JP2007072981A - Business support method and business support system - Google Patents

Abstract

<P>PROBLEM TO BE SOLVED: To provide a business support system capable of improving efficiency of activity of a business man, and greatly improving business efficiency by effectively analyzing business information obtained from a customer. <P>SOLUTION: The business support system for transmitting and receiving information by using a personal digital assistance 8 with a GPS function between the personal digital assistance 8 and a computer 1, includes a positional information processing means 31 for searching a present position, saving positional information, and searching a customer nearest to the present position by a positional information database 4 by using the personal digital assistance 8 by the business man, a daily report information processing means 32 for updating daily information in a daily information database 5 when visiting the searched customer, and a product information processing means 33 for searching an inventory status of a product the customer orders from a product information database 6. <P>COPYRIGHT: (C)2007,JPO&INPIT

Description

  The present invention relates to a sales support method and a sales support system for supporting a sales person's sales activities, and more specifically, a sales support method and a sales support system for managing sales person's behavior results and analyzing sales information to support sales activities. Regarding support system.

  Traditionally, sales staff have been operating according to a pre-prepared action schedule, and if the person in charge is absent at the place of visit or if a business meeting exceeds the scheduled time, it is necessary to review the action schedule again. And was not efficient. In addition, when cultivating new customers, the range of action often overlaps between salespeople. In addition, the daily report for the sales staff was created while returning to the company once and tracing the memory, so there was a lack of time efficiency and accuracy of the contents.

  Therefore, recently, in order to solve such a conventional problem, a technique using a mobile terminal device with a GPS (Global Positioning System) function has been considered. For example, in Patent Document 1, according to a preset action schedule, a route to a visited place or a map is provided to a mobile terminal device with a GPS function used by a sales person, and the action schedule or the action of a sales person is also provided. A technology is disclosed that extracts visits that can be moved in accordance with the results, provides a route and map to the visits each time to a portable terminal device with a GPS function, and manages the behavior results of sales representatives.

  Patent Document 2 is a sales support system for managing the behavior of a sales employee by comparing the position determined in the behavior plan of the sales employee with the actual location of the sales employee. A technique for managing an action history in association with the action history is disclosed.

  Patent Document 3 discloses a technique that enables location-related information including position information of each location where a user moves to be edited and arranged in order of date and time, for example, as a daily report.

JP 2004-139487 A JP 2005-148930 A JP 2004-328540 A

  However, the technology described in any of the above patent documents accurately grasps the position information of the sales staff, etc., manages the action results and action schedules, and Patent Documents 2 and 3 also have a daily report creation function. However, it was merely a request for more efficient behavior of sales staff, etc., and it was not a pursuit of sales efficiency by analyzing sales information obtained from customers or by quantifying sales staff's sales evaluation.

  In view of the above-mentioned problems, the present invention provides a sales support method for improving sales efficiency by effectively analyzing sales information obtained from customers while improving efficiency of salespersons' actions Is an issue. Furthermore, it is an object to provide a sales support system using the above sales support method.

In order to solve the above problems, the present invention has the following features.
The sales support method according to claim 1 is a sales support method for transmitting and receiving information between the mobile terminal and a computer using a mobile terminal having a GPS function. Searching the location, storing the location information in the location information database, searching the customer list from the database in order of proximity to the current location, and when visiting customers selected from the customer list, the daily report information It has a step of registering in a database, and a step of retrieving and updating the stock status of products ordered by the customer from a product information database.

  The sales support method according to claim 2 is the sales support method according to claim 1, further comprising the steps of creating a daily business report, creating a visit plan for the next day, and analyzing the information to generate an analysis form. And a step of outputting.

  The sales support method according to claim 3 is the sales support method according to claim 1 or 2, further comprising the step of displaying an action range where the sales employee visits the customer and an action range for displaying the action range; It is characterized by having.

  The sales support method according to claim 4 is the sales support method according to any one of claims 1 to 3, wherein when a sales employee visits a new customer, at least the customer's location information is received by the mobile terminal. And a customer name are registered in the daily report information database.

  A sales support method according to claim 5 is the sales support method according to any one of claims 1 to 4, wherein the transmission / reception includes transmission / reception via a website.

  The sales support system according to claim 6 is a sales support system in which information is transmitted and received between the mobile terminal and a computer using a mobile terminal having a GPS function. The location information is stored in the location information database by searching the location, the location information processing means for searching the customer list from the database in the order of the current location, and the daily report information when visiting customers selected from the customer list The daily report information processing means for registering the information in the daily report information database, and the product information processing means for searching the stock status of the product ordered by the customer from the product information database.

  The sales support system according to claim 7 is the sales support system according to claim 6, and further analyzes a daily processing means for generating a daily business report and a visit plan for the next day, and analyzing and analyzing the information. It has a form output means for outputting a form.

  The sales support system according to claim 8 is the sales support system according to claim 6 or 7, wherein the position information processing means displays an action trajectory and an action range when the salesperson visits the customer. Features.

  The sales support system according to claim 9 is the sales support system according to any one of claims 6 to 8, wherein when the sales employee visits a new customer, at least the position information of the customer is received by the portable terminal. And a customer name are registered in the customer information database.

  A sales support system according to a tenth aspect is the business support system according to any one of the sixth to ninth aspects, wherein the transmission / reception includes transmission / reception via a website.

  According to the present invention, it is possible to provide a sales support method that can improve the efficiency of salespeople's actions, and that can effectively analyze sales information obtained from customers and dramatically improve sales efficiency. Furthermore, it becomes possible to provide a sales support system using the sales support method.

  The best mode for carrying out the present invention will be described below with reference to the drawings. The following description is an example of the best mode of the present invention, and it is easy for a person skilled in the art to make other embodiments within the scope of the claims by making changes and modifications within the scope of the claims. However, this does not limit the scope of the claims.

  FIG. 1 is a schematic configuration diagram of a sales support system according to the present invention. As shown in FIG. 1, a sales support system 1 of the present invention includes a Web server 2, a DB server 3, a location information database 4 that stores data relating to location information of salespeople, and a daily report information database 5 that stores daily report information of customers. , A product information database 6 for storing information on products to be handled, a business management terminal 7 for searching for various information from the manager side, and a mobile terminal 8 with a GPS function for a salesperson to send and receive various types of information. It is connected.

  FIG. 2 is a schematic configuration diagram of the DB server 3 of the present invention. As shown in FIG. 2, the position information processing means 31 for writing and searching the position information in the position information database 4, the daily report information means 32 for writing and searching for the customer's daily report information of the daily report information database 5, and the product that is a business item The product information database 33 for writing and searching information relating to the product information to be written and searched, the daily processing means 34 for creating daily reports, and the form output means 35 for creating various business forms. The position information processing means 31, the daily report information processing means 32, and the product information processing means 33 are the same in terms of functions of writing and searching for each database, and these can be processed together by one processing means. Although it is possible, by distributing the processing functions as in the present invention, if a failure occurs in these locations, the failure location can be identified and the current state can be quickly recovered, thus shortening the service time It can be advantageous for maintenance. Also, in the case of function enhancement, it is only necessary to change the corresponding part, and the time can be shortened.

  In the position information database 4, position information such as longitude, latitude, and the like acquired by the sales staff at the mobile terminal with the GPS function is stored in time series for each sales staff. When the location information is acquired after visiting the customer, the location information is stored together with the customer name. The mobile phone with a GPS function acquires position information such as longitude and latitude by receiving a signal from the GPS hygiene 9. Further, map information is stored in the database 4, and the position information processing means 31 can acquire the map information and the position information and display the position of the sales staff on the map.

  In the daily report information database 5, the company name, the name of the negotiator, the title of the negotiator, the visit category indicating the purpose of the visit, the rank of the deal according to the size of the transaction, the contents of the negotiation, the product category, the complaint, etc. As stored. In addition to the above, as the accompanying information, the order quantity and the order amount when the negotiation is established, the next visit date and time, image information, and the like are stored as necessary information.

  The merchandise information database 6 stores sales prices, discount information, inventory quantities, etc. for each merchandise that is a business item. The product information database 6 does not have to be owned alone in the sales support system 1 but may be shared with databases of other inventory management systems or ordering / ordering systems. If you own it alone, you must always keep it up-to-date with these systems.

  The sales support system 1 further includes a sales management terminal 7 on the network, which allows the manager to monitor the sales activities of the sales staff in real time at the office of the sales staff. Therefore, the manager can monitor the sales activities of the salesperson in real time by accessing the website by the web server 2 from the sales management terminal 7.

  Next, this sales support system 1 is demonstrated based on a flowchart. FIG. 3 is a flowchart showing processing by the mobile terminal of the sales staff.

  The salesperson connects to the website of the sales support system from the outside with a mobile terminal with a GPS function (step 301). In order to connect to this website, a user ID and password are required to prevent unauthorized access.

Next, according to the menu screen of the portable terminal, the start of business is selected, and a message indicating that the salesperson has started the sales activity is transmitted to the Web server 2 (step 302).
Next, according to the menu screen of the mobile terminal, the current position information of the salesperson is acquired by the GPS satellite and transmitted to the DB server 3 via the Web server 2 (step 303).

Next, the position information processing means registers the transmitted current position information in the position information database 5 (step 304).
The sales employee selects whether the visiting customer is a new customer or an existing customer (step 305).

  Next, in the case of an existing customer, in accordance with the menu screen of the mobile terminal, the fact that the existing customer is visited is transmitted to the Web server 2, and the position information processing means 31 that has received the information receives the current position from the transmitted position information. The customer name list registered in the order from the first is acquired from the position information database 5 (step 306).

  Next, at the visited location, according to the menu screen of the mobile terminal, the location information of the customer who visited by the GPS satellite is acquired and transmitted to the DB server 3 via the Web server 2. 5 (step 307).

  In the case of a new customer, according to the menu screen of the mobile terminal, the customer's location information is acquired by the GPS satellite and transmitted to the DB server 3 via the Web server 2 together with the customer name (step 308).

  Next, for both new and existing customers, after the negotiation with the customer ends, daily report information is transmitted to the DB server 3 via the Web server 2 according to the menu screen of the mobile terminal. (Step 309).

  Next, the daily report information processing means 32 registers the transmitted daily report information in the daily report information database 5 (step 310).

  Although not included in the flowchart, when the existing customer is visited and absent, the absence information is transmitted to the DB server 3 via the Web server 2 in the same manner as the transmission of the position information described above. The information is registered in the position information database 4 by the position information processing means 31.

  As described above, the sales staff visits the customer, transmits the position information and daily report information to the sales support system 1 using the mobile terminal 8 with GPS function, registers / updates each database, and acquires data from each database. It is processing until.

  Next, a function that the management side uses the sales support system 1 in an office or the like will be described. This function is provided by the daily processing means 34 and the form output means 35 in the DB server 3.

  The daily processing means 34 extracts necessary data for daily report creation from the daily report information database 5 and outputs it in the form of a daily report. Furthermore, it has a function of sorting the input items in ascending / descending order and searching daily reports for each salesperson, each customer, and every hour. The daily report processing means 34 can also create a next day visit schedule for each salesperson from the next visit date and time input by the salesperson.

As described above, in the past, the salesperson returned to the office to create daily report information and reported it to the administrator as the daily sales results. However, the salesperson does not have to return to the office to perform the daily routine of the present invention. The processing means 34 can output a daily report and report it to the manager in a timely manner.

  Further, the position information search means 31 can accurately grasp the daily salesperson's behavior history based on the salesperson's position history written in the position information database 4. FIG. 4 is a diagram illustrating a behavior trajectory of a sales employee. FIG. 5 is a diagram showing the range of action of the sales staff.

  The action trajectory shown in FIG. 4 is obtained by plotting, tracing, and displaying the daily salesperson's position information on the map information stored in the position information database 4. As a result, the sales route of the sales staff can be accurately grasped, and the efficiency of the sales staff's behavior can be appropriately determined.

  The action range shown in FIG. 5 is obtained by plotting the daily salesperson's position information on the map information stored in the position information database 4 and displaying it on a plane. For example, in the case of cultivating new customers, it is possible to immediately determine whether there is no overlap in the range of action between salespeople, and the salespeople can be efficiently arranged.

  Next, the form output means 35 of the present invention will be described. The form output means 35 aggregates and processes the position information, daily report information, etc. input to the position information database 4, daily report information database 5 and product information database 6 in the sales support system 1 when the sales staff visits the customer. To create a chart. For example, various analysis forms such as district visit count summary table, district order amount summary table, order amount summary table, number of complaints transition table, actual operation rate transition table, visit / absence transition table, sales evaluation, absent rate transition table, etc. Can be created and output. Since the output form is determined in relation to the input items, the form that can be output by the form output means 35 of the present invention is not limited to the form.

  Of the above forms, the business evaluation analysis table will be described. FIG. 6 is a diagram showing an example of a business evaluation analysis table created by the form output means of the present invention. As shown in FIG. 6, the achievement level is evaluated by quantifying various evaluation items for a predetermined period for each salesperson. All the evaluation items can be created from various input items input by the salesperson by the form output means 35 of the present invention.

  For example, the scheduled visit rate is calculated by extracting the next visit scheduled date and time and the actual result from the daily report information database 5 that stores various items input when the salesperson visits the customer, and dividing the actual result by the number of the next scheduled visit. Is displayed.

  The negotiation time is from the time when the visit location information stored in the location information database 4 is entered to the time when the daily report saved in the daily report information database 5 is entered as the negotiation time. Eliminates the hassle of measuring negotiation times. In this way, it is possible to effectively use the items input when the salesperson visits the customer and to output a form necessary for improving the efficiency of sales.

  As described above, the present invention improves the efficiency of sales staff's actions, and outputs various forms as described above based on the daily report information input by the sales staff to make analysis / evaluation materials. Can be dramatically improved.

It is a schematic block diagram of the sales support system of this invention. It is a schematic block diagram of DB server of this invention. It is a flowchart which shows the process by the salesperson's portable terminal. It is a figure which shows the action locus | trajectory of a sales employee. It is a figure which shows the action range of a sales employee. It is a figure which shows an example of the business evaluation analysis table produced by the form output means of this invention.

Explanation of symbols

DESCRIPTION OF SYMBOLS 1 Sales support system 2 Web server 3 DB server 31 Position information processing means 32 Daily report information processing means 33 Goods information processing means 34 Daily processing means 35 Form output means 4 Position information database 5 Daily report information database 6 Product information database 7 Sales management terminal 8 Mobile terminal with GPS function 9 GPS satellite

Claims (10)

In a sales support method for transmitting and receiving information between the mobile terminal and a computer using a mobile terminal having a GPS function, a salesperson uses the mobile terminal,
Searching the current position and registering the position information in the position information database, obtaining a customer list from the database in order from the current position;
Registering daily report information in the daily report information database when visiting customers selected from the customer list; and
And a step of retrieving and updating the stock status of the product ordered by the customer from a product information database. The business support method according to claim 1, further comprising: creating a daily business report and creating a next day visit plan; and analyzing the information and outputting an analysis form. The sales support method according to claim 1, further comprising a step of displaying an action trajectory and an action range when the salesperson visits the customer. 4. The method according to claim 1, further comprising a step of registering at least customer location information and a customer name in the daily report information database with the mobile terminal when a sales employee visits a new customer. 5. Sales support method. The business support method according to claim 1, wherein the transmission / reception includes transmission / reception via a website. In a sales support system that transmits and receives information between the mobile terminal and a computer using a mobile terminal having a GPS function, a salesperson uses the mobile terminal,
Position information processing means for searching the current position and storing the position information in the position information database, and searching the customer list from the database in the order closer to the current position;
Daily report information processing means for registering daily report information in the daily report information database when visiting customers selected from the customer list;
A sales support system comprising: a product information processing unit that searches and updates a stock status of a product ordered by the customer from a product information database. The sales support system according to claim 6, further comprising: daily processing means for creating a daily business report and creating a visit plan for the next day; and a form output means for analyzing the information and outputting an analysis form. . The position information processing means includes
The sales support system according to claim 6 or 7, characterized in that an action trajectory and an action range in which a sales employee visits a customer are displayed. The sales support according to any one of claims 6 to 8, wherein when a sales employee visits a new customer, at least the position information of the customer and the customer name are registered in the customer information database by the portable terminal. system. The sales support system according to any one of claims 6 to 9, wherein the transmission / reception includes transmission / reception via a website.

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