JP2019211871A - Business support system, business support method and program - Google Patents

Abstract

To provide a business support system, a business support method and a program that can improve convenience.SOLUTION: A business support system 1 comprises an acquisition part 2, an estimation part 4, a generation part 5, and an output part 6. The acquisition part 2 acquires a plurality of pieces of business information related to a plurality of clients. The estimation part 4 estimates a plurality of evaluated values based upon the plurality of pieces of business information acquired by the acquisition part 2. The plurality of evaluated values are each a value related to whether a contract with a corresponding client among the plurality of clients is successfully made. The generation part 5 generates a client list. In the client list, the plurality of clients are arranged in the increasing or decreasing order of the plurality of evaluated values estimated by the estimation part 4. The output part 6 outputs the client list generated by the generation part 5.SELECTED DRAWING: Figure 1

Description

  The present disclosure relates to a sales support system, a sales support method, and a program, and more particularly, to a sales support system, a sales support method, and a program that output a sales destination list.

  As a conventional example, the sales support method described in Patent Document 1 is illustrated. The sales support method described in Patent Document 1 stores the service name and service implementation date of a support service that has been performed multiple times for each case for each case. Based on the service name and service execution date of the support service for each stored case, an order accuracy prediction model representing the correlation between the support service execution interval and the presence / absence of an order is created and stored. When receiving the input of the service name, execution date, and customer identification information of the support service executed for the case for the case for which the inquiry was received before the order is received, the stored order accuracy prediction model is used for the inquiry. The order accuracy of the case is calculated, and the calculated order accuracy is output in association with the inquiry case.

JP 2005-320994 A

  In a method used for sales support, such as the sales support method described in Patent Document 1, improvement in convenience may be required.

  An object of the present disclosure is to provide a sales support system, a sales support method, and a program capable of improving convenience.

  In order to solve the above problem, a business support system according to an aspect of the present disclosure includes an acquisition unit and an estimation unit. The acquisition unit acquires a plurality of business information related to a plurality of business partners. The estimation unit estimates a plurality of evaluation values based on the plurality of business information acquired by the acquisition unit. The plurality of evaluation values correspond one-to-one to the plurality of business partners. Each of the plurality of evaluation values is a value relating to success or failure of a contract of a corresponding business partner among the plurality of business partners. The business support system further includes a generation unit and an output unit. The generation unit generates a business partner list. In the business partner list, the business partners are arranged such that the plurality of evaluation values estimated by the estimation unit are in ascending order or descending order. The output unit outputs the business partner list generated by the generation unit.

  The sales support method according to an aspect of the present disclosure includes an acquisition step and an estimation step. In the obtaining step, a plurality of pieces of business information relating to a plurality of business partners are obtained. In the estimation step, a plurality of evaluation values are estimated based on the plurality of sales information acquired in the acquisition step. The plurality of evaluation values correspond one-to-one to the plurality of business partners. Each of the plurality of evaluation values is a value relating to success or failure of a contract of a corresponding business partner among the plurality of business partners. The sales support method further includes a generation step and an output step. In the generation step, a business partner list is generated. In the business partner list, the business partners are arranged such that the plurality of evaluation values estimated in the estimating step are in ascending order or descending order. In the output step, the sales partner list generated in the generation step is output.

  A program according to an aspect of the present disclosure causes a computer system to execute the sales support method.

  The sales support system, the sales support method, and the program according to an aspect of the present disclosure can improve convenience.

FIG. 1 is a block diagram of a sales support system according to an embodiment. FIG. 2 is a flowchart showing an operation example of the sales support system according to the embodiment.

  Hereinafter, a sales support system, a sales support method, and a program according to an embodiment will be described with reference to the drawings. However, the embodiments described below are only some of the various embodiments of the present disclosure. The following embodiment can be variously modified according to the design or the like as long as the object of the present disclosure can be achieved.

  As shown in FIG. 1, the sales support system 1 of this embodiment includes an acquisition unit 2, an estimation unit 4, a generation unit 5, and an output unit 6.

  The acquisition unit 2 acquires a plurality of business information related to a plurality of business partners. The estimation unit 4 estimates a plurality of evaluation values based on the plurality of business information acquired by the acquisition unit 2. The plurality of evaluation values correspond one-on-one to a plurality of business partners. Each of the plurality of evaluation values is a value relating to the success or failure of the contract of the corresponding business partner among the plurality of business partners. The generation unit 5 generates a sales destination list. In the business partner list, a plurality of business partners are arranged so that the plurality of evaluation values estimated by the estimation unit 4 are in ascending order or descending order. The output unit 6 outputs the business partner list generated by the generation unit 5. In the present embodiment, a case will be described as an example where the estimation unit 4 estimates a probability that a contract will be established (hereinafter referred to as a contract establishment probability) as an evaluation value related to the success or failure of the contract.

  A sales person using the sales support system 1 introduces products to a plurality of sales partners. The type of merchandise is arbitrary. The commercial product may be a rental commercial product or a commercial product delivered in exchange for a price.

  Each of the plurality of sales offices may be, for example, a business establishment (private company, public company, local government, etc.) or a person belonging to the business establishment (manager, employee, representative or staff, etc.) It may be an individual business owner or an end user of a product.

  In the present embodiment, a case where the product is a rental product will be described as an example. More specifically, the merchandise is a care product that is rented. In the present embodiment, a case where each of a plurality of business partners is a care manager (person) will be described as an example. In the following, sales representatives and business operators who sell products to a plurality of care managers are collectively referred to as sales persons.

  Some care equipment rental costs may be subsidized by care insurance. When an end user rents a care product using the care insurance, the end user may have a care manager who is in charge of the end user create a care plan indicating that the care product is necessary. An end user may introduce a care product to be rented or a sales person handling the care product from a care manager. In other words, the care manager mediates between a sales person who sells products (care goods) and end users of the products. Therefore, a sales person (sales person in charge) who sells care products conducts a business activity of introducing care products to a care manager for the purpose of receiving an order from an end user. A salesperson (sales person in charge) who sells care products uses the sales support system 1 for sales activities for the care manager. That is, the sales support system 1 is used for sales support of rental products.

  In the following explanation, a contract for renting care products from a sales person to an end user, which is established by the care manager mediating between the sales person and the end user, is referred to as a "care manager contract". .

  The sales person can determine the order of sales activities for multiple care managers with reference to the order in which the output unit 6 outputs the sales destination list, which improves convenience for the sales person. To do. In addition, by referring to the order listed in the sales partner list, the sales person can perform sales activities in order from the care manager that needs more sales activities by the sales person among the multiple care managers. , Increasing the likelihood that the business will meet the needs of multiple care managers.

  Each of the plurality of care managers belongs to at least one of the plurality of business establishments. In the present disclosure, it is assumed that each of the plurality of care managers belongs to one of the plurality of establishments.

  The acquisition unit 2 acquires a plurality of business information related to a plurality of care managers. A plurality of sales information is collected in the database 100. The database 100 is provided in, for example, the server 10 that is an external configuration of the sales support system 1. The acquisition unit 2 acquires a plurality of sales information from the database 100. The plurality of sales information includes individual information for each care manager and information related to each of the plurality of business offices. Table 1 shows a list of individual information for each care manager. However, these are examples of individual information for each care manager.

  Individual information for each care manager includes, for example, a store code of a sales office in charge of sales to the care manager, an office number for identifying the office to which the care manager belongs, an identification number for identifying the care manager, In addition, the year and month when the business operator (operator) started business with the care manager is included. The individual information for each care manager further includes information on whether or not a contract by the care manager has been continued one or more by the time point of aggregation of a plurality of sales information. In addition, if one or more contracts by care managers have been maintained by the time of counting of multiple sales information, individual information for each care manager is for the period of one or more contracts by care managers. It further includes length (number of months) information.

  The individual information for each care manager further includes user information regarding the end user. The user information includes, for example, the number of contracts by the care manager (including the number for each product), the number of contracts by the care manager for each product, and the contract amount of one or more end users for whom the care manager is in charge. Includes totals.

  The user information includes, for example, the number of end users who are in charge of the care manager, the average age, the average degree of care required, and the number of types of products that are rented under a contract by the care manager (the care manager introduces the end user) The number of types of merchandise). The user information further includes the identification number, age (or age group) of each end user in charge of the care manager, the level of care required, and the type of care product used by the end user. The user information may include an average value of the degree of support required by the end user who is in charge of the care manager. The user information may include the degree of support required for each end user in charge of the care manager.

  The user information is associated with a care manager in charge of mediation between the sales person and the end user among the plurality of care managers. For example, the user information regarding the first, second, and third end users is associated with the first care manager in charge of the first, second, and third end users. User information relating to the fourth and fifth end users is associated with the second care manager in charge of the fourth and fifth end users.

  The information regarding each of the plurality of establishments includes, for example, the number of care managers belonging to the establishments, the total number of contracts made by the plurality of care managers belonging to the establishments, and the total of the contracts made by the plurality of care managers belonging to the establishments. The amount of money, the total number of end users in charge of a plurality of care managers belonging to the office, and the like.

  The plurality of sales information is aggregated every predetermined period (for example, one month) and accumulated in the database 100. In other words, multiple sales information results in contracts with multiple care managers in past sales (in this case, contracts by care managers, that is, the care manager mediates between the sales person and the end user). In addition, information on a contract for renting care products from a sales person to an end user is included.

  Of the plurality of sales information, the user information includes information indicating the temporal transition of the contract by the care manager. For example, the user information includes an increase / decrease in the number of contracts by the care manager from the previous month and an increase / decrease in the total contract amount of one or more end users in charge of the care manager from the previous month. For user information, the number of months since the most recent month when the number of contracts by the care manager has increased, the number of months since the most recent month when the number of contracts by the care manager has decreased, and the number of contracts by the care manager are zero It also includes information on the number of months since becoming. The user information further includes a minimum value, a maximum value, and an average value of the contract period by the care manager. The user information includes the total contract period by the care manager after the business operator (business) started business to the care manager, and the business operator (business operator) started business to the care manager. It also includes the total amount of contracts made by the old care manager.

  The plurality of sales information includes information on the usage status of the merchandise (care goods) in each of the plurality of care managers. The information on the usage status of products in each of a plurality of care managers includes, for example, the number of contracts by the care manager for each product, the length of the period in which one or more contracts by the care manager continue, This is the number of types of products that are rented under the contract of the care manager.

  The sales support system 1 further includes a model generation unit 3. The model generation unit 3 generates an estimation model for estimating a plurality of contract establishment probabilities of a plurality of care managers based on a plurality of business information acquired by the acquisition unit 2. The estimation model generated by the model generation unit 3 is, for example, a regression equation generated by regression analysis, a decision tree generated by decision tree analysis, or a learned neural network generated by learning by deep learning.

  The model generation unit 3 does not need to generate an estimation model each time the estimation unit 4 estimates the contract establishment probability of each care manager. The model generation unit 3 may generate an estimation model at a timing unrelated to the timing at which the estimation unit 4 estimates the contract establishment probability.

  The model generation unit 3 may generate a plurality of estimation models. For example, when estimating the contract establishment probability of a certain month (hereinafter referred to as a target month), the model generation unit 3 generates a plurality of estimation models based on sales information up to two months before the target month. The estimation unit 4 estimates the contract establishment probability of the previous month of the target month using each of a plurality of estimation models. The contract establishment probability estimated using each estimation model is compared with the actual value of the contract establishment probability of the previous month of the target month. The actual value of the contract establishment probability of the previous month of the target month is acquired from the database 100 by the acquisition unit 2 and output to the estimation unit 4. The estimation unit 4 uses an estimation model that can estimate the contract establishment probability having the smallest difference from the actual value among a plurality of estimation models for estimation of the contract establishment probability of the target month.

  The estimation unit 4 estimates a plurality of contract establishment probabilities of a plurality of care managers using the plurality of sales information acquired by the acquisition unit 2 and the estimation model generated by the model generation unit 3. More specifically, sales information relating to each care manager is input to the estimation unit 4 from the acquisition unit 2. The estimation unit 4 applies sales information to the estimation model. The estimation model outputs information indicating the contract establishment probability of each of the plurality of care managers according to the applied sales information.

  For example, the estimation unit 4 estimates the contract establishment probability of each care manager based on the following criteria.

  The estimation unit 4 determines the current number of contracts by the care manager, the current total amount of contracts by the care manager, the number of end users in charge of the care manager, and the types of products rented by the contract by the care manager. It is estimated that the greater the number, the higher the probability of contract establishment. The estimation unit 4 indicates that the shorter the number of months since the end user in charge of the care manager has contracted with the business operator, the lower the probability that the contract with the end user will be established. Estimate that the probability is low. The estimation unit 4 estimates that the contract formation probability is lower as the number of contracts by the care manager from the previous month and the increase in the total contract amount by the care manager from the previous month are larger.

  In addition, the smaller the number of end users in charge of the care manager, the higher the possibility that the care manager is in charge of a new end user. Therefore, depending on the content of the estimation model, the estimation unit 4 may estimate that the contract establishment probability is higher as the number of end users in charge of the care manager is smaller. Alternatively, depending on the content of the estimation model, the contract establishment probability may increase, decrease, or remain constant as the number of end users in charge of the care manager increases. Regarding the conditions other than the number of end users in charge of the care manager, the relationship with the contract establishment probability may vary depending on the contents of the estimation model.

  The estimation unit 4 determines the end user from the relationship between the age (or age group) of the end user who is in charge of the care manager, the level of care required (or the level of support required), and the type of care products used by the end user. Estimate the probability that the contract with will be established. For example, if the end user's age (or age group) is high but the end user's need for care is low, the end user's need for care increases and the end user needs another care product. The probability of becoming is relatively high. Therefore, the estimation unit 4 estimates that the contract with the end user is relatively high, and the care manager's contract establishment probability is relatively high. In addition, when the age level (or age group) of the end user is high but the level of care required by the care product used by the end user is low, the level of care required by the end user increases and the end user is separated. Since there is a relatively high probability that the user will need nursing care products, the estimation unit 4 estimates that the contract with the end user is relatively high and the care manager has a relatively high probability of establishing a contract. . In addition, if the level of care required by the care product used by the end user is low for a high level of care required by the end user, the probability that the end user will need another care product is compared. Therefore, the estimation unit 4 estimates that the contract with the end user has a relatively high probability, and the care manager has a relatively high contract establishment probability.

  The generation unit 5 generates a sales destination list. In the sales destination list, a plurality of care managers (names of care managers) are arranged so that the plurality of contract establishment probabilities estimated by the estimation unit 4 are in ascending order or descending order. In the present embodiment, the generation unit 5 generates a business partner list in which a plurality of care managers are arranged so that a plurality of contract establishment probabilities are in descending order. Here, the production | generation part 5 produces | generates a business partner list so that the care managers which belong to the mutually same office among several care managers may be located in a line. The generation unit 5 generates, for example, a business list shown in Table 2.

  Among the plurality of care managers C1 to C8, the care manager C3 having the highest contract establishment probability estimated by the estimation unit 4 is arranged in the first column from the top of Table 2. Of the remaining plurality of care managers C1, C2, C4 to C8 excluding the care manager C3, the care manager C8 is the care manager having the second highest contract establishment probability estimated by the estimation unit 4. However, for the care managers C3 to C5 belonging to the same office B1, it is efficient for the sales person (sales person in charge) to conduct sales together. Therefore, it is better that care managers C3 to C5 are continuously arranged in the business partner list. Therefore, in the next (lower) column of the care manager C3, the care manager C5 having the next highest probability of contract establishment is arranged in the business establishment B1 after the care manager C3. In the next column of the care manager C5, the business establishment B1 is arranged. The care manager C4 having the highest contract establishment probability is arranged next to the care manager C5.

  Here, since the care managers C3 to C5 belonging to the establishment B1 are arranged in Table 2, respectively, next, care managers that do not belong to the establishment B1 are arranged. Among the care managers C1, C2, and C6 to C8 that do not belong to the business establishment B1, the care manager C8 having the highest contract establishment probability is arranged in the next column of the care manager C4. The business manager B1, to which the care manager C8 belongs, does not belong to the care managers C1, C2, C6, and C7 whose arrangement has yet to be determined. Therefore, the care manager C7 having the highest contract establishment probability among the care managers C1, C2, C6, and C7 is arranged in the column next to the care manager C8.

  In the column next to the care manager C7, a care manager C6 having the highest contract establishment probability next to the care manager C7 is arranged in the office B3 to which the care manager C7 belongs.

  Here, since the care managers C6 and C7 belonging to the office B3 are arranged in Table 2, respectively, in the next column of the care manager C6, the contract establishment probability is the highest among the care managers C1 and C2 whose arrangement is undetermined. A high care manager C1 is placed.

  In the column next to the care manager C1, a care manager C2 having the highest contract establishment probability next to the care manager C1 is arranged in the business establishment B4 to which the care manager C1 belongs.

  In this way, a plurality of care managers C1 to C8 are all arranged in Table 2. Further, a plurality of care managers C1 to C8 are assigned to a plurality (two persons in Table 2) of sales representatives (persons A1 and A2). For example, each of a plurality of care managers belonging to one office is assigned to the same salesperson. Furthermore, a plurality of care managers C1 to C8 are assigned so that the difference between the maximum number and the minimum number of care managers assigned to each sales representative is minimized. In Table 2, care managers C3 to C5 belonging to the establishment B1 and care manager C8 belonging to the establishment B2 are assigned to the person in charge A1, and the remaining care managers are assigned to the person in charge A2.

  Actually, as shown in Tables 3 and 4, the sales destination list is generated for each sales representative.

  That is, the generation unit 5 generates Table 3 and Table 4. Table 3 is a business list in which only the care managers C3 to C5 and C8 assigned to the person in charge A1 among the plurality of care managers C1 to C8 are arranged. Table 4 is a business partner list in which only care managers C1, C2, C6, and C7 assigned to the person in charge A2 among a plurality of care managers C1 to C8 are arranged.

  The output unit 6 outputs the business partner list generated by the generation unit 5. The output unit 6 includes, for example, a display. The output unit 6 displays the business partner list on the display in a table format. A display is a display of computer terminals, such as a personal computer, or a portable terminal, for example. The portable terminal is a tablet terminal, a smartphone, a PDA (Personal Digital Assistant), or the like. The output unit 6 is not limited to a configuration including a display. For example, the output unit 6 may include a printer and print a business list. Alternatively, the output unit 6 may include, for example, a speaker and output the business list by voice.

  The sales support system 1 further includes an operation unit 7. The operation unit 7 is a computer terminal such as a personal computer, for example. The operation unit 7 receives an operation for inputting a plurality of sales information to the operation unit 7. For example, the sales person inputs a plurality of sales information to the operation unit 7 every predetermined period (for example, one month). A plurality of sales information input to the operation unit 7 is transmitted to the server 10 and stored in the database 100. In this way, by adding a plurality of sales information to the database 100, the estimation accuracy by the estimation unit 4 can be further increased.

  As shown in FIG. 2, the sales support method according to the present disclosure includes an acquisition step S1, an estimation step S2, a generation step S3, and an output step S4. In acquisition step S1, a plurality of sales information relating to a plurality of business partners (for example, care managers) is acquired. In the estimation step S2, a plurality of evaluation values (for example, contract establishment probabilities) corresponding one-to-one to a plurality of sales partners are estimated based on the plurality of sales information acquired in the acquisition step S1. Each of the plurality of evaluation values is a value relating to the success or failure of the contract of the corresponding business partner among the plurality of business partners. In the generation step S3, a business partner list is generated. In the business partner list, a plurality of business partners are arranged so that the plurality of evaluation values estimated in the estimation step S2 are in ascending order or descending order. In the output step S4, the business partner list generated in the generation step S3 is output.

  The execution subject of the sales support system 1 and the sales support method in the present disclosure includes a computer system. The computer system has one or more computers. The computer system mainly includes a processor and a memory as hardware. When the processor executes the program recorded in the memory of the computer system, a function as an execution subject of the sales support system 1 and the sales support method in the present disclosure is realized. The program may be recorded in advance in the memory of the computer system, but may be provided through an electric communication line, or a non-temporary program such as a memory card, optical disk, or hard disk drive (magnetic disk) that can be read by the computer system. And may be provided by being recorded on a typical recording medium. A processor of a computer system includes one or more electronic circuits including a semiconductor integrated circuit (IC) or a large scale integrated circuit (LSI). The plurality of electronic circuits may be integrated on one chip, or may be distributed on the plurality of chips. The plurality of chips may be integrated into one device, or may be distributed and provided in a plurality of devices.

  According to the sales support system 1 according to the present disclosure, a sales person who conducts sales to a plurality of care managers determines the order in which sales activities are performed with respect to a plurality of care managers with reference to the order in which the sales list is arranged. This improves convenience for the business operator. In addition, since the sales person can perform the sales activities in order from the care manager that needs the sales activities by the sales person among the plurality of care managers, the possibility of meeting the needs of the plurality of care managers is increased.

(Modification)
Next, modifications of the embodiment will be listed. The following modifications may be implemented in combination as appropriate.

  The generation unit 5 determines the sales destination list based on a plurality of contract establishment probabilities of a plurality of care managers and at least one of a travel time and a travel cost required for moving between locations of the plurality of care managers. May be generated. That is, the arrangement order of a plurality of care managers in the business partner list may be determined based on a plurality of contract establishment probabilities and at least one of travel time and travel cost. For example, the generation unit 5 tentatively determines the arrangement order of the plurality of care managers based on the plurality of contract establishment probabilities, and then changes the arrangement order of the plurality of care managers by the following process based on the travel time. , Generate a list of business partners reflecting the changes. For example, the generation unit 5 provisionally determines the arrangement order of a plurality of care managers based on a plurality of contract establishment probabilities as shown in Table 2 above. In the tentatively determined arrangement order, from the first establishment (for example, establishment B1 in Table 2) to which a certain care manager belongs, the second establishment (for example, in Table 2) next to the establishment is arranged. The travel time to the office B2) may be greater than or equal to a predetermined threshold. In this case, furthermore, the travel time from the first establishment to the third establishment (for example, establishment B3 in Table 2) next to the second establishment is equal to the first establishment. It may be less than the travel time from to the second office. Then, the production | generation part 5 rearranges a 3rd establishment between a 1st establishment and a 2nd establishment. The generation unit 5 may generate the sales destination list based on the travel cost in the same manner as the processing based on the travel time.

  In addition, the generation unit 5 includes, for example, another business site described in the sales destination list within a predetermined distance from the movement route between the first business site and the second business site. In such a case, the other establishment may be rearranged between the first establishment and the second establishment.

  The information on the travel time and travel cost is included in the database 100, for example, and is acquired by the acquisition unit 2 and output to the generation unit 5.

  Moreover, in the business partner list generated by the generation unit 5, the plurality of care managers are not limited to being arranged based on the contract establishment probability of each care manager. For example, as shown in Table 5 below, in the sales destination list, a plurality of business establishments may be arranged based on an average value of contract establishment probabilities of one or a plurality of care managers belonging to each business establishment.

  In the plurality of business establishments B1 to B4, the business establishments B2, B1, B3, and B4 are in descending order of the average value of the contract establishment probability of one or a plurality of care managers belonging to the business establishment. The plurality of establishments B1 to B4 are arranged in the upper column of Table 5 as the establishment has a higher average value of the contract establishment probability of one or more care managers belonging to the establishment. Further, in each business office, the care manager having the higher contract establishment probability is arranged in the upper column of Table 5.

  A plurality of establishments B1 to B4 may be arranged in the upper column of Table 5 as the establishment has a lower average value of contract establishment probability of one or more care managers belonging to the establishment. Furthermore, in each establishment, the care manager with the lower contract establishment probability may be arranged in the upper column of Table 5.

  In addition, as shown in Table 6 below, in the business destination list generated by the generation unit 5, a plurality of establishments are arranged based on the sum of contract establishment probabilities of one or more care managers belonging to each establishment. May be.

  In the plurality of business establishments B1 to B4, the business establishments are B1, B3, B4, and B2 in descending order of the sum of contract establishment probabilities of one or a plurality of care managers belonging to the business establishment. The plurality of establishments B1 to B4 are arranged in the upper column of Table 6 as the establishment has a larger sum of contract establishment probabilities of one or more care managers belonging to the establishment. Furthermore, in each business office, the care manager having a higher contract establishment probability is arranged in the upper column of Table 6.

  A plurality of establishments B1 to B4 may be arranged in the upper column of Table 6 as the establishment has a smaller sum of contract establishment probabilities of one or more care managers belonging to the establishment. Furthermore, in each establishment, the care manager with the lower contract establishment probability may be arranged in the upper column of Table 6.

  Sales information for the estimation unit 4 to estimate the contract establishment probability of each care manager is not limited to the information given in the embodiment. For example, the sales information may include information related to a care manager that is different from the care manager whose contract establishment probability is estimated. The another care manager may be a care manager having an attribute similar to the attribute of the care manager whose contract establishment probability is estimated. The attributes of the care manager are similar, for example, that the establishments to which the care manager belongs are the same, or that the establishments to which the care manager belongs have the same scale or similar location conditions. Also, the attributes of care managers are similar: the age since the care manager registered as a qualified person is the same, and the age since the care manager belonged to the office is the same. It also includes the fact that the years since the business (business) first performed business with the care manager.

  There may be cases where the database 100 does not have past business performance information for a care manager whose contract establishment probability is estimated. In such a case, the estimation unit 4 uses the information on the past business performance of the care manager having an attribute similar to the attribute of the care manager as an object for which the contract establishment probability is estimated, as the sales information. May be estimated. For example, it is assumed that there is a care manager that is not registered in the database 100 at a certain business establishment (hereinafter referred to as a target business establishment), and the estimation unit 4 tries to estimate the contract establishment probability of this care manager. The database 100 stores data on the contract establishment probability for each number of months since each care manager belongs to the target office. The estimation unit 4 uses the acquisition unit 2 to store data on the contract establishment probability when the target care manager whose contract establishment probability is estimated is the number of months elapsed since belonging to the target establishment. Obtained from 100 and used as sales information. For example, the estimation unit 4 estimates that the average value of the acquired contract establishment probabilities is the contract establishment probability of the target care manager whose contract establishment probability is estimated.

  Further, the estimation unit 4 may use, as sales information, data on the contract establishment probability of a care manager belonging to another office in addition to the data on the contract establishment probability of a care manager belonging to the target office. Or the estimation part 4 may use the data of the contract establishment probability of the care manager who belongs to another establishment as sales information instead of the data of the contract establishment probability of the care manager belonging to the target establishment.

  Moreover, the estimation part 4 may estimate the contract establishment probability for every establishment instead of estimating the contract establishment probability for every care manager. Furthermore, the generation unit 5 may generate a business destination list in which a plurality of business offices are arranged so that the plurality of contract establishment probabilities estimated by the estimation unit 4 are in ascending order or descending order.

  In addition, in the business destination list generated by the generation unit 5, information that can identify each of the plurality of care managers other than the name (customer number, affiliation of the care manager, etc.) is used instead of the names of the plurality of care managers. ) May be arranged.

  Further, in the sales support system 1, the model generation unit 3 may be omitted. The estimation unit 4 may estimate the contract establishment probability using an estimation model generated in advance by an external configuration of the sales support system 1.

  Moreover, the evaluation value regarding the success or failure of the contract estimated by the estimation unit 4 is not limited to the contract establishment probability. The evaluation value related to the success or failure of the contract may be, for example, a probability that the contract is not established (hereinafter referred to as a contract failure probability). Alternatively, the evaluation value related to the success or failure of the contract is, for example, the degree of deviation (deviation value) of the contract establishment probability from the average value of the contract establishment probability of a plurality of business partners, or the average value of the contract failure probabilities of a plurality of business partners It may be a degree of deviation (deviation value) of the contract failure probability. The estimation unit 4 may estimate these instead of the contract establishment probability, or may estimate these in addition to the contract establishment probability.

(Summary)
From the embodiments described above, the following aspects are disclosed. The sales support system 1 according to the first aspect includes an acquisition unit 2 and an estimation unit 4. The acquisition unit 2 acquires a plurality of sales information related to a plurality of business partners (for example, care managers or business establishments). The estimation unit 4 estimates a plurality of evaluation values (for example, contract establishment probability) based on the plurality of business information acquired by the acquisition unit 2. The plurality of evaluation values correspond one-on-one to a plurality of business partners. Each of the plurality of evaluation values is a value relating to the success or failure of the contract of the corresponding business partner among the plurality of business partners. The sales support system 1 further includes a generation unit 5 and an output unit 6. The generation unit 5 generates a sales destination list. In the business partner list, a plurality of business partners are arranged so that the plurality of evaluation values estimated by the estimation unit 4 are in ascending order or descending order. The output unit 6 outputs the business partner list generated by the generation unit 5.

  According to the above configuration, the output unit 6 outputs a business partner list in which a plurality of business partners are arranged so that a plurality of evaluation values regarding the success or failure of the contract are in ascending order or descending order. Therefore, a person who sells to multiple sales partners can determine the order of sales activities for multiple sales partners with reference to the order listed in the sales partner list. Improved convenience.

  Moreover, in the sales support system 1 according to the second aspect, in the first aspect, the acquisition unit 2 acquires a plurality of pieces of sales information regarding a plurality of persons (for example, care managers) as a plurality of sales destinations. The estimation unit 4 estimates a plurality of evaluation values (for example, contract establishment probabilities) corresponding one-to-one to a plurality of people based on the plurality of sales information acquired by the acquisition unit 2. Each of the plurality of evaluation values is a value related to the success or failure of the contract of the corresponding person among the plurality of persons. The generation unit 5 generates a business partner list in which a plurality of people are arranged so that the plurality of evaluation values estimated by the estimation unit 4 are in ascending order or descending order.

  According to the above configuration, a person who conducts business has information on an evaluation value for each person (for example, information on whether an evaluation value of one person is larger or smaller than an evaluation value of another person) ) Can be obtained.

  Further, in the sales support system 1 according to the third aspect, in the second aspect, each of a plurality of persons (for example, a care manager) belongs to at least one of the plurality of business establishments. The generation unit 5 generates a sales destination list so that persons belonging to the same business establishment among the plurality of business establishments are sequentially arranged.

  According to the configuration described above, when a person who conducts business conducts business activities collectively for people belonging to the same business establishment among a plurality of people, convenience for those who conduct business is improved.

  In the sales support system 1 according to the fourth aspect, in the second or third aspect, each of a plurality of persons (for example, care managers) belongs to at least one of the plurality of business establishments. The plurality of sales information includes information on a plurality of business establishments.

  According to said structure, compared with the case where several sales information contains only the information regarding several persons, the estimation part 4 can estimate several evaluation values (for example, contract formation probability) more accurately.

  In the sales support system 1 according to the fifth aspect, in any one of the first to fourth aspects, the plurality of sales information includes information related to contracts with a plurality of business partners in the past sales.

  According to said structure, the estimation part 4 can estimate a several evaluation value (for example, contract establishment probability) more accurately based on several sales information.

  Moreover, the sales support system 1 which concerns on a 6th aspect is used for the sales support of goods in any one of the 1st-5th aspect. The product is a rental product.

  According to the above configuration, the sales support system 1 is used for sales support of rental products. Since the contract for renting a rental product is a continuous contract, a person who conducts sales tends to collect a plurality of pieces of sales information regarding a plurality of sales destinations (for example, care managers or offices). Therefore, there is a possibility that the estimation accuracy of a plurality of evaluation values (for example, contract establishment probability) estimated based on a plurality of sales information can be improved.

  Moreover, the sales support system 1 which concerns on a 7th aspect is further provided with the model production | generation part 3 in any one of the 1st-6th aspect. The model generation unit 3 generates an estimation model for estimating a plurality of evaluation values (for example, contract establishment probability) based on the plurality of business information acquired by the acquisition unit 2. The estimation unit 4 estimates a plurality of evaluation values using the plurality of sales information acquired by the acquisition unit 2 and the estimation model generated by the model generation unit 3.

  According to said structure, the model production | generation part 3 produces | generates an estimation model based on the some sales information actually used for the estimation of several evaluation value, and the estimation part 4 uses several estimation model to perform several evaluation. Estimate the value. Therefore, the estimation accuracy of the plurality of evaluation values by the estimation unit 4 can be increased.

  In addition, in the sales support system 1 according to the eighth aspect, in any one of the first to seventh aspects, the generation unit 5 displays a sales destination list with a plurality of evaluation values (for example, contract establishment probability), It is generated based on at least one of travel time and travel cost required when moving between locations of a plurality of business partners (for example, care managers or offices).

  According to the above configuration, a person who conducts business can reduce at least one of travel time and travel cost when visiting a plurality of business partners by referring to the business partner list.

  Further, in the sales support system 1 according to the ninth aspect, in any one of the first to eighth aspects, the plurality of sales information includes information on the usage status of the merchandise at each of the plurality of sales partners.

  According to said structure, the estimation part 4 can estimate a several evaluation value (for example, contract establishment probability) more accurately based on several sales information.

  Further, in the sales support system 1 according to the tenth aspect, in any one of the first to ninth aspects, a plurality of business partners (for example, care managers or business establishments) Intermediary with end users of products. The plurality of sales information includes user information related to the end user. The user information is information associated with a business person in charge of mediation between a business person and an end user among a plurality of business persons.

  According to said structure, the estimation part 4 can estimate a several evaluation value (for example, contract establishment probability) more accurately based on several sales information.

  The configuration other than the first mode is not an essential configuration for the sales support system 1 and can be omitted as appropriate.

  The sales support method according to the eleventh aspect includes an acquisition step S1 and an estimation step S2. In the acquisition step S1, a plurality of sales information regarding a plurality of business partners (for example, care managers or business establishments) is acquired. In the estimation step S2, a plurality of evaluation values (for example, contract establishment probability) are estimated based on the plurality of sales information acquired in the acquisition step S1. The plurality of evaluation values correspond one-on-one to a plurality of business partners. Each of the plurality of evaluation values is a value related to the success or failure of the contract of the corresponding business partner among the plurality of business partners. The sales support method further includes a generation step S3 and an output step S4. In the generation step S3, a business partner list is generated. In the business partner list, a plurality of business partners are arranged so that the plurality of evaluation values estimated in the estimation step S2 are in ascending order or descending order. In the output step S4, the business partner list generated in the generation step S3 is output.

  According to the above configuration, a person who sells to multiple sales partners can determine the order of sales activities for multiple sales partners with reference to the order listed in the sales list. Convenience for those who do business is improved.

  A program according to the twelfth aspect causes a computer system to execute a sales support method.

  According to the above configuration, a person who sells to multiple sales partners can determine the order of sales activities for multiple sales partners with reference to the order listed in the sales list. Convenience for those who do business is improved.

1 Sales Support System 2 Acquisition Unit 3 Model Generation Unit 4 Estimation Unit 5 Generation Unit 6 Output Unit

Claims (12)

A sales support system,
An acquisition unit for acquiring a plurality of sales information about a plurality of sales partners;
An estimation unit that estimates a plurality of evaluation values corresponding to the plurality of sales partners on a one-to-one basis based on the plurality of sales information acquired by the acquisition unit;
Each of the plurality of evaluation values is a value related to success or failure of a contract of a corresponding business partner among the plurality of business partners,
The sales support system includes:
A generating unit that generates a business partner list in which the plurality of business partners are arranged such that the plurality of evaluation values estimated by the estimating unit are in ascending order or descending order;
An output unit that outputs the business partner list generated by the generation unit;
Sales support system. The acquisition unit acquires the plurality of sales information related to a plurality of people as the plurality of sales partners,
The estimation unit estimates the plurality of evaluation values corresponding one-to-one to the plurality of people based on the plurality of business information acquired by the acquisition unit,
Each of the plurality of evaluation values is a value related to success or failure of a contract of a corresponding person among the plurality of persons,
The generation unit generates the business partner list in which the plurality of people are arranged so that the plurality of evaluation values estimated by the estimation unit are in ascending order or descending order.
The sales support system according to claim 1. Each of the plurality of people belongs to at least one of a plurality of establishments;
The generation unit generates the sales destination list so that people belonging to the same business establishment among the plurality of business establishments are sequentially arranged with respect to the plurality of people.
The sales support system according to claim 2. Each of the plurality of people belongs to at least one of a plurality of establishments;
The plurality of sales information includes information on the plurality of business establishments.
The sales support system according to claim 2 or 3. The plurality of sales information includes information related to contracts with the plurality of sales partners in past sales.
The sales support system according to any one of claims 1 to 4. Used for sales support of products,
The product is a rental product,
The sales support system according to any one of claims 1 to 5. A model generation unit that generates an estimation model for estimating the plurality of evaluation values based on the plurality of business information acquired by the acquisition unit;
The estimation unit estimates the plurality of evaluation values using the plurality of sales information acquired by the acquisition unit and the estimation model generated by the model generation unit.
The sales support system according to any one of claims 1 to 6. The generation unit generates the business partner list based on the plurality of evaluation values and at least one of travel time and travel cost required when moving between locations of the business partners. ,
The sales support system according to any one of claims 1 to 7. The plurality of sales information includes information on the usage status of products at each of the plurality of sales destinations.
The sales support system according to any one of claims 1 to 8. The plurality of sales offices mediate between the person who sells the product and the end user of the product,
The plurality of sales information includes user information related to the end user,
The user information is information associated with a business person in charge of mediation between the business person and the end user among the plurality of business persons.
The sales support system according to any one of claims 1 to 9. A sales support method,
An acquisition step for acquiring multiple sales information on multiple sales partners;
Based on the plurality of sales information acquired in the acquisition step, an estimation step of estimating a plurality of evaluation values corresponding one-to-one to the plurality of sales partners, and
Each of the plurality of evaluation values is a value related to success or failure of a contract of a corresponding business partner among the plurality of business partners,
The sales support method is:
Generating a sales partner list in which the plurality of sales partners are arranged so that the plurality of evaluation values estimated in the estimation step are in ascending order or descending order;
An output step of outputting the sales partner list generated in the generation step;
Sales support method. A computer system for executing the sales support method according to claim 11.
program.

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