JP2016057768A - Business supporting system, business support management device, business support management program and business support management method - Google Patents

Abstract

PROBLEM TO BE SOLVED: To enhance support of a business activity by managing the degree of ripeness showing a maturity degree of a case by accumulation of such activities by paying attention to a gradual activity in each case.SOLUTION: A business supporting system includes: input means for presenting selectively candidates of the state where a maturity degree toward success in a case can be estimated objectively, to each person in charge of business, correlatively with a case of a business object; case degree-of-business deriving means for determining case degree-of-business showing the maturity degree in the case, from the candidates selected by the input means; and case degree-of-business management means for managing the case degree-of-business correlatively with the case.SELECTED DRAWING: Figure 1

Description

  The present invention relates to a sales support system, a sales support management apparatus, a sales support management program, and a sales support management method.

  Sales activities are an important act in a company for winning orders from customers, and a sales support system called SFA (Sales Force Automation) system is used to achieve maximum results with as few people, equipment and time as possible. (See, for example, Patent Documents 1 and 2).

  The conventional sales support system has a function that makes it easy for the sales person to report the daily activities and progress / results, and a function that makes it easy for the manager who is the manager of the sales person to check the contents of the report. However, the information to be managed mainly consists of plans and results for specific projects. It is often the case that the sales representative reports the “accuracy (rank)” indicating the possibility that the project will be concluded (successful).

  Therefore, the manager can only determine whether the case is going smoothly based on the “accuracy” reported by the sales representative. There was a problem that guidance was not possible. In this regard, sales representatives generally tend to make their own declarations because they want to think that their sales activities are going smoothly, making evaluation from an objective point of view difficult.

  The present invention has been proposed in view of the above-described conventional problems, and its purpose is to focus on stepwise activities in each project, and to show the level of maturity of the project by accumulating such activities. The purpose is to be able to strengthen the support of sales activities by managing the degree.

  In order to solve the above problems, in the present invention, a candidate for a situation that can objectively estimate the degree of maturity for success in the case is selected for each sales representative in association with the case to be sold. Managing the case maturity by associating with the case, an input means for presenting, a case maturity deriving means for obtaining a case maturity indicating the maturity level of the case from the candidates selected by the input means, and the case A project maturity management means.

  In the present invention, it is possible to reinforce the support of sales activities by paying attention to stepwise activities in each case and managing the maturity indicating the maturity level of the case by accumulating such activities.

It is a figure which shows the structural example of the system concerning one Embodiment of this invention. It is a figure which shows the hardware structural example of each apparatus. It is a sequence diagram (the 1) which shows the process example of embodiment. It is a figure which shows the example of the input screen of customer relationship power. It is a figure which shows the example of a data structure of customer relationship power information. It is FIG. (1) which shows the example of the screen which a manager browses. It is a sequence diagram (the 2) which shows the process example of embodiment. It is a figure which shows the example of the input screen of case maturity. It is a figure which shows the example of a data structure of case maturity information. It is FIG. (2) which shows the example of the screen which a manager browses.

  Hereinafter, preferred embodiments of the present invention will be described.

<Configuration>
FIG. 1 is a diagram showing a configuration example of a system according to an embodiment of the present invention. In FIG. 1, an SFA management device (sales support management device) 2, an outsource management device 3, a terminal device 4 (4A, 4B, 4C,...) And a sales management device 5 are connected to a network 1 such as the Internet. Has been.

  The SFA management device 2 is a device that provides a business support function to the user of the terminal device 4, and the report management unit 21, business card information management unit 22, case information management unit 23, customer relation management unit 24, and transaction An information totaling unit 25 and a case maturity management unit 26 are provided.

  The report management unit 21 provides a function for supporting operations such as daily activity contents by a sales person in charge, generation of new cases, reports of progress and results, and browsing of report contents and comment entry by a manager. When entering a report by a sales person, it is possible to select a candidate for a situation in which the degree of intimacy with the customer person can be objectively estimated for each sales person in association with the customer person on the sales target customer side Present and ask for input. In addition, for each salesperson, a candidate for a situation that can objectively estimate the degree of maturity in the case is selectably presented and input is requested in association with the case to be sold. These selectable candidates not only report matters that have already been implemented, but also have aspects that allow sales representatives to visualize and recognize what to do.

  The business card information management unit 22 provides a function for managing detailed information on business cards obtained by a sales person from a customer person. The case information management unit 23 provides a function for managing detailed information on sales cases handled by sales representatives.

  The customer relationship management unit 24 provides a function of managing information on relationship power (customer relationship) with customers. Customer relations are customer relations that show the relationship between customer representatives and sales representatives, and customer company relations that show the relationship between customer companies and sales representatives (sales companies). Power, and customer relations and customer company relations that comprehensively evaluate customer relations. The relationship with the person in charge of the customer is required from the situation where the closeness with the customer person in charge selected by the sales person can be estimated objectively. For example, when a plurality of candidates are presented to be selectable for each of a plurality of levels, it is determined that the level has been cleared when candidates within one level are selected exceeding a predetermined ratio.

  The relationship with the customer company is required from the transaction status of the customer company and the sales company. The transaction status with the customer company is acquired from the transaction status management unit 51 of the sales management device 5 operated by the company to which the sales representative belongs, or the transaction information is aggregated and managed from the report contents in the SFA management device 2. Obtained from the transaction information totaling unit 25. For example, if there is any sales within half a year, “Level 5”; if there is any sales within one year, “Level 4”; if any case has occurred within half a year, “Level 3”; “Level 2” if any case has occurred within “1”, and “Level 1” if no case has occurred within one year. The total customer relationship power is determined by a predetermined rule based on the customer staff relationship power and the customer company relationship power.

  The transaction information totaling unit 25 totalizes transaction information from the report contents managed by the report management unit 21 and provides a function of managing the transaction status for each customer. When the transaction status management unit 51 of the business management device 5 can be used, the transaction information totaling unit 25 can be omitted.

  The case maturity management unit 26 provides a function of managing information on the case maturity indicating the maturity level of the case. The case maturity is obtained from a situation in which the maturity degree for success in the case selected by the sales representative can be objectively estimated. For example, when a candidate for a situation is presented to be selectable for each of a plurality of stages, it is determined that the stage has been cleared when candidates within one stage are selected exceeding a predetermined ratio.

  The outsource management device 3 is a device that provides a template with detailed processing contents to the SFA management device 2 that provides the basic functions of the SFA, realizes specific functions, and manages the operational state. A template providing unit 31 and an operation state management unit 32 are provided. The template providing unit 31 provides the SFA management device 2 with a template that defines processing details. The configuration and function of each part of the SFA management device 2 shown in the figure are realized by applying a template. The operation state management unit 32 manages the operation state for each sales company that uses the SFA system. Depending on the operational status, guidance is given to the sales company that uses the SFA system, or the template is improved.

  The terminal device 4 (4A, 4B, 4C,...) Is an information processing terminal such as a PC (Personal Computer), a smartphone, or a mobile phone used by a sales person, a manager, or the like in a sales company.

  The sales management device 5 is a device that manages sales information in a sales-side company, and includes a transaction status management unit 51 that manages a transaction status for each customer to be sold.

  FIG. 2 is a diagram illustrating a hardware configuration example of each device (SFA management device 2, outsource management device 3, terminal device 4, and sales management device 5). In FIG. 2, each device includes a CPU (Central Processing Unit) 201, a RAM (Random Access Memory) 202, a ROM (Read Only Memory) 203, an HDD (Hard Disk Drive) / flash connected to each other via a bus 207. 204, a connection I / F (Interface) 205, and a communication I / F 206. The CPU 201 performs overall control of the operation of each device by executing a program stored in the ROM 203 or the HDD / flash 204 or the like using the RAM 202 as a work area. A connection I / F 205 is an interface with a device connected to each device. The communication I / F 206 is an interface for communicating with other information processing apparatuses via the network 1 (FIG. 1).

<Operation>
FIG. 3 is a sequence diagram showing a processing example of the above-described embodiment, and shows a processing example for managing customer relations based on a report from a sales representative.

  In FIG. 3, when the sales representative logs in at the terminal device 4A (step S101), an input screen request is made from the terminal device 4A to the SFA management device 2 (step S102).

  When receiving the input screen request, the report management unit 21 of the SFA management device 2 acquires data of the input screen for inputting the report (including a case where it is dynamically generated) (step S103), and the request source terminal It is returned to the device 4A (step S104). The terminal device 4A displays an input screen based on the received data (step S105).

  There are various types of report input screens depending on the contents to be reported. Among them, FIG. 4 shows an example of an input screen related to the relationship with the customer staff. The input screen regarding the relationship with the customer representative first asks for input from the viewpoint of the sales representative who reports after identifying the customer representative from the business card information managed by the business card information management unit 22 first. In FIG. 4, the area is divided into five stages from the highest level 5 to the lowest level 1 as supplementary relational power, and a plurality of options with check boxes are displayed in each level area. For example, at level 5, there are options such as “I have received a present” or “I have a relationship other than work”.

  Returning to FIG. 3, when the sales representative performs a predetermined input (step S106) and performs a confirmation (OK) operation (step S107), the terminal device 4A displays the data input (including selection) on the input screen. It transmits to the SFA management device 2 (step S108).

  The report management unit 21 of the SFA management device 2 saves the report content based on the input data (step S109), and the customer relationship management unit 24 determines the customer representative relationship based on the input data, The information is stored in association with the business card information (step S110). For example, when a plurality of candidates are presented to be selectable for each of a plurality of levels, the customer relationship management unit 24 clears the level when candidates within one level are selected exceeding a predetermined ratio. The highest level that is cleared is determined as the current customer relations. The customer relationship management unit 24 refers to the transaction status with the corresponding customer company, obtains the customer company relationship, and stores the relationship with the business card information. Further, the customer-to-customer relationship is obtained from the customer-person-in-charge relationship and the customer-company relationship, and stored in association with the business card information. FIG. 5 is a diagram showing an example of the data structure of customer relationship information, and shows how customer relationship information is held using the business card ID of the business card information as a key. The customer relationship information may be a part of information (salesperson information) managed about the salesperson or may be other information.

  Returning to FIG. 3, the terminal device 4B also reports from other sales representatives, and the input content and customer relationship information are stored (steps S111 to S120).

  Thereafter, when a manager who is a supervisor of a sales person logs in at the terminal device 4C (step S121), a management screen request is made from the terminal device 4C to the SFA management device 2 (step S122).

  When receiving the management screen request, the report management unit 21 of the SFA management device 2 acquires screen data of the management screen including the latest information / alert information for the corresponding manager (including a case where it is dynamically generated) (steps). S123), the request is returned to the requesting terminal device 4C (step S124). The terminal device 4C displays a management screen based on the received data (step S125). FIG. 6 is a diagram showing an example of a screen browsed by the manager, in which a customer representative information, a sales representative information, and a customer relationship information are displayed as a customer list. The customer relationship is assumed to be an overall customer relationship, but may be a customer representative relationship or a customer company relationship, or these may be described together. Alternatively, a link may be embedded on the screen and, for example, the relationship with the customer may be selected to display the status selection state for each level by the sales representative.

  Next, FIG. 7 is a sequence diagram showing another processing example of the above-described embodiment, and shows a processing example for managing the case maturity based on the report of the sales staff.

  In FIG. 7, when the sales representative logs in at the terminal device 4A (step S201), an input screen request is made from the terminal device 4A to the SFA management device 2 (step S202).

  When receiving the input screen request, the report management unit 21 of the SFA management device 2 acquires data of the input screen for inputting the report (including a case where it is dynamically generated) (step S203), and the request source terminal It returns to the device 4A (step S204). The terminal device 4A displays an input screen based on the received data (step S205).

  There are various types of report input screens depending on the content to be reported. Among them, FIG. 8 shows an example of an input screen related to the maturity of a business target item (matter maturity). The input screen relating to the case maturity requests input after specifying the case from the case information managed by the case information management unit 23 first. In FIG. 8, the maturity level of the project is as follows: 1. Secure contact, 2. Establish relations, 3. Situation review, 4. Interesting, 5. Needs grasp, 6. Issue extraction, 7. Full scale It is divided into 9 stages of “Proposal”, “8. Purchase inhibition factor elimination” and “9. Contract”, and a plurality of options with check boxes are displayed in each stage area. For example, in the stage “1. Ensuring contact”, there are options such as “getting a visit appointment” and “getting a talk”.

  Returning to FIG. 7, when the sales person performs a predetermined input (step S206) and performs a confirmation (OK) operation (step S207), the terminal device 4A displays the data input (including selection) on the input screen. It transmits to the SFA management apparatus 2 (step S208).

  The report management unit 21 of the SFA management apparatus 2 saves the report content based on the input data (step S209), and the case maturity management unit 26 determines the case maturity based on the input data and corresponds to the case information. Add and save (step S210). For example, the case maturity management unit 26 clears a stage when candidates for a situation are presented to be selectable for each of a plurality of stages, and candidates within one stage are selected beyond a predetermined ratio. The highest stage that has been cleared is determined as the current project maturity. FIG. 9 is a diagram showing an example of the data structure of the case maturity information, and shows how the case maturity information is held using the case ID of the case information as a key. The case maturity information may be a part of information managed for the sales representative or may be other information.

  Returning to FIG. 7, the terminal device 4B also reports from other sales representatives, and the input contents and the case maturity information are stored (steps S211 to S220).

  Thereafter, when a manager who is a supervisor of the sales person logs in at the terminal device 4C (step S221), a management screen request is made from the terminal device 4C to the SFA management device 2 (step S222).

  When receiving the management screen request, the report management unit 21 of the SFA management device 2 acquires screen data of the management screen including the latest information / alert information for the corresponding manager (including a case where it is dynamically generated) (steps). In step S223, the request is returned to the requesting terminal device 4C (step S224). The terminal device 4C displays a management screen based on the received data (step S225). FIG. 10 is a diagram illustrating an example of a screen browsed by the manager, and information for each case is displayed as a new case occurrence alert. In this, “Accuracy (Rank)” is the possibility that the case reported by the sales representative will be successful, and it is objectively trusted by comparing it with the “Maturity” (case maturity) displayed together. It can be used as a reference to judge whether it is possible to report or whether guidance is necessary. In addition, you may make it display the selection state of the condition for every stage by a sales representative by embedding a link on a screen and selecting a maturity, for example.

<Modification>
In the present embodiment, the example in which the SFA management device 2 and the outsource management device 3 are provided separately on the Internet has been described. However, the SFA management device 2 and the outsource management device 3 are configured to be provided on the same network such as a corporate network. May be.

<Summary>
As described above, according to the present embodiment, focusing on the step-by-step activities in each project, and managing the maturity indicating the maturity level of the project by accumulating such activities, it is possible to support sales activities. Can be strengthened.

  The present invention has been described above by the preferred embodiments of the present invention. While the invention has been described with reference to specific embodiments, various modifications and changes may be made to the embodiments without departing from the broad spirit and scope of the invention as defined in the claims. Obviously you can. In other words, the present invention should not be construed as being limited by the details of the specific examples and the accompanying drawings.

<Correspondence between Terms in Embodiment and Terms in Claims>
The report management unit 21 is an example of “input means”. The case maturity management unit 26 is an example of “a case maturity deriving unit”. The case maturity management unit 26 is an example of “case maturity management means”.

DESCRIPTION OF SYMBOLS 1 Network 2 SFA management apparatus 21 Report management part 22 Business card information management part 23 Case information management part 24 Customer relationship management part 25 Transaction information total part 26 Case maturity management part 3 Outsource management apparatus 31 Template provision part 32 Operational state Management unit 4, 4A to 4C Terminal device 5 Business management device 51 Transaction status management unit

JP 2004-46473 A JP 2004-318865 A

Claims (7)

An input means for presenting a candidate for a situation that can objectively estimate the degree of maturity for success in the case, for each sales representative in association with the case to be sold;
A case maturity deriving unit for obtaining a case maturity indicating a maturity level in the case from the candidates selected by the input unit;
A sales support system comprising a case maturity management means for managing the case maturity in association with the case. In the sales support system according to claim 1,
The business support system is characterized in that the project maturity management means manages information on a project maturity in association with detailed information managed for each case. In the business support system according to claim 1 or 2,
The input means presents a candidate for a situation to be selectable for each stage in which candidates are grouped,
The business support system according to claim 1, wherein the case maturity deriving unit determines that the stage is cleared when candidates within one stage are selected exceeding a predetermined ratio. In the sales support system according to claim 3,
The sales support system according to claim 1, wherein the stage is a progress stage of a case set from a maturity level corresponding to an initial stage in the case to a maturity level corresponding to an end stage. An input means for presenting a candidate for a situation that can objectively estimate the degree of maturity for success in the case, for each sales representative in association with the case to be sold;
A case maturity deriving unit for obtaining a case maturity indicating a maturity level in the case from the candidates selected by the input unit;
A sales support management apparatus comprising: a project maturity management unit that manages the project maturity in association with the case. Computer
An input means for presenting a candidate for a situation that can objectively estimate the degree of maturity for success in the case, for each sales representative in association with the case to be sold
A case maturity deriving unit for obtaining a case maturity indicating a maturity level in the case from the candidates selected by the input unit;
A sales support management program that functions as a case maturity management unit that manages the case maturity in association with the case. A method executed by the sales support management device,
An input process that presents a candidate for a situation that can objectively estimate the degree of maturity for success in the case, for each sales representative in association with the case for sales,
From the candidates selected in the input step, a case maturity derivation step for obtaining a case maturity indicating a maturity level in the case,
A sales support management method comprising a case maturity management step for managing the case maturity in association with the case.