JP2020144642A - Sales support system and sales support program - Google Patents

Abstract

To provide a sales support system and sales support program that can provide information to support sales activities for business partners.SOLUTION: The sales support system receives designation of a target business partner as a target business partner (S101), collects information including data about the target business partner (S103), and analyzes, in S104, the information collected in S103 to generate sales support information for a person in charge for supporting sales activities to the business partner (S105), and notifies the sales support information for a person in charge (S107).SELECTED DRAWING: Figure 3

Description

The present invention relates to a sales support system and a sales support program that support sales activities.

As a conventional sales support system, there is known one in which a sales person effectively sets a business destination to be sold (see, for example, Patent Document 1).

JP-A-2018-109945

However, in the conventional sales support system, although the sales person can effectively set the sales destination to be sold, there is a problem that the information for supporting the sales activity to the sales destination cannot be provided. is there.

Therefore, an object of the present invention is to provide a sales support system and a sales support program that can provide information for supporting sales activities to business partners.

The sales support system of the present invention is collected by a business partner reception unit that accepts designation of a target business partner as a target business partner, an information collection section that collects information including data on the target business partner, and the information collection section. It is provided with a sales support information generation unit that generates sales support information for supporting sales activities for the target business destination by analyzing the collected information, and a sales support information notification unit that notifies the sales support information. It is a feature.

With this configuration, the sales support system of the present invention notifies the sales support information for supporting the sales activity to the target business partner, and thus can provide the information for supporting the sales activity to the business partner.

In the sales support system of the present invention, the sales support information generation unit uses the information collected by the information collection unit as information necessary for the customization based on the skill information of the person in charge of developing the product. Customization information may be generated as at least one of the sales support information.

With this configuration, the sales support system of the present invention generates customization information based on the skill information of the person in charge of development, so that the possibility of providing appropriate customization information can be improved.

In the sales support system of the present invention, the sales support information generation unit may generate the customized information based on the schedule information of the person in charge of development among the information collected by the information collection unit.

With this configuration, the sales support system of the present invention generates customization information based on the schedule information of the person in charge of development, so that the possibility of providing appropriate customization information can be improved.

In the sales support system of the present invention, the sales support information notification unit may request the development person to perform the customization when the request for the customization request is received after notifying the customization information.

With this configuration, when the sales support system of the present invention receives the request for customization after notifying the customization information, it requests the person in charge of customization for customization, so that the convenience can be improved.

The sales support program of the present invention is collected by a business partner reception unit that accepts designation of a target business partner as a target business partner, an information collection section that collects information including data on the target business partner, and the information collection section. A sales support information generation unit that generates sales support information for supporting sales activities for the target business partner by analyzing the obtained information and a sales support information notification unit that notifies the sales support information are realized on a computer. It is characterized by letting it.

With this configuration, the computer that executes the sales support program of the present invention notifies the sales support information for supporting the sales activity to the target business partner, and therefore provides the information for supporting the sales activity to the business partner. Can be done.

The sales support system and the sales support program of the present invention can provide information for supporting sales activities to a business partner.

It is a block diagram of the sales support system which concerns on one Embodiment of this invention. It is a figure which shows an example of the screen in the chat UI provided by the sales support system shown in FIG. It is a flowchart of the operation of the sales support system shown in FIG. 1 in the case of providing information about a target business destination to a sales person. It is a figure which shows an example different from the example shown in FIG. 2 of the screen in the chat UI provided by the sales support system shown in FIG. It is a figure which shows an example different from the example shown in FIG. 2 and FIG. 4 of the screen in the chat UI provided by the sales support system shown in FIG. It is a flowchart of the operation of the sales support system shown in FIG. 1 in the case of determining whether or not to propose the customization of a product to a target business partner. It is a flowchart of the operation of the sales support system shown in FIG. 1 at the time of accepting the request for customization to the person in charge of development.

Hereinafter, embodiments of the present invention will be described with reference to the drawings.

First, the configuration of the sales support system according to the embodiment of the present invention will be described.

FIG. 1 is a block diagram of the sales support system 10 according to the present embodiment.

As shown in FIG. 1, the sales support system 10 includes an operation unit 11 which is an operation device such as a keyboard and a mouse into which various operations are input, a display unit 12 which is a display device for displaying various information, and the like. Stores various information with the communication unit 13, which is a communication device that communicates directly with an external device via a network such as LAN (Local Area Network) or the Internet, or directly by wire or wirelessly without going through a network. For example, it includes a storage unit 14 which is a non-volatile storage device such as a semiconductor memory and an HDD (Hard Disk Drive), and a control unit 15 which controls the entire sales support system 10. The sales support system 10 is composed of, for example, one computer.

The sales support system 10 is a system that supports the sales activities of a specific company. Hereinafter, a company whose sales activities are supported by the sales support system 10 is referred to as a supported company. In the present embodiment, as the supported company, a company that sells an image forming apparatus such as an MFP (Multifunction Peripheral) as a product will be described as an example.

The storage unit 14 can store the sales support program 14a for supporting the sales activity. The sales support program 14a may be installed in the sales support system 10 at the manufacturing stage of the sales support system 10, for example, a USB (Universal Serial Bus) memory, a CD (Compact Disk), a DVD (Digital Versailles Disk), or the like. It may be additionally installed in the sales support system 10 from the external storage medium of the above, or may be additionally installed in the sales support system 10 from the network.

The storage unit 14 includes a database 14b capable of accumulating various types of information.

The control unit 15 includes, for example, a CPU (Central Processing Unit), a ROM (Read Only Memory) that stores programs and various data, and a RAM (Random) as a memory used as a work area of the CPU of the control unit 15. It is equipped with an Access Memory). The CPU of the control unit 15 executes a program stored in the storage unit 14 or the ROM of the control unit 15.

The control unit 15 has a business destination reception unit 15a that accepts the designation of the target business destination as the target business destination by executing the sales support program 14a, and an information collection unit 15b that collects information including data about the target business destination. The sales support information generation unit 15c that generates sales support information for supporting sales activities for the target business destination by analyzing the information collected by the information collection unit 15b, and the sales support information that notifies the sales support information. The notification unit 15d is realized.

Next, the operation of the sales support system 10 will be described.

First, the operation of the sales support system 10 when various information is stored in the database 14b will be described.

The information collecting unit 15b of the sales support system 10 collects various kinds of information from the Internet such as the Web at a specific timing, and stores the collected information in the database 14b. For example, as information collected from the Internet, information on SNS (Social Networking Service), news such as economic news, company information of each business partner, and seasonal effects such as sales growth at the end of the year affect the economy. There are seasonal factors that occur.

For example, in the information and news in SNS, there are information related to each business destination, information related to the industry to which the supported company belongs, and information related to the season.

For example, the company information includes the company name, industry, capital, number of employees, location, and business performance of the business partner. For example, business results include IR (Investor Relations) reports showing sales, profits, etc. of business partners and stock prices.

The information collection unit 15b collects various sales-related information from the in-house network of the supported company at a specific timing, and stores the collected information in the database 14b. For example, sales-related information collected from the in-house network of the supported company includes utterance records at meetings between the sales staff of the supported company and the staff at the sales destination, and minutes of past business negotiations. , An image related to the topic in the conversation between the sales person of the supported company and the person in charge of the sales destination (hereinafter referred to as "related image"), and the sales person of the supported company to the sales destination Sales reports such as daily business reports showing what happened and what happened, purchase history of products and services of the supported company by the business partner as past purchase information, and supported company by the business partner The record of visits to the company's website as information on visits to the website, customization history information as information on past customization of the products of the supported company for the business partner, and the progress of sales by the sales staff for the business partner. Exists.

For example, the utterance record is analyzed based on the business negotiation voice as the voice of the conversation content in the business negotiation, the conversation content text in which the conversation content in the business negotiation is converted into text, the business negotiation voice, the conversation content text, and an image of the state of the business negotiation. It includes conversational emotional data showing the emotions of the person in charge of the business partner in the negotiation.

For example, in the related image, when the name of some product appears in the conversation between the sales person of the supported company and the person in charge of the sales destination, the image of the product is displayed on the Internet in the information collection unit 15b. May include those automatically obtained by.

For example, the customization history information is the company name of the business partner, the product name of the product customized for the business partner, the correspondence content indicating the content of customization, the man-hours for customization, and the supported company involved in the customization. It includes the identification information of the sales person and the identification information of the development person in the supported company that has been customized. The customization is, for example, the customization of the software of the image forming apparatus in the present embodiment.

Sales have a plurality of phases, for example, a first contact phase, a phase for extracting customer requests, a phase for responding to customer requests, a phase before negotiations, and a phase after negotiations. The sales progress status is information indicating which phase the sales staff of the supported company is in the sales to the business destination.

For example, at least a part of sales-related information existing on the support company's internal network, such as sales report, purchase history, company site visit record, customization history information, etc., refers to the support company's business partner, that is, the customer. It may be managed by a customer management system that manages it.

For example, at least some of the sales-related information that exists on the supported company's internal network, such as sales reports, utterance records, and information managed by the customer management system, is managed by the supported company's sales department. You may.

The information collection unit 15b collects various development-related information from the in-house network of the supported company at a specific timing, and stores the collected information in the database 14b. For example, development-related information collected from the support company's internal network includes product specification information of the support company's products, skill information of the development staff at the support company, and the development staff's possession. There is task information indicating the task and schedule information of the person in charge of development.

For example, product specification information includes a product name and product specifications, features, and prices. Product specification information includes information on customized products as well as information on non-customized products.

For example, skill information includes information on which programming language the developer has programming ability, information indicating the area of expertise of the developer such as information processing qualifications of the developer, and information on the developer. It contains information that shows the contents of the past work of.

For example, at least part of the development-related information that exists on the supported company's internal network, such as product specification information, development staff skill information, and development staff schedule information, is managed by the development department of the supported company. May be done. In addition, the customization history information may also be managed by the development department of the supported company.

The timing at which the information collection unit 15b collects various types of information from the Internet or the network of the supported company may be a regular timing such as daily or hourly, or the sales phase may be switched. It may be the timing, or it may be the timing when the information related to the business partner such as the minutes and the daily business report is updated. The timing at which the information collection unit 15b collects various types of information from the Internet or the in-house network of the supported company may differ for each information.

Next, the operation of the sales support system 10 when the sales person is provided with the information about the business destination whose name has been input by the sales person will be described.

The sales person inputs the name of a specific business partner, such as the name of the business partner who is planning to hold a business negotiation, into the sales support system 10 as a text from a terminal such as a PC (Personal Computer) via a contact means such as SNS or e-mail. can do. In addition, the sales person can input the name of a specific business destination into the sales support system 10 as voice through a voice input device such as a microphone. Hereinafter, the business destination entered into the sales support system 10 by the sales person is referred to as a target business destination.

FIG. 2 is a diagram showing an example of a screen 50 in a chat UI (User Interface) provided by the sales support system 10.

As shown in FIG. 2, the sales person inputs the text 51 "I want to go to the sales company XX" into the sales support system 10, and the name of the target business destination "company XX" is used as the text. It can be input to the sales support system 10.

FIG. 3 is a flowchart of the operation of the sales support system 10 when providing information on the target business destination to the sales person.

When the name of the target business partner is input as text or voice, the business partner reception unit 15a of the sales support system 10 sets the target business partner as the target business partner by inputting the name as shown in FIG. (S101).

Next, the sales support information notification unit 15d notifies the sales person of the fact that the investigation is underway via a contact means such as SNS or e-mail (S102).

FIG. 4 is a diagram showing an example of a screen in the chat UI provided by the sales support system 10 which is different from the example shown in FIG.

As shown in FIG. 4, the sales support information notification unit 15d can output the text 52 indicating that the investigation is underway to the screen 50 in the chat UI in S102.

As shown in FIG. 3, the information collecting unit 15b collects various kinds of information including data on the target business destination after the processing of S102 (S103).

Here, the information collecting unit 15b may collect data on the target business destination from the database 14b in S103. For example, the information collecting unit 15b may search the news using the name of the target business destination as a search key and collect data on the target business destination.

In addition, the information collection unit 15b may collect data on the target business destination from the Internet or the in-house network of the supported company in S103. For example, the information collection unit 15b may collect company information of the target business partner from a site such as Wikipedia (registered trademark) using the name of the target business partner as a search key, or may collect data on the target business partner from a customer management system. You may collect from.

In addition to the data related to the target business destination, the information collecting unit 15b may collect various data that can be used to generate information to be provided to the sales person in S103. For example, the information collection unit 15b may collect information on departments other than the sales department in order to cooperate with departments other than the sales department, such as the development department, and solves the problem of the target business partner. In order to propose a product that can be used, product specification information of the product of the supported company may be collected.

The sales support information generation unit 15c analyzes the information collected in S103 after the processing in S103 (S104).

The sales support information generation unit 15c may analyze the emotion of the person in charge of the target business destination from the utterance record in S104 for the purpose of knowing the request of the target business destination. For example, when the sales support information generation unit 15c can recognize the emotion of the person in charge of the target business destination in the speech record, in the conversation between the sales person of the supported company and the person in charge of the target business destination. It is possible to judge whether the person in charge of the target business partner has positive emotions or negative emotions with respect to the products of the supported company that appear, and it is judged that they have negative emotions. When you do, you can recommend a customization proposal for the product to your sales representative. Various methods can be adopted as a method for analyzing emotions. For example, the sales support information generation unit 15c describes a method of analyzing emotions based on waveforms such as voice tones in the negotiation voice, a method of analyzing emotions by sentiment analysis based on conversation content text, and the state of negotiations. It is possible to employ at least one method of analyzing emotions based on the human facial expressions contained in the captured image.

The sales support information generation unit 15c may analyze important words and sentences in the text in S104 by a method such as tf-idf. Further, the sales support information generation unit 15c may analyze the document classification in S104 by a method such as a document classification using deep learning or a topic model. For example, when the sales support information generation unit 15c can recognize an important part in the conversation content text or can recognize the classification of the conversation content text, the person in charge of the target sales destination is interested. It is possible to judge from the utterance record that the person is present, and to recommend the sales person to propose a product related to the interest of the person in charge at the target sales destination.

The sales support information generation unit 15c may perform time series data analysis in S104. For example, the sales support information generation unit 15c may perform time-series data analysis on the performance of the target business partner, the news trend, the purchase history of the target business partner, the visit record of the company site by the target business partner, and the like.

After the processing of S104, the sales support information generation unit 15c provides information for supporting the sales activities of the sales staff of the supported company based on the analysis result in S104 (hereinafter referred to as "sales support information for staff"). ) Is generated (S105).

For example, the sales support information for the person in charge includes the forecast information of the product purchased by the target business partner, the request of the target business partner, the information of the product to be proposed to the target business partner based on the request, and the target. Information on the economic environment of business partners, supported companies and society as a whole, sales schedules for target business partners, ToDo of sales staff regarding target business partners, and information necessary for customizing products to be proposed to target business partners. (Hereinafter referred to as "customization information"), at least one may be included.

After the processing of S105, the sales support information generation unit 15c provides information for supporting the management activities of the sales manager who manages and supervises the sales staff of the supported company based on the analysis result in S104 (hereinafter, "manager"). "Sales support information for business") is generated (S106).

For example, the sales support information for managers includes priorities that indicate the order of sales partners that should be sold by the sales staff, not limited to the target sales partners, and the sales activities for each sales partner. At least one of the implementation status and the revenue forecast of each sales person may be included.

After the processing of S106, the sales support information notification unit 15d notifies the sales person of the sales support information for the person in charge generated in S105 via a contact means such as SNS or e-mail (S107).

FIG. 5 is a diagram showing an example of a screen in the chat UI provided by the sales support system 10 which is different from the examples shown in FIGS. 2 and 4.

As shown in FIG. 5, the sales support information notification unit 15d can output the sales support information 53 for the person in charge to the screen 50 in the chat UI in S107.

As shown in FIG. 3, the sales support information notification unit 15d converts the sales support information for the person in charge generated in S105 and the sales support information for managers generated in S106 into SNS, e-mail, etc. after the processing of S107. The sales manager is notified via the communication means (S108), and the operation shown in FIG. 3 is terminated.

FIG. 6 is a flowchart of the operation of the sales support system 10 when it is determined whether or not to propose the customization of the product to the target business partner.

The sales support information generation unit 15c executes the operation shown in FIG. 6 in the process of S105.

As shown in FIG. 6, the sales support information generation unit 15c determines whether or not to propose the customization of the product to the target business destination based on the information collected in S103 (S121). For example, the sales support information generation unit 15c determines whether or not to propose the customization of the product to the target business partner based on the request of the target business partner analyzed in S104.

When the sales support information generation unit 15c determines in S121 that the customization of the product should be proposed to the target business partner, the development person who possesses the technology for the customization to be proposed to the target business partner is assigned to the supported company. Whether or not it exists is determined based on the skill information of the person in charge of development at the supported company collected in S103 (S122).

When the sales support information generation unit 15c determines in S122 that a development person who possesses the technology for customization to be proposed to the target business partner exists in the supported company, the development necessary for the customization to be proposed to the target business partner. The time is acquired based on the customization history information collected in S103 (S123). That is, the sales support information generation unit 15c determines how much development time was required in the past for the same customization as the customization to be proposed to the target business destination based on the customization history information.

After the processing of S123, the sales support information generation unit 15c makes customizations to be proposed to the target sales destination based on the task information and schedule information of the person in charge of development collected in S103 and the development time acquired in S123. Acquire the required period (S124).

Next, the sales support information generation unit 15c generates customized information including the period acquired in S124 (S125). Here, the customization information may include a customization schedule.

The sales support information generation unit 15c determines in S121 that it is not necessary to propose product customization to the target business partner, or the person in charge of development who possesses the technology for customization to be proposed to the target business partner is the supported company. When it is determined in S122 that the product does not exist in S122 or the process of S125 is completed, the operation shown in FIG. 6 is terminated.

When notifying the sales staff of the customization information in S107, the sales support information notification unit 15d can accept the request for the customization request from the sales staff from the sales staff via SNS, e-mail, or other means of communication. is there.

FIG. 7 is a flowchart of the operation of the sales support system 10 when receiving a request for customization to the person in charge of development.

As shown in FIG. 7, the sales support information notification unit 15d determines whether or not the request for the customization request to the development person has been received from the sales person (S141). For example, the sales support information notification unit 15d can receive a request for customization from the sales staff from the sales staff via the screen in the chat UI provided by the sales support system 10.

When the sales support information notification unit 15d determines in S141 that the request for customization to the development staff has been received from the sales staff, it requests the development staff to perform this customization via SNS, e-mail, or other means of communication. (S142).

When the sales support information notification unit 15d determines in S141 that the request for customization request to the development person is not received from the sales person, or executes the process of S142, the operation shown in FIG. 7 ends.

The sales support system 10 can also execute the operation described above in real time by utilizing the voice recognition technology during a business negotiation between the sales person and the business partner.

As described above, the sales support system 10 notifies the sales person of the sales support information for the person in charge for supporting the sales activity for the target business destination (S107), and thus supports the sales activity for the business destination. Can provide information for. For example, the sales support system 10 analyzes the number of meetings in which a proposal from a sales representative is accepted by a sales partner based on past data, and sells the proposal to the sales partner at an appropriate timing. It is possible to notify the sales person of the sales support information for the person in charge of the content to be urged to the person in charge. By being notified of the sales support information for the person in charge by the sales support system 10, the sales person can improve the efficiency of the negotiation preparation such as the presentation to the sales destination and the negotiation itself, and at the same time, for example, time. Resources can be optimized.

Since the sales support system 10 notifies the sales manager of the sales support information for the manager (S108), resources such as time and personnel can be optimized for the sales manager. For example, the sales support system 10 provides the sales manager with sales support information for managers, which urges the sales manager to take immediate action when there are many complaints from business partners who have purchased many products in the past. You can notify. In addition, the sales support system 10 can notify the sales manager of the sales support information for the manager, which urges the sales manager to open the business as soon as possible to the business destination which is considered to be the timing for business negotiation.

Since the sales support system 10 generates customization information (S122 to S125) based on the skill information and schedule information of the person in charge of development, it is possible to improve the possibility of providing appropriate customization information.

When the sales support system 10 receives the request for customization after notifying the customization information (YES in S141), the sales support system 10 requests the person in charge of customization to customize (S142), so that the convenience can be improved. ..

The sales support system 10 enables efficient cooperation between a sales person who belongs to the sales department and a development person who belongs to the development department regarding product customization. Similarly, the sales support system 10 efficiently cooperates between a sales person who belongs to the sales department and a person who belongs to a department other than the development department such as a production department, an intellectual property department, and a strategic department. May be possible. For example, the sales support system 10 may enable an efficient cooperation between a sales person having a low sales performance and a person belonging to the strategic department.

The sales support system 10 is configured by one computer in the present embodiment, but may be configured by a plurality of computers.

10 Sales support system (computer)
14a Sales support program 15a Business reception department 15b Information collection department 15c Sales support information generation department 15d Sales support information notification department 53 Sales support information for persons in charge (sales support information)

Claims (5)

The business partner reception department that accepts the designation of the target business partner as the target business partner,
An information collection department that collects information including data on the target business partners,
A sales support information generation unit that generates sales support information for supporting sales activities for the target business partner by analyzing the information collected by the information collection department.
A sales support system characterized by having a sales support information notification unit that notifies the sales support information. Among the information collected by the information collection unit, the sales support information generation unit uses the customization information as the information necessary for the customization based on the skill information of the developer who customizes the product. The sales support system according to claim 1, wherein the sales support system is generated as at least one of the above. The sales support according to claim 2, wherein the sales support information generation unit generates the customized information based on the schedule information of the person in charge of development among the information collected by the information collection unit. system. Claim 2 or claim 3 characterized in that, when the sales support information notification unit receives the request for the customization after notifying the customization information, the sales support information notification unit requests the development person to perform the customization. Sales support system described in. The business partner reception department that accepts the designation of the target business partner as the target business partner,
An information collection department that collects information including data on the target business partners,
A sales support information generation unit that generates sales support information for supporting sales activities for the target business partner by analyzing the information collected by the information collection department.
A sales support program characterized by realizing a computer with a sales support information notification unit that notifies the sales support information.

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