KR102608850B1 - System for providing cad program business sales management service capable of selling history management - Google Patents

Abstract

A CAD program that allows sales history management is provided. A sales management service provision system is provided. A user terminal registers sales information including customer company, expected purchase date, sales period, and progress stage, and a manager manages and searches sales information registered on the user terminal. A register that receives sales information from terminals and user terminals, a storage section that stores sales history according to purchase date, business period, and progress stage within the sales information, maps and stores sales history and customer companies, and provides customized CRM (Customer Relationship) for each customer company. It includes a management service providing server including a customization unit that provides management.

Description

A CD program that can manage sales history. A sales management service provision system. {SYSTEM FOR PROVIDING CAD PROGRAM BUSINESS SALES MANAGEMENT SERVICE CAPABLE OF SELLING HISTORY MANAGEMENT}

The present invention relates to a CAD program sales management service provision system capable of managing sales history. By managing sales information including customer company, expected purchase date, business period, and progress stage, it covers the process before, during, and after each sale. Provides a management system.

IT sales take the form of typical B2B sales. IT purchases generally involve higher costs compared to B2C purchases, and purchases are made taking into account various matters related to company operations and strategic decisions. For this reason, in B2B sales, both buyers and sellers carry out a joint process to create value to achieve economic benefits. In other words, in business-to-business transactions, sales proposes solutions to increase the customer's economic value, and the purchasing team organizes a wider range of stakeholders and reviews them to adopt a more appropriate proposal. This means that sales organizations or individual sales employees must understand and interact with the purchasing organization's purchasing center in order to achieve more sales results. Especially in IT sales, the technical level or functions of the products, solutions, or services being sold are not things that a single individual can understand and sell or purchase.

At this time, methods for recording, storing and utilizing business activity history or storing and managing customer contact history for business activities have been researched and developed. In this regard, Korea Registered Patent No. 10-2361854 (2022), which is a prior art, has been researched and developed. Announced on February 14, 2014) and Korean Patent Publication No. 2014-0101036 (published on August 19, 2014), the customer company's name, industry, address, and region are entered, and the visit schedule according to the customer and time order is entered. Receives, records meetings and discussions with business partners, records location and time using GPS, obtains contact history information with customers, obtains recommended items for customers based on contact history information, and then provides recommended items. Each configuration provided to the person in charge is disclosed.

However, in the former case, it does nothing more than automatically record the salesperson's schedule, and in the latter case, it only discloses a known technology that extracts recommended items based on collaborative filtering based on contact history information. As artificial intelligence, a core technology in the era of the Fourth Industrial Revolution, is incorporated into sales, the need to redefine existing sales processes and important activity factors that must be performed in each process is emerging. In the complex, strategic, and technology-oriented IT sales process, newly identifying the core sales characteristics of the sales organization is a very important activity for sales performance. An organization's ability to establish and operate a standardized, consistently repeatable, excellent sales process is paramount to maintaining consistent sales performance. Organizations that practice effective sales processes improve the productivity of their customers and have a positive impact on the organization's performance. Accordingly, research and development of a system that can lay the foundation for establishing a sales process optimized for organizations and individuals by managing sales history is required.

One embodiment of the present invention registers and stores sales information including customer company, expected purchase date, business period, and progress stage, and visualizes and outputs sales information for each stage, elapsed time, and business period, so that the manager can communicate with each customer. It allows users, who are salespeople, to understand the progress at a glance. It identifies the preferences and priorities of each customer and automatically guides them to the user in charge at the time of quotation, enabling customized quotations for each customer. Accumulated and analyzed sales history. By doing so, it is possible to provide a CAD program sales management service provision system capable of managing sales history that helps establish and operate a standardized, continuously repeatable, excellent sales process. However, the technical challenge that this embodiment aims to achieve is not limited to the technical challenges described above, and other technical challenges may exist.

As a technical means for achieving the above-described technical problem, an embodiment of the present invention includes a user terminal for registering business information including customer company, expected purchase date, business period, and progress stage, and managing and managing the business information registered in the user terminal. A register that receives sales information from manager terminals and user terminals that are searched, a storage section that stores sales history according to the purchase date, business period, and progress stage within the sales information, and a customized CRM for each customer that maps and stores sales history and customer companies. It includes a management service providing server including a customization unit that provides (Customer Relationship Management).

According to one of the above-described means for solving the problem of the present invention, sales information including customer company, expected purchase date, business period, and progress stage is registered and stored, and the sales information by each stage, elapsed time, and business period is visualized and output. By doing this, it allows the manager to understand the progress between each customer and the salesperson user at a glance. It also identifies the preferences and priorities of each customer and automatically guides them to the user in charge at the time of quotation, enabling customized quotations for each customer. By accumulating and analyzing sales history, it can help you establish and operate a standardized, continuously repeatable, excellent sales process.

1 is a diagram illustrating a CAD program sales management service providing system capable of managing sales history according to an embodiment of the present invention.
FIG. 2 is a block diagram illustrating a management service providing server included in the system of FIG. 1.
Figures 3 and 4 are diagrams for explaining an embodiment in which a CAD program sales management service capable of sales history management is implemented according to an embodiment of the present invention.
Figure 5 is an operation flowchart illustrating a method of providing a CAD program sales management service capable of managing sales history according to an embodiment of the present invention.

Below, with reference to the attached drawings, embodiments of the present invention will be described in detail so that those skilled in the art can easily implement the present invention. However, the present invention may be implemented in many different forms and is not limited to the embodiments described herein. In order to clearly explain the present invention in the drawings, parts that are not related to the description are omitted, and similar parts are given similar reference numerals throughout the specification.

Throughout the specification, when a part is said to be "connected" to another part, this includes not only the case where it is "directly connected," but also the case where it is "electrically connected" with another element in between. . In addition, when a part is said to "include" a certain component, this does not mean excluding other components unless specifically stated to the contrary, but may further include other components, and one or more other features. It should be understood that it does not exclude in advance the presence or addition of numbers, steps, operations, components, parts, or combinations thereof.

The terms "about", "substantially", etc. used throughout the specification are used to mean at or close to that value when manufacturing and material tolerances inherent in the stated meaning are presented, and are used to enhance the understanding of the present invention. Precise or absolute figures are used to assist in preventing unscrupulous infringers from taking unfair advantage of stated disclosures. The term “step of” or “step of” as used throughout the specification of the present invention does not mean “step for.”

In this specification, 'part' includes a unit realized by hardware, a unit realized by software, and a unit realized using both. Additionally, one unit may be realized using two or more pieces of hardware, and two or more units may be realized using one piece of hardware. Meanwhile, '~ part' is not limited to software or hardware, and '~ part' may be configured to reside in an addressable storage medium or may be configured to reproduce one or more processors. Therefore, as an example, '~ part' refers to components such as software components, object-oriented software components, class components, and task components, processes, functions, properties, and procedures. , subroutines, segments of program code, drivers, firmware, microcode, circuits, data, databases, data structures, tables, arrays, and variables. The functions provided within the components and 'parts' may be combined into a smaller number of components and 'parts' or may be further separated into additional components and 'parts'. Additionally, components and 'parts' may be implemented to regenerate one or more CPUs within a device or a secure multimedia card.

In this specification, some of the operations or functions described as being performed by a terminal, apparatus, or device may instead be performed on a server connected to the terminal, apparatus, or device. Likewise, some of the operations or functions described as being performed by the server may also be performed in a terminal, apparatus, or device connected to the server.

In this specification, some of the operations or functions described as mapping or matching with the terminal mean mapping or matching the terminal's unique number or personal identification information, which is identifying data of the terminal. It can be interpreted as

Hereinafter, the present invention will be described in detail with reference to the attached drawings.

1 is a diagram illustrating a CAD program sales management service providing system capable of managing sales history according to an embodiment of the present invention. Referring to FIG. 1, the CAD program sales management service providing system 1 capable of managing sales history includes at least one user terminal 100, a management service providing server 300, and at least one administrator terminal 400. It can be included. However, since the CAD program sales management service providing system 1 capable of sales history management shown in FIG. 1 is only an embodiment of the present invention, the present invention is not limited to the interpretation of FIG. 1.

At this time, each component of FIG. 1 is generally connected through a network (Network, 200). For example, as shown in FIG. 1, at least one user terminal 100 may be connected to the management service providing server 300 through the network 200. In addition, the management service providing server 300 may be connected to at least one user terminal 100 and at least one administrator terminal 400 through the network 200. Additionally, at least one manager terminal 400 may be connected to the management service providing server 300 through the network 200.

Here, the network refers to a connection structure that allows information exchange between each node, such as a plurality of terminals and servers. Examples of such networks include a local area network (LAN) and a wide area network (WAN). Wide Area Network, Internet (WWW: World Wide Web), wired and wireless data communication network, telephone network, wired and wireless television communication network, etc. Examples of wireless data communication networks include 3G, 4G, 5G, 3rd Generation Partnership Project (3GPP), 5th Generation Partnership Project (5GPP), Long Term Evolution (LTE), World Interoperability for Microwave Access (WIMAX), and Wi-Fi. , Internet, LAN (Local Area Network), Wireless LAN (Wireless Local Area Network), WAN (Wide Area Network), PAN (Personal Area Network), RF (Radio Frequency), Bluetooth network, NFC ( It includes, but is not limited to, Near-Field Communication (Near-Field Communication) network, satellite broadcasting network, analog broadcasting network, and DMB (Digital Multimedia Broadcasting) network.

In the following, the term at least one is defined as a term including singular and plural, and even if the term at least one does not exist, each component may exist in singular or plural, and may mean singular or plural. This should be self-explanatory. In addition, whether each component is provided in singular or plural form may be changed depending on the embodiment.

At least one user terminal 100 is a sales management, sales management, and planning device that inputs data for sales management using a CAD program sales management service-related web page, app page, program, or application capable of managing sales history. , It may be a terminal of a person in charge of marketing, etc.

Here, at least one user terminal 100 may be implemented as a computer capable of accessing a remote server or terminal through a network. Here, the computer may include, for example, a laptop equipped with a navigation system and a web browser, a desktop, a laptop, etc. At this time, at least one user terminal 100 may be implemented as a terminal capable of accessing a remote server or terminal through a network. At least one user terminal 100 is, for example, a wireless communication device that guarantees portability and mobility, and includes navigation, personal communication system (PCS), global system for mobile communications (GSM), personal digital cellular (PDC), PHS (Personal Handyphone System), PDA (Personal Digital Assistant), IMT (International Mobile Telecommunication)-2000, CDMA (Code Division Multiple Access)-2000, W-CDMA (W-Code Division Multiple Access), Wibro (Wireless Broadband Internet) ) It may include all types of handheld-based wireless communication devices such as terminals, smartphones, smartpads, and tablet PCs.

The management service providing server 300 may be a server that provides a CAD program sales management service web page, app page, program, or application capable of managing sales history. In addition, the management service providing server 300 may be a server that receives data from the user terminal 100, allows the data to be searched on the manager terminal 400, and manages sales history using the input data. .

Here, the management service providing server 300 may be implemented as a computer that can connect to a remote server or terminal through a network. Here, the computer may include, for example, a laptop equipped with a navigation system and a web browser, a desktop, a laptop, etc.

At least one manager terminal 400 may be a manager terminal that manages users, customers, and partner companies using a web page, app page, program, or application related to a CAD program sales management service capable of managing sales history.

Here, at least one manager terminal 400 may be implemented as a computer capable of accessing a remote server or terminal through a network. Here, the computer may include, for example, a laptop equipped with a navigation system and a web browser, a desktop, a laptop, etc. At this time, at least one manager terminal 400 may be implemented as a terminal capable of accessing a remote server or terminal through a network. At least one manager terminal 400 is, for example, a wireless communication device that guarantees portability and mobility, and includes navigation, personal communication system (PCS), global system for mobile communications (GSM), personal digital cellular (PDC), PHS (Personal Handyphone System), PDA (Personal Digital Assistant), IMT (International Mobile Telecommunication)-2000, CDMA (Code Division Multiple Access)-2000, W-CDMA (W-Code Division Multiple Access), Wibro (Wireless Broadband Internet) ) It may include all types of handheld-based wireless communication devices such as terminals, smartphones, smartpads, and tablet PCs.

Figure 2 is a block diagram for explaining the management service providing server included in the system of Figure 1, and Figures 3 and 4 are implementations of a CAD program sales management service capable of sales history management according to an embodiment of the present invention. This is a drawing to explain one embodiment.

Referring to FIG. 2, the management service providing server 300 includes a registration unit 310, a storage unit 320, a customization unit 330, a construction unit 340, a reason analysis unit 350, and an outlier information unit 360. ), visualization unit 370, scheduling unit 380, automatic quotation unit 390, automatic identification unit 391, and attendance management unit 393.

The management service providing server 300 or another server (not shown) operating in conjunction with an embodiment of the present invention is capable of managing sales history with at least one user terminal 100 and at least one administrator terminal 400. When transmitting a CAD program sales management service application, program, app page, web page, etc., at least one user terminal 100 and at least one administrator terminal 400 perform CAD program sales management capable of managing sales history. You can install or open service applications, programs, app pages, web pages, etc. Additionally, a service program may be run on at least one user terminal 100 and at least one administrator terminal 400 using a script executed in a web browser. Here, a web browser is a program that allows the use of web (WWW: World Wide Web) services and refers to a program that receives and displays hypertext written in HTML (Hyper Text Mark-up Language), for example, Netscape. , Explorer, Chrome, etc. Additionally, an application refers to an application on a terminal and includes, for example, an app running on a mobile terminal (smartphone).

Referring to FIG. 2, before explaining FIG. 2, the basic concept of the sales process will be described below. The basic concepts explained below will not be redundantly explained in FIG. 2.

<Sales process>

The most commonly used model in the sales phase is the Seven-Step Selling Process. The seven-step sales process is as follows. The first step is Prospecting, the second step is Pre-Approach, the third step is Approach, and the fourth step is Presentation and Offer. The 5th step is Overcoming Objections, the 6th step is Closing, and the 7th step is Follow-Up. Prospect discovery is the stage where salespeople search for new and potential customers. One obvious reason for prospecting is to expand your customer base, and it involves searching for and identifying potential buyers who have the need, willingness, ability, and authority to buy. Traditionally, for salespeople, prospecting has been an essential and large part of the sales job, and for many, it is the most difficult and tedious part. Recently, activities to discover potential customers through collaboration and interaction between sales and marketing have become important. The pre-access stage collects more detailed and specific information about potential customers or customers you wish to approach. Conduct research on prospects or customers, learn about their needs, and review previous transactions.

This process can help salespeople develop a more appropriate approach to the customers they want to reach and prepare them to avoid making serious mistakes. After the salesperson identifies the target customer to approach (step 1) and collects and analyzes specific information about specific potential customers (step 2), the salesperson enters the third step, the approach stage. During the approach phase, which includes the first few minutes the salesperson contacts the customer, the goal of this phase is to gain and maintain the customer's attention. When acquiring customers and building initial rapport with them, the approach is made using the strategies and tactics adopted by salespeople. Approaches include opening small talk, shaking hands, making eye contact, and generally making a good initial impression. Most sales-related textbooks include the Introductory Approach, Assessment Approach, Product Approach, Consumer-Benefit Approach, Referral Approach, and Consultative Approach. Approach), etc.

The proposal stage is a key stage of sales activity, in which the salesperson proposes a product, service, or solution, demonstrates its strengths, and clearly explains to the customer what it is. Through this, salespeople must make customers want and have confidence in the product. First-time buyers must receive enough information to fully understand the product's benefits, and salespeople are often required to provide product demonstrations or prototypes. In IT sales, this step is important for both the supplier and buyer to clearly identify the purpose for which they each wish to introduce the product or solution. For this reason, this step can be very complex and a lot of preparation is essential. Salespeople should expect rejection on every sales pitch. There are many reasons for refusal, and although refusal may delay the sales process, most of them should be perceived as useful and positive. This is because the true needs of the buyer can be revealed through rejection. In the early days of sales, rejections were mostly seen as obstacles that salespeople had to overcome to reach the ultimate sale. Salespeople make a variety of efforts to overcome reluctance to purchase. This process reiterates the product's benefits and provides potential customers with information that can help them make a decision. A true objection can be seen as a signal not to proceed further with the sale because the need for a given product has not been met.

At the closing stage, salespeople negotiate with customers to finalize transaction details and close orders. Closing is defined as the successful completion of a sales presentation that culminates in a promise to purchase goods or services. Once any objections are successfully resolved, the salesperson must actually request the business and thus begin the sales closing process. This is a stage that many salespeople (especially new salespeople) traditionally find difficult due to the judgment of when and based on what phenomenon the business should be closed. Many sales textbooks provide a wide range of tactics and examples for various closing signals and timing. In the after-sale stage, a lot of work begins anew after the sale to ensure that the customer is satisfied with the product and service and that everything promised is delivered. Salespeople engage in activities to increase satisfied customers by performing activities to reduce customers' negative concerns after purchase. It also increases new opportunities for future sales from existing customers. These activities include reassuring the customer of his or her decision, training the customer's employees on how to use the product, and ensuring fulfillment of the customer's order.

In one embodiment of the present invention, what is the current progress stage of each salesperson in each B2B sales, and how to overcome this by collecting and analyzing data when a situation such as failure, suspension, or ordering is impossible occurs. It allows data about what this is to be uploaded and processed, and by identifying the needs of each customer, quotations, proposals, and negotiations can be made according to predicted preferences or needs even if the customer does not request it first.

Referring to Figure 2, the registration unit 310 may receive business information registered from the user terminal 100. The user terminal 100 can register business information including customer company, expected purchase date, business period, and progress stage. At this time, an option is provided to select one of the expected purchase date within 30 days, within 60 days, and within 90 days, and the business period is provided with an option to select one of within 5 days, within 10 days, and 90 days. , the progress stage may be provided with an option to select one of the following: waiting for approval, unable to proceed, in progress, waiting for order, unable to order, completed, failed, and negotiated. However, options are not limited to those listed and are not excluded for reasons not listed.

The storage unit 320 can store sales history according to the expected purchase date, business period, and progress stage in the sales information. The manager terminal 400 can manage and search business information registered in the user terminal 100. If sales information is saved in this way, it becomes possible to build a process on what factors should be important to focus on in B2B transactions at each stage. For example, when matching sales factors for each sales stage and identifying the relative importance of factors and sales activity characteristics as shown in Table 1 below, it becomes possible to manage risk on which parts should be managed intensively for each sales stage.

Sales stage Sales factors -Customer discovery and approach stage
- Proposal steps
-Contract and construction phase -Personal sales capabilities
-Internal strategy
-Organizational support capabilities
-customer
-External environment -Relative factor importance
-Characteristics of sales activities

By integrating the five detailed sales stages, the three conceptual stages can be used as shown in Table 1. [Discovery and approach stage], where customers and sales opportunities are found and contacted, and the company's value is provided more specifically to the sales target customers. It can be divided into the [Proposal stage], where full-scale activities such as proposals and PTs through RFP take place, and the [Contract and construction stage], where the final contract is executed through closing and construction of the product, solution, or project begins. At this time, interviews can be conducted with IT company B2B sales experts using the Delphi technique, and these can be divided and analyzed by the number of employees in the target company, by position, sales experience, age, and main job duties. Main tasks may include, but are not limited to, H/W solution sales, SI sales, S/W package and solution sales, and IT training and consulting.

The customization unit 330 can map and store sales history and customer companies and provide customized CRM (Customer Relationship Management) for each customer company. Looking at the sales process of IT purchasing and sales activities, ① the buyer or agent (System Integration, SI, system integrator) requests a request for information (RFI) from the vendor. ② The purchasing department creates a list of suitable suppliers to respond to the request for proposal (RFP) and invites them to a proposal briefing session. Buyers have a more accurate understanding of the needs of customers (end-users), and suppliers must respond to a series of detailed questions about their solutions and implementation experiences, and propose project costs and schedules. Proposed solutions may include vendor products, third-party products, vendor and third-party consulting, implementation, operations or training services. ③ Typically, two or three vendors are invited to an evaluation group consisting of the project leader, user management, selected users, and IT representatives to demonstrate the solution. The project team may not be sure if they have the budget for the project. ④ Identify preferred solutions and invite suppliers to conduct a Conference Room Pilot (CRP). This is a demonstration that can last for several days or even weeks. CRP is increasingly expanding because it gives purchasing companies the opportunity to further evaluate the available features, performance, and ease of use of an application, as well as measure customer response and ultimate acceptance. ⑤ Contract negotiation and closing take place. It is not uncommon to negotiate the size and composition of the deployment team from the vendor and buyer sides, specify dates and specifications for system changes to be delivered both before and after deployment, and negotiate additional work related to integration with other applications. Through this, you can determine what stage you are currently in and what the next stage is.

The construction unit 340 may receive a text for the reason from the user terminal 100 and convert it into a database when any one of unable to proceed, unable to place order, and failure is input as a progress stage in the user terminal 100. At this time, most of the analysis items can be measured using the request and reflection, that is, feedback data, using the 5-point Likert scale method. In addition, in order to use the KANO analysis technique for requested items, the results can be analyzed by collecting separate questions about the feeling when the total service was provided and the feeling when it was not provided.

<KANO model>

The KANO analysis technique can classify the quality attributes recognized by customers and provide a basis for planning services based on priorities for various customer needs. In addition, the attributes of service quality can be confirmed in order to identify unclear customer needs and select the best service among target services. The KANO model discovered that it does not always lead to customer satisfaction in proportion to meeting customer needs, and started from the idea that customer satisfaction may not change no matter how much some elements are satisfied, and developed a model for customer satisfaction. It is a model of a dual structure. There are six properties in the KANO model: unitary properties, justified properties, attractive properties, indifferent properties, inverse properties, and skeptical properties.

First, One-Dimensional Requirement (O) refers to a quality attribute in which customer satisfaction increases proportionally as the level of customer demand is met. Second, Must-be Requirement (M) refers to an attribute that causes significant customer dissatisfaction if not met, but no longer leads to customer satisfaction if met beyond a certain point. Third, Attractive Requirement (A) refers to an element that does not affect dissatisfaction even if it is not present, but has a very significant impact on customer satisfaction if it is met. Fourth, Indifferent Requirement (I) refers to an element that has no effect on customer satisfaction or dissatisfaction, regardless of the degree of satisfaction. Fifth, Reverse Requirement (I) is a factor that increases customer dissatisfaction the more it is met, and refers to unnecessary unnecessary and extravagant attributes. Sixth, the skeptical attribute (Questionable (Q)) is an attribute that cannot be reasonably understood, and is caused by a failure to understand the survey or the respondent's low understanding of quality factors.

When using the KANO model, it can be used when setting priorities for product or service development. For example, additional improvement investment is not necessary for must-be attributes that have been satisfied beyond a threshold, and satisfying one-dimensional attributes or attractive attributes is helpful for customer satisfaction. It can be determined that this is the case. Second, by classifying the attributes that make up a product or service into KANO attributes, a customer-centered understanding of those attributes becomes possible. Third, it can provide guidelines for Trade-Off situations at the product or service development stage. If any two elements are in a situation where they are incompatible for financial or technical reasons at the development stage, which one should be better through the KANO model? Standards can be presented to determine whether it affects customer satisfaction. Fourth, it is possible to elaborate customized solutions for each customer segment, and one attribute can be classified into different types of attributes for each customer segment. For example, the attribute price may be One-Dimensional to customers, but it may be Must-be to high-income groups. Therefore, through this, the optimal product and service composition can be presented to ensure customer satisfaction for each customer segment.

The reason analysis unit 350, when text about unable to proceed, impossible to place order, and failure is input from the user terminal 100, converts the text into a database, performs text mining on the database, clusters the reasons, and returns the text to the manager terminal 400. ) can be transmitted. Accordingly, an embodiment of the present invention may use a predictive CAD program development method. This allows the program construction process to be effectively improved by predicting in advance the impact of the new purpose and effect of the CAD program on sales volume and inductively proposing a CAD program profile that maximizes demand. This model predicts the Demand Variation Index using the CAD program differentiation index, which refers to the degree of change in the CAD program's features. The Gaussian Process Regression technique is used for prediction, and a lecture profile that maximizes sales can be derived from the initial sales volume predicted in this way. Through this predicted initial sales volume, a CAD program profile that maximizes sales volume is derived. During the creation of a prediction model, the results of the above-described KANO model, which measures customer satisfaction by function, can be used as weights to create a highly complete prediction model reflecting consumer data for research. This can dramatically solve the expert-dependent development process pointed out in the CAD program development methodology and increase the reliability and objectivity of the prediction model.

The outlier information unit 360 sets the standard business period and progress stage by elapsed time according to at least one industry and expected purchase date, extracts the customer company's industry and expected purchase date from the sales history, and then determines the standard business period and progress stage. In comparison, if the error range exceeds a preset standard value, guidance may be provided to the manager terminal 400.

The visualization unit 370 can display and output the sales history in preset stages. For example, it may be displayed in the form of a progressive bar or in the form of a graph, but is not limited thereto.

The scheduling unit 380 may provide an intelligent calendar based on context-aware computing to manage the business schedule of the user terminal 100. A context-aware system based on context-aware computing can be further used. A context-aware system consists of a context that defines a specific situation or state and an entity that defines elements connected to that context. The system recognizes changes in context on its own through various input devices and can provide appropriate services to related entities according to the current state of the context. The intelligent calendar service recognizes the user's current location and time based on the user's schedule information and can actively issue notifications regarding the schedule according to changed situations. In order to implement such an intelligent notification service, context recognition techniques can be used, and the user to whom the notification is provided can be set as the entity and the user's location information can be set as the context. This situational awareness technique combines context information collected in real time for a specific entity with schedule information for that entity to determine the user's current status, and actively provides notification services to the user depending on the situation, allowing each counseling center and expert to Can help with scheduling. To effectively implement this situation awareness technique, JCAF (Java Context Awareness Framework) can be used, and a smartphone schedule management application that supports schedule management appropriate for the situation can be provided based on an intelligent notification service.

When a quotation request is input from a customer terminal of a customer company, the automatic quotation unit 390 uses RPA (Robotic Process Automation) to select one of the preset options from the customer terminal and automatically send a quotation based on the selected option. ) can be used.

The automatic identification unit 391 groups and prioritizes the preferences of at least one customer company by industry and size through AHP (Analytic Hierarchy Process), and when a request for quotation from a new customer company exists, the new customer company's industry and size are sorted. Accordingly, preferences and priorities can be extracted and an estimate provided. At this time, requests for services are made according to various classifications such as classification of each state agency, educational institution, public enterprise, private enterprise, etc., and among private enterprises, large corporations, medium enterprises, and small enterprises, and the industry of the enterprise, such as manufacturing, construction, and vehicle parts production. You can divide customer companies into each group, accumulate data on what selection factors each group considers most important, and proceed with AHP (Analytic Hierarchy Process) for systematic and effective decision-making. In this case, if the customer belongs to the large enterprise group, priorities can be derived accordingly and prioritized when providing services. If the customer company belongs to the small and medium-sized business group, the priorities can also be derived and services provided. When providing information, it can be extracted by prioritizing it.

AHP determines priorities among alternatives by capturing the evaluator's knowledge, experience, and intuition through pairwise comparison between factors. Since then, it has been widely applied in the field of decision-making due to its characteristics of clarity of theory, simplicity of application, and versatility. In the analysis, a matrix is created by pairwise comparing the lower layer elements that contribute to the elements in the higher layer. Here, through research analyzing the relationship between actual distance and relative distance using different numerical scales, it has been confirmed that a scale between 1 and 9 gives results closest to the actual value, and thus a 9-point scale has been mainly used. The paired comparison matrix A thus created takes the form of a reciprocal centered on the diagonal of the matrix, as shown in Equation 1.

Here, aij is wi/wj(i,j=1,…, n), wi is the importance of element i, for aij=1/aji, aii=1, ∀i. The element aij that makes up the matrix represents the relative importance between revenue generation contributing factors i and j, and is composed of the ratio of the relative importance wi and wj between the elements being compared. All elements of the above matrix can be expressed as Equation 2.

Equation 2 is equivalent to the eigenvalue problem (EigenValue Method) of linear algebra. However, since the evaluator does not know the exact preference w, in reality, matrix A is assumed to be A′, and the estimate w′ is estimated using Equation 3 to calculate a normalized priority vector for each layer.

Here, λmax is the largest eigenvalue of matrix A′. Additionally, the degree of consistency of the response is verified by calculating the consistency ratio (CR) as shown in Equation 4.

Here, RI is the random index.

Finally, a comprehensive importance vector is calculated by combining the weights in each layer, and the evaluation values of multiple evaluators are then integrated. Several methods for integration have been proposed, but it is known that there is no significant difference no matter which method is used. In one embodiment of the present invention, the eigenvector corresponding to the maximum eigenvalue is obtained by calculating each pairwise comparison matrix as shown in Equation 5, and then the integrated weight can be obtained by arithmetic averaging the eigenvector values of the evaluators for each item. . However, it is not limited to this method.

When applying the above-described AHP to selection factors and components, information can be extracted about what aspects are considered important by each customer group and which components should be given priority in providing services. , it is possible to provide services tailored to the customer group even if the customer does not specify priorities.

The attendance management unit 393 can check the schedule based on GPS to manage the attendance of the user terminal 100.

Hereinafter, the operation process according to the configuration of the management service providing server of FIG. 2 described above will be described in detail using FIGS. 3 and 4 as an example. However, it will be apparent that the embodiment is only one of various embodiments of the present invention and is not limited thereto.

Referring to FIG. 3a, when searching for sales information, you can search by customer company name, business period, expected purchase date, progress stage, partner company name, industry, product and distributor name, etc., and register this information in the user terminal 100. You can receive When information is input from each salesperson user, it is possible to determine which salesperson's current sales status is and which sales exceed the error range of the standard process or have outliers. Sales information is entered on a screen as shown in Figure 3b, but the information entered is not limited to this.

The main screen of the sales program according to an embodiment of the present invention may be as shown in Figure 4a, and on this screen, the number of possible business registrations for each product is summarized and displayed in a dashboard. When selecting Wait for Approval on this screen, a list of people waiting for approval is output as shown in FIG. 4b, and when selecting Business Complete on this screen, a list of people who have completed business is output as shown in FIG. 4c. If you press 10 days before the due date, a list of approaching due dates will be displayed, as shown in Figure 4d. Customer information can be registered as shown in Figure 4e, and when the Sales inquiry item in the Sales Report is selected, a screen as shown in Figure 4f is displayed. As shown in Figure 4g, potential customers who have done business but have not yet purchased, that is, non-purchasing customers, can be managed separately, and the results of technical support inquiries as shown in Figure 4h and technical support requests as shown in Figure 4i can be entered and confirmed. You can.

Starting from Figure 4j, it is the manager screen. As shown in Figures 4j to 4m, the manager can perform partner management, company management, partner employee registration, and customer management. As shown in Figure 4m, each sales company can be managed through sales request management, sales history inquiry, etc. Cause: It allows users to check which company and at what stage of business they are currently conducting. Bulletin boards, data rooms, and notices can be managed as shown in Figure 4o, menu management can be performed as shown in Figure 4p, and groups for each partner can be managed as shown in Figure 4q. As shown in Figure 4r, the integrated code can be created, added, deleted, changed, etc.

What is not explained about the method of providing the CAD program sales management service capable of sales history management in FIGS. 2 to 4 is the method of providing the CAD program sales management service capable of sales history management described above in FIG. 1. Since the content is the same or can be easily inferred from the explained content, the description below will be omitted.

FIG. 5 is a diagram illustrating a process in which data is transmitted and received between components included in the CAD program sales management service providing system capable of managing sales history of FIG. 1 according to an embodiment of the present invention. Hereinafter, an example of the process of transmitting and receiving data between each component will be described with reference to FIG. 5, but the present application is not limited to this embodiment, and the process shown in FIG. 5 according to the various embodiments described above It is obvious to those skilled in the art that the process of transmitting and receiving data can be changed.

Referring to Figure 5, the management service providing server receives sales information from the user terminal (S5100) and stores sales history according to the expected purchase date, business period, and progress stage in the sales information (S5200).

Additionally, the management service providing server maps and stores sales history and customer companies and provides customized CRM (Customer Relationship Management) for each customer company (S5300).

The sequence between the above-described steps (S5100 to S5300) is only an example and is not limited thereto. That is, the order between the above-described steps (S5100 to S5300) may change, and some of the steps may be executed simultaneously or deleted.

Matters that are not explained regarding the method of providing the CAD program sales management service capable of managing the sales history of FIG. 5 are explained previously in FIGS. 1 to 4 regarding the method of providing the CAD program sales management service capable of managing the sales history. Since the content is the same or can be easily inferred from the explained content, the description below will be omitted.

The method of providing a CAD program sales management service capable of managing sales history according to an embodiment described with reference to FIG. 5 is in the form of a recording medium containing instructions executable by a computer, such as an application or program module executed by a computer. It can also be implemented as: Computer-readable media can be any available media that can be accessed by a computer and includes both volatile and non-volatile media, removable and non-removable media. Additionally, computer-readable media may include all computer storage media. Computer storage media includes both volatile and non-volatile, removable and non-removable media implemented in any method or technology for storage of information such as computer-readable instructions, data structures, program modules or other data.

The method of providing a CAD program sales management service capable of managing sales history according to an embodiment of the present invention described above includes an application installed by default on a terminal (this may include programs included in a platform or operating system, etc., which are installed by default on the terminal). It may be executed by an application (i.e., a program) that the user installs directly on the master terminal through an application providing server such as an application store server, an application, or a web server related to the service. In this sense, the method of providing a CAD program sales management service capable of managing sales history according to an embodiment of the present invention described above is implemented as an application (i.e., program) installed by default on the terminal or directly installed by the user, and is installed on the terminal. It may be recorded on a computer-readable recording medium, such as a computer-readable recording medium.

The description of the present invention described above is for illustrative purposes, and those skilled in the art will understand that the present invention can be easily modified into other specific forms without changing the technical idea or essential features of the present invention. will be. Therefore, the embodiments described above should be understood in all respects as illustrative and not restrictive. For example, each component described as unitary may be implemented in a distributed manner, and similarly, components described as distributed may also be implemented in a combined form.

The scope of the present invention is indicated by the claims described below rather than the detailed description above, and all changes or modified forms derived from the meaning and scope of the claims and their equivalent concepts should be construed as being included in the scope of the present invention. do.

Claims (10)

A user terminal that registers business information including customer company, expected purchase date, business period, and progress stage;
An administrator terminal that manages and searches business information registered in the user terminal; and
A register that receives sales information from the user terminal, a storage unit that stores sales history according to the purchase date, business period, and progress stage within the sales information, maps and stores the sales history and customer companies, and stores customized CRM (Customer CRM) for each customer company. Relationship Management), a construction unit that receives text for the reason from the user terminal and turns it into a database when any of the following: unable to proceed, impossible to place order, and failure is entered as a progress stage in the user terminal, the user In order to manage the business schedule of the terminal, the user's current location and time are automatically recognized based on the user's schedule information based on context-aware computing, and notifications regarding the schedule are actively executed according to the changed situation. A scheduling unit that provides an intelligent calendar service that, when a quotation request is input from the customer's server, allows the customer's server to select one of the preset options and automatically sends a quotation based on the selected option. A management service providing server including an automatic quotation unit using (Robotic Process Automation);
Including,
The management service providing server is,
When text regarding the impossibility of proceeding, the impossibility of ordering, and failure is input from the user terminal, it further includes a reason analysis unit that converts the text into a database, performs text mining on the database, clusters the reasons, and transmits the text to the administrator terminal,
The reason analysis department,
We use a predictive CAD program development model that inductively suggests a CAD program profile by predicting the impact of the new purpose and effect of the CAD program on sales volume.
Through the above predictive CAD program development model, the demand variation index is predicted using the CAD program differentiation index, which means the degree of change in the characteristics of the CAD program,
For prediction, we use the Gaussian Process Regression technique and derive lecture profiles and CAD program profiles that increase sales through the predicted initial sales volume.
During model creation, the reliability and objectivity of the model is increased by using a model that reflects consumer data that uses the results of the KANO model, which measures customer satisfaction by function, as a weighting factor.
The scheduling unit further uses a situation awareness system based on the situation awareness computing,
The situation awareness system consists of a context that defines a specific situation or state and an entity that defines elements connected to the context, recognizes changes in the context by itself through a plurality of types of input devices, and configures the context Provide services to related entities according to the current status of
To implement the above intelligent calendar service, a situational awareness technique implemented using JCAF (Java Context Awareness Framework) is used, the user to whom notifications are provided is set as the entity, and the user's location information is set as the context.
By using the above situational awareness technique, the current state of the user is determined by combining the context information collected in real time for a specific entity and the schedule information of the entity, and each user is actively provided with a notification service depending on the situation. Help with scheduling of counseling centers and experts,
In addition, we provide a smartphone schedule management application that supports schedule management appropriate for the situation based on an intelligent calendar service.
The management service providing server is,
When the manager searches the sales information, he or she can search by customer name, business period, expected purchase date, progress stage, partner company name, industry, product, and distributor name.
By receiving sales information from a user who is a salesperson, it is possible to identify information about the current sales status of a specific person in charge and information about sales that exceed the error range of the standard process or have outliers. ,
A CAD program sales management service provision system capable of managing sales history, which enables the establishment and operation of a standardized and continuously repeatable sales process by accumulating and analyzing the sales history.
According to claim 1,
An option is provided to select the expected purchase date within 30 days, within 60 days, or within 90 days,
The business period is provided with the option to select one of within 5 days, within 10 days, and after 90 days,
The progress stage is a CAD program sales management service providing system capable of managing sales history, characterized in that an option is provided to select one of the following: awaiting approval, unable to proceed, in progress, waiting for order, unable to order, completed, failed, and negotiated. .
delete delete According to claim 1,
The management service providing server is,
After setting the standard business period and progress stage by elapsed time according to at least one industry and expected purchase date, extracting the customer's industry and expected purchase date from the sales history, the error range is preset compared to the standard business period and progress stage. An outlier information unit that guides the administrator terminal when the reference value is exceeded;
A CAD program sales management service provision system capable of managing sales history, further comprising:
According to claim 1,
The management service providing server is,
a visualization unit that displays and outputs the sales history in preset stages;
A CAD program sales management service provision system capable of managing sales history, further comprising:
delete delete According to claim 1,
The management service providing server is,
Group and prioritize the preferences of at least one customer by industry and size using AHP (Analytic Hierarchy Process), and if there is a quotation request from a new customer, extract the preferences and priorities according to the industry and size of the new customer. an automatic identification unit that provides an estimate;
A CAD program sales management service provision system capable of managing sales history, further comprising:
According to claim 1,
The management service providing server is,
Attendance management unit that checks the schedule based on GPS to manage the attendance of the user terminal;
A CAD program sales management service provision system capable of managing sales history, further comprising:

Images