the sales person in the form of a list.

First, useful materials for reviewing the entire sales activity plan can be obtained. Since the form shown in FIG. 12 is output for each unit, it is possible to easily understand, for example, a unit in which sales areas with high expected effects are concentrated and a unit configured only with sales areas with low expected effects. For this reason, measures such as allocating expenses and the number of sales personnel to the units where the sales floors are highly expected and concentrated and considering reducing the sales floors targeted for activities are effective. On the other hand, for units with many sales floors with low expected effects, measures such as increasing the sales floors targeted for activities and reducing expenses and the number of sales staff are considered.

Secondly, the contents of the sales activity contents (the second column "measure name" from the left of the form) are examined, and the same measures can be summarized for each period to improve efficiency. . For example, it is efficient to carry out sales activities such as campaigns for a plurality of sales floors at the same time. Considering these points, it is also effective to review the approach step plan appropriately. By doing so, the labor can be greatly reduced, and the cost can be reduced to a certain extent.

Returning to FIG. 11, when the button for printing the MM countermeasure result table is pressed, the form shown in FIG. 13 is output. By using this form, it is possible to understand at a glance how the sales activities for each sales floor in the unit are developed. Specifically, it is possible to grasp to what stage the approach steps of each sales floor are completed, and what kind of sales activities have been conducted to the sales floor so far. Along with these, the expected effect of the sales floor is displayed at the same time, so it is possible to quickly confirm whether or not the sales activities are being carried out smoothly for the important sales floor with a high expected effect.

Returning to FIG. 11, when the button for printing the MM countermeasure result tabulation is pressed, the form shown in FIG. 14 is output. In this form, the sales feasibility of each sales floor is aggregated for each content of sales activities. The “Plan” column of the form is a compilation of the collection of measures for the target sales floor from preparation to maintenance. Prepared, information gathering, proposal, countermeasure implementation, follow-up verification and maintenance columns arranged next to this column indicate that each approach step has been completed.
Is a count of the last approach steps. The columns of “achieved” and “not achieved” arranged next to this column respectively count the number of measures for which the final approach step of the plan is “completed” and the number of measures other than achieved. By using this form, it becomes possible to accurately grasp the progress of the plan from the aspect of business contents.

[Second Embodiment] In the first embodiment, the expected effect is calculated by the system based on the sales floor information, and the approach step plan and A plan was made by the system user inputting each expense plan.

On the other hand, in the present embodiment, a part of the approach step and cost plan is automatically calculated by the system based on the expected effect and presented as the initial value. A plan is created by the system user appropriately modifying this initial value in consideration of the situation of each sales floor.
Hereinafter, an embodiment of such a method of supporting sales activities will be described.

FIG. 15 is a schematic configuration diagram of the sales activity support system according to this embodiment. The system is almost the same as the system shown in FIG. 1 except that the plan creation unit 120 is composed of an expense calculation unit 108 and an approach step calculation unit 109. In this system, the planning unit 12
0 acquires the expected effect data and the like from the sales floor information DB 102, and calculates the expense and the approach step based on this. In the present embodiment, the expenses distributed according to the sales floors are proportionally calculated according to the magnitude of the expected effects, and the sales activity plan is approached to the sales floors with the large expected effects so as to end early. Steps are assembled.
The plan created by the plan creating unit 120 is presented to the user via the display unit 105.

FIG. 16 shows the sales floor information DB1 in FIG.
02, approach step calculation unit 109, display unit 105
9 is a flow of creating a business plan (approach step) realized by cooperation of the input reception unit 106. First,
After obtaining the expected effect from the database (S501),
A business plan is calculated (S502). After presenting this calculation result to the user, inquire whether correction is necessary (S
503). If the name requires correction, the correction value is input (S5
04), the business plan is confirmed (S505). If no revision is necessary, the business plan will be finalized.

FIG. 17 shows the sales floor information DB1 in FIG.
02 is a flow of creating an expense plan realized by cooperation of the expense calculation unit 108, the display unit 105, and the input reception unit 106. First, after obtaining the expected effect from the database (S601), the cost allocation (expense plan) is calculated (S601).
602). After presenting the calculation result to the user, the user is inquired whether or not the correction is necessary (S603). If the name requires correction, the correction value is input (S604), and the cost allocation (expense plan) is confirmed (S605). If no correction is required, the expense plan will be finalized.

In the present embodiment, the portion automatically calculated by the system does not have to be all costs and approach steps. For example, in the screen of FIG. 10, for the approach step, only the time when the countermeasures are completed is calculated, for the expense plan, only the total amount is calculated, and for items other than these, the user is individu- The input may be made in consideration of the business plan of the sales floor. By doing this, it is possible to create a rational business plan that takes into consideration the individual circumstances of the sales floor.

Various modes can be adopted for the method of calculating the plan input item by the system. For example, the expense plan can be calculated as follows. First, when a salesperson plans sales activities in his or her area, the sales cost of the area in charge is recorded in the sales floor information DB.
102. Next, in FIG. 15, the expense calculation unit 108 acquires the above-mentioned operating cost of the entire area in charge and the expected effect of each sales floor in the area from the sales floor information DB 102. The expense calculation unit 108 proportionally distributes the above-mentioned operating cost according to the value of the expected effect, and determines the cost distribution of each sales floor. The approach steps can be calculated as follows. First, a table in which the rank of the expected effect and the time when the countermeasure is completed is prepared in advance and stored in the sales floor information DB 102. Next, in FIG. 15, the expense calculation unit 108 displays the sales floor information DB1.
02, the expected effect of each sales floor within the entire area in charge is acquired, and the timing at the end of the countermeasure implementation is determined from this expected effect by referring to the above-mentioned table.

The plan calculated by the system as described above is displayed on the screen as a plan initial value. Figure 2
Reference numeral 3 is a screen on which a part of the plan is displayed.
Here, the total amount of expenses and the end of implementation of the measures are displayed. The user looks at the displayed plan, corrects the displayed plan as necessary while considering the situation of the sales floor, and further inputs a blank plan input item. The correction is reflected in the plan creation unit 120 via the input reception unit 106.

According to the present embodiment, since a part of the plan is displayed as shown in FIG. 23, it becomes easy to input the plan. For example, when inputting an expense, the breakdown of the expense can be determined in consideration of the total expense in the area in charge and the expected effect displayed on the screen. Further, in the input of the approach step, a standard measure implementation end time which is considered to be appropriate as a plan execution schedule for the other sales floor in the sales area is presented in consideration of the business plans of the other sales floors in the area in charge. The user can decide the breakdown of expenses by taking into consideration the end time of implementation of this standard measure and considering the expected effect displayed on the screen.

As described above, according to the present embodiment, it becomes possible to incorporate qualitative sales activities reflecting the sales floor circumstances into the schedule grasping process from a macro perspective in an appropriate form. , It is possible to support the creation of a sales plan that clearly understands the priority of the sales floor, and to support the reasonable development of sales activities.

[Third Embodiment] In the second embodiment, a part of the effect calculation and plan input items is automatically calculated by the system.

On the other hand, in this embodiment, the effect value is input by the user of the system, and a part of the plan input items is automatically calculated by the system based on this input value.

FIG. 24 is a schematic configuration diagram of the sales activity support system according to this embodiment. The system is almost the same as the system shown in FIG. 15, except that an effect input unit 125 is provided in place of the effect calculation unit 101. In this system, the effect (expected effect) of the sales activity predicted to be obtained when the sales activity is performed on the sales floor is input from the system user via the effect input unit 125. The received input data is stored in the sales floor information DB 102.

The plan making unit 120 is the sales floor information DB 102.
Obtain expected effect data, etc. from and calculate some or all of expenses and approach steps based on this. In the present embodiment, the expenses distributed according to the sales floors are proportionally calculated according to the magnitude of the expected effects, and the sales activity plan is approached to the sales floors with the large expected effects so as to end early. Steps are assembled. The plan created by the plan creating unit 120 is presented to the user via the display unit 105.

In the present embodiment, the portion automatically calculated by the system may not be all the expenses or approach steps. For example, in the screen of FIG. 10, for the approach step, only the time when the countermeasures are completed is calculated, for the expense plan, only the total amount is calculated, and for items other than these, the user is individu- The input may be made in consideration of the business plan of the sales floor. By doing this, it is possible to create a rational business plan that takes into consideration the individual circumstances of the sales floor.

As for the method of calculating the plan input item by the system, various modes can be adopted as described in the second embodiment. In the present embodiment, the cost of the entire area in charge is proportionally distributed according to the value of the expected effect, and the cost distribution of each sales floor is determined. As for the approach step, a table is prepared in advance that associates the rank of the expected effect with the time when the countermeasure is completed, and the time when the countermeasure is completed is determined by referring to this table.

The plan input screen in this embodiment is shown in FIG.
It has a configuration like 3. When you enter the expected effect on the upper left of the screen, as shown in the figure, the system calculates the end time of the measure implementation in the "Approach step plan month" column and the total amount in the "Expense plan" column, and the result is automatically displayed. To be done. The user looks at the displayed plan, corrects the displayed plan as necessary while considering the situation of the sales floor, and further inputs a blank plan input item. Corrections and additional inputs are reflected in the plan creation unit 120 via the input reception unit 106.

According to the present embodiment, since a part of the plan is displayed as shown in FIG. 23, it becomes easy to input the plan. For example, when inputting an expense, the breakdown of the expense can be determined in consideration of the total expense in the area in charge and the expected effect displayed on the screen. Further, in the input of the approach step, a standard measure implementation end time which is considered to be appropriate as a plan execution schedule for the other sales floor in the sales area is presented in consideration of the business plans of the other sales floors in the area in charge. The user can decide the breakdown of expenses by taking into consideration the end time of implementation of this standard measure and considering the expected effect displayed on the screen.

As described above, according to the present embodiment, it becomes possible to incorporate qualitative sales activities that reflect the sales floor circumstances into the schedule grasping process from a macro perspective in an appropriate form. , It is possible to support the creation of a sales plan that clearly understands the priority of the sales floor, and to support the reasonable development of sales activities.

[0103]

As described above, according to the present invention, it is possible to display the effect of the sales activity expected to be obtained when the sales activity is performed on the sales floor, and to receive the input of the data necessary for the planning. ing. Therefore, qualitative sales activities that reflect individual sales floor circumstances can be incorporated into the schedule grasping process from a macro perspective in an appropriate form.
It is possible to create a business plan that clearly understands the priority of the sales floor.

[Brief description of drawings]

FIG. 1 is a schematic configuration diagram of a business activity support system according to the present invention.

FIG. 2 is a flowchart showing a procedure for creating a business plan.

FIG. 3 is a flowchart showing a procedure for calculating an expected effect.

FIG. 4 is a flowchart showing a procedure for calculating an expected effect.

FIG. 5 is a flowchart showing a procedure for creating a business plan.

FIG. 6 is a flowchart showing an expense plan creation procedure.

FIG. 7 is a menu screen for creating a business plan.

[Figure 8] Countermeasure sales floor (sales floor where sales activities are focused on)
Is a registration screen of.

[Figure 9] Countermeasure sales floor (sales floor that focuses on sales activities)
Is a selection screen.

FIG. 10 is a screen for entering a business plan and business results.

FIG. 11 is a processing selection screen.

FIG. 12 is a form showing a created business plan.

FIG. 13 is a form showing a business plan and business results.

FIG. 14 is a form showing a total value of sales results.

FIG. 15 is a schematic configuration diagram of a business activity support system according to the present invention.

FIG. 16 is a diagram showing a business plan creation flow.

FIG. 17 is a diagram showing an expense plan creation flow.

FIG. 18 is a schematic diagram of a network system including a business activity support system according to the present invention.

FIG. 19 is a diagram showing calculation results of expected effects in a vending machine sales floor.

FIG. 20 is a diagram showing calculation results of expected effects in a vending machine sales floor.

FIG. 21 is a diagram showing a calculation result of expected effects in a self-sales section.

FIG. 22 is a diagram showing a calculation result of expected effects in a self-sales section.

FIG. 23 is a screen for entering a business plan and business results.

FIG. 24 is a schematic configuration diagram of a business activity support system according to the present invention.

[Explanation of symbols]

100 Sales Department Selection Department 101 Effect Calculation Department 102 Sales floor information DB 103 Planning Management Department 104 Performance Management Department 105 display 106 Input reception section 108 Expense calculation department 109 Approach step calculator 120 Planning Department 125 Effect input section 301 MM activity column 302 MM Countermeasure Counter Registration Box 303 MM measure plan & actual input field 304 MM countermeasure report output menu field 401 Sales activity support system 402 client terminal 403 network

Claims (16)

[Claims] 1. A display unit for displaying an effect of a sales activity expected to be obtained when the sales activity is performed on a sales floor and an input item for creating a sales plan, and data for the input item. A business activity support system comprising: an input receiving means for receiving an input of the above; and a plan creating means for creating a business plan based on the input data. 2. The business activity support system according to claim 1, wherein the display unit simultaneously displays the effect of the business activity and the input item. 3. The business activity support system according to claim 1, further comprising a table creating means for classifying a sales floor for each area in charge of a sales person and creating a table for simultaneously displaying a sales plan of the sales floor. A business activity support system, further comprising: a table output unit that outputs the table. 4. The business activity support system according to claim 1, further comprising effect calculation means for calculating the effect of the business activity in consideration of the sales floor format, and through the display means, A business activity support system that displays the calculated effects. 5. The sales activity support system according to claim 4, wherein the effect calculating means classifies the sales floor into a plurality of groups in consideration of the sales floor situation, the sales method or the product form, and is unique to the group to which the sales floor belongs. A business activity support system, characterized in that the above-mentioned effect is calculated using the standard of. 6. The business activity support system according to claim 1, wherein the plan creating unit calculates at least a part of the input items according to the effect, and the displaying unit calculates the effect. And in addition to the above input items,
A sales activity support system characterized by displaying the calculation results of input items. 7. The business activity support system according to claim 1, wherein the input receiving unit receives an input of the effect, and the plan creating unit sets at least one of the input items according to the effect. A business activity support system, characterized in that a part is calculated and the display means displays the input effect and the calculation result of the input item in addition to the input item. 8. The business activity support system according to claim 1, wherein the input receiving unit receives an input of a business record, and the display unit displays the input business record. Sales activity support system. 9. A method of supporting a business activity by a computer system comprising a display means, an input acceptance means and an information processing means, which is expected to be obtained when the business activity is carried out in a sales floor. And the step of displaying the input items for creating a business plan on the display means, the step of receiving the input of data to the input items via the input receiving means, the information processing means And a step of creating a business plan based on the input data, the business activity support method. 10. The business activity support method according to claim 9, wherein the effect of the business activity and the input item are displayed at the same time. 11. The sales activity support method according to claim 9 or 10, wherein the sales floor is classified according to the area in charge of the sales person, and a table for simultaneously displaying the sales plan of the sales floor is created, and the table is created. A business activity support method, further comprising a step of outputting. 12. The business activity support method according to claim 9, further comprising the step of calculating the effect of the business activity by the information processing means in consideration of the business conditions of the sales floor, and after the step. A method for supporting business activity, characterized in that the step of displaying the effect and the input item is executed. 13. The business activity support method according to claim 12, wherein the step of calculating the effect of the business activity classifies the sales floor into a plurality of groups in consideration of the sales floor situation, the sales method or the product form, A business activity support method comprising a step of calculating the effect using a standard specific to a group to which a sales floor belongs. 14. The business activity support method according to claim 9, further comprising a step in which the information processing unit calculates at least a part of the input items according to the calculated effect. After the step, in addition to the effect and the input item, a step of displaying a calculation result of the input item is executed, the business activity support method. 15. The business activity support method according to claim 9, wherein the input acceptance unit accepts an input of the effect, and the information processing unit responds to the effect by at least a part of the input item. And a step of displaying the calculation result of the input item in addition to the effect and the input item after the step. 16. The business activity support method according to claim 9, further comprising: a step in which the input receiving means receives an input of the business record, and the step of displaying the effect and the input item. Is a business activity support method characterized by simultaneously displaying the business performance.