JP4579335B1 - Marketing information server device - Google Patents

Abstract

[PROBLEMS] In a conventional marketing method for determining a sales priority of a customer, even if the customer is a good customer or has a budget, the customer needs the product to be sold. Otherwise, there is a problem that the possibility of successful sales is low.
In order to solve the above problems, according to the present invention, according to the product (including service), for example, if the product A has a short life cycle, the new date of “Recency (last purchase date)” is set. Using a product database that associates each product name with a product type ID for a plurality of products and a company database that associates each company name with a company ID for a plurality of products, such as increasing the score Provided is a marketing information server device that calculates a sales priority order of a company that sells a product according to a product type ID of the product.
[Selection] Figure 2

Description

  The present invention relates to a technique for efficiently determining the priority order of sales destinations of products (including services).

  Conventionally, various marketing methods have been proposed in order to increase the sales success rate when selling own products and services to existing customers and new customers. For example, in the “RFM analysis method”, “Recency: Last purchase date”, “Frequency: Number of purchases this year”, and “Monetary: Cumulative purchase amount this year” are used for each customer, using customer purchase history data. Ranking. And according to each rank value, the customer “buy recently, buy frequently, buy more,” or “buy recently, but this year it is a single purchase and a small amount. Marketing analysis that classifies them into segments such as “Purchased” and prioritizes the former so-called “excellent customers” over the latter.

  Alternatively, “BANTC condition” which is a business condition can be used for marketing. Specifically, “Budget: Budget”, “Authority: Approval”, “Needs: Necessity”, “Timing: Scheduled time of introduction and its It analyzes the conditions such as “presence / absence” and “Competitor: introduction status of competing products”, and gives priority to customers who meet these conditions as sales destinations.

JP 2003-099659 A

  However, the conventional marketing method for determining the customer's sales destination priority as described above has the following problems. In other words, even if you are a good customer or have a budget, if the customer does not need the product (or service) that you want to sell, it is unlikely that the sale will be successful. is there.

  In order to solve the above problems, according to the present invention, according to the product (including service), for example, if the product A has a short life cycle, the score of the new date of “Recency (last purchase date)” is increased. On the contrary, if the product B has a long life cycle, the score of the old date of “Recency (last purchase date)” is increased, and the product name and product type ID are associated with each other for a plurality of products. Using a database and a company database in which each company name and company ID are associated with each other for a plurality of companies, the sales priority order of the company that sells the product is calculated according to the product type ID of the product. A marketing information server device is provided.

  Specifically, the company information indicated by one or more of the standardized company size, standardized industry, standardized department, and standardized position is stored in association with the company ID of the company. And at least one of the standardized company size, the standardized industry, the standardized department, and the standardized job title for each product type ID A first scoring holding unit that holds a first scoring that indicates a degree suitable for selling the product, a product type ID receiving unit that receives the product type ID via a communication line, and the received product type ID A score acquisition unit that acquires the first score from the first score holding unit as the score associated with the company ID, and the company ID according to a predetermined calculation rule by applying the acquired score to the company information associated with each company ID And a priority index calculation unit that calculates a priority index indicating the sales priority, and returns a calculation result for each company ID in the priority index calculation unit for all company IDs or a part of company IDs via a communication line. A marketing information server device having a reply unit.

  In addition to the above configuration, a contact frequency receiving unit that receives a contact frequency that is a value obtained by standardizing the frequency of contact with an employee of the company in association with the company ID, and for each contact frequency for each product type ID A second scoring holding unit that holds a second scoring that indicates a degree suitable for selling the product, and the scoring acquisition unit is associated with the contact frequency received by the contact frequency receiving unit. The marketing information server apparatus which further has the 2nd score acquisition means which acquires from the 2nd score holding | maintenance part also makes the 2nd score assigned as a score.

  Further, in addition to the above configuration, a third scoring holding unit that holds a third scoring point that indicates a degree suitable for selling the product depending on the presence or absence of the product purchase budget of the company, and a company ID A budget presence / absence receiving unit for receiving the presence / absence of a product purchase budget, and the score acquisition unit from the third score holding unit with a third score according to the budget presence / absence received by the budget presence / absence receiving unit as a score There is also provided a marketing information server device further having a third score acquisition means for acquiring.

  Further, in addition to the above configuration, the value obtained by associating with the company ID and obtained by hearing at the company and standardizing the remaining period until the product indicated by the product type ID is purchased. A remaining period receiving unit that receives the remaining period, and a fourth scoring holding unit that holds a fourth scoring that is a degree indicating a degree suitable for selling the product for each remaining product period for each product type ID The marketing information server device further includes a fourth scoring acquisition unit that acquires from the fourth scoring holding unit using the fourth scoring associated with the remaining period received by the remaining period receiving unit as a scoring point. provide.

  Moreover, the marketing information server apparatus provided with the function which corrects each said score from the priority index calculated with the said marketing information server apparatus and the actual sales success rate obtained by feedback is also provided. Specifically, the planned relational expression holding unit that holds the planned relational expression that should be the relational expression between the priority index and the sales success rate, and the actual data indicating the actual relation between the priority index and the actual sales success rate A divergence degree computing unit, a divergence degree computing unit for computing a degree of divergence from a planned relational expression held in a relational expression holding part of the actual data held in the actual data holding part, and a divergence degree calculating part If the determination result is that the result calculated in the step is greater than or equal to a predetermined divergence degree and the determination result in the determination part is greater than or equal to the predetermined divergence degree, the divergence degree is within a predetermined range. There is also provided a marketing information server device further including an adjustment unit that adjusts the score of the score holding unit so as to be inside.

  Moreover, the operation | movement method provided with the same step for implement | achieving the function of the above marketing information server apparatuses is also provided.

  According to the present invention configured as described above, the priority index of the sales destination can be calculated according to the product to be sold. Therefore, the effect of raising the accuracy of marketing and increasing the sales success rate can be expected.

The figure showing an example of the output result by the marketing information server apparatus of Example 1. The figure showing an example of the functional block in the marketing information server apparatus of Example 1. The figure showing an example of the goods database in the marketing information server apparatus of Example 1. The figure showing an example of the company database in the marketing information server apparatus of Example 1. The figure showing an example of the company information storage part in the marketing information server apparatus of Example 1. The figure showing an example of the 1st scoring holding | maintenance part in the marketing information server apparatus of Example 1. The figure showing an example of the hardware constitutions in the marketing information server apparatus of Example 1. The flowchart showing an example of the flow of the process in the marketing information server apparatus of Example 1. The figure showing an example of the functional block in the marketing information server apparatus of Example 2. The figure showing an example of the 2nd scoring holding | maintenance part in the marketing information server apparatus of Example 2. The figure showing an example of the 3rd scoring holding | maintenance part in the marketing information server apparatus of Example 2. The figure showing an example of the 4th scoring holding | maintenance part in the marketing information server apparatus of Example 2. The flowchart showing an example of the flow of the process in the marketing information server apparatus of Example 2. The figure showing an example of the functional block in the marketing information server apparatus of Example 3. The figure showing an example of the schedule relational expression currently hold | maintained at the schedule relational expression holding | maintenance part of the marketing information server apparatus of Example 3. The figure showing an example of the calculation process in the deviation degree calculating part of the marketing information server apparatus of Example 3. The flowchart showing an example of the flow of the process in the marketing information server apparatus of Example 3.

  Hereinafter, embodiments of the present invention will be described with reference to the drawings. Note that the present invention is not limited to these embodiments, and can be implemented in various modes without departing from the spirit of the present invention.

  In the first embodiment, claims 1 and 6 will be mainly described. In the second embodiment, claims 2, 3, 4, 7, 8, and 9 will be mainly described. In the third embodiment, the fifth embodiment will mainly describe claims 5 and 10.

Example 1
<Overview>
FIG. 1 is a diagram illustrating an example of an output result by the marketing information server device according to the present embodiment. As shown in FIG. 1A, for example, if the product that the user A wants to sell is “IC chip production line device”, the marketing information server device of this embodiment uses the sales priority index value of company X ( The score is calculated in the form of “200 points” and Y company is “180 points”. Then, according to the calculated score, a list showing the rankings such as the first ranking of the company X and the second ranking of the Y company as an output priority for the “IC chip production line device” is output and displayed. Is done.

  On the other hand, if the sold product is “IC chip evaluation device”, for example, “Company X has already purchased the same type of product one month ago”, “Company Y is ranked first (210 points), A ranking completely different from the ranking for the “IC chip production line device” such as “Company Z is ranked second (130 points)” is output.

  As described above, the marketing information server device according to the present embodiment can know the priority of the sales for each product to be sold. Therefore, the effect of raising the accuracy of marketing and increasing the sales success rate can be expected.

<Functional configuration>
FIG. 2 is a diagram illustrating an example of functional blocks in the marketing information server device according to the present embodiment. Note that the functional blocks of the apparatus described below can be realized as a combination of hardware and software. Specifically, if a computer is used, a CPU, a main memory, a bus, or a secondary storage device (a hard disk, a non-volatile memory, a storage medium such as a CD or a DVD, a read drive for the medium, etc.), information Input devices used for input, printing equipment, display devices, other hardware components such as external peripheral devices, interfaces for external peripheral devices, communication interfaces, driver programs for controlling these hardware, Other examples include application programs and user interface applications.

  Then, by CPU processing according to the program developed on the main memory, the data input from the input device or other interface and held in the memory or hard disk is processed and stored, An instruction for controlling the software is generated.

  Alternatively, the functional block of the marketing information server device may be realized by dedicated hardware. The present invention can be realized not only as an apparatus but also as a method. A part of the invention can be configured as software. Further, a software product used for causing the computer to execute such software and a recording medium on which the product is fixed are naturally included in the technical scope of the present invention (the same applies throughout the present specification). .

  As shown in FIG. 2, the “marketing information server device” (0200) of this embodiment includes a “product database” (0201) and a “company database” (0202). Then, in order to calculate the sales priority of the company that is the sales destination of the product using both databases according to the product type ID of the product, “Company Information Accumulation Unit” (0203), “First Scoring” A “holding unit” (0204), a “product type ID receiving unit” (0205), a “scoring acquisition unit” (0206), a “priority index calculation unit” (0207), a “reply unit” (0208), Have.

  “Product database” (0201) refers to a database in which each product name and product type ID are associated with each other for a plurality of products. Specifically, as shown in FIG. 3, for example, the product name “VX100-RB02” and the product type ID “car chain conveyor” are associated with each other and held in a storage device such as an HDD. In this way, for example, when selling the company product “VX100-RB02”, the product type ID can be specified by inputting the product name. And the priority of sales in the product type can be calculated according to the subsequent configuration requirements.

  The product may include a service (service), and the product database may include a service name and a service type ID associated with each other. Moreover, the classification of the products to be given with the product ID being distinguished may be set as appropriate. For example, as in the product / service category stipulated in the Trademark Law, “lighting equipment” is classified into major categories (first category), and “lamps” and “bulbs” are subdivided (second category or A product ID indicating a hierarchical relationship may be assigned to each of the subsequent classifications).

  The “company database” (0202) is a database in which each company name and company ID are associated with each other for a plurality of companies. Specifically, as shown in FIG. 4, for example, the company name “YP0001” is associated with “R Automobile Co., Ltd.” and is stored in a storage device such as an HDD. . By referring to this company database, the marketing information server device of this embodiment converts the company name into the company ID, and associates the company name with the company ID to know the company information (such as sales and number of employees). It can be done.

  Note that the type of business category to which the business type ID is assigned is also set as appropriate. For example, an industry ID may be assigned to each category based on the category used in the Japanese standard industry category defined by the Statistics Bureau of the Ministry of Internal Affairs and Communications.

  The “company information storage unit” (0203) stores company information indicated by one or more of a standardized company scale, a standardized industry, a standardized department, and a standardized job title. It has a function of storing in association with a company ID, and can be realized by, for example, an HDD, a flash memory, or other various storage media. “Standardized information” refers to information indicated by an absolute standard, not information indicated by a relative standard. In other words, in the case of a company scale, information such as “capital 100 billion yen” can be cited instead of relative “large company” and “industry second place”. The “enterprise scale” includes information indicating a financial scale such as sales, operating profit, capital and stock issuance, or information indicating the number of employees. The “department” or “position” means the department or position of the person in charge of the other party when dealing with the user of the apparatus. And since company information is information standardized by an absolute standard in this way, a score to be described later can be set as an appropriate score according to the standard.

  FIG. 5 is a diagram illustrating an example of company information stored in the company information storage unit. As shown in this figure, for example, for the company identified by the company ID “YP0001”, the number of employees is “6000”, the operating profit is “100 billion yen”, the industry is “automobile manufacturing”, and the other party's sales For example, the department of the person in charge serving as the negotiating contact is associated with the headquarters headquarters and the job title being head of the headquarters.

  The “first scoring holding unit” (0204) has a function of holding the first scoring for each product type ID, and can be realized by, for example, an HDD, a flash memory, or other various storage media. In addition, the “first scoring” means the product for any one or more of the standardized company size, the standardized industry, the standardized department, and the standardized job title. A score indicating the degree suitable for selling. Specifically, for example, as shown in FIG. 6 (a), for example, when the product type ID is “device for automobile production line”, the company scale (sales) is “200 billion yen or more, 10 points, From 10 billion yen to 200 billion yen, 8 points, ... or the position (of the person in charge of negotiations) is "10 points for headquarters and above, 8 points for headquarters and above ..." It has become.

  In addition, as shown in FIG. 6B, regarding the “semiconductor wafer processing apparatus”, the company scale (sales) is “100 billion yen or more, 10 points, 50 billion yen to 100 billion yen, 8 points, "..." and so on.

  Then, according to the product type, using a scoring list that determines the above-mentioned scoring for each item according to the product type ID, an arithmetic expression y = f (x) (y: scoring, x: company information), etc. You can get a score for each item. In addition, since the score is changed for each product as described above, an index value for assigning a priority according to the product can be calculated.

  In addition, these scoring values should be appropriately determined as design items by empirical rules and simulations so that prioritization of sales destinations according to the scoring to be described later is appropriate. Even if it is set, it is assumed that the value is determined to have validity. In this way, the validity of the priority index of the sales destination calculated in the present embodiment is ensured. In addition, in order to ensure the validity of the priority index calculated according to the first (and other later) scoring, for example, if the number of employees, the width of the first scoring will be "0-10", which will be described later The third scoring range for the remaining period until the product is purchased may be configured so that extreme scoring is not set by predetermining the scoring range such as “0 to 100”.

  “Product Type ID Receiving Unit” (0205) has a function of receiving a product type ID via a communication line, and includes, for example, a product type ID receiving program including a communication circuit, its controller, and a GUI (graphical user interface). Etc. can be realized. Specifically, when there is a request from the user terminal via the communication line, for example, a GUI screen for accepting the input of the product type ID as shown in FIG. 7 is returned.

  When the product type ID of the product that the user wants to sell is input to the GUI screen, the input product type ID is received via the communication line. Further, when the product name is input by the user, the product database described above may be searched using the product name as a key, and the product type ID associated with the product name may be acquired.

  The “scoring acquisition unit” (0206) has a function of acquiring a first scoring from the first scoring holding unit as a scoring associated with the received product type ID, for example, a CPU (Central Processing Unit), a main memory, It can be realized by a score acquisition program. Specifically, for example, if the received product type ID is “device for automobile production line”, a score as shown in FIG. 6A is acquired.

  The “priority index calculation unit” (0207) has a function of calculating the priority index indicating the sales priority for each company ID according to a predetermined calculation rule by applying the obtained score to the company information associated with each company ID. For example, it can be realized by a CPU, a main memory, a priority index calculation program, or the like. In addition, the “predetermined calculation rule” is a design item and is not particularly limited in the present embodiment. For example, the calculation rule for sequentially adding or accumulating each score, or adding after weighting any one of the score, For example, rules for accumulating.

  Specifically, for example, by referring to the above-described company database, a company ID related to the product identified by the acquired product type ID (which can be a sales destination candidate) is extracted. Then, company information such as “Operating profit: ¥ 100 billion” and “Position: General Manager of the headquarters” accumulated in the company database in association with the extracted company ID “R Automobile Co., Ltd.” is acquired. Then, according to the points regarding the “automobile production line device” acquired by the point acquisition unit, each point such as “Operating profit: 8 points”, “Position: 10 points”,... To do. Then, for example, it is integrated according to a predetermined calculation rule, and the priority index of “R car” is calculated as “52 points”. Similarly, for the other extracted company IDs, “60 points”, “41 points”,... Are calculated as priority indexes.

  The “reply section” (0208) has a function of returning the calculation result for each company ID in the priority index calculation section for all company IDs or a part of company IDs via a communication line. It can be realized by a reply program including the controller and GUI. Specifically, for example, a list in which company IDs or company names are rearranged in descending or ascending order according to the priority index is generated, and the list is returned as a reply screen to the user terminal via a communication line. is there. Of course, only information indicating the priority index may be returned via the communication line, and the user terminal may process or display the information.

  And, the user can see the priority index and ranking table for each company that has been replied, and for example, if it is an “automobile production line device”, it can be judged to which company it is good to sell. Condition.

  As described above, the marketing information server apparatus according to the present embodiment can calculate the priority index of the sales destination according to the product to be sold. Therefore, the effect of raising the accuracy of marketing and increasing the sales success rate can be expected.

  In addition, the marketing information server device of the present embodiment, for example, if the priority index is 200 points or more, or if the ranking is first, 30% or 5 of the sales personnel are in charge of the sales destination, etc. It is also possible to configure such that the sales advice is returned together by associating the sales advice in accordance with each priority index and ranking and holding table data.

<Hardware configuration>
FIG. 7 is a schematic diagram illustrating an example of a configuration in the marketing information server device when the above functional components are realized as hardware. The operation of each hardware component in the priority index calculation process will be described with reference to this figure.

  As shown in this figure, the marketing information server device is a priority index calculation unit and includes a “CPU” (0701) and a “main memory” (0702) for executing various other calculation processes. ing. In addition, a product database, a company database, a company information storage unit, “HDD” (0703) serving as a first scoring holding unit, a product type ID receiving unit, a score obtaining unit, and a “communication circuit” (0704) serving as a reply unit. ) And so on. They are connected to each other via a data communication path such as a “system bus” to transmit / receive information and process information.

  A program is read out to the “main memory”, and the “CPU” refers to the read out program and executes various arithmetic processes according to the procedure indicated by the program. In addition, a plurality of addresses are assigned to each of the “main memory” and “HDD”, and in the arithmetic processing of the “CPU”, the address is specified and the stored data is accessed to access the data. It is possible to perform the arithmetic processing used.

  Here, in order to construct the marketing information server device of the present embodiment, each data is input. Specifically, information about the product database as shown in FIG. 3, information about the company database as shown in FIG. 4, and company information as shown in FIG. 5 are input to the server device of this embodiment, and the identification ID Are stored in “HDD” or the like. Furthermore, as described above, for each item such as the company scale standardized with respect to the company, a score based on, for example, an empirical rule is input and stored in the “HDD” as the score data as shown in FIG. Alternatively, HTML document data constituting a search Web page or the like may be input and stored in the “HDD” so that the user can access the server device via the user terminal and retrieve information.

  Then, the user accesses the Web page from the user terminal and uses the Web page displayed on the terminal to input the product type ID of the product for which the user wants to know the sales priority. Then, the product type ID input to the Web page is transmitted via the communication line, and is received by the “communication circuit” of the marketing information server device of this embodiment. Then, the “CPU” stores the received product type ID at the address 1 of “main memory” in accordance with the product type ID receiving program. In addition, if the information input and received on the Web page is a product name or the like, a process for searching the product database held in “HDD” using the received product name as a search key is executed by a calculation process of “CPU”. Then, the product type ID specified as a result of the search may be stored at address 1 of the “main memory”.

  Subsequently, the “CPU” interprets the scoring program, and according to the interpretation result, the scoring list as shown in FIG. 6 held in the “HDD” using the product type ID stored in the “main memory” as a key. Search the master. Then, a score list of each item (company size, type of business, department, title, etc.) related to the product identified by the received product type ID is acquired and stored in addresses 2,.

  Next, “CPU” interprets the priority index calculation program, and according to the interpretation result, sales (company scale), industry, etc. for each company ID from the company information master as shown in FIG. 5 held in “HDD”. Is stored in addresses 3... Of “main memory”. If it is the sales amount, it refers to the scoring list relating to the sales stored in the addresses 2,... Of the “main memory”, and assigns the scoring according to the sales in the product type by the calculation processing of the “CPU”. calculate. Further, for other items, a score is calculated in the same manner, and the score is stored at addresses 4... Of “main memory”. Then, according to a predetermined rule stored in advance in “HDD”, for example, all the points are added without weighting or the like, and the calculated value is used as a priority index for the company. Stored in addresses 5... Of “main memory”. Similarly, priority indices are calculated for other company IDs and stored in the “main memory”.

  Then, the “CPU” interprets the reply program, and compares the priority indexes for each company ID stored in each address of the “main memory”, for example, according to the interpretation result, and performs arithmetic processing. Then, in accordance with the comparison result, list data in which company IDs are arranged in descending or ascending order of the priority index is generated and returned from the “communication circuit” to the user terminal via the communication line. Alternatively, only data that associates the company ID with the priority index may be returned. In addition, a process for searching a company database held in “HDD” using the company ID as a search key is executed by a calculation process of “CPU”, and the identified company name is returned together with a priority index as a result of the search. You may comprise as follows.

<Process flow>
FIG. 8 is a flowchart showing an example of the flow of processing in the marketing information server device of the present embodiment. The steps shown below may be steps executed by each hardware configuration of the computer as described above, or may be processing steps that constitute a program for controlling the computer recorded on a medium. I do not care.

  As shown in this figure, first, company information indicated by at least one of a standardized company size, a standardized industry, a standardized department, and a standardized position is displayed as the company ID of the company. Is recorded for storage in the company information storage unit (step S0801). In addition, to sell the product for at least one of the standardized company size, the standardized industry, the standardized department, and the standardized job title for each product type ID The first scoring point, which is a scoring point indicating a suitable degree, is recorded in order to be retained in the first scoring unit (step S0802).

  After that, when the product type ID is received via the communication line (step S0803), the first scoring point is acquired from the first scoring unit as a point associated with the received product type ID (step S0804). The obtained score is applied to the company information associated with each company ID, and a priority index indicating the sales priority is calculated for each company ID according to a predetermined calculation rule (step S0805), and for each company ID in the above step. Are returned for all company IDs or part of company IDs via the communication line (step S0806).

<Brief description of effect>
As described above, the marketing information server apparatus according to the present embodiment can calculate the priority index of the sales destination according to the product to be sold. Therefore, the effect of raising the accuracy of marketing and increasing the sales success rate can be expected.

<< Example 2 >>
<Overview>
The marketing information server device of the present embodiment is based on the above embodiment, and as a variable for calculating the priority index, for example, contact when actually contacting with the other party at various events such as exhibitions and promotions, sales meetings, etc. The number of times information and contact date information are also used.

  Alternatively, as a variable for calculating the priority index, the presence / absence of the other party's purchase budget, the remaining period until the product is purchased, and the like are also used.

  As described above, the marketing information server device according to the present embodiment sets a higher-priority sales priority index in consideration of the number of contact times and dates of corporate events, the presence / absence of a purchase budget, the remaining purchase period, and the like. Can be calculated.

<Functional configuration 1>
FIG. 9 is a diagram illustrating an example of functional blocks in the marketing information server device according to the present embodiment. As shown in this figure, the “marketing information server device” (0900) of the present embodiment is based on the above-described embodiment 1, and “product database” (0901), “company database” (0902), and “company” “Information Accumulation Unit” (0903), “First Scoring Holding Unit” (0904), “Product Type ID Receiving Unit” (0905), “Scoring Acquisition Unit” (0906), “Priority Index Calculation Unit” ( 0907) and a “reply section” (0908). In addition, since these structural requirements have already been described in the above embodiment, the description thereof will be omitted.

  The marketing information server device according to the present embodiment further includes a “contact frequency receiving unit” (0909) and a “second scoring holding unit” (0910), and the “scoring acquiring unit” A second scoring means ”(0911) is provided.

  The “contact frequency receiving unit” (0909) has a function of receiving a contact frequency, and can be realized by, for example, a communication circuit, a controller thereof, a contact frequency receiving program including a GUI, or the like. The “contact frequency” is a value obtained by standardizing the frequency of contact with an employee of the company in association with the company ID. For example, an event such as an exhibition or a promotion, or a business negotiation within a predetermined period. Examples include the number of times of contact with the other company employee and the date and time of the most recent contact. Or the number of times the company has participated in an event can be cited.

  And in this contact frequency receiving part, the information which shows the contact frequency input in the user terminal, for example is acquired in relation to a user ID or company ID via a communication line. If the contact frequency is indicated with a user who sells a product, the contact frequency may be managed in association with the user ID. Further, if the contact frequency is the number of times of participation in an event indicating that a large number of unspecified users have contacted the counterparty employee, it is not necessary to associate and manage the user ID.

  The “second score holding unit” (0910) has a function of holding a second score, which is a score indicating the degree suitable for selling the product according to the contact frequency for each product type ID. It can be realized by a memory or other various storage media. FIG. 10 is a diagram showing an example of the second scoring system. As shown in FIG. 10, regarding the automobile production line device, the number of exhibits or participation in the automobile and related exhibitions is “10 times or more. ", A score of" 10 points "is recorded as the product manufacturing is regarded as important.

  The “second scoring acquisition means” (0911) has a function of acquiring the second scoring associated with the contact frequency received by the contact frequency receiving unit as a scoring from the second scoring holding unit. It can be realized by a main memory, second scoring means or the like. The present embodiment is characterized in that the priority index is calculated using the second score obtained in this way.

<Functional configuration 2>
Further, the marketing information server device of the present embodiment has a “budget presence / absence receiving unit” and a “third scoring holding unit” (not shown) instead of or in addition to the above configuration, The “scoring acquisition unit” may include “third scoring acquisition means”.

  The “budget presence / absence receiving unit” has a function of receiving the presence / absence of a product purchase budget in association with a company ID, and can be realized by a contact frequency receiving program including a communication circuit, its controller, and GUI, for example.

  The “third score holding unit” has a function of holding a third score which is a score indicating a degree suitable for selling the product depending on the presence or absence of the company's product purchase budget, for example, HDD, flash memory, It can be realized by other various storage media. FIG. 11 is a diagram showing an example of the third scoring point. As shown in this figure, for example, when a budget for a production line device for an automobile is booked, the device is likely to be purchased. The score is recorded as “100 points”.

  “Third scoring acquisition means” has a function of acquiring from the third scoring holding unit the third scoring according to the presence / absence of the budget received by the budget presence / absence receiving unit as a scoring, for example, CPU, main memory, third It can be realized by a score acquisition means or the like. In the present embodiment, the priority index is calculated using the third score obtained in this way.

<Functional configuration 3>
Further, the marketing information server device of the present embodiment has a “remaining period receiving unit” and a “fourth scoring holding unit” (not shown) instead of or in addition to the above configuration, and the “scoring” The “acquiring unit” may include “fourth scoring means”.

  The “remaining period receiving unit” is a value obtained by standardizing the remaining period until purchasing the product indicated by the product type ID, which is information obtained by associating with the company ID and hearing at the company. It has a function of receiving the remaining period, and can be realized by, for example, a communication circuit, a controller thereof, a contact frequency receiving program including a GUI, or the like.

  The “fourth scoring unit” has a function of retaining a fourth scoring that is a point indicating the degree suitable for selling the product for each product type ID for each remaining period. For example, HDD, flash memory, etc. It can be realized by various storage media. FIG. 12 is a diagram showing an example of the fourth scoring system. As shown in FIG. 12, the remaining period until the purchase of a product, that is, for example, the timing of introduction of an apparatus for an automobile production line is one month later. For example, since it is highly possible that the purchase destination has already been determined, the score is “20 points”, and if it is three to six months later, the purchase timing is “100 points”. In addition, if it is after 3 years, the score is set to “20 points” as the previous story.

  The “fourth scoring acquisition means” has a function of acquiring from the fourth scoring holding unit using the fourth scoring associated with the remaining period received by the remaining period receiving unit as a scoring, for example, a CPU, a main memory, It can be realized by a fourth point acquisition means or the like. In the present embodiment, the priority index is calculated using the fourth score obtained in this way.

  In addition, it may be configured such that a point of assignment is determined according to whether or not a person in charge of sales of a company has a decision-making right regarding product purchase, and a priority index is calculated. Specifically, in association with the company ID, an “authority presence / absence receiving unit” that receives the authority presence / absence information indicating the presence / absence of purchase authority of the person who purchases the product indicated by the product type ID, and the purchase authority for each product type ID The fifth point holding unit holds a fifth point which is a point indicating a degree suitable for selling the product according to the presence or absence of the item, and the point acquisition unit is an authority presence / absence receiving unit. It is said that it further has “fifth scoring means” that obtains the fifth scoring associated with the received authority from the fifth scoring holding section as a scoring.

  Alternatively, it may be configured such that a point is determined according to whether or not there is a need for the product for the company, and the priority index is calculated. Specifically, in association with the company ID, a “needs presence / absence receiving unit” that receives the need presence / absence information indicating the presence / absence of the needs of the product indicated by the product type ID, and according to the presence / absence of the needs for each product type ID "Sixth Scoring Holding Unit" that holds the sixth scoring that indicates the degree suitable for selling the product, and the scoring acquisition unit determines whether the needs are received by the needs presence receiving unit. It is said that it further has “sixth point acquisition means” for acquiring the associated sixth point from the sixth point holding unit.

  Alternatively, the priority index is calculated according to whether the target company has already introduced the competitor's product or has been introduced in the past, and when the competitor's product was purchased. May be.

  As described above, the marketing information server device according to the present embodiment is highly accurate in consideration of the number of contact times and date / time of a company event, presence / absence of purchase budget, remaining purchase period, presence / absence of purchase authority and needs. A priority index for sales can be calculated.

<Process flow>
FIG. 13 is a flowchart illustrating an example of the flow of processing in the marketing information server device of the present embodiment. The steps shown below may be steps executed by each hardware configuration of the computer as described above, or may be processing steps that constitute a program for controlling the computer recorded on a medium. I do not care.

  As shown in this figure, first, for each product type ID, a second score, which is a score indicating a degree suitable for selling the product for each contact frequency, is recorded in the second score holding unit (step S1301). ). Then, for example, when a contact frequency that is a value obtained by standardizing the frequency of contact with an employee of the company is received from the user terminal via the communication line (step S1302), the received frequency is received in step S1302. The second scoring associated with the contact frequency is also acquired from the second scoring holding unit (in addition to the first scoring) (step S1303). Then, the first scoring acquired as described in FIG. 8 and the second scoring acquired in step S1303 are combined, and the scoring is applied to company information associated with each company ID according to a predetermined calculation rule. A priority index indicating the sales priority is calculated for each company ID (step S1304), and the calculation result for each company ID in the above step is returned for all company IDs or a part of company IDs via a communication line. (Step S1305).

  Although not shown, instead of step S1301 or in addition to step S1301, the above-described third and fourth points may be recorded in order to be held in the holding unit. Then, in place of or in addition to step S1302, in addition to step S1302, a step of receiving the presence / absence of a product purchase budget in association with a company ID, information obtained by hearing at the company in association with the company ID There is a step of receiving a remaining period that is a value obtained by standardizing the remaining period until the purchase of the product indicated by the product type ID, and the third scoring held in the holding unit according to the received information A step of obtaining a fourth score may be provided. In step S1304, the priority index may be calculated in consideration of the acquired third and fourth points.

<Brief description of effect>
As described above, the marketing information server device of this embodiment calculates the priority index of sales with higher accuracy, taking into account the number of times the company has contacted the event, the date and time, whether there is a purchase budget, the remaining purchase period, etc. can do.

Example 3
<Overview>
This example is based on the above example, and compares the calculated sales priority with the actual contract rate at the seller, and the calculated priority index is different from the actual contract rate. It is a marketing information server apparatus provided with the function which feedback-corrects a score so that it may not. Specifically, for example, if the actual contract rate is 60% for a company A with a sales index of 80 points for a certain product α, the score is assumed to be higher than the actual one. According to the rule, a part of the score relating to the product α is corrected downward. On the other hand, when the actual closing rate is 80% for the company B with a sales priority index of 40 points for a certain product β, it is said that a part of the score for the product β is revised upward according to a predetermined rule. Condition.

  In this way, in the marketing information server device of the present embodiment, it is possible to expect an effect that a more accurate priority order can be calculated by performing feedback correction of the score.

<Functional configuration>
FIG. 14 is a diagram illustrating an example of functional blocks in the marketing information server device according to the present embodiment. As shown in this figure, the “marketing information server device” (1400) of this embodiment is based on the above-described embodiment 1 and the like, and “product database” (1401), “company database” (1402), “ “Company Information Storage Unit” (1403), “First Scoring Holding Unit” (1404), “Product Type ID Receiving Unit” (1405), “Scoring Acquisition Unit” (1406), and “Priority Index Calculation Unit” (1407) and “reply section” (1408). In addition, since these structural requirements have already been described in the above embodiment, the description thereof will be omitted. Further, on the basis of the second embodiment, a “contact frequency receiving unit”, “second scoring holding unit”, “second scoring acquisition unit”, “budget presence / absence receiving unit”, and “third scoring holding unit” (not shown). And “third score acquisition means”, or “remaining period reception unit”, “fourth score holding unit”, “fourth score acquisition means”, and the like.

  The marketing information server device according to the present embodiment includes a “scheduled relational expression holding unit” (1409), a “result data holding unit” (1410), a “divergence degree calculation unit” (1411), and a “determination unit”. (1412) and an “adjusting unit” (1413).

  The “scheduled relational expression holding unit” (1409) has a function of holding the planned relational expression, and can be realized by, for example, an HDD, a flash memory, or other various recording media. The “scheduled relational expression” is a relational expression that should be a priority index and a sales success rate. For example, as shown in FIG. 15, the priority index is 100 points, 100 points is a 100% sales success rate, and 40 points is a 40% sales success rate. There is a formula. Of course, this schedule relational expression is an example, and may be expressed by a higher-order function of a linear or higher order.

  The “result data holding unit” (1410) has a function of holding result data, and can be realized by, for example, an HDD, a flash memory, or other various recording media. The “actual data” refers to data indicating the actual relationship between the priority index and the actual sales success rate. For example, when the manufacturer X sells the product α in the order of the priority index of the sales, We succeeded in receiving orders from Company B of 40 instead of Company A with a priority index of 80. In such a case, the sales success value “0 (failure)” for the priority index 80 and the sales success value “100 (success)” for the priority index 40 are acquired.

  In addition, if a positive response was received to an order that did not result in a complete order, or if the order was not received this time but a promise for the next order was attached, the sales success value such as “40” would be used. Also good. And the data is acquired similarly from other users Y, Z, and so on, and the average of the success values in each priority index is acquired and held as a sales success rate. In addition, by acquiring information such as item values (for example, 10 million for sales scale, 100 for the number of employees) when the priority index is calculated when acquiring the actual data, it is possible to obtain a score to be described later. In the correction, each item can be finely corrected.

  Regarding the acquisition of the result data, information indicating success / failure regarding actual sales is acquired from each user via a communication line, and it is preferable to calculate the result data by statistical processing.

  The “deviation degree calculation unit” (1411) has a function of calculating the degree of deviation from the scheduled relational expression held in the relational expression holding part of the result data held in the result data holding part. It can be realized by a main memory, a divergence degree calculation program, or the like. Specifically, for example, as shown in FIG. 16, if the function indicated by the planned relational expression is a solid line α and the function indicated by the actual data is a chain line β, the success expectation when the priority index is 30 points is 30, for example. However, since the actual success rate is 15%, the degree of divergence at the priority index of 30 is calculated as “−15”. Similarly, the degree of divergence is calculated for other priority index values.

  The “determination unit” (1412) has a function of determining whether the result calculated by the divergence degree calculation unit is greater than or equal to a predetermined divergence degree, and can be realized by a CPU, a main memory, a determination program, or the like, for example. Specifically, for example, a magnitude comparison process between a predetermined divergence degree held in a flash memory or the like, for example, “10”, and the calculated divergence degree is performed by a calculation process of the CPU.

  The “adjustment unit” (1413) determines the score of the score holding unit so that the deviation degree is within a predetermined range when the determination result by the determination unit is a predetermined deviation degree or more. It has a function to adjust, and can be realized by, for example, a CPU, a main memory, an adjustment program, and the like. Specifically, for example, if the item value at the time of calculating the priority index is acquired as described above, for example, the distribution of 8 million points for sales of 10 million yen is adjusted to 4 points. It is a condition of finely adjusting the points.

  As described above, it is possible to expect an effect that a more accurate priority order can be calculated by performing feedback correction so that each allocation point is close to the actual success rate by the marketing information server device of the present embodiment.

<Process flow>
FIG. 17 is a flowchart illustrating an example of a processing flow in the marketing information server device according to the present embodiment. The steps shown below may be steps executed by each hardware configuration of the computer as described above, or may be processing steps that constitute a program for controlling the computer recorded on a medium. I do not care.

  As shown in this figure, a set of priority order and actual success rate is collected from the user terminal, and result data is calculated and recorded for storage in the result data holding unit (step S1701). Then, the degree of divergence between the scheduled relational expression held in advance in the scheduled relational expression holding part and the actual result data held in the actual result data holding part is calculated (step S1702), and the calculated result is a predetermined deviation. It is determined whether or not it is greater than or equal to the degree (step S1703). If the result of the determination is that the degree of divergence is equal to or greater than a predetermined degree of divergence, the score of the score holding unit is adjusted so that the degree of divergence falls within a predetermined range (step S1704).

<Brief description of effect>
As described above, it is possible to expect an effect that a more accurate priority order can be calculated by performing feedback correction so that each allocation point is close to the actual success rate by the marketing information server device of the present embodiment.

0200 Marketing Information Server Device 0201 Product Database 0202 Company Database 0203 Company Information Accumulation Unit 0204 First Scoring Holding Unit 0205 Product Type ID Receiving Unit 0206 Scoring Acquisition Unit 0207 Priority Index Calculation Unit 0208 Reply Unit

Claims (10)

A product database that associates each product name with a product type ID for a plurality of products;
A company database that associates each company name and company ID for multiple companies;
A marketing information server device that calculates the sales priority of a company that sells a product according to the product type ID of the product,
A company information storage unit that stores company information indicated by at least one of a standardized company size, a standardized industry, a standardized department, and a standardized position in association with the company ID of the company. When,
Suitable for selling the product for any one or more of the standardized company size, the standardized industry, the standardized department, and the standardized job title for each product type ID A first scoring holding unit that holds a first scoring that is a scoring point indicating a degree of being,
A product type ID receiving unit for receiving the product type ID via a communication line;
A score acquisition unit that acquires the first score from the first score holding unit as a score associated with the received product type ID;
A priority index calculation unit that applies the obtained score to company information associated with each company ID and calculates a priority index indicating a sales priority for each company ID according to a predetermined calculation rule;
A reply unit that returns the calculation result for each company ID in the priority index calculation unit for all company IDs or for some company IDs via a communication line;
A marketing information server device. A contact frequency receiving unit that receives a contact frequency that is a value obtained by standardizing the frequency of contact with an employee of the company in association with the company ID;
Have
A second scoring holding unit for holding a second scoring that is a scoring system indicating a degree suitable for selling the product by the contact frequency for each product type ID;
The said scoring acquisition part further has the 2nd scoring acquisition means which acquires from the 2nd scoring holding | maintenance part by making also the 2nd scoring associated with the contact frequency received in the contact frequency receiving part into a scoring. Marketing information server device. A budget presence / absence receiving unit that receives the presence / absence of a product purchase budget in association with a company ID;
Have
A third scoring holding unit for holding a third scoring that is a scoring system indicating a degree suitable for selling the product according to the presence or absence of the company's product purchase budget;
The said scoring acquisition part further has the 3rd scoring acquisition means which acquires from the 3rd scoring holding part also using the 3rd scoring according to the budget presence / absence received by the budget presence / absence receiving part as a scoring. Marketing information server device. Remaining period reception for receiving the remaining period, which is information obtained by hearing at the company in association with the company ID, which is a value obtained by standardizing the remaining period until the product indicated by the product type ID is purchased. And
A fourth scoring holding unit for holding a fourth scoring that is a scoring system indicating a degree suitable for selling the product for each remaining product type ID for each remaining period;
Have
The said scoring acquisition part further has the 4th scoring acquisition means which acquires from the 4th scoring holding part also using the 4th scoring associated with the remaining period received by the remaining period receiving part as a scoring. The marketing information server device according to any one of the above. A scheduled relational expression holding unit that holds a planned relational expression that is a relational expression between the priority index and the sales success rate;
A performance data holding unit that stores performance data indicating a performance relationship between the priority index and the actual sales success rate;
A divergence degree calculating unit for calculating a degree of divergence from the planned relational expression held in the relational expression holding part of the actual data held in the actual data holding part;
A determination unit that determines whether the result calculated by the divergence degree calculation unit is equal to or greater than a predetermined divergence degree stored in advance in a storage device ;
If the determination result in the determination unit is a determination result that is greater than or equal to a predetermined divergence degree, the actual data by the adjusted score satisfies the scheduled relational expression so that the divergence degree is within a predetermined range. an adjustment unit that adjusts the dispensing point of allocated points holding unit vol,
The marketing information server device according to any one of claims 1 to 4, further comprising: A product database that associates each product name with a product type ID for a plurality of products;
A company database that associates each company name and company ID for multiple companies;
A marketing information server device operating method that calculates the sales priority of a company that sells a product according to the product type ID of the product,
The company information indicated by any one or more of the standardized company size, standardized industry, standardized department, and standardized position is stored in the company information storage unit in association with the company ID of the company. The company information accumulation step to record,
Suitable for selling the product for at least one of the standardized company size, the standardized industry, the standardized department, and the standardized job title for each product type ID A first scoring holding step for recording the first scoring that is a scoring point indicating a degree to be held in the first scoring holding unit;
A product type ID receiving step for receiving the product type ID via a communication line;
A score acquisition step for acquiring a first score from the first score holding unit as a score associated with the received product type ID;
A priority index calculation step of calculating a priority index indicating a sales priority for each company ID according to a predetermined calculation rule by applying the acquired score to the company information associated with each company ID;
A reply step of returning the calculation result for each company ID in the priority index calculation step for all company IDs or for some company IDs via a communication line;
Method of operating marketing information server apparatus for causing computer to execute. A contact frequency receiving step for receiving a contact frequency that is a value obtained by standardizing the frequency of contact with an employee of the company in association with the company ID;
A second scoring holding step for recording a second scoring system, which is a scoring system indicating a degree suitable for selling the product for each product type ID for each contact frequency, in the second scoring unit;
To the computer,
The said scoring acquisition step further includes a second scoring acquisition step of acquiring from the second scoring holding unit using the second scoring associated with the contact frequency received in the contact frequency receiving step as a scoring point. Operation method of marketing information server device. A third scoring holding step for recording a third scoring, which is a scoring system indicating a degree suitable for selling the product according to the presence or absence of the company's product purchase budget, in the third scoring holding unit;
A budget presence / absence receiving step for receiving presence / absence of a product purchase budget in association with a company ID;
To the computer,
The said scoring acquisition step further includes a third scoring acquisition step of acquiring from the third scoring holding unit using the third scoring according to the budget presence / absence received in the budget presence / absence receiving step as a scoring. Operation method of marketing information server device. Remaining period reception for receiving the remaining period, which is information obtained by hearing at the company in association with the company ID, which is a value obtained by standardizing the remaining period until the product indicated by the product type ID is purchased. Steps,
A fourth scoring holding step for recording a fourth scoring system, which is a scoring system indicating the degree suitable for selling the product for each remaining product period ID, in the fourth scoring unit;
To the computer,
The said scoring acquisition step further includes a fourth scoring acquisition step of acquiring from the fourth scoring holding unit using the fourth scoring associated with the remaining period received in the remaining period receiving step as a scoring point. The operation | movement method of the marketing information server apparatus as described in any one. A scheduled relational expression holding step for recording a planned relational expression that is a relational expression between the priority index and the sales success rate to be held in the planned relational expression holding unit;
A performance data holding step for recording performance data indicating a performance relationship between the priority index and the actual sales success rate in the performance data holding section;
A divergence degree calculating step for calculating a divergence degree from the scheduled relational expression held in the relational expression holding part of the result data held in the result data holding part,
A determination step of determining whether the result calculated in the divergence degree calculation step is equal to or greater than a predetermined divergence degree stored in advance in the storage device ;
If the determination result in the determination step is a determination result that the degree of deviation is equal to or greater than a predetermined degree of deviation, the actual data based on the adjusted score satisfies the predetermined relational expression so that the degree of deviation is within a predetermined range. an adjusting step of adjusting the dispensing point of allocated points holding unit vol,
The operation method of the marketing information server device according to any one of claims 6 to 9, which causes a computer to execute.

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