JP7145461B2 - Sales support system, sales support method and program - Google Patents

Description

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

As a conventional example, the sales support method described in Patent Document 1 will be exemplified. The sales support method described in Patent Literature 1 stores, for each inquiry, the service name and service implementation date of the support service provided multiple times for the inquiry. Based on the service name and service implementation date of the support service for each project that have been stored, an order accuracy prediction model is created and stored, which represents the correlation between the support service implementation interval and the presence or absence of an order. When receiving the input of the service name, implementation date, and customer identification information of the support service implemented for the project for which there was an inquiry before receiving an order, the inquiry is processed using the stored order probability prediction model. Calculate the order acceptance probability of the project, and output the calculated order probability in association with the inquiry project.

JP 2005-322094 A

In a method used for sales support, such as the sales support method described in Patent Document 1, there has been a demand for improvement in convenience.

An object of the present disclosure is to provide a sales support system, a sales support method, and a program that can improve convenience.

In order to solve the above problems, a sales support system according to one aspect of the present disclosure includes an acquisition unit and an estimation unit. The acquisition unit acquires a plurality of pieces of business information relating to a plurality of business destinations. The estimation unit estimates a plurality of evaluation values based on the plurality of sales information acquired by the acquisition unit. The plurality of evaluation values correspond to the plurality of sales destinations on a one-to-one basis. Each of the plurality of evaluation values is a value relating to the success or failure of the contract of the corresponding business partner among the plurality of business partners. The sales support system further includes a generation unit and an output unit. The generating unit generates a business destination list. The plurality of business destinations are arranged in the business destination list. The output unit outputs the business destination list generated by the generation unit. The acquisition unit acquires the plurality of sales information relating to the plurality of persons as the plurality of business destinations. The estimation unit estimates the plurality of evaluation values corresponding to the plurality of people on a one-to-one basis, based on the plurality of sales information acquired by the acquisition unit. Each of the plurality of evaluation values is a value regarding the success or failure of the contract of the corresponding person among the plurality of persons. Each of the plurality of persons belongs to at least one of a plurality of businesses. With respect to the plurality of persons, the generating unit arranges the persons belonging to the same place of business among the plurality of places of business consecutively, and the evaluation values of the people belonging to the same place of business are arranged in ascending or descending order. The business destination list is generated so as to be

A sales support method according to an aspect of the present disclosure is executed by a computer system. The sales support method includes an obtaining step and an estimating step. In the obtaining step, a plurality of business information items related to a plurality of business destinations are obtained. In the estimation step, a plurality of evaluation values are estimated based on the plurality of sales information acquired in the acquisition step. The plurality of evaluation values correspond to the plurality of sales destinations on a one-to-one basis. Each of the plurality of evaluation values is a value relating to the success or failure of the contract of the corresponding business partner among the plurality of business partners. The sales support method further includes a generation step and an output step. In the generating step, a sales destination list is generated. The plurality of business destinations are arranged in the business destination list. The output step outputs the business destination list generated in the generation step. In the acquiring step, the plurality of sales information relating to the plurality of persons as the plurality of business destinations are acquired. In the estimation step, the plurality of evaluation values corresponding to the plurality of persons on a one-to-one basis are estimated based on the plurality of sales information acquired in the acquisition step. Each of the plurality of evaluation values is a value regarding the success or failure of the contract of the corresponding person among the plurality of persons. Each of the plurality of persons belongs to at least one of a plurality of businesses. In the generating step, with respect to the plurality of persons, persons belonging to the same place of business among the plurality of places of business are arranged consecutively, and the evaluation values of the people belonging to the same place of business are arranged in ascending or descending order. The business destination list is generated so as to be

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

A sales support system, a sales support method, and a program according to one aspect of the present disclosure can improve convenience.

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

Hereinafter, a sales support system, a sales support method, and a program according to embodiments will be described with reference to the drawings. However, the embodiments described below are but a few of the various embodiments of the present disclosure. The embodiments described below can be modified in various ways according to design and the like as long as the objects of the present disclosure can be achieved.

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

Acquisition unit 2 acquires a plurality of pieces of business information relating to a plurality of business destinations. The estimation unit 4 estimates multiple evaluation values based on the multiple sales information acquired by the acquisition unit 2 . A plurality of evaluation values correspond to a plurality of sales destinations on a one-to-one basis. Each of the plurality of evaluation values is a value regarding the success or failure of the contract of the corresponding business partner among the plurality of business partners. The generation unit 5 generates a business destination list. In the business destination list, a plurality of business destinations are arranged so that the evaluation values estimated by the estimation unit 4 are in ascending or descending order. The output unit 6 outputs the sales destination list generated by the generation unit 5 . In this embodiment, an example will be described in which the estimating unit 4 estimates the probability of a contract being concluded (hereinafter referred to as contract conclusion probability) as an evaluation value relating to the success or failure of a contract.

A salesperson using the sales support system 1 introduces merchandise to a plurality of sales destinations. The type of merchandise is arbitrary. The product may be a rental product or a product delivered in exchange for consideration.

Each of the plurality of business destinations may be, for example, an establishment (private enterprise, public enterprise, local government, etc.), or a person belonging to the establishment (manager, employee, representative, staff, etc.) , a sole proprietor, or an end user of a product.

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

Part of the cost of renting nursing care products may be subsidized by long-term care insurance. When an end-user rents nursing-care goods using nursing-care insurance, the end-user may ask a care manager in charge of the end-user to create a care plan indicating the need for the nursing-care goods. The end user may be introduced by the care manager to a nursing care product to be rented or a sales person who handles the nursing care product. In other words, the care manager acts as an intermediary between the sales person who sells the product (nursing care product) and the end user of the product. Therefore, a sales person (sales person) who sells nursing care products conducts sales activities of introducing nursing care products to care managers for the purpose of receiving orders from end users. A sales person (sales person) who sells care products uses the sales support system 1 for sales activities for care managers. That is, the sales support system 1 is used for sales support of rental products.

In the following explanation, the contract for renting care products from the business operator to the end user, which is concluded by the care manager acting as an intermediary between the business operator and the end user, is referred to as the "contract by the care manager". .

The business operator can determine the order of conducting sales activities for a plurality of care managers by referring to the order arranged in the business destination list output by the output unit 6, thereby improving convenience for the business operator. do. In addition, by referring to the order in which the sales representative is arranged in the business destination list, the sales person can conduct sales activities in order from the care manager who needs more sales activities by the sales person among the plurality of care managers. , increasing the likelihood that a salesperson can serve the needs of multiple care managers.

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

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

Individual information for each care manager includes, for example, the store code of the sales office in charge of sales to the care manager, the office number for identifying the office to which the care manager belongs, the identification number for identifying the care manager, It also includes the month and year when the business operator (enterprise) started business with the care manager. The individual information for each care manager further includes information as to whether or not one or more contracts by the care manager have continued until the point of aggregation of the multiple business information. In addition, if one or more contracts by a care manager continue until the time when multiple sales information is aggregated, the individual information for each care manager is the period during which one or more contracts by the care manager continue. It also contains length (number of months) information.

Information specific to each care manager further includes user information about the end-user. User information includes, for example, the number of contracts by the care manager (including the number of each product), the number of contracts by the care manager for each product, and the contract amount of one or more end users for whom the care manager is in charge. including totals, etc.

User information includes, for example, the number of end-users the care manager is in charge of, the average age, the average level of care required, the number of types of products rented under the contract by the care manager number of product types), etc. The user information further includes the identification number, age (or age group), level of care required, type of care product used by the end user, and the like of each end user who is in charge of the care manager. The user information may include the average value of the degree of assistance required of the end users for whom the care manager is in charge. The user information may include the level of assistance required for each of the end users for whom the care manager is responsible.

The user information is associated with a care manager in charge of intermediary between the sales person and the end user, among a plurality of care managers. For example, user information for first, second, and third end-users is associated with a first care manager responsible for the first, second, and third end-users. User information about the fourth and fifth end users is associated with the second care manager responsible for the fourth and fifth end users.

The information about each of the multiple business establishments includes, for example, the number of multiple care managers belonging to the business establishment, the total number of contracts by multiple care managers belonging to the business establishment, and the total number of contracts by multiple care managers belonging to the business establishment. They are the amount of money, the total number of end users who are in charge of multiple care managers belonging to the office, and the like.

A plurality of pieces of business information are aggregated for each predetermined period (for example, one month) and accumulated in the database 100 . That is, a plurality of sales information are related to contracts with a plurality of care managers in past sales (here, contracts by care managers, i.e., contracts concluded by care managers acting as mediators between salespeople and end users). Also includes information on contracts for renting nursing care products from business operators to end users).

Among the plurality of sales information, the user information includes information indicating temporal transition of contracts by care managers. For example, the user information includes the increase/decrease in the number of contracts by the care manager from the previous month, and the increase/decrease in the total contract amount of one or more end-users in charge of the care manager from the previous month. User information includes the number of months elapsed since the most recent month in which the number of contracts by care managers increased, the number of months elapsed since the most recent month in which the number of contracts by care managers decreased, and the number of contracts by care managers zero. It also contains information about the number of months since becoming. The user information further includes the minimum, maximum and average duration of the contract by the care manager. The user information includes the total period of the contract by the care manager after the sales person (business operator) started sales to the care manager, and the time when the sales person (business operator) started sales to the care manager. It also includes the total amount of contracts by care manager since then.

The multiple pieces of business information include information on the usage status of products (nursing care products) in each of the multiple care managers. The information on the usage status of products in each of a plurality of care managers includes, for example, the number of contracts for each product by the care manager, the length of time during which one or more contracts by the care manager continue, It is the number of types of merchandise rented by the care manager under the contract.

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

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

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

The estimating unit 4 estimates a plurality of contract conclusion probabilities of a plurality of care managers using the plurality of sales information acquired by the acquiring unit 2 and the estimation model generated by the model generating unit 3 . More specifically, the estimating unit 4 receives the business information about each care manager from the obtaining unit 2 . The estimation unit 4 applies the sales information to the estimation model. The estimation model outputs information indicating the contract conclusion probability of each of a plurality of care managers according to the applied sales information.

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

The estimation unit 4 calculates the current number of contracts by the care manager, the current total amount of the contract by the care manager, the number of end users in charge of the care manager, and the types of products rented under the contract by the care manager. It is estimated that the greater the number, the higher the contract conclusion probability. The estimating unit 4 determines that the shorter the number of months that have passed since the end-user in charge of the care manager made a contract with the business operator (enterprise), the lower the probability that the contract with this end-user will be concluded. Assume low probability. The estimation unit 4 estimates that the greater the increase in the number of contracts by the care manager from before the previous month and the increase in the total amount of contracts by the care manager from before the previous month, the lower the contract conclusion probability.

In addition, it is considered that the smaller the number of end-users in charge of the care manager, the higher the possibility that this care manager will be in charge of new end-users. Therefore, depending on the content of the estimation model, the estimation unit 4 may estimate that the fewer the number of end-users in charge of the care manager, the higher the contract establishment probability. Alternatively, depending on the content of the estimation model, the contract conclusion probability may increase, decrease, or remain constant as the number of end users for whom the care manager is in charge increases. For conditions other than the number of end-users in charge of the care manager, the relationship with the contract establishment probability may vary depending on the content of the estimation model.

Based on the relationship between the age (or age group) of the end user who is in charge of the care manager, the degree of care required (or degree of support required), and the type of care product used by the end user, the estimation unit 4 determines the end user Estimate the probability of a contract being concluded with For example, if the end-user's age (or age group) is high and the end-user's level of care requirement is low, the end-user's level of care-requirement will rise and the end user will need different care products. relatively high probability of becoming Therefore, the estimation unit 4 estimates that the probability of the contract being concluded with this end user is relatively high, and the probability of the contract being concluded with the care manager is relatively high. In addition, if the end user's age (or age group) is high and the level of care required for the nursing care product used by the end user is low, the end user's level of care need increases and this end user becomes different. is relatively high, the estimating unit 4 estimates that the probability of establishing a contract with this end user is relatively high, and the probability of the contract being concluded with the care manager is relatively high. . In addition, when the end user's level of care requirement is high and the level of care required for the care product used by this end user is low, the probability that this end user will need another care product is compared. Therefore, the estimating unit 4 estimates that the probability of the contract being concluded with this end user is relatively high, and the probability of the contract being concluded with the care manager is relatively high.

The generation unit 5 generates a business destination list. In the sales destination list, a plurality of care managers (names of care managers) are arranged so that the plurality of contract establishment probabilities estimated by the estimation unit 4 are in ascending order or descending order. In this embodiment, the generation unit 5 generates a sales destination list in which a plurality of care managers are arranged in descending order of the contract establishment probabilities. Here, the generation unit 5 generates the sales destination list so that care managers belonging to the same office among the plurality of care managers are arranged in a row. The generation unit 5 generates a sales destination list shown in Table 2, for example.

Among the plurality of care managers C1 to C8, the care manager C3 with the highest contract establishment probability estimated by the estimation unit 4 is arranged in the first column from the top of Table 2. FIG. Of the plurality of care managers C1, C2, C4 to C8 other than the care manager C3, the care manager with the second highest contract establishment probability estimated by the estimation unit 4 is the care manager C8. However, for the care managers C3 to C5 belonging to the same office B1, it is efficient for the sales person (sales person) to collectively conduct sales. Therefore, it is preferable that the care managers C3 to C5 are arranged consecutively in the business contact list. Therefore, in the next (below) column of the care manager C3, the care manager C5 with the next highest contract establishment probability after the care manager C3 in the office B1 is arranged, and in the column next to the care manager C5, the office B1 , the care manager C4 with the highest contract conclusion probability is arranged next to the care manager C5.

Here, since the care managers C3 to C5 belonging to the office B1 have been arranged in Table 2, care managers not belonging to the office B1 are arranged next. Among the care managers C1, C2, and C6 to C8 who do not belong to the office B1, the care manager C8 with the highest contract conclusion probability is arranged in the column next to the care manager C4. Care managers C1, C2, C6, and C7 whose placement has not yet been determined belong to office B2 to which care manager C8 belongs. Therefore, care manager C7, which has the highest contract conclusion probability among care managers C1, C2, C6, and C7, is arranged in the column next to care manager C8.

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

Here, since care managers C6 and C7 belonging to office B3 are arranged in Table 2, the next column of care manager C6 shows the highest probability of contract conclusion among care managers C1 and C2 whose assignment has not been decided yet. A high care manager C1 is deployed.

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

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

In practice, the sales destination list is generated for each salesperson as shown in Tables 3 and 4.

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

The output unit 6 outputs the sales destination list generated by the generation unit 5 . Output unit 6 includes, for example, a display. The output unit 6 displays the sales destination list on the display in tabular form. The display is, for example, a display of a computer terminal such as a personal computer or a mobile terminal. A mobile terminal is a tablet terminal, a smart phone, a PDA (Personal Digital Assistant), or the like. The output unit 6 is not limited to a configuration including a display, and may include, for example, a printer to print the sales destination list. Alternatively, the output unit 6 may include, for example, a speaker to output the sales destination list by voice.

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

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

The execution subject of the sales support system 1 and the sales support method in the present disclosure includes a computer system. A computer system has one or more computers. A computer system is mainly composed of a processor and a memory as hardware. The processor executes the program recorded in the memory of the computer system, thereby realizing the functions of the sales support system 1 and the sales support method according to the present disclosure. The program may be recorded in advance in the memory of the computer system, may be provided through an electric communication line, or may be stored in a non-temporary storage medium such as a computer system-readable memory card, optical disk, or hard disk drive (magnetic disk). may be recorded on a physical recording medium and provided. A processor in a computer system consists of one or more electronic circuits including semiconductor integrated circuits (ICs) or large scale integrated circuits (LSIs). A plurality of electronic circuits may be integrated into one chip, or may be distributed over a plurality of chips. A plurality of chips may be integrated in one device, or may be distributed in a plurality of devices.

According to the sales support system 1 of the present disclosure, a salesperson who conducts sales to a plurality of care managers can determine the order of sales activities to a plurality of care managers by referring to the order arranged in the business destination list. This improves the convenience for the sales person. In addition, since the business operator can perform sales activities in order from the care manager who needs the sales activity by the business operator more among the plurality of care managers, the possibility of meeting the needs of the plurality of care managers increases.

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

The generating unit 5 generates the business destination list based on a plurality of contract conclusion probabilities of a plurality of care managers and at least one of travel time and travel cost required when moving between locations of the plurality of care managers. may be generated by In other words, the order in which a plurality of care managers are arranged in the business destination list may be determined based on a plurality of contract establishment probabilities and at least one of travel time and travel cost. For example, the generating unit 5 temporarily determines the order of arrangement of the care managers based on the probabilities of establishing contracts, and then changes the order of the care managers by the following processing based on travel time. , to generate a sales contact list that reflects the changes. The generation unit 5 tentatively determines the arrangement order of the plurality of care managers as shown in Table 2 above, for example, based on the plurality of contract conclusion probabilities. In the tentatively determined order, from the first place of business to which a certain care manager belongs (for example, place of business B1 in Table 2) to the second place of business next to the place of business (for example, in Table 2 The travel time to office B2) may exceed a predetermined threshold. In this case, the travel time from the first place of business to the third place of business next to the second place of business (for example, place of business B3 in Table 2) is may be less than the travel time from to the second place of business. Then, the generation unit 5 rearranges the third place of business between the first place of business and the second place of business. The generation unit 5 may generate the business destination list based on the travel cost in the same manner as the processing based on the travel time.

In addition, the generation unit 5 determines that another business establishment listed in the business destination list exists within a predetermined distance from the moving route between the first business establishment and the second business establishment, for example. In some cases, the separate locations may be reordered between the first location and the second location.

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

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

Among the plurality of business establishments B1 to B4, the business establishments B2, B1, B3, and B4 are in descending order of the average value of the contract conclusion probabilities of one or more care managers belonging to the business establishments. A plurality of business establishments B1 to B4 are arranged in the upper column of Table 5 as the average value of the contract conclusion probability of one or more care managers belonging to the business establishment is higher. Furthermore, in each office, the care manager with the higher contract conclusion probability is arranged in the upper column of Table 5.

For the plurality of business establishments B1 to B4, the business establishment having the lower average value of the contract establishment probability of one or more care managers belonging to the business establishment may be arranged in the upper column of Table 5. Furthermore, care managers with lower contract conclusion probabilities may be placed in the upper columns of Table 5 in each office.

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

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

For the plurality of establishments B1 to B4, the lower the sum of the contract conclusion probabilities of one or more care managers belonging to the establishment, the smaller the establishment may be placed in the upper column of Table 6. Furthermore, in each office, care managers with lower contract conclusion probabilities may be placed in the upper columns of Table 6.

Moreover, the sales information for the estimation unit 4 to estimate the contract establishment probability of each care manager is not limited to the information mentioned in the embodiment. For example, the business information may include information about a care manager other than the care manager whose contract establishment probability is estimated. The another care manager may be a care manager having attributes similar to those of the care manager for which the contract conclusion probability is estimated. The similarity of the attributes of the care managers means, for example, that the offices to which the care managers belong are the same, or that the offices to which the care managers belong have the same size or similar location conditions. In addition, when the attributes of the care manager are similar, it means that the number of years since the care manager registered as a qualified person is the same, and the number of years since the care manager belongs to the business establishment is the same. It also includes that the number of years that have passed since the business operator (operator) first conducted sales activities with the care manager is the same.

In some cases, the database 100 does not have past sales performance information for the care manager whose contract establishment probability is estimated. In such a case, the estimating unit 4 uses, as business information, information on the past sales results of care managers who have attributes similar to the attributes of the care manager whose contract conclusion probability is to be estimated, and calculates the contract conclusion probability. can be estimated. For example, assume that there is a care manager who is not registered in the database 100 at a business establishment (hereinafter referred to as a target business establishment), and the estimating unit 4 is trying to estimate the contract conclusion probability of this care manager. The database 100 accumulates data on the contract establishment probability for each number of months that have passed since each care manager belonged to the target establishment. The estimating unit 4 stores, via the obtaining unit 2, the data of the contract establishment probability when the number of months elapsed since the care manager whose contract establishment probability is estimated belongs to the target establishment is close to the number of months elapsed. 100 and used as business information. For example, the estimating unit 4 estimates that the obtained average value of the contract conclusion probabilities is the contract conclusion probability of the care manager whose contract conclusion probability is estimated.

Further, the estimation unit 4 may use, as business information, data on the contract establishment probability of a care manager belonging to another establishment, in addition to the data of the contract establishment probability of the care manager belonging to the target establishment. Alternatively, the estimating unit 4 may use, as sales information, data on the contract conclusion probability of a care manager belonging to another business establishment, instead of the data on the contract conclusion probability of a care manager belonging to the target business establishment.

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

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

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

In addition, the evaluation value regarding the success or failure of the contract estimated by the estimation unit 4 is not limited to the contract conclusion probability. The evaluation value regarding the success or failure of a contract may be, for example, the probability that the contract will not be concluded (hereinafter referred to as the contract failure probability). Alternatively, the evaluation value regarding the success or failure of a contract is, for example, the degree of deviation (deviation value) of the contract conclusion probability from the average value of the contract conclusion probability of multiple business partners, or the average value of the contract failure probability of multiple business partners. It may be the degree of bias (deviation value) of the contract failure probability from the The estimating unit 4 may estimate these instead of the contract conclusion probabilities, or may estimate these in addition to the contract conclusion probabilities.

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

According to the above configuration, the output unit 6 outputs a sales destination list in which a plurality of sales destinations are arranged in ascending or descending order of evaluation values regarding the success or failure of a contract. Therefore, a person who sells to multiple customers can decide the order in which to conduct sales activities for multiple customers by referring to the order in which they are arranged in the customer list. convenience is improved.

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

According to the above configuration, a salesperson can obtain information about evaluation values for each person (for example, information on whether a certain person's evaluation value is larger or smaller than another person's evaluation value) from the sales destination list. ) can be obtained.

Moreover, in the sales support system 1 according to the third aspect, in the second aspect, each of the plurality of persons (for example, care managers) belongs to at least one of the plurality of establishments. The generation unit 5 generates a business destination list for a plurality of persons such that persons belonging to the same office among a plurality of offices are arranged consecutively.

According to the above configuration, the convenience for the sales person is improved when the sales person collectively conducts sales activities for a plurality of people who belong to the same place of business.

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

According to the above configuration, the estimating unit 4 can estimate a plurality of evaluation values (for example, contract establishment probability) more accurately than when a plurality of sales information includes only information about a plurality of people.

Further, in the sales support system 1 according to the fifth aspect, in any one of the first to fourth aspects, the plurality of sales information includes information regarding contracts with a plurality of sales destinations in past sales.

According to the above configuration, the estimation unit 4 can more accurately estimate a plurality of evaluation values (for example, contract establishment probability) based on a plurality of sales information.

Further, the sales support system 1 according to the sixth aspect is used for sales support of products in any one of the first to fifth aspects. The product is a rental product.

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

In addition, the sales support system 1 according to the seventh aspect further includes a model generator 3 in any one of the first to sixth aspects. The model generation unit 3 generates an estimation model for estimating multiple evaluation values (for example, contract establishment probability) based on the multiple sales information acquired by the acquisition unit 2 . The estimating unit 4 estimates a plurality of evaluation values using the plurality of sales information acquired by the acquiring unit 2 and the estimation model generated by the model generating unit 3 .

According to the above configuration, the model generation unit 3 generates an estimation model based on a plurality of sales information actually used for estimating a plurality of evaluation values, and the estimation unit 4 generates a plurality of evaluations using the estimation model. Estimate a value. Therefore, it is possible to improve the estimation accuracy of the plurality of evaluation values by the estimation unit 4 .

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

According to the above configuration, a salesperson can reduce at least one of travel time and travel costs when visiting a plurality of business destinations by referring to the business destination list.

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

According to the above configuration, the estimation unit 4 can more accurately estimate a plurality of evaluation values (for example, contract establishment probability) based on a plurality of sales information.

In addition, in the sales support system 1 according to the tenth aspect, in any one of the first to ninth aspects, the plurality of business destinations (for example, care managers or business establishments) are those who sell products and Act as an intermediary between end users of products. The plurality of sales information includes user information regarding end users. The user information is information associated with a sales destination, among a plurality of sales destinations, that is in charge of intermediary between the sales person and the end user.

According to the above configuration, the estimation unit 4 can more accurately estimate a plurality of evaluation values (for example, contract establishment probability) based on a plurality of sales information.

Configurations other than the first mode are not essential components of the sales support system 1, and can be omitted as appropriate.

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

According to the above configuration, a person who conducts sales to a plurality of business destinations can determine the order in which to conduct sales activities for the plurality of business destinations by referring to the order in which they are arranged in the business destination list. Convenience for the business person is improved.

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

According to the above configuration, a person who conducts sales to a plurality of business destinations can determine the order in which to conduct sales activities for the plurality of business destinations by referring to the order in which they are arranged in the business destination list. Convenience for the business person is improved.

1 sales support system 2 acquisition unit 3 model generation unit 4 estimation unit 5 generation unit 6 output unit

Claims (10)

A sales support system,
an acquisition unit that acquires a plurality of sales information regarding a plurality of business destinations;
an estimating unit that estimates a plurality of evaluation values corresponding to the plurality of sales destinations on a one-to-one basis based on the plurality of business information acquired by the acquisition unit;
each of the plurality of evaluation values is a value relating to success or failure of a contract with a corresponding business partner among the plurality of business partners;
The sales support system is
a generation unit that generates a business destination list in which the plurality of business destinations are arranged;
an output unit that outputs the sales destination list generated by the generation unit ,
The acquisition unit acquires the plurality of business information related to the plurality of people as the plurality of business destinations,
The estimating unit estimates the plurality of evaluation values corresponding to the plurality of people on a one-to-one basis based on the plurality of sales information acquired by the acquiring unit,
each of the plurality of evaluation values is a value relating to the success or failure of the contract of the corresponding person among the plurality of persons;
each of the plurality of persons belongs to at least one of the plurality of establishments;
With respect to the plurality of persons, the generating unit arranges the persons belonging to the same place of business among the plurality of places of business consecutively, and the evaluation values of the people belonging to the same place of business are arranged in ascending or descending order. Generate the business contact list so that
Sales support system. each of the plurality of persons belongs to at least one of the plurality of establishments;
The plurality of business information includes information about the plurality of business establishments,
The sales support system according to claim 1. The plurality of sales information includes information on contracts with the plurality of sales destinations in past sales,
The sales support system according to claim 1 or 2. Used for sales support of products,
The product is a rental product,
The sales support system according to any one of claims 1 to 3. further comprising a model generation unit that generates an estimation model for estimating the plurality of evaluation values based on the plurality of sales information acquired by the acquisition unit;
The estimation unit estimates the plurality of evaluation values using the plurality of sales information acquired by the acquisition unit and the estimation model generated by the model generation unit.
The sales support system according to any one of claims 1 to 4. The generation unit generates the business destination list based on the plurality of evaluation values and at least one of travel time and travel costs required when traveling between locations of the plurality of business destinations. ,
The sales support system according to any one of claims 1 to 5. The plurality of business information includes information on the usage status of products in each of the plurality of business destinations,
A sales support system according to any one of claims 1 to 6. The plurality of sales destinations mediate between a person who sells the product and an end user of the product,
The plurality of business information includes user information about the end user,
The user information is information associated with a sales destination that is in charge of intermediary between the sales person and the end user, among the plurality of sales destinations.
The sales support system according to any one of claims 1 to 7. A sales support method executed by a computer system,
an obtaining step of obtaining multiple sales information about multiple sales destinations;
an estimating step of estimating a plurality of evaluation values corresponding to the plurality of business destinations on a one-to-one basis based on the plurality of business information acquired in the acquiring step;
each of the plurality of evaluation values is a value relating to success or failure of a contract with a corresponding business partner among the plurality of business partners;
The sales support method includes:
a generation step of generating a sales destination list in which the plurality of sales destinations are arranged;
and an output step of outputting the sales destination list generated in the generating step,
In the acquiring step, acquiring the plurality of business information related to the plurality of people as the plurality of business destinations,
In the estimation step, based on the plurality of business information acquired in the acquisition step, estimate the plurality of evaluation values corresponding to the plurality of people one-on-one,
each of the plurality of evaluation values is a value relating to the success or failure of the contract of the corresponding person among the plurality of persons;
each of the plurality of persons belongs to at least one of the plurality of establishments;
In the generating step, with respect to the plurality of persons, persons belonging to the same place of business among the plurality of places of business are arranged consecutively, and the evaluation values of the people belonging to the same place of business are arranged in ascending or descending order. Generate the business contact list so that
Sales support method. for causing the computer system to execute the sales support method according to claim 9,
program.

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