JP2014085744A - Business support system - Google Patents

Abstract

PROBLEM TO BE SOLVED: To provide a business support system for enabling a plurality of companies in the same industry to conduct a business activity jointly for one business project and to conduct the business activity efficiently at a low cost.SOLUTION: A plurality of negotiation responsible persons H3, each of whom corresponds to each of a plurality of companies in the same industry, are stipulated. A common database 112 is subject to access control so that it is accessible on the basis of the authorization of any of the plurality of negotiation responsible persons H3 with regard to corporate information and a part or all of the results of approaches and, with regard to a result of negotiation concerning a company, it is not accessible on the basis of the authorization of a negotiation responsible person H3 corresponding to at least one company other than the company.

Description

  The present invention relates to a system for supporting sales, and in particular, a business in which a plurality of companies in the same industry can easily conduct business activities jointly as one business project and can perform business activities efficiently and at low cost. Regarding support systems.

  Conventionally, as a system for supporting sales, for example, techniques described in Patent Documents 1 and 2 are known.

  The technology described in Patent Document 1 stores a regular strategy for a target customer of a sales activity in a DB server, and relates to the regular strategy in the DB server through a Web server in response to a request from a terminal used by a sales representative. Information is read out and transmitted to the terminal. As a result, sales representatives can obtain appropriate sales strategy planning and sales activity development from the support system without relying on personal skills such as accumulation of their own experience and know-how. Improvements can be made.

  The technology described in Patent Document 2 is to clarify the best sales scenario naturally by replacing various sales activities with sequences and converting them into data, and recording the input of daily sales activities and feedback of the results. is there. Thus, even in the middle of a series of sales activities, the computer outputs the most effective sales activities at that time, so that the sales activities of the person in charge can be strategically supported.

JP 2005-165728 A Japanese Patent No. 3860866

  By the way, it is common for one company to have one sales department. For example, even if there are a plurality of companies that perform the same business, such as a company that develops systems or a company that dispatches human resources, they naturally compete with each other, and there is a sales department for each company.

Here, when the role of the sales department is examined in detail, it can be divided as follows.
(1) Creating an opportunity with the partner (2) Hearing the needs of the partner (3) Proposing to the partner (4) Taking an order (contract) from the partner ( 1) and (2) are not unique to the company, and to the extreme, it is the same for everyone. Where the companies interviewed, the needs of the other party being spoken are always the same. On the other hand, (3) and (4) are unique to each company, and are characterized by each company.

  In the present situation in which one sales department exists in one company, (1) and (2) are duplicated in each company, and it is inefficient and costly to perform each in the same industry. In addition, companies that are struggling with sales activities do not have enough (1) and (2). The reasons are lack of funds, human resources, sales skills, and time.

  Therefore, if the sales departments of a plurality of companies in the same industry are integrated, the above problem can be solved.

  However, since (3) and (4) are unique to a company and may include trade secrets, it is assumed that it is difficult to obtain the approval of each company simply by unifying them.

  Such a problem is not assumed at all in the techniques described in Patent Documents 1 and 2, and cannot be solved.

  Therefore, the present invention has been made paying attention to such unsolved problems of the conventional technology, and it becomes easier for a plurality of companies in the same industry to jointly conduct sales activities as one business project. An object of the present invention is to provide a sales support system capable of performing sales activities efficiently and at low cost.

  [Invention 1] In order to achieve the above object, the business support system of Invention 1 is configured such that when at least a general manager, an appointment acquisition person, and a business person in charge are separately defined as a plurality of persons in charge, A shared database that can be accessed through the operation terminal based on individual authority assigned in advance for each person in charge, and processing when the shared database is accessed through the operation terminal based on the authority of the general manager A central management business processing unit to execute, an appointment business processing unit to execute processing when the shared database is accessed through the operation terminal based on the authority of the appointment acquisition person, and the authority of the negotiation person The shared database is accessed through the operation terminal based on And a business support system that executes processing in the case of a case, the general management business processing unit becomes a sales destination or a destination for each business that sells products or provides services. Project registration processing for registering target information and approach methods for a plurality of subjects extracted as partners to be obtained and approach methods for the plurality of subjects through the operation terminal in the shared database. And trigger notification processing for notifying the appointment business processing unit that the project registration processing has been completed, and the appointment business processing unit receives the notification from the overall management business processing unit, The target information registered in the database and the approach method Are read out to the operation terminal that has been accessed based on the authority of the appointment acquisition person, the target information output to the operation terminal in the business output process and the target information and When the result of the approach for each target person performed based on the approach method is input through the operation terminal, the business history registration process for registering the result of the approach in the shared database and the business history registration process are completed. Trigger notification processing for notifying the negotiation business processing unit of the fact that the negotiation business processing unit is notified by the appointment business processing unit, the result of the approach registered in the shared database , And this operation is accessed based on the authority of the person in charge of negotiations The result output process to be output to the end, and the result of the negotiation for each target person based on the result of the approach output to the operation terminal in the result output process is input through the operation terminal In the case, the negotiation history registration process for registering the negotiation result in the shared database, and the sale of the product through the negotiation among the plurality of target persons whose results of the approach are output to the operation terminal in the result output process or When the follow request information indicating that there is a target person who did not provide the service is input through the operation terminal accessed based on the authority of the negotiator, based on the follow request information, Among a plurality of target persons included in the target information registered in the shared database, any target person will be in charge of the business negotiations from the next time onward. A takeover process for extracting whether or not the prospective customer should continue the approach by the appointment acquisition person different from the person, and registering the prospective customer information about the extracted target person in the shared database, and the takeover Trigger notification processing for notifying the appointment business processing unit that the processing has been completed, and the appointment business processing unit, when the negotiation business processing unit executes the trigger notification processing, the shared database The non-probable customer information registered in the target information is read out, and the information about the follow target person who should continue the approach in the target information is accessed based on the authority of the appointment acquisition person. Business handover processing to be output to the operation terminal And a plurality of the business contact persons corresponding to each of the plurality of business operators in the same industry, the shared database includes the target information and a part or all of the result of the approach, The negotiation person corresponding to at least one of the business operators other than the business person with respect to the result of the business negotiation related to the business person so as to be accessible based on any authority of a plurality of business person in charge of business negotiations The access is controlled so that it cannot be accessed with the authority of.

  The present invention provides a shared database that can be individually accessed by a plurality of business personnel and a plurality of business processing units that provide services for each business personnel that access the shared database. A processing unit and a business negotiation processing unit are provided.

  The present invention is optimized for a business form (separation form) in which at least the general manager, appointment acquisition person, and business person in charge are separately defined as a plurality of business persons who can access the shared database. ing. In other words, the present invention proposes a business form in which various businesses for expanding sales channels are divided by a plurality of business personnel and promoted in cooperation with each other.

  In addition, the overall management processing unit executes a service in response to access from the overall manager. In other words, the general management business processing department is responsible for the target information on the target persons extracted by the general manager in charge of each business operator who sells products or provides services, as the sales partner or potential partner. Register approach methods for multiple target people created by the manager in the shared database.

  Next, the appointment work processing unit provides a service according to the access from the appointment acquisition person. In other words, the appointment work processing unit outputs the target information and approach method registered in the shared database, while the approach person in charge of the appointment performed by the appointment acquisition person based on the output target information and approach method. The result is registered in the shared database.

  The business negotiation processing unit provides a service in response to an access from the business manager. In other words, the negotiation business processing unit outputs the result of the approach registered in the shared database, while the result of the negotiation for each target person performed by the person in charge of negotiation based on the output result of the approach is stored in the shared database. To register.

  According to the present invention, for example, it is possible to manage work performed along the following flow.

(1) New registration work First, target information about a plurality of target persons (what is not known as a prospective customer at present) extracted for each business is registered in the shared database by the overall management work processing unit. At this time, the overall management work processing unit registers the approach method in the shared database together with the target information. The target information registered here forms the basis of a business project with each business unit as a unit.

(2) Appointment acquisition business When the new registration business of (1) is executed, the business project shifts to the next stage. Here, the appointment work processing unit outputs the target information registered in the shared database, and notifies the appointment acquisition person in charge of a plurality of target persons to be newly approached in the work project. At the same time, the appointment work processing unit outputs the approach method registered in the shared database, so that the approach method for multiple target persons (for example, the minimum necessary contents to be transmitted to the target persons, the reverse is transmitted) Notify the appointment person in charge of details that must not be met). In response to this, the appointment person in charge can perform a task of approaching a plurality of target persons included in the target information (for example, a task of making a telephone call and attaching a promise of a negotiation).

(3) Approach Result Registration The appointment work processing unit registers the result of the approach performed by the appointment acquisition person (for example, the promised date / time of the negotiation, the location, the name of the person in charge of the other party, the contents of the call) in the shared database. Note that the “approach result” here includes not only the case where the negotiation was promised but also the result when the promise was not taken (for example, the reason for declining the negotiation, the name of the contact person, The content of the call) is also included.

(4) Business negotiation business When the business operations (2) and (3) are executed, the business project further proceeds to the next stage. In other words, the business negotiation processing unit outputs the result of the approach registered in the shared database, thereby notifying the person in charge of business negotiation about the target person who can make a business talk (or the target person who refused the business talk). In response to this, the person in charge of business negotiations can execute the business of performing business negotiations with a target person who can carry out business negotiations.

(5) Negotiation Result Registration The negotiation business processing unit registers the result of the negotiation for each target person conducted by the negotiation person in the shared database. In addition, the result of the negotiation that is registered at this time includes not only the result when the negotiation is successful (for example, the request for quotation before ordering, the order request), but also the result when the negotiation is unsuccessful (for example, the negotiation) The result of a request for an estimate or an order not being received is also included.

  Through the operations (1) to (5) above, a target person who finally succeeded in the business negotiation person in charge of the business negotiation becomes a “prospective customer”. In this case, after that, by executing the sales activities for “prospect”, it is possible to change from “prospect” to “customer”.

  As described above, according to the present invention, among the various tasks, the new registration task (1) is assigned to the “supervising manager”, and the appointment acquisition tasks (2) and (3) are “ Each of the processing units can be individually processed as the business assignment of “appointment acquisition person” and the business negotiation work of (4) and (5) as the business assignment of “business person in charge”. Thereby, it is possible to “divide work” by a plurality of persons in charge of work up to the development of new sales channels, and contribute to improving the work efficiency.

  In this regard, in the past, individual sales representatives (so-called salesmen) had to carry out a wide range of tasks by themselves. In the present invention, this is “divided into labor” to concentrate the work content by each person in charge. By specializing, it becomes possible to (1) clarify the business scope of each person in charge, (2) improve business skills, and (3) objectively clarify bottlenecks in business. In the following, the grounds for generating the benefits of “separation of labor” will be described.

(1) Clarification of the scope of work of each person in charge When using the present invention, each person in charge receives the service provided only from the processing unit corresponding to the person in charge and performs the work. There is no work (or required) beyond the scope of work, and the scope of work is always clarified when using the present invention.

(2) Improvement of business skills As each person in charge concentrates on his / her work, the skills for the work are efficiently improved. In addition, the person in charge who has acquired a high level of skill in a certain business scope leads to business confidence and can aim for further improvement.

(3) Clarification of the bottleneck If the business does not produce results as expected, it is usually considered that there is a bottleneck somewhere. For example, if the approach to the subject is slow or the pace of negotiations is slow, the number of outcomes that result will not increase. In this regard, the conventional system proposes the optimal sales strategy for each case, but still leaves it to individual personnel, so if the results do not extend, is the content of the sales strategy appropriate? Or it is not objectively clear that the person in charge does not fully execute the sales strategy.

  On the other hand, according to the present invention, each processing unit registers the approach result registration (3) and the negotiation result registration (5) with respect to the shared database in accordance with the “division of work” of the business. By confirming various types of information, it is possible to clarify which business (or which person in charge) has the bottleneck. As a result, for example, it is possible to flexibly execute measures such as increasing or strengthening the person in charge of the business causing the bottleneck or rearranging the persons in charge.

  In addition, “division of labor” itself is a work device, but this “division of labor” is not simply performed artificially, but the system configuration (shared database, general management work processing department, appointment work) The usefulness of the present invention and the qualities of the invention to be evaluated lie in the fact that it is possible to realize the business form of “division of labor” based on the processing section and the business negotiation processing section.

  Furthermore, according to the present invention, for example, it is possible to manage work performed along the following flow.

  Based on the result of the negotiation for each target person conducted by the negotiation person in charge, the negotiation business processing unit extracts the target person who did not sell the product or provide the service through the negotiation as a non-prospect customer, In the target information, the non-probable customer information about the target person who should continue the approach from the next time is registered in the shared database. In addition, the appointment business processing department is in charge of appointment acquisition based on the non-probable customer information registered in the shared database, with the target person in the target information who should continue the approach from the next time as the follow target person Can be notified.

  The usefulness of the present invention further extends to the following viewpoints. That is, according to the present invention, in the negotiation result registration of (5), it is possible not only to register the result of the negotiation conducted by the person in charge of the negotiation but also to extract “non-potential customers” based on the result. Note that the “non-potential customer” extracted by the business negotiation processing unit is a target person who did not sell the product or provide the service through the business negotiation. By extracting such “non-potential customers” and registering them in the shared database, among the first registered target information, which target person is “prospect” and which target is “non-prospect” It is possible to accurately manage whether it is a “customer”.

  In this regard, the conventional system does not have the concept of managing “non-potential customers”, and only “prospect customers” were targeted for sales strategy, so “non-potential customers” were never managed in the first place. It was. This is because there is no prospect of selling to “unexpected customers”, so it is useless to direct manpower to it. In addition, since “unexpected customers” have not been included in the past, there is no idea of planning a sales strategy for them.

  On the other hand, the present invention does not attempt to chase only the target person who has become a “prospective customer” from the result of the negotiation, but the target person who has become a “non-prospective customer” is also subject to subsequent follow-up. to manage. Then, by registering the “non-potential customer” in the shared database, it is possible to notify the appointment person in charge of the existence of the “non-potential customer”. As a result, it is possible to further utilize the results of the negotiations by the person in charge of negotiations and take over the work (approach work for the follow-up person) to the person in charge of appointments, leading to the acquisition of future negotiations. .

  In this regard, if the work is not “divided” as in the past, “unexpected customers” will not remain in the records of the person in charge, and their existence will eventually weather. In this case, the room for expanding the sales channel is gradually narrowed in the target information extracted at the beginning, and the business opportunity is lost accordingly.

  On the other hand, according to the present invention, by supporting the “division of work” of business, “non-potential customers” are also managed as active followers, and the opportunity of negotiations is generated by a repeated approach. As a result, the business will eventually be developed to acquire “prospects” and “customers”, and will greatly contribute to expanding the sales channel to the maximum extent in the target information extracted initially.

  Furthermore, according to the present invention, for example, it is possible to manage work performed along the following flow. This is the greatest feature of the present invention.

  First, a plurality of business person in charge corresponding to each of a plurality of companies in the same industry is defined. For example, if there are five companies in the same industry, at least one business person in charge of negotiation is defined for each company. In this case, the minimum number of people is 5. The person in charge of negotiations may be an employee of a business operator or a person who has been outsourced.

  All or part of the target information registered in the shared database and the result of the approach can be accessed through the operation terminal by the person in charge of negotiations based on his / her authority. On the other hand, regarding the result of the business negotiation related to the business registered in the shared database, the business manager in charge corresponding to at least one business other than the business cannot access with his own authority.

  Therefore, part or all of the target information and approach results include (1) information related to creating opportunities for the target, and (2) information related to hearing the needs of the target. However, by sharing this information with all the sales representatives, sales activities can be performed efficiently. On the other hand, the result of the business negotiation related to the business may include (3) information on making a proposal to the target person, and (4) information on making an order (contract) from the target person. However, since this information can hold trade secrets by restricting the person in charge of negotiations that can be shared, it is possible for a business operator to conduct business activities jointly as a business project. It becomes easy to get approval from.

Here, the following inventions A to G can be applied to the present invention.
[Invention A] The appointment business processing unit notifies the appointment acquisition person who the appointment acquisition person should continue with the approach from the next time in the target information, while the appointment acquisition person did The result of the approach for each follower is further registered in the shared database. In addition, the negotiation business processing department gives the opportunity to the negotiation person for the follow person again by notifying the negotiation person of the result of the approach for the follow person registered in the shared database. Can do.

  As described above, the “non-potential customer” is managed by the system as a follow-up person thereafter. As a result of the re-approach by the appointment acquiring person, if the promise of the second negotiation is established there, the opportunity for the second negotiation can be given by notifying this to the person in charge of the negotiation.

  [Invention B] Based on the result of the second business negotiation for the follow target person conducted by the business person in charge of the business negotiation, the business negotiation business processing unit continues to follow the target person who did not lead to the sale of the product or the provision of the service through the second business negotiation. By extracting as a non-probable customer, the non-prospect customer information about the follow target person who should continue the approach in the target information is updated and registered in the shared database. In addition, the Appointment Business Processing Department will continue to select the follower who the appointment acquisition person should continue to approach in the target information based on the non-expected customer information registered in the shared database. Can be notified.

  With such a configuration, the present invention extracts the “non-potential customers” each time the business person in charge repeats business negotiations, thereby repeatedly generating an opportunity for an approach by the person in charge of appointment appointments. Can do. As a result, it is possible to prevent the weathering that has occurred when the business has not been “separated” and contribute to the development of “unexpected customers” into “customers” for a long time.

  [Invention C] The appointment business processing unit notifies the appointment acquisition person in the target information to the follow-up person who the appointment acquisition person should continue with the approach, while the appointment acquisition person did Update the results of approaches to individual followers and register them in the shared database. Then, the negotiation business processing department notifies the negotiation person of the result of the approach to the follow target person who is updated and registered in the shared database, thereby further providing the opportunity for the negotiation person for the follow target person again. It is preferable to give to.

  As a result, it is possible to repeatedly approach the follow target people managed as “non-prospect customers” and conduct business negotiations to lead to future development of “prospect customers” or “business partners”. it can.

  [Invention D] The appointment business processing unit responds to an input operation from the appointment acquisition person, and the appointment date, place, and person in charge of the negotiation when an agreement is made with each individual person as a result of the approach. Register appointment information including the name of the person in the shared database. In addition, the negotiation business processing unit notifies the negotiation person in charge of the appointment date and place of the negotiation to be performed by the person in charge of negotiation and the name of the person in charge of the target person based on the appointment information registered in the shared database.

  In such a configuration, the negotiation promise acquired by the appointment person in charge can be communicated from the system to the person in charge of negotiations, thereby making the best use of the benefits of the above-mentioned "division of work" and smoothing the work. Streamlines can be constructed.

  [Invention E] The appointment business processing unit is different from the first person in charge for the target person who has not been promised the negotiation as a result of the approach in response to the input operation from the first person in charge who is the appointment person in charge. In addition to registering in the shared database the takeover information to change the second person in charge to the appointment appointment person in the next and subsequent times, and based on the takeover information, the person who did not reach the negotiation promise through the approach by the first person Is extracted as a part of non-prospective customers, and the second person in charge is notified as a target of re-approach that is a part of non-prospective customers who should continue the approach from the next time in the target information. You can also.

  With such a configuration, for example, even if the content of the approach taken by the first person in charge (for example, the reaction of the other party) was not very good for a certain subject, Can also be managed by the system as part of the same “non-potential customer” as above (“non-prospect customer” prior to the negotiation), allowing another second person to take over the work and re-approach. .

  In this regard, because the work was completed only by the same salesperson (salesman) in the past, for those who were not good at the contents of the approach, preconceptions about the approach after the next (the psychology that would be refused anyway) The barrier itself has arisen, and the subsequent work efficiency has not improved, and the existence itself has been weathered.

  On the other hand, in the present invention, by supporting the above "division of labor" as a system, even if one appointment acquisition person (first person in charge) approaches earlier, By taking over the approach on behalf of another appointment acquisition person (second person) who does not have such preconceptions, he eventually agreed to a business negotiation with the target audience ("non-expected customer"). Or after that, it can lead to closing a business negotiation.

  Also, because the person in charge may differ in the field of products (products) and services that they are good at and the type of target person (such as the type of business as a company), even if a person in charge approaches and fails, the person in charge Changing the value may improve the outcome of the approach. Or, in the next approach or later, even if the previous person in charge (first person in charge) may leave the work, it is possible to ensure that the work is handed over to the next person in charge (second person in charge) through the system. it can.

  In this way, even if the negotiation promise is not fulfilled once (appointment NG), the system continues to manage the same target as part of the “non-potential customer”, enabling a continuous approach . As a result, it is possible to someday realize the business negotiation by establishing the business negotiation promise, and contribute to changing the “non-potential customer” to the “prospective customer”.

  [Invention F] In accordance with the input operation from the appointment acquisition person, the appointment work processing unit shares the reason why the negotiation promise with each target person is not established as a result of the approach as the unsatisfied information Can be registered. In this case, the general management business processing department, based on the failure information registered in the shared database, as a result of the approach taken by the person in charge of appointments, the fact that the promise of negotiations with each target person was not satisfied It is preferable to notify the general manager in charge of this and the reason in that case.

  With such a configuration, it is possible to make the most of the merits of realizing the “division of work” of the present invention. In other words, in the division of work, by supervising the person in charge of supervising management who has the business skills necessary for both appointment acquisition and business negotiations, for example, guidance and supervision for appointment acquisition persons Can be assigned. In order to make such an assignment effective, the present invention registers the reason in the shared database when the negotiation negotiation is not established, thereby reliably communicating this to the general manager. be able to. Then, the general manager can examine the reason notified from the system and give advice to the person in charge of appointment appointment to promote improvement of the business contents.

  [Invention G] In response to an input operation from the appointment acquisition person, the appointment business processing unit determines that the number of successful deals and the promises of the negotiations are not established as a result of the approach when the promises of the negotiations are established with each target person. Register the number of failed cases in the shared database. In addition, the overall management business processing department shall determine the proportion or failure of the number of successful applicants in the total number of target persons to whom the appointment acquisition person approached based on the number of successful or unsuccessful cases as a result of approaches registered in the shared database. At least one of the number of cases can be calculated and the result can be notified to the general manager.

  In this case, the person in charge of general management can accurately grasp the results of the person in charge of appointment acquisition and perform evaluation while the work is being performed. As a result, for example, it is possible to contribute to a flexible countermeasure such as the person in charge of general management re-setting the approach method, increasing or strengthening the person in charge of appointment acquisition, or distributing to other persons in charge.

  In addition, if business using the system (for example, appointment acquisition business, business negotiation business, etc.) is performed at the request of the business operator, the business operator (request) To the Lord).

  [Invention 2] Further, in the sales support system of Invention 2, in the sales support system of Invention 1, the shared database is a content proposed to the target person among the results of the negotiation relating to the business operator, And whether or not there is an order from the target person, the possibility, the timing, or the contents of the order is controlled so that it cannot be accessed with the authority of the business person in charge corresponding to at least one of the business operators other than the business operator. Yes.

  If it is such a structure, among the results of the business negotiation related to the business registered in the shared database, (1) the content proposed to the target, and (2) whether there is an order from the target, As for the possibility, timing, or contents of the order, a business person in charge corresponding to at least one business other than the business cannot access with his own authority.

  Therefore, the information in (1) and (2) can hold trade secrets by restricting the person in charge of negotiations that can be shared. It is easy to get approval from multiple companies.

  [Invention 3] Further, the sales support system of Invention 3 is the sales support system of any one of Inventions 1 and 2, wherein the appointment work processing unit is configured such that the appointment acquisition person is in a first access mode and a second access mode. When the first access mode is selected in the access mode selection process, the shared database performs a result of the approach and a result of the negotiation when the access mode selection process selects the first access mode. Is controlled so that it can be accessed only based on the authority of the business person in charge corresponding to the business, and when the second access mode is selected in the access mode selection process, Regarding the results of the approach and the results of the negotiations, Dan personnel and has been accessed control can only based access each authority of the negotiation person who is permitted among the negotiation personnel corresponding to the operators other than the operators.

  In such a configuration, when the appointment acquisition person selects the first access mode, the result of the approach related to the business operator and the result of the business negotiation are accessed based only on the authority of the business person in charge corresponding to the business operator. can do. In other words, it cannot be accessed with the authority of another business person in charge.

  In addition, when the appointment acquisition person selects the second access mode, the results of the approach related to the business operator and the result of the business negotiation are the business negotiation person corresponding to the business operator and the business negotiations corresponding to the business operator other than the business operator. Access can be made based only on the authority of each authorized business person in charge. In other words, it cannot be accessed with the authority of a business person in charge who is not permitted among business persons in charge corresponding to a business other than the business.

  In the case of restricting the person in charge of negotiations that can be shared with respect to the result of the approach related to the business operator, it is conceivable that the person in charge of negotiations that can be shared is also restricted in the result of the business negotiation related to the business operator. As described above, when the appointment acquisition person selects the access mode for the result of the approach related to the business operator, the sharing of the business negotiation result related to the business operator can be appropriately restricted in accordance with the selection. it can.

  [Invention 4] Furthermore, the sales support system according to the invention 4 is the sales support system according to any one of the inventions 1 to 3, wherein the negotiation business processing unit is configured such that the person in charge of the negotiation has a first access mode and a second access mode. An access mode selection process for selecting one of them is executed, and when the first access mode is selected in the access mode selection process, the shared database determines the negotiation result for the negotiation person concerned. When access control is performed so that access can be made based only on the authority of the person in charge and the second access mode is selected in the access mode selection process, the result of the negotiation related to the person in charge And other than the above-mentioned negotiation personnel, access can be made based only on the authority of the authorized negotiation personnel. Access control is so.

  With such a configuration, when the salesperson in charge selects the first access mode, the result of the approach and the result of the business negotiation related to the salesperson can be accessed only based on the authority of the salesperson. . In other words, it cannot be accessed with the authority of another business person in charge.

  In addition, when the business person in charge selects the second access mode, the result of the approach related to the business person in charge and the result of the business are determined by the authorized business person in charge of the business person in charge and other business persons in charge. You can access based on each authority only. In other words, it is impossible to access with the authority of the sales representative who is not permitted among the sales representatives other than the sales representative.

  As described above, according to the sales support system of the first aspect, since the sales activities of a plurality of business operators in the same industry can be unified, the sales activities can be performed efficiently and at low cost. In addition, part or all of the target information and the result of the approach can be shared with all the sales representatives, so that sales activities can be performed efficiently. Furthermore, regarding the results of business negotiations related to business operators, it is possible to maintain trade secrets by restricting the persons in charge of business negotiations that can be shared, so business operators can jointly conduct sales activities as one business project. It becomes easier to get approval from multiple companies.

  Furthermore, according to the sales support system of the invention 3, when the appointment acquisition person selects the access mode for the result of the approach related to the business operator, the result of the business negotiation related to the business operator is selected along with the selection. Sharing can be restricted appropriately.

  Furthermore, according to the sales support system of the invention 4, about the result of the approach related to the business person in charge, the business person in charge of the business can select the access mode, so that the sharing can be appropriately restricted according to the selection.

It is a conceptual diagram which shows the structure of the sales support system 100 which concerns on this Embodiment. It is a sequence diagram which shows the flow of the process by each process part. It is a figure which shows the example of the operation screen displayed on the operation terminal of a general manager in a new registration process. It is a figure which shows the example of the operation screen displayed on the operation terminal of a general manager in detail setting processing. It is a figure which shows the example of the operation screen displayed on the operation terminal of a general manager in detail setting processing. It is a figure which shows the example of the operation screen displayed on the operation terminal of a general management person in charge in a company registration process. It is a figure which shows the example of the operation screen displayed on the operation terminal of a general manager in the business content registration process. It is a figure which shows the example of the operation screen displayed on the operation terminal of a general manager in the business content registration process. It is a figure which shows the example of the work screen displayed on the operation terminal of the appointment acquisition person in business preparation processing. It is a figure which shows the example of the work screen displayed on the operation terminal of the appointment acquisition person in business preparation processing. It is a figure which shows the example of the work screen displayed on the operation terminal of the person in charge of appointment acquisition in the work history registration process. It is a figure which shows the example of the work screen displayed on the operation terminal of the person in charge of appointment acquisition in the work history registration process. It is a figure which shows the example of the taking over operation screen (1) displayed on the operation terminal of the appointment acquisition person in business history registration processing. It is a figure which shows the example of the takeover operation screen (2) displayed on the operation terminal of the appointment acquisition person in business history registration processing. In a schedule registration process, it is a figure which shows the example of the registration screen displayed on the operation terminal of the appointment acquisition person in charge. It is a figure which shows the example of the confirmation screen displayed on the operation terminal of the appointment acquisition person in charge in a schedule confirmation process. It is a figure which shows the example of the confirmation screen displayed on the operation terminal of the appointment acquisition person in charge in a schedule confirmation process. It is a figure which shows the example of the confirmation screen displayed on the operation terminal of the appointment acquisition person in charge in a schedule confirmation process. It is a figure which shows the example of the confirmation screen displayed on the operation terminal of the appointment acquisition person in charge in a schedule confirmation process. It is a figure which shows the example of the confirmation screen displayed on the operation terminal of the appointment acquisition person in charge in a schedule confirmation process. It is a figure which shows the example of the condition setting screen displayed on the operation terminal of a general manager in the extraction condition setting process. It is a figure which shows the example of the extraction result screen displayed on the operation terminal of a general manager in the extraction result output process. It is a figure which shows the example of the negotiation history screen displayed on the operation terminal of the person in charge of negotiation in the negotiation history display process. It is a figure which shows the example of the negotiation schedule registration screen displayed on the operation terminal of the negotiation person in the negotiation schedule registration process. It is a figure which shows the example of the taking over screen displayed on the operation terminal of the person in charge of negotiation in the taking over process. It is a figure which shows the example of the business taking over screen displayed on the operation terminal of the appointment acquisition person in business taking over processing. It is a figure which shows the example of the period setting screen displayed on the operation terminal of a general management person in charge in a report process. It is a figure which shows the example of the report output screen displayed on the operation terminal of a general manager in a report output process. It is a figure which shows the concept of the sharing range of information about the several negotiation person in charge H3. It is a sequence diagram which shows the flow of a process, and information sharing setting. It is a part of the call history registration screen and schedule registration screen displayed on the operation terminal of the appointment acquisition person. It is a schedule registration screen displayed on the operation terminal of the person in charge of appointment acquisition. It is a schedule registration screen displayed on the operation terminal of the business manager. It is a negotiation history registration screen displayed on the operation terminal of the negotiation representative. It is a figure which shows the rule of the sharing setting of information. It is a figure which shows the rule of the display setting of an item in the screen of a call status. It is a figure which shows the rule of the display setting of an item in the screen of negotiation status.

Hereinafter, embodiments of the present invention will be described with reference to the drawings.
FIG. 1 is a conceptual diagram showing a configuration of a sales support system 100 according to the present embodiment. In addition, FIG. 1 conceptually shows an example of “division of work” of a sales operation realized by using the sales support system 100.

[Image of division of labor]
First, the division of business operations assumed by the sales support system 100 will be described. The sales business here refers to, for example, a business for developing a new partner (sales channel) that is a receiver of the product or service for a business that sells the product or a business that provides a service. To do.

  For example, when a business is a company having its own sales department (a department to which a so-called salesman belongs), the sales business can be performed in the sales department. Here, in the case of a conventional general business form, all sales operations are carried out by individual salesmen from the beginning alone, and the operations are finally performed until they are finally attached to orders. On the other hand, in the “division of work” business form, a plurality of different business personnel are responsible for their business scope, and each other cooperates to carry out sales business.

  The plurality of business staff includes, for example, a general manager H1, an appointment acquisition person H2, and a business negotiation person H3. Each person in charge H1 to H3 is not limited to one person, but a plurality of persons can be each person in charge H1 to H3.

[General Manager H1]
The job of the general manager H1 is to extract a plurality of companies (reference symbol CG in the figure) as counterparts who can be a merchandise sales destination or a service provision destination for the business. The list of companies extracted here will be the basis (base) of the business project in carrying out the sales business. Further, the general manager H1 supervises / instructs other appointment acquisition staff H2 according to the progress of the business, or reports the business content to the business as the external user CL. When the business operator is an external user CL, this business operation is performed by consignment from the external user CL (so-called outsourcing).

[Appointment manager H2]
The job of the appointment acquisition person H2 is to make a telephone call (call), for example, as a specific approach to the company extracted by the general manager H1, and attach a promise of business negotiation (so-called appointment).

[Contact person H3]
The business person in charge H3 is defined corresponding to each of a plurality of businesses in the same industry. For example, when five companies that are developing a system gather together to perform one business project jointly, a business person in charge H3 corresponding to company A, a business person in charge H3 corresponding to company B, and a business meeting corresponding to company C At least five persons are defined: person in charge H3, business person in charge H3 corresponding to company D, and business person in charge H3 corresponding to company E. One company may not be one person, and one or a plurality of business person in charge H3 may be defined for each company.

  The business of the business person in charge H3 is to fulfill the business negotiation promise acquired by the appointment person in charge H2 and visit the company to hold a business meeting with the person in charge HC. As a result of the business negotiation, when there is a positive response (for example, an estimate request, an order request, etc.) from the other party, the other party becomes a “prospective customer”. With regard to the subsequent sales activities for the “prospect”, for example, the activities of the salesperson can be supported by utilizing the above-described known system or the like. On the other hand, as a result of the business negotiation, if there is no positive response from the other party and the order is refused, the other party becomes a “non-potential customer”. The sales support system 100 is suitable for supporting sales operations for such “unexpected customers”, and in this respect, is greatly different from known systems. In the case where the business operation is performed by entrusting from the external user CL, the business of the negotiation person in charge H3 may be shared by the external user CL.

  The sales support system 100 supports the smooth progress of the sales work divided as described above. Hereinafter, the configuration of the sales support system 100 will be described.

  The sales support system 100 has, for example, a main frame such as a business computer, or computer hardware such as a general-purpose workstation or personal computer as its basic configuration. In addition, the sales support system 100 includes a business application 102 (for example, a computer program that runs on the OS). Such a business application 102 is realized by software installed in computer hardware, for example.

  The business application 102 includes, for example, an overall management business processing unit 104, an appointment business processing unit 106, and a negotiation business processing unit 108 as program modules. These processing units 104, 106, and 108 operate in the same business application 102, for example, and execute individual information processing, so that sales are divided for different persons H 1, H 2, and H 3. Support business execution.

  The sales support system 100 includes a control unit 110 that operates the business application 102. The control unit 110 is a part (for example, CPU) that controls the center of program execution in computer hardware. The control unit 110 executes the business application 102 on a platform such as an OS (Operating System), for example, and realizes respective processes by the overall management business processing unit 104, the appointment business processing unit 106, and the negotiation business processing unit 108. .

  The sales support system 100 further includes a shared database 112. The shared database 112 is, for example, a mass storage device (HDD, semiconductor memory, etc.) built in computer hardware. The processing units 104, 106, and 108 of the business application 102 execute operations such as recording and reading of information with respect to the shared database 112 via the control unit 110.

  The persons in charge H <b> 1 to H <b> 3 can use the sales support system 100 using each operation terminal 114, for example. The operation terminal 114 is, for example, a personal computer or a portable electronic device. The operation terminal 114 is connected to the sales support system 100 through a network (not shown) (including wired and wireless), and the business application 102 is connected to the overall management business processing unit 104 and the appointment business processing unit 106 through the individual operation terminals 114. In addition, each service by the business negotiation processing unit 108 can be provided.

  In using the sales support system 100, each person in charge H1 to H3 is given a dedicated ID and password in advance. Each person in charge H <b> 1 to H <b> 3 is permitted to use the sales support system 100 by inputting an ID and a password through the operation terminal 114.

  In addition, each person in charge H1 to H3 has authority in advance for each person in charge (function, job type), and when the user logs in with the authority of the person in charge of general management H1, in the sales support system 100, the general management work process is performed. Use of the service by the unit 104 is permitted. Further, when logging in with the authority of the appointment acquisition person H2, the use of the service by the appointment work processing unit 106 is permitted in the sales support system 100. Then, when logging in with the authority of the business person in charge of negotiation H3, the sales support system 100 permits use of the service by the business negotiation processing unit 108.

[System operation form]
FIG. 2 is a sequence diagram showing a flow of processing (including arithmetic processing such as information processing and condition determination) by the processing units 104, 106, and 108 in the sales support system 100. 3 to 28 are diagrams illustrating examples of screens displayed on the operation terminals 114 of the persons in charge H1 to H3 when the sales support system 100 executes a sequence. Hereinafter, the operation form of the sales support system 100 will be described with reference to specific processing sequences and examples of operation screens.

[Project Settings / Various Settings]
The operation of the sales support system 100 can be started by first setting a business project. In addition, various setting operations necessary for the operation of the sales support system 100 are performed in accordance with the setting of the business project. The overall management work processing unit 104 executes the processes shown in the following steps S10 to S16 in response to login access from the overall manager H1.

  Step S10: The overall management business processing unit 104 executes a business project new registration process. Along with the execution of this process, the overall management work processing unit 104 displays a dedicated operation screen on the operation terminal 114 used by the overall manager H1 (FIG. 3).

  The general manager H1 can input the name of the operator (external user CL) through the operation screen of FIG. 3 while operating the operation terminal 114. Note that the business operator is an entity that sells products or provides services as described above, and the name input here becomes identification information of a new business project. In this process, the overall management work processing unit 104 registers the input name in the shared database 112.

  Step S12: The overall management business processing unit 104 executes detailed setting processing related to the business project. With the execution of this process, the overall management work processing unit 104 displays the next operation screen on the operation terminal 114 used by the overall manager H1 (FIG. 4).

  The general manager H1 operates the operation terminal 114 and inputs, for example, the detailed department of the operator (for example, “Sales Department”, “Sales Promotion Department”, etc.) and the name of the person in charge through the operation screen of FIG. To do. The overall management work processing unit 104 registers the input item in the shared database 112.

  In step S12, the overall management business processing unit 104 executes authority setting processing related to the business project. As this process is executed, the overall management work processing unit 104 displays the next operation screen on the operation terminal 114 (FIG. 5).

  The general manager H1 inputs, for example, the names of the persons H1 to H3 who are involved in the current business project through the operation screen shown in FIG. Set the authority of "Responsible (Caller)" and "Negotiation Manager". Accordingly, operation authority is set for each person in charge H1 to H3 for each login ID and password assigned in advance. It should be noted that the operations so far are performed with the administrator authority (for example, Admin) of the sales support system 100, and thereafter, each person in charge H1 to H3 assigns the sales support system 100 for each set authority. You can log in to The overall management work processing unit 104 registers the input person name and authority entered in the shared database 112.

  Step S14: The overall management business processing unit 104 executes a company registration process related to a business project. As this process is executed, the overall management work processing unit 104 displays the next operation screen on the operation terminal 114 used by the overall manager H1 (FIG. 6).

  The general manager H1 uploads, for example, a CSV data format file (target information) to the sales support system 100 through the operation screen of FIG. In the uploaded file, a list of companies (list of company name, address, telephone number, etc.) extracted in advance by the general manager H1 is included as target information.

  In addition, it is preferable that the extraction work of a company is performed based on business skills possessed by the general manager H1. In other words, the general manager H1 narrows down the target person who can be the business partner of the business who will be the axis of the current business project from various viewpoints (for example, industry, business scale, annual total sales, etc.) Assume that you have business skills to extract. Further, when a business project is generated by entrusting from an external user CL, the request from the external user CL is reflected in the list of companies. In any case, the overall management work processing unit 104 registers the uploaded CSV file (target information) in the shared database 112.

  Step S16: The overall management business processing unit 104 executes a business content registration process related to the business project. The “sales contents” referred to here constitutes a framework of a method (for example, contents that should be transmitted by telephone, contents that should not be transmitted conversely) that the appointment person in charge H2 approaches the company. With the execution of this process, the overall management work processing unit 104 displays the next operation screen on the operation terminal 114 that is also used by the overall manager H1 (FIG. 7).

  The general manager H1 confirms a list of approach methods (for example, sales talk) for each appointment acquisition person H2 through the operation screen of FIG. 7, and executes an operation of opening a new screen if it has not been created. Accordingly, the overall management work processing unit 104 switches the screen display and displays the next operation screen (FIG. 8).

  The general manager H1 inputs an optimal approach technique for transmitting (teaching) to the appointment acquisition person H2 through the operation screen of FIG. Specifically, when approaching each company by telephone, an appropriate approach method (for example, a conversation scenario at the telephone door) is input so that the user can speak as smoothly as possible.

  The overall management work processing unit 104 registers the input approach method in the shared database 112. The approach method registered here can be confirmed on the operation terminal 114 of the appointment acquisition person H2 in accordance with the access from the appointment acquisition person H2 in the subsequent processing sequence (for example, step S18). .

  When the above processing sequence is completed, for example, the internal management task processing unit 104 notifies the appointment task processing unit 106 of an internal event trigger. Upon receiving the trigger notification, the appointment work processing unit 106 starts the following processing sequence.

[Call history registration]
With the start of the processing sequence by the appointment work processing unit 106, the operation of the sales support system 100 shifts to the work history registration work phase by the appointment acquisition person H2. In this work phase, the appointment work processing unit 106 executes the processes shown in the following steps S18 to S22 in response to the login access from the appointment acquisition person H2.

  Step S18: The appointment task processing unit 106 executes task preparation processing necessary for appointment acquisition. With the execution of this process, the appointment work processing unit 106 displays a dedicated work screen on the operation terminal 114 used by the appointment acquisition person H2 (FIG. 9).

  In the work screen of FIG. 9, for example, a list of companies that are candidates for the appointment acquisition person H2 to execute the telephone approach is displayed. In addition, on the work screen of FIG. 9, the results of the approaches by the appointment acquisition person H2 so far can be displayed as a history.

  The appointment acquisition person in charge H2 can confirm the target person who performs the appointment acquisition business based on the list of companies shown on the work screen of FIG. At this time, when the click operation for the “call” hyperlink for each company is performed on the work screen of FIG. 9, the appointment work processing unit 106 displays detailed information for each target company in accordance with this click operation. (For example, in the lower frame) (FIG. 10).

  For example, the appointment acquisition person H2 can call the target company based on the detailed information of FIG. 10 and execute the approach. Further, the appointment acquisition person H2 can appropriately print out the approach method notified from the appointment work processing unit 106 and perform the telephone work while confirming the contents at hand.

  Step S20: In response to the search request from the appointment acquisition person H2, the appointment work processing unit 106 executes a search process for the target company from the list of companies (call list). With the execution of this process, the appointment work processing unit 106 displays the next work screen on the operation terminal 114 used by the appointment acquisition person H2 (FIG. 11).

  On the work screen of FIG. 11, for example, a list of companies (call list) corresponding to the search conditions set by the appointment acquisition person H2 is displayed. Also, within the work screen (in the left frame), for each company in the list, the date and time of appointment appointment person H2 making a call, the name of the person in charge, the situation when making the call (for example, conversation The column for inputting the content, the tone of the other party, the atmosphere, etc.) as a history, or confirming the past history is displayed.

  The appointment acquisition person H2 can perform an operation of inputting an approach history from the operation terminal 114 through the work screen of FIG. In response, the appointment work processing unit 106 registers the work history performed by the appointment acquisition person H2 in the shared database 112 in step S20.

  Step S22: Along with the processing of business history registration (step S20), the appointment business processing unit 106 can execute business task output processing. In this process, for example, when there is a company for which the date and time of the next action schedule are registered in the past, when the scheduled date and time arrives, the appointment work processing unit 106 highlights the company on the work screen of FIG. A process of displaying (for example, blinking display with a marker or the like) is executed (for example, the first level, the second level, the fifth level, etc. of “call list” in FIG. 11). Thereby, it is possible to prompt the appointment acquisition person H2 to act again and eliminate the work omission.

  In addition, regarding the result of the re-action, the appointment acquisition person H2 can execute an operation of inputting the history from the operation terminal 114. In response to this, the appointment work processing unit 106 registers the work history of the re-action performed by the appointment acquisition person H2 in the shared database 112 in step S20.

  As a result of the approach taken by the appointment person in charge H2, if an agreement with a company is established, the appointment is acquired in the execution of the business. In this case, for example, the appointment acquisition person H2 performs an operation of clicking a “schedule input” button in the “company information tab” column in the work screen (lower frame) of FIG.

  On the other hand, if the appointment negotiation person H2 did not make a business negotiation promise with the company as a result of the approach taken by the appointment acquisition person H2 (the business negotiation was refused), for example, “appointment NG” is assumed in business execution. . In this case, the appointment acquisition person H2 (first person who refused the negotiation) who took this approach takes over the work to another appointment acquisition person H2 (second person who has not yet called). Operations can also be performed.

  For example, in the previous step S20, the appointment work processing unit 106 displays the takeover operation screen (1) on the operation terminal 114 of the appointment acquisition person in charge H2 (first person in charge) (FIG. 13). Then, the appointment acquisition person H2 (first person) who has been refused the negotiation is separated from the “department” pull-down menu in the “department tab” field in the takeover operation screen (in the lower frame) of FIG. An appointment acquisition person in charge H2 (for example, a second person in charge who has not yet made a call to the relevant company) is arbitrarily selected, and an operation of clicking a “data update” button is performed. Thereby, the appointment acquisition person in charge H2 (first person in charge) who refused the business negotiation by this approach can take over the work to another appointment acquisition person in charge H2 (second person in charge).

  Upon receiving the above operation, the appointment work processing unit 106 registers in the shared database 112 that the appointment acquisition work has been taken over (changed) by another appointment acquisition person H2 (second person) for the relevant company. . In addition, when the “next scheduled action date” is registered in the work history of the shared database 112 for the corresponding company, the appointment work processing unit 106, for example, another appointment acquisition person who has taken over the work in step S20. Notify H2 (second person in charge) that the business has been taken over. Specifically, the appointment work processing unit 106 displays, for example, the takeover operation screen (2) of FIG. 14 on the operation terminal 114 of the appointment acquisition person H2 (second person) after the takeover, The next action schedule is notified along with the name of the company in the “Reheading tab” in the frame). Thereby, another appointment acquisition person in charge H2 (second person in charge) can take over the business together with the history information about the corresponding company.

  In the previous step S22, when the scheduled date and time for approaching the relevant company arrives, the appointment work processing unit 106, for example, on the work screen of another appointment acquisition person H2 (second person) (FIG. 11). Etc.) is executed to highlight the corresponding company (for example, blinking display with a marker or the like). As a result, another approach acquisition person in charge H2 (second person in charge) can be prompted to perform a re-approach (recovery) action. It should be noted that the above-mentioned business handover is performed from the second person in charge to another appointment acquisition person H2 (third person), and another appointment acquisition person H2 (fourth person ...). It may be done.

[Schedule registration / confirmation]
When the negotiation promise is established (appointment acquisition), the operation of the sales support system 100 further shifts to a schedule registration / confirmation work phase. In this work phase, the appointment work processing unit 106 executes the processes shown in steps S24 and S26 below.

  Step S24: The appointment work processing unit 106 executes schedule registration processing. With the execution of this process, the appointment work processing unit 106 displays a negotiation date and time registration screen on the operation terminal 114 used by the appointment acquisition person H2 (FIG. 15).

  In the registration screen of FIG. 15, for example, a field for inputting the contents of the negotiation schedule to which the appointment acquisition person H2 has attached the promise is displayed.

  The appointment acquisition person H2 can input the detailed contents of the negotiation schedule based on the format shown in the registration screen of FIG. At this time, the appointment acquisition person in charge H2, for example, determines the person in charge for confirming the schedule by telephone with respect to the business partner on the day before the business day, and can input this from the registration screen of FIG. .

  The appointment work processing unit 106 registers the detailed contents of the negotiation schedule in the shared database 112 in accordance with the above input operation. At this time, if the detailed information regarding the business partner is already registered in the shared database 112, the appointment work processing unit 106 displays the detailed information (building name, building name) in the “content” column in the registration screen of FIG. (Zip code, telephone number, department in charge, name of person in charge, number in charge, URL, etc.) are displayed as default.

  Step S26: The appointment work processing unit 106 executes a schedule confirmation process. With the execution of this process, the appointment work processing unit 106 displays, for example, the following confirmation screen (FIGS. 16 to 20).

  First, as shown in FIG. 16, the negotiation schedule for today is displayed in the “today's schedule tab” in the confirmation screen (lower column). In addition, as shown in FIG. 17, the confirmation screen (bottom column) shows, in the “appoint check tab”, for example, the schedule of business negotiations for a company whose business negotiation promise has been confirmed within one week. The contents are displayed in detail.

  Or, if the person who confirms the telephone call to the business partner on the day before the business day (one of the multiple appointment acquisition persons H2) is expected to be absent on the day, and is set to assign this to another person in charge The set person-in-charge name is displayed in the “appointment follow tab” in the confirmation screen (lower column) shown in FIG. Thereby, the set person in charge can confirm that he / she has been set as the person in charge of confirmation on the previous day.

  Further, on the confirmation screen shown in FIG. 19, the negotiation schedule (for example, monthly) for each business project newly registered in the shared database 112 up to now is displayed. The appointment acquisition person in charge H2 can confirm, for each business project, all the business schedules registered in the previous schedule registration process (step S24) through this confirmation screen.

  Or, on the confirmation screen shown in FIG. 20, the contents of a schedule (for example, a schedule other than the negotiation) registered by the external user as the negotiation person H3 for each login user are displayed. Thereby, the appointment acquisition person in charge H2 can adjust the negotiation schedule with the company while confirming the schedule of the external user CL in charge of the negotiation.

[Interim review]
If the business acquisition rate does not increase as expected in the previous “call history registration” work phase, the operation of the sales support system 100 can be shifted (spin-off) to the work phase of the intermediate review. . This work phase is performed by the overall management work processing unit 104, and includes the following steps S28 and S30.

  Step S28: The overall management work processing unit 104 executes an extraction condition setting process. As this process is executed, the overall management work processing unit 104 displays a condition setting screen on the operation terminal 114 used by the overall manager H1 (FIG. 21).

  For example, the general manager H1 sets various extraction conditions through the condition setting screen of FIG. 21 and requests the sales support system 100 to search according to the extraction conditions by clicking the “search button”. Can do. Various extraction conditions can be set by designating, for example, “period (period in which the date is specified)”, “charge (appointment acquisition person H2)”, “attribute”, and the like.

  Step S30: The overall management work processing unit 104 executes an extraction result output process based on the search request. Along with the execution of this process, the overall management task processing unit 104 displays an extraction result screen on the operation terminal 114 used by the overall manager H1 (FIG. 22).

  The extraction result screen of FIG. 22 includes, for example, “name (calling destination)”, “approach date (latest date)”, “number of approaches (number of calls)” “ Details such as status (reaction of the other party), overview (conversation content), and remarks are listed. In addition, although not specifically shown here, for example, all appointment acquisition rates for each company corresponding to the extraction conditions (the ratio of the number of business negotiations promised to the number of companies approached within the specified period) ) And progress rate (the number of cases in which all of the companies included in the target information approached by telephone within the specified period) can be displayed separately. Such statistical information is calculated by summing up the call history registered in the shared database 112 in step S30 and performing statistical calculation processing after checking the call history against the target information. can do.

  In response to this, the general manager H1 can grasp the current appointment acquisition rate, and can make an adjustment when the appointment acquisition rate does not increase smoothly. For example, an intermediate review is performed on the appointment acquisition person H2 who has a low appointment acquisition rate from the “general conditions” in the list shown in FIG. The intermediate review may be direct guidance or advice to the appointment acquisition person H2, or transmission of guidance / advice through the sales support system 100.

  In addition, in the above-mentioned “summary”, the reason (failure information) when the negotiation promise with the subject is not established is specifically recorded. Therefore, the general manager H1 examines the contents of the “general conditions” and can review the way of speaking (approach method) when making a call and the selection of companies to be extracted as target persons. .

  When the above review is performed, the general manager H1 can re-register the review result through the operation terminal 114. In this case, the overall management processing unit 104 can reflect the result of the review by the overall manager H1 in the shared database 112 by executing steps S14 and S16 again.

[Business negotiations]
On the other hand, when the business negotiation promise is successfully established in the previous “calling history registration” work phase, the operation of the sales support system 100 shifts to the business negotiation work phase. Note that the appointment event processing unit 106 notifies the negotiation job processing unit 108 of an internal event trigger when the work phase is shifted.

  Although not shown in particular as a sequence, when there is an event trigger notification, the negotiation business processing unit 108 displays the negotiation schedule on the operation terminal 114 in accordance with, for example, login access from the negotiation person H3 (for example, (See FIG. 19). Even if there is no active log-in access from the salesperson H3, for example, the sales support system 100 may notify the salesperson H3 of the business schedule by e-mail. In addition, since the publicly known technique can be applied to the automatic transmission of the e-mail by the sales support system 100, the details are omitted here.

  In any case, based on the negotiation schedule (FIG. 19) displayed on the operation terminal 114, the negotiation person in charge H3 details the company he / she goes to the negotiation (the department name, the name of the person in charge, the location, the URL) Etc.) and business negotiation schedules.

  In addition, when the business phase is shifted to the business phase of business negotiations, the business transaction processing unit 108 executes processing shown in the following steps S32 to S36.

  Step S32: The negotiation business processing unit 108 executes a negotiation history display process. Along with the execution of this process, the negotiation business processing unit 108 displays, for example, a dedicated negotiation history screen on the operation terminal 114 of the negotiation business processing unit 108 (FIG. 23). When a business negotiation has been conducted in the past, the history is displayed in the business negotiation history screen (in the center frame). The negotiation business processing unit 108 can display such a negotiation history screen by calling a past negotiation history from the shared database 112.

  Step S34: The negotiation business processing unit 108 executes a negotiation schedule registration process. Along with the execution of this process, the negotiation business processing unit 108 displays, for example, the next negotiation schedule registration screen on the operation terminal 114 of the negotiation business processing unit 108 (FIG. 24).

  The business person in charge H3 who has finished the business negotiation can input the result of the business negotiation as a history through, for example, the business negotiation schedule registration screen of FIG. That is, in the negotiation schedule registration screen shown in FIG. 24, the negotiation person H3 can input the result of the negotiation (for example, the date, the number of negotiations, the contents of the negotiation, etc.) in detail. At this time, the business person in charge H3 can input the specific feeling (the other party's reaction) and the next and subsequent actions together with the result of the business negotiation. Then, the negotiation business processing unit 108 registers the result of the negotiation input through the operation terminal 114 in the shared database 112.

  Step S36: The negotiation business processing unit 108 can execute a takeover process. Along with the execution of this process, the business negotiation processing unit 108 can display a dedicated handover screen on the operation terminal 114 of the business person in charge H3 (FIG. 25).

  When there is a company whose sales negotiation result is not good and the product sales or service has not been provided, the business negotiation person H3 can input the contents through the takeover screen of FIG. At this time, for example, the negotiation person in charge H3 selects “follow request” from the pull-down menu for the “handover process” of the next action schedule, and inputs the action date and time for requesting the next approach in the “scheduled action date”. As a result, the company in which the negotiation is unsuccessful can be handed over to the appointment acquisition person in charge H2 as a target person who continues the approach from the next time.

  Further, when the business person in charge H3 inputs a company from the takeover screen as described above, the business negotiation processing unit 108 extracts such a company as an “unexpected customer”. Then, the business negotiation processing unit 108 registers the information of the company extracted as “unexpected customer” in the shared database 112.

[Business transfer from business manager to appointment manager]
When “non-potential customers” are extracted as described above, the negotiation business processing unit 108 generates an internal event trigger and notifies the appointment business processing unit 106 of this. Upon receiving this notification, the appointment work processing unit 106 executes the following steps S38 to S42.

  Step S38: The appointment work processing unit 106 executes a work takeover process. With the execution of this process, the appointment work processing unit 106 displays the next work takeover screen on the operation terminal 114 of the appointment acquisition person H2, for example (FIG. 26).

  When displaying the business takeover screen of FIG. 26, the appointment business processing unit 106 accesses, for example, information on “unexpected customers” registered in the shared database 112, and from there, the name of the company and the name of the person in charge of the other party Read information such as the next scheduled action date. Thus, for example, the business takeover screen in FIG. 26 displays information such as the name of the company that the appointment person in charge H2 should continue approaching from the next time, the name of the person in charge, and the scheduled action date. . In response, the appointment acquisition person H2 can know that a follow-up request has been made as a business takeover from the business person in charge H3.

[Call history registration]
When the business handover processing is executed in step S38, the appointment business processing unit 106 executes the business history registration processing in step S40 and the business task processing in step S42. The details of the process and the screen displayed here are the same as those in step S20 and step S22 already described, and thus redundant description thereof is omitted.

  In the case of performing the approach after the next time, in step S40, the result of the approach for a company in which the business has been taken over is registered as a call history. In step S42, highlighting is performed for the company to be handed over on the next scheduled action date. When the next action is not updated, a highlight is added to the “consignment history tab” in FIG. 26, and a process for prompting the appointment acquisition person H2 to re-act is performed.

[Repeat approach and business negotiation after business takeover]
When steps S40 and S42 are executed through the business takeover processing (step S38), the appointment business processing unit 106 executes the schedule registration processing in step S44 and the schedule confirmation processing in step S46. The details of the processing and the screen displayed here are the same as those in step S24 and step S26 already described, and thus redundant description thereof is omitted.

  If the next approach or later is performed, the result of the re-approach (re-calling) is registered as a call history in step S44. Further, in step S46, the negotiation schedule when the promise of another negotiation is established by the re-approach is registered.

  In addition, when a business negotiation schedule is re-approached by the re-approach, the appointment business processing unit 106 generates another internal event trigger and notifies the business negotiation business processing unit 108 of this.

  Similarly, although not shown as a sequence, the negotiation business processing unit 108 also displays the next negotiation schedule on the operation terminal 114 of the negotiation person H3 even when the event trigger notification is received again (for example, (See FIG. 19). Similarly, again, the negotiation schedule can be notified to the negotiation staff H3 by e-mail.

  Upon receiving the event trigger notification, the negotiation business processing unit 108 executes the negotiation history display process in step S48, the negotiation schedule registration process in step S50, and the takeover process in step S52. The details of the process and the screen displayed here are the same as those in step S32, step S34, and step S36 already described, and thus redundant description thereof is omitted.

  If the business negotiation is performed again, in step S50, the result of the business negotiation performed again is registered as the business negotiation schedule. Further, in step S52, details about a company whose result is not good even after another business negotiation is registered as a repeated follow request.

[Report output]
The operation of the sales support system 100 can be shifted (spin-off) to a report output work phase as desired. This work phase is performed by the overall management work processing unit 104, and includes the following steps S54 and S56.

  Step S54: The overall management work processing unit 104 executes report processing. As this process is executed, the overall management work processing unit 104 displays a period setting screen on the operation terminal 114 used by the overall manager H1 (FIG. 27).

  The general manager H1 specifies, for example, a period to be reported through the period setting screen in FIG. 27 and clicks the “decision button” to create a report corresponding to the specified period in the sales support system 100. Can be requested.

  Step S56: Upon receiving a report creation request from the general manager H1, the general management work processing unit 104 executes report output processing. Specifically, the overall management business processing unit 104 accesses the shared database 112, aggregates the call history and negotiation history registered for each business project, and compares them with the target information for statistics. Perform arithmetic processing. Then, the overall management task processing unit 104 converts the result of the arithmetic processing into a report format, and displays this as a report output screen on the operation terminal 114 of the overall manager H1 (FIG. 28).

  Thereby, for example, the following items are displayed as reports on the report output screen of FIG.

(1) Number of companies that have approached (2) Number of companies that have been requested to send materials (3) Number of companies that have sent materials Note that, although not specifically shown, The list may be displayed in the report output screen (in the lower frame) of FIG.

  Further, the general manager H1 can edit the aggregated results on the report output screen of FIG. Then, by clicking the “save button”, it is possible to request that the edited count result be saved as a local file, or that the count result be transmitted from the sales support system 100 to itself by e-mail. The general manager H1 can confirm the content of the e-mail transmitted to the person in charge and report it to the external user CL.

[Information sharing settings]
FIG. 29 is a diagram showing the concept of the information sharing range for a plurality of business person in charge H3.

FIG. 30 is a sequence diagram illustrating a processing flow and information sharing setting.
FIG. 31 shows a part of the call history registration screen and schedule registration screen displayed on the operation terminal of the appointment acquisition person.

  FIG. 32 is a schedule registration screen displayed on the operation terminal of the appointment acquisition person.

FIG. 33 is a schedule registration screen displayed on the operation terminal of the business manager.
FIG. 34 is a negotiation history registration screen displayed on the operation terminal of the negotiation representative.

  As for the company information registered in the shared database 112, any business negotiation person H3 can access through the operation terminal based on his / her authority.

  As for the call history registered in the shared database 112, whether the appointment acquisition person H2 can access all the business persons in charge H3 or only the specific business person in charge H3 can access it. It can be set (FIG. 31). This setting can be set for each call history. When the appointment acquisition person H2 is set so that all the negotiation persons H3 can access, all the negotiation persons H3 can access through the operation terminal based on their authority. On the other hand, when the appointment acquisition person H2 is set so that only the specific negotiation person H3 can access, the specific negotiation person H3 can access through the operation terminal based on his / her authority. The other person in charge of negotiation H3 cannot access with his own authority. The appointment person in charge H3 who permits access can be selected by the appointment person in charge H2.

  For the schedule registered in the shared database 112, the appointment acquisition person H2 or the negotiation person H3 (the negotiation person H3 who created the schedule) can make all the negotiation persons H3 accessible, or a specific It is possible to set whether only the business person in charge H3 can access (FIGS. 31 to 33). This setting can be set for each schedule. When the appointment acquisition person H2 or the negotiation person H3 sets so that all the negotiation persons H3 can access, the negotiation person H3 can access through the operation terminal based on his / her authority. On the other hand, when the appointment acquisition person H2 or the negotiation person H3 is set so that only the specific negotiation person H3 can access, the specific negotiation person H3 accesses through the operation terminal based on his own authority. However, the other business person in charge H3 cannot access with his own authority. The appointment person in charge H3 who permits access can be selected by the appointment person in charge H2 or the person in charge of negotiations H3.

  For the negotiation history registered in the shared database 112, whether the appointment acquisition person H2 or the negotiation person H3 (the negotiation person H3 who created the negotiation input) can be accessed by all the negotiation persons H3, It is possible to set whether only a specific business person in charge H3 can access (FIG. 34). This setting can be set for each negotiation history. When the appointment acquisition person H2 or the negotiation person H3 sets so that all the negotiation persons H3 can access, the negotiation person H3 can access through the operation terminal based on his / her authority. On the other hand, when the appointment acquisition person H2 or the negotiation person H3 is set so that only the specific negotiation person H3 can access, the specific negotiation person H3 accesses through the operation terminal based on his own authority. However, the other business person in charge H3 cannot access with his own authority. The appointment person in charge H3 who permits access can be selected by the appointment person in charge H2 or the person in charge of negotiations H3.

FIG. 35 is a diagram showing rules for setting information sharing.
The sharing setting for the call history is also reflected in the negotiation input and the negotiation history.

  When the call history registered in the shared database 112 is set so that all the negotiators H3 can access the call history, not only the call history but also the deal input and the deal history corresponding to the call history In addition, any of the sales representatives H3 can access through the operation terminal based on their own authority.

  In addition, the call history registered in the shared database 112 is set so that a specific negotiation person H3 can access it, and if the caller H3 is selected as the specific negotiation person H3, the call history is registered. Not only the history but also the business negotiation input and business negotiation history corresponding to the call history can be accessed through the operation terminal based on their own authority.

  In addition, the call history registered in the shared database 112 is set so that a specific negotiation person H3 can access it, and if the caller is not selected as the specific negotiation person H3, the call history is registered. Not only the history but also the business negotiation input and business negotiation history corresponding to the call history can not be accessed by himself (the business manager H3) with his own authority.

The sharing setting for the negotiation input is also reflected in the negotiation history.
The negotiation person H3 who created the negotiation input registered in the shared database 112 can access not only the negotiation input but also the negotiation history corresponding to the negotiation input through the operation terminal based on his / her authority. .

  If the negotiation input registered in the shared database 112 is set so that all the negotiation representatives H3 can access, the negotiation representative H3 not only for the negotiation input but also for the negotiation history corresponding to the negotiation input. Can be accessed through the operation terminal based on their own authority.

  In addition, if the negotiation input registered in the shared database 112 is set so that a specific negotiation person H3 can access and if he / she is selected as the specific negotiation person H3, only the negotiation input is made. In addition, the negotiation history corresponding to the negotiation input can be accessed by the user (the negotiation person in charge H3) through the operation terminal based on his / her authority.

  In addition, when the negotiation input registered in the shared database 112 is set so that a specific negotiation person H3 can access, and the user is not selected as the specific negotiation person H3, only the negotiation input is made. In addition, the business negotiation history corresponding to the business negotiation input cannot be accessed by himself (the business manager H3) with his own authority.

  Regarding the schedule created by the appointment acquisition person H2, the authorized person in charge of negotiations H3 (the person in charge of the negotiations and related persons (referred to as the person who has been granted access; the same applies hereinafter)) is based on his own authority. Although it is possible to access through the operation terminal, the other business person in charge H3 cannot access with his own authority. Only the appointment acquisition person H2 and the authorized negotiation person H3 can change the schedule.

  As for the schedule created by the negotiation person H3, the authorized negotiation person H3 (the person in charge of the negotiation and related persons) can access through the operation terminal based on his / her own authority. H3 cannot be accessed with its own authority. Only the appointment acquisition person H2 and the authorized negotiation person H3 can change the schedule.

  Only the appointment acquisition person H2 can change the access permission of the call history. Further, only the appointment acquisition person H2 and the permitted negotiation person H3 can change the access permission of the negotiation history.

FIG. 36 is a diagram showing rules for setting the display of items on the call status screen.
In the call status screen, the display of items can be made variable according to the sharing setting. The call status screen is a screen that displays a list of statuses of calls for a predetermined period, for example, in the same business project, and is displayed in response to a search request from the sales representative H3.

  First of all, the call for the subject who has been the person in charge of the schedule (the person in charge of negotiation H3) or who has become a person in charge of the schedule is as follows.

  When the latest call history related to the target call is set to be accessible to all the sales person in charge H3, the call status displayed on the operation terminal 114 of himself (the person in charge of negotiation H3) On the screen, “Left Statistics” “ID” “Callee” “Attribute” “Postal Code” “Address” “Phone Number” “Number of Employees” “Sales” “Department” “Director” “Direct” “Remarks” “ Items of “start date”, “latest date”, “total number of appointments”, “status”, “status ID”, “presence / absence of material delivery”, “status”, “detailed reason”, and “question” are displayed.

  The latest call history related to the target call is set so that the specific negotiation person H3 can access it, and if he / she is selected as the specific negotiation person H3, he / she (the negotiation person) H3) In the call status screen displayed on the operation terminal 114, “left statistics” “ID” “call destination” “attribute” “zip code” “address” “phone number” “number of employees” “sales” "Department" "Responsibility" "Direct communication" "Remarks" "Start date" "Latest date" "Total number of appointments" "Status" "Status ID" "Presence of sending materials" "Overview" "Detail reason" "Question" The item is displayed.

  The latest call history related to the target call is set so that the specific negotiation person H3 can access, and if he / she is not selected as the specific negotiation person H3, he / she (the negotiation person) H3) In the call status screen displayed on the operation terminal 114, “left statistics” “ID” “call destination” “attribute” “zip code” “address” “phone number” “number of employees” “sales” "Department" "Responsible" "Direct" "Remarks" "Start date" "Latest date" "Total number of appointments" "Status" "Status ID" "Presence of sending materials" "Detailed reason" "Question" However, the item “Overview” is not displayed. In other words, it is not possible to know the general situation of the negotiation.

  As a result, the negotiation person H3 is set so that all the negotiation persons H3 can access the latest call history related to the call of the subject that the person in charge of the negotiation H3 has become the person in charge of the schedule or the person concerned. If it is, the user can browse all items on the call status screen on his / her operation terminal 114.

  In addition, the latest call history related to the call of the subject who has become the person in charge of the schedule or the person concerned has been set so that the specific negotiation person in charge H3 can access, and When the person in charge of negotiations H3 is selected, all items can be browsed on the call status screen on his operation terminal 114.

  In addition, the latest call history related to the call of the subject who has become the person in charge of the schedule or the person concerned has been set so that the specific negotiation person in charge H3 can access, and If the person in charge of negotiations H3 is not selected, the user cannot view the outline of the negotiation on the call status screen because his / her terminal is not the latest person concerned.

  Next, the following is a description of a call for a subject who has never been a person in charge of a schedule or a person involved in the schedule (person in charge of negotiation H3).

  When the latest call history related to the target call is set to be accessible to all the sales person in charge H3, the call status displayed on the operation terminal 114 of himself (the person in charge of negotiation H3) On the screen, "left statistics" "ID" "attribute" "zip code" "number of employees" "sales" "remarks" "start date" "latest date" "total number of appointments" "status" "status ID" "document The items “Send / No Send”, “Overview”, “Detailed Reason”, and “Question” are displayed, but the “Callee”, “Address”, “Telephone Number”, “Department”, “Contact”, and “Direct” items are not displayed. That is, information for specifying the target person cannot be known.

  The latest call history related to the target call is set so that the specific negotiation person H3 can access it, and if he / she is selected as the specific negotiation person H3, he / she (the negotiation person) In the call status screen displayed on the operation terminal 114 of H3), “left statistics” “ID” “attribute” “zip code” “number of employees” “sales” “remarks” “start date” “latest date” “Apo total number of times” “Status” “Status ID” “Presence / absence of material delivery” “Overview” “Detailed reason” “Question” items are displayed, but “Caller” “Address” “Phone number” “Department” "" Responsibility "" Direct communication "items are not displayed. That is, information for specifying the target person cannot be known.

  The latest call history related to the target call is set so that the specific negotiation person H3 can access, and if he / she is not selected as the specific negotiation person H3, he / she (the negotiation person) In the call status screen displayed on the operation terminal 114 of H3), “left statistics” “ID” “attribute” “zip code” “number of employees” “sales” “remarks” “start date” “latest date” "Apo total number of times" "Status" "Status ID" "Presence / absence of material delivery" "Detailed reason" "Question" items are displayed, but "Caller" "Address" "Phone number" "Department" "Responsibility" "Direct" and "Overview" items are not displayed. That is, it is impossible to know the information for specifying the target person and the general situation of the negotiation.

  As a result, all the sales representatives H3 can access the latest call history related to the target call that has never been the person in charge of the schedule or the person concerned who is the sales representative H3. If it is set, the user's own operation terminal 114 cannot view the information for identifying the target person on the call status screen because he / she is neither the person in charge nor the person concerned.

  In addition, it is set so that a specific negotiation person H3 can access the latest call history related to the call of the subject who has never become the person in charge of the schedule or the person concerned, and When it is selected as a specific business person in charge H3, since it is neither the person in charge nor the person concerned in its own operation terminal 114, information for identifying the target person can be viewed on the call status screen. Can not.

  In addition, it is set so that a specific negotiation person H3 can access the latest call history related to the call of the subject who has never become the person in charge of the schedule or the person concerned, and If it is not selected as a specific business person in charge H3, since it is neither the person in charge nor the person concerned in the operation terminal 114, information for specifying the target person on the call status screen and the general condition of the business are displayed. Cannot browse.

FIG. 37 is a diagram showing rules for setting the display of items on the negotiation status screen.
In the negotiation status screen, the display of items can be made variable according to the sharing setting. The negotiation status screen is a screen for displaying, for example, a list of the status of negotiations for a predetermined period in the same business project, and is displayed in response to a search request from the negotiation person H3.

  First, the business negotiations for which the person (the business person in charge H3) has become the person in charge of the business negotiations or the related person are as follows.

  When the latest negotiation history related to the target negotiation is set to be accessible only to me (the negotiator H3), the negotiation status screen displayed on the operation terminal 114 of me (the negotiator H3) (List), "Left statistics" "Callee" "Attribute" "Address" "Telephone number" "FAX number" "Department" "Responsibility" "Direct" "Rank" "Start date" "Latest date" "Number of times" "Situation", "Next action date", "Next action plan", "Order possibility", and "Proposed product / service" are displayed. In the negotiation status screen (details), “Caller”, “Attribute”, “Address”, “Telephone Number”, “FAX Number”, “Department”, “Contact”, “Direct”, “Rank”, “Latest Date”, “Status”, “ Items of “next action date”, “next action schedule”, “negotiation content”, “possibility of order receipt”, and “proposed product / service” are displayed.

  When the latest negotiation history related to the target negotiation is set so that all the negotiation personnel H3 can access, the negotiation status screen (list) displayed on the operation terminal 114 of itself (the negotiation personnel H3) ) "Left Statistics" "Caller" "Attribute" "Address" "Phone Number" "FAX Number" "Department" "Responsibility" "Direct" "Rank" "Start Date" "Latest Date" "Number of Times" " The items of “Situation”, “Next Action Date”, “Next Action Schedule”, “Order Possibility”, and “Proposed Product / Service” are displayed. In the negotiation status screen (details), “Caller”, “Attribute”, “Address”, “Telephone Number”, “FAX Number”, “Department”, “Contact”, “Direct”, “Rank”, “Latest Date”, “Status”, “ Items of “next action date”, “next action schedule”, “negotiation content”, “possibility of order receipt”, and “proposed product / service” are displayed.

  If the latest negotiation history related to the target negotiation is set so that the specific negotiation person H3 can access and if he / she is selected as the specific negotiation person H3, he / she (the negotiation person H3) In the negotiation status screen (list) displayed on the operation terminal 114, “left statistics”, “caller”, “attribute”, “address”, “phone number”, “FAX number”, “department”, “in charge”, “direct communication”, “ Items of “Rank”, “Start date”, “Latest date”, “Number of times”, “Situation”, “Next action date”, “Next action plan”, “Order possibility”, “Proposed product / service” are displayed. In the negotiation status screen (details), “Caller”, “Attribute”, “Address”, “Telephone Number”, “FAX Number”, “Department”, “Contact”, “Direct”, “Rank”, “Latest Date”, “Status”, “ Items of “next action date”, “next action schedule”, “negotiation content”, “possibility of order receipt”, and “proposed product / service” are displayed.

  If the latest negotiation history related to the target negotiation is set so that the specific negotiation person H3 can access and if he / she is not selected as the specific negotiation person H3, he / she (the negotiation person H3) In the negotiation status screen (list) displayed on the operation terminal 114, “left statistics”, “caller”, “attribute”, “address”, “phone number”, “FAX number”, “department”, “in charge”, “direct communication”, “ Items of "Start date", "Latest date", "Number of times", "Proposed product / service" are displayed, but items of "Rank", "Status", "Next action date", "Next action plan", "Order possibility" are displayed Not. That is, it is not possible to know information about follow. Also, in the negotiation status screen (details), “Caller”, “Attribute”, “Address”, “Telephone Number”, “FAX Number”, “Department”, “Contact”, “Direct”, “Latest Date”, “Proposed Product / Service” Although the items are displayed, the items of “rank”, “situation”, “next action date”, “next action schedule”, “negotiation contents”, and “order possibility” are not displayed. That is, it is not possible to know information on the negotiation contents and follow-up.

  As a result, if the person in charge of the negotiation H3 is set so that only the person himself / herself can access the latest negotiation history related to the target negotiation that the person in charge of the negotiation has become a person in charge of the negotiation or a related person, On the operation terminal 114, all items can be viewed on the call status screen.

  In addition, when it is set so that all the business person in charge H3 can access the latest business history related to the target business that has become the person in charge of the business or the person concerned, the operation terminal 114 can be accessed. Then, all items can be viewed on the call status screen.

  In addition, the latest negotiation history related to the target negotiation that has become the person in charge of the negotiation or related person is set so that the specific negotiation person H3 can access, and the person in charge of the specific negotiation When the person H3 is selected, all the items can be browsed on the call status screen on his operation terminal 114.

  In addition, the latest negotiation history related to the target negotiation that has become the person in charge of the negotiation or related person is set so that the specific negotiation person H3 can access, and the person in charge of the specific negotiation If it is not selected as the person H3, since the user is not the latest related person at the operation terminal 114, information on the negotiation contents and follow-up cannot be viewed on the call status screen.

  Next, the business negotiations for which the person (business person in charge H3) has never become the person in charge of the business negotiations or a related person are as follows.

  When the latest negotiation history related to the target negotiation is set to be accessible only to me (the negotiator H3), the negotiation status screen displayed on the operation terminal 114 of me (the negotiator H3) (List), "Left statistics" "Callee" "Attribute" "Address" "Telephone number" "FAX number" "Department" "Responsibility" "Direct" "Rank" "Start date" "Latest date" "Number of times" "Situation", "Next action date", "Next action plan", "Possibility of order", "Proposed product / service" are not displayed. In the negotiation status screen (details), “Caller”, “Attribute”, “Address”, “Telephone Number”, “FAX Number”, “Department”, “Contact”, “Direct”, “Rank”, “Latest Date”, “Status”, “ Items for “Next Action Date”, “Next Action Schedule”, “Negotiation Details”, “Possibility of Ordering”, and “Proposed Product / Service” are not displayed.

  When the latest negotiation history related to the target negotiation is set so that all the negotiation personnel H3 can access, the negotiation status screen (list) displayed on the operation terminal 114 of itself (the negotiation personnel H3) ), “Left statistics”, “Attribute”, “Rank”, “Start date”, “Latest date”, “Number of times”, “Status”, “Next action date”, “Next action plan”, “Order possibility”, “Proposed product / service” The items are displayed, but the items of “calling destination”, “address”, “phone number”, “FAX number”, “department”, “person in charge”, and “direct communication” are not displayed. In the negotiation status screen (details), “attribute” “rank” “latest date” “status” “next action date” “next action schedule” “negotiation contents” “possibility of order” “proposed product / service” However, the items of “calling destination”, “address”, “telephone number”, “FAX number”, “department”, “person in charge”, and “direct communication” are not displayed. That is, information for specifying the target person cannot be known.

  If the latest negotiation history related to the target negotiation is set so that the specific negotiation person H3 can access and if he / she is selected as the specific negotiation person H3, he / she (the negotiation person H3) In the negotiation status screen (list) displayed on the operation terminal 114, “left statistics” “attribute” “rank” “start date” “latest date” “number of times” “situation” “next action date” “next action schedule” "" Possibility of ordering "" Proposal product / service "items are displayed, but" Caller "," Address "," Telephone number "," FAX number "," Department "," Contact "," Direct "are displayed Not. In the negotiation status screen (details), “attribute” “rank” “latest date” “status” “next action date” “next action schedule” “negotiation contents” “possibility of order” “proposed product / service” However, the items of “calling destination”, “address”, “telephone number”, “FAX number”, “department”, “person in charge”, and “direct communication” are not displayed. That is, information for specifying the target person cannot be known.

  If the latest negotiation history related to the target negotiation is set so that the specific negotiation person H3 can access and if he / she is not selected as the specific negotiation person H3, he / she (the negotiation person H3) In the negotiation status screen (list) displayed on the operation terminal 114, items of “left statistics” “attribute” “start date” “latest date” “number of times” “proposed product / service” are displayed. "Caller", "Address", "Telephone Number", "FAX Number", "Department", "Director", "Direct", "Rank", "Status", "Next Action Date", "Next Action Schedule", "Order Possibility" items are displayed Not. That is, it is impossible to know information for specifying the target person and information on follow-up. In addition, on the negotiation status screen (details), items of “attribute”, “latest date”, “proposed product / service” are displayed, but “caller”, “address”, “phone number”, “FAX number”, “department” “In charge”, “Direct communication”, “Rank”, “Situation”, “Next action date”, “Next action plan”, “Negotiation contents”, “Order possibility” items are not displayed. That is, it is not possible to know information for identifying the target person, the contents of the negotiation, and the information regarding the follow-up.

  As a result, when the person in charge of the negotiation H3 is set so that only the person himself / herself can access the latest negotiation history related to the target negotiation that has never been the person in charge of the negotiation nor related person, At my operation terminal 114, since I am neither the person in charge nor the person concerned, I cannot view any item on the call status screen.

  In addition, when it is set so that all the sales person in charge H3 can access the latest business history related to the target business that has never become the person in charge of the business or the person concerned, Since the terminal 114 is neither the person in charge nor the person concerned, the information for identifying the target person cannot be viewed on the call status screen.

  In addition, the latest negotiation history related to the target negotiation that has never been the person in charge of the negotiation or the related person is set so that the specific negotiation person H3 can access, and the user When the person in charge of negotiations H3 is selected, the user's own operation terminal 114 cannot browse the information for identifying the target person on the call status screen because he / she is neither the person in charge nor the person concerned.

  In addition, the latest negotiation history related to the target negotiation that has never been the person in charge of the negotiation or the related person is set so that the specific negotiation person H3 can access, and the user If it is not selected as the person in charge of negotiation H3, since it is neither the person in charge nor the person concerned in the operation terminal 114, information for identifying the target person, contents of the negotiation, and follow-up on the call status screen Information cannot be browsed.

[Effect of this embodiment]
In this way, the sales support system 100 can realize “division of labor” by a plurality of persons in charge H1 to H3 for sales operations, and can efficiently support the execution of the operations.

  Further, even if the business negotiation by the business person in charge H3 is unsuccessful, by inputting this as a follow request to the sales support system 100, the sales support system 100 can reliably manage the next and subsequent approaches. Can do.

  As a result, it is possible to extract the existence of “non-prospect customers” one after another from repeated business negotiations, and register and manage them in the shared database 112. As a result, in the shared database 112, records of “future prospective candidates” are accumulated for each business project, so that “future prospective candidates = the next target to be attacked” is narrowed down in sales operations. As a result, sales operations can be continued strategically over a long period of time.

  Furthermore, even if one appointment acquisition person H2 (first person in charge) takes an approach and refuses a business negotiation promise, another appointment acquisition person H2 (second person) takes over the operation. As a result, the corresponding company can be registered and managed in the shared database 112 as a part of the “non-potential customer”. As a result, it is possible to extract the presence of “non-prospect customers” even at the approach stage and contribute to finding “future prospect customers” in the same manner as described above.

  Further, in the present embodiment, a plurality of business person in charge H3 corresponding to each of a plurality of business operators in the same industry is defined, and the shared database 112 has a plurality of company information and a part of the result of the approach. The negotiation person H3's authority corresponding to at least one business person other than the business person can make access based on any authority of the business person in charge of business person H3. Access is controlled so that it cannot be accessed.

  As a result, it is possible to unify the sales activities of a plurality of companies in the same industry, so that the sales activities can be performed efficiently and at a low cost. Further, a part or all of the company information and the result of the approach can be shared with all the business person in charge H3 so that the business activities can be performed efficiently. Furthermore, with regard to the results of business negotiations related to business operators, trade secrets H3 that can be shared can be restricted to keep trade secrets, etc. so that business operators can jointly conduct business activities as one business project. It is easy to get approval from multiple companies.

  Furthermore, in the present embodiment, when the first access mode is selected by the appointment acquisition person H2, the shared database 112 has a business negotiation corresponding to the business about the result of the approach related to the business and the result of the business negotiation. When access control is performed so that access can be made only based on the authority of the person in charge H3, and the second access mode is selected by the appointment acquisition person H2, the result of the approach related to the business and the result of the negotiation are the business Access control is performed so that access can be made only based on the respective authority of the authorized business person in charge H3 out of the business person in charge H3 corresponding to the above and the business person in charge H3 corresponding to the business other than the business person.

  As a result, when the appointment acquisition person H2 selects the access mode for the result of the approach related to the business operator, the sharing of the result of the business negotiation related to the business operator can be appropriately restricted in accordance with the selection. it can.

  Further, in the present embodiment, when the first access mode is selected by the business person in charge H3, the shared database 112 only has the authority of the business person in charge H3 with respect to the result of the business negotiation related to the business person in charge H3. When the second access mode is selected by the business person in charge H3, the result of the business negotiation related to the business person in charge H3 is the business person in charge of H3 and other business persons in charge. Access control is performed so that access can be made based only on the authority of each authorized business person in charge H3 of H3.

  Thereby, about the result of the approach which concerns on the negotiation person H3, when the negotiation person H3 selects an access mode, sharing can be restrict | limited appropriately with the selection.

[Modification]
The present invention can be implemented with various modifications without being limited to the above embodiment. The processing sequences and various screens listed in the above embodiment are merely examples, and partial modification and replacement are sufficiently possible for realizing the present invention.

  In the above-described embodiment, the business support system 100 is constructed by installing the business application 102 in one hardware. However, a plurality of physically separated hardware are linked together. The present invention may be constructed.

DESCRIPTION OF SYMBOLS 100 ... Business management system 102 ... Business application 104 ... General management business processing part 106 ... Appointment business processing part 108 ... Business negotiation business processing part 110 ... Control part 112 ... Shared database 114 ... Operation terminal

Claims (4)

When multiple managers, at least general managers, appointment managers, and business managers are defined separately, sharing that can be accessed through the operation terminal based on the individual authority previously assigned to each manager A database,
An overall management work processing unit that executes processing when access to the shared database is performed through the operation terminal based on the authority of the overall management person in charge;
An appointment work processing unit that executes processing when the shared database is accessed through the operation terminal based on the authority of the appointment acquisition person;
A business support system comprising a business negotiation processing unit that executes processing when access to the shared database is performed through the operation terminal based on the authority of the business manager.
The overall management business processing department
Target information on a plurality of target persons extracted as potential sales partners or sales partners for each business operator who sells products or provides services, and approach methods for these target persons are input through the operation terminal. If so, a project registration process for registering the target information and approach method in the shared database;
A trigger notification process for notifying the appointment work processing unit that the project registration process has been completed;
The appointment business processing unit
Upon receiving a notification from the general management business processing unit, the target information and the approach method registered in the shared database are read, and these are accessed for the operation terminal that has been accessed based on the authority of the appointment acquisition person Business output processing to output
When the target information output to the operation terminal in the business output process and the result of the approach for each subject performed based on the approach method are input through the operation terminal, the result of the approach is Business history registration processing registered in the shared database,
Performing a trigger notification process for notifying the negotiation business processing unit that the business history registration process has been completed;
The negotiation business processing unit
Upon receiving a notification from the appointment work processing unit, the result of the approach registered in the shared database is read, and the result is output to the operation terminal that has been accessed based on the authority of the negotiator Processing,
When the result of the negotiation for each target person performed based on the result of the approach output to the operation terminal in the result output process is input through the operation terminal, the result of the negotiation is stored in the shared database. The opportunity history registration process to be registered,
Follow request information indicating that there is a target person who has not been able to sell a product or provide a service through a business negotiation among a plurality of target persons whose result of the approach has been output to the operation terminal in the result output process. Is input through the operation terminal that has been accessed based on the authority of the person in charge of negotiations, based on the information of the follow request, among a plurality of target persons included in the target information registered in the shared database In this case, it is extracted whether the target person corresponds to the non-probable customer who should continue the approach by the appointment acquisition person different from the negotiation person in the next time, and the non-prospect customer information about the extracted target person A takeover process for registering the information in the shared database;
A trigger notification process for notifying the appointment work processing unit that the handover process has been completed;
The appointment business processing unit
When the trigger notification process is executed by the negotiation business processing unit, the non-probable customer information registered in the shared database is read, and the appointment acquisition person continues the approach from the next time on in the target information. Further executing a business takeover process of outputting information about the person to be followed to the operation terminal accessed based on the authority of the appointment acquisition person,
Defining a plurality of sales representatives corresponding to each of the plurality of businesses in the same industry,
The shared database can be accessed based on any authority of the plurality of business managers for part or all of the target information and the result of the approach, and the business negotiation of the business operator. The sales support system is characterized in that the access is controlled so that the result cannot be accessed with the authority of the business person in charge corresponding to at least one of the business operators other than the business operator. In claim 1,
Among the results of the negotiations related to the business operator, the shared database includes the content proposed to the target person, the presence / absence of the order from the target person, the possibility, the time, or the content of the order. A sales support system characterized in that access control is performed so that access is not possible with the authority of the business person in charge corresponding to at least one business operator other than the business operator. In any one of Claim 1 and 2,
The appointment work processing unit executes an access mode selection process in which the appointment acquisition person selects either the first access mode or the second access mode,
In the shared database, when the first access mode is selected in the access mode selection process, the result of the approach and the result of the negotiation relating to the operator are obtained by the person in charge of the negotiation corresponding to the operator. When access control is performed so that access can be made based only on the authority, and the second access mode is selected in the access mode selection process, the result of the approach and the result of the negotiation relating to the business are Access control is performed so that access can be made only based on the respective authority of the negotiating person who is permitted among the negotiating persons corresponding to the business negotiation person corresponding to the business person other than the business person. A sales support system characterized by In any one of Claims 1 thru | or 3,
The negotiation business processing unit executes an access mode selection process in which the person in charge of negotiation selects either the first access mode or the second access mode,
When the first access mode is selected in the access mode selection process, the shared database is controlled so that the result of the negotiation related to the negotiation person can be accessed only based on the authority of the negotiation person. When the second access mode is selected in the access mode selection process, the result of the negotiation relating to the negotiation person is permitted among the negotiation person and the other negotiation person. The sales support system is characterized in that access control is performed so that access can be made only based on the authority of each person in charge of the negotiation.