KR101603977B1 - Prediction system for business ordering possibillity - Google Patents

Abstract

In the present invention, a system for predicting the order potential for sales activities that can predict the order possibility of the sales based on the sales activity of the salesperson is disclosed.
The forecasting system according to the present invention registers and manages a sales activity item, a sales employee information, a customer name, a business name, an order (estimated) amount, an order status for the sales, and sales period information selected based on previously registered sales behavior information Database; A sales management module that manages the number of times and the number of failures of the salesperson in relation to sales behavior information per sales case; A coefficient management module for calculating a sales coefficient correlated to an average success frequency and an average failure frequency of sales behavior information for all sales cases of a salesperson; The sum of the product of the sales investment value calculated as the sum of the products of the number of attempts for each business activity information and the product of the business activities and the average success rate of all business events and the sales coefficient And an investment rate management module for calculating an expected order value and calculating an operational investment ratio as a percentage of the operational investment value with respect to the expected order value. Accordingly, the present invention quantifies the sales behavior according to the characteristics and tendencies of the salesperson, calculates the order coefficient for the successful order information based on the calculation, and predicts the sales achievement of the sales subject, It is possible to carry out the operation of the company efficiently based on the prediction of the user.

Description

{PREDICTION SYSTEM FOR BUSINESS ORDERING POSSIBILITY}

The present invention relates to a method for predicting order receipt for sales, and more particularly, to a method for predicting order receipt of a salesperson based on an order receipt probability based on a salesperson's sales activity activity, And a system for predicting the order potential for activities.

In general, a business person (a sales person, a sales person, etc.) who mainly performs business activities from the outside is provided with information related to a business activity to be performed by the business person, such as information on a customer to visit and a person in charge of transaction , The personal information of the transaction person, etc.), the date and time of the visit, and the like are stored in a handbook or stored in a mobile terminal such as a PDA, a notebook, or a mobile phone.

In other words, a large amount of information is directly collected, recorded and managed by a salesperson or a salesperson. To do so, the contents of the business activity are entered and edited using a computer connected to the server for business management. Accordingly, the manager recognizes the sales activity to the salesperson and grasps the sales situation according to the result.

Generally, the manager is not aware of the characteristics and know-how of the sales person only because he / she manages the sales activity based on the sales information and the operating cost acquired through the sales log, the sales report (meeting) It does not judge the efficiency of business. For example, sales activities are determined by the nature of the sales, the characteristics of the salesperson, and the business environment. If the sales activities are managed only from the outcome side, the problem of lowering the efficiency of the sales activity occurs.

In the accompanying patent document, a state in which an electronic document is used is automatically recognized using a program for distributing a product catalog in the form of an electronic document to a mobile device, so that the performance of a salesperson can be automatically collected and analyzed.

In addition, in the preceding literature, the product catalog which was produced by the physically printed product at the time of the salesperson's sales activity is replaced with the electronic document, and the software for monitoring the sales activity is inserted in the electronic catalog document, And transmits them to a separate server.

However, collecting and analyzing the performance of the salesperson using the electronic catalog is merely a collection of the simple sales activities of the salesperson, so that there is a problem that the classification of the sales activities by the characteristics of the salesperson becomes inappropriate. In other words, if a salesperson perceives the tendency or characteristics of a salesperson, and if sales activities are performed based on this, a positive result may be obtained. However, only the efficiency of the salesperson by introducing the computerization system is insufficient I can not help it. Also, if only the sales performance of the salesperson is described, and there is only a prize, there will be no predictions about future oriented business activities and the sustainability of the activities will not be guaranteed.

1. Korean Patent Publication No. 10-2012-0122804, published on Nov. 07, 2012, entitled " System and Method for Sales Activity Management Using Electronic Device Based on Mobile Device "

SUMMARY OF THE INVENTION The present invention has been made in order to solve such problems, and it is an object of the present invention to provide a method and apparatus for managing a sales order, We calculate the unique 'sales coefficient' of a discretionary salesperson and calculate the 'expected order value' of the discretionary salesperson based on the 'sales coefficient' and the sales behavior of the sales order received. 'Sales coefficient' and ' Which is calculated by calculating the 'operating investment ratio' of each business case corresponding to the 'expectation value' and estimating the likelihood of winning an order for each sales person of the salesperson.

Another object of the present invention is to provide a method and system for estimating the sales amount of a sales person based on the target sales of the salesperson, including the amount of orders and unearned amounts achieved so far, And forecasting the degree of achievement of sales to provide a system for predicting order potential for sales activities that can predict the operation and management of the company.

According to an aspect of the present invention, there is provided an apparatus for predicting an order possibility of a sales activity, the system comprising: a sales activity item selected based on previously registered sales behavior information; A database for registering and managing information, a customer name, a business name, an order amount, an order status and a sales period information for the sales; A sales management module for managing the number of sales attempts and the number of failures of the salesperson corresponding to the sales behavior information per sales case; A coefficient management module for calculating a sales coefficient having a correlation between an average number of successes of sales behavior information for all sales cases performed by a salesperson and an average number of sales behavior information for sales cases that failed in order; The sales investment value calculated by summing up the products of the number of attempts by the sales activity information for the random sales events and the product of the sales factors and the order expected value calculated by the sum of the products of the average success rate and the sales coefficient for all sales events And calculating a business investment ratio as a percentage of the business investment value with respect to the expected order value; A control module for managing the operation of the coefficient management module and the permeability management module and classifying the calculated result information by salesperson, team, and period, and performing registration management for the classified result; And a display module for outputting the result information as graphical information.

Meanwhile, as a preferred embodiment according to the present invention, the sales activity information includes a sales call item such as telephone, coffee, conference, consulting, PT, quote, suggestion, lunch, dinner, leisure, demonstration, And at least one of the items is selected and registered in the database.

In addition, the correlation according to the present invention is set using a four-ary operation, and is defined as a coefficient other than '0', and the business investment rate is a ratio of an average number of attempts of sales items, Is a percentage value of the number of attempts of the business activity items currently underway and is used as data for predicting the order possibility.

In addition, the control module according to the present invention may further include: an order rate calculating unit for calculating, as a percentage, a value obtained by summing up the amounts of all the sales orders received for the sum of the sales amounts of all sales performed during the period set by the specific salesperson; Information on the average amount of orders received, which is the sum of the amounts of all sales received during the set period divided by the number of the same sales; And calculating the number of target sales in relation to the sales target amount of the salesperson in addition to the average amount of the order receipt average and the ordering rate and comparing the number of the target sales with the number of sales in progress of the salesperson, And calculating the possibility of achieving the sales goal by adding the remaining business up to the business investment rate and displaying the result as utilization possibility information of the sales activity.

The system for predicting the order potential for business activity proposed in the present invention is a system for estimating the order potential for business activities based on the sales behavior information registered and set in a multi-item manner and quantifying each sales behavior according to the characteristics and tendencies of the salesperson, We estimate the expected value of the order for the business activity information of the case and the business investment value for the sales activity information of the business in progress and calculate the business investment ratio as a percentage of the business investment value to the expected order value, It can effectively predict and manage the operation of the company. It also has the effect of presenting the effective sales method to the salesperson by identifying the pros and cons of the sales method based on each sales behavior for achieving the salesperson's sales have.

FIG. 1 is a configuration diagram showing an order prediction system according to the present invention.
2 is an exemplary table for explaining operating coefficients applied in the present invention.
FIG. 3 is an exemplary table for explaining an expected order value to be applied in the present invention.
4 is an exemplary table for explaining a business investment value and an operating investment ratio applied in the present invention.
5 is a web screen for explaining the operational permeability according to the present invention.
6 is a web screen showing an average order amount and an estimated year-end performance according to the present invention.
7 is a flow chart for explaining the operation of the present invention.

Hereinafter, preferred embodiments of the present invention will be described in detail with reference to the accompanying drawings.

First, in the present invention, the sales behavior according to the characteristics and tendencies of the salesperson is quantified, and the 'order expectation value' of the order information succeeded by the order is calculated based on this, and the sales achievement By doing so, the company will be able to operate efficiently based on forecasts of its operation and management. Therefore, it predicts the possibility of ordering based on the quantified information for this purpose, and provides a logical concept of the digitized information.

That is, in the present invention, based on the sales employee's sales attempt, the sales activity succeeded in winning the order, and the failure result according to the attempt are converted into numerical information. The result of this numerical conversion is to induce salespeople to increase the efficiency of business by emphasizing the characteristics of sales personality and characteristics. Therefore, the order predictability proposed in the present invention can be utilized as an individual measure as an absolute measure, not a relative measure.

As a result, the mathematical concept referred to in the present invention is not intended to limit the technical spirit of the present invention and will not depart from the gist of the present invention due to slight mathematical changes.

On the other hand, the sales behavior information presented in the present invention means an action that a salesperson has attempted while executing a sales operation, which is an item recorded and managed by computerized information. For example, business content can be identified as items that can be considered business activities such as telephone, coffee, conferencing, consulting, PT, quote, proposal, lunch, dinner, sports, demo,

Accordingly, in performing the method of predicting the order possibility through the present invention, it is possible to divide the case where the order is received by the items of the sales behavior information corresponding to the sales cases of the arbitrary salesperson in the past, , Calculates unique 'operating coefficients' of only the individual salesperson corresponding to each item of the sales behavior information based on the compared value, and calculates the average of the items of the sales behavior information corresponding to the purchased salesperson Order expected value ", which is the sum of the values obtained through the arithmetic operation between the number of times and the 'operating coefficients', is calculated.

The 'operating coefficient' and 'expected order value' differ from each other. Accordingly, the 'sales coefficient' and the 'expected order value' are not calculated for the purpose of comparing individuals, and are personalized information according to the characteristics and tendencies of the individual. This' sales factor 'and' expected order value 'are scales of the individual' s sales activities required to win arbitrary sales orders, so the numerical contrast between salespeople is meaningless.

The sum of the number of times of the sales action information corresponding to one sales case in which the salesperson is in sales and the sum of the values obtained through the same arithmetic operation as the 'order expectation value' between the 'sales factors' Investment value ', and then calculates the' operating investment ratio ', which represents the' operating investment value 'as a percentage of the' order expected value '.

Here, the 'business investment ratio' indicates the investment ratio of the sales activity performed based on the past average data of the salesperson, And how much additional sales activities should be carried out to win the sales order, or how much of the sales order is likely to be received, and further, the sales amount of the salesperson.

On the other hand, the sales behavior information is information on an attempted salesperson's sales while executing sales, and includes items such as telephone, coffee, meeting, consulting, PT, quotation, suggestion, lunch, dinner, sports, demonstration, Education, and so on. However, the number and content of items may vary sufficiently depending on the situation of the time or business, and the execution of these sales activities will be measured differently depending on the personal characteristics, tendencies and preferences of the salesperson.

In this way, the present invention measures the salespeople 's sales activities to the salesperson by showing the scale suitable for the characteristics of the salesperson, and predicts the possibility of winning the salesperson.

FIG. 1 is a block diagram showing a system for predicting an order acceptance probability according to the present invention. 7 is a flow chart for explaining the operation of the present invention.

As shown in the figure, in the device for predicting the order possibility for sales, the sales behavior item, sales employee information, sales target, customer name, business name, order (expected) amount, A database 113 for registering and managing the order status and sales period information for sales, a sales management module 103 for managing the trial number and sales result of each salesperson for sales per sales transaction information, A coefficient management module 105 for calculating a 'sales coefficient' to which a correlation between an average number of sales behavior information for sales cases that succeeded in order and an average number of sales behavior information for sales cases that failed in order, 'Order expectation', which is calculated as the sum of the product of the average number of attempts per sales behavior information and the 'sales coefficient' Calculating a 'business investment value' calculated as a sum of products of the number of attempts for each business activity information on the ongoing business and the 'business factor'; and calculating a 'business investment value' The investment management module 107 for calculating the 'operating investment ratio' as a percentage of the total investment amount, the calculation management module 105 and the investment rate management module 107, And a display module 109 for outputting the result information as graphical information. The control module 101 performs the registration management on the classified information.

Here, the sales activity information is registered in the database 113 as a sales attempt of a salesperson by telephone, coffee, conference, consulting, PT, quote, suggestion, lunch, dinner, sports, demonstration, , The salesperson selects and enters the item when reporting the sales. It is a matter of course that the number of items, contents and weights of items can be changed according to the situation of the time or the business contents.

The 'sales coefficient' calculated by the coefficient management module 105 means the difference between the average number of attempts of the sales activity information of the successful sales order and the sales order information of the failed sales order, It is possible to set the coefficient by the arithmetic operation between the average number of attempts.

For example, in calculating the above-mentioned 'sales coefficient', the average number of each of the sales activities corresponding to the sales events in the past of the salesperson of an arbitrary salesperson is divided into the case of receiving an order and the case of failing an order, The difference value, that is, the average number of attempts of successful business cases - (average number of failed job cases), is calculated, or the operating factors are calculated by the reciprocal of the calculated values .

As described above, the 'sales coefficient' is used to set a coefficient related to the business. That is, the coefficient may be defined as a number other than '0'. As described above, It is possible to define a coefficient using an equation.

The 'sales coefficient' is calculated for each salesperson and each item for the sales behavior information. For example, among the sales activity items, the 'sales factor' for the 'phone' item and the 'sales factor' for the 'estimate' item are calculated. In other words, 'sales coefficient' is calculated for each sales activity by comparing and analyzing 'value when order success' and 'value when order failure failed' during a certain period of time, and it differs for each salesperson. The 'sales factor' is calculated and applied in real time every time a salesperson inputs his / her sales behavior information.

In addition, the 'order expected value' can be calculated by an arithmetic operation between the average number of sales activity items corresponding to all sales cases received by an arbitrary salesperson and the 'sales coefficient' unique to the salesperson. For example, it can be calculated as the sum of the product of the average number of sales activity items corresponding to all sales cases in which an arbitrary salesperson has already succeeded and the product of 'sales coefficient' corresponding to each sales activity. The 'order expected value' is applied and calculated in real time every time the salesperson inputs sales information in the same manner as the 'sales coefficient'.

 As described above, the above-described 'sales coefficient' and 'expected order value' are defined on the basis of an arbitrary calculation, but when the value of the 'sales coefficient' corresponding to the sales activity is '0' . In the present invention, the definition of a coefficient is for grasping the effect of a salesperson's sales action. If a salesperson's 'salesperson coefficient' is '0', the salesperson does not know how many salespeople This is because even if it is repeatedly executed, the value may be '0' or calculation can not be performed.

Here, the 'business investment value' may be calculated as the sum of the products of the number of executions of each item of the sales activity information and the 'sales factor' in relation to the sales case, and the 'business investment rate' 'And the' operating investment value 'as a percentage. This is calculated by the permeability management module 107.

For example, as shown in FIG. 2A, the 'sales coefficient' is an average of the number of sales items for each sales item corresponding to the sales cases successful in the past, . Based on the compared difference values, unique operating factors corresponding to each item of the sales behavior information are calculated for each sales person. Herein, as the difference value with respect to the average number, a 'business coefficient' may be defined as a reciprocal of the difference value as needed as shown in FIG. 2B.

Hereinafter, the operation of the present invention will be described with reference to FIG.

As shown in the figure, in step S701, the salesperson receives preset sales action information using a terminal or a computer having a wired / wireless communication function, and inputs or sets each item of the sales action information on the current sales event . In addition, the input items for each item of the sales behavior information are registered and managed in the database module 113, and the terminal or the computer predicts the order of the corresponding sales based on the cumulative sales behavior information.

In step S703, the sales management module 103 calculates the number of attempts per sales activity item for all the sales (sales case A, sales case B, sales case C ...) that the salesperson is proceeding to, And is registered and managed in the database 113. Each time the salesperson inputs sales information, the control module 101 divides the salesperson information for each item of the salesperson information. Whenever the salesperson inputs a specific salesperson, The cumulative number of times is stored.

For example, if sales employee A has attempted sales until 10 times, 10 times of meetings, 10 times of quotations, 1 time of suggestions, 0 times of demonstrations, and telephone about business case B When the trial is performed 12 times, 13 times in the meeting, 4 times in the quotation, 0 times in the proposal, 1 time in the demonstration, etc., the number of execution is inputted.

In step S705, the coefficient management module 105 collects the number of sales activity items of sales cases that have been received or failed among the registered sales events, and the number of items for each item in step S707 is It is calculated by dividing the average number of successful orders and the average number of failed orders.

In step S709, 'sales coefficient' is calculated by applying arithmetic operation to values corresponding to each sales action item. The 'sales coefficient' may be calculated based on an arbitrary equation or may be calculated by a simple arithmetic operation of a simple structure to define a 'sales coefficient'. In addition, the coefficient management module 105 calculates an 'order expected value' by a specific arithmetic operation between the computed 'sales coefficient' and the average number of items of each sales activity at the time of success in order, and stores it in the database 113 in step S711.

The 'order expected value' can be defined as a value obtained by multiplying the average number of items of the sales activity information corresponding to the sales order received by the salesperson and the 'sales coefficient'. As can be seen in FIG. 3, a is calculated by multiplying the average value of each sales item received by the salesperson by the item 'operating coefficient' of the corresponding item.

Meanwhile, in step S713, the permeability management module 107 calculates the cumulative number of values of the sales activity items corresponding to the 'sales coefficient' and any sales event in which the salesperson is in the process of sales, The same operation as in the case of the "operation investment" is calculated.

As shown in FIG. 4A, the 'sales investment value' is a sum of a value obtained by multiplying the number of items of the sales activity information corresponding to each sale event currently operating by the salesperson a and the 'sales coefficient' Investment value 'is calculated. In addition, as shown in FIG. 4B, the 'business investment rate' is provided, which represents the value obtained by dividing the 'business investment value' of each sales business by the 'expected order value of the order' as a percentage.

For example, in FIG. 4B, salesman S is already investing in business beyond the 'expected order value', which means that the probability of winning the order is high. However, the business case S indicates that the business is proceeding beyond the 'expected value of the order', but the order has not been completed yet, and the manager recognizes the necessity of the inspection for the relevant business.

Then, the permeability management module 107 calculates a 'business investment rate' expressed as a percentage by comparing the 'business investment value' based on the 'order expected value', stores it in the database 113, 109). FIG. 5 shows that the 'business investment rate' is presented on a web screen.

This represents the 'operating investment ratio' for each salesperson for that salesperson, expressed as a percentage. As described above, the 'business investment ratio' is calculated by calculating the percentage of 'business investment value' with respect to 'expectation value of order' as a percentage, and the manager can calculate a certain degree of sales activity It is possible to recognize whether or not it is. In this way, in the present invention, by calculating the 'business investment rate', the probability of an order for the business case, that is, the probability of winning an order, is predicted. When the salesperson finds a 'business investment value' The probability of winning an order is calculated. The manager determines the business investment rate and predicts the order probability of the business case to predict the direction of the business and the result of the business.

Meanwhile, in the present invention, after calculating the 'sales coefficient', 'expected value of order', 'operating investment value', and 'operating investment ratio', it is possible to calculate and provide 'order rate', 'average order amount' Based on this, it is possible to estimate sales achievement at the settlement date. The prediction of sales achievement predicts the sales achievement probability of the sales target performed by the salesperson from the manager's side, and it can be said that it is very efficient in terms of internal management.

In step S715, based on the sales information of the salesperson stored in the database module 113, the control module 101 calculates the sales amount, the unearned amount, the remaining period until settlement, And calculates the 'average order amount' and the average sales period for each sales order, and then, in step S717, calculates the 'order rate' as shown in FIG. 6A.

That is, the value obtained by dividing the sum of all sales orders received by the salesperson during a certain period divided by the number of sales orders is the 'average order amount'. The 'winning rate' is a value obtained by dividing the sum of all business cases received (or the number of business cases) received during the same period by the sum of the business cases (or the number of business cases) operating in the same period as a percentage It is displayed.

Of course, as stated above, when the amount of sales and the number of sales are expressed as a percentage, the figures for the results may be different, but the number of sales or the number of sales should be expressed as a percentage, , It is possible to define the winning rate for the salesperson.

Here, the 'average order amount' and the 'order rate' are applied in real time according to the time when the salesperson inputs the additional sales information (data), and have a unique value for each salesperson. The 'average order amount' and the 'order rate' are calculated by the control module 101 and stored in the database module 113.

Thereafter, the control module 101 calculates the number of target sales leads through step S719. The value obtained by dividing the sales target amount of the salesperson by the average value of the order amount multiplied by the " order rate " is the target sales number of the salesperson. Of course, the 'target sales amount' is adjusted by applying the salesperson's sales, and is calculated as '(sales target) / (average order amount', 'order rate'). The result thus calculated is registered and managed in the database 113.

In step S721, the control module 101 determines the sales achievement prediction by applying the number of business cases in which the salesperson is currently in the process of sales and the remaining time until the 'target sales quantity' and the 'business investment rate' Information. That is, the sales achievement of the salesperson is predicted at the settlement based on the target sales number, the "order rate", the average sales period, the remaining period until the settlement, the "business investment rate" of each salesperson, and the number of sales in progress. However, the above-described sales achievement prediction information may be calculated by applying the operating average period according to the situation without defining the period until the settlement of accounts.

The salesperson's sales achievement prediction is as shown in Equation (1) below.

. ≪ / RTI >

In other words, if a salesperson sets a 'sales target' and the 'accomplishment amount' that the salesperson accomplishes is determined, the salesperson's' unearned amount ',' order rate ',' average order amount ',' The salesperson's sales achievement at the time of settlement "using" the remaining schedule "and" the number of sales currently in progress ". This is shown graphically as shown in FIG. 6B, and shows expected performance for a predetermined period of time, for example, at the end of the year.

Therefore, the manager predicts the 'possibility of order for the salesperson' and 'possibility of achieving the salesperson' of the salesperson based on the 'business investment rate' and salesperson sales forecast. This is because it is determined whether the sales activity or the sales activity of the salesperson is properly performed based on the 'operational investment ratio' of the arbitrary salesperson and the sales potential is calculated through the salesprediction prediction, To determine the amount of sales activity or sales activity to be performed.

101: Control module 103: Sales management module
105: coefficient management module 107: permeability management module
109: Display module 113: Database module

Claims (7)

An apparatus for predicting an order acceptance for sales, the apparatus comprising:
A database for registering and managing a sales activity item, a sales employee information, a customer name, a business name, an order amount, an order status for the sales, and sales period information selected based on the previously registered sales behavior information;
A sales management module for managing the number of sales attempts and the number of failures of the salesperson corresponding to the sales behavior information per sales case;
A coefficient management module for calculating a sales coefficient having a correlation between an average number of successes of sales behavior information for all sales cases performed by a salesperson and an average number of sales behavior information for sales cases that failed in order;
The sales investment value calculated by summing up the products of the number of attempts by the sales activity information for the random sales events and the product of the sales factors and the order expected value calculated by the sum of the products of the average success rate and the sales coefficient for all sales events And calculating a business investment ratio as a percentage of the business investment value with respect to the expected order value;
A control module for managing the operation of the coefficient management module and the permeability management module and classifying the calculated result information by salesperson, team, and period, and performing registration management for the classified result; And
A display module for outputting the result information as graphic information;
Lt; / RTI >
The business action information includes:
Sales executive sales execution items include at least one of telephone, coffee, conference, consulting, PT, quotation, proposal, lunch, dinner, leisure, demonstration,
The control module includes:
The rate at which the sum of all business cases received for a sum of all sales cases performed during a specified period of time by a specific salesperson is calculated as a percentage;
Information on the average amount of orders received, which is the sum of the amounts of all sales received during the set period divided by the number of the same sales; And
The number of target sales is further calculated based on the average amount of order receipts and the order rate, and the number of target sales is compared with the sales target amount of the salesperson, and the number of target sales is compared with the number of sales in progress of the salesperson, And calculates the likelihood of achieving the sales target by adding the above-mentioned "business investment ratio" and displays the result,
Based on the order rate, the sales average price information for each case, and the target sales information,
Equation 1

And then estimates the result as revenue forecast information. delete The method according to claim 1,
Wherein said correlation is set using arithmetic operation and is defined as a coefficient other than '0'. The method according to claim 1,
The business investment ratio is a percentage of the average number of attempts of business activity items that were received before by any salesperson in comparison with the number of attempts of business activity items that are currently in progress, The system of claim 1, The method according to claim 1,
The 'sales coefficient' calculated by the coefficient management module means the difference between the average number of attempts of successful business orders and those of unsuccessful orders, and the average number of attempts of unsuccessful sales cases And the coefficient setting is performed by arithmetic operation. delete delete

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