JP2010097485A - Business support system, business support method and business support program - Google Patents

Abstract

<P>PROBLEM TO BE SOLVED: To provide a business support system, a business support method and a business support program, achieving efficient business activity by allowing a sales representative to easily acquire a transaction state or investment potential of a customer. <P>SOLUTION: A control part 21 of a business support server 20 specifies a customer segment according to annual turnover of the customer. The control part 21 multiplies an investment ratio corresponding to a category of business of the customer, a weighting coefficient corresponding to the annual turnover of the customer, and the annual turnover of the customer to calculate the investment potential. The control part 21 acquires transaction data from a transaction data storage part 31, and calculates an annual transaction amount of the customer. The control part 21 divides the annual transaction amount by the investment potential to calculate a sufficiency rate, and specifies a sufficiency section from the sufficiency rate. The control part 21 stores target data including the customer segment, the sufficiency rate, and the sufficiency section in a target data storage part 27, and transmits them in response to a request from a sales representative terminal 10. <P>COPYRIGHT: (C)2010,JPO&INPIT

Description

  The present invention relates to a sales support system, a sales support method, and a sales support program for supporting sales.

  In sales companies, sales representatives conduct sales activities to promote sales. In this case, there is a technique for storing sales activity information input by a sales representative in a sales information database (see Patent Document 1).

According to the invention described in Patent Document 1, when a sales representative inputs sales activity information including promise information, the sales representative is registered in the sales information database. With reference to the promise information stored in the business information database, a warning is given to the terminal of the salesperson who has made the promise of the promise information by the due date. As a result, the promises made by the sales staff are more reliably executed.
JP 2004-341703 A (first page)

  In order to conduct sales activities efficiently, it is desirable to focus on customers who are expected to increase transactions. Conventionally, in order to identify a customer (priority customer) that conducts sales intensively, each sales person in charge refers to independent parameters such as customer size and past transaction contents. For this reason, since the sales person must consider a plurality of parameters, the determination is complicated, and the sales person may depend on the experience and skills of the sales person.

  On the other hand, a sales company may have a plurality of sales companies for each area. In such a case, the sales person in charge has determined the priority customer based only on the information of the customer who has traded with the sales company to which he belongs. In this case, a customer company that has offices nationwide, and a customer who does not have any transaction at a sales company to which a sales representative belongs, may not be aware of the presence of priority customers.

  The present invention has been made in view of the above-mentioned problems, and the purpose thereof is a sales support system and a sales support method for a sales person to easily grasp the investment potential and transaction status of a customer and efficiently perform sales activities. And providing a sales support program.

In order to solve the above problem, the invention described in claim 1 includes a salesperson terminal, income information storage means for storing a company's income for a certain period of time in association with a customer identifier for identifying a customer, a customer identifier Transaction information storage means for storing transaction contents including the transaction amount in association with, investment ratio storage means for storing an investment ratio for calculating an investment potential from the company revenue, and a segment for storing a segment identifier corresponding to the company income A sales support system connected to storage means and target information storage means for storing target analysis information including the customer identifier, the segment identifier and the satisfaction degree, and comprising control means for generating target analysis information, Revenue information acquisition means for the control means to acquire the company revenue of the customer to be analyzed for a certain period from the revenue information storage means; The segment identification means for identifying the segment identifier corresponding to the company revenue in the segment storage means, the transaction amount with the customer is extracted from the transaction information storage means, and the total transaction amount with the customer in the analysis target period is calculated A total transaction amount calculating means that calculates the investment potential by multiplying the corporate revenue of the customer by the investment ratio, and a sufficiency degree calculating means for calculating a ratio of the total transaction amount in the investment potential as a sufficiency degree; Target analysis information stored in the target information storage means for the sales representative terminal, and analysis information recording means for generating target analysis information including a customer identifier, a segment identifier, and a satisfaction degree and storing the target analysis information in the target information storage means And an analysis information transmission means for transmitting

  According to a second aspect of the present invention, in the sales support system according to the first aspect, the control means stores the data relating to the business type identifier for specifying the business type of the customer in association with the customer identifier. The investment ratio storage means is connected to the business type identifier, and data relating to the investment ratio with respect to the company revenue is recorded, and the sufficiency calculation means acquires the customer business type identifier from the business type identification information storage means. Then, the gist is to obtain the investment ratio associated with the business type identifier from the investment ratio storage means, and to calculate the investment potential using this investment ratio.

  The invention according to claim 3 is the sales support system according to claim 1 or 2, wherein the total transaction amount calculation means extracts the transaction amount with the customer from the transaction information storage means, And the total transaction amount with the customer in the past period in the same length as the analysis target period, and the analysis information recording means calculates the total transaction amount. It is summarized that it is included in the target analysis information.

  The invention according to claim 4 is a transaction content including a sales terminal, income information storage means for storing a company's income for a certain period of time in association with a customer identifier for identifying the customer, and transaction contents including a transaction amount in association with the customer identifier. Transaction information storage means for storing, investment ratio storage means for storing an investment ratio for calculating an investment potential from the company revenue, segment storage means for storing a segment identifier corresponding to the company revenue, the customer identifier, A sales support method using a system connected to target information storage means for storing target analysis information including a segment identifier and a degree of satisfaction, and comprising control means for generating target analysis information, the control means analyzing Revenue information acquisition stage for acquiring the company revenue of the target customer for a certain period from the revenue information storage means, A segment identification stage for identifying a corresponding segment identifier in the segment storage means, and a total transaction amount for extracting a transaction amount with the customer from the transaction information storage unit and calculating a total transaction amount with the customer in the analysis target period A satisfaction level calculating means for calculating an investment potential by multiplying an investment ratio for the company revenue of the customer, and calculating a ratio of the total transaction amount in the investment potential as a satisfaction degree, a customer identifier, a segment An analysis information recording step for generating target analysis information including an identifier and a degree of satisfaction and storing the target analysis information in the target information storage unit, and an analysis for transmitting the target analysis information stored in the target information storage unit to the sales representative terminal The gist is to execute the information transmission stage.

The invention according to claim 5 is a transaction content including a sales terminal, income information storage means for storing a company's income for a certain period of time in association with a customer identifier for identifying the customer, and transaction contents including the transaction amount in association with the customer identifier. Transaction information storage means for storing, investment ratio storage means for storing an investment ratio for calculating an investment potential from the company revenue, segment storage means for storing a segment identifier corresponding to the company revenue, the customer identifier, A sales support program using a system connected to target information storage means for storing target analysis information including a segment identifier and sufficiency, and comprising control means for generating target analysis information, wherein the control means is analyzed Revenue information acquisition means for acquiring the company revenue of the target customer for a certain period from the revenue information storage means, A segment specifying means for specifying a segment identifier corresponding to the above in the segment storage means, a total transaction amount for extracting a transaction amount with the customer from the transaction information storage means, and calculating a total transaction amount with the customer in the analysis target period A calculation means, a satisfaction degree calculation means for calculating an investment potential by multiplying the company's revenue of the customer by an investment ratio, and calculating a ratio of the total transaction amount in the investment potential as a satisfaction degree, a customer identifier, a segment identifier And analysis information recording means for generating target analysis information including the degree of satisfaction and storing the target analysis information in the target information storage means, and analysis information for transmitting the target analysis information stored in the target information storage means to the sales representative terminal The gist is to function as a transmission means.

(Function)
According to the present invention, the control means obtains the corporate income of the customer for a certain period from the income information storage means. The control means specifies the customer segment identifier from the segment storage means according to the customer's corporate income for a certain period. The control unit extracts the transaction amount with the customer from the transaction information storage unit, and calculates the total transaction amount with the customer in the analysis target period. The control means calculates the investment potential by multiplying the corporate revenue of the customer for a certain period by the investment ratio, and calculates the ratio of the total transaction amount in this investment potential as the sufficiency. The control unit generates target analysis information including a customer identifier, a segment identifier, and a satisfaction level, and stores the target analysis information in the target information storage unit. The control means transmits the target analysis information stored in the target information storage means to the sales representative terminal. For this reason, the sales person's terminal displays the satisfaction level calculated from the investment potential and the transaction status based on the corporate income for a certain period, and the customer segment. Accordingly, the sales staff can easily determine whether or not the customer should be focused on sales by browsing the satisfaction level including a plurality of parameters and the customer segment.

  According to the present invention, the control means obtains the customer business type identifier from the business type identification information storage means, obtains the investment ratio associated with the business type identifier from the investment ratio storage means, and uses this investment ratio to determine the investment potential. Is calculated. For this reason, since more accurate investment potential can be calculated according to the customer's industry, the sales representative can more appropriately determine whether or not the customer should be focused on business.

  According to the present invention, the control unit extracts the transaction amount with the customer from the transaction information storage unit, and the total transaction amount with the customer in the analysis target period and a period of the same length as the analysis target period. Also, the total transaction amount with the customer in the past period is calculated. The control means includes an analysis information recording means that includes the total transaction amount in the target analysis information. For this reason, since the sales staff can easily grasp the increase and decrease of the past transactions of the customer, it is possible to more easily determine whether or not the customer should be focused on sales.

  According to the present invention, it is possible to easily grasp the investment potential and transaction status of a target customer and conduct business activities efficiently.

  Hereinafter, an embodiment embodying the present invention will be described with reference to FIGS. This embodiment will be described as a sales support system for supporting the sales of sales representatives belonging to a sales company that sells IT-related equipment and its consumables. In the present embodiment, it is assumed that a sales charge area is determined for each sales company. The sales support system supports sales of a sales person using information of a plurality of sales companies. As shown in FIG. 1, a sales support server 20 as a sales support system is connected to a sales staff terminal 10 and a sales company database 30 via a network.

The sales representative terminal 10 is a computer terminal used by a sales representative. The sales representative terminal 10 includes display means (for example, a display) for displaying information about a sales target customer, a target information screen to be described later, and instruction input means for inputting instruction data for specifying information to be displayed. (For example, a keyboard or a pointing device).

  The sales support server 20 provides sales support by providing target information of a target customer to the sales staff terminal 10. The sales support server 20 includes a control unit 21 as a control means, a customer master data storage unit 22, a segment master data storage unit 23, an investment ratio master data storage unit 24, a weighted data storage unit 25 according to annual sales scale, and a satisfaction classification data storage. Unit 26 and target data storage unit 27. The customer master data storage unit 22 functions as an industry-specific information storage unit, and the segment master data storage unit 23 functions as a segment storage unit. The investment ratio master data storage unit 24 functions as an investment ratio storage unit, and the target data storage unit 27 functions as a target information storage unit.

  The control unit 21 includes a CPU, a RAM, a ROM, and the like (not shown), and will be described later (income information acquisition stage, segment identification stage, total transaction amount calculation stage, satisfaction degree calculation stage, analysis information recording stage, and analysis information transmission stage. Etc.). Then, by executing the sales support program for this purpose, the control unit 21 causes the annual sales data acquisition means 211, the segment classification means 212, the investment potential calculation means 213, the total transaction amount calculation means 214, the sufficiency rate calculation means 215, Satisfaction category classification means 216 and display data generation output means 217 are provided. The annual sales data acquisition unit 211 functions as income information acquisition unit, the segment classification unit 212 functions as segment identification unit, and the total transaction amount calculation unit 214 functions as total transaction amount calculation unit. The investment potential calculation means 213, the satisfaction rate calculation means 215, the satisfaction category classification means 216, and the display data generation output means 217 function as a satisfaction degree calculation means. The display data generation / output means 217 functions as analysis information recording means and analysis information transmission means.

  The annual quotient data acquisition unit 211 executes a process of acquiring annual quotient data related to the corporate revenue of the customer for a certain period (here, the annual corporate revenue, that is, the annual quotient) from the corporate information providing server 40. In this embodiment, the annual quotient data acquisition unit 211 acquires annual quotient data when a preset time is reached.

The segment classification means 212 executes processing for classifying into a plurality of customer segments according to the customer's annual sales. In this embodiment, the customer is classified into seven and segmented.
The investment potential calculation means 213 executes processing for calculating the investment potential at which each customer invests in the business of the sales representative. Here, the investment potential means demand forecast and potential purchasing power. In this embodiment, the customer calculates the investment potential for IT investment. For this reason, the investment potential calculation means 213 stores the equation (1) shown in FIG. In this equation (1), the investment ratio is a parameter set according to the customer's industry, and the weight by yearly sales scale is a ratio set according to the customer's annual sales.

The total transaction amount calculation means 214 executes processing for calculating the total transaction amount for the analysis target period (here, the latest one year) for the customer.
The fullness rate calculation means 215 executes processing for calculating the fullness rate. For this reason, the sufficiency rate calculation means 215 stores the expression (2) in FIG.

  Satisfaction category classification means 216 executes processing for identifying the customer satisfaction category corresponding to the satisfaction rate. In the present embodiment, three categories are used: a customer with a high satisfaction rate that is equal to or higher than a predetermined category reference value, a customer with a lower satisfaction rate than the category reference value, and a customer with a transaction amount of “0” in the most recent year. In this embodiment, a satisfaction rate of 25% is used as the segment reference value.

The display data generation / output unit 217 stores the target information data in the target data storage unit 27. Further, in response to a request from the salesperson terminal 10, the target information data is extracted from the target data storage unit 27 and transmitted to the salesperson terminal 10.

  On the other hand, the customer master data storage unit 22 stores customer company data 221 and customer office data 222 as shown in FIG. The customer company data 221 is recorded when new customer information is acquired from each sales company database 30. The customer establishment data 222 is data relating to the customer establishment that is the object of the transaction. The customer office data 222 is recorded when the customer company data 221 is input or when new office information is input.

The customer company data 221 includes data relating to a customer identifier, a company identifier, a customer name, a customer address, and an industry type identifier.
In the customer identifier data area, data relating to an identifier for specifying a customer company is stored.

  In the company identifier data area, data relating to an identifier for identifying the customer in the company information providing server 40 described later is stored. This company identifier data is acquired and recorded by transmitting the name and address of the customer to the company information providing server 40 when a new customer is registered.

In the customer name data area and customer address, data relating to the customer name and customer address are stored.
In the business type identifier data area, data relating to an identifier for specifying the business type of the customer is stored.

On the other hand, the customer office data 222 includes data relating to a customer identifier, an office identifier, and an office name.
In the customer identifier data area, data relating to an identifier for specifying a customer is stored. The establishment of the same customer can be specified through this customer identifier.

In the business establishment identifier data area, data relating to an identifier for specifying each business establishment of the customer is stored.
In the business name data area, data related to the name of the business is stored.

  As shown in FIG. 2B, the segment master data storage unit 23 stores segment master data 230 for segmenting customers according to annual sales. The segment master data 230 is recorded when data for a segment corresponding to the classification is input by setting a classification for analyzing the customer according to the annual sales. In this embodiment, seven segment master data 230 are recorded in order to classify customers into seven. Each segment master data 230 includes data relating to a segment identifier, an annual quotient upper limit value, and an annual quotient lower limit value.

In the segment identifier data area, data relating to an identifier for specifying each segment to be classified is recorded.
In the annual quotient upper limit value data area and the annual quotient lower limit value data area, data relating to the upper limit value and lower limit value of the annual quotient of the customer classified into this segment is recorded.

As shown in FIG. 2 (c), the investment ratio master data storage unit 24 stores investment ratio master data 240 relating to the investment ratio for specifying the ratio of IT investment to annual sales for each industry. Yes. The investment ratio master data 240 is recorded when an investment ratio is set according to the type of business and data relating to this investment ratio is input. The investment ratio master data 240 includes data relating to the business type identifier and the investment ratio.

In the business type identifier data area, data relating to an identifier for specifying a business type is recorded.
In the investment ratio data area, investment ratio data relating to the ratio of investing in IT-related equipment to annual sales in companies in this industry is recorded. By multiplying this investment ratio by the customer's annual sales, it is possible to calculate the investment potential of the customer in IT.

  In the weight data storage unit 25 for each year sales scale, weight data for each year sales scale for adjusting the weighting of the investment potential according to the year sales is recorded. The weight data by yearly quotient size includes data relating to a weighting coefficient, an annual quotient upper limit value and an annual quotient lower limit value.

  In the weighting coefficient data area, data relating to coefficients used for calculating the investment potential is recorded. In this embodiment, this weighting coefficient is a coefficient that is corrected so that the investment potential is low when the annual sales are large, and is corrected so that the investment potential is high when the annual sales are small. .

In the annual quotient upper limit value data area and the annual quotient lower limit value data area, data relating to the upper limit value and lower limit value of the annual quotient of the customer classified into this segment is recorded.
As shown in FIG. 2 (d), the satisfaction category data storage unit 26 stores satisfaction category data 260 for determining whether or not the customer is a prospective customer based on the satisfaction rate. The satisfaction category data 260 includes data related to the satisfaction category identifier and the corresponding condition.

  In the satisfaction category identifier data area, data relating to an identifier for identifying the satisfaction category is recorded. In this embodiment, “A”, “B”, and “O” are used as the satisfaction category identifiers.

  In the corresponding condition data area, data relating to the corresponding condition corresponding to each satisfaction category identifier is recorded. In the present embodiment, “Satisfaction rate ≧ 25%” corresponding to the satisfaction category identifier “A”, “Satisfaction rate <25%” corresponding to the satisfaction category identifier “B”, and the satisfaction category identifier “O”. The condition “satisfaction rate = 0” is recorded.

  The target data storage unit 27 stores target data used to generate a target information screen to be provided to the sales representative terminal 10. This target data is generated and stored in a target data generation process to be described later. This target data is provided in response to a request from the sales representative terminal 10. In this embodiment, the target data includes data related to the customer identifier, annual sales, customer segment, investment potential, annual transaction amount, satisfaction rate, and satisfaction category of each customer. In the present embodiment, the sufficiency rate and the sufficiency classification correspond to the sufficiency.

Data relating to an identifier for identifying each customer is recorded in the customer identifier data area.
In the annual sales data area, data related to the annual sales of the customer is recorded.

In the customer segment data area, data relating to an identifier (segment identifier) for identifying a segment to which the customer belongs when classified into segments is recorded.
In the investment potential data area, data on the investment potential of the customer is recorded.

In the annual transaction amount data area, data relating to the amount of transaction for this customer in the most recent year is recorded.
In the satisfaction rate data area and the satisfaction category data area, data related to the satisfaction rate of the customer and the satisfaction category corresponding to the satisfaction rate are recorded.

  On the other hand, the sales company database 30 in FIG. 1 manages data in each sales company. The sales company database 30 includes a transaction data storage unit 31 as transaction information storage means. As shown in FIG. 2E, the transaction data storage unit 31 stores transaction data 310 relating to transactions with customers in each sales company. The transaction data 310 is input and recorded when an exchange (transaction) is performed with a customer. In this transaction data 310, data relating to a customer identifier, a business establishment identifier, a transaction date, a transaction content, and a transaction amount is recorded.

In the customer identifier data area, data relating to an identifier for specifying each customer to be traded is recorded.
In the business establishment identifier data area, data relating to an identifier for identifying each business establishment of a customer to be traded is recorded.

In the transaction date data area, data related to the date of transaction with the customer is recorded.
In the transaction content data area, data for specifying the transaction content with this establishment is recorded. In the present embodiment, data relating to the type and number of products to be traded is recorded in this transaction content data area.
In the transaction amount data area, data relating to the transaction amount of the transaction target product is recorded.

  Further, the sales support server 20 shown in FIG. 1 is connected to a public company information providing server 40. The company information providing server 40 includes a company information database 41 as income information storage means. The company information database 41 stores company information data related to each company. This company information data is recorded when information about a new company is acquired. In this company information data, data relating to a company identifier and annual sales is recorded.

In the company identifier data area, data relating to an identifier (company identifier) for identifying a company is recorded.
In the annual sales data area, data on the annual sales of this company is recorded.

  The target data generation process in the sales support system configured as described above will be described with reference to FIGS. In the present embodiment, this target data generation process is performed every morning at a predetermined time (target data generation process time) before the sales person starts business on that day.

(Target data generation process)
When the target data generation processing time comes, the control unit 21 of the sales support server 20 executes an annual quotient data acquisition process (step S1-1). Specifically, the annual sales data acquisition unit 211 of the control unit 21 extracts each customer company data 221 from the customer master data storage unit 22.

Further, the annual sales data acquisition unit 211 transmits an annual sales transmission request including the company identifier of the extracted customer company data 221 to the company information providing server 40. The company information providing server 40 extracts company information data including the company identifier from the company information database 41, and transmits the company identifier and data related to the customer's annual sales to the sales support server 20. The sales support server 20
Get data on the annual sales of each customer.

  Next, the control unit 21 of the sales support server 20 executes a customer segment classification process based on annual sales (step S1-2). Specifically, the segment classification unit 212 of the control unit 21 compares the acquired customer's annual quotient with the annual quotient upper limit value and the annual quotient lower limit value of the segment master data 230 to correspond to the customer's annual quotient. Specify the segment identifier.

  Next, the control unit 21 of the sales support server 20 executes an investment potential calculation process (step S1-3). Specifically, the investment potential calculation means 213 of the control unit 21 extracts the investment ratio master data 240 including the business identifier of the extracted customer company data 221 from the investment ratio master data storage unit 24. Then, the investment potential calculation means 213 compares the annual quotient of the customer with the annual quotient upper limit value and the annual quotient lower limit value of the weighted data by annual quotient scale, and specifies a weighting coefficient corresponding to the customer's annual quotient. The investment potential calculating means 213 calculates the investment potential by substituting the annual sales of the customer, the investment ratio, and the weight by annual sales size into the equation (1).

  Next, the control unit 21 of the sales support server 20 executes transaction data acquisition processing (step S1-4). Here, the control unit 21 acquires transaction data for the most recent year of the customer. Specifically, the total transaction amount calculation unit 214 of the control unit 21 transmits a transaction data acquisition request to the sales company database 30. The total transaction amount calculation means 214 includes the customer identifier of the customer company data 221 extracted in step S1-1 in this transaction data acquisition request.

  When receiving a transaction data acquisition request, the sales company database 30 includes transaction data 310 including a customer identifier included therein and having a transaction date within the past year from the current date as a transaction data storage unit. Extract from 31. When a plurality of transaction data 310 having the same customer identifier and the same establishment identifier are extracted, the sales company database 30 adds the transaction amounts of these transaction data 310 and calculates a transaction amount for each establishment by customer. Then, the sales company database 30 transmits the business data for each business location to the sales support server 20. In this case, the transaction data for each business location includes the customer identifier of the customer, the business location identifier, and the business amount for each business location.

  Next, the control part 21 of the sales support server 20 performs a calculation process of the annual transaction amount for each customer (step S1-5). Here, the total transaction amount calculation means 214 of the control unit 21 calculates the annual transaction amount for each customer by summing the transaction amounts of the business-specific transaction data including the same customer identifier.

  Next, the control unit 21 of the sales support server 20 executes a satisfaction rate calculation process (step S1-6). Specifically, the sufficiency rate calculation means 215 of the control unit 21 calculates the sufficiency rate by substituting the calculated annual transaction amount and the investment potential into the equation (2).

  Next, the control unit 21 of the sales support server 20 executes a fulfillment classification process (step S1-7). Specifically, the satisfaction category classification means 216 of the control unit 21 compares the calculated satisfaction rate with the satisfaction category data 260 to identify the customer satisfaction category.

  And the control part 21 of the sales support server 20 performs the recording process of target data (step S1-8). Specifically, the display data generation / output unit 217 of the control unit 21 receives target data including a customer identifier, annual sales, segment identifier, investment potential, annual transaction amount, satisfaction rate, and satisfaction category of each customer as a target data storage unit. 27. Thus, the target data generation process is completed.

Thereafter, the sales representative acquires customer information from the sales support server 20 before performing the sales activities. In this case, the sales representative terminal 10 requests the sales support server 20 to acquire target data in accordance with the operation of the sales representative.

  The control unit 21 of the sales support server 20 extracts the target data recorded in the target data storage unit 27. Furthermore, in order to display a customer name, the control part 21 acquires the customer name of the customer company data 221 including the customer identifier of each target data. And the control part 21 produces | generates the target information screen data containing target data and a customer name, and transmits to the sales representative terminal 10. FIG.

  The sales representative terminal 10 displays a target information screen 500 as shown in FIG. 4A based on the received target information screen data. The target information screen 500 displays a list of company names, annual sales, segment identifiers, investment potentials, transaction amounts, satisfaction rates, and satisfaction categories. Sales representatives conduct sales activities by browsing customer segments, satisfaction rates, satisfaction categories, etc.

According to this embodiment, the following effects can be obtained.
-In this embodiment, the control part 21 of the sales support server 20 performs the calculation process of an investment potential from a customer's annual sales (step S1-3). The control unit 21 acquires transaction data for the most recent year from the transaction data storage unit 31 of the sales company database 30 (step S1-4), and executes a calculation process of the annual transaction amount for each customer (step S1-5). . The control unit 21 calculates a sufficiency rate obtained by dividing the calculated annual transaction amount by the investment potential using the expression (2) (step S1-6), and executes a classification process of the sufficiency classification (step S1-7). The control unit 21 records target data including the customer segment, the satisfaction rate, and the satisfaction category in the target data storage unit 27 (step S1-8). When the control unit 21 receives the target data acquisition request from the salesperson terminal 10, the control unit 21 extracts the target data from the target data storage unit 27, generates target information screen data including the target data, and generates a target information screen data. 10 to send. For this reason, the sales representative can grasp the customers with low satisfaction rate, that is, the customers who are expected to increase transactions by browsing the satisfaction rate and satisfaction category, which are parameters of the customer's investment potential and the current transaction status. it can. Therefore, the sales person in charge can determine the target customer to be targeted for sales activities, and can effectively perform sales activities.

  -In this embodiment, the control part 21 of the sales support server 20 acquires the data regarding a customer's annual sales (step S1-1), and performs the classification process of a customer segment according to an annual sales (step S1-2). ), Including the customer segment identifier in the target data. For this reason, the sales representative can grasp the segment to which the customer belongs by browsing the target information screen including the customer segment. Therefore, by browsing the customer segment together with the degree of satisfaction and the satisfaction category, it is possible to conduct business activities in a sales method suitable for the customer segment of the customer who can expect an increase in transactions. Therefore, sales activities can be performed efficiently.

  In the present embodiment, the control unit 21 of the sales support server 20 calculates the investment potential using the investment ratio corresponding to the customer's business type in the investment potential calculation process (step S1-3). For this reason, it is possible to grasp the customer's investment potential more accurately according to the customer's industry. Accordingly, it is possible to more efficiently determine customers who can expect an increase in transactions and conduct sales activities efficiently.

In the present embodiment, the control unit 21 of the sales support server 20 calculates the investment potential using the weighting coefficient in the investment potential calculation process (step S1-3). The weighting coefficient is a coefficient that is corrected so that the investment potential is low when the annual sales is large, and is corrected so that the investment potential is high when the annual sales is small.
Therefore, when the investment potential calculated from the annual sales is large or small as an actual value, adjustment is performed using this weighting coefficient, so that the customer's investment potential can be grasped more accurately.

  In the present embodiment, the control unit 21 of the sales support server 20 executes a satisfaction rate calculation process (step S1-6), and executes a satisfaction category classification process based on the satisfaction rate (step S1-). 7) The satisfaction category was included in the target data. The sales support server 20 transmits a target information screen including a satisfaction category to the sales staff terminal 10 in response to a target data acquisition request. For this reason, the sales representative can efficiently identify the target customer based on the customer satisfaction classification by browsing the target information screen, and can perform the sales activities efficiently.

Moreover, you may change the said embodiment as follows.
In the above embodiment, the target information screen including the customer's annual sales, segment, investment potential, transaction amount, satisfaction rate, and satisfaction category is displayed on the sales representative terminal 10. For example, as shown in FIG. 4B, the target information screen 510 may include the transaction amount for each customer's business location. Specifically, the office data is stored in the target data storage unit 27. This establishment data includes data relating to the customer identifier, the establishment identifier, and the transaction amount for each establishment. The control unit 21 of the sales support server 20 records the business data for each business site acquired from the sales company database 30 in the business data area of the target data storage unit 27 in the transaction data acquisition process (step S1-4). In this case, the salesperson can grasp the transaction status of the same customer at different establishments by browsing the target information screen 510.

  Furthermore, on the target information screen, data regarding the type and number of products to be traded may be displayed for each establishment. In this case, if information related to the life cycle of the product is also displayed, it is possible to more appropriately determine the timing of business with respect to the customer, and more efficient business activities can be performed.

  In the above embodiment, the control unit 21 of the sales support server 20 generates target information screen data including transaction data of the customer for the most recent year, transmits the target information screen data to the salesperson terminal 10, and the transaction amount for the most recent year Is displayed on the sales representative terminal 10. However, the transaction amount for the past several years may be included in the target information screen. Specifically, the control unit 21 of the sales support server 20 performs transaction data acquisition processing (step S1-4) for each fiscal year (for example, the past year for the past one year from the current date, and the past year for the past one year). The total transaction amount is acquired and recorded in the target data storage unit 27. Thereby, it is possible to grasp the growth and decrease of transactions with each customer. In this case, the control unit 21 may also calculate the year-on-year ratio by dividing the transaction amount of the customer in each year by the transaction amount of the previous year and store it in the target data storage unit 27 for inclusion in the target information screen. Good. In this case, since the number of transactions has decreased from the previous year, it is possible to efficiently grasp customers who can increase the transaction amount.

  In the above embodiment, the control unit 21 of the sales support server 20 uses the investment ratio according to the customer's business type. However, the degree of satisfaction may be determined using a certain investment ratio that does not depend on the type of business.

In the above embodiment, the investment ratio recorded in the investment ratio master data storage unit 24, and the threshold value of the weighted data by yearly quotient size recorded in the weighted data storage unit 25 by yearly quotient (annual quotient upper limit value and annual quotient lower limit value) The threshold value (corresponding condition) recorded in the satisfaction category data storage unit 26 is recorded when each data is input. These values do not need to be fixed, and values arbitrarily changed in the target data generation process may be acquired. In this case, the sales support server 20 fetches each value corresponding to the sales measure, economic trend, etc. from each data storage unit. Thereby, a target customer can be determined accurately according to the situation, and sales activities can be performed effectively.

  In the satisfaction category classification process (step S1-7) in the above embodiment, the control unit 21 of the sales support server 20 identifies the satisfaction category according to the satisfaction rate. Not limited to this, the fulfillment category may specify a category corresponding to the customer segment. In this case, the satisfaction category data 260 includes a corresponding satisfaction rate and a corresponding customer segment in association with the satisfaction category identifier. The control unit 21 specifies a satisfaction category that matches the customer's annual sales and satisfaction rate from the satisfaction category data 260 in the satisfaction category classification process. Thus, the customer identifier can efficiently determine whether or not the customer is a target customer by browsing the satisfaction category.

  In the above embodiment, the investment potential is calculated using the customer's annual sales. Not limited to this, as long as it is a corporate income of a customer for a certain period, for example, it may be a semi-annual or quarterly corporate income. In this case, the period to be analyzed may be the same period as the corporate income for this fixed period, or may be a different period as long as the investment potential can be calculated.

1 is a schematic diagram of a system in an embodiment. It is explanatory drawing explaining the structure of the data recorded on the data storage part, (a) is a customer master data storage part, (b) is a segment master data storage part, (c) is an investment ratio master data storage part, ( d) is a satisfaction classification data storage unit, and (e) is a transaction data storage unit. The flowchart for demonstrating the process sequence of a target data generation process. It is explanatory drawing of a target information screen, (a) is the target information screen in embodiment, (b) is the target information screen in a modification.

Explanation of symbols

  DESCRIPTION OF SYMBOLS 10 ... Salesperson terminal, 20 ... Sales support server, 21 ... Control part, 22 ... Customer master data storage part, 23 ... Segment master data storage part, 24 ... Investment ratio master data storage part, 25 ... Weight according to annual sales scale Data storage unit, 26: satisfaction classification data storage unit, 27 ... target data storage unit, 30 ... sales company database, 31 ... transaction data storage unit, 40 ... company information database, 41 ... annual sales data storage unit, 211 ... annual sales Data acquisition means, 212 ... segment classification means, 213 ... investment potential calculation means, 215 ... satisfaction rate calculation means, 216 ... satisfaction category classification means, 217 ... display data generation / output means, 221 ... customer company data, 222 ... customer establishment Data 230 ... Segment master data 240 ... Investment ratio master data 260 ... Satisfaction category master data 310 ... transaction data, 500, 510 ... target information screen.

Claims (5)

A merchant device,
Revenue information storage means for storing the company revenue of the customer for a certain period in association with the customer identifier that identifies the customer;
Transaction information storage means for storing transaction details including transaction amounts in association with customer identifiers;
Investment ratio storage means for storing an investment ratio for calculating the investment potential from the company revenue;
Segment storage means for storing a segment identifier corresponding to the company revenue;
Connected to target information storage means for storing target analysis information including the customer identifier, the segment identifier and the degree of satisfaction;
A sales support system having a control means for generating target analysis information,
The control means is
Revenue information acquisition means for acquiring the company revenue for a certain period of time for the customer to be analyzed from the revenue information storage means;
Segment specifying means for specifying a segment identifier corresponding to the company revenue in the segment storage means;
Extracting the transaction amount with the customer from the transaction information storage unit, and calculating a total transaction amount calculation unit for calculating a total transaction amount with the customer in the analysis target period;
A sufficiency degree calculating means for calculating an investment potential by multiplying the company's revenue of the customer by an investment ratio, and calculating a ratio of the total transaction amount in the investment potential as a sufficiency degree;
Analysis information recording means for generating target analysis information including a customer identifier, a segment identifier and a sufficiency and storing the target analysis information in the target information storage means;
A sales support system comprising: analysis information transmission means for transmitting target analysis information stored in the target information storage means to a sales staff member terminal. The control means includes
In connection with the customer identifier, it is connected to an industry-specific information storage means that stores data related to the industry identifier that identifies the customer's industry,
The investment ratio storage means records data relating to the investment ratio with respect to the company revenue in association with the business type identifier,
The sufficiency calculation means obtains the customer's business type identifier from the business type identification information storage means, obtains the investment ratio associated with the business type identifier from the investment ratio storage means, and uses this investment ratio to determine the investment potential. The sales support system according to claim 1, wherein the sales support system is calculated. The total transaction amount calculation unit extracts the transaction amount with the customer from the transaction information storage unit, and calculates the total transaction amount with the customer in the analysis target period and a period of the same length as the analysis target period. Also calculates the total transaction amount with customers for the past period,
The sales support system according to claim 1, wherein the analysis information recording unit includes the total transaction amount in the target analysis information. A merchant device,
Revenue information storage means for storing the company revenue of the customer for a certain period in association with the customer identifier that identifies the customer;
Transaction information storage means for storing transaction details including transaction amounts in association with customer identifiers;
Investment ratio storage means for storing an investment ratio for calculating the investment potential from the company revenue;
Segment storage means for storing a segment identifier corresponding to the company revenue;
Connected to target information storage means for storing target analysis information including the customer identifier, the segment identifier and the degree of satisfaction;
A sales support method using a system having a control means for generating target analysis information,
The control means is
Revenue information acquisition stage for acquiring the company revenue of the customer to be analyzed for a certain period from the revenue information storage means;
A segment identification step of identifying in the segment storage means a segment identifier corresponding to the company revenue;
Extracting the transaction amount with the customer from the transaction information storage means, and calculating a total transaction amount calculation stage for calculating the total transaction amount with the customer in the analysis target period;
A sufficiency degree calculating means for calculating an investment potential by multiplying an investment ratio by the company revenue of the customer, and calculating a ratio of the total transaction amount in the investment potential as a sufficiency degree;
An analysis information recording step of generating target analysis information including a customer identifier, a segment identifier and a sufficiency and storing the target analysis information in the target information storage means;
An analysis information transmitting step of transmitting the target analysis information stored in the target information storage means to the sales staff terminal. A merchant device,
Revenue information storage means for storing the company revenue of the customer for a certain period in association with the customer identifier that identifies the customer;
Transaction information storage means for storing transaction contents including transaction amounts in association with customer identifiers;
Investment ratio storage means for storing an investment ratio for calculating the investment potential from the company revenue;
Segment storage means for storing a segment identifier corresponding to the company revenue;
Connected to target information storage means for storing target analysis information including the customer identifier, the segment identifier and the degree of satisfaction;
A sales support program using a system having a control means for generating target analysis information,
The control means;
Revenue information acquisition means for acquiring the company revenue of the customer to be analyzed for a certain period from the revenue information storage means,
Segment specifying means for specifying a segment identifier corresponding to the company revenue in the segment storage means;
Total transaction amount calculation means for extracting the transaction amount with the customer from the transaction information storage means and calculating the total transaction amount with the customer in the analysis target period;
A sufficiency degree calculating means for calculating an investment potential by multiplying an investment ratio by the company revenue of the customer, and calculating a ratio of the total transaction amount in the investment potential as a sufficiency degree;
Analysis information recording means for generating target analysis information including a customer identifier, a segment identifier and a sufficiency level and storing the target analysis information in the target information storage means; and target analysis information stored in the target information storage means for a sales representative terminal A sales support program characterized by functioning as analysis information transmitting means for transmitting a message.

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