JP5108831B2 - Sales activity support device, sales activity support method, and sales activity support program - Google Patents

Description

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

  The general sales activity of a sales person is to leave a sales base, visit a plurality of customers one after another, and finally return to the sales base to create a report document about the sales activities of the day. In order to improve sales performance, it is necessary to efficiently visit many customers who are likely to lead to sales performance.

2. Description of the Related Art Conventionally, a technique for creating a sales activity route (visit route) for a salesperson visiting a customer is known.
For example, the invention of Patent Document 1 plans a business activity route and a required time based on operation information and position information of a work machine.
The invention of Patent Document 2 uses a global positioning system to create a sales activity path for visiting customers in order of closeness to the current position of the sales staff.

JP 2008-146292 A (paragraph 0005) JP 2007-72981 A (paragraph 0009)

However, in the inventions of Patent Documents 1 and 2, there is no distinction between a customer who must visit and a customer who can visit if there is a margin. Therefore, when there is a sales activity route that visits a customer that must be visited, it is not possible to determine a sales activity route for a customer that can be visited if there is a spare time using spare time. Can not.
Furthermore, in the inventions of Patent Documents 1 and 2, it is not possible to utilize existing contract information or a prospect of closing a new contract for the determination of a sales activity route.

  Therefore, the present invention determines a sales activity route including customers who can visit if there is a spare time using spare time while utilizing existing contract information and promising new contracts. The purpose is to provide a sales activity support device.

  The sales activity support apparatus according to the present invention creates a first sales activity path in which customers who are required to visit on a certain date are arranged in order of time of visit, and forms the created first sales activity path. Based on the address that is the starting point of the section, which is the journey between customers, the address that is the end point of the section, and the customer's address, the sales employee determines the end point of the section from the starting address of the section via the customer's address. Calculate the additional visit required time to reach the address, and calculate the additional visit required time from the free time from the time when the customer who is the starting point of the section is visited to the time when the customer who is the end point of the section is visited The subtracted difference is calculated, and candidate customers that can be visited are presented in the descending order of the calculated difference and for each section.

  According to the present invention, a business operation that uses existing contract information and a prospect of closing a new contract and determines a business activity route including a customer who can visit if there is a spare time using the free time. It becomes possible to provide an activity support device and the like.

It is a block diagram of the sales activity support system which concerns on this embodiment. (A) is a figure showing an example of a customer information database concerning this embodiment. (B) is a figure which shows an example of the salesperson information database which concerns on this embodiment. (C) is a figure which shows an example of the merchandise information database which concerns on this embodiment. (A) is a figure showing an example of the handwritten information database concerning this embodiment. (B) is a figure which shows an example of the event information database which concerns on this embodiment. (A) is a figure explaining the positional information which concerns on this embodiment. (B) is a figure which shows an example of the sampling point information database which concerns on this embodiment. (C) is a figure which shows an example of the stroke information database which concerns on this embodiment. (A) is a figure showing an example of visitable customer selection data concerning this embodiment. (B) is a figure which shows an example of the priority weight which concerns on this embodiment. It is a figure which shows an example of a business daily report in this embodiment. It is a figure which shows an example of the business activity route creation screen which concerns on this embodiment. It is a figure which shows an example of the visitable customer list creation screen which concerns on this embodiment. It is a figure which shows another example of the sales activity route creation screen which concerns on this embodiment. It is a flowchart of the sales activity route creation process procedure which concerns on this embodiment. It is a detailed flowchart of step S410 of the sales activity route creation processing procedure according to the present embodiment. It is a flowchart of the sales activity registration processing procedure which concerns on this embodiment.

  Hereinafter, a mode for carrying out the present invention (referred to as “the present embodiment”) will be described in detail with reference to the drawings.

(Sales activity support system)
The sales activity support system 1 will be described with reference to FIG.
The sales activity support system 1 includes a sales activity support device 2, a terminal device 3, and a printing device 4, which are connected by a network 5.
The sales activity support device 2 is a general computer, and includes a central control device 11, a main storage device 12, an auxiliary storage device 13, and a communication device 14. These are connected to each other by a bus.
The auxiliary storage device 13 stores a customer information database 31, a salesperson information database 32, a product information database 33, a handwritten information database 34, an event information database 35, a sampling point information database 36, a stroke information database 37, and a priority weight 39. (Details are described later).
The “first correspondence information”, “second correspondence information”, “third correspondence information”, and “fourth correspondence information” are the customer information database 31, event information database 35, product information database 33, and Each corresponds to the salesperson information database 32.
The visitable customer selection data 38 is data that is created in a business activity route creation processing procedure described later and is temporarily stored in the main storage device 12.
The sales activity route creation unit 21 and the sales activity registration unit 22 are programs. Thereafter, when the subject is described as “XX section”, the central control device 11 reads out each program from the auxiliary storage device 13 and loads it into the main storage device 12 to realize the function of each program. And

The terminal device 3 is a general computer and includes a central control device 41, a main storage device 42, an auxiliary storage device 43, a communication device 44, an input device 45, an output device 46, and a digital pen connection device 47. These are connected to each other by a bus. The terminal device 3 further includes a digital pen 6. Communication between the digital pen 6 and the digital pen connection device 47 is ensured by wireless technology. When a salesperson writes characters or the like on the business daily report 7 using the digital pen 6, the written information is associated with the plane coordinates on the business daily report 7 and stored in the main storage device 42 or the auxiliary storage device 43. The
The printing device 4 is a device for printing the daily business report 7. It is assumed that a fine dot pattern for specifying the plane coordinates on the business daily report 7 is written on the entire page of the business daily report 7.
The mechanism of the digital pen is known as disclosed on the Web page of the following URL of the present applicant.
http://www.hitachi.co.jp/Div/jkk/solution/tegaki/element.html
http://www.hitachi.co.jp/Div/jkk/solution/tegaki/composition01.html

  In FIG. 1, the sales activity support device 2, the terminal device 3, and the printing device 4 are each configured as one unit. However, a plurality of these three types of devices may exist. Furthermore, all or some of these three types of devices may be configured as one.

(Customer information database)
The customer information database 31 will be described with reference to FIG.
In the customer information database 31, in association with the customer ID stored in the customer ID column 101, a name is stored in the name column 102, a date of birth is stored in the date of birth column 103, and an address is stored in the address column 104. The contract column 105 stores information related to the existing contract, the salesperson ID column 106 stores the salesperson ID, and the contractual promise degree column 107 stores the contractual probability.

The customer ID in the customer ID column 101 is an identifier that uniquely identifies the customer.
The name in the name column 102 is the name of the customer. In this embodiment, the customer is an individual.
The date of birth in the date of birth column 103 is the date of birth of the customer.
The address in the address column 104 is the customer's address.
The information regarding the existing contract in the existing contract column 105 is information regarding the contract (existing contract) that the customer has already concluded. Here, the number for identifying the contract, the product ID (detailed later), the contract date (the date when the contract is concluded) and the maturity date (the date when the contract ends) are described. If there is no existing contract, “None” is stored.
The salesperson ID in the salesperson ID column 106 is an identifier that uniquely identifies the salesperson visiting the customer. In the present embodiment, it is assumed that one salesperson is assigned as a dedicated person to one customer. If it is not assigned, “None” is stored.
The probability of contract in the contract probability column 107 is a degree of future contract probability for each contract type. In this embodiment, for example, there are “student insurance”, “life insurance”, and “pension insurance” as types, and “high” and “low” as levels, for example. The contract probability is not necessarily stored for every contract type.

(Salesperson information database)
The salesperson information database 32 will be described with reference to FIG.
In the salesperson information database 32, in association with the salesperson ID stored in the salesperson ID field 111, the name field 112 has a name, the business start date field 113 has a business start date, and the possession qualification field 114 has a name. The product qualification is stored in the product ID column 115.

The salesperson ID in the salesperson ID column 111 is the same as the salesperson ID in FIG.
The name in the name column 112 is the name of the salesperson.
The business start date in the business start date column 113 is the date on which the sales employee first performed the business activity (visit to the customer).
The holding qualification in the holding qualification column 114 is the name of one or a plurality of qualifications held by the salesperson.
The product ID in the product ID column 115 is a product ID (detailed later) of one or more products that sales people are good at selling.

(Product information database)
The product information database 33 will be described with reference to FIG.
In the product information database 33, the product name stored in the product ID column 121 is associated with the product ID, the product name column 122 is the product name, the keyword column 133 is the keyword, the contract period column 124 is the contract period, The column 125 stores the amount of money, and the sales requirement qualification column 126 stores the requirement for sale.

The product ID in the product ID column 121 is an identifier that uniquely identifies the product that the salesperson sells to the customer.
The product name in the product name column 122 is the name of the product.
The keywords in the keyword column 123 are one or more words that often express the characteristics of the product or are often used to describe the product.
The contract period in the contract period column 124 is a period (number of years) in which the contract for the product is valid.
The amount in the amount column 125 is the unit price of the product. In the present embodiment, since the product is insurance, a monthly insurance fee is stored.
The necessary sales qualification in the necessary sales qualification column 126 is a name of the qualification that the salesperson must have in accordance with laws and regulations or internal regulations when selling products.

(Handwritten information)
The description of FIG. 3 will be described later, and the position information acquired by the digital pen 6 will be described with reference to FIG.
Assume a paper surface that is almost infinite in size, corresponding to the area of one continent. Then, the XY coordinate axes are placed on the paper surface. Every part of the paper has a fine dot pattern indicating the XY coordinates at that position. A part of such paper is cut out to form one business daily report 7 (the contents of the business daily report 7 will be described later).
The salesperson uses the digital pen 6 to write characters and the like on the daily business report 7. The digital pen 6 is equipped with a camera (not shown) that reads the dot pattern, and the XY coordinates of the position on the business daily report 7 through which the pen tip of the digital pen 6 has passed can be acquired in time series. By analyzing the time-series position information, the image data drawn by the digital pen 6 can be acquired. Furthermore, the image data can be converted into character data by a known technique.
Even if there are a plurality of business daily reports 7 having the same format, the XY coordinate value indicates a unique position through all the sheets. Accordingly, the image data and the character data converted from the image data can be stored in association with a specific column on the specific business daily report 7.
Further, if a specific digital pen 6 is assigned to a specific salesperson, it is possible to know which salesperson has written what image (character) data in which column of which daily report 7. .

  In the above description, the global coordinate system used in common throughout all pages of the business daily report 7 has been described as an example. However, each page of the business daily report 7 has a local coordinate system that applies only to that page, and the local coordinate system and the global coordinate system may be managed so as to be mutually convertible. Good. In the following description, an example using only the global coordinate system will be described.

The sampling point information database 36 will be described with reference to FIG.
In the sampling point information database 36, the difference time field 162 is associated with the pointer stored in the pointer field 161, the X coordinate field 163 is the X coordinate, the Y coordinate field 164 is the Y coordinate, It is remembered.

The pointer in the pointer column 161 is an identifier that identifies a record in the sampling point information database 36.
The difference time in the difference time column 162 is a time (seconds) elapsed from the time when the stroke (detailed later) is started. In the present embodiment, since the digital pen 6 acquires the X coordinate and the Y coordinate (sampling point information) every 0.25 seconds, the difference time is 0.00, 0.25, 0.50,... become.
Note that the difference time is actually shorter in order to improve the accuracy of character recognition, but here it is set to an interval of 0.25 seconds for the sake of simplicity. Furthermore, the difference time intervals do not necessarily have to be equal.
The X coordinate in the X coordinate field 163 is the X coordinate of the position where the pen tip of the digital pen 6 has passed.
The Y coordinate in the Y coordinate field 164 is the Y coordinate of the position where the pen tip of the digital pen 6 has passed.
The pointer may be stored in each record, or may be stored only in the record having the difference time “0.00” as illustrated.

The stroke information database 37 will be described with reference to FIG.
In the stroke information database 37, in association with the stroke ID stored in the stroke ID column 181, the input start time column 182, the input start date and time, the sampling point column 183, the sampling point, and the start pointer column 184, A start pointer is stored.

The stroke ID in the stroke ID column 181 is an identifier for specifying a stroke. The stroke is a “one stroke” (one group written continuously without leaving the page) such as characters written by the digital pen 6. The digital pen 6 has a pressure sensor (not shown), and monitors the pressure (writing pressure) between the pen tip and the paper surface, and one stroke continues during the period when pressure is sensed. It shall be recognized that the period is
Stroke IDs are numbered consecutively in order of input start date and time.
The input start date and time in the input start time column 182 is the date and time when the stroke was started.
The sampling point number in the sampling point column 183 is the number of records in the sampling point information database 36 acquired during the stroke.
The start pointer in the start pointer column 184 is a pointer at the time when each stroke is started.

4 (b) and 4 (c), the record 185 in FIG. 4 (c) is the records 165 to 172 in FIG. 4 (b), and the record 186 in FIG. Corresponds to the records 173 to 175.
The sampling point information database 36 and the stroke information database 37 are stored in the auxiliary storage device 43 of the terminal device 3, and the communication device 44 of the terminal device 3 is triggered by an instruction from a salesperson or when a predetermined time elapses. To the communication device 14 of the sales activity support device 2. The sampling point information database 36 and the stroke information database 37 are stored in the auxiliary storage device 13 of the sales activity support device 2.

(Handwritten information database)
Returning to FIG. 3A, the handwritten information database 34 will be described.
In the handwritten information database 34, in association with the handwritten information ID stored in the handwritten information ID column 131, the salesperson ID column 132 has the salesperson ID, the stroke ID column 133 has the stroke ID, and the entry content column 134 has The contents of entry are memorized.

The handwritten information ID in the handwritten information ID column 131 is the information (handwritten) written in the memo column (reference numerals 199, 208, and 216 in FIG. 6) among the information written in the daily business report 7 by the salesperson using the digital pen 6. It is an identifier that uniquely identifies (information).
The salesperson ID in the salesperson ID column 132 is the same as the salesperson ID in FIG.
The stroke ID in the stroke ID column 133 is the same as the stroke ID in FIG. However, it is assumed here that a plurality of continuous stroke IDs are stored as “L0000001-L0000100”.
The entry content in the entry content column 134 is character data obtained by analyzing sampling point information belonging to a plurality of strokes specified by the stroke ID.
For example, it is assumed that the stroke ID is “L0000001-L0000002”. Referring to FIGS. 4B and 4C, character data (one-line character) obtained by analyzing the sampling point information in columns 165 to 172 and the sampling point information in columns 173 to 175 in FIG. It can be seen that two or two stroke characters are assumed). Actually, the number of consecutive stroke IDs is much larger than this, and the content of the entry will be longer as "A child will enter elementary school in April 2009 ...".

(Event information database)
The event information database 35 will be described with reference to FIG.
In the event information database 35, in association with the event ID described in the event ID column 141, the type column 142 has a type, the date / time column 143 has a date / time, the address column 144 has an address, and the salesperson ID column 145. Salesperson ID, customer ID column 146 customer ID, product ID column 147 product ID, handwritten information column 148 handwritten information ID, purpose column 149 purpose, and result column 150 The result is stored.

The event ID in the event ID column 141 is an identifier that uniquely identifies a customer visit (event) by a salesperson.
The type in the type column 142 is information indicating the type of event. In the present embodiment, it is one of “reservation” indicating that the customer is promised to visit and the visit is essential, and “visited” indicating that the customer has already been visited. .
The date / time in the date / time column 143 is a date when the customer should be visited, a visit start time, and a visit end time.
The address in the address column 144 is the same as the address in FIG.
The salesperson ID in the salesperson ID column 145 is the same as the salesperson ID in FIG. Here, the salesperson in charge of the customer to be visited is identified.
The customer ID in the customer ID column 146 is the same as the customer ID in FIG. Here, the customer who should be visited is specified.
The product ID in the product ID column 147 is the same as the product ID in FIG. Here, one or a plurality of products for which procedures, solicitations, and the like are to be performed (performed) by the sales staff are specified.
The handwritten information ID in the handwritten information ID column 148 is the same as the handwritten information ID in FIG. “-” Is stored in a record whose type is “reservation” or a record which is not entered in the memo column (reference numerals 199, 208 and 216 in FIG. 6) of the business daily report 7 even if the type is “visited”. Is done.
The purpose of the purpose column 149 is the purpose of the visit.
The result in the result column 150 is a sales result. “-” Is stored in the record whose type is “reservation” or the record which is not entered in the result column of the business daily report 7 (reference numerals 197, 206 and 214 in FIG. 6) even if the type is “visited”. Is done.

(Visible customer selection data)
The visitable customer selection data 38 will be described with reference to FIG.
In the visitable customer selection data 38, the customer ID is associated with the section stored in the section field 271, and the customer ID is in the maturity field 273, the visit interval field 274, the prospect field 275, the qualification field 276 and the specialty field. Each priority value is stored in 277, the total is stored in the total column 278, and the priority is stored in the priority column 279.

The section of the section column 271 is information for specifying individual routes obtained by dividing the business activity route.
The “sales activity route” (also simply referred to as “route”) is a route from when the sales employee leaves the sales base to the customer and returns to the sales base. One “sales activity path” is the path between the sales base and the first customer, the path between the first customer and the next customer, ..., the path between the last customer and the sales base. Can be divided. These individual paths are called “sections”.
For example, the section “1 → 2” indicates a path between “a first customer that is mandatory to visit” and “a second customer that is mandatory to visit”.
Each priority value in the maturity column 273 to the specialty column 277 is a numerical value that evaluates that the customer should be visited with priority from each viewpoint in the column heading. Here, the priority value is either “0” or “1”, but other numerical values may be used instead of “1” (details will be described later). The meaning of the viewpoints “maturity”, “visit interval”, etc. in the heading will be described later.
The sum in the total column 278 is the sum of all priority values (the sum of columns 273 to 277).
Note that the product of the priority values (the products of the columns 273 to 277) may be used instead of the sum of the priority values. In this case, if there is even one priority value “0”, the product (the value in the total column 278) is “0”.
The priority order in the priority order column 279 is the order (1, 2, 3,...) Given in descending order of the total for each section.

(Priority weight)
The priority weight 39 will be described with reference to FIG.
In the priority weight 39, the priority values are stored in the maturity column 282, the visit interval column 283, the prospect column 284, the qualification column 285, and the specialty column 286 in association with the weight ID stored in the weight ID column 281. Has been.
The weight ID in the weight ID column 281 is an identifier that uniquely identifies the record.
Each priority value in the maturity column 282 to the specialty column 286 is a numerical value indicating how important each viewpoint in the column heading is in the overall viewpoint. Accordingly, the absolute level of the priority value itself is not meaningful, but the relative magnitude relationship when compared with other priority values is significant.
For example, in the record in the first row, the priority values for all viewpoints are all “1”. This shows that each viewpoint is evaluated equally.
In the record on the second line, only the priority value of the viewpoint “maturity” is “2”, and the other priority values are “1”. This indicates that customers who have a product with a near maturity should be visited in preference to, for example, customers with a visit interval.
For example, during the “maturity continuation rate increase campaign”, each record can be selected by the salesperson, such as selecting the record in the second row.

(Business daily report)
The daily business report 7 will be described with reference to FIG.
The daily business report 7 is created for each salesperson and for each date. Information about customers visited by the salesperson on that date (visit destination information) is listed from top to bottom in order of visit. In the example of FIG. 6, the first visit destination information is described as “first visit” 191, and the next visit destination information is described as “second visit” 200. Below these, the visit destination information in which each line is blank is described as “for new visit” 209. In this example, it is assumed that three pieces of destination information (“first visit”, “second visit”, and “new visit”) are described, but only the number of customers visiting that day, It is assumed that the destination information “visit ○ item” is described. Furthermore, a plurality of pieces of visit destination information “for new visits” whose columns are blank may be described.

The destination information “first visit” 191 will be described.
Type 192 indicates “reservation” indicating that the customer is required to visit because he / she promises to visit, and that he / she can use the free time to visit if there is room. One of “recommended”. In this example, it is “reserved”.
Time 193 is a visit start time and a visit end time. Initially, these times are listed near the left check box. If the sales staff can visit the facility on time, a check mark is entered in the left check box using the digital pen 6. If the visit cannot be made according to those times, a check mark is entered in the right check box, and the visit start time and visit end time actually visited are entered in parentheses.
The address 194 is the same as the address in FIG.
The name 195 is the same as the name in FIG.
The purpose 196 is the same as the purpose of FIG.

The result 197 is the same as the result of FIG. Here, one of the “contract”, “interested”, “not interested”, and “unvisited” is selected by the salesperson using the digital pen 6 (a check mark is entered in the check box). If “interested” or “not visited” is selected, the product name or the reason is entered in parentheses.
The next visit schedule 198 is the date and time when the customer is to be visited next time. Initially, this line is blank. When the visit is over and the customer promises the date and time of the next visit, the salesperson uses the digital pen 6 to enter a check mark in the left check box, and the date, visit start time and visit end in parentheses. Enter the time. If you did not promise, put a check mark in the check box on the right.
The memo 199 is a free entry line. The information entered in this line with the digital pen 6 is stored in the handwritten information database 34 with the handwritten information ID as the entry content (see FIG. 3A).
The same applies to the destination information “second visit” 200.

  The configuration of the row of the visit destination information “for new visit” 209 is almost the same as that of the visit destination information “first visit” 191 (except that there is no “type” row), but initially all rows Is blank. The salesperson may visit a customer who is not stored in the sales activity support device 2. After making such a new visit, the digital pen 6 is used to fill in each line of “for new visit” 209.

(Processing procedure)
Hereinafter, while explaining the processing procedure, the screen displayed on the output device 46 of the terminal device 3 in parallel will also be described.
The processing procedure includes a sales activity route creation processing procedure in which a sales activity route is determined and a daily sales report 7 is created before the sales employee enters the sales activity (visit to the customer), and the sales employee fills in the sales daily report 7 There is a sales activity registration processing procedure for storing the data.

(Sales activity route creation processing procedure)
The sales activity route creation processing procedure will be described with reference to FIG.
The sales staff leaves the sales office, visits one or more customers who are required to visit one or more ("reservation" customers, also referred to as "reservation customers"), and finally visits the sales office. Return. In the following description, it is assumed that the sales staff visits a plurality of reservation customers once a day for each reservation customer in one stroke.
In the sales activity route creation processing procedure, the sales activity route creation unit 21 first creates a route for visiting all customers who are required to visit. Next, for each section, a plurality of candidate customers who can visit if there is a margin are presented. Furthermore, one candidate most suitable for the visit among the candidates is presented for each section.

In step S401, the sales activity route creation unit 21 of the sales activity support device 2 accepts a login.
Specifically, the sales activity route creation unit 21 displays a login screen (not shown) on the output device 46 of the terminal device 3 and accepts that the salesperson inputs the salesperson ID.

In step S402, the business activity route creation unit 21 acquires a reserved customer.
Specifically, the sales activity route creation unit 21 searches the event information database 35 using the salesperson ID received in step S401, “reservation” as the type, and the current date as a search key, and finds all corresponding records. get. The current date is assumed to be held by the sales activity creation unit 21.
In this embodiment, it is assumed that the process is started immediately before the visit (same date as the visit). However, for example, it is also possible to create a business activity route for a visit date on or after the next day on this day. In this case, “current date” is read as “date of visit date”.

In step S403, the sales activity route creation unit 21 displays a sales activity route creation screen.
Specifically, the business activity route creation unit 21 displays the business activity route creation screen 51 (FIG. 7) on the output device 46 of the terminal device 3 (hereinafter, simply described as “display”, the terminal Display on the output device 46 of the device 3). Then, the salesperson ID received in step S 401 is displayed in the salesperson ID column 231, and the newly assigned business daily report ID is displayed in the business daily report ID column 232. At this time, the fields 234 to 242 of the sales activity route 233 are blank.

  In step S404, the business activity route creation unit 21 rearranges the records of the event information database 35 acquired in step S402 in the order of early visit start time in the date / time column 143.

In step S405, the business activity route creation unit 21 displays the name and the probability of closing.
Specifically, the sales activity route creation unit 21 searches the customer information database 31 using the customer ID of the first unprocessed record among the records rearranged in step S404 as a search key, and the name of the corresponding record. And get the probability of closing. As for the probability of closing, only those related to “High” are acquired. Then, the acquired name and the expected contract rate are displayed in the name field 239 and the expected field 241 of the sales activity path 233, respectively.

In step S406, the business activity route creation unit 21 displays a visit start time and the like.
Specifically, the sales activity route creation unit 21 uses the type of record acquired in step S402, the visit start time, the visit end time, the customer ID, the purpose, and the product ID as the type of the sales activity route 233 (FIG. 7). They are displayed in a field 238, a visit start time field 236, a visit end time field 237, a customer ID field 235, a purpose field 240, and a product ID field 242, respectively.

In step S407, the business activity route creation unit 21 determines whether there is an unprocessed record.
Specifically, the sales activity route creation unit 21 returns to step S405 if there is an unprocessed record among the records rearranged in step S404 (step S407 “YES”), and otherwise (steps) In step S407 “NO”, the process proceeds to step S408.

In step S408, the business activity route creation unit 21 displays the visit order.
Specifically, the sales activity route creation unit 21 displays “1, 2, 3,...” In the visit order column 234 of each record of the sales activity route 233. At this point, the sales activity route creation screen 51 is in the state shown in FIG. That is, the records related to the customers who are required to visit on that day are displayed in the order of visit from the top to the bottom. The sales activity path 233 displayed here corresponds to the “first sales activity path”.

In step S409, the business activity route creation unit 21 stores the edited business activity route.
Specifically, the sales activity route creation unit 21 accepts that the sales employee edits the record of the sales activity route 233.
The content of the edit is not particularly limited, but for example, an existing record that deletes a certain record, inputs a new visit schedule into a blank record (enters customer ID, visit start time, and visit end time as required items) It is possible to edit such as changing the visit start time or the visit end time. Then, the edited business activity path 233 is temporarily stored in the main storage device 12 as it is.

  In step S410, the business activity route creation unit 21 displays the final business activity route. Details of step S410 will be described below.

(Details of step S410)
Details of step S410 will be described with reference to FIG.
In step S <b> 501, the sales activity route creation unit 21 of the sales activity support device 2 determines whether or not there is a free time for the salesperson with the salesperson ID to be processed.
Specifically, first, the sales activity route creation unit 21 retrieves all records of the sales activity route 233 from the main storage device 12 when the visitable customer list creation button 243 in FIG. 7 is pressed. The time (vacant time) from the read end time of the record whose visit order is “n” to the visit start time of the record whose visit order is “n + 1” is sequentially acquired. However, n = 0, 1, 2,..., S, and s is “the maximum value of the order of visit”. For convenience of calculation, the visit end time of the record whose visit order is “0” is the time of leaving the sales office (for example, 9:00). The visit start time of the record whose visit order is “s + 1” is the arrival time at the sales office (for example, 17:30). For example, in the example of FIG. 7, the free time is 1:00 (10: 00−9: 00) when n = 0, 2:30 (13: 00−10: 30) when n = 1, n = 1:30 (15: 00-13: 30) is acquired when 2 and 2:00 (17: 30-15: 30) are acquired when n = 3.

  Secondly, the section “n → (n + 1)” is associated with the acquired free time and temporarily stored in the main storage device 12. In the example of FIG. 7, 1:00 for “0 → 1”, 2:30 for “1 → 2”, 1:30 for “2 → 3”, “3 → 4”. Is stored in association with 2:00. Here, the section “n → (n + 1)” is from the customer specified by the customer ID of the record whose visit order is “n” to the customer specified by the customer ID of the record whose visit order is “n + 1”. Means the journey. The first section “0 → 1” is a journey from the sales office to the customer of the first record, and the last section “s → s + 1” is a journey from the customer of the last record to the sales office.

Third, all the combinations of the acquired section and free time are read out, and if the free time of at least one combination is non-positive (zero or negative) (step S501 “NO”), “ , The visit time overlaps with the B-th customer ”, and the process ends step S410. In other cases (step S501 “YES”), the process proceeds to step S502 while retaining the combination of the free time that is a positive value and the section.
Note that the free time is normally positive unless there is a double booking by the sales staff. In addition, when a predetermined time (for example, 12:00) is included in the middle of the vacant time, it is corrected using a value obtained by subtracting the predetermined time (for example, 1:00) from the vacant time calculated as described above. It may be free time later.

In step S502, the business activity route creation unit 21 extracts a visitable customer.
Specifically, the sales activity route creation unit 21 searches the customer information database 31 using the salesperson ID received in step S401 as a search key, and acquires all corresponding records. At this time, the record of the customer information database 31 including the customer ID of the record of the sales activity path 233 stored in step S409 is excluded from acquisition targets.

In step S503, the business activity route creation unit 21 distributes visitable customers for each section.
Specifically, the business activity route creation unit 21 first acquires the addresses (target addresses) of all the records acquired in step S502.
Second, from the starting point of the section (sales base or reservation customer who visited immediately before) to the target address, conduct sales activities for a predetermined time, and then to the end point of the section (reservation customer or sales base visiting immediately after) The time required to reach (the time required for additional visits) is calculated for all target addresses for each section.
For example, it is assumed that the section “1 → 2” is a route from the address P of the reservation customer to the address Q of the next reservation customer. In this case, the sales activity route creation unit 21 uses a known technique for obtaining a distance between two points based on any two addresses, the distance from the address P to the target address and the distance from the target address to the address Q. Use to calculate. If the calculated distance is a straight line distance on the map, it may be corrected by multiplying by a predetermined safety factor (for example, the square root of 2). Then, the time required for the movement is calculated by dividing the sum of these two distances at a predetermined speed (walking speed, motorcycle speed, etc.). Furthermore, a predetermined business activity time (for example, 30 minutes) is added to the time required for movement, and is set as an additional visit required time.

Third, calculate the difference (allowance time) obtained by subtracting the additional visit required time from the vacant time, and the information in which the combination of the customer ID corresponding to the allowance time and the target address is arranged in the order of the value of the allowance time. Store it in association with.
For example, “1 → 2”: C0001 (30 minutes), C0012 (15 minutes),..., C0021 (−10 minutes), “2 → 3”: C0020 (20 minutes), C0025 (10 minutes),. ... Information such as C030 (−5 minutes),... Is stored for the number of sections. The customer IDs appearing to the right of “:” are the same for all the sections, but the vacant time and the additional required visit time are different for each section, so the order in which they are arranged is different.

In step S504, the sales activity route creation unit 21 displays a visitable customer list. Specifically, the sales activity route creation unit 21 first narrows down the combinations of customer IDs and margin times. For example, the combinations of margin time and customer ID are rearranged in descending order of margin time, and the combinations in which the margin time value is within a predetermined order counted from the largest margin time value and the margin time value is a positive value are left, The rest is deleted (there may be no combination left).
Secondly, the records of the visitable customer list 251 are displayed in descending order of margin time on the visitable customer list creation screen 52 (FIG. 8). At this point, each column is left blank.
Third, the customer ID column 252 of the visitable customer list 251 displays the customer ID, the segment column 260 displays the segment, and the type column 255 displays “recommended”. Although not shown in FIG. 8, a margin time column may be provided to display the margin time. (In FIG. 8, it is assumed that there is no corresponding record for the section “0 → 1”.)
Fourthly, the customer database 31 is searched using the customer ID as a search key, and the name and the contracted probability (only those related to “high”) of the corresponding record are acquired and displayed in the name field 256 and the expected field 258, respectively. .
The visit start time column 253, the visit end time column 254, the purpose column 257, and the product ID column 259 are left blank.
The processing procedure of step S504 is performed for all sections. Thereafter, the visitable customer list 251 is temporarily stored in the main storage device 12 as it is.

In step S505, the business activity route creation unit 21 branches the process depending on the pressed button.
Specifically, when the depression of the automatic selection button 261 (FIG. 8) is accepted (step S505 “automatic”), the selection of any one of the records of the priority weights 39 is accepted, and the process proceeds to step S506. If it is determined that the manual selection button 262 (FIG. 8) has been pressed (step S505 “manual”), the process proceeds to step S515.

In step S506, the business activity route creation unit 21 creates visitable customer selection data.
Specifically, the sales activity route creation unit 21 first creates as many new records of the visitable customer selection data 38 (FIG. 5A) as the number of records in the visitable customer list 251.
Second, the section and customer ID of the visitable customer list 251 are stored in the section field 271 and the customer ID field 272 of the new record, respectively. In the maturity column 273 to the specialty column 277, “0” is stored.

In step S507, the business activity route creation unit 21 acquires a priority value for the expiration date of the product.
Specifically, the sales activity route creation unit 21 searches the customer information database 31 using the customer ID of any unprocessed record in the visitable customer selection data 38 as a search key, and the existing contract field 105 of the corresponding record. To get the maturity date closest to the current date after the current date.
If the interval between the maturity date and the current date is smaller than the predetermined number of days, it is stored in the maturity column 282 of the record of the priority weight 39 (FIG. 5B) selected in step S505. The priority value is stored in the expiry column 273 of the new record of the visitable customer selection data 38. In other cases (including when the maturity date cannot be acquired), nothing is done.
Step S507 is repeated until there is no unprocessed record in the visitable customer selection data 38.

In step S508, the business activity route creation unit 21 acquires a priority value for the visit interval.
Specifically, the sales activity route creation unit 21 searches the event information database 35 using the customer ID of any unprocessed record in the visitable customer selection data 38 and “visited” as the type as a search key. The date closest to the current date is acquired before the current date among the date and time of the corresponding record. If the interval between the date and the current date is larger than the predetermined number of days, the record is stored in the visit interval column 283 of the record of the priority weight 39 (FIG. 5B) selected in step S505. The priority value is stored in the visit interval column 274 of the new record of the visitable customer selection data 38. Otherwise, do nothing.
Step S508 is repeated until there is no unprocessed record in the visitable customer selection data 38.

In step S509, the business activity route creation unit 21 acquires a priority value for the probability of closing.
Specifically, the sales activity route creation unit 21 searches the customer information database 31 using the customer ID of an arbitrary unprocessed record in the visitable customer selection data 38 as a search key, and enters the contract probability column of the corresponding record. When at least one “high” is stored in 107, the priority value stored in the expected column 284 of the record of the priority weight 39 (FIG. 5B) selected in step S505 is visited. This is stored in the prospect field 275 of the new record of the possible customer selection data 38. Otherwise, do nothing.
Step S509 is repeated until there is no unprocessed record in the visitable customer selection data 38.

In step S <b> 510, the business activity route creation unit 21 acquires a product that is of interest.
Specifically, the sales activity route creation unit 21 first searches the event information database 35 using the customer ID of any unprocessed record in the visitable customer selection data 38 as a search key, and searches for the corresponding record. A handwritten information ID is acquired (a plurality of records may be applicable). Then, the handwritten information database 34 (FIG. 3A) is searched using the acquired handwritten information ID as a search key, and the entry content of the corresponding record is acquired.
Second, the acquired entry content is segmented into words by a known technique, and each segmented word is matched with all keywords of all records in the product information database 33 (FIG. 2C). As a result of matching, all product IDs of records in the product information database 33 in which at least one of the segmented words is included in the keyword are acquired.
Third, all the acquired product IDs are stored in the product ID column 259 of the visitable customer list 251.
Step S510 is repeated until there are no more unprocessed records in the visitable customer data 38.

In step S511, the sales activity route creation unit 21 acquires a priority value for the qualification of the sales staff.
Specifically, the sales activity route creation unit 21 first searches the visitable customer list 251 using the customer ID of an arbitrary unprocessed record in the visitable customer selection data 38 as a search key, and corresponds. Get the product ID of the record. Then, the product information database 33 is searched using the acquired product ID as a search key, and the necessary sales qualification of the corresponding record is acquired.
Secondly, if the salesperson database 32 is searched using the salesperson ID received in step S401 as a search key and the possession qualification column 114 of the corresponding record has the necessary sales qualification acquired in “first”, The priority value stored in the record qualification column 285 of the priority weight 39 (FIG. 5B) selected in step S505 is stored in the new record qualification column 276 of the visitable customer selection data 38. . Otherwise, do nothing.
Step S511 is repeated until there is no unprocessed record in the visitable customer selection data 38.

In step S <b> 512, the sales activity route creation unit 21 acquires a priority value for each good product of the sales staff.
Specifically, the sales activity route creation unit 21 first searches the visitable customer list 251 using the customer ID of an arbitrary unprocessed record in the visitable customer selection data 38 as a search key, and corresponds. Get the product ID of the record.
Second, when the salesperson database 32 is searched using the salesperson ID received in step S401 as a search key, and the product ID column 115 of the corresponding record has at least one product ID acquired in “first”. The priority value stored in the record specialty field 286 of the priority weight 39 (FIG. 5B) selected in step S505 is stored in the new record specialty field 277 of the visitable customer selection data 38. Remember. Otherwise, do nothing.
Step S512 is repeated until there is no unprocessed record in the visitable customer selection data 38.

In step S513, the business activity route creation unit 21 determines the priority order.
Specifically, the sales activity route creation unit 21 first adds up the numerical values in the maturity column 273 to the specialty column 277 for each record of the visitable customer selection data 38 and stores the total in the total column 278. (As described above, the product of the numerical values in the maturity column 273 to the specialty column 277 may be calculated and stored).
Second, all the records of the visitable customer selection data 38 are sorted for each section. For each section, “1, 2, 3,...” Is stored in the priority order column 279 of the record in descending order of the sum of the record total column 278.

In step S514, the business activity route creation unit 21 displays the final business activity route.
Specifically, the sales activity route creation unit 21 first acquires the customer ID of the record of the visitable customer selection data 38 having the priority “1” for each section.
At this time, the same customer ID may be acquired for a plurality of different sections. The customer ID acquired in the previous section may not be acquired in the subsequent section.
Secondly, the record having the customer ID acquired in “first” is left from the record of the visitable customer list 251 and the remaining records are deleted.
Third, a record of the visitable customer list 251 is inserted into the sales activity route 233. At this time, if the section of the record of the visitable customer list 251 is “1 → 2”, for example, among the records of the sales activity route 233, the record having the visit order “1” and the visit order “ 2 "is inserted between the records.
Fourth, after all the records of the visitable customer list 251 are inserted into the sales activity route 233, the visit order is updated as “1, 2, 3, 4, 5,.
Fifth, the final sales activity path 233 (FIG. 9) is displayed. The sales activity path 233 displayed here corresponds to the “second sales activity path”.
Sixth, for the visit start time column 236, the visit end time column 237, and the purpose column 240 of the sales activity route 233 that are blank, the salesperson uses the input device 45 to visit the visit start time and the visit end time. And accepting the input of the purpose. Here, for example, a certain record is deleted, a new visit schedule is entered in a blank record (customer ID, visit start time and visit end time are entered as required items), visit start time or visit of an existing record It is also possible to accept editing such as changing the end time.

In step S515, the sales activity route creation unit 21 accepts selection of a customer by a salesperson for each section.
Specifically, the sales activity route creation unit 21 accepts that the salesperson selects one record for each section from the records of the visitable customer list 251. Then, records other than the record for which selection has been accepted are deleted.

In step S516, the business activity route creation unit 21 displays the final business activity route.
Specifically, the business activity route creation unit 21 first inserts a record of the visitable customer list 251 into the business activity route 233. At this time, if the section of the record of the visitable customer list 251 is “1 → 2”, for example, among the records of the sales activity route 233, the record having the visit order “1” and the visit order “ 2 "is inserted between the records.
Second, after all the records of the visitable customer list 251 are inserted into the sales activity route 233, the visit order is updated as "1, 2, 3, 4, 5, ...".
Third, the final sales activity path 233 (FIG. 9) is displayed. The sales activity path 233 displayed here corresponds to the “second sales activity path”.
Fourth, for the visit start time column 236, visit end time column 237, and purpose column 240 of the sales activity route 233 that are blank, the salesperson uses the input device 45 to visit the visit start time and the visit end time. And accepting the input of the purpose. Here, for example, a certain record is deleted, a new visit schedule is entered in a blank record (customer ID, visit start time and visit end time are entered as required items), visit start time or visit of an existing record It is also possible to accept editing such as changing the end time.

In step S517, the business activity route creation unit 21 prints the business daily report 7.
Specifically, the sales activity route creation unit 21 firstly, for each record of the event information database 35 acquired in step S402, the customer ID, type (which is “reservation”), visit start time, Get visit end time, address and purpose. Then, the customer information database 31 is searched using the acquired customer ID as a search key, and the name is acquired.
Second, in step S514 (or S516), the event information database 35 is searched using the customer ID of each record of the visitable customer list 251 inserted into the sales activity route 233 as a search key, and the address and purpose are determined. get. Then, the customer information database 31 is searched using the customer ID as a search key, and the name is acquired.
It is assumed that “Recommended” has been acquired for the type. As for time, it is assumed that the visit start time and the visit end time at which the input was accepted in step S514 (or S516) are acquired.

Third, based on the information acquired in the “first” and “second”, the visiting information “first visit” 191, “second visit” 200,.
At this time, the order of individual visit destination information “first visit”, “second visit”,... Corresponds to the visit order “1, 2,. is doing.
Fourth, the visit destination information “for new visit” is created.
Fifth, all the created visit destination information is printed on the paper surface having the dot pattern via the printing apparatus 4 together with the current date and the salesperson ID received in step S401.
Then, the sales activity route creation processing procedure ends.

  It should be noted that steps S507, S508, S509, S511, and S512 may be executed with the order reversed. However, step S510 must be executed before steps S511 and S512. Incidentally, steps S507, S508, S509, S511, and S512 do not necessarily have to be executed, and a part thereof may be executed.

(Sales activity registration procedure)
The sales activity registration processing procedure will be described with reference to FIG.
In step S <b> 421, the terminal device 3 receives an input of the business daily report 7.
Specifically, the terminal device 3 receives stroke information and sampling point information from the digital pen 6, creates a stroke information database 37 and a sampling point information database 36 based on these information, and supports sales activities. Transmit to device 2.

  In step S <b> 422, the sales activity registration unit 22 of the sales activity support device 2 receives the stroke information database 37 and the sampling point information database 36 from the terminal device 3.

In step S423, the business activity registration unit 22 updates the handwritten information database 34.
Specifically, the sales activity registration unit 22 is first described when handwritten information is described in at least one of the memo fields 199, 208, and 216 of the visited information in the daily business report 7. New records in the handwritten information database 34 are created as many as the number of memo fields. As described above, the business activity registration unit 22 can know what information is written in which column of the daily business report 7 by the digital pen 6.
Second, based on the received stroke information database 37 and sampling point information database 36, the entry contents entered in the memo field are stored in the entry contents field 134. Then, the stroke ID related to the stroke entered in the memo column is stored in the stroke ID column 133. Further, the salesperson ID described in the daily business report 7 is stored in the salesperson ID column 132, and the handwritten information ID is newly assigned and then stored in the handwritten ID information column 131.
The processing procedure of step S423 is repeated for each memo field described.

In step S424, the business activity registration unit 22 updates the event information database 35.
Specifically, the sales activity registration unit 22 first performs the following processing for each visitor information whose type is “reservation” (1) a copy of each record of the event information database 35 acquired in step S402. Create a record that is
(2) A new event ID is numbered and stored in the event ID column 141 of the created record, and “visited” is overwritten in the type column 142.
(3) The result of the business daily report 7 is stored in the result column 150.
(4) When there is an entry in the memo field of the daily business report 7, the handwritten information ID is stored in the handwritten information ID field 148.
(5) When the changed visit start time and visit end time are entered in the business daily report 7, the changed visit start time and visit end time are overwritten in the date / time column 143.
(6) If the next visit schedule is entered in the business daily report 7, a record that is a copy of the record created in (1) to (5) is further created, and a new event ID is entered in the event ID column 141. The reservation is overwritten in the type column 142, and the date of the next visit, the visit start time, and the visit end time are stored in the date / time column 143.

Second, the following processing is performed for each piece of visitor information whose type is “recommended”.
(7) Create a new event information database 35 record.
(8) A new event ID is numbered and stored in the event ID column 141 of the created record, and “visited” is overwritten in the type column 142.
(9) The customer ID used as the search key in “second” in step S517 and the address and purpose acquired in “second” in step S517 are stored in the customer ID column 146, address column 144, and purpose column 149, respectively.
(10) Store the result of the daily business report 7 in the result column 150.
(11) If there is an entry in the memo field of the daily business report 7, the handwritten information ID is stored in the handwritten information ID field 148.
(12) The visit start time and visit end time of the business daily report 7 are stored in the date / time column 143 together with the current date.
(13) When the next visit schedule is entered in the business daily report 7, a record that is a copy of the record created in (7) to (12) is created, and a new event ID is assigned to the event ID column 141 After that, the type column 142 is overwritten with “reservation”, and the date / time column 143 stores the date of the next scheduled visit, the visit start time, and the visit end time.

Third, the following processing is performed for each of the visited site information “for new customers”.
(14) Create a new event information database 35 record.
(15) A new event ID is numbered and stored in the event ID column 141 of the created record, and “visited” is overwritten in the type column 142.
(16) The address, purpose, and result on the daily business report 7 are stored in the address field 144, the purpose field 149, and the result field 150, respectively.
(17) When there is an entry in the memo field of the daily business report 7, the handwritten information ID is stored in the handwritten information ID field 148.
(18) The visit start time and visit end time of the business daily report 7 are stored in the date / time column 143 together with the current date.
(19) When the next visit schedule is written in the business daily report 7, a record that is a copy of the record created in (14) to (18) is created, and a new event ID is assigned to the event ID column 141. After that, the type column 142 is overwritten with “reservation”, and the date / time column 143 stores the date of the next scheduled visit, the visit start time, and the visit end time.
(20) A new record of the customer information database 31 is created, and a new customer ID is numbered and stored in the customer ID column 101. The name and address on the daily business report 7 are stored in the name column 102 and the address column 104, respectively.

(Modification 1)
As described above, in step S501, the business activity route creation unit 21 of the business activity support device 2 determines whether there is a free time. At this time, the sales activity route creation unit 21 displays a message when there is an overlap in visit time.
However, even if the visit times do not overlap, the distance to the next customer is large, and the sales staff may not be able to arrive in the free time.
Therefore, based on the address of each record of the business activity route 233 stored in step S409, the time required to move each section (without visiting a customer other than the reservation customer) is acquired by the method described above. Then, it is compared for each section whether or not the required time is longer than the vacant time from the visit end time of the customer as the starting point of the section to the visit start time of the customer as the end point of the section. If the required time is larger as a result of the comparison, it is possible to display a message such as “the travel time is insufficient in the section of ○ → ○”.

(Modification 2)
As described above, in step S514, the sales activity path creation unit 21 displays the final sales activity path 233. The sales activity route 233 specifies one visitable customer for each section having a reservation customer (or sales office) as a starting point and an ending point. For example, the displayed final sales activity path 233 is “S → (T) → U → (V) → W”, “T” with () means a visitable customer, () Assume that “S” or the like without means a reserved customer. In this case, if the visit start time and the visit end time are input for (T) and (V), new sections S → (T), (T) → U, U → (V) and (V) → For each of W, it is possible to further specify a visitable customer.

Specifically, the sales activity route creation unit 21 accepts an instruction from a salesperson at the end of the process of step S514 (for example, accepts pressing of the visitable customer list creation button 243 in FIG. 9), and final sales After storing the activity path 233 in the main storage device 12, among steps S410, steps S501 to S514 (S516) are repeated.
With such a processing procedure, each time the loop is repeated, visitable customers are successively inserted into the final sales activity route 233. For all the sections, this loop can be repeated until there is no customer whose margin time is a positive value or until a predetermined time before that. This processing procedure is effective, for example, when there is no visit to a reservation customer in the afternoon.

(Modification 3)
As described above, in step S502, the sales activity route creation unit 21 searches the customer information database 31 using the salesperson ID received in step S401 as a search key when extracting visitable customers, and finds the corresponding record. Get all. By doing in this way, it can avoid that a different sales employee visits a certain customer many times on the same day. However, all records in the customer information database 31 can be acquired without using the salesperson ID as a search key. This makes it easier to link customer information to sales performance throughout the organization.

(Modification 4)
The information entered by the sales staff in the memo fields 199, 208, and 216 of the daily business report 7 is valuable information for raising the sales performance for the operating entity of the sales activity support system 1. I would like to recommend that you fill out. Therefore, the sales activity support device 2 may have a “memo column entry incentive management unit” (not shown) which is a program.

Specifically, the memo field entry incentive management unit sorts the records of the handwritten information database 34 (FIG. 3A) for each salesperson ID by batch processing every time a predetermined time elapses. Count the number of records. Based on this number, the reward amount is calculated by a predetermined method, and the reward amount is associated with the salesperson ID and stored in the auxiliary storage device 13.
Further, the memo field entry incentive management unit segments the entry contents of the record in the handwritten information database 34 into words, matches the words with the keywords in the product information database 33 (FIG. 2C), and selects the matched words. Only the number of records in the handwritten information database 34 may be counted. Moreover, you may limit the record of the merchandise information database 33 to match to the record which has predetermined | prescribed merchandise ID.
By doing so, it becomes possible to give the sales staff the motivation to enter truly necessary information in the memo column.

  The present invention is not limited to the above-described embodiment, and can be modified without departing from the gist of the present invention.

DESCRIPTION OF SYMBOLS 1 Sales activity support system 2 Sales activity support apparatus 3 Terminal apparatus 4 Printing apparatus 5 Network 6 Digital pen 7 Business daily report 11 Central control apparatus (control part)
12 Main storage device (storage unit)
13 Auxiliary storage device (storage unit)
DESCRIPTION OF SYMBOLS 14 Communication apparatus 21 Sales activity route creation part 22 Sales activity registration part 31 Customer information database 32 Salesperson information database 33 Product information database 34 Handwritten information database 35 Event information database 36 Sampling point information database 37 Stroke information database 38 Visitable customer selection data 39 Priority Weight 41 Central Control Device 42 Main Storage Device 43 Auxiliary Storage Device 44 Communication Device 45 Input Device 46 Output Device 47 Digital Pen Connection Device 51 Sales Activity Route Creation Screen 52 Visitable Customer List Creation Screen

Claims (15)

A sales activity support device for determining a sales activity route of a sales employee who visits customers sequentially,
The storage unit of the sales activity support device includes:
First correspondence information storing the customer, the customer's address, and a salesperson visiting the customer in association with each other;
Second correspondence information stored in association with a customer that is required to visit among the customers, a visit date and time to visit the customer, an address of the customer, and a salesperson that visits the customer;
In association with the product sold by the salesperson to the customer, the third correspondence information storing a keyword indicating the characteristics of the product, and the qualification necessary for selling the product,
In association with the salesperson, the qualification possessed by the salesperson, and fourth correspondence information storing a product that the salesperson is good at selling ,
The control unit of the sales activity support device is:
As a search key date and the sales representative to be included in the visit date and time, to search for the second correspondence information, the first business that the customer is essential to visit to that date, it was arranged in the order of time to visit Create an activity route,
Based on the address that is the starting point of the section that is the journey between the customers constituting the created first sales activity route, the address that is the end point of the section, and the customer address of the first correspondence information Calculates the additional visit required time to reach the address that is the end point of the section from the address that is the starting point of the section via the customer's address in the first correspondence information,
Calculate the difference obtained by subtracting the calculated additional visit required time from the free time from the time to finish visiting the customer that is the starting point of the section to the time to start visiting the customer that is the end point of the section,
Presenting the customers in the first correspondence information as candidates of customers that can be visited, in order of the calculated difference and in each section ,
By matching the information obtained during the visit of the presented candidate customer with the keyword, the product that the customer is interested in is identified,
Search the third correspondence information using the specified product as a search key, obtain the necessary qualification,
The fourth correspondence information is searched using the specified product and the acquired required qualification as a search key, and it is determined whether the salesperson is qualified to sell the product and is good at sales. And
Based on the determined result, a candidate with the highest priority is obtained for each section from among candidate customers that can be visited,
Presenting the second sales activity path into which the acquired candidate is inserted for each section of the created first sales activity path ;
A sales activity support device characterized by The control unit of the sales activity support device is:
From the presented candidates, one selection is accepted for each section,
Presenting a second business activity route into which the candidate that accepted the selection is inserted for each section of the created first business activity route;
The sales activity support apparatus according to claim 1, wherein: The first correspondence information is:
In association with the customer, information on the customer's existing contract and information on the prospect of closing a new contract are stored,
The second correspondence information is
Store the date and time of visiting the customer in the past in association with the customer that is required to visit among the customers,
The control unit of the sales activity support device is:
Using the presented candidate customer as a search key, the first and second correspondence information is searched, and the past visit date and time when the customer was visited in the past, information on the existing contract, and expected information on the prospect of closing of the new contract Get
Based on the acquired past visit date and time and the expected information, the candidate with the highest priority among the candidates is acquired for each section,
Presenting the second sales activity path into which the acquired candidate is inserted for each section of the created first sales activity path;
The sales activity support apparatus according to claim 1, wherein: The information acquired at the visit of the customer is
The character information converted from the position information of the handwriting of the digital pen,
The sales activity support apparatus according to claim 1 , wherein: The control unit of the sales activity support device is:
Accepting manual editing for the presented second business activity route;
Sales activities support device according to any one of claims 1 to 4, characterized in. A sales activity support method using a sales activity support device that determines a sales activity route of a sales employee who visits customers sequentially,
The storage unit of the sales activity support device includes:
First correspondence information storing the customer, the customer's address, and a salesperson visiting the customer in association with each other;
Second correspondence information stored in association with a customer that is required to visit among the customers, a visit date and time to visit the customer, an address of the customer, and a salesperson that visits the customer;
In association with the product sold by the salesperson to the customer, the third correspondence information storing a keyword indicating the characteristics of the product, and the qualification necessary for selling the product,
In association with the salesperson, the qualification possessed by the salesperson, and fourth correspondence information storing a product that the salesperson is good at selling ,
The control unit of the sales activity support device is:
As a search key date and the sales representative to be included in the visit date and time, to search for the second correspondence information, the first business that the customer is essential to visit to that date, it was arranged in the order of time to visit Create an activity route,
Based on the address that is the starting point of the section that is the journey between the customers constituting the created first sales activity route, the address that is the end point of the section, and the customer address of the first correspondence information Calculates the additional visit required time to reach the address that is the end point of the section from the address that is the starting point of the section via the customer's address in the first correspondence information,
Calculate the difference obtained by subtracting the calculated additional visit required time from the free time from the time to finish visiting the customer that is the starting point of the section to the time to start visiting the customer that is the end point of the section,
Presenting the customers in the first correspondence information as candidates of customers that can be visited, in order of the calculated difference and in each section ,
By matching the information obtained during the visit of the presented candidate customer with the keyword, the product that the customer is interested in is identified,
Search the third correspondence information using the specified product as a search key, obtain the necessary qualification,
The fourth correspondence information is searched using the specified product and the acquired required qualification as a search key, and it is determined whether the salesperson is qualified to sell the product and is good at sales. And
Based on the determined result, a candidate with the highest priority is obtained for each section from among candidate customers that can be visited,
Presenting the second sales activity path into which the acquired candidate is inserted for each section of the created first sales activity path ;
A sales activity support method characterized by The control unit of the sales activity support device is:
From the presented candidates, one selection is accepted for each section,
Presenting a second business activity route into which the candidate that accepted the selection is inserted for each section of the created first business activity route;
The sales activity support method according to claim 6 , wherein: The first correspondence information is:
In association with the customer, information on the customer's existing contract and information on the prospect of closing a new contract are stored,
The second correspondence information is
Store the date and time of visiting the customer in the past in association with the customer that is required to visit among the customers,
The control unit of the sales activity support device is:
Using the presented candidate customer as a search key, the first and second correspondence information is searched, and the past visit date and time when the customer was visited in the past, information on the existing contract, and expected information on the prospect of closing of the new contract Get
Based on the acquired past visit date and time and the expected information, the candidate with the highest priority among the candidates is acquired for each section,
Presenting the second sales activity path into which the acquired candidate is inserted for each section of the created first sales activity path;
The sales activity support method according to claim 6 , wherein: The information acquired at the visit of the customer is
The character information converted from the position information of the handwriting of the digital pen,
The sales activity support method according to claim 6 , wherein: The control unit of the sales activity support device is:
Accepting manual editing for the presented second business activity route;
Sales activities support method according to any one of claims 6 to 9, characterized in. A sales activity support program that functions as a sales activity support device that determines the sales activity route of sales employees who visit customers in sequence,
The sales activity support program is:
For the storage unit of the sales activity support device,
First correspondence information storing the customer, the customer's address, and a salesperson visiting the customer in association with each other;
Second correspondence information stored in association with a customer that is required to visit among the customers, a visit date and time to visit the customer, an address of the customer, and a salesperson that visits the customer;
In association with the product sold by the salesperson to the customer, the third correspondence information storing a keyword indicating the characteristics of the product, and the qualification necessary for selling the product,
In association with the salesperson, the qualification possessed by the salesperson and the fourth correspondence information storing the product that the salesperson is good at selling ,
For the control unit of the sales activity support device,
As a search key date and the sales representative to be included in the visit date and time, to search for the second correspondence information, the first business that the customer is essential to visit to that date, it was arranged in the order of time to visit Create an activity route,
Based on the address that is the starting point of the section that is the journey between the customers constituting the created first sales activity route, the address that is the end point of the section, and the customer address of the first correspondence information Calculates the additional visit required time to reach the address that is the end point of the section from the address that is the starting point of the section via the customer's address in the first correspondence information,
Calculate the difference obtained by subtracting the calculated additional visit required time from the free time from the time to finish visiting the customer that is the starting point of the section to the time to start visiting the customer that is the end point of the section,
Presenting the customers in the first correspondence information as candidates of customers that can be visited, in order of the calculated difference and in each section ,
By matching the information obtained during the visit of the presented candidate customer with the keyword, the product that the customer is interested in is identified,
Search the third correspondence information using the specified product as a search key, obtain the necessary qualification,
The fourth correspondence information is searched using the specified product and the acquired required qualification as a search key, and it is determined whether the salesperson is qualified to sell the product and is good at sales. And
Based on the determined result, a candidate with the highest priority is obtained for each section from among candidate customers that can be visited,
Executing a step of presenting a second business activity route into which the acquired candidate is inserted for each section of the created first business activity route ;
A sales activity support program characterized by For the control unit of the sales activity support device,
From the presented candidates, one selection is accepted for each section,
Executing a step of presenting a second business activity route into which the candidate that accepted the selection is inserted for each section of the created first business activity route;
The sales activity support program according to claim 11 , wherein: For the first correspondence information,
In association with the customer, information on the existing contract of the customer and information on the prospect of closing a new contract are stored,
For the second correspondence information,
In association with a customer that must be visited among the customers, the date and time when the customer was visited in the past is stored,
For the control unit of the sales activity support device,
Using the presented candidate customer as a search key, the first and second correspondence information is searched, and the past visit date and time when the customer was visited in the past, information on the existing contract, and expected information on the prospect of closing of the new contract Get
Based on the acquired past visit date and time and the expected information, the candidate with the highest priority among the candidates is acquired for each section,
Executing a step of presenting a second business activity route into which the acquired candidate is inserted for each section of the created first business activity route;
The sales activity support program according to claim 11 , wherein: The information acquired at the visit of the customer is
The character information converted from the position information of the handwriting of the digital pen,
The sales activity support program according to claim 11 , wherein: For the control unit of the sales activity support device,
Executing the step of accepting manual editing for the presented second business activity route;
Sales activities support program according to any one of claims 11 to 14, characterized in.

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