JP2019008530A - Business activity assisting system, business activity assisting method and business activity assisting program - Google Patents

Abstract

To surely provide useful information to a person responsible for business activities.SOLUTION: A business activity assisting system includes: a similar case specifying unit 108 that specifies similar cases that are other cases similar to a predetermined case on the basis of attribute information that is information on the attribute of a person responsible for business activities relating to the predetermined case and on a case document that is a document recording information on the predetermined case and on the plurality of other cases; a business activity process classifying unit 110 that specifies the process of the business activities in the specified similar cases on the basis of the case document; and a proposal information outputting unit 120 that outputs, in association with the process of the business activities in the predetermined case, information indicating the specified process of the business activities.SELECTED DRAWING: Figure 1

Description

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

  In general, the contents of sales activities for customers vary greatly depending on the degree to which a final contract will be concluded. Therefore, if the person in charge of sales activities does not have sufficient experience and skills regarding sales activities, it is necessary to collect information on sales activities in order to determine what action should be taken. However, the person in charge of sales activities has difficulty obtaining useful information, and as a result, the sales activities cannot be carried out efficiently, and as a result, it is often lost.

  Therefore, as in Patent Document 1, sales activities are divided into a plurality of stages such as pre-activity, estimation, bidding, and contract, and the progress status is analyzed from the current charge, and similar to the current charge. A method for searching for a project has been proposed.

  In addition, as a method for acquiring information useful for sales activities, the person in charge selects whether or not the case information is useful as in Patent Document 2, and the case information selected as useful by many persons in charge is “helpful”. A technique for notifying the person in charge as a case with a high degree is disclosed.

JP 2017-10262 A JP 2008-77605 A

  However, in Patent Document 1, in order for a person in charge to acquire a similar case that is beneficial to him / her, it is possible to search for other cases using keywords (customer name, product / service name, etc.) that are characteristic of the current case. However, depending on the search method, there is a possibility of overlooking an appropriate project. For example, to find out whether a cloud service has been proposed to a customer in the financial industry in the past, even if you search for a similar project with the search keyword “finance” or “cloud service”, you are responsible. Depending on the content of the project and the progress, appropriate project information may not be presented. In addition, since the contents of sales activities vary greatly depending on the stage (process) of the activities, in Patent Document 1, there are many in order to find a sales activity that matches the progress of the current case from a plurality of past cases searched. May be required.

  On the other hand, according to Patent Document 2, for each sales activity process, a past case similar to the current case is searched, and the case information selected as useful by many persons in charge is notified as a case with a high degree of usefulness. However, depending on the attribute of the person in charge (industry, job type, etc.), a case that is useful for the person in charge searching for the case itself is not always searched.

  The present invention has been made in view of such a current situation, and an object of the present invention is to provide a sales support system, a sales support method, and a sales support system capable of reliably providing useful information to a person in charge of sales activities. The purpose is to provide support programs.

One aspect of the present invention for achieving the above object is a sales support system including a processor and a memory for providing information on sales activities, and information on attributes of a person in charge of sales activities of a predetermined project. A similar case that identifies similar cases that are other cases similar to the predetermined case based on certain attribute information and a case sentence that is a sentence in which information of the predetermined case and other plural cases is recorded Corresponding to the sales activity process in the predetermined case, the identification unit, the sales process classification unit that identifies the sales activity process in the identified similar case based on the case text, and the information indicating the identified sales activity process And a suggestion information output unit for outputting.

  According to the present invention, it is possible to reliably provide useful information to a person in charge of sales activities.

FIG. 1 is a diagram illustrating an example of a configuration of a sales support system 102 according to the present embodiment. FIG. 2 is a diagram illustrating an example of hardware included in each information processing apparatus in the sales support system 102. FIG. 3 is a diagram illustrating an example of the item information DB 105. FIG. 4 is a diagram illustrating an example of the user attribute DB 112. FIG. 5 is a diagram illustrating an example of the case word list DB 113. FIG. 6 is a diagram illustrating an example of the weighting DB 114. FIG. 7 is a diagram illustrating an example of the sales process classification DB 115. FIG. 8 is a diagram illustrating an example of the related information DB 116. FIG. 9 is a diagram illustrating an example of the process identification DB 122. FIG. 10 is a diagram illustrating an example of the useful item determination DB 123. FIG. 11 is a diagram illustrating an outline of an example of processing performed in the sales support system 102. FIG. 12 is a flowchart illustrating an example of user registration processing. FIG. 13 is a flowchart for explaining an example of the case registration process. FIG. 14 is a flowchart illustrating an example of the similar item extraction process. FIG. 15 is a flowchart for explaining an example of the proposal information distribution process. FIG. 16 is a diagram illustrating an example of a search screen output to the user terminal 101. FIG. 17 is a flowchart for explaining an example of the useful case determination process. FIG. 18 is a flowchart for explaining the details of the weighting process.

  Hereinafter, embodiments for carrying out the present invention will be described with reference to the drawings.

<< System configuration >>
FIG. 1 is a diagram illustrating an example of a configuration of a sales support system 102 according to the present embodiment. As shown in the figure, in the sales support system 102, a user 50 (for example, sales representative, system engineer (SE)) who is a person in charge of sales activities of a predetermined case (hereinafter referred to as a target case). ) Is registered in the user attribute DB 112 (DB: database; the same shall apply hereinafter) information relating to its own attributes (hereinafter referred to as attribute information, for example, industry, job type, details will be described later). Then, the sales support system 102 selects another case similar to the target case (hereinafter referred to as a similar case) based on a sentence (hereinafter referred to as a case sentence) such as a daily report of a sales activity created by another user 50. To identify. Then, the sales support system 102 performs a predetermined calculation so that the result of the sales activity of the similar project (order received / missed / ongoing) and the process of the sales activity in the similar project (order receiving activity, (Estimation, contract conclusion, etc.)
Are identified and provided to the user 50. As described above, the sales support system 102 can specify a similar item based on the attribute of the user 50 by specifying the similar item based on the attribute of the user 50. As a result, the user 50 can carry out an optimal sales activity for each sales activity process and make a detailed proposal to the customer.

  Specifically, as shown in FIG. 1, the sales support system 102 includes a case management server 103 that manages the cases handled by each user 50, a similar case extraction server 106 that extracts similar cases, and information on similar cases as a user. 50, a proposal information providing server 117, an information processing apparatus (for example, a WEB server) managed by an organization such as a company to which the user 50 belongs, and another organization (company or the like) competing with the organization to which the user 50 belongs. ) Which is an information processing apparatus (for example, a WEB server) managed by the organization of), and a user terminal 101 used by each user 50 to access the sales support system 102. (For example, personal computers (PCs), smart phones, tablet terminals, etc.) It is configured to include a processor.

FIG. 2 shows an example of hardware included in each information processing apparatus (the item management server 103, the similar item extraction server 106, the proposal information providing server 117, the user terminal 101, the company site 124, and the competing site 126) in the sales support system 102. FIG. As shown in the figure, each information processing device includes a processor 51 such as a CPU (Central Processing Unit), a main storage device 52 such as a RAM (Random Access Memory) and a ROM (Read Only Memory), and an HDD (Hard Disk). Drive), an auxiliary storage device 53 such as an SSD (Solid State Drive), an input device 54 composed of a keyboard, a mouse, a touch panel, etc., an output device 55 composed of a monitor (display), and other information processing devices. And a communication device 56 for performing.

<< Function >>
Next, functions provided in each information processing apparatus will be described. The functions of each information processing apparatus described below are performed by the hardware of each information processing apparatus or by the processor of each information processing apparatus reading and executing each program stored in the processor or memory. Realized. In addition, these programs are, for example, a secondary storage device, a nonvolatile semiconductor memory, a hard disk drive, a storage device such as an SSD, or a non-transitory data storage that can be read by a computer, such as an IC card, an SD card, or a DVD. Stored on media.

First, the function of the matter management server 103 will be described.
<Item management server>
As shown in FIG. 1, the case management server 103 includes a case information management unit 104. The case information management unit 104 manages information (hereinafter referred to as case information) related to each case of the sales activity that each user 50 takes charge of or is in charge of. The item information is stored in the item information DB 105.
Here, the case information DB 105 will be described.

(Item information DB)
FIG. 3 is a diagram illustrating an example of the item information DB 105. As shown in the figure, the case information DB 105 includes a case ID 401 in which an identifier assigned to each case (hereinafter referred to as a case ID) is stored, a customer name 402 in which the name of a customer in the case of the case ID 401 is stored, At least one or more records having each item of a case name 403 in which the name of the case with the case ID 401 is stored, and a daily report 404 in which sentences (case sentences) such as daily reports created in the case with the case ID 401 are stored Consists of In addition to the case text, the daily report 404 may include information on the date on which the case text was created.
Next, the function of the similar item extraction server 106 will be described.

<Similar Item Extraction Server>
As illustrated in FIG. 1, the similar item extraction server 106 includes functions of a user registration processing unit 107, a similar item specifying unit 108, a sales result classification unit 109, a sales process classification unit 110, and a related information acquisition unit 111.

  The user registration processing unit 107 registers the attribute information of the user 50. The attribute information is stored in the user attribute DB 112.

(User attribute DB)
Here, the user attribute DB 112 will be described.
FIG. 4 is a diagram illustrating an example of the user attribute DB 112. As shown in the figure, the user attribute DB 112 specifies a user ID 301 storing an identifier (hereinafter referred to as a user ID) assigned to each user 50 (person in charge), and an industry to which the person in charge of the user ID 301 belongs. It is determined that the industry 302 in which information is stored, the job type 303 in which information specifying the job type of the person in charge of the user ID 301 is stored, and the person in charge of the user ID 301 are important in order to succeed in the sales activity of the assigned job When the business activity of the target case is performed by the person in charge of the useful case ID 304 and the user ID 301 in which the case ID (hereinafter referred to as the useful case ID) of the case (hereinafter referred to as the beneficial case) is stored. At least one item having each item of a word 305 in which a word determined to be important (hereinafter referred to as an attention word) is stored. It consists of more records. Note that “−” is stored in the case where the beneficial matter is not registered in the beneficial matter ID 304.

  In addition, each item of the industry 302, the occupation type 303, the useful case ID 304, and the word 305 to be worried about is designated (input) by the user 50, for example.

  Next, as shown in FIG. 1, the similar case identification unit 108 includes attribute information that is information on attributes of a person in charge (user 50) who is in charge of sales activities of a predetermined case (target case), and the predetermined case. And a similar case that is the other case similar to the predetermined case, based on the case sentence that is a sentence in which information of a plurality of other cases is recorded.

  Specifically, the similar case specifying unit 108 calculates an evaluation value (word parameter) for a word included in the case text based on the attribute information, and based on each calculated evaluation value, the predetermined item The degree of similarity between each of the other cases and each of the plurality of other cases is calculated, and the similar case is identified based on each of the calculated similarities

  Note that the similar case specifying unit 108 calculates at least the case having the highest value of the similarity among the plurality of other cases (in this embodiment, 10 cases having high similarity with the target case). Project) is identified as the similar project.

  Further, the similar case specifying unit 108 accepts designation of information on the industry or job type of the person in charge as the attribute information, calculates the evaluation value for the industry or job type, and based on the calculated evaluation value, the similar case Is identified.

  Further, the similar case specifying unit 108 designates a word (attention word) that is determined to be important when performing business activities for the predetermined case among the words included in the case text, as the attribute information. And calculating the evaluation value for the specified word and identifying the similar case based on the calculated evaluation value

  An example of calculating the similarity is cosine similarity, which is a calculation method used when comparing sentences. The cosine similarity is represented by, for example, a vector represented by an evaluation value (word parameter) of each word constituting the case text of the target case and a word parameter of each word constituting the case text of the past case. It is the cosine of the corner made by the vector. The cosine similarity indicates that both sentences are more similar as the value approaches 1. Note that the similarity calculation method is not limited to the cosine similarity, and other calculation methods may be used.

  Here, the case word list DB 113 and the weighting DB 114 referred to when the similar case specifying unit 108 calculates the similarity will be described.

(Project word list DB, weighting DB)
FIG. 5 is a diagram illustrating an example of the case word list DB 113. As shown in the figure, the case word list DB 113 includes a case ID 501 in which the case ID is stored, a word 502 in which a word included in the case text in the case with the case ID 501 (hereinafter referred to as a case word) is stored. And TF- in which a numerical value (referred to as TF-IDF (Term Frequency-Inverse Document Frequency) in this embodiment) indicating the number of times the word indicated by the word 502 has appeared in the case text in the case indicated by the case ID 501 is stored. At least 1 having each item of IDF 503
Consists of one or more records. Note that TF is the number of times a word appears in a certain sentence. IDF is a logarithmic value of the number of times the word appears in the entire sentence. TF-IDF is an example of quantification of the number of appearances of words, and other calculation methods may be used for quantification.

  Next, FIG. 6 is a diagram illustrating an example of the weighting DB 114. As shown in the figure, the weighting DB 114 stores a case ID 601 in which a case ID is stored, a user ID 602 in which a user ID of a person in charge of the case ID 601 is stored, and a case word in the case with the case ID 601. It is composed of at least one record having each item of the word 603 and the weight 604 in which the numerical value of the weight for the evaluation value of the word 603 is stored. That is, the weighting numerical value is a parameter for calculating a corrected evaluation value.

  As a method for calculating the corrected evaluation value, for example, by referring to a predetermined database in which each word is associated with a frequency in which each word is used in a predetermined industry or job type, a certain word is determined in a predetermined industry. Alternatively, when it is determined that the word is frequently used in the occupation, there is a method of doubling the evaluation value of the word. In addition, if a word is a word included in a case sentence created in a useful case, the TF-IDF (evaluation value) of the word is in the top three places of the TF-IDF of all words of the case. There is a method of doubling the evaluation value of the word. In addition, when a certain word corresponds to a word indicated by the word 305 to be registered registered in the user attribute DB 112, there is a method of setting the TF-IDF of the word to 2 (double). The calculation method of the modified evaluation value is not limited to this, and other calculation methods may be used.

  Next, as shown in FIG. 1, the sales result classification unit 109 specifies the results of sales activities in the predetermined case and the specified similar case based on the case text.

  The sales process classification unit 110 specifies the process of the sales activity in the similar case specified by the similar item specifying unit 108 based on the item text.

  Specifically, the sales process classification unit 110 determines the sales activity process in the similar project identified by the similar transaction specifying unit 108 as the sales activity preparation stage, the sales activity execution stage, and the sales activity execution process. Identify by classifying it as one of the final stages.

  In the present embodiment, it is assumed that there is an order receiving activity (pre-activity) as a preparation stage, an estimate of cost (hereinafter referred to as estimation) as an execution stage, and a contract conclusion (hereinafter referred to as contract conclusion) as a final stage.

  The sales process classification unit 110 stores the identified processes of sales activities in the sales process classification DB 115.

Here, the sales process classification DB 115 will be described.
(Sales process classification DB)
FIG. 7 is a diagram illustrating an example of the sales process classification DB 115. As shown in the figure, the sales process classification DB 115 includes a case ID 701 in which a case ID of a target case is stored, a past case ID 702 in which a case ID of a similar case is stored, and a user 50 of a user 50 who is in charge of a case with a past case ID 702. User ID 703 in which ID is stored, similarity 704 in which the similarity between the target case of the case ID 701 and the similar case in the past case ID 702 is stored, and the business result (details will be described later) of the similar case in the past case ID 702 are stored. Result 705, pre-activity 706 in which pre-activity case text is stored in the sales activity process in the similar case with the previous case ID 702, and case text in estimation in the sales activity process in the similar case with the past case ID 702 is stored. Sales in a similar case with estimated 707 and past case ID 702 With each item of the items (not shown) which projects sentence is stored in the contract of the dynamic process, composed of at least one or more records.

  Next, as shown in FIG. 1, the related information acquisition unit 111 is information related to the similar case specified by the similar case specifying unit 108, and the related information specified based on the specified case text is predetermined. Information processing apparatus (in-house site 124, competing site 126, etc.).

  Specifically, the related information acquisition unit 111 stores the related information in the company information storage DB 125 (for example, the WEB site of the company to which the user 50 belongs) stored in the company site 124 or the competitor site 126. It is acquired by crawling from each database of the competitive information storage DB 127 (for example, the WEB site of the competitor company of the company to which the user 50 belongs). The related information acquisition unit 111 stores, for example, whether or not the information stored in each database is related information, for example, by storing each word included in the case text and each word indicating the related information in association with each other. Judgment based on the database.

  The related information is, for example, information on a product or service that is a target of sales activity, a seminar about the product or service, or an exhibition about the product or service.

  The related information acquisition unit 111 stores the acquired related information in the related information DB 116.

(Related information DB)
Here, the related information DB 116 will be described.
FIG. 8 is a diagram illustrating an example of the related information DB 116. As shown in the figure, the related information DB 116 includes a case ID 801 in which a case ID of a target case is stored, a past case ID 802 in which a case ID of a similar case is stored, and a user 50 in charge of a similar case indicated by the past case ID 802. It is composed of at least one record having each item of a user ID 803 in which a user ID is stored and a service 804 in which related information related to a similar case indicated by a past case ID 702 is stored. The service 804 stores the related information and the date when the related information was released on the WEB site.

Next, functions of the proposal information providing server 117 will be described.
<Proposed information provision server>
As shown in FIG. 1, the proposal information providing server 117 includes functions of a case process identification unit 118, a proposal information generation unit 119, and a proposal information output unit 120.

  The case process specifying unit 118 specifies a process of a business activity at a predetermined time (for example, current) in the target case, and stores the specified result in the process specification DB 122.

(Process identification DB)
Here, the process identification DB 122 will be described.
FIG. 9 is a diagram illustrating an example of the process identification DB 122. As shown in the figure, the process identification DB 122 identifies the sales process in the case ID 901 in which the case ID is stored, the user ID 902 in which the user ID of the user 50 in charge of the case ID 901 is stored, and the case ID 901. It is composed of at least one record having each item of a status 903 in which information is stored and a daily report 904 in which a case text in a business activity process indicated by the status 903 is stored. The daily report 904 may store information on the date on which the case text was created in addition to the case text.

  Next, as illustrated in FIG. 1, the proposal information generation unit 119 generates a screen (hereinafter referred to as a search screen) that displays similar cases similar to the target case to be distributed to the user 50. The search screen is output as follows.

  The proposal information output unit 120 outputs information (similar item information) indicating the business activity process identified by the sales process classification unit 110 in association with the sales activity process in the predetermined item (target item). .

  For example, the proposal information output unit 120 acquires and acquires the sales activity process corresponding to the sales activity process in the predetermined case among the sales activity processes in the similar case specified by the sales process classification unit 110. Information indicating the sales activity process in the similar case is output in association with the sales activity process in the predetermined case.

  In addition, for example, the proposal information output unit 120 outputs the result of the business activity specified by the sales result classification unit 109 together with information indicating the process of the business activity of the similar case specified by the sales process classification unit 110.

  In the present embodiment, it is assumed that the results of sales activities include orders, lost orders, and ongoing.

  Further, for example, the proposal information output unit 120 outputs the related information acquired by the related information acquisition unit 111 in association with information indicating the process of the business activity of the similar case specified by the similar case specification unit 108. .

  Next, the proposal information update unit 121 includes the similar item (beneficial item) that is important for the successful sales activity of the predetermined item (target item) among the similar items specified by the similar item specifying unit 108. ) Is received as the attribute information. In this case, the similar case identification unit 108 calculates the evaluation value for the word included in the case sentence in which the information of the designated similar case is recorded, and creates a new value based on the calculated evaluation value. The similar case is specified.

Specifically, the similar case identification unit 108 has the largest number of occurrences in at least the case sentence among words included in the case sentence in which information on the designated similar case is recorded. The evaluation value for the word is calculated. For example, the similar case identification unit 108 calculates evaluation values for the top three words having the highest evaluation value (TF-IDF) among the words in the case text of the designated similar case.

  The proposal information update unit 121 stores the information of the similar case that has received the designation in the useful case determination DB 123.

Here, the useful item determination DB 123 will be described.
(Benefit item determination DB)
FIG. 10 is a diagram illustrating an example of the useful item determination DB 123. As shown in the figure, the useful matter determination DB 123 includes a matter ID 1001 in which the matter ID of the subject matter is stored, a past matter ID 1002 in which a matter ID of a similar matter is stored, and a user 50 in charge of a similar matter indicated by the past matter ID 1002. The user ID 1003 in which the user ID is stored, the similarity 1004 in which the similarity between the case text of the case indicated by the case ID 1001 and the case text in the case indicated by the past case ID 1002 is stored, and the sales of the case indicated by the past case ID 1002 A result 1005 in which information indicating the result of the activity is stored, a profit 1006 in which information indicating whether or not the case indicated by the past case ID 1002 is a useful case, and a pre-activity among the sales activities of the case indicated by the past case ID 1002 Pre-activity 1007 in which case texts are stored and sales activity of the case with past case ID 1002 Estimate projects sentence is stored in the estimate of the 1008, related information related to projects showing past projects ID1002 has each item of service 1009 are stored, composed of at least one or more records. Note that the pre-activity 1007 and the estimate 1008 may include information on the date on which the case text was created in addition to the case text.

<< Processing >>
Next, processing performed in the sales support system 102 will be described.
FIG. 11 is a diagram illustrating an outline of an example of processing performed in the sales support system 102. This process is started, for example, when the sales support system 102 is activated.

  First, the user terminal 101 accepts an input of an attribute information registration instruction from a user 50 who wants to register his / her attribute information. When the registration instruction is input, the user terminal 101 sends the registration instruction to the similar matter extraction server. 106 (s101). Upon receiving this registration instruction, the similar case extraction server 106 executes the attribute information registration process (hereinafter referred to as user registration process) (s1801), and then transmits a registration instruction indicating that the user registration process has ended. Is transmitted to the user terminal 101 that has been sent (s103).

Here, the user registration process will be described.
<User registration process>
FIG. 12 is a flowchart illustrating an example of user registration processing. As shown in the figure, first, the user registration processing unit 107 confirms the user ID attached to the registration instruction transmitted from the user terminal 101, so that the record of the user ID is already registered in the user attribute DB 112. (S1101, s1102).

  When the record of the user ID is registered (s1102: Yes), the user registration processing unit 107 ends the user registration process (s1104). On the other hand, when the record of the user ID is not registered (s1102: No), the user registration processing unit 107 registers the attribute information of the user 50 of the user ID (s1103), and then the user registration The process ends (s1104).

Specifically, for example, the user registration processing unit 107 transmits a screen for accepting designation (input) of information of each item of the user attribute DB 112 to the user terminal 101 that has transmitted the user ID, and the user 50 The specification (input) of information from is accepted. Then, the user registration processing unit 107 generates a new record related to the user ID in the user attribute DB 112 and stores the specified (input) information in each item of the generated record.

  For example, as shown in FIG. 4, in the user attribute DB 112, the user ID is “1”, the industry is “finance”, the occupation is “sales”, the beneficial project IDs are “2”, “5”, and the attention. A new record having the words “A service”, “ERP”, and “estimation” is generated. If no useful item is designated, “-” is stored in the useful item ID 304 as shown in the record with the user ID “4”.

  Next, as shown in FIG. 11, the user terminal 101 receives an input of an instruction for registering case information from a certain user 50 who intends to register the case information. Is transmitted to the similar item extraction server 106 (s104). Upon receiving this registration instruction, the matter management server 103 executes matter information registration processing (hereinafter referred to as matter registration processing) of the user 50 (s1802). After executing this processing, the matter registration processing is completed. It transmits to the user terminal 101 (s106).

Here, the case registration process will be described.
<Matter registration process>
FIG. 13 is a flowchart for explaining an example of the case registration process. As shown in the figure, the case information management unit 104 registers the case information and stores the result in the case information DB 105 (s1201). Thereafter, the case registration process ends (s1202).

  Specifically, for example, the matter information management unit 104 confirms the user ID incidental to the registration instruction transmitted from the user terminal 101, and then deals with the user terminal 101 that has transmitted the user ID. A screen for receiving input of item information indicated by each item of the information DB 105 is transmitted, and input of item information from the user 50 is received. Then, if the input case is a new case, the case information management unit 104 generates a record of a new case ID in the case information DB 105, and stores the input case information in each item of the generated record. Store. On the other hand, when the input case is an existing case, the case information management unit 104 stores the input information in each item of the record of the corresponding case in the case information DB 105.

  In the example illustrated in FIG. 3, as a new case, the case ID is “1”, the customer name is “Company A”, the case name is “A case”, and the case text is “2016/10 /”. 22: Information on “determined to introduce service A after conducting a meeting between sales and SE” is registered. In the case of an existing case, for example, “2016/10/31: Introduce A service to a customer and receive a request for an approximate estimate” is additionally registered as a case sentence.

  Next, as shown in FIG. 11, the similar item extraction server 106 executes a process of extracting a similar item (hereinafter referred to as a similar item extraction process) (s1803). That is, the similar case extraction server 106 extracts similar cases based on the case information registered in the case management server 103 and acquires related information from an external site.

  In the similar case extraction process, for example, a user 50 who wants to search for a case similar to the case he / she is in charge of (target case) (hereinafter referred to as “the case user”) inputs a predetermined search instruction to the user terminal 101. It will be started when triggered. Note that this process may be performed as a batch process (a process performed at a preset timing or a preset time interval).

<Similar item extraction processing>
Here, the similar item extraction process will be described.

  FIG. 14 is a flowchart illustrating an example of the similar item extraction process. As shown in the figure, when the similar case identification unit 108 receives a search instruction from the user terminal 101 of the subject user, first, by displaying a predetermined screen for accepting input of information on the target case on the user terminal 101, The input of the target case is accepted (s1300). Specifically, for example, the similar matter specifying unit 108 outputs a screen for accepting input of the matter ID of the subject matter to the user terminal 101 of the subject user, and uses the matter ID input to the user terminal 101 as the matter of the subject matter. Store as ID.

  The similar case identification unit 108 acquires the case information DB 105 and divides the case text included in the acquired case information DB 105 into a plurality of words (s1301). Then, the similar case identification unit 108 calculates each evaluation value (TF-IDF) of the divided word, and stores each calculated evaluation value (TF-IDF) in the case word list DB 113 (s1302).

  In the example illustrated in FIG. 5, the similar case identification unit 108 divides the daily report text with the case ID “1” into words such as “sales” and “SE”, and sets the TF-IDF of “sales” to “0. TF-IDF of “1” and “SE” is calculated as “0.2”, and these calculation results are stored in the case word list DB 113.

  Next, the similar case identification unit 108 calculates a weight for each word for which the TF-IDF has been calculated in s1302 with respect to the TF-IDF (calculation of a corrected evaluation value), and calculates a weighted value ( A process of storing the corrected evaluation value) in the weighting DB 114 (hereinafter referred to as a weighting process) is executed (s1303).

  In the examples shown in FIGS. 4, 5, and 6, the similar case identification unit 108 records the user ID “1” in the user attribute DB 112 for the evaluation value of each word included in the case text with the case ID “1”. Weighting based on information (industry is “finance”, job type is “sales”, profitable project IDs are “2” and “5”, attention word is “A service”, “ERP”, “estimation”, etc.) Calculation is performed, and the calculation result is stored in the weighting DB 114. Details of the weighting process will be described later.

  Next, based on the evaluation value of each word calculated in s1303, the similar case specifying unit 108 calculates the similarity between the case text of the target case and the case text of each other case (s1304).

  In the example illustrated in FIGS. 6 and 7, the similar case specifying unit 108 is registered for both cases in the weighting DB 114 when the case ID of the target case is “1” and the case ID of the similar case is “2”. The cosine similarity is calculated based on the evaluation values of words such as “sales” and “SE”, and the calculated similarity is stored in the similarity 704 of the sales process classification DB 115.

  Then, the similar case specifying unit 108 specifies the top ten similarities in the calculated similarities, and the cases related to the case texts for which the specified similarities are calculated (total of ten cases) are similar cases. (S1304).

  Then, the sales result classification unit 109 specifies the result of the business activity corresponding to the case text by referring to each word of the case text of the similar case specified in s1304 (s1305).

  Specifically, for example, the sales result classification unit 109 determines whether or not the word included in the item text of the specified item includes a word indicating whether the sales activity is in the order received, missed, or ongoing. The result of sales activities is specified by judging (or how many are included).

  In the example illustrated in FIG. 7, the sales result classification unit 109 has a case ID “1” for a target case, a case ID “2” for a similar case, and a user ID “1” in the sales process classification DB 115. If there is a record of the case text, the case text with the case ID “2” includes a word related to the order (for example, “Make final decision”). ".

  In addition, the sales process classification unit 110 specifies a process of sales activity corresponding to each case text by referring to each word of each case text in the similar case specified in s1304 (s1306).

  Specifically, for example, the sales process classification unit 110 determines whether or not a word related to a sales activity process (for example, pre-activity, estimation, or contract conclusion) is included in each item text of the similar item specified in s1304. (Or how many are included, etc.) to identify the sales activity process in each case text. For example, when the specified sales activity process is “pre-activity”, the sales process classification unit 110 stores the item text specifying the sales activity process in the pre-activity 706, and the specified sales activity process is In the case of “estimation”, the sales process classification unit 110 stores the case text specifying the process of the sales activity in the estimate 707.

  In the example shown in FIGS. 3 and 7, the case text in the similar case with the case ID “2” in the case information DB 105 includes the case texts of “pre-activity” and “estimation”. These item texts are stored in the pre-activity 706 and the estimate 707 of the sales process classification DB 115.

  Next, the related information acquisition unit 111 acquires related information related to the similar case based on the case text of the similar case acquired in s1306 (s1307).

  Specifically, for example, the related information acquisition unit 111 uses the pre-activity 706, the estimate 707, and the like stored in the sales process classification DB 115 to store similar item text, and the products, services, seminars, and exhibitions of the company or competitors. A word indicating the name of the association or the like is extracted, whether or not a word related to the extracted word is stored in the company information storage DB 125 of the company site 124 or the competition information storage DB 127 of the competitor site 126 is searched, and the word is Obtained as related information. Then, the related information acquisition unit 111 stores the acquired related information in the service 804 of the related information DB 116.

  3, 7, and 8, when the case ID of the target case is “1”, the case ID of the similar case is “2”, and the user ID is “1” (sales process classification DB 115). The related information acquisition unit 111 identifies the word “A service” from the case text (case information DB 105) with the case ID “2”. The related information acquisition unit 111 searches for related information from the company site 124 or the competing site 126 using the “A service” as a key, and registers the related information in the service 804 of the related information DB.

  Thus, the similar item extraction process is completed (s1308).

  Next, as illustrated in FIG. 11, when the similar item extraction process is completed, the proposal information providing server 117 extracts information on the target item, specifies a similar item, and sends information related to the specified similar item to the user terminal 101. A distribution process (hereinafter referred to as a proposal information distribution process) is executed (s1804).

Here, the proposal information distribution process will be described.
<Proposal information distribution processing>
FIG. 15 is a flowchart for explaining an example of the proposal information distribution process. As shown in the figure, first, the case process specifying unit 118 specifies the current sales activity process (order received, missed, ongoing) in the target case (s1501).

  Specifically, the case process specifying unit 118 specifies the case text of the latest date among the case texts of the target case recorded in the case information DB 105, and based on each word in the specified case text, Identify processes (pre-activities, estimates, contract conclusions, etc.). Then, the case process identification unit 118 stores the identified business activity process in the process identification DB 122.

  In the example illustrated in FIG. 9, when the case ID of the target case is “1” and the user ID of the subject user is “1”, the case process identification unit 118 displays “ Since the word “estimate” is included, it is estimated that the current process of the sales activity is “estimate”, and the item text (the item text of the latest date) corresponding to the process of the sales activity is the process identification DB 122. To remember.

  Next, as shown in FIG. 15, the case process identification unit 118 acquires the case text in the same process as the sales activity process of the target case among the case texts of each similar case based on the result of s1501 (s1502). ). Then, the proposal information generation unit 119 stores these results (for example, the case ID of the similar case, the process of the business activity, and the case text) in the useful case determination DB 123.

  Specifically, for example, from the sales process classification DB 115, the proposal information generation unit 119 stores the case ID of the target case in the case ID 701, the case ID of the similar case in the past case ID 702, and the user ID 703. A record in which the user ID is stored is extracted, and from the extracted record, the item text of the same process as the sales activity process (for example, the pre-activity 706 or the estimate 707) identified in s1501 To extract.

  If the result of the sales activity of a similar project is an order, the proposal information generation unit 119 determines that the sales activity is a “recommended activity” (an activity recommended to be performed when performing a sales activity) and a loss. If it is a note, the sales activity is called “warning” (an activity that should not be carried out when conducting a sales activity). (Activities that should be referred to when doing this) are stored (s1502).

  Next, the proposal information generation unit 119 acquires related information for similar cases from the related information DB 116 (s1503, s1504).

  When the related information can be acquired (s1504: Yes), the proposal information generation unit 119 stores the acquired related information in the useful case determination DB 123 in association with the corresponding similar case (s1505), and thereafter, the process of s1506 Processing is performed. On the other hand, when the proposal information generation unit 119 cannot acquire the related information (s1504: No), the processing of s1506 is performed.

  In the example of FIGS. 8 and 10, the related information DB 116 includes the word “A service” in the case text of the similar case with the case ID “2”. “Cloud service”, which is related information of “A service”, is registered in the service 1009 of the DB 123.

  Next, in s1506, the proposal information output part 120 produces | generates a search screen based on usefulness determination DB123 grade | etc., And transmits the produced | generated search screen to the user terminal 101 of this user.

Here, the search screen will be described.
<Search screen>
FIG. 16 is a diagram illustrating an example of a search screen output to the user terminal 101. As shown in the figure, the search screen 1701 is a screen for the user 50 to confirm a similar case, and has a case selection column 1702, a target case display column 1703, and a similar case display column 1707.

  The item selection field 1702 accepts designation of a target item from the user 50.

  In the target case display column 1703, information on the target case (case ID, user ID of the subject user, latest sales activity process of the target case, and case text in the process) is output.

  The similar item display column 1707 includes display columns for a recommended activity 1704 in which information on recommended activities is displayed, a warning activity 1705 in which information on warning bell activity is displayed, and a reference activity 1706 in which information on reference activities is displayed. In the example illustrated in FIG. 16, the recommended activity 1704 displays information on a similar case (similar case having the case ID “2”) for the target case having the case ID “1”.

  In the present embodiment, information on a total of ten similar cases is classified and displayed as one of a recommended activity 1704, a warning activity 1705, and a reference activity 1706. That is, on the search screen 1701, information on each similar item is displayed for each result of sales activity (order received / missed / ongoing).

  Each of the recommended activity 1704, the warning bell activity 1705, and the reference activity 1706 is provided with a useful item check column 1708 for designating whether or not similar items corresponding to these sales activities are useful items. When the user 50 depresses the useful item check column 1708, this is reflected in the useful item ID 304 of the user attribute DB 112.

  In addition, the recommended activity 1704, the warning activity 1705, and the reference activity 1706 respectively display the case texts in the similar cases corresponding to these sales activities (the case texts in the same process as the current sales activity process of the target case). Corresponding case text display field 1709 is provided.

  Further, each of the recommended activity 1704, the warning bell activity 1705, and the reference activity 1706 is provided with a related information display column 1711 in which related information related to similar items corresponding to these sales activities is displayed.

  As described above, the search screen 1701 displays information (a case text or the like) indicating the sales activity process of the similar case in association with the current sales activity process in the target case.

  Next, as illustrated in FIG. 11, the proposal information providing server 117 performs a process of updating attribute information when a beneficial item is specified in the beneficial item check field 1708 in a state where the search screen 1701 is displayed. (Hereinafter, referred to as a useful item determination process) is executed (s1805). And the proposal information provision server 117 will perform a similar item extraction process and a proposal information delivery process based on the updated attribute information, if a useful case determination process is performed (not shown).

Here, the details of the useful case determination process will be described.
<Benefit item determination process>
FIG. 17 is a flowchart for explaining an example of the useful case determination process. As shown in the figure, when the proposal information update unit 121 receives a designation from a user 50 (user terminal 101) that a certain case is a beneficial case (s1601), the specified case (hereinafter designated useful) The user attribute DB 112 related to the case is updated (s1602).

  Specifically, for example, the proposal information update unit 121 stores the case ID of the designated beneficial case in the beneficial case ID 304 of the user attribute DB 112 (s1601). In addition, the proposal information update unit 121 stores the fact that the beneficial item is designated in the useful item 1006 of the record in which the item ID of the designated beneficial item is stored in the past matter ID 1002 among the records of the useful matter determination DB 123 (s1602). ).

  In the example illustrated in FIG. 10, “Yes” is registered in the beneficial item 1006 of the record of the useful item determination DB 123 in which the item ID of the target item is “1” and the item ID of the designated beneficial item is “2”. .

  Thereafter, a new evaluation value and similarity are calculated for the useful item by the similar item extraction process. Further, a new search result is displayed by the proposal information distribution process (s1602). Thus, the useful item determination process ends (s1603).

<Weighting process>
Finally, the details of the weighting process described above in the similar item extraction process will be described.
FIG. 18 is a flowchart for explaining the details of the weighting process. As shown in the figure, the similar case identification unit 108 calculates an evaluation value for each word in the case sentence based on the attribute information (s1401, s1402, and s1403).

  For example, the similar case identification unit 108 calculates an evaluation value based on the industry to which the user belongs (s1401). Specifically, for example, the similar matter specifying unit 108 acquires the industry of the subject user registered in the user attribute DB 112 from the industry 302. The similar case identification unit 108 then doubles the TF-IDF of each word registered in the case word list DB 113 when the word is frequently used in the industry to which the user belongs. Is set as the modified evaluation value, and the value is stored in the weight 604 of the record in the weight DB 114.

  In the example shown in FIG. 3, if the case word list DB 113 includes a word “FinTech” that is often used in the industry of “finance” to which the user with the user ID “1” belongs, In 108, a value that is twice the TF-IDF of the word is used as the modified evaluation value.

  Note that whether or not there are many opportunities for a certain word to be used in a certain industry is determined by, for example, the similar case identification unit 108 indicating each type of industry indicated by the industry 302 in the user attribute DB 112 and each word 502 in the case word list DB 113. It is calculated based on the number of registered words or based on a predetermined industry word database. The same applies to the occupations described below.

  In addition, the similar item specifying unit 108 calculates an evaluation value based on the job type of the user (s1402). Specifically, for example, the similar matter specifying unit 108 acquires the job type of the subject user registered in the user attribute DB 112 from the industry 302. The similar case identification unit 108 then doubles the TF-IDF of each word registered in the case word list DB 113 when the word has many opportunities to be used in the job type to which the user belongs. Is set as the modified evaluation value, and the value is stored in the weight 604 of the record in the weight DB 114.

  In the example shown in FIG. 3, if the word “sales” that is often used in the type of “sales position” to which the user with the user ID “1” belongs is included in the case word list DB 113, the similar case specifying unit 108. Is set to a corrected evaluation value that is twice the TF-IDF value of the word.

  Further, the similar item specifying unit 108 calculates an evaluation value based on the useful item (s1403). Specifically, for example, the similar item specifying unit 108 specifies a useful item registered in the useful item ID 304 of the user attribute DB 112. Then, the similar item specifying unit 108 specifies all words included in the item text of the useful item based on the item word list DB 113, and among the specified words, the words having the top three TF-IDF values are useful. Specify for each case. And the similar case specific | specification part 108 makes 2 times the value of TF-IDF of each specified word the corrected evaluation value, and stores the value in the weighting 604 of the weighting DB 114.

  In the example illustrated in FIG. 3, one of the case IDs of the beneficial case by the user 50 with the user ID “1” is “2”, and the TF-IDF value is the top three words in the case sentence of the beneficial case. Since “SE”, “A service”, and “B service”, the similar case identification unit 108 sets the values obtained by doubling the TF-IDF values of these words as the corrected evaluation values.

  In addition, the similar item specifying unit 108 calculates an evaluation value based on the useful item (s1404). Specifically, for example, the similar matter specifying unit 108 acquires the attention word of the user on the basis of the user attribute DB 112. Then, the similar case identification unit 108 acquires all the attention words registered in the case word list DB 113, and corrects each value obtained by doubling the value of each TF-IDF of the acquired word (attention word). These values are stored in the weighting 604 of the weighting DB 114.

  In the example illustrated in FIG. 3, since the attention word by the user 50 with the user ID “1” is “A service”, “ERP”, and “estimation”, the similar matter specifying unit 108 sets TF-IDF 2 of those words. The doubled value is set as each corrected evaluation value. Thus, the weighting process ends (s1405).

  Note that the weighting methods described above are merely examples, and other weighting methods may be used.

  As described above, according to the sales support system 102 of the present embodiment, the attribute information of the person in charge (user 50) in charge of the target case in the sales activity and the information on the target case and other cases are recorded. Identify similar projects based on the project text, identify the sales activity processes of the identified similar projects based on the project text, and provide information (such as project text) indicating the identified sales activity processes Since the output is output in association with the process (search screen 1701), the user 50 who is in charge of sales activities records information on useful similar items according to his / her attributes (for example, recorded in the item text of the similar item). Past proposal materials and information on the person in charge) can be obtained with certainty, and information on similar projects having the same progress as the current progress of the target project can be obtained. Thus, according to the sales support system 102 of the present embodiment, useful information can be surely provided to the person in charge of sales activities.

  Further, the sales support system 102 according to the present embodiment calculates an evaluation value for a word included in the case text based on the attribute information, and each of the target case and the other plural cases is calculated based on each calculated evaluation value. Since the similar case is specified based on each calculated similarity, the user 50 can obtain information on an appropriate similar case according to his / her attributes.

  For example, the sales support system 102 according to the present embodiment accepts designation of information related to the industry or job type of the person in charge (user 50) as attribute information, and identifies a similar item based on the evaluation value for the industry or job type. , You can get information on useful similar projects according to your industry and job type.

  Further, for example, the sales support system 102 according to the present embodiment designates a word (attention word) that is determined to be important when performing the business activity of the target case among the words included in the case text as attribute information. Since the similar case is specified based on the evaluation value for the designated word, the user 50 can obtain useful similar case information based on the knowledge and experience of his / her business activities.

  Further, for example, the sales support system 102 according to the present embodiment accepts designation of a similar item (beneficial item) that is important for the successful sales activity of the target item as attribute information, and information on the specified similar item is received. Since a new similar case is specified based on the evaluation value for the word included in the recorded case sentence, the user 50 can obtain useful similar case information based on the experience of his / her case. . In particular, the sales support system 102 according to the present embodiment has the largest number of occurrences in at least the case text among the words included in the case text in which information on the specified similar case (beneficial case) is recorded. Since the evaluation value for the word is calculated, the user 50 can surely obtain information on a similar item based on his / her experience of sales activities.

  Note that the sales support system 102 according to the present embodiment identifies, as a similar item, at least a case for which the highest degree of similarity is calculated among a plurality of other items, so that an appropriate similar item can be reliably identified. Can do.

  Furthermore, the sales support system 102 according to the present embodiment classifies the sales activity process in a similar item as one of the sales activity preparation stage (pre-activity), execution stage (estimation), or final stage (contract conclusion). Information that indicates the same business activity process as the sales activity process in the target project (project text, etc.) in association with the sales activity process in the target project. Since the search screen 1701), the user 50 can obtain information on useful similar items according to the stage of sales activities.

  In addition, the sales support system 102 according to the present embodiment identifies the results of sales activities in similar projects (orders received, lost orders, ongoing) based on the project text, and together with the results of the identified sales activities, Since the information (case text etc.) indicating the activity, estimation, contract conclusion) is output (search screen 1701), the user 50 can obtain information on the sales process of the similar case in which the result of the sales activity is considered.

  Further, the sales support system 102 according to the present embodiment acquires related information specified based on the case text from a predetermined information processing apparatus (in-house site 124, competitor site 126), and uses the acquired related information as a similar case. Since the data is output in association with each other (search screen 1701), the user 50 can perform sales activities for the target case based on a wide range of information related to similar cases.

  In addition, the sales support system 102 according to the present embodiment accepts designation of similar cases that are judged to be useful when performing sales activities of the target case among similar cases, and the evaluation value for the case text of the designated similar case Therefore, the user 50 can know a useful similar item based on his own experience and values.

The above description of the embodiment is for facilitating the understanding of the present invention, and does not limit the present invention. The present invention can be changed and improved without departing from the gist thereof, and the present invention includes equivalents thereof.

  For example, the case management server 103, the similar case extraction server 106, and the proposal information providing server 117 may be combined into one server.

  Further, in this embodiment, a total of 10 similar cases are searched, and these are classified according to the results of sales activities and displayed on the search screen 1701. However, similar cases are searched for a predetermined number for each result of sales activities. It may be displayed on the screen 1701.

  In this embodiment, the similar item extraction process accepts the target item from the user 50 and extracts a similar item according to the target item, and the proposal information distribution process displays the result on the search screen 1701. The case extraction process may extract similar cases for all combinations of cases in advance, and the proposal information distribution process may receive the input of the target case from the user 50 and display the corresponding result on the search screen 1701. Good.

102 Sales Support System, 108 Similar Project Identification Unit, 110 Sales Process Classification Unit, 120 Proposal Information Output Unit

Claims (15)

A sales support system including a processor and a memory for providing information on sales activities,
The predetermined case based on attribute information, which is information on the attribute of a person in charge of sales activities of the predetermined case, and a case sentence which is a sentence in which information on the predetermined case and other plural cases is recorded A similar case identification unit for identifying a similar case that is the other case similar to
A sales process classification unit that identifies a process of sales activities in the identified similar case based on the case text;
A proposal information output unit that outputs information indicating the identified sales activity process in association with the sales activity process in the predetermined case;
A sales support system.   The similar case specifying unit calculates an evaluation value for a word included in the case text based on the attribute information, and based on each of the calculated evaluation values, the predetermined case and the plurality of other cases The sales support system according to claim 1, wherein the similarity is calculated between each of them and the similar case is identified based on the calculated similarities.   The business support system according to claim 2, wherein the similar case specifying unit specifies, as the similar case, a case in which the similarity with the highest value is calculated among the plurality of other cases. The sales process classification unit identifies the sales activity process in the identified similar item by classifying it into any of the sales activity preparation stage, the sales activity execution stage, and the sales activity final stage. ,
The proposal information output unit acquires a sales activity process corresponding to the sales activity process in the predetermined case from among the sales activity processes in the identified similar case, and the acquired sales activity process in the similar case is obtained. The sales support system according to claim 1, wherein information to be displayed is output in association with a process of sales activities in the predetermined case. A sales result classification unit for identifying the result of the sales activity in the identified similar case based on the case text;
The sales support system according to claim 1, wherein the proposal information output unit outputs a result of the identified sales activity together with information indicating a process of a sales activity of the identified similar item. A related information acquisition unit for acquiring information related to the specified similar case, and related information specified based on the specified case text from a predetermined information processing apparatus;
The business support system according to claim 1, wherein the proposal information output unit outputs the acquired related information in association with information indicating a process of sales activity of the identified similar item.   The similar item specifying unit receives designation of information on the industry or job type of the person in charge as the attribute information, calculates the evaluation value for the industry or job type, and specifies the similar item based on the calculated evaluation value The sales support system according to claim 2.   The similar case identification unit accepts, as the attribute information, designation of a word judged to be important when performing business activities of the predetermined case among words included in the case text, The sales support system according to claim 2, wherein the evaluation value for a word is calculated, and the similar case is specified based on the calculated evaluation value. Among the identified similar cases, a proposal information update unit that receives, as the attribute information, designation of the similar case that is important for the successful sales activities of the predetermined case,
The similar case identification unit calculates the evaluation value for a word included in the case sentence in which information of the designated similar case is recorded, and determines a new similar case based on the calculated evaluation value. The sales support system according to claim 2, which is specified.   The similar case identification unit is configured to obtain the evaluation value for at least a word that appears most frequently in the case sentence among words included in the case sentence in which information on the designated similar case is recorded. The sales support system according to claim 9, wherein the sales support system is calculated. A sales result classification unit for identifying the result of the sales activity in the identified similar case based on the case text;
A related information acquisition unit that acquires information related to the specified similar case, and related information specified based on the specified case text, from a predetermined information processing device;
Among the identified similar cases, further comprising a proposal information update unit that accepts the designation of the similar case that is important for the successful sales activities of the predetermined case as the attribute information,
The similar case identification unit
Based on the attribute information, an evaluation value for a word included in the case text is calculated, and based on each of the calculated evaluation values, the similarity between the predetermined case and each of the other plurality of cases The similar case is specified based on each calculated similarity, and in this case, the similar case specifying unit calculates at least the highest value of the similarity among the plurality of other cases. Is identified as a similar case,
The specification of information on the industry or occupation of the person in charge is accepted as the attribute information, the evaluation value for the industry or occupation is calculated, the similar case is identified based on the calculated evaluation value,
Among the words included in the case text, designation of a word that is determined to be important when performing business activities of the predetermined case is accepted as the attribute information, and the evaluation value for the specified word is calculated. And identifying the similar case based on the calculated evaluation value,
The evaluation value is calculated for a word included in the case text in which information on the designated similar case is recorded by the proposal information update unit, and a new similar case is identified based on the calculated evaluation value In this case, the similar case identification unit has at least the most frequently appearing words in the case text among the words included in the case text in which the information of the designated similar case is recorded. Calculating the evaluation value for
The sales process classification unit identifies the sales activity process in the identified similar item by classifying it into any of the sales activity preparation stage, the sales activity execution stage, and the sales activity final stage. In this case, the proposal information output unit obtains the sales activity process corresponding to the sales activity process in the predetermined matter among the sales activity processes in the specified similar matter, and the sales activity in the obtained similar matter Output the information indicating the process in association with the sales activity process in the predetermined case,
The proposal information output unit includes:
The business result classification unit outputs the result of the identified business activity together with information indicating the process of the business activity of the identified similar item,
The related information acquisition unit outputs the acquired related information in association with the information indicating the sales activity process of the identified similar case,
The sales support system according to claim 1. A sales support method for providing information on sales activities,
An information processing apparatus comprising a processor and a memory
The predetermined case based on attribute information, which is information on the attribute of a person in charge of sales activities of the predetermined case, and a case sentence which is a sentence in which information on the predetermined case and other plural cases is recorded A similar case identification process for identifying a similar case that is the other case similar to
A sales process classification process for identifying a sales activity process in the identified similar case based on the case text;
Proposal information output processing for outputting information indicating the identified sales activity process in association with the sales activity process in the predetermined matter;
A sales support method.   The similar case specifying process calculates an evaluation value for a word included in the case text based on the attribute information, and based on each of the calculated evaluation values, the predetermined case and the plurality of other cases. The sales support method according to claim 12, further comprising a process of calculating a degree of similarity with each other and specifying the similar case based on the calculated degree of similarity. A sales support program that provides information on sales activities,
In an information processing apparatus including a processor and a memory,
The predetermined case based on attribute information, which is information on the attribute of a person in charge of sales activities of the predetermined case, and a case sentence which is a sentence in which information on the predetermined case and other plural cases is recorded A similar case identification process for identifying a similar case that is the other case similar to
A sales process classification process for identifying a sales activity process in the identified similar case based on the case text;
Proposal information output processing for outputting information indicating the identified sales activity process in association with the sales activity process in the predetermined matter;
A sales support program that runs   The similar case specifying process calculates an evaluation value for a word included in the case text based on the attribute information, and based on each of the calculated evaluation values, the predetermined case and the plurality of other cases. The sales support program according to claim 14, further comprising a process of calculating a degree of similarity with each other and identifying the similar case based on the calculated degree of similarity.

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