JP4557268B1 - Business management system - Google Patents

Abstract

A system capable of effectively supporting business activities in consideration of differences in personal abilities regarding various business contents is provided.
An overall management business processing unit 104, an appointment business processing unit 106, and a negotiation business processing unit 108 of a business management system 100 provide services to persons in charge H1, H2, and H3 having different skills. The overall management work processing unit 104 registers target information and approach methods in the shared database 112 based on the operation of the person in charge H1. The appointment work processing unit 106 notifies the person in charge H2 of the target information and the approach method, and registers the result of the approach in the shared database 112. The negotiation business processing unit 108 notifies the person in charge H3 of the result of the approach, and registers the result of the negotiation in the shared database 112.
[Selection] Figure 1

Description

  The present invention relates to a business management system suitable for managing a business until a business operator who sells a product or provides a service finds a sales partner or a new partner as a service provider.

  2. Description of the Related Art Conventionally, a sales activity support system that provides information for supporting creation and execution of a sales strategy is known (see, for example, Patent Document 1). This support system stores a regular strategy for a sales target customer in a DB server, and reads information related to the regular strategy in the DB server through a Web server in response to a request from a terminal used by a sales representative. This is transmitted to the terminal. As a result, sales representatives can obtain appropriate sales strategy planning and sales activity development from the support system without relying on their personal abilities such as accumulation of their own experience and know-how. It is thought that we can plan.

  As another prior art, a navigation device that effectively supports various sales activities in terms of so-called sales strategy is known (see, for example, Patent Document 2). In this prior art, a wide variety of sales activities are replaced with data and converted into data, and daily sales activity inputs and feedback on the results are recorded, so that the best sales scenario is naturally clarified. In addition, even in the middle of a series of sales activities, it is considered that the sales activities of the person in charge can be strategically supported by the computer outputting the most effective sales activities at that time.

JP 2005-165728 A Japanese Patent No. 3860866

  However, no matter how optimal the sales strategy (for example, making a call within 3 days, going to a business meeting within a week) is presented from the system, it is still personal to the salesperson (so-called salesman). There is a difference in ability, and not everyone can execute the business strategy presented by the system as easily. For example, there are salesmen who are good at making calls but are not good at negotiating negotiations, and conversely, even if they can't talk well on the phone, they are good at collecting negotiations in actual negotiations. It is also true that there are still differences in individual abilities such as.

  In this respect, the above-described prior arts (Patent Documents 1 and 2) always present the sales strategy that the system has determined to be optimal to the salesman, but there are some differences in individual capabilities. Therefore, there is a problem that the sales strategy given from the system is only a burden for an actual salesman, and in that case, the sales efficiency is not improved as expected.

  In addition, as represented by the above-described prior art (Patent Documents 1 and 2), the conventional support system formulates a sales strategy after the target has been narrowed down as a prospective customer, and optimal sales activities ( The main focus is on providing information to prospective customers on what to do next. This is because the general goal of general sales activities is “How to efficiently place orders from prospective customers”, and the daily sales activities performed by sales representatives toward that goal are efficient. This is because it is thought that supporting the system well is the significance of the existence of the system.

  However, if the purpose of sales activities is “expansion of wider sales channels,” it makes sense to broadly extract targets from other than the prospective customers and manage them. Is not limited to prospective customers.

  Therefore, the present invention is intended to provide a system capable of effectively supporting business activities in consideration of differences in personal abilities regarding various business contents. In addition, the present invention intends to give an opportunity to expand a sales channel more widely to a business operator who sells products or provides services.

In order to solve the above problems, the present invention employs the following solutions. The following means 1 and 2 are the basis of the first invention (claim 1).
Solution 1: That is, the business management system of the present invention includes a shared database that can be individually accessed by a plurality of business staffs, and a plurality of business processing units that provide services for each business staff that accesses the shared database. For example, the system includes an overall management business processing unit, an appointment business processing unit, and a business negotiation business processing unit.

  In the business management system of the present invention, as a plurality of business staff who can access the shared database, at least a general management staff, an appointment acquisition staff, and a business manager are separately defined, and a business form (separation form) is performed. Optimized for. In other words, the present invention proposes a business form in which various business operations for expanding sales channels are divided by a plurality of business personnel and promoted in cooperation with each other.

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

Next, the appointment work processing unit provides a service according to the access from the appointment acquisition person. That appointment business processing unit, while outputting the target information and the approach procedures registered in the shared database, the actual for the individual subjects appointment acquisition personnel conducted based on the output target information and approaches Method The result of the approach is registered in a shared database.

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

  According to the business management system of the present invention, it is possible to manage a business that is performed, for example, according to the following flow.

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

(2) Appointment acquisition business When the new registration business of (1) above is executed, the business project shifts to the next stage. Here, the appointment work processing unit outputs the target information registered in the shared database, and notifies the appointment acquisition person in charge of a plurality of target persons to be newly approached in this work project. At the same time, the appointment work processing unit outputs the approach method registered in the shared database, so that the actual approach method to the target audience (minimum necessary contents to be communicated to the target person, conversely not Notify the appointment person in charge of the content that should not be handled). In response to this, the person in charge of the appointment can perform a task of actually approaching a plurality of target persons included in the target information (for example, a task of making an appointment with a telephone call). .

(3) Approach result registration On the other hand, the appointment business processing unit shares the results of the approach actually taken by the person in charge of appointment appointment (for example, the promised date / time of the negotiation, the location, the name of the contact person in charge, the contents of the call, etc.) Register with. Note that the “approach result” here includes not only the case where the negotiation was promised but also the result when the promise was not taken (for example, the reason for declining the negotiation, the name of the contact person, The content of the call) is also included.

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

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

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

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

  In this regard, in the past, individual sales representatives (so-called salesmen) had to perform a wide range of tasks by themselves. In the present invention, this is “divided into labor” to concentrate and specialize the business contents for each person in charge. As a result, [1] the business scope of each person in charge can be clarified, [2] business skills can be improved, and [3] bottlenecks in the business can be objectively clarified. In the following, the grounds for generating the benefits of “separation of labor” will be described.

[1] Regarding the clarification of the business scope of each person in charge When using the system of the present invention, each person in charge receives a service only from the processing unit corresponding to the person in charge and performs the work. There is no work (or required) beyond the scope of your business, and your business scope is always clear when using the system.

[2] Improvement of work skills Each person in charge concentrates on his or her work, so that the skills for the work are efficiently improved. In addition, the person in charge who has acquired a high level of skill in a certain business scope leads to business confidence and can aim for further improvement.

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

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

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

  Solution 2: In Solution 1, the negotiation business processing unit is a target that has not resulted in the sale of products or the provision of services through the negotiation based on the result of the actual negotiation for each target person conducted by the person in charge of negotiation. By extracting a person as a non-prospect customer, the non-prospect customer information about the target person who should continue the approach from the next time is registered in the shared database. In addition, the Appointment Business Processing Department is based on the non-probable customer information registered in the shared database, and the appointment acquisition person who is the target person who should continue the approach from the next time on the target information. Can be notified.

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

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

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

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

  On the other hand, the system of the present invention supports “unscheduled customers” by managing “separation of duties” of business, and manages “non-potential customers” as subsequent active followers, thereby causing the opportunity of business negotiations through a repeated approach. As a result, the business will eventually be developed to acquire "prospects" and "customers", and will greatly contribute to expanding the sales channel to the maximum extent in the target information extracted initially.

Solution means 3 below is the basis of the second invention (claim 2).
Solution 3: In Solution 2, the appointment processing unit notifies the appointment acquisition person of the follow-up person who the appointment acquisition person should continue with the approach in the target information, while the appointment acquisition person The result of the actual approach for each person to be followed by the person in charge is further registered in the shared database. In addition, the negotiation business processing unit gives the opportunity to the negotiation person again for the person to follow by notifying the negotiation person of the result of the actual approach to the person to be followed registered in the shared database. be able to.

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

Solution means 4 below is the basis of the third invention (claim 3).
Solution 4: In Solution 3, the negotiation business processing unit did not lead to sales of the product or provision of services through the second negotiation based on the result of the second negotiation with the follow-up person that the person in charge of the negotiation performed. By extracting the follow target person as a non-prospect customer, the non-prospect customer information about the follow target person who should continue the approach in the target information is updated and registered in the shared database. In addition, the Appointment Business Processing Department will continue to select the follower who the appointment acquisition person should continue approaching in the target information based on the non-prospect customer information registered in the shared database. You can be notified.

  According to the above aspect, the system of the present invention can generate an opportunity for an appointment acquisition person repeatedly to repeatedly extract “non-potential customers” each time a person in charge of negotiations repeats a negotiation. it can. As a result, it is possible to prevent the weathering that has occurred when the business has not been “separated” and contribute to the development of “unexpected customers” into “customers” for a long time.

Solution 5 below is the basis of the fourth invention (claim 4).
Solution 5: In Solution 4, the appointment work processing unit notifies the appointment acquisition person in charge of the follow target person who should continue the approach in the target information. Update the results of the actual approach performed by the person in charge of acquisition for each follower and register it in the shared database. The negotiation business processing department notifies the negotiation manager of the results of the actual approach to the follow target person who has been updated and registered in the shared database. It is preferable to give to a person.

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

Solution means 6 below is the basis of the fifth invention (claim 5).
Solving means 6: In the solving means 1 to 5, the appointment work processing unit, in response to an input operation from the appointment acquisition person, promise date and time when an agreement is made with each target person as a result of the approach The appointment information including the location and the name of the person in charge of the subject is registered in the shared database. Further, the negotiation business processing unit notifies the negotiation officer of the appointment date and place of the negotiation to be performed by the negotiation officer, the location, and the name of the person in charge of the target person based on the appointment information registered in the shared database.

  If it is the above-mentioned aspect, the promise of the negotiation acquired by the appointment acquisition person is surely transmitted from the system to the person in charge of the negotiation. Stream lines can be built.

The following solving means 7 is the basis of the sixth invention (claim 6).
Solution 7: In Solution 1 to 6, the appointment business processing unit responds to an input operation from the first person in charge who is the appointment acquisition person, for the target person for whom the negotiation promise has not been established as a result of the approach, In addition to registering in the shared database that the second person who is different from the first person will be changed to the appointment person for the next and subsequent appointments, based on the handed over information, the first person in charge will make an appointment By extracting the target person who did not reach the target as a part of the non-prospect customer, the target person who should continue the approach from the next time in the target information as the second approach target person that is a part of the non-prospective customer You can also notify the person in charge.

  If it is said aspect, even if it is a case where the content of the approach (for example, other party's reaction) which the 1st person in charge performed about a certain subject was not so good, also about such a subject The system continues to manage as part of the same “non-prospect customer” (“non-prospect customer” prior to the negotiation), and another second person can take over the work and execute the re-approach.

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

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

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

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

The following solving means 8 is the basis of the seventh invention (invention 7).
Solution 8: In the solutions 1 to 7, the appointment business processing unit responds to the input operation from the appointment acquisition person, and the negotiation promise is not established with each target person as a result of the approach. The reason can be registered in the shared database as failure information. In this case, based on the failure information registered in the shared database, the overall management business processing unit fails to make a promise with the individual target person as a result of the approach actually taken by the appointment acquisition person. It is preferable to notify the general manager in charge of the fact and the reason in that case.

  If it is said aspect, the merit that the system of this invention has implement | achieved "division of work" can be utilized to the maximum extent. In other words, in the division of work, the general manager is assigned a high-ranking person with the business skills necessary for both appointment acquisition and business negotiations. be able to. In order to make such assignments effective, the system of the present invention ensures that if the negotiation promise is not fulfilled, the reason is registered in the shared database to ensure that this is to the general manager. Can communicate. Then, the general manager can examine the reason notified from the system, give advice to the appointment manager, and promote improvement of the business contents.

The following solving means 9 is the basis of the eighth invention (claim 8).
Solution 9: Also in solutions 1 to 8, the appointment business processing unit establishes a business negotiation promise with each target person as a result of the approach in response to an input operation from the appointment acquisition person The number of cases and the number of unsuccessful cases when the promise of negotiations is unsuccessful are registered in the shared database. In addition, based on the number of established or unsuccessful cases as a result of the approach registered in the shared database, the overall management work processing unit shall determine the ratio of the number of established cases to the total number of target persons that the appointment acquisition person actually approached or It is possible to calculate at least one of the number of unsuccessful cases and notify the general manager of the result.

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

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

  The business management system according to the present invention greatly contributes to improving the business efficiency by realizing the division of labor by a plurality of business staffs for the business of developing the sales channels of business operators. In addition, it is possible to extract information on “unexpected customers” through execution of business and manage the information while sharing the information. The obtained “non-prospects” are not immediate “prospects” for businesses, but they are “prospects that have not yet been seen”. It can provide motivation to proceed with business with the aim of expanding sales channels.

It is a conceptual diagram which shows the structure of the business management system of one Embodiment. It is a sequence diagram which shows the flow of the process by each process part. It is a figure which shows the example of the operation screen displayed on the operation terminal of a general manager in a new registration process. It is a figure which shows the example of the operation screen displayed on the operation terminal of a general manager in detail setting processing. It is a figure which shows the example of the operation screen displayed on the operation terminal of a general manager in detail setting processing. It is a figure which shows the example of the operation screen displayed on the operation terminal of a general management person in charge in a company registration process. It is a figure which shows the example of the operation screen displayed on the operation terminal of a general manager in the business content registration process. It is a figure which shows the example of the operation screen displayed on the operation terminal of a general manager in the business content registration process. It is a figure which shows the example of the work screen displayed on the operation terminal of the appointment acquisition person in business preparation processing. It is a figure which shows the example of the work screen displayed on the operation terminal of the appointment acquisition person in business preparation processing. It is a figure which shows the example of the work screen displayed on the operation terminal of the person in charge of appointment acquisition in the work history registration process. It is a figure which shows the example of the work screen displayed on the operation terminal of the person in charge of appointment acquisition in the work history registration process. It is a figure which shows the example of the taking over operation screen (1) displayed on the operation terminal of the appointment acquisition person in business history registration processing. It is a figure which shows the example of the takeover operation screen (2) displayed on the operation terminal of the appointment acquisition person in business history registration processing. In a schedule registration process, it is a figure which shows the example of the registration screen displayed on the operation terminal of the appointment acquisition person in charge. It is a figure which shows the example of the confirmation screen displayed on the operation terminal of the appointment acquisition person in charge in a schedule confirmation process. It is a figure which shows the example of the confirmation screen displayed on the operation terminal of the appointment acquisition person in charge in a schedule confirmation process. It is a figure which shows the example of the confirmation screen displayed on the operation terminal of the appointment acquisition person in charge in a schedule confirmation process. It is a figure which shows the example of the confirmation screen displayed on the operation terminal of the appointment acquisition person in charge in a schedule confirmation process. It is a figure which shows the example of the confirmation screen displayed on the operation terminal of the appointment acquisition person in charge in a schedule confirmation process. It is a figure which shows the example of the condition setting screen displayed on the operation terminal of a general manager in the extraction condition setting process. It is a figure which shows the example of the extraction result screen displayed on the operation terminal of a general manager in the extraction result output process. It is a figure which shows the example of the negotiation history screen displayed on the operation terminal of the person in charge of negotiation in the negotiation history display process. It is a figure which shows the example of the negotiation schedule registration screen displayed on the operation terminal of the negotiation person in the negotiation schedule registration process. It is a figure which shows the example of the taking over screen displayed on the operation terminal of the person in charge of negotiation in the taking over process. It is a figure which shows the example of the business taking over screen displayed on the operation terminal of the appointment acquisition person in business taking over processing. It is a figure which shows the example of the period setting screen displayed on the operation terminal of a general management person in charge in a report process. It is a figure which shows the example of the report output screen displayed on the operation terminal of a general manager in a report output process.

Hereinafter, embodiments of the present invention will be described with reference to the drawings.
FIG. 1 is a conceptual diagram illustrating a configuration of a business management system 100 according to an embodiment. Further, FIG. 1 conceptually shows an example of “division of work” of a business operation realized by using the business management system 100 of one embodiment.

[Image of division of labor]
First, the division of business operations assumed by the business management system 100 of this embodiment will be described. Sales business here refers to, for example, business for developing a new partner (sales channel) that is the recipient of the product or service for the business that sells the product or the business that provides the service. .

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

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

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

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

[Contact person H3]
The business person in charge of the negotiation H3 is to execute the negotiation of the negotiation acquired by the appointment acquisition person H2, and actually visit the company and hold a business negotiation with the partner person in charge HC. As a result of the business negotiation, when there is a positive response (for example, a request for quotation, an order request, etc.) from the other party, the other party becomes a “prospective customer”. As for the subsequent sales activities for the “prospect”, the salesman's activities can be supported by utilizing, for example, the above-described known system. On the other hand, as a result of the business negotiation, if there is no positive response from the other party and the order is refused, the other party becomes a “non-potential customer”. The business management system 100 according to the present embodiment is suitable for supporting business operations for such “unexpected customers”, and in this respect, is greatly different from known systems. In the case where a business operation is performed by a consignment from the external user CL, the business of the negotiation person H3 may be shared by the external user CL.

  The business management system 100 according to the present embodiment supports the smooth progress of the sales business divided as described above. Hereinafter, the configuration of the business management system 100 will be described.

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

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

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

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

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

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

  In addition, each person in charge H1 to H3 is pre-assigned authority according to the business in charge (function, job type), and when the user is logged in with the authority of the general management person H1, the general management business processing unit in the business management system 100 Use of the service by 104 is permitted. Also, when logging in with the authority of the appointment acquisition person H2, the use of the service by the appointment work processing unit 106 is permitted in the work management system 100. When logging in with the authority of the business manager H3, the business management system 100 permits the business operation processing unit 108 to use the service.

[System operation form]
FIG. 2 is a sequence diagram showing a flow of processing (including arithmetic processing such as information processing and condition determination) by the processing units 104, 106, and 108 in the business management system 100. 3 to 26 are diagrams illustrating examples of screens displayed on the operation terminals 114 of the persons in charge H1 to H3 when the business management system 100 executes a sequence. The operation form of the business management system 100 will be described below with an example of a specific processing sequence and operation screen.

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

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

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

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

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

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

  The general manager H1 inputs, for example, the names of the persons H1 to H3 who are involved in the current business project through the operation screen shown in FIG. 5, and the "supervisor manager (sales promotion / manager)" and "appointment manager" respectively. (Caller) "and" Negotiation "are set. Accordingly, operation authority is set for each person in charge H1 to H3 for each login ID and password assigned in advance. It is assumed that the operations so far are performed with administrator authority (for example, Admin) of the business management system 100, and thereafter, each person in charge H1 to H3 logs into the business management system 100 for each set authority. be able to. The overall management work processing unit 104 registers the input person name and authority entered in the shared database 112.

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

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

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

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

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

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

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

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

[Call history registration]
With the start of the processing sequence by the appointment work processing unit 106, the operation of the work management system 100 then shifts to the work phase of call history registration by the appointment acquisition person H2. In this work phase, the appointment work processing unit 106 executes, for example, the processes shown in steps S18 to S22 below according to the login access from the appointment acquisition person H2.

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

  At this time, the work screen of FIG. 9 displays, for example, a list of companies that are candidates for the appointment acquisition person H2 to execute the telephone approach. In addition, the work screen shown in FIG. 9 can display the result of the actual approach taken by the appointment acquisition person H2 so far as a history.

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

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

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

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

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

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

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

  As a result of the approach actually taken by the appointment acquisition person H2, if a business negotiation promise is established with the company, “appointment acquisition” is performed for business execution. In this case, the appointment acquisition person H2 performs an operation of clicking the “schedule input” button in the “company information tab” column in the work screen (lower frame) of FIG. 12A, for example.

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

  For example, in the previous step S20, the appointment work processing unit 106 displays the takeover operation screen (1) on the operation terminal 114 of the appointment acquisition person H2 (first person) (FIG. 12B). Then, the appointment acquisition person H2 (first person) who is actually refused the negotiation has a pull-down menu of “in charge” in the “in charge tab” column in the takeover operation screen (in the lower frame) of FIG. 12B. To another appointment acquisition person in charge H2 (for example, a second person in charge who has not yet made a call to the company) and clicks the “data update” button. Thereby, the appointment acquisition person in charge H2 (first person in charge) who refused the business negotiation by this approach can take over the work to another appointment acquisition person in charge H2 (second person in charge).

  Upon receiving the above operation, the appointment work processing unit 106 registers in the shared database 112 that the appointment acquisition work has been taken over (changed) by another appointment acquisition person H2 (second person) for the relevant company. In addition, when the “scheduled next action date” is registered in the business history of the shared database 112 for the corresponding company, the appointment business processing unit 106, for example, in step S20, another appointment acquisition person in charge H2 ( Notify the second person) that the business has been taken over. Specifically, the appointment work processing unit 106 displays, for example, the takeover operation screen (2) of FIG. 12C on the operation terminal 114 of the appointment acquisition person H2 (second person) after the takeover, The next action schedule is notified along with the name of the company in the “Reheading tab” in the frame). Thereby, another appointment acquisition person in charge H2 (second person in charge) can take over the business together with the history information about the corresponding company.

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

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

  Step S24: The appointment work processing unit 106 executes schedule registration processing. With the execution of this process, the appointment work processing unit 106 displays a negotiation date and time registration screen on the operation terminal 114 used by the appointment acquisition person H2 (FIG. 13). At this time, on the registration screen of FIG. 13, for example, a field for inputting the contents of the negotiation schedule in which the appointment person in charge H2 actually attached the promise is displayed.

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

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

  Step S26: The appointment work processing unit 106 executes a schedule confirmation process. With the execution of this process, the appointment work processing unit 106 displays, for example, the following confirmation screen (FIGS. 14 to 18).

  First, as shown in FIG. 14, the negotiation schedule for today is displayed in the “today schedule tab” in the confirmation screen (lower column). Further, as shown in FIG. 15, the confirmation screen (bottom column) shows the contents of the negotiation schedule for the company for which the promise of the negotiation is confirmed within one week, for example, in the “appoint check tab”. Displayed in detail.

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

  Further, on the confirmation screen shown in FIG. 17, the negotiation schedule (for example, monthly) by business project (= by business) newly registered in the shared database 112 up to now is displayed. Through this confirmation screen, the appointment acquisition person H2 can confirm all the business schedules registered in the previous schedule registration process (step S24) by business project.

  Alternatively, on the confirmation screen shown in FIG. 18, the contents of a schedule (for example, a schedule other than the negotiation) registered by the external user as the negotiation person H3 for each login user are displayed. Thus, the appointment acquisition person H2 can adjust the negotiation schedule with the company while confirming the schedule of the external user CL who is actually in charge of the negotiation.

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

  Step S28: The overall management work processing unit 104 executes an extraction condition setting process. As this process is executed, the overall management work processing unit 104 displays a condition setting screen on the operation terminal 114 used by the overall manager H1 (FIG. 19).

  The general manager H1 can request the system 100 to search according to the extraction condition by setting various extraction conditions through, for example, the condition setting screen of FIG. 19 and clicking the “search button”. Various extraction conditions can be set by designating, for example, “period (period in which the date is specified)”, “in charge (appointment acquisition person H2)”, “attribute”, and the like.

  Step S30: The overall management work processing unit 104 executes an extraction result output process based on the search request. Along with the execution of this process, the overall management task processing unit 104 displays an extraction result screen on the operation terminal 114 used by the overall manager H1 (FIG. 20).

  At this time, the extraction result screen of FIG. 20 shows, for example, the “name (calling destination)”, “approach date (latest date)”, “number of approaches” Details such as “number of times of electricity”, “status (response of the other party)”, “overview (contents of conversation)”, “remarks”, etc. are shown in a list. In addition, although not specifically shown here, for example, all appointment acquisition rates for each company corresponding to the extraction conditions (the ratio of the number of business negotiations promised to the number of companies approached within the specified period) And statistical information such as the progress rate (the number of cases where all companies included in the target information have approached by telephone until the specified period) can be displayed separately. Such statistical information is obtained by summing up the call history registered in the shared database 112 in step S30 and performing statistical calculation processing after comparing the call history with the target information. Can be calculated.

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

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

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

[Business talk]
On the other hand, when the business negotiation promise is successfully established in the previous “call history registration” work phase, the operation of the business management system 100 is shifted to the business phase of the business negotiation (for example, every time the business negotiation is completed). . When the work phase is shifted, an internal event trigger is notified from the appointment task processing unit 106 to the negotiation task processing unit 108.

  Although not shown in particular as a sequence, when there is an event trigger notification, the negotiation business processing unit 108 displays the negotiation schedule on the operation terminal 114 in accordance with, for example, login access from the negotiation person H3 (for example, FIG. 17). reference). Even when there is no active login access from the business person in charge H3, for example, the business person in charge H3 may be notified from the system 100 by e-mail. It should be noted that publicly known technology can be applied to the automatic transmission of electronic mail by the system 100, and the details thereof are omitted here.

  In any case, the business person in charge H3, based on the business negotiation schedule (FIG. 17) displayed on the operation terminal 114, details of the company that he / she actually goes to the business negotiation (the department name, the name of the contact person in charge, the location, URL etc.) and negotiation schedules.

  In addition, when the business operation phase is shifted to the business negotiation process, the business transaction processing unit 108 executes, for example, processes shown in steps S32 to S36 below.

  Step S32: The negotiation business processing unit 108 executes a negotiation history display process. When executing this process, the business negotiation processing unit 108 displays a dedicated business negotiation history screen on, for example, the operation terminal 114 of the business negotiation processing unit 108 (FIG. 21). When a business negotiation has been conducted in the past, the history is displayed in the business negotiation history screen (in the center frame). The business negotiation processing unit 108 can display such a business negotiation history screen by calling a past business negotiation history from the shared database 112.

  Step S34: The negotiation business processing unit 108 executes a negotiation schedule registration process. When this process is executed, the negotiation business processing unit 108 displays the next negotiation schedule registration screen on the operation terminal 114 of the negotiation business processing unit 108, for example (FIG. 22).

  The negotiation person in charge H3 who actually finished the negotiation can input the result of the negotiation as a history through the negotiation schedule registration screen of FIG. 22, for example. That is, in the negotiation schedule registration screen shown in FIG. 22, the negotiation person in charge H3 can input the result of the negotiation (for example, the date and time, the number of negotiations, the contents of the negotiation, etc.) in detail. At this time, the business person in charge H3 can input the specific feeling (the other party's reaction) and the next and subsequent actions together with the result of the business negotiation. Then, the negotiation business processing unit 108 registers the result of the negotiation input through the operation terminal 114 in the shared database 112.

  Step S36: The negotiation business processing unit 108 can execute the takeover process. Along with the execution of this process, the business negotiation processing unit 108 can display a dedicated handover screen on the operation terminal 114 of the business person in charge H3 (FIG. 23).

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

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

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

  Step S38: The appointment work processing unit 106 executes a work takeover process. With the execution of this process, the appointment work processing unit 106 displays the next work takeover screen on the operation terminal 114 of the appointment acquisition person H2, for example (FIG. 24).

  When the business handover screen shown in FIG. 24 is displayed, the appointment business processing unit 106 accesses, for example, information on “non-potential customers” registered in the shared database 112, from which the name of the company, the name of the person in charge of the other party, Read information such as the next scheduled action date. As a result, information such as the name of the company, the name of the person in charge, the scheduled date of action, etc. that the appointment acquisition person in charge H2 should continue approaching from the next time is displayed on the business takeover screen in FIG. In response to this, the appointment acquisition person H2 can know that a follow-up request has been made as a business takeover from the business person in charge H3.

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

  In the case of performing the approach after the next time, in step S40, the result of the approach for a company that has taken over the business is registered as a call history. In step S42, highlighting is performed for the company to be handed over on the next scheduled action date. Further, when the next action is not updated, a highlight is added to the “consignment history tab” in FIG. 24, and a process for prompting the appointment acquisition person H2 to act again is performed.

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

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

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

  Similarly, although not shown as a sequence, even when a notification of an event trigger is received again, the business negotiation processing unit 108 displays a business negotiation schedule again on the operation terminal 114 of the business manager H3 (for example, FIG. 17). reference). Similarly, again, the negotiation schedule can be notified to the negotiation staff H3 by e-mail.

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

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

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

  Step S54: The overall management work processing unit 104 executes report processing. Along with the execution of this process, the overall management work processing unit 104 displays a period setting screen on the operation terminal 114 used by the overall manager H1 (FIG. 25).

  For example, the general manager H1 specifies a period to be reported through the period setting screen in FIG. 25 and clicks the “decision button” to request the system 100 to create a report corresponding to the specified period. be able to.

  Step S56: Upon receiving a report creation request from the general manager H1, the general management work processing unit 104 executes report output processing. Specifically, the overall management business processing unit 104 accesses the shared database 112, aggregates the call history and negotiation history registered for each business project, and compares them with the target information for statistical calculation. Process. Then, the overall management processing unit 104 converts the result of the arithmetic processing into a report format, and displays this as a report output screen on the operation terminal 114 of the overall manager H1, for example (FIG. 26).

Thereby, for example, the following items are displayed as reports on the report output screen of FIG.
(1) Number of companies that have approached (2) Number of companies that are requested to send materials (3) Number of companies that have sent materials

  Although not particularly shown, a list of reports output so far may be displayed in the report output screen (in the lower frame) of FIG.

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

  As described above, the business management system 100 according to the present embodiment can realize “division of labor” by a plurality of persons in charge H1 to H3 for sales business, and can efficiently support the business execution.

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

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

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

  The present invention can be implemented with various modifications without being limited to the above-described embodiment. The processing sequence and various screens listed in the embodiment are merely examples, and partial modification and replacement are sufficiently possible in realizing the system of the present invention.

  In one embodiment, the system 100 is constructed by installing the business application 102 in one piece of hardware. However, the system of the present invention is configured by linking a plurality of physically separated hardware. May be constructed.

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

Claims (8)

When multiple managers, at least general managers, appointment acquisition managers, and business managers are defined separately, they can be accessed through the respective operation terminals based on the individual authority assigned in advance for each manager. A shared database and
An overall management work processing unit that executes processing when access to the shared database is performed through the operation terminal based on the authority of the overall management person in charge;
An appointment work processing unit that executes processing when the shared database is accessed through the operation terminal based on the authority of the appointment acquisition person;
A business management system comprising a business negotiation processing unit that executes processing when access to the shared database is performed through the operation terminal based on the authority of the business manager.
The overall management business processing department
Target information on a plurality of target persons extracted as potential sales partners or sales partners for each business operator who sells products or provides services, and approach methods for these target persons are input through the operation terminal. If it is, and project registration processing to register the target information and the approach method to the sharing database,
A trigger notification process for notifying the appointment work processing unit that the project registration process has been completed;
The appointment business processing unit
Upon receiving a notification from the overall management business processing unit, the target information and the approach method registered in the shared database are read, and these are accessed to the operation terminal that has been accessed based on the authority of the appointment acquisition person Business output processing to output to
When the result of the actual approach for each target person performed based on the target information and the approach method output to the operation terminal in the work output process is input through the operation terminal, the result of the approach and business history registration process to be registered in the shared database,
Performing a trigger notification process for notifying the negotiation business processing unit that the business history registration process has been completed;
The negotiation business processing unit
Upon receiving a notification from the appointment business processing unit, the result of the approach registered in the shared database is read and output to the operation terminal that has been accessed based on the authority of the business manager in charge of negotiations. Result output processing,
When the result of an actual negotiation for an individual subject performed based on the result of the approach output to the operation terminal in the result output process is input through the operation terminal, the result of the negotiation is shared Opportunity history registration process registered in the database ,
Follow-up request indicating that there is a target person who has not been able to sell a product or provide a service through an actual business negotiation among a plurality of target persons whose result of the approach is output to the operation terminal in the result output process Are input through the operation terminal accessed based on the authority of the business manager in charge of negotiations, a plurality of targets included in the target information registered in the shared database based on the information of the follow request Of those who are candidates for non-expected customers who should continue the approach by the person in charge of appointment appointments, which is different from the person in charge of business negotiations, from the next time on. A takeover process of registering non-prospect customer information in the shared database ;
A trigger notification process for notifying the appointment work processing unit that the handover process has been completed;
When the trigger notification processing by the negotiation business processing unit is executed, the appointment business processing unit reads the non-prospect information registered in the shared database, the appointment also next time in the target information It further performs a business takeover process of outputting information on a follow target person to be followed by an acquisition person to the operation terminal accessed based on the authority of the appointment person in charge. Business management system. In the business management system according to claim 1,
The appointment business processing unit
When the result of an actual approach for each follow target person performed based on the information about the follow target person output to the operation terminal in the business handover process is input through the operation terminal, A business history registration process again for registering the result in the shared database;
Performing a second trigger notification process for notifying the negotiation business processing unit that the second business history registration process has been completed,
The negotiation business processing unit
Upon receiving the notification again from the appointment business processing unit, the result of the approach for the follow target person registered in the shared database is read out and accessed based on the authority of the business manager in charge of negotiations A business management system for executing a result output process again to give an opportunity for another business negotiation by the business person in charge of negotiations different from the person in charge of appointment appointment by outputting to an operation terminal . In the business management system according to claim 2,
The negotiation business processing unit
When the result of another negotiation for each follow target person performed based on the result of the approach output to the operation terminal in the second result output process is input through the operation terminal, A second negotiation history registration process for registering the negotiation result in the shared database;
Among the follow target persons whose result of the approach is output to the operation terminal in the second result output process, there is the follow target person who has not led to the sale of the product or the provision of the service through the second negotiation. When the follow request information indicating the effect is input through the operation terminal accessed based on the authority of the business manager in charge of negotiation, the target information registered in the shared database is added to the target information based on the input information. Extract which of the following target persons will continue to fall under the prospective customers who should continue the approach by the appointment acquisition person different from the business person in charge of negotiations among the multiple included persons , Update and register the extracted non-probable customer information about the follow target person in the shared database again. And the takeover process,
Performing a second trigger notification process for notifying the appointment work processing section that the second handover process has been completed;
When the second trigger notification processing is executed by the negotiation business processing unit, the appointment business processing unit reads out the non-probable customer information registered in the shared database, and the target information is included in the target information. The appointment acquisition person in charge further executes the business handover process for outputting the information about the follow target person who should continue the approach to the operation terminal accessed based on the authority of the appointment person in charge. Business management system characterized by In the business management system according to claim 3,
The appointment business processing unit
The result of the actual approach to each follow target person performed based on the information of the follow target person who should continue the approach after being output to the operation terminal in the second business takeover process is the operation terminal. If it is entered through, the result of the approach is updated and registered in the shared database, and repeated business history registration processing;
Performing a repeated trigger notification process for notifying the negotiation business processing unit that the repeated business history registration process has been completed;
The negotiation business processing unit
Upon receiving repeated notifications from the appointment business processing unit, the result of the approach for the follow target person who is updated and registered in the shared database is read out and accessed based on the authority of the business person in charge of the negotiation business. Output to the operation terminal, and executing a repeated result output process so as to give an opportunity for repeated negotiations by the negotiation business person different from the appointment acquisition person. Business management system. In the business management system according to any one of claims 1 to 4,
The appointment business processing unit
Promise date and time, place, and person in charge of the target person when an agreement is made with each target person as a result of the approach through the operation terminal accessed under the authority of the person in charge of the appointment acquisition When appointment information including a name is input, a schedule registration process for registering the appointment information in the shared database is executed,
The negotiation business processing unit
In executing the result output process, the appointment information registered in the shared database is read out, and the negotiation date and place of the negotiation established with each target person, the location, and the name of the person in charge of the target person are in charge of the negotiation business. Output to the operation terminal accessed based on the authority of the operator . In the business management system according to any one of claims 1 to 5 ,
The appointment business processing unit
In executing the business history registration process, there is a target person whose business negotiation promise has not been established as a result of the approach performed by the first person in charge who is the appointment acquisition person, and the first person in charge If the takeover information indicating that another second person in charge is changed to the appointment person in the next time or later is input through the operation terminal accessed based on the authority of the first person in charge, the takeover information Is registered in the shared database, and based on the takeover information, any target person among the plurality of target persons included in the target information registered in the shared database is passed through the approach by the first person in charge. Re-approach by a second person who is part of a non-promising customer who has not been promised a business negotiation and is different from the first person It is extracted whether it corresponds to the re-approach person to be executed, and the extracted information on the re-approach person is used as the part of the non-probable customer who should continue the approach from the next time in the target information. A business management system for outputting to the operation terminal accessed based on the authority of the person in charge . In the business management system according to any one of claims 1 to 6 ,
The appointment business processing unit
When the reason for the failure of the promise of the negotiation with each target person as a result of the approach is input through the operation terminal accessed based on the authority of the appointment acquisition person, the Register the reason as failure information in the shared database,
The overall management business processing department
When a search is requested through the operation terminal that has been accessed based on the authority of the general manager, the approach actually taken by the appointment acquisition person based on the failure information registered in the shared database As a result of the above, the fact that the negotiation promise with each target person was not established, and the reason in that case, were extracted, and the result was accessed based on the authority of the general manager Business management system characterized by output to In the business management system according to any one of claims 1 to 7 ,
The overall management business processing department
When a search is requested through the operation terminal that has been accessed based on the authority of the general manager, a business negotiation promise is established with each target person as a result of the approach registered in the shared database. Based on the number of successful cases and the number of unsuccessful cases in which negotiation negotiations were not successful, the ratio of the number of successful cases or the number of unsuccessful cases in the total number of target persons that the appointment acquisition person actually approached At least one is calculated, and the result is output to the operation terminal that has been accessed based on the authority of the general manager .