JP2009271882A - Business activity support system, business activity support method, and computer program - Google Patents

Abstract

<P>PROBLEM TO BE SOLVED: To enhance the efficiency of business activity by arranging an event generated in a customer on a map, in this business activity support system. <P>SOLUTION: An event information detecting part 2 detects the event such as "a large amount of money received" and "a fixed deposit maturity" by retrieving information stored in a customer information storage part 6, based on an assigned condition. An event arrangement map generating part 3 arranges a mark indicating the event, in a position of the customer related to the event, to prepare an event arrangement map 8. The prepared event arrangement map 8 is displayed in a terminal of the business person in charge. An event relation detecting part 4 detects a relation between a corporation customer and the event of a personal customer who is an employee of a corporation, to be displayed in an event explanation part 8B of the event arrangement map 8. <P>COPYRIGHT: (C)2010,JPO&INPIT

Description

  The present invention relates to a sales activity support system, a sales activity support method, and a computer program.

Various sales activities are conducted to sell various products and services. In order to support the activities of the person in charge (salesperson) who visits the customer, a technique has been proposed in which a customer located in the vicinity of the current position of the person in charge or in the visit route is extracted and displayed on a map ( Patent Document 1).
JP 2005-275553 A

  In the technique described in the above document, the position of the sales representative or a new customer located on the visit route can be displayed on the map. However, since various events that occur in the customer cannot be displayed on the map, the usability is low. For example, in the case of a local bank or the like, the same sales representative is often in charge of both the corporation and the employees of the corporation. In this case, when the person in charge visits the corporation for a certain purpose, it is efficient if the employee also visits. However, in the prior art, it is impossible to visualize the event related to the employee and the event related to the corporation in association with each other. Furthermore, in the prior art, it is impossible to know what prospective customers exist around the individual customers who are scheduled to visit.

  SUMMARY OF THE INVENTION Accordingly, an object of the present invention is to provide a sales activity support system, a sales activity support method, and a computer program that can support the activities of a sales representative using a computer device. Another object of the present invention is to provide a sales activity support system, a sales activity support method, and a computer program capable of associating and outputting a first event occurring in a first customer and a second event occurring in a second customer. Is to provide. Further objects of the present invention will become clear from the description of the embodiments described later.

  In order to solve the above problems, a sales activity support system according to the first aspect of the present invention includes a customer information storage unit that stores customer related information that is information about a customer, and an event that has occurred to the customer based on the customer related information. An event detection unit for detecting, an event arrangement map generation unit for generating an event arrangement map in which events are arranged by associating the detected event with a customer position on the map, and an event arrangement map And an output unit for outputting.

  You may further provide the event relationship detection part which detects the 2nd customer corresponding to a 1st customer, matches and outputs the 1st event which arises in a 1st customer, and the 2nd event which arises in a 2nd customer. The first customer and the second customer may be either corporations or individuals. That is, the case where the first customer is a corporation and the second customer is an individual, the case where both the first customer and the second customer are individuals, and the case where both the first customer and the second customer are corporations. There is a case. Further, the first customer may be an individual and the second customer may be a corporation. The “second customer corresponding to the first customer” is, for example, when the distance between the first customer and the second customer is within a predetermined range (when the second customer works at the location of the first customer, And the second customer in the neighborhood), and there is a predetermined relationship such as an employment relationship or a business relationship between the first customer and the second customer.

  A plurality of types of events having different importance levels are set in advance, and the event detection unit may detect which of the plurality of types of events has occurred in the customer.

  The event detecting unit extracts only the first information extracting unit that extracts the first information necessary for generating the event arrangement map from the customer related information and the second information that matches the event condition specified in advance among the first information. And a second information extraction unit.

  The event detection unit can also detect an event based on the activity level of the sales activity for the customer.

  A business activity support system according to a second aspect of the present invention is a business activity support system comprising a server device, a terminal device connected to the server device, and a data supply device connected to the server device, wherein the data supply The device stores customer related information that is information about the customer, and the server device detects an event that has occurred to the customer based on the customer related information acquired from the data supply device; and An event arrangement map generation unit that generates an event arrangement map in which events are arranged by arranging the detected events on the map in association with customer positions, and the event detection unit supplies data A first information extraction unit for extracting first information necessary for generating an event arrangement map from customer-related information stored in the device; A second information extraction unit that extracts only the second information that matches the event condition to be performed, and the event arrangement map generation unit includes the person-in-charge information that is information related to the sales person, the second information, Based on the information indicating the position of the customer, an event arrangement map is generated by arranging an event detected for the customer related to the sales representative on the map.

  The customer relation information is classified in advance into the first customer relation information of the first customer and the second customer relation information of the second customer associated with the first customer, and the event relation detection section included in the event detection section Detects the relationship between the first event occurring in the first customer and the second event occurring in the second customer based on the first customer related information and the second customer related information, and the detected first event and It is also possible to output the relationship between two events in association with the event arrangement map.

  A computer program according to a third aspect of the present invention is a computer program for causing a server device connected to a terminal device and a data supply device to function as a sales activity support device, wherein the data supply device is information relating to a customer. Stores certain customer related information, and the server device detects an event that has occurred to the customer based on the customer related information acquired from the data supply device, and detects the detected event of the customer. The event arrangement map generation function for generating an event arrangement map in which events are arranged and the output function for outputting the event arrangement map are made to function on the map in association with the positions.

  Hereinafter, embodiments of the present invention will be described with reference to the drawings. FIG. 1 is a conceptual diagram schematically showing the overall configuration of the present embodiment. A more detailed configuration will be further described later. In the present embodiment, as an example of a sales activity support system, a system for supporting the activities of bankers who are in charge of so-called outward circulation will be described. However, the present invention is not limited to bank-related business activities, and can be used to support various business activities.

  The business activity support system 1 is configured using a computer device such as a server computer, for example. A sales activity support system 1 (hereinafter referred to as support system 1) shown in FIG. 1 includes, for example, an event information detection unit 2, an event arrangement map generation unit 3, an event relationship detection unit 4, an output unit 5, and customer information storage. A unit 6 and a map information storage unit 7 are provided.

  The support system 1 is constructed as a so-called ASP (Application Service Provider), and provides information such as an event arrangement map 8 described later to the user. That is, each bank employee of each bank can log in to the support system 1 via a communication network such as the Internet from a terminal such as a personal computer or a portable information device, and obtain the event arrangement map 8 and the like. The support system 1 may be provided for each bank.

  The customer information storage unit 6 stores customer related information that is information related to the customer. Examples of the customer-related information include personal information of the customer, transaction information of the customer, information on sales activities for the customer, and the like.

  The customer's personal information includes, for example, the customer's name, address, telephone number, e-mail address, age, gender, work place, and family structure. The customer transaction information includes, for example, an account balance, a change in balance, a purchase history of financial products, and the like. The information on the sales activities for the customer includes, for example, a history of the sales person in contact with the customer, the customer's response, and the order accuracy.

  The customer-related information can include items other than the above-described items, and conversely, some of the items described above can be excluded. The items included in the customer-related information can be appropriately set according to the characteristics of the product or service that the user of the support system 1 intends to sell. Note that the customer information storage unit 6 may be provided outside the support system 1 as shown in an example described later. Further, for example, the customer information storage unit 6 may be configured from a plurality of databases such as a business activity management database, a customer management database, and a transaction management database.

  The map information storage unit 7 stores map information including at least a region where business activities are performed. The support system 1 only needs to be able to use the map information including the area where the business activity is performed, and does not need to hold the map information in the support system 1. The support system 1 can acquire map information from the outside of the support system 1 by providing a function (API: Application Program Interface) for acquiring map information from, for example, a web server that provides map information.

  The event information detection unit 2 as an “event detection unit” detects various events occurring in the customer based on the input search condition. An event means an event useful for sales activities, and can be classified into, for example, a life event, a trading event, and a market event.

  A life event is an event related to a customer's life and life. Examples of the life event include marriage, home purchase, job change, and private car purchase. A transaction event is an event related to various transactions performed between an organization (bank in this embodiment) to which a sales representative belongs and a customer. Examples of transaction events include maturity of time deposits, maturity of government bonds, complete payment of my car loans (or the number of years in which my car loans have reached a predetermined number of years), and large deposits exceeding a predetermined amount. Market events mean events that occur in external environments such as financial markets and securities markets. Market events include, for example, stock prices that have risen or fallen above a predetermined value, investment trusts that have risen or fallen above a predetermined value, changes in official rates, and exchange rates that have fluctuated by more than a predetermined value. Note that at least one or more of the transaction events can be detected in advance based on the contract details. That is, for example, an event indicating that the time deposit is due can be generated and displayed on the map a predetermined period before the actual maturity date. Thereby, the sales person in charge can carry out sales activities early.

  The event arrangement map generation unit 3 arranges the event detected by the event information detection unit 2 on the map acquired from the map information storage unit 7 according to the customer's position (event occurrence position). Thereby, the event arrangement map generation unit 3 generates a map 8 on which customer events are arranged.

  The output unit 5 causes the output device to output the event arrangement map 8 generated by the event arrangement map generation unit 3. Examples of the output device include a display device and a printer device. That is, the event arrangement map is displayed on the display device or printed on printing paper. As the output device, for example, a mobile phone, a portable information terminal, a personal computer, a portable printer, or the like can be used.

  For example, the event relationship detection unit 4 determines a relationship between a corporate event (first event) related to a corporate customer (first customer) and a personal event (second event) related to an individual customer (second customer) belonging to the corporate customer. To detect. This is merely an example, and both the first customer and the second customer may be individual customers, and both the first customer and the second customer may be corporate customers. Further, the first customer may be an individual customer and the second customer may be a corporate customer. Here, a case where the first customer is a corporate customer and the second customer is an employee of the corporation will be described as an example.

  The event relationship detection unit 4 extracts an event of an individual customer related to a corporate customer. Corporate events include the purpose of visiting corporate customers. Examples of the purpose of visit include collection, proposal, consultation, greeting, new development, deep cultivation, and the like. Fukako is a sales activity to increase the share of existing corporate customers. The event relation detection unit 4 detects and displays the events of individual customers belonging to the corporate customer for the corporate customer that the sales representative wants to visit.

  A configuration example of the event arrangement map 8 will be described. The event arrangement map 8 can be configured to include, for example, a map unit 8A and an event explanation unit 8B. In the map portion 8A, a map in a range instructed automatically or manually by a sales representative is displayed. A mark (inverted triangle mark in FIG. 1) indicating an event is displayed on the map.

  A map in a range designated in advance by the sales representative can be displayed on the map portion 8A. Alternatively, a map within a predetermined range centering on the current position of the salesperson can be displayed using information on the current position of the salesperson.

  In the event explanation diagram 8B, for example, the name of the corporate customer, the name of the individual customer in which the event has occurred among the individual customers belonging to each corporate customer, and the content of the event that has occurred in the individual customer are displayed in relation to each other. Is done. Although omitted in FIG. 1 due to space limitations, for example, a visit purpose, a history of negotiations with a corporate customer, a history of transactions, and the like can be displayed.

  In the map portion 8A, a mark Ma indicating the company A and a mark Mb indicating the company B displayed in the event explanation portion 8B are indicated by black inverted triangle marks. In addition, events relating to other corporate or individual customers are indicated by white inverted triangles. In other words, the support system 1 can automatically detect other events located around the event occurrence place centered on an event of a certain customer and display them on the map.

  When the sales representative intends to visit either company A or company B, the event person can use the event layout map 8 to determine which company A or company B should be visited. For example, paying attention to the map portion 8A, three marks indicating other events are displayed in the vicinity of the mark Ma indicating the company A.

  That is, it means that there are at least three corporate customers or individual customers that are relatively easy to visit in the vicinity of Company A. On the other hand, only one mark indicating another event is displayed in the vicinity of the mark Mb indicating Company B. Therefore, if one of Company A and Company B is selected, the efficiency of sales activities is higher when selecting Company A having a large number of other customers capable of “next visit”.

  The sales representative can also determine which of Company A and Company B should be visited using the information displayed in the event explanation section 8B. In the event explanation section 8B, events that occur for employees of company A, events that occur for employees of company B, and the like are displayed. Sales representatives can compare the events of employees of each company and decide where to visit.

  As described above, the sales representative uses the event layout map 8 when the visit schedule has not been created. However, even if a visit schedule has already been created, the salesperson can use the event arrangement map 8 to improve the efficiency of sales activities.

  For example, if it is decided to visit Company A in the morning and Company B in the afternoon of the same day, the sales representative will consider the travel time for moving from Company A to Company B. , Can fill the gaps in the schedule. For example, a sales person plans to visit other customers around the company A (white inverted triangle mark in the map portion 8A) without making a reservation using the gap time, or an employee of the company A You can schedule greetings to employees who have events.

  In the above example, a case has been described in which the event arrangement map 8 is used to determine which of the corporate customer A company and the corporate customer B company to visit. However, in reality, it is considered that there are more cases where it is worried about which one should visit first among individual customers than when worried about whether or not to visit between corporate customers. Assuming that mark Ma shown in FIG. 1 is an event of individual customer A and mark Mb is an event of individual customer B, the sales representative wants to visit either Mr. A or Mr. B. The event arrangement map 8 can be used to determine which of Mr. A and Mr. B should be visited. For example, in the vicinity of the mark Ma indicating Mr. A, three marks indicating other events are displayed. That is, in the vicinity of Mr. A, there are at least three customers who have an event that can be used as an excuse for a visit. On the other hand, there is only one customer in the vicinity of Mr. B who has an event that can be used as an excuse for a visit. Therefore, for example, when giving priority to the number of visits, the sales representative can decide to visit Mr. A in preference to Mr. B.

  As described above, according to the present embodiment, by using the event arrangement map 8 configured by assigning events, various events occurring in an area where sales representatives are active are grasped and managed as “faces”. be able to. Therefore, it is possible to increase the efficiency of sales activities of the sales staff. For example, the support system 1 can display events of other customers located around the specific customer around the specific customer selected manually or automatically on the map. Therefore, the sales staff can easily grasp the prospects distributed around the customer scheduled to be visited, and can make use of the sales activities.

  In addition, in this embodiment, since events of individual customers (employees, etc.) related to corporate customers can be visualized in association with each other, the possibility of missing an individual customer to be contacted in a visiting corporate customer is reduced, Order opportunities can be increased. In particular, when the same salesperson, such as a bank, handles both corporate and individual customers, it can efficiently visit corporate customers and individual customers, which can be useful for sales activities. .

  That is, in this embodiment, the event in the area in charge can be managed as a plane by the map unit 8A, and each event having a hierarchical relationship can be visualized by the event explanation unit 8B. Therefore, each event in the area in charge of the sales representative can be managed and grasped three-dimensionally by the event arrangement map 8 of the present embodiment. Hereinafter, this embodiment will be described in detail.

  FIG. 2 is an explanatory diagram showing the overall configuration of the sales activity support system 10. The sales activity support system 10 (hereinafter referred to as support system 10) includes, for example, a sales activity support server 100, a data supply unit 20, a scheduler 30, a map data storage unit 40, a LAN (Local Area Network) terminal 50, A radio base station 60 and a mobile terminal 70 can be provided.

  First, the correspondence with FIG. 1 will be described. The support system 10 is in the support system 1 in FIG. 1, the data supply unit 20 is in the customer information storage unit 6 in FIG. 1, the map data storage unit 40 is in the map information storage unit 7 in FIG. The database unit 120 corresponds to the event information detection unit 2 and the event relationship detection unit 4 in FIG. 1, and the MAP-EBM engine 150 corresponds to the event arrangement map generation unit 3 and the output unit 5 in FIG.

  The configuration of the sales activity support server 100 (hereinafter referred to as support server 100) will be described later. The data supply unit 20 is a device that supplies data that is already possessed by a company that uses the support system 10 such as a bank, a securities company, or an insurance company (hereinafter also referred to as a system use company) to the support server 100. is there.

  The data supplied from the data supply unit 20 includes, for example, host data 21 related to each customer (including both corporate customers and individual customers), customer personal information, sales person contact history, and the like. CRM data 22 and M-CIF data 23 that holds the asset status of each customer in time series can be cited. The types of data 21 to 23 are examples, and the present invention is not limited to this.

  Based on the information acquired from the MAP-EBM engine 150, the scheduler 30 creates a schedule (visit schedule) for a sales person to visit a customer. The map data storage unit 40 stores map data including at least a region where business activities are performed. However, as described above, it is not necessary for the support system 10 to hold map data, and it is sufficient if the support system 10 has a function of acquiring map data from a website that provides a map service.

  The LAN terminal 50 is, for example, a computer terminal disposed at a sales office of a system using company. The sales representative can use the event map (G10 in FIG. 4 or G20 in FIG. 5) regarding the area and customer in charge by logging in to the support server 100 using the LAN terminal 50.

  The mobile terminal 70 is a computer terminal configured as, for example, a mobile phone, a mobile information terminal, an electronic notebook, or the like. For example, the portable terminal 70 can access the support server 100 via a wireless base station 60 that controls communication such as mobile communication and wireless LAN. By using the mobile terminal 70, the sales staff can access the support server 100 from the outside and obtain an event map. By using the portable terminal 70, the sales representative can immediately confirm the event occurrence status on the spot. For example, even when time is left at the place of visit due to the absence of a customer, the sales representative uses the mobile terminal 70 to access the support server 100 to confirm a nearby visitable customer event. You can visit on an ad hoc basis. Since the sales representative can check the latest event status as needed on the go, he can respond quickly to new events.

  The mobile terminal 70 may be configured to be able to access the support server 100 using, for example, WiMAX (Worldwide Interoperability for Microwave Access) standardized by the American Institute of Electrical and Electronics Engineers. Further, the mobile terminal 70 may be configured as a thin client having only a minimum function. By configuring the mobile terminal 70 as a thin client and not storing customer data or the like in the mobile terminal 70, it is possible to prevent data such as personal information from leaking due to loss or theft of the mobile terminal 70. , Security can be improved.

  The support server 100 includes hardware resources such as a CPU (Central Processing Unit), RAM (Random Access Memory), and ROM (Read Only Memory), and software resources such as an OS (Operating System) 110 and various driver software. Yes. The support server 100 can be configured as an ASP. In that case, copies of various data 21 to 23 managed by each bank are provided in a predetermined data center or the like. The support server 100 creates and provides an event map customized for each bank employee of each bank by using a copy of data provided in a data center or the like.

  Furthermore, the support server 100 includes a database unit 120, an EBM engine 130, a management unit 140, and a MAP-EBM engine 150. Here, EBM is an abbreviation for Event Based Marketing.

  The database unit 120 stores and manages information 121 acquired from the data supply unit 20, information 122 created by the EBM engine 130, and the like. The EBM necessary information 121 is information used for conducting marketing activities based on events, and corresponds to “first information”. In other words, the EBM required information 121 is information for inputting to the EBM engine 130. The EBM required information 121 is generated by extracting only the information used for the EBM from the data supplied from the data supply unit 20.

  For example, the data supply unit 20 can manage not only the customer's name and address but also a telephone number and a hobby. Of the information managed by the data supply unit 20, unnecessary information that is not used by the EBM such as a telephone number or a hobby is removed, and only information used for the EBM is temporarily stored in the support server 100 as the EBM required information 121. Saved.

  The lead information 122 is information generated by the EBM engine 130 and corresponds to “second information”. The EBM engine 130 extracts customers that satisfy a desired condition by searching the EBM necessary information 121 with one or a plurality of conditional expressions. For example, the EBM engine 130 needs EBM for customers who satisfy the conditions such as “customers with a deposit of 1 million yen or more on the previous day” and “customers with a total amount of liquid assets and time deposits of 5 million yen or more”. Extracted from information 121. Information on customers that satisfy each condition is temporarily stored in the support server 100 as lead information 122.

  The customer position information 123 is information indicating position information (for example, latitude and longitude) of each customer extracted from the lead information 122. The customer position information 123 need not be expressed by latitude and longitude, and may be expressed by, for example, a zip code or coordinate data on a map.

  As described above, the EBM engine 130 extracts customers satisfying a predetermined condition from the EBM necessary information 121 and generates lead information 122.

  The management unit 140 manages the usage authority of the sales staff. The management unit 140 is configured as, for example, LDAP (Lightweight Directory Access Protocol), and manages a directory and the like accessible to each sales representative.

  The management unit 140 includes, for example, person-in-charge information 141, customer information 142, and role information 143. The person-in-charge information 141 is information indicating various attributes of the person in charge of sales, such as the branch name, department, employee number, etc. to which the person in charge of sales belongs. The in-charge customer information 142 is information for identifying the customer in charge of the sales person. The role information 143 is information for managing the roles, positions and positions of sales representatives.

  When a salesperson accesses the support server 100 using the LAN terminal 50 or the portable terminal 70, the management unit 140 confirms the access authority of the salesperson and only information that the salesperson can know. Make it available. For example, a branch manager can use information related to all customers and sales representatives in the branch, while a general sales representative can use only information related to the customers in charge of the branch.

  The MAP-EBM engine 150 creates an event map as an “event placement map” in which each event is placed. The MAP-EBM engine 150 (hereinafter referred to as the event map creation engine 150) adds a mark indicating a customer who has an event on the map read from the map data storage unit 40 based on the lead information 122 and the customer position information 123. Create event maps by placing them.

  2 is merely an example, and the present invention is not limited to the configuration shown in FIG. All configurations that can extract information to be used for EBM from various information related to customers and arrange customer events on a map are included in the scope of the present invention unless explicitly excluded from the claims.

  FIG. 3 is an explanatory diagram schematically showing the relationship between the original data managed by the data supply unit 20, the EBM necessary information 121, and the read information 122. As shown in the upper side of FIG. 3, the original data managed by the data supply unit 20 includes, for example, a contact history between a sales person and a customer, a customer's name, age, address, telephone number, deposit / withdrawal history, asset status Various kinds of information are included such as the results of sales activity responses (customer responses).

  In EBM, sales activities are performed based on an event that has occurred to a customer, and not all of the original data is required in EBM. For example, information such as telephone numbers and hobbies is not used in EBM. By extracting only information preset as information used for EBM from the original data, EBM required information 121 is generated.

  The EBM engine 130 searches the EBM necessary information 121 under one or a plurality of conditions to extract all information related to customers having a predetermined event, and creates lead information 122.

  That is, the EBM engine 130 searches the EBM necessary information 121 with a conditional expression for detecting a predetermined event in order to extract customers having the predetermined event, and obtains lead information 122. The lead information 122 is a list of promising prospective customers.

  FIG. 4 shows a screen example of an event map as an “event arrangement map”. The event map screen G10 includes, for example, a map part M10 on the right side in the figure and an event explanation part on the left side in the figure.

  The map unit M10 displays each customer event on the map for each type. In the event explanation section, marks B10, B11, B12, and B13 indicating the type of each event are shown. A salesperson (also a user who uses the support system 10) can immediately grasp what kind of event occurs in the area in charge by looking at the map part M10.

  In FIG. 4, as the event types, for example, large deposit B10 (indicated by a thick solid line), periodic maturity B11 (indicated by a thin solid line in the figure), and government bond maturity B12 (indicated by a dashed line in the figure) And loan completion B13 (indicated by a dotted line in the figure). These events are examples for explanation, and other events other than those shown in FIG. 4 can be adopted in this embodiment.

  If attention is paid to the map part M10, a mark M11 indicating a customer who has received a large deposit (amount of money ¥ M11) is displayed on the west side (left side in the figure) of the station, and on the east side (right side in the figure) of the station, A mark M12 indicating a customer who received another large deposit (amount ¥ M12) is displayed. Since marks indicate events, in the following description, marks such as M11 and M12 may be referred to as events.

  Here, for example, consider a case where the amount of money M12 of the event M12 is slightly larger than the amount of money ¥ M11 of the event M11. For example, this is the case where the amount of money ¥ M12 is 3.1 million yen and the amount of money ¥ M11 is 3 million yen. In this case, it seems that it is advantageous in terms of sales activities to visit the customer of the event M12. However, in the vicinity of the event M11, a mark M13 indicating a customer whose term deposit of the amount ¥ M13 has expired and a mark M14 indicating a customer who has completed the loan are positioned. Therefore, when the sales representative visits the customer of the event M11, the person who visits the customers of the surrounding events M13 and M14 results in an order rather than the case of visiting only one large customer (M12). Opportunities will increase. This is because even if the visit to M11 is unsuccessful as a result, it is possible to visit M13 and M14 in the neighborhood.

  FIG. 5 is an example screen G20 showing an event map having another configuration. The event map screen G20 includes a map unit M20 on the lower side in the figure and an event explanation part G21 on the upper side in the figure.

  The map part M20 is configured in the same manner as the map part M10 described in FIG. 4, and marks M21 to M23 indicating each event are arranged on the map.

  The event explanation part G21 includes a company information part G21A indicating information related to a corporate customer, and an employee event status part G21B indicating an event of each employee belonging to the corporate customer. The company information part G21A includes, for example, a company name, a purpose of visit, company information, and the like. The company information includes, for example, the asset status, the frequency of visits by sales representatives to the company, and the like. The employee event status part G21B displays the number of employees corresponding to each event such as large deposit, periodic maturity, government bond maturity, loan repayment, etc., for example. If it is desired to obtain detailed information on the employee event, the sales representative can display the detailed information screen G22 by selecting the desired field.

  As shown in FIG. 5, the event map can visualize the distribution status of various events occurring in the area in charge and the events of individual customers (employees) hidden behind the events of corporate customers. Therefore, in this example, the sales representative can grasp the distribution of events in the area in charge as a plane, and after visiting the corporate customers, he can efficiently visit each individual customer where the event occurs. Business activities.

  FIG. 6 is a flowchart showing the sales activity support process. This process is executed by the support server 100. Each of the following flowcharts including this flowchart shows an overview of each process within the scope necessary for understanding and implementing the present invention, and may differ from an actual computer program. A so-called person skilled in the art will be able to change or delete the illustrated steps, change the order, and add new steps.

  When the sales representative accesses the support server 100 using the LAN terminal 50 or the portable terminal 70, the support server 100 displays a login screen (S10). When the sales representative inputs the user ID (identification code) and password, the support server 100 performs user authentication and determines whether the user authentication is successful (S11). Note that user authentication is not limited to using a user ID and password. For example, biometric information such as fingerprints, voiceprints, irises, and vein patterns may be used. Alternatively, the authentication may be performed using encrypted key information stored in the storage medium.

  If the user authentication is not successful (S11: NO), the support server 100 requests re-input of the user ID and password. When the authentication is successful (S11: YES), the support server 100 displays the menu 200. In the menu 200, for example, individual menus for each schedule, each customer in charge, each event, each region, and the like are prepared. Specific examples of the menu will be described later with reference to FIGS.

  The sales person selects a desired individual menu from the menu 200. When the menu is selected (S13: YES), the support server 100 reads the EBM necessary information 121 related to the selected menu (S14), and generates the lead information 122 based on the EBM necessary information 121 (S15). .

  And the support server 100 arrange | positions and displays each lead information 122 on a map according to a customer's position (S16). When the display of detailed information is requested from the terminals 50 and 70 (S17: YES), the support server 100 displays the detailed information on the terminal screen (S18).

  FIG. 7 is a flowchart showing a process for displaying an event of an individual customer related to a corporate customer. The support server 100 specifies a corporate customer (S20), and then specifies each individual customer belonging to the corporate customer (S21). The support server 100 detects an event related to each identified individual customer (S22), totals the detected events for each event type (S23), and displays them in association with company information and events of corporate customers (S24). ).

  FIG. 8 is a flowchart showing processing for arranging and displaying an event on a map. The support server 100 identifies lead information 122 corresponding to the event to be displayed (S30), and detects coordinates (customer position information) regarding the lead information (S31). And the support server 100 arrange | positions and displays the mark corresponding to an event in the event occurrence position on a map (S32).

  According to this embodiment configured as described above, an event map can be generated by detecting an event relating to each customer and placing the detected event on the map. Therefore, the sales person in charge can grasp at a glance various events occurring in the area in charge. As a result, it can be used to formulate a visit schedule and the like, and the efficiency of sales activities can be improved. And according to a present Example, the other event which exists around the designated event (customer) can be displayed together. Therefore, in the present embodiment, the relationship between an event of a certain customer and other events located in the vicinity of the customer can be displayed on a map and visualized, and sales activities can be supported.

  In the present embodiment, the event of a personal customer belonging to the corporate customer is displayed in association with the corporate information or event (the purpose of visiting the corporate customer, etc.) of the corporate customer. Therefore, after visiting a corporate customer, it is possible to visit an individual customer who has a high probability of closing, thereby improving the efficiency of sales activities.

  Based on FIG. 9, a second embodiment of the present invention will be described. The following embodiment including this embodiment corresponds to a modification of the first embodiment. In this embodiment, the area handled by the sales representative is divided into a plurality of sections, and sections with a large number of events are highlighted.

  FIG. 9 is a flowchart of the map display process according to this embodiment. The support server 100 identifies the lead information (S30), and detects the coordinates of the identified lead information (S31). Then, the support server 100 counts the number of events corresponding to the lead information for each section on the map, and highlights and displays the section including a predetermined number of events (S33). In FIG. 9, sections including a predetermined number or more of events are indicated by hatched portions.

  Configuring this embodiment like this also achieves the same effects as the first embodiment. Further, in the present embodiment, since the sections including a predetermined number or more of events are highlighted, the sales staff can grasp the important sections to be visited at a glance, thereby improving usability.

  The event display method may be changed according to the scale. For example, in the case of a small scale, a section including a predetermined number of events or more may be highlighted, and in the case of a large scale, a mark for each event may be displayed.

  A third embodiment will be described with reference to FIG. In this embodiment, the activity level of the sales representative is detected as an event and displayed. The level of activity of the sales activity means the degree of the sales representative's approach to the customer and the level of activity. Specifically, for example, when a sales representative frequently visits a customer, or when a business negotiation with a customer is long, the degree of activity increases, and conversely, the frequency of visits to the customer is low, When the time is short, the activity level decreases.

  The support server 100 extracts customers who have passed a predetermined number of days from the previous visit from the EBM information 121 (S40). Further, the support server 100 extracts customers whose total number of visits within a predetermined period is equal to or less than a predetermined value (S41). Furthermore, the support server 100 extracts the priority customers (S42). The priority customer can be selected in advance by, for example, a business meeting or the like, or a customer exceeding some standard may be automatically selected as the priority customer. As a standard, for example, “a customer with a large transaction amount for the last three months” can be cited.

  The support server 100 totals each score for each customer extracted in S40 to S42 by using the score management table 210 (S43). The support server 100 sets an event for a customer whose total score is a predetermined score or more (S44).

  The score management table 210 includes, for example, “when a predetermined number of days have passed since the previous visit”, “when the number of visits within a predetermined period is equal to or less than a predetermined value”, “when designated as a priority customer”, Each score is managed for each item such as “when a transaction-related event (large deposit, periodic maturity, government bond maturity, loan repayment, etc.) has occurred”. A relatively high score is set in advance for the item indicating that the activity level is low. The customer score totaling table 220 manages the total score for each customer. If the total score is greater than or equal to the predetermined score, it is treated that an event has occurred for that customer (S44).

  Therefore, in the case of a customer with a low level of sales activity, there is a high possibility that an event will be set even if a business-related event has not occurred. Since the set event is displayed on the map, the sales representative can visit the customer to visit without forgetting.

  Configuring this embodiment like this also achieves the same operational effects as the first embodiment. Furthermore, in the present embodiment, a customer with a low level of sales activity is detected and an event is set, so that the sales representative can be encouraged to visit and the sales activity can be activated. In general, sales representatives tend to carry a lot of legs to customers who are easy to negotiate, and do not readily visit customers who are difficult to negotiate. As the number of visits to unsatisfactory customers decreases, awareness of weakness becomes stronger and the transaction amount (order amount) also decreases. On the other hand, in this embodiment, a customer with a low level of sales activity is automatically detected and displayed, so that the sales representative can be encouraged to visit the customer and the sales activity can be activated.

  A fourth embodiment will be described with reference to FIG. In this embodiment, marks M21A and M22A indicating corporate customer events are displayed in association with sub-marks MP indicating individual customer events belonging to the corporate customers.

  FIG. 11 shows an event map screen according to this embodiment. A mark M21A indicating an event (collection) of the company C1 is associated with a sub mark MP indicating an event of each individual customer belonging to the company C1. Similarly, a mark M22A indicating an event (suggestion) of company C2 is associated with a submark MP indicating an event of each individual customer belonging to company C2. In order to know the details of the submark MP, for example, the submark MP may be selected to display the detailed information screen G23. Alternatively, the event explanation part G21 may be referred to.

  Configuring this embodiment like this also achieves the same effects as the first embodiment. Furthermore, in the present embodiment, a mark indicating an event of a corporate customer and a mark (submark) indicating an event of an individual customer belonging to the corporate customer are displayed in association with each other on the event map. Therefore, the sales representative can immediately determine the corporate customer who can increase the number of “visit visits”, “greetings”, etc. by simply looking at the event map.

  A fifth embodiment will be described with reference to FIGS. In this embodiment, a specific example of a sales activity support menu (which may be referred to as an event map display menu) will be described. FIG. 12 shows an event map screen when the menu for each customer is selected.

  The event map screen G30 includes, for example, a schedule column G31, tab menus G32 to G35, an event explanation part G36, a map commentary part G37, a calendar part G38, and a map part M30.

  In the schedule column G31, the visit schedule of the sales representative is displayed. The schedule can be configured by associating, for example, the name of the customer scheduled to visit, the scheduled visit time, the purpose of the visit, the number of events of other customers associated with the visited customer, and the like. For example, in the case of the company C1 shown on the left side of FIG. 12, it is displayed that a visit should be made for the purpose of collecting money from 9:30 to 10:00. “30 cases” displayed on the right side of the visit schedule of the company C1 indicates the total number of events occurring in the employees of the company C1.

  In the event explanation part G36, information on each customer in charge of the sales representative is displayed. In the map comment part G37, for example, the contents of each mark (customer name, address, event type, etc.) displayed on the map part M30 are displayed.

  FIG. 13 shows the event map screen G30A when the menu by schedule is selected. The event map screen G30A shown in FIG. 13 can be configured in substantially the same manner as the screen G30 shown in FIG. When the difference is mainly described, in the event explanation section G36A, when the sales representative selects the customer of the planned visit destination displayed in the schedule column G31, the event of other customers located around the selected customer is displayed. Will be listed.

  FIG. 14 is an explanatory diagram showing the event map screen G30B when the event-specific menu is displayed. The event explanation part is provided with a designation part G40 for designating an event type and a list display part G41 for displaying a list of designated events. For example, when the sales representative designates the “large deposit” event, the list display unit G41 displays a list of information related to all the customers who satisfy the large deposit event among the customers in charge of the sales representative. .

  In FIG. 14, the map portion is omitted for convenience, but the map portion can also be displayed on the event-specific menu screen G30B.

  FIG. 15 shows an event map screen G30C when the menu for each region is selected. In the event explanation part G42, the number of event occurrences for each event type is displayed for each component of the address (for example, for each street).

  Each event map screen shown in FIGS. 12 to 15 can be freely switched by selecting tab menus G32 to G35. As a result, the sales staff can grasp the scope of the sales activities from a plurality of viewpoints such as by schedule and by the customer in charge, thereby improving the efficiency of the sales activities.

  A sixth embodiment will be described with reference to FIGS. In the present embodiment, a case where the support system 10 is used for sales promotion activities (sales promotion activities, campaign activities) will be described.

  FIG. 16 shows the overall configuration of the support system. Connected to the support server 100 are terminals 310, 320, and 330 of the sales headquarters 300. For convenience, the terminals are displayed as if they are different, but they may be the same terminal.

  The support server 100 is also connected to the terminals 50A and 50B of each branch. The terminal 50A is a terminal used by the branch manager who is the sales manager of the branch. The terminal 50B is a terminal used by a sales representative.

  Each terminal 50A, 50B of the branch is connected to the sales activity management unit 400. Although omitted in FIG. 16, the branch manager's terminal 50 </ b> A is also connected to the sales activity management unit 400. The sales activity management unit 400 centrally manages sales activity goals and achievements.

  The operation of the system will be described with reference to FIGS. The headquarters terminal 310 registers the event condition in the support server 100 (S60). The support server 100 causes the event condition storage unit 311 to store the input event condition. The EBM engine 130 of the support server 100 searches the EBM necessary information 121 based on the registered event condition, thereby generating lead information 122 that matches the event condition (S61).

  The headquarters terminal 320 registers the campaign information in the support server 100 (S62). The support server 100 causes the campaign information storage unit 321 to store the input campaign information. The campaign information is information relating to products and services that are to be sold mainly to customers such as various loans and investment trusts.

  The support server 100 generates lead information 122A linked to the campaign information based on the lead information 122 and the campaign information (S63). The lead information 122A linked to the campaign information means lead information that matches the campaign information in the lead information 122. When a customer who is considered unsuitable for the campaign target product or service is removed from the lead information 122, the linked lead information 122A is obtained.

  The management unit 140 of the support server 100 supplies the linked lead information 122A to each terminal 50A, 50B of the branch according to the access authority (S64). Since the branch manager is the sales manager of the branch, all the linked lead information 122A related to the branch can be browsed.

  The branch manager assigns each customer included in the linked lead information 122A to a sales representative in each region. The sales representative visits the assigned customer and negotiates. The success or failure of the negotiation is registered in the sales activity management unit 400 via the terminals 50A and 50B (S65).

  As a result of the sales person in charge of the sales activity, the information about the customer who has concluded the product / service targeted for the campaign is deleted from the linked lead information 122A (S66). The headquarters terminal 330 can grasp the result of the campaign by referring to the cooperation lead information 122A (S67).

  Configuring this embodiment like this also achieves the same effects as the first embodiment. Furthermore, in the present embodiment, by linking with campaign activities, it is possible to efficiently sell campaign target products and services.

  The present invention is not limited to the above-described embodiment. A person skilled in the art can make various additions and changes within the scope of the present invention. For example, those skilled in the art can appropriately combine the above embodiments. In each of the above-described embodiments, the case where the business activity of the bank is supported has been mainly described. However, the present invention is not limited to this and can be applied to other products and services such as insurance products.

It is explanatory drawing which shows the whole outline | summary of embodiment of this invention. It is explanatory drawing which shows the whole structure of a sales activity support system. It is explanatory drawing which shows typically a mode until the information used for EBM is extracted from original data, and also lead information is obtained. It is explanatory drawing which shows an example of an event map screen. It is explanatory drawing which shows another example of an event map screen. It is a flowchart of a sales activity support process. It is a flowchart of the process which displays the event relationship between a corporate customer and an individual customer. It is a flowchart of the process which displays the map where the event is arrange | positioned. It is a flowchart of the process which displays the map by which the event has been arrange | positioned performed by the sales activity support system which concerns on 2nd Example. It is a flowchart of the event generation process performed by the sales activity support system according to the third embodiment. It is explanatory drawing of the event map screen displayed by the sales activity support system which concerns on 4th Example. It is explanatory drawing which shows an example of the event map screen displayed by the sales activity support system which concerns on 5th Example. It is explanatory drawing which shows another example of an event map screen. It is explanatory drawing which shows another example of an event map screen. It is explanatory drawing which shows another example of an event map screen. It is explanatory drawing which shows the whole structure of the sales promotion system containing the sales activity support system which concerns on 6th Example. It is a flowchart of a sales promotion process.

Explanation of symbols

  1: sales activity support system, 2: event information detection unit, 3: event arrangement map generation unit, 4: event relation detection unit, 5: output unit, 6: customer information storage unit, 7: map information storage unit, 8: Event arrangement map, 8A: map part, 8B: event explanation part, 10: sales activity support system, 20: data supply device, 21: host data, 22: CRM data, 23: M-CIF data, 30: scheduler, 40 : Map data storage unit, 50, 50A, 50B: LAN terminal, 60: Wireless base station, 70: Mobile terminal, 100: Sales activity support server, 110: OS, 120: Database unit, 121: EBM required information, 122: Lead information, 122A: Cooperation lead information, 123: Customer position information, 130: EBM engine, 140: Management unit, 141: Person in charge information, 142: Customer information, 143: Role information, 150: Event map creation engine (MAP-EBM engine), 200: Menu, 210: Score management table, 220: Score total table by customer, 300: Sales headquarters, 310, 320, 330 : Head office terminal, 311: event condition storage unit, 321: campaign information storage unit, 400: sales activity management unit

Claims (8)

A customer information storage unit for storing customer related information that is information about the customer;
An event detector for detecting an event that has occurred to the customer based on the customer-related information;
An event arrangement map generating unit for generating an event arrangement map in which the event is arranged by arranging the detected event on the map in association with the position of the customer;
An output unit for outputting the event arrangement map;
A sales activity support system.   The event relationship detection part which detects the 2nd customer corresponding to a 1st customer, and matches and outputs the 1st event which arises in the said 1st customer, and the 2nd event which arises in the said 2nd customer is provided in Claim 1 The sales activity support system described.   3. A plurality of types of events having different degrees of importance are set in advance, and the event detection unit detects which of the plurality of types of events has occurred in the customer. A sales activity support system according to any one of the above.   The event detection unit includes a first information extraction unit that extracts first information necessary for generating the event arrangement map from the customer-related information, and a second information that matches a predetermined event condition of the first information. The sales activity support system according to any one of claims 1 to 3, further comprising a second information extraction unit that extracts only information.   The business activity support system according to any one of claims 1 to 4, wherein the event detection unit can also detect an event based on a degree of business activity with respect to the customer. A business activity support system comprising a server device, a terminal device connected to the server device, and a data supply device connected to the server device,
The data supply device stores customer related information that is information about the customer,
The server device
An event detection unit for detecting an event occurring in the customer based on the customer related information acquired from the data supply device;
An event arrangement map generation unit that generates an event arrangement map in which the event is arranged by arranging the detected event on the map in association with the position of the customer; and
The event detection unit includes a first information extraction unit that extracts first information necessary for generating the event arrangement map from the customer-related information stored in the data supply device; A second information extraction unit that extracts only the second information that matches the event condition to be performed,
The event arrangement map generation unit is detected for the customer related to the sales representative based on the representative information that is information relating to the sales representative, the second information, and the information indicating the position of the customer. Generating the event placement map by placing the event on the map,
Sales activity support system. The customer related information is classified in advance into first customer related information of a first customer and second customer related information of a second customer associated with the first customer,
The event relation detection unit included in the event detection unit includes a first event that occurs in the first customer and a second event that occurs in the second customer based on the first customer related information and the second customer related information. And the relationship between the detected first event and the detected second event is output in association with the event arrangement map.
The sales activity support system according to claim 6. A computer program for causing a server device connected to a terminal device and a data supply device to function as a sales activity support device,
The data supply device stores customer related information that is information about the customer,
The server device,
An event detection function for detecting an event occurring in the customer based on the customer related information acquired from the data supply device;
An event arrangement map generating function for generating the event arrangement map in which the detected event is arranged on the map in association with the position of the customer, and the event is arranged;
An output function for outputting the event arrangement map;
As a computer program.

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