JPH1011498A - Business management support system - Google Patents

Abstract

PROBLEM TO BE SOLVED: To give proper indications to the business start after sufficiently grasping the daily activities of respective members of the staff and the states of negotiations. SOLUTION: Business management, is supported by making good use of a process control table 110. The lateral axis of the process management table 110 shows respective stages of a business-side sales process. The longitudinal axis, on the other hand, shows respective stages of customer-side customer steps. For example, the number of negotiations and the estimated total amount of sales, or a last visit date, a frequency of visiting, the estimated amount of sales at last visiting time, etc., are entered into each cell.

Description

DETAILED DESCRIPTION OF THE INVENTION

[0001]

The present invention relates to a sales management support system for supporting management of a sales process and the like.

[0002]

2. Description of the Related Art It is necessary for a manager (sales manager) who performs business management to always grasp the stages of individual negotiations and give appropriate instructions to sales personnel. The results of daily activities (such as visiting activities) of sales staff are generally reported to managers in the form of daily reports, and sales management is performed using the daily reports and customer ledgers. In many cases, such a written form differs depending on each sales person, and it has been pointed out that a manager cannot obtain accurate and objective information. In addition, it has been difficult to uniformly grasp the entire negotiations of a predetermined section or to grasp individual negotiations from a desired aspect.

[0003] In particular, it is desired to perform each stage of the sales process at an appropriate time and content corresponding to each stage on the customer side up to the purchase of a product. There is a problem that even if each member knows, it is not transmitted to the manager or the communication tends to be insufficient.

Conventionally, for example, JP-A-3-220666 and JP-A-7-230442 have proposed a system for supporting business activities in the form of a server / client system. However, in the systems described in these documents, electronic data processing and association between data for the processing are performed so that the steps on the customer side and the processes on the sales side can be grasped at a glance. Absent.

[0005]

As described above, in the related art, particularly from the viewpoint of the manager, the daily actions of each salesperson and the situation of business negotiations are sufficiently understood, and then appropriate instructions are given to the salesperson. It is difficult to do this for staff members, and there is a need for a system to support it.

SUMMARY OF THE INVENTION The present invention has been made in view of the above-mentioned conventional problems, and has as its object to provide a system for supporting sales management and sales activities. To provide a system that can manage

[0007] It is another object of the present invention to associate each data with each other in order to realize such process management and to electronically create a chart for process management.

It is another object of the present invention to represent the transition of negotiations on a two-dimensional coordinate system while correlating steps on the customer side with processes on the sales side.

[0009]

[Means for Solving the Problems]

(1) In order to achieve the above object, according to the present invention, definitions are stored for each stage of a sales process up to the conclusion of a transaction on the sales side and at each stage of a customer step until a transaction is completed on the customer side. An input means for registering each sales activity result while associating the sales process and the customer step with each other, a storage unit in which each sales activity result is registered, and accessing the storage unit. A process management table for electronically creating a two-dimensional process management table in which the sales process is set as one axis and the customer step is set as the other axis, and management information representing the results of each of the sales activities is entered in a corresponding cell. Creating means.

According to the above configuration, for example, daily sales activity results are input by each sales person using the input means, and are registered in the storage unit. In this case, the stage of the sales process and the stage of the customer step are input in association with the sales activity result or as a part thereof. That is, sales activity results such as visit dates are stored while being associated with sales processes and customer steps. Then, the process management table creating means creates a process management table reflecting the sales activity result regarding the designated one or more negotiations by electronic calculation.

Here, one axis (preferably the horizontal axis) of the process management table represents a process on the sales side, and the other axis (preferably a vertical axis) represents a step on the customer side. . On such two-dimensional coordinates or a matrix, management information created based on the results of business activities is entered. Of course, each piece of management information is entered in coordinates or cells determined by the process on the sales side and the steps on the customer side.

According to such a process management table, the current sales activities and their transitions can be grasped at a glance while correlating each stage of the sales activities with the degree of the customer's willingness to purchase. It is possible to visually recognize the trend of negotiations being handled by oneself or another person, and the sales manager can provide appropriate instructions and advice to the salesperson from the viewpoint of the manager. In particular, it can provide useful support information for planning a sales strategy.

In a preferred aspect of the present invention, the process management table can be created in correspondence with a plurality of negotiations, and the process management table creating means includes, as the management information, the number of negotiations and the total expected sales. Is calculated, and the result is written in the corresponding cell. According to this configuration, for example, business negotiations as a whole of a section can be comprehensively grasped, and necessary business management can be performed based on the negotiations.

[0014] In a preferred aspect of the present invention, the process management table can be created for each negotiation, and the process management table creator includes, as the management information, the first negotiation, the number of visits, and the estimated sales amount. At least one of them is written in the corresponding cell. According to this configuration, it is possible to grasp the individual progress situation and give appropriate instructions to each negotiation. As described above, the use of the process management table is wide, and the information to be entered may be various information related to business management.

(2) In order to achieve the above object, the present invention relates to each step of a sales process up to the conclusion of a trade on the sales side and each step of a customer step until the conclusion of a trade on the customer side. A step of receiving and registering the definition, a step of receiving and registering each sales activity result while associating the sales process and the customer step, and the sales process being one axis and the customer step being the other axis. Electronically creating a two-dimensional process management table in which the management information indicating the results of each sales activity is entered in the corresponding cell.

Here, the scope of the present invention also includes a storage medium storing software for executing the above method on a computer. Here, the storage medium is a medium whose internal information can be read by a computer,
For example, a floppy disk, a CD-ROM, or the like can be used.

Although the present invention can be realized on a single computer, it is usually realized by a network system in which a database server machine and a plurality of client machines are connected.

[0018]

DETAILED DESCRIPTION OF THE PREFERRED EMBODIMENTS Preferred embodiments of the present invention will be described below with reference to the drawings.

FIG. 1 shows a system configuration example of a sales management support system according to the present invention. As shown in the figure, the system of this embodiment is configured as a server / client system. For example, a database server machine 12 and a plurality of client machines 14 are connected on a network 10. Database server machine 12 and client machine 14
Is composed of a computer having an input device and a display device. The database server machine 12 has a built-in database 18 in which data in the system is registered. Incidentally, in the present embodiment, software for realizing each function described later is provided on each client machine 1.
Although each of the client machines 14 is installed, each database may be used as a mere terminal, and various processes may be performed in the database server machine 12 and the results may be output to the client machines 14. In any case, various kinds of sales data are managed in a database 18 in the database server machine 12 in a unified manner. Here, distributed management of data can also be performed. For example, a client machine 22 existing in each business office can be connected to the network 10 via a public line 20, or a mobile terminal 24 carried by each salesperson can be connected via the public line 20. it can. Although not shown in FIG. 1, the database server machine 12
It is also possible to connect a client machine locally.

The software for executing the sales management support system according to the present embodiment can be provided to various users by media such as a floppy disk and a CD-ROM. It is also possible to provide such software to a user via a communication line.

FIG. 2 shows the functions of the system of this embodiment in a hierarchical manner. As shown in FIG.
The sales management support system of the present embodiment is roughly composed of a plurality of subsystems. That is, it is composed of a negotiation registration process 30, a progress inquiry process 32, an activity analysis process 34, an information inquiry process 36, and the like. Here, negotiation registration processing 3
0 is composed of a customer information registration process 38 and a negotiation progress registration process 40, and the progress inquiry process 32 is comprised of a progress degree inquiry process 42 and a customer inquiry process 44. Activity analysis processing 34
Is composed of a sales forecast analysis process 46, a visit frequency analysis process 48, a visit cycle analysis process 50, and an interviewer analysis process 52. The information inquiry process 36 includes a conflict information inquiry process 54, a needs information inquiry process 56, and a claim information inquiry process 58. The main feature of the sales management support system of this embodiment is a process related to a two-dimensional process management table described later. In the following description, the negotiation registration process 30 and the progress inquiry process 32 will be mainly described.

FIG. 3 shows the database 18 shown in FIG.
Each table stored in the table and its contents are illustrated. Of course, in addition to the table shown in FIG. 3, various tables can be registered as needed.

The customer master 60 is a table created for each customer. The customer master 60 includes, for example, a customer name 62, a customer type 64, a customer employee size 66, a customer grade 68, and the like. Registered information such as the name of the sales representative in charge, the time of budgeting, the expected budget, the name of the interviewer on the customer side, the decision level indicating the position affecting the negotiation on the customer side, etc. Is also good. Of course, the information registered in the customer master can be set as needed. This customer master 60 is created when a new customer is generated.

The sales table 70 is, in this example,
It is created for each sales activity, specifically for each visit to a customer, and is positioned as an alternative to the conventional daily report of the sales representative in charge. That is, each salesperson registers each piece of information constituting the sales table 70 using one of the client machines 14. In the example illustrated in FIG. 3, each sales table 70 includes a visit date 72 at which a customer is visited, a sales representative name 74, a department name / section / group name / person /
Information such as team name 76, customer name 78, negotiation name 80, customer step 82 and sales process 84 essential for creating a process management table described later, visit purpose 86, negotiation status 88, scheduled contract date 90, estimated sales amount Information such as 92, proposed product category 94, proposed product 96, competitive information 98, needs information 100, and complaint information 102 are registered. Of course, each registration item of the sales table 70 shown in FIG. 3 is an example, and can be selected as needed. For example,
The item 76 can be omitted when the search can be performed using the sales representative name 74 as a key. The above-mentioned customer step is an item indicating the degree of negotiation progress on the customer side, and the sales process 84 indicates the degree of negotiation progress on the company side, all of which are registered by, for example, inputting a code. The estimated sales amount 92 is an approximate value of the estimated sales amount.
The negotiation situation 88 can be selected from, for example, active, pending, closed, unsold, losing the competition, and the like.

The attribute table 104 stores attributes for realizing each function shown in FIG. 2. In particular, the attribute table 104 of the present embodiment includes a process management table described with reference to FIG. Attributes required for creation are registered. Specifically, the number of stages of the sales process on the sales side and their names are registered (reference numeral 106 in FIG. 3).
), And the number of customer steps and their names on the customer side are registered (reference numeral 108 in FIG. 3).
reference). Of course, other attributes are also registered in the attribute table 104, such as a product classification and a list of sales representatives.

FIG. 4 shows a process management table 110 created by the sales management support system of this embodiment.
A basic example is shown. In the example of the process management table 110 shown in FIG. 4, the horizontal axis indicates each stage of the sales process on the sales side, and the vertical axis indicates each stage of the customer step on the customer side. The sales process is divided into m stages. Specifically, for example, if m = 7, the sales process is divided into seven stages P1 to P7 as shown in FIG. The same applies to the vertical axis. The customer step is divided into n stages. When n = 7, the customer step is divided into seven stages S1 to S7.
Here, P1 to P7 and S1 to S7 represent codes of the sales process and the customer step, respectively. In the process management table 110, the process name entry field 112 and the step name entry field 114 are attached to those codes. A process name and a step name are respectively entered. Of course, the process name and the step name can be arbitrarily set by the user using an input device such as a keyboard.

The process management table 110 corresponds to a two-dimensional matrix table as shown in FIG. 4, that is, corresponds to an aggregate of m × n cells 116. In the cell 116, for example, various types of information registered in the sales table 70 shown in FIG. 3 are written or information created based on the various types of information is written. That is, management information for sales support is written in the cell 116.

Each process name of the sales process and each step name of the customer step are registered in the attribute table 104 shown in FIG. 3, and the registration process is performed, for example, immediately after system startup or when the process management table 110 is changed. Performed when needed.

FIG. 5 shows an example of the process management table 120 in the case where the inquiring process by progress degree shown in FIG. Such an inquiry by the degree of progress can be performed based on various conditions as described later. For example, the name of the sales representative is designated, and S1 or more and P
Can be specified as one or more. In the example shown in FIG. 5, the number of negotiations 122 and the total expected sales amount 124 are entered in each cell. That is, each client machine 14 (see FIG. 1) accesses the database 18 in the database server machine 12, refers to information necessary for calculating data in each cell, and counts negotiations corresponding to each stage. The number of negotiations 122 is calculated by the calculation, and the estimated sales amount 92 of the negotiations that have reached such a stage is integrated to obtain a total 124 of the estimated sales amounts.
Is calculated. As shown in FIG. 3, in the present embodiment, since each sales activity result is associated with each customer step and each stage of the sales process in the sales table 70, FIG. A process management table 120 as shown can be created.

FIG. 6 shows a process management table 126 showing the negotiation visit history for each negotiation. In this process management table 126, each cell has the latest visit date 12
8, number of visits 130, estimated sales amount 132 at the time of the latest visit
Is filled in. When there are a plurality of visits corresponding to the same cell, the latest visit date 128 is the latest visit date among the plurality of visits. The number of visits 130 indicates the number of visits corresponding to the same cell. Expected sales amount 13
Reference numeral 2 indicates the estimated sales amount registered at the time of the latest visit as described above. In the process management table 126 shown in FIG. 6, as indicated by reference numeral 134, the planned schedule for each sales process registered when the negotiation is first started is also entered. That is, various accompanying information can be added to the process management table.

Next, various functions shown in FIG. 2 will be described in detail.

In the customer information registration process 38, the database 1 is used by using any one of the client machines 14.
Customer information is registered in 8, and a customer master 60 is created for each customer as shown in FIG.

In the negotiation progress registration process 40 shown in FIG. 2, the result of each sales activity is registered in the database 18 using any one of the client machines 14. Specifically, the results of the sales activities performed on that day are registered in the form of a daily report, and the sales table 70 shown in FIG. 3 is created. Of course, when the same salesperson performs a plurality of negotiations on the same day, the sales table 70 is created for each negotiation even on the same visit date. In such negotiation progress registration, the registration of the customer step 82 and the sales process 84 is indispensable in order to create a process management table, and the sales staff always recognizes the sales stage of the company and makes decisions on the customer side. It is possible to facilitate understanding of the transition up to the point.

By the way, as shown in FIG. 3, the business table 70 includes competition information 98, needs information 100, and complaint information 102 in this embodiment. The competition information 98 is a description of the competition information obtained by the salesperson as a comment, and similarly, the needs information 100 and the claims information 102 also register the needs information and the claims information obtained by the salesperson. Things. Such information is also shared between the sales representatives and managers by the server / client system, so that the sales strategy can be made more reliable.

In the inquiry process for each degree of progress shown in FIG. 2, a process according to the flowcharts shown in FIGS. 7 and 8 is executed. That is, FIGS. 7 and 8 show examples of the inquiry routine for each degree of progress. When this routine is started in the client machine, first, in S101, an inquiry is made to the operator as to whether or not to specify a department name, a section / group name, a section / team name. Here, when any of those designations is performed, the necessary designation is performed by the operator in S102. S103
In, an inquiry is made as to whether or not to designate the name of the sales representative. When the designation is made, the name of the sales representative is input in S104.

In S105, an inquiry is made as to whether or not a product classification or a product field is to be designated. When the designation is to be made, a product classification or a product field is input in S106. In S107, an inquiry is made as to whether or not to specify a lower limit on the customer step side in creating the process management table. If you do so,
In S108, the customer step which is the lower limit is input by, for example, a code. In step S109, an inquiry is made as to whether or not to specify the lower limit of the sales process when creating the process management table. When such designation is made, the sales process that is the lower limit in S110 is input, for example, by a code.

At S111, an inquiry is made as to whether or not to specify an inquiry period in the creation of the process management table. At S112, an inquiry period is input if necessary. In S113, it is determined whether or not the above various designations have been completed. Of course, the process management table may be created without any specification.

In S114, a process management table is created according to the above designation. That is, the database 18 in the database server machine 12 is accessed from the client machine 14 and necessary data is referred to, and the process management table 1 shown in FIG.
20 are created. The basic form of this process management table is the information 10 in the attribute table 104 shown in FIG.
6 and 108, and when filling in each cell, the sales table 70 is referred to using the customer step and the sales process as keys. According to these progress-level queries,
All or specific stages of the negotiation can be represented, in which case various conditions can be specified. For example, it could represent a deal within a particular department, or it could represent all of the deals that a particular sales representative is in charge of. That is, the process management table can be created under various conditions according to the user's request. This is the same for the information written in each cell, and it is also possible to set desired management information required by the user and write the information in each cell.

In S115, the process management table electronically created in this way is stored in the client machine 1
4 is displayed on the display unit. Then, S116 shown in FIG.
In, it is determined whether or not there is an input for displaying a list of negotiations corresponding to a specific cell after selecting the specific cell. If there is such an input, S117
In, a list of negotiations corresponding to the specified cell is displayed. In S118, a specific negotiation is selected in the negotiation list, and it is determined whether or not a visit history display instruction has been issued for the negotiation. When such a display of the visit history is requested, a process management table relating to the negotiation is created in S119. A specific example is the process management table 126 shown in FIG. 6 described above, and a process management table representing a transition of a series of visit activities related to a specific negotiation is created. In each cell, as described above, the latest visit date 12
8, number of visits 130, estimated sales amount 132 at the time of the latest visit
Is filled in. In S120, such a process management table is displayed on the display.

As described above, when the inquiry by the degree of progress is executed, the trend and sales prospect of one or a plurality of negotiations can be grasped under a certain condition. Further, the visit history shown in FIG. It is possible to ascertain the history of the business activity. This allows the manager to give appropriate instructions and advice to the salesperson.

The process management table 126 shown in FIG.
In, it is possible to compare the planned schedule 134 representing the original plan with the actual visit date, so that it is possible to grasp at a glance whether or not the business is performing as planned.

According to the negotiation visit history shown in FIG. 6, for example, when the customer process is high even though the sales process hardly progresses, it is possible to analogize the existence of a competitive product. If the customer step does not increase even though the sales process is considerably progressing, it is possible to review the sales activities and provide advice on the sales activities matching the customer steps. Generally, a process management table 12 as shown in FIG.
In 6, it is desirable that cells be written approximately linearly from the lower left to the upper right. In other words, in the past, the management and advice of each salesperson was performed based on the experience of the manager, but according to such a process management table, the sales activities were objectively integrated by the geometric arrangement of the entry fields. And can give more appropriate advice to sales personnel.

FIG. 9 shows the customer-specific inquiry processing 4 shown in FIG.
FIG. 9 is a flowchart showing an example of a customer-specific inquiry routine.

When this routine is started on the client machine, the operator first specifies a customer in S201. In this case, the customer name may be specified. For example, when each customer is managed by a code using the attribute table 104 shown in FIG. 3, the code may be input.

In S202, an inquiry is made as to whether or not an inquiry period is to be designated. When such designation is made, an inquiry period is input in S203. S204
In the list, all negotiations for a certain customer or within a certain period are displayed as a list.

In S205, it is determined whether a specific negotiation is selected on such a list, and whether a visit history display command has been issued. When such a request for displaying the visit history is made, a process management table is created in S206, similarly to S119 shown in FIG. That is, the process management table 126 shown in FIG.
At 07, the process management table is displayed on the display. That is, in the progress inquiry processing 32 shown in FIG. 2, individual or plural negotiations are inquired based on the process management table.
The negotiations referred to in this manner do not include those in which the negotiation status is not completed or the competition is lost.

Next, the activity analysis processing 34 and the information inquiry processing 36 shown in FIG. 2 will be described for reference.

In the sales forecast analysis processing 46, the sales forecast is analyzed within the range of the designated conditions, and, for example, the sales forecast amounts for each month are totaled and displayed in, for example, a bar graph or the like. In this case, for each month, the total number of negotiations and the estimated sales amount for each customer step may be displayed in a table format.

In the visit number analysis process 48, the number of visits for each month is output in a table format. In the visit cycle analysis, the business activity results of each visit under predetermined conditions are displayed as a list. In the interviewer analysis process 52, a list of interviewers of a specific customer is displayed.

In the conflict information inquiry process 54, a list of the conflict information registered in each sales table 70 is displayed, and in the needs information inquiry process 56, the needs information is displayed as a list as described above. Also in the claim information inquiry processing 58, the claim information is similarly displayed as a list. That is, competitive information, needs information, and complaint information can be easily referred to from each client machine, and these pieces of information, which have conventionally tended to be dispersed, can be shared and reflected in sales strategies and product plans.

As described above, according to the sales management support system of the present embodiment, strategic sales can be made possible.
In particular, it is possible to comprehensively back up business management. Thus, for example, the sales manager can give appropriate instructions and follow-up to the sales staff, and can realize efficient sales activities.

[0052]

As described above, according to the present invention, the processes on the sales side can be appropriately managed while considering the steps on the customer side, and it becomes possible to support the business management and the sales activities. Further, according to the present invention, it is possible to provide a necessary association between the respective data in order to realize such a process management, whereby a chart for the process management can be electronically created. Further, according to the present invention, it is possible to clearly represent the transition of one or a plurality of negotiations while correlating the steps on the customer side and the processes on the sales side on two-dimensional coordinates.

Therefore, according to the present invention, the sales manager can give appropriate instructions to each sales employee while sufficiently grasping the daily activities of each sales employee and the situation of negotiations.
Each salesperson can also make an appropriate plan for sales activities.

[Brief description of the drawings]

FIG. 1 is a diagram showing an example of a system configuration of a sales management support system according to the present invention as viewed from the hardware side.

FIG. 2 is a diagram showing an example of a system configuration of a sales management support system according to the present invention as viewed from a software aspect.

FIG. 3 is a conceptual diagram showing the contents of a table registered in a database.

FIG. 4 is an explanatory diagram showing a basic format of a process management table.

FIG. 5 is a diagram illustrating an example of a process management table when an inquiry by progress is performed;

FIG. 6 is a diagram showing an example of a process management table showing a negotiation history for each negotiation.

FIG. 7 is a flowchart illustrating a progress-based inquiry routine;

FIG. 8 is a flowchart illustrating an inquiry routine for each degree of progress.

FIG. 9 is a flowchart illustrating an example of a customer-specific inquiry routine;

[Explanation of symbols]

12 database server machine, 14 client machine, 30 negotiation registration process, 32 progress inquiry process,
38 customer information registration processing, 40 negotiation progress registration processing, 4
2 Inquiry process by progress, 44 Inquiry process by customer, 60
Customer master, 70 sales table, 82 customer steps, 84 sales process, 104 attribute table, 11
0 Process management table.

Claims (5)

[Claims] A definition storage unit for storing a definition of each stage of a sales process up to the conclusion of a trade on a sales side and each stage of a customer step until a sale is completed on a customer side; Input means for registering each sales activity result while associating the customer steps, a storage unit in which each sales activity result is registered, and accessing the storage unit, wherein the sales process is one axis and Process management table creating means for electronically creating a two-dimensional process management table in which the customer step is the other axis, and the management information representing the results of each of the sales activities is written in a corresponding cell, and Sales management support system. 2. The system according to claim 1, wherein the process management table can be created in correspondence with a plurality of negotiations, and the process management table creating means includes:
A sales management support system, wherein at least one of the number of negotiations and the total amount of expected sales is calculated and entered in the corresponding cell. 3. The system according to claim 1, wherein the process management table can be created for each negotiation, and wherein the process management table creation means includes:
A sales management support system wherein at least one of the number of visits and the estimated sales amount is entered in the corresponding cell at the time of the first negotiation. 4. A step of receiving and registering a definition of each stage of a sales process up to the conclusion of a transaction on the sales side and each stage of a customer step until a transaction is completed on the customer side, and A step of receiving and registering each sales activity result while associating the customer step, and the sales process being set as one axis and the customer step being set as the other axis, and management information representing each sales activity result is stored in a corresponding cell. Electronically creating a filled-in two-dimensional process management table. 5. A storage medium storing software for executing the method according to claim 4 on a computer.