JP2004348761A - Program for supporting business operation - Google Patents

Abstract

<P>PROBLEM TO BE SOLVED: To provide a business operation supporting program capable of improving the productivity of a company or the like by improving business performance of each of sales people. <P>SOLUTION: A business operation plan which a sales person inputs to a sub PC 1C and the business operation performance obtained by operating according to the business operation plan are stored in a storage part 3 of a main PC 1A. In accordance with a request the sales person has inputted to the sub PC 1C, a central processing part 2 of the main PC 1A automatically analyzes the inputted business operation plan and the business operation performance by using judgement factors based on a marketing theory and outputs to the sub PC 1C the analysis results shown in a list, a graph or the like. The sales person becomes aware of characteristics (advantages and disadvantages) or shortcomings of his or her own business operation by confirming the analysis results outputted to the sub PC 1C and considers a remedial plan to capitalize on the advantages and overcome the shortcomings. Then, the business operation plan is modified on the basis of the remedial plan, and performs the business operation in accordance with the modified business operation plan. <P>COPYRIGHT: (C)2005,JPO&NCIPI

Description

  The present invention relates to a program for analyzing the sales activities of a sales representative who sells goods.

2. Description of the Related Art Conventionally, in a bank, a company, a store, and the like (hereinafter, referred to as a “company, etc.”), a diplomat travels outside to advertise or take orders for products handled (hereinafter, referred to as “business activities”). The presence or absence of a contract resulting from the sales activities has a great effect on the productivity of the company. For this reason, companies and others have set up sales departments that specialize in sales activities, and categorize the sales departments into multiple groups according to the type of product, etc., to specialize in sales activities that meet the needs of consumers. To increase the number of contracts. As shown in FIG. 25, such sales activities include a before-sales process in which planning is performed at regular intervals (for example, monthly), a visit to a customer in accordance with the planned plan, product explanation, and a contract. Cycle the on-sales process to be concluded and the after-sales process to rank customers according to the content and status of the business negotiations and to carry out appropriate follow-up activities for customers who closed and those who did not close Done. Each diplomat conducts this process for each customer, and reports on the sales activity plan including this, and the results of sales activities (for example, the number of contracts and visits) performed in accordance with the sales activity plan. The data is input to a personal computer (hereinafter abbreviated as “PC”). In order to obtain more results, diplomats analyze the process of their sales activities and reflect the results of the analysis in subsequent sales activities.
Since such an operation has been performed publicly, a prior art document is not described in this specification.

  However, in conventional sales activities, diplomats analyze their sales activities in an unscientific manner based on past experience and intuition. Could not be fully analyzed. In addition, marketing theory that is usually used when analyzing sales activities generally uses sales factors based on quantitative factors such as the number of interviews with customers and expected sales, and qualitative factors such as interview rates and expected rates. Analyzing activities, diplomats who are not familiar with such marketing theory cannot use the various judgment factors, and eventually analyze sales activities to the extent that they can know, and No analytical results could be obtained. As a result, these diplomats cannot understand exactly what they are missing and what to do to make up for the gaps, and their business performance has been sluggish. It was difficult to increase productivity.

  Therefore, the present invention has been made to solve the above-mentioned problems, and an object of the present invention is to provide a sales activity support program that can increase the sales performance of each diplomat and improve the productivity of a company or the like. And

  In order to achieve the above object, the invention according to claim 1 stores a business activity record input by a diplomat in an electronic computer to analyze the sales activity of the diplomat, and responds to the request of the diplomat. The present invention is characterized in that a sales activity record is automatically analyzed using a judgment element based on marketing theory, and an analysis result of the automatic analysis is output.

  The invention according to claim 2 is the invention according to claim 1, wherein the determination factors are a quantitative factor determined from the business activity record and a qualitative factor determined from the quantitative factor. It is characterized by the following.

  The invention according to claim 3 is the invention according to claim 1 or 2, wherein the computer is configured to automatically post the business activity record to each automatic analysis. And

  The invention described in claim 4 is the invention according to any one of claims 1 to 3, wherein the sales activity record includes a sales activity plan prepared before a diplomat conducts business activities. And the results of the sales activities executed in accordance with the sales activity plan.

  Further, the invention according to claim 5 is the invention according to claim 4, wherein the sales activity results include at least a customer visited, visit date and time, visit purpose, visit result, next visit date and time, next visit purpose. It is a business activity record including one.

  The invention according to claim 6 is the invention according to any one of claims 1 to 5, wherein the analysis result is a basic display that displays the contents of the analysis result as it is, and a salesperson is assumed. Simulation display that simulates sales activity results according to specified conditions, forecast display that predicts future sales activity results based on sales activity results, search display that searches for and displays analysis results that match the conditions set by sales representatives , Is displayed.

  The invention according to claim 7 is the invention according to any one of claims 1 to 6, wherein the analysis result is a comprehensive analysis result summarizing the analysis result of a designated period, and a business result. It is one of an order analysis result obtained by analyzing the order status in the activity, a behavior analysis result obtained by analyzing a process of the sales activity, and a customer analysis result obtained by analyzing a customer situation.

  The invention described in claim 8 is based on a sales activity plan and a sales activity plan which are input to the computer to analyze the sales activity of the sales agent and which are input to the computer by the sales agent and which are drafted before the sales activity. Record the actual sales activities that have been executed and, based on the quantitative factors determined from the sales activity plan and the actual sales activities, and the qualitative factors calculated from the quantitative factors, at the request of the diplomats. Automatic analysis of activity plan and sales activity results, comprehensive analysis results summarizing the analysis results for a specified period, order analysis results analyzing the order status in sales activities, behavior analysis analyzing the process of sales activities Basic display that derives the analysis results including any of the customer analysis results that analyzed the customer's situation and the analysis results, and displays the analysis results as they are, or the conditions assumed by the sales representative Simulated display that simulates sales activity results, forecast display that predicts future sales activity results based on sales activity results, or search display that finds and displays analysis results that match the conditions set by sales representatives To output the data.

That is, in the sales activity support program of the present invention, when a salesperson requests to output a desired analysis result, the salesperson automatically analyzes the sales activity record input to the computer using the judgment element based on the marketing theory. And outputs a predetermined analysis result represented by a list or a graph. Diplomats can objectively review their sales activities based on the results of analysis, such as lists and graphs, to identify their characteristics (advantages and disadvantages) and lack points, We will consider what and how to improve our strengths and overcome gaps, and reflect them in our sales activities. Therefore, for example, even for salespeople who are new to sales or salespeople who are not familiar with marketing theory, use a computer to accurately analyze their sales activities and expand their strengths and improve their missing points It is possible to continue.
Therefore, according to the sales activity support program of the present invention, even a salesman who does business for the first time or a salesman who is not familiar with marketing theory can analyze his / her sales activities accurately to obtain his / her sales characteristics (advantages). Shortcomings) and gaps, and to improve their strengths and consider ways to improve them to overcome the gaps, improve the sales performance of each diplomat and increase the productivity of the company etc. Can be improved.

  And the judgment factors used in automatic analysis are quantitative and qualitative factors used in general marketing theory, so even those who are not familiar with marketing theory make full use of marketing theory. Advanced analysis results can be obtained.

  Further, since the input business activity record is diverted to each automatic analysis, it is possible to save the trouble of hitting twice. Moreover, the sales activity record is a sales activity plan and sales activity results, which are considered to have conventionally required the company or the like to report to diplomats, and more analysis results can be obtained with the same work as before. In particular, as for the sales activity results, it is easy to input only necessary minimum items such as the customer visited on that day, the visit date and time, the visit purpose, the visit result, the next visit date and time, the next visit purpose, etc. .

  In addition to displaying the analysis results in the past as they are, the analysis results are displayed by simulating the sales activity results in accordance with the conditions entered by the sales representative assuming future business activity plans, etc. Since future sales activity results are predicted from the activity results and displayed, or analysis results that match the conditions set by the diplomat are searched for and displayed, more advanced analysis can be performed quickly.

  In addition, after recognizing their own weaknesses from the overall analysis results that summarize past sales activities, the sales representatives confirm their order-receiving, behavioral, and customer-side sales characteristics, and Being aware of strengths, weaknesses, and gaps, you can take the right steps to improve your strengths and overcome gaps, and effectively increase your business performance.

Next, an embodiment of a sales activity support program of the present invention will be described with reference to the drawings. FIG. 1 is a system configuration diagram of the sales activity support device.
The sales activity support program of the present embodiment is used, for example, in the sales department of a communication equipment sales company. In the sales activity support program, in a series of sales processes shown in FIG. 25, a plan is drafted as a preparatory preparation (Plan), a result accompanying the execution of the plan is calculated (Do), and the plan (Plan) and execution (Do) are performed. It is a system that manages a management cycle of performing a comparative analysis to formulate an improvement plan (Check) and executing the improvement plan (Action) and a conventional marketing theory, and is executed by the sales activity support device 1. It has become. The sales activity support apparatus 1 is a system in which a plurality of sub-PCs 1C... Are connected to a main PC 1A serving as a server via a communication network 1B such as a LAN, and a database system already provided at a communication equipment sales company. By connecting 1D via the communication network 1B, it is linked to various databases owned by the communication equipment sales company. The server 1A is configured around a central processing unit 2, to which a storage unit 3, an input interface 4, an output interface 5, and the like are connected.

  The central processing unit 2 mainly includes a microprocessor, and a storage unit 3 connected to the central processing unit 2 includes a ROM and a RAM. It stores the data to be performed.

  The input interface 4 is connected to the keyboard 6, the mouse 7, the sub-PC 1C,..., The database system 1D, etc., and stores external data input from the keyboard 6, the mouse 7, the sub-PC 1C, the database system 1D, etc. in the storage unit 3. It is to let. The input interface 4 is also connected to a storage medium player 8. The storage medium player 8 scans a CD based on an instruction output from the central processing unit 2 in response to items input to the keyboard 6, mouse 7, and sub-PC 1C, and sends the requested information to the central processing unit 2. Supply. The sales activity support program according to the present embodiment includes a group of analysis pieces for analyzing sales activities based on marketing theory, and is stored on a CD. Therefore, the sales activity support program is scanned by the storage medium player 8 based on the instruction of the central processing unit 2, so that the requested analysis piece is supplied to the central processing unit 2 and executed. The marketing theory of the sales activity support program has been established as a theory so far, so detailed explanation is omitted. However, the judgment factors used in each analysis piece include the number of interviews with customers and expected sales. Qualitative factors such as number, plan, actual, progress rate, interview rate, step-up, expected rate, product composition ratio, closing rate, user seat information ratio, average unit price, amount of money composition, customer composition composition, cancellation, It includes qualitative factors such as defeat and continuation.

  The output interface 5 is connected to the display 9, the printer 10, the sub PCs 1C, etc., and outputs the processing result of the central processing unit 2 stored in the storage unit 3 to the display 9, the printer 10, the sub PCs 1C, etc. It is. In the present embodiment, the analysis results processed by the central processing unit 2 according to the analysis pieces supplied from the CD are displayed on the sub PCs 1C.

Next, a process in which the sales activity support program is executed by the sales activity support device 1 will be described. FIG. 2 shows the flow of the sales activity support program.
The existing database system 1D of the communication equipment sales company includes a customer database relating to customers, and data is automatically input from the customer database and recorded as customer information. On the other hand, the diplomat made the plans prepared on the annual sales plan sheet creation screen of FIG. 3, the semi-annual sales plan sheet creation screen of FIG. 4, the monthly visit activity plan creation screen of FIG. 5, and the weekly strategy sheet screen of FIG. The results of the sales activities executed in accordance with the plans are input to the daily report result input screen shown in FIG. At this time, the data input to each screen is automatically transcribed to the annual, semi-annual, monthly, weekly, and daily report screens, and the data input to the daily report result input screen of FIG. 7 is recorded as business activity information. When an order is received, the salesperson specifically inputs the order details on the order table input screen shown in FIG. 8, and the input data is recorded as order information.

  Then, various recorded data are used for automatic analysis of the sales activities of each sales representative. That is, various recorded data are automatically transcribed and used for basic analysis, multi-analysis, simulation, search, and prediction. The analysis results are used by the diplomats when drafting or modifying the monthly visit activity plan, and the diplomats enter the details of drafting or modifying the monthly visit activity plan into the monthly visit activity plan table creation screen in FIG. I do. Then, the input contents are automatically transferred to the annual sales plan sheet creation screen of FIG. 3 and the half-year sales plan sheet creation screen of FIG.

Here, the automatic analysis refers to extracting necessary data from a recorded business activity plan and business activity results in response to a request input by a person in charge using a keyboard 6, a mouse 7, and the like, and using the extracted data as a marketing theory. Analysis based on
Basic analysis refers to deriving a typical analysis result from past data.
Multi-analysis refers to deriving several types of analysis results from past data.
Simulation refers to simulating sales activity results in accordance with conditions assumed by a diplomat, in addition to past data.
The search means to search for an analysis result that matches the condition set by the agent.
Further, prediction refers to predicting a future analysis result from an analysis result of past data.

  Next, the operation of the sales activity support program will be described with reference to the drawings showing specific screens. A salesperson belonging to the sales department of a communication equipment sales company (hereinafter referred to as “person in charge”) performs the above-mentioned Plan-Do-Check-Action management cycle on a weekly, monthly, semi-annual, and annual basis. We use a sales activity support program in the management cycle. The specific operation of the sales activity support program will be described below according to the flow of the management cycle.

First, the management cycle planning (Plan) will be described.
The person in charge "Eiichi Abo" who has just started a sales activity without any knowledge of marketing theory inputs specific target numerical values, budgets, etc. to the sub-PC 1C on the annual sales plan sheet creation screen of FIG. At that time, as described later, you can refer to the analysis results of your sales activities, and divide the input data into several data and create multiple data tables from large items to small items by Excel output etc. By performing a search and performing a regression analysis, it is possible to make a highly accurate plan suitable for one's own sales ability. Then, a target or the like for achieving the annual sales plan is input to the half-year sales plan sheet creation screen of FIG. 4 and the monthly visiting activity plan creation screen of FIG.

  Specifically, the person in charge "Eiichi Abo" inputs a numerical value to be targeted throughout the year in the "target amount" column 11 and the "budget amount" column 12 on the annual sales plan sheet creation screen in FIG. . Then, the half-year sales plan sheet creation screen shown in FIG. 4 is displayed, and the analysis results of one's own sales activities up to the previous term displayed in the “current status” column 13 and the concept displayed in the “basic activity” column 14 In consideration of points to be strengthened by omitting, the user inputs in the "enhancement point" column 15 so as not to simply input a numerical value.

  Then, the person in charge "Eiichi Abo" uses the automatic analysis described later while considering the enhancement points entered in the half-year sales plan sheet creation screen of FIG. 4, and determines which customer, when and for what purpose. To plan. Then, if there is any modification according to the planned plan, the monthly visit activity plan table creation screen shown in FIG. 5 is entered into a column 16 for inputting a target amount such as a target amount, a budget amount, an order amount, a sales amount, and a sales model target. (If there is no correction, the data created in the annual sales plan is automatically posted as it is.) In the "user name" column 17, the customer name is automatically displayed based on the customer information input from the customer database of FIG. 2 owned by the communication equipment sales company. If the customer information cannot be entered from the database, the person in charge "Eiichi Abo" enters the name of the customer scheduled to visit. At the same time, the person in charge "Eiichi Abo" enters the "equipment" column 18, the "model" column 19, and the "estimated amount" column 20 with the equipment / model to be sold to the customer and the estimated amount. input. Then, the optimum number selected from the column 21 exemplifying the purpose of the visit is entered in the column 22 of the expected date of visiting the customer.

  Here, when the F8 key of the keyboard indicating "automatic model" is pressed, the customer information input from the database system 1D owned by the communication equipment sales company and the user sheet of FIG. A visit date and a visit purpose are automatically set based on data or the like entered on the registration screen.

  Specifically, for example, the person in charge “Eiichi Abo” manually inputs the visit date and visit purpose for a customer who has visited once or more while referring to the user sheet registration screen in FIG. Press the F8 key on the keyboard indicating "model". The main PC 1A, for example, assumes that the time required for the first visit is 30 minutes and the time required to return to the customer who visited for the first time one week later is 20 minutes. Based on the calculation result, the customer information input from the database system 1D, the data input on the user sheet registration screen in FIG. 9 and the like, the customer visit for the first visit and the visit for the second visit are calculated. The visit date, visit purpose, and the like are automatically set for the customer and displayed on the monthly visit activity plan screen of FIG. The person in charge "Eiichi Abo" checks the contents displayed by the automatic model, corrects points to be corrected, and completes the monthly visit activity plan. As a result, the data input time and the like can be reduced, and work efficiency can be improved.

  In addition, in order to further improve the work efficiency, the person in charge automatically sorts the customers on the same visit day in the order of the nearest area by zip code or area code, or sorts the customers according to products to be sold. It is also possible.

Then, the person in charge "Eiichi Abo" inputs specific contents of the sales activity on a weekly basis on the weekly strategy sheet creation screen of FIG. 6 so as to correspond to the monthly visit activity plan. That is, for example, when planning the sales activity for the second week of the current month, the person in charge "Eiichi Abo" must absolutely fill the blank 25 from Monday to Friday in the weekly strategy sheet creation screen of FIG. Enter information. Then, in the column 26 of the “second week plan”, for example, notice items, survey items, and the like regarding the customers who visit by date are specifically input.
The business activity plan thus input is transmitted from the sub PC 1C to the main PC 1A and recorded in the storage unit 3.

Next, execution of the management cycle plan (Do) will be described.
The person in charge develops the sales activities according to the weekly strategy, and inputs the contents of the sales activities, the contents of the orders, the customer information, etc. on the sub PC 1C, the daily report result input screen of FIG. 7, the order table input screen of FIG. Accumulate and enhance sales activity results by inputting on the user sheet registration screen, etc.

  Specifically, for example, the person in charge “Eiichi Abo” conducts sales activities on “September 7, 2001” according to the weekly strategy, and inputs the contents of the sales activities to the daily report result input screen of FIG. Here, on the daily report result input screen of FIG. 7, data and the like input on the monthly visit activity plan creation screen of FIG. 5 are automatically transcribed, and a “user-TEL” column 27 and a “user name” column 28, the "purpose" column 29 and the like already display specific characters and numerical values. For this reason, the person in charge "Eiichi Abo" inputs specific numerical values in the "time" column 30 and the "result" column 31 according to the contents of the business activity. For example, when a customer “Mitsuko Shioe” is visited to make a business negotiation using a proposal, the visit time “10:00 to 10:30” is entered in the “time” column 30. Then, as a result of the visit, if the business negotiation cannot be conducted using the proposal and only the greeting can be made, select and click “01. Greeting visit” from the column 32 of “Visit purpose”. Then, "01" is displayed in the "result" column 31. When the input of the predetermined items is completed in this way, the user presses the F5 key on the keyboard indicating "register" 33 to determine the content.

In addition, when the person in charge "Eiichi Abo" sells equipment such as a digital phone and a facsimile, he or she specifically inputs the order contents such as the number of orders and the order amount on the order table input screen of FIG. The necessary items are automatically transcribed to the user information / user sheet.
Further, when the person in charge "Eiichi Abo" deals with a new customer, he / she inputs information on the customer on the user sheet registration screen in FIG. The business activity results thus input are transmitted from the sub PC 1C to the main PC 1A and are recorded in the storage unit 3, so that the contents are accumulated and enriched for each visit.

Next, the improvement plan creation (Check) of the management cycle will be described.
When the person in charge inputs his / her colleagues' sales activity plan and sales activity results to the sub PC 1C, the main PC 1A who inputs the input items automatically analyzes based on the marketing theory, and the analysis result is sent to the sub PC 1C. Output. The person in charge removes his / her own sales activities from the analysis results displayed on the sub PC 1C, and improves the plan initially drafted. At this time, in order to make effective use of the past data, the person in charge analyzes the sales activities of the entire previous month and finds his weaknesses, and then performs sales activities in order of orders, behavior, and customers. It is preferable to input predetermined items so as to analyze the business characteristics of the user and examine his / her business characteristics. The reason for analyzing in this order is that it is a natural flow in sales strategy and tactics (it can be said that it is important). The following is a specific example.

  The person in charge "Eiichi Abo" displays the level achievement simulation screen of FIG. 10 in order to analyze his / her entire sales activity in the previous month. In the "plan" column 34, "actual" column 35, "level" column 36, and "evaluation" column 37 of the level achievement simulation screen of FIG. 10, the results of automatic analysis based on the marketing theory are displayed. You. For example, in the “Plan” column 34 of the “Visit frequency” column 38, numerical values automatically analyzed based on the data and the like input in the scheduled date column 22 of the monthly visit activity plan table creation screen in FIG. On the other hand, in the "Result" column 35, numerical values automatically analyzed based on the data input in the "Result" column 31 of the daily report result input screen in FIG. 7 are displayed. Then, when the person in charge "Eiichi Abo" freely inputs the assumed numerical value in the "level" column 36, it simulates and displays "「 "or" x "in the" evaluation "column 37. In other words, if the result of multiplying the value obtained by dividing the numerical value of the “Result” column 35 by the numerical value of the “Plan” column 34 by 100 is equal to or greater than the numerical value of the “Level” column 36, the “Evaluation” “◎” is displayed in the column 37, and “×” is displayed in the “evaluation” column 37 when the calculation result is less than the numerical value in the “level” column 36. The "visit purpose" column 39, the "number of users" column 40, the "planned" columns 42 to 44 of the "order received" column 41, the "actual" columns 45 to 47, and the "level" column 48 to 50, the results of the automatic analysis are also displayed in the columns 51 to 53 of the "evaluation" in the same manner as in the column 38 of the "number of visits".

  Therefore, the person in charge, Eiichi Abo, compares the percentages of “◎” and “×” in the “Evaluation” columns 37, 51 to 53 on the level achievement simulation screen of FIG. Notice if there is. That is, when the ratio of “×” is high in the “number of visits” column 38 or the “visit purpose” column 39, there is a high possibility that the behavioral aspect has a weak point, and the “visit purpose” column 39 or the “user If the ratio of “×” is high in the “number” column 40, there is a high possibility that there is a weak point in the customer side, and if the ratio of “×” is high in the “order” column 41, there is a weak point in the order side. You will likely find that there is a high probability.

  Then, the person in charge "Eiichi Abo" displays the multi-analysis screen shown in FIG. 11 and arbitrarily sets the conditions and searches for the desired analysis result. Make sure that For example, when the person in charge “Eiichi Abo” notices that there is a problem in the “number of users” column 40 from the level achievement simulation screen of FIG. 10, the “counting method” column 54 of the multi-analysis screen of FIG. The user selects a desired totaling period (here, three months), and selects “the number of visiting users” in the “totaling content” column 55 to set search conditions. Furthermore, by selecting "greeting" in the column 56 "select detailed contents", it is possible to obtain an analysis result limited to the number of users who have visited to greet. When the analysis conditions are input and the F5 key on the keyboard indicating "execute" 57 is pressed, the above-described automatic analysis is started. As for step-up, you can see where the process is stopping.

  As a result, on the multi-analysis screen of FIG. 11, the total number of visiting users of the person in charge "Eiichi Abo" is displayed in the column 58 of "person in charge". The totaled result of the number of visitors of the entire group to which the user belongs, and the totaled number of visitors of the entire sales department are displayed in the “manager unit” column 59 and the “entire” column 60, respectively. Eiichi Abo can check the level of his / her user number in the group and the sales department. In addition, on the multi-analysis screen of FIG. 11, the total result of the number of visiting users of the colleagues in the group to which the person in charge "Eiichi Abo" belongs is also displayed in the list 61, so that the difference from the colleagues can be confirmed. . Thereby, the person in charge, "Eiichi Abo," can weight, based on those differences, whether or not to overcome the items that he / she has determined to be weak points immediately. It can also be an opportunity to identify good colleagues and analyze their colleagues' sales activities to find out where they are devising their sales activities.

  The person in charge "Eiichi Abo" considers his / her weaknesses, etc., and considers his / her sales characteristics in the order of orders, behavior, and customers, and considers specific improvement plans. .

A description will be given of a case where the business characteristics of the order receiving side are examined.
The person in charge "Eiichi Abo" displays the person-by-person equipment-by-equipment order table screen of FIG. The equipment 62 to be sold by the person in charge "Eiichi Abo" is displayed in the column 62 of "equipment name" on the equipment-specific order table by person in charge of FIG. Column 67 is provided for each customer type. When the person in charge "Eiichi Abo" selects the date from the "start date" column 63 and the "end date" column 64 and presses the F5 key on the keyboard indicating "execute" 65, the automatic analysis described above is performed. After execution, numerical values are displayed in a column 66 of “order amount” and a column 67 of “number”.

  The person in charge "Eiichi Abo" compares the numerical value displayed on the order-by-equipment table by person in charge in FIG. 12 with the sales model target in the column 16 for inputting the target value in the monthly visit activity plan table creation screen in FIG. Compare and confirm the deviation from the original plan. Specifically, for example, it is confirmed that, although the monthly visiting activity plan plans to sell five FAX machines, none of them can be sold at present. Therefore, the person in charge, Eiichi Abo, considers an improvement plan for the monthly visit activity plan so as to actively sell faxes.

Here, if the person in charge "Eiichi Abo" does not understand the purpose of the person-in-charge equipment-by-person order table screen of FIG. 12, the person in charge of FIG. The operator-specific equipment-specific order table is searched, and the purpose of the personnel-specific equipment-specific order table screen of FIG. 12 displayed in the operation manual is confirmed. Then, with the purpose in mind, the contents of the order table by facility and by facility will be examined.
In the present embodiment, as such a manual, a sales activity manual showing how to consider an improvement plan based on the display contents of each screen, and a person in charge based on the display contents of each screen. It also has a sales management manual that shows whether to manage

  Further, the person in charge "Eiichi Abo" can display the activity analysis table screen shown in FIG. 13 and can omit the contents of his / her own sales activity. That is, in the activity analysis table screen of FIG. 13, a column 70 of “number of working days”, a column 71 of “total number of visited users”, a column 72 of “number of interviews”, a column 73 of “expected number”, and a “number of received orders” , A field 75 of “order amount”, and a column 76 of “average unit price” are displayed. The columns 77 to 81 of “first week” to “fifth week” and the column 82 of “total” are respectively provided in columns 83 to 88 of “plan”, columns 89 to 94 of “actual”, and columns 89 to 94 of “rate”. Columns 95 to 100 are provided. When the person in charge "Eiichi Abo" enters the year and month in the column 68 of "Total year and month" and presses the F5 key of the keyboard indicating "Execute" 69, the above-described automatic analysis is executed, and the plan, results, Rates are displayed by item.

  The person in charge "Eiichi Abo" looks at the numerical values on the activity analysis table screen shown in FIG. 13 and sees the sales activity results of each week, for example, there is no order in the first week, but there is one order in the second week. Understand changes. Then, by referring to the activity analysis table of the previous month, for example, the cause of the increase or decrease is recognized, such as a large number of orders in the last week of the previous month. Therefore, the person in charge "Eiichi Abo" considers an improvement plan of the monthly visit activity plan, for example, to carry out sales activities evenly so as to eliminate weeks without orders.

A case will be described where the business characteristics of the behavioral aspects are examined.
The person in charge "Eiichi Abo" displays the visit simulation screen of FIG. When the person in charge “Eiichi Abo” selects the year and month from the “year and month” column 101 of the visit simulation screen in FIG. 14 and presses the F5 key of the keyboard indicating “total” 102, the above-described automatic analysis is executed. In the “target” column 103, the “budget” column 104, and the “annual order & sales transition table” column 105, the target value and the actual value up to the previous month (from April to August in the present embodiment) are stored. Are displayed in a list. Therefore, the person in charge "Eiichi Abo" freely inputs numerical values into the closing rate, the number of users, and the like in the "simulation" column 106 while referring to the numerical values displayed in the list, and presses F5 on the keyboard indicating "totaling" Pressing the key starts the above-described automatic analysis.

  As a result, a simulated numerical value is displayed for the target amount for the current month (September in this embodiment). Such a simulation can be repeatedly executed by changing the numerical value to be input in the “simulation” field 106 and pressing the F5 key of the keyboard indicating the “totaling” 102, so that the person in charge “Eiichi Abo” After checking the number of users required for the current month from the simulation results, review your monthly visit activity plan and consider improvement plans.

  At this time, the person in charge “Eiichi Abo” predicts the number of users and the number of visits in the current month from the number of users and the number of visits up to the present on the operation prediction screen in FIG. By forecasting the number of orders and the amount of orders for the current month from the number of orders and the amount of orders received up to the present, comparing the simulation results with the predicted results, and how to specifically improve the numerical value of the monthly visit activity plan It is also possible to take into account.

  Then, the person in charge "Eiichi Abo" displays the step-up screen of FIG. 17, inputs the year and month in the "date" column 109, and presses the F5 key of the keyboard indicating "execute" 110. A list screen for the number of cases canceled etc. is displayed. The list screen of the number of discontinued cases etc. in FIG. 18 includes a column 106 for displaying the number of continuations, the number of canceled cases, and the number of defeats of the person in charge "Eiichi Abo", and the best person (top ), A column 107 for displaying the number of continuations, cancellations, and defeats, and a column 108 for displaying the average number of continuations, average cancellations, and the average number of defeats of the group to which the person in charge "Eiichi Abo" belongs. The number of continuations, the number of cancellations, and the number of defeats are displayed for each step in the column 109 in which the steps "01" to "08" (greeting visit, quote submission, contract, etc.) of the business activity are displayed in steps.

  So, Eiichi Abo is responsible for the steps in his sales activities where the number of cancellations and defeats is high, the process in which he is more likely to lose customers compared to top and colleagues, Check how the sales activities are different from the top. As a result, the person in charge, Eiichi Abo, noticed what was wrong with the process of his sales activities and thought about what to do to solve the problem, and improved his monthly visit activity plan. Consider the plan.

The case where the business characteristics of the customer side are examined will be described.
The person in charge "Eiichi Abo" displays the user sheet score table screen of FIG. In the user sheet score table screen of FIG. 19, the number of user sheets up to the present is displayed in a column 114 of “total number of sheets”. The “company name” column 115 displays the customers who are in charge of the person in charge “Eiichi Abo”, and “A” to “O” columns 116 to 130 are provided for each customer. In the “A” to “O” columns 116 to 130, information input to the user sheet registration screen of FIG. 9 is displayed as a score and displayed in a list, and the sales prospect can be evaluated based on the total points. . Therefore, the person in charge "Eiichi Abo" considers an improvement plan of the monthly visit activity plan so as to actively carry out sales activities for customers with high sales prospect evaluation.

  Then, for example, when the person in charge "Eiichi Abo" judges that the sales prospect evaluation of the customer "automatic model test company" is high on the user sheet score table screen of FIG. Is displayed in more detail in FIG. The person in charge "Eiichi Abo" grasps the current situation from the display contents of the "visit date" column 131 and the "business" column 132 on the correspondence history screen in FIG. 20, and the "next visit date" column 133 and " From the display contents of the column 134 of the “next contents” and the like, how to develop a business negotiation with the customer “automatic model test company” in the next visit is considered, and an improvement plan of the monthly visit activity plan is considered.

  When “Reference” 135 is displayed on the screen, by pressing the F1 key of the keyboard indicating the “Reference” 135, the analysis result of the business activity of the colleague can be referred to. Therefore, the person in charge "Eiichi Abo", by referring to the analysis results of his colleagues along with his own analysis results, discovers points that he is missing from his colleagues, points that his colleagues are devising, etc. You can consider improvement plans that incorporate it.

  In this way, the person in charge "Eiichi Abo" automatically analyzes his own sales activities, finds out the characteristics (advantages and weaknesses) of his sales activities and missing points, and considers them comprehensively to make improvements. Formulate. Then, the monthly visiting activity plan is appropriately modified based on the improvement plan thus formulated. The input improvement plan is automatically transcribed to a required sheet (for example, a monthly visit activity plan).

Subsequently, execution of an improvement plan (Action) for the management cycle will be described.
The person in charge executes the revised monthly visit plan based on the improvement plan. The execution result is input to the daily report result input screen of FIG. 7, the order table input screen of FIG. 8, the user sheet registration screen of FIG. 9, and the like.

  The sales activity plan and sales activity results accumulated through a series of management cycles of Plan-Do-Check-Action are accumulated and used in subsequent management cycles. From this time, the efficiency will be naturally increased, such as the next time.

  Then, the sales activity plan and the sales activity results input by each person in this way are statisticized. The manager manages the sales activities of his / her subordinates while referring to the statistical results and data entered by the person in charge in real time. The management status of the person in charge of the manager and the sales activities of the person in charge are managed while referring to the statistical results and the like created based on the data in real time.

  For example, the manager displays the manager input confirmation screen shown in FIG. 21 and selects the year and month from the column 140 for specifying the period, and the subordinates including the person in charge "Eiichi Abo" make the annual activity plan table, semi-annual activity plan table, monthly Check whether the visit activity plan, weekly strategy sheet, and daily report have been input to the PC. For example, if “September 2001” is selected from the “year” column 140 and the F8 key on the keyboard indicating “daily report” 139 is pressed, the subordinates “TOSHO” and “Abo Eiichi” report the daily report results in FIG. A list 141 is displayed on the input screen, indicating whether data has been input or not, indicated by “◎” and “×” not input.

  Therefore, the manager confirms that the person in charge "Eiichi Abo" has not entered data on the daily report result input screen on September 8-11, 15-17 and 22-24, and the message box in FIG. Enter a message prompting you to enter the sales activity results on September 8-11, 15-17 and 22-24 in the "Content" field 142 on the registration screen, and send it to the person in charge "Eiichi Abo" I do. The person in charge, Eiichi Abo, receives the message and inputs the business activity results on September 8-11, 15-17, and 22-24 on the daily report result input screen. As a result, the manager can cause each person to frequently input the sales activity plan and sales activity results serving as analysis materials, and can manage the persons in charge so as to obtain more accurate analysis results.

  For example, the manager displays the equipment-specific order table screen of FIG. 23, selects a date from the “start date” column 143 and the “end date” column 144, specifies a period, and specifies the period. During the period, each staff member checks which equipment was sold, how many, and how many, by customer type in the list 145, and grasps a deviation between the initial plan and the current state. Then, for example, when the manager notices that the person in charge “Eiichi Abo” sells only “Digital Phone”, he / she can use the monthly visiting activity schedule screen shown in FIG. 5 or the daily report result input screen shown in FIG. Analyze the sales activities of the person in charge, Eiichi Abo, and the person with good sales performance, and compare the analysis results to find out the sales characteristics (advantages and disadvantages) and missing points of the person in charge, Eiichi Abo.

  Then, the manager inputs advice in the “contents” column 142 of the message box registration screen of FIG. 22 in consideration of an improvement plan required for the person in charge “Eiichi Abo” to extend its strengths and overcome missing points. And send it to the person in charge, Eiichi Abo. The person in charge, Eiichi Abo, receives the message, reviews his / her sales activities from a different perspective, and considers ways to improve the sales activities. It is not necessary to newly input a fixed sentence because it is input in a selection formula in advance. Further, once a fixed phrase is registered, there is no need to input it again.

  On the other hand, the manager displays the order-by-equipment table screen of the supervisory equipment shown in FIG. 24 and compares and analyzes whether each manager appropriately manages his / her subordinates. More specifically, for example, the integrated equipment-specific order table screen shown in FIG. 24 is displayed, and a period is designated by selecting a date from the “start date” column 146 and the “end date” column 147. During the designated period, each manager checks which equipment was sold, how many and how many by customer type in the list 148, and grasps the difference between the initial plan and the current state. Then, for example, when a manager notices that only "digital phone" is sold, the manager displays a facility-specific order table screen shown in FIG. Recognize that "Eiichi Abo" sells only "digital phones".

  The manager analyzes the sales activities of the person in charge "Eiichi Abo" and the person with good sales performance based on the monthly visit activity plan screen in Fig. 5 and the daily report results input screen in Fig. 7, and the results of the analysis. By comparing with the manager, the sales characteristics (advantages and disadvantages) and gaps of the person in charge "Eiichi Abo" are found separately from the manager, and improvement plans are considered. Then, the message box registration screen shown in FIG. 22 is displayed, and the improvement plan considered by the user is compared with the advice for the manager's person in charge, "Eiichi Abo". Check if it was. If there is a problem in the management of the manager, the problem and an improvement plan for the problem are entered in the "content" column 142 of the message box registration screen in FIG. 22 and transmitted to the manager. The manager receives the message, reviews his management system, and considers improvement plans.

  In addition, the manager inputs the business characteristics (advantages and disadvantages) of the person in charge "Eiichi Abo" and the missing points and suggestions for improvement in the "contents" column 142 of the message box registration screen in FIG. And send it to the person in charge "Eiichi Abo". The person in charge "Eiichi Abo" receives the message, reviews his / her sales activities from a viewpoint different from the advice of the manager and his / her thoughts, and considers a proposal for improving the sales activities. Since the message is always displayed when the PC 1C is started up until the person in charge "Eiichi Abo" confirms, the message can be transmitted to the person in charge "Eiichi Abo" without fail.

  As described above, in the sales activity support apparatus 1, the input data such as the plan and the result is released, so that the person in charge, the manager, and the manager can confirm the plan and the result in real time. , The checking function between the three layers has been enhanced. However, since the input data includes data that should not be released, it is possible to restrict release of such data. Specifically, for example, when it is better not to release the sales and the profit rate to a person other than the person in charge, the manager operates the main PC 1A, and the sales, the profit rate, and the like are reported to the manager, the manager, the person, and the like. It can be opened only to the person in charge and not to the person in charge other than the person in question.

  Therefore, according to the sales activity support program of the present embodiment, when a person in charge inputs desired requirements to the sub-PC 1C, his / her own sales activity is automatically analyzed based on the marketing theory, and the analysis result is output to the sub-PC 1C. , And even a person who does not know marketing theory at all or a person who does business for the first time can obtain accurate analysis results. Therefore, the person in charge notices the characteristics (advantages and disadvantages) of the sales activities and the gaps and efficiently drafts or corrects the monthly visit activity plan and executes it. , The productivity of a company or the like can be improved.

  In addition, the judgment factors used in automatic analysis are quantitative and qualitative factors used in general marketing theory, so even those who are not familiar with marketing theory can make full use of marketing theory. You can obtain advanced analysis results.

  In addition, the business activity plan entered in the monthly visit activity plan and the like and the business activity results entered in the daily report etc. are automatically transcribed to each automatic analysis, eliminating the need to double-click. it can. In addition, the monthly visit activity plan and sales activity results are based on the minimum necessary items (customers who visited on that day, date and time of visit, visit purpose, visit result, , The date and time of the next visit, the purpose of the next visit, etc.), so that more analysis results can be easily obtained with the same work as before.

  In addition to the analysis results, not only the past analysis results are displayed as they are (for example, an order table for each person in charge in FIG. 12), but the person in charge of the sales activities (For example, the level achievement simulation screen of FIG. 10, the visit simulation screen of FIG. 14, etc.), and the future sales activity results are predicted and displayed from the sales activity results (for example, FIG. 15 (for example, an operation prediction screen shown in FIG. 16, an order prediction screen shown in FIG. 16), and finding and displaying an analysis result that meets the conditions set by the agent (for example, Excel output, clicking the "reference" 135 key and clicking a colleague) Analysis results, etc.), so that more advanced analysis can be performed quickly, even if you are a person who is familiar with marketing theory or a veteran person with a lot of experience and intuition. It is possible to further extend the performance.

  In addition, the person in charge looks at the results of the overall analysis that summarizes past sales activities, and finds out whether there is a weakness in the order receiving side, action side, customer side, etc. By analyzing the aspects in detail, you can identify your own sales characteristics and discover your own sales characteristics (advantages and disadvantages) and missing points, so you can extend the advantages and overcome the missing points You can take appropriate measures to improve your business performance efficiently.

  In addition, the sales representatives, managers, and general managers entered sales activities plans such as monthly visit activity plans, sales performance results executed in accordance with the sales activity plans, analysis results of sales activities of each representative, and statistical results of these. The manager and the general manager can give accurate advice to each person in charge at an early stage, so that the sales performance of each person can be improved efficiently and the production of the company etc. can be improved. Performance can be improved.

  It is needless to say that the present invention is not limited to the above embodiments of the present invention, and can be appropriately changed.

(1) For example, in the above embodiment, the sales activity support program is stored on a CD. On the other hand, the information may be stored in the storage unit 3 or may be stored in a storage medium other than the CD. In the latter case, it is preferable to connect a device for reading the storage medium to the output interface 5.

(2) For example, in the above embodiment, the sales activities are analyzed by using the sales activity support program in order to improve the monthly visiting activity plan already drafted. On the other hand, past sales activities may be analyzed using a sales activity support program when drafting a monthly visit activity plan. Further, past sales activities may be analyzed using a sales activity support program when planning or modifying an annual sales plan, a semi-annual sales plan, a monthly visiting activity plan, and a weekly strategy.

(3) For example, in the above-described embodiment, the screen showing the results of some automatic analysis has been shown. On the other hand, the screen format is not limited to these. Further, the content of the automatic analysis is not limited to this, and any content may be used as long as the automatic analysis is performed based on the marketing theory.

(4) For example, in the above embodiment, the analysis result of a colleague can be viewed by clicking “reference” 135. On the other hand, by changing the name of the person in charge on each screen, the person in charge code, and the like, it is also possible to refer to the analysis results of colleagues.

1 is a system configuration diagram of a sales activity support device according to an embodiment of the present invention. Similarly, it is the flow of the sales activity support program. It is a figure showing an annual sales plan sheet preparation screen similarly. It is a figure which shows a half-year sales plan sheet preparation screen similarly. Similarly, it is a figure which shows the monthly visit activity plan table preparation screen. It is a figure showing a weekly strategy sheet creation screen similarly. It is a figure which shows a daily report result input screen similarly. It is a figure showing an order table input screen similarly. It is a figure showing a user sheet registration screen similarly. It is a figure showing a level achievement simulation screen similarly. It is a figure showing a multi analysis screen similarly. It is a figure which similarly shows the order table by person in charge by person in charge. It is a figure showing an activity analysis table screen similarly. It is a figure showing a visit simulation screen similarly. It is a figure showing an operation prediction screen similarly. It is a figure showing an order prediction screen similarly. It is a figure showing a step-up screen similarly. It is a figure which similarly shows the list screen of the number of cancellations etc. It is a figure showing a user seat score table screen similarly. It is a figure showing a correspondence history screen similarly. It is a figure showing a manager input confirmation screen similarly. It is a figure showing a message box registration screen similarly. It is a figure which similarly shows the order table by equipment. It is a figure which shows the order table by supervising equipment similarly. It is a conceptual diagram of a sales activity process.

Explanation of reference numerals

1 Sales activity support device 1A Main PC
1B Communication network 1C Sub PC
2 central processing unit 3 storage unit 4 input interface 5 output interface 8 storage medium player

Claims (8)

In order to analyze the sales activities of the sales representatives, the computer stores the sales activity records input by the sales representatives, and automatically uses the judgment elements based on the marketing theory in response to the requests of the sales representatives to automatically store the sales activity records. A business activity support program for realizing the analysis and outputting the analysis result of the automatic analysis. The sales activity support program according to claim 1,
The sales activity support program, wherein the determination factors are a quantitative factor determined from the sales activity record and a qualitative factor calculated from the quantitative factor. A sales activity support program according to claim 1 or claim 2,
A sales activity support program, wherein the computer automatically causes the sales activity record to be automatically transcribed to each automatic analysis. A sales activity support program according to any one of claims 1 to 3,
A sales activity support program, wherein the sales activity record is a sales activity plan drafted before the salesperson conducts a sales activity, and a sales activity result executed in accordance with the sales activity plan. A sales activity support program according to claim 4,
A sales activity support program, wherein the sales activity result is a sales activity result including at least one of a visiting customer, a visit date and time, a visit purpose, a visit result, a next visit date and time, and a next visit purpose. A sales activity support program according to any one of claims 1 to 5,
The analysis result is a basic display that displays the contents of the analysis result as it is, a simulation display that simulates the sales activity results in accordance with the conditions assumed by the agent, and a future sales activity result based on the sales activity results. A sales activity support program, which is displayed as one of a prediction display for predicting and a search display for finding and displaying an analysis result that meets the condition set by the agent. A business activity support program according to any one of claims 1 to 6, wherein
The analysis result is a summary analysis result summarizing the analysis result of the designated period, an order analysis result analyzing the order status in the sales activity, a behavior analysis result analyzing the process of the sales activity, a customer analyzing the customer status. A sales activity support program characterized by one of the analysis results. Computers to analyze sales representatives' sales activities,
The diplomat entered the computer, to record the sales activity plan drafted before conducting sales activities and the sales activity results executed according to the sales activity plan,
In response to the request of the diplomat, based on the sales activity plan and the quantitative element determined from the sales activity results, and the qualitative element calculated from the quantitative element, the sales activity plan and the By automatically analyzing the results of sales activities, a comprehensive analysis result that summarizes the analysis results for a predetermined period, or an order analysis result that analyzes the status of orders received in the sales activities, a behavior analysis result that analyzes the process of the sales activities , Derive insights that include any of the customer analytics that analyzed the customer ’s situation,
The analysis result, a basic display for displaying the content of the analysis result as it is, or a simulation display for simulating the sales activity results in accordance with the conditions assumed by the agent, future sales activities based on the sales activity results A sales activity support program, characterized by realizing output by either a prediction display for predicting an actual result or a search display for finding and displaying an analysis result matching a condition set by the agent.

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