WO2020241004A1 - Business assistance system, business assistance method, and program - Google Patents

Abstract

The objective of the present disclosure is to increase the possibility that evaluation information pertaining to a contract with a specific business destination can be trusted by a user. A business assistance system (1) is equipped with an acquisition unit (2), an estimation unit (4), a logic configuration unit (5), and an output unit (6). The acquisition unit (2) acquires business information pertaining to a specific business destination. The estimation unit (4) estimates evaluation information pertaining to a contract with the specific business destination on the basis of the business information acquired by the acquisition unit (2). The logic configuration unit (5) generates explanatory information on the basis of the business information acquired by the acquisition unit (2) and the evaluation information estimated by the estimation unit (4). The explanatory information is information pertaining to an explanation regarding the estimation logic for the evaluation information estimated by the estimation unit (4). The output unit (6) outputs the evaluation information estimated by the estimation unit (4) and the explanatory information generated by the logic configuration unit (5).

Description

Sales support system, sales support method and program

This disclosure generally relates to sales support systems, sales support methods and programs, and more specifically to sales support systems, sales support methods and programs that estimate evaluation information regarding contracts with specific business partners.

The sales activity support method described in Patent Document 1 includes target rank information of the facility in charge for each sales person, the number of scheduled visits, activity schedule for each sales person, information on activity results, and priority information set for each sales person. The feature is that the recommended route for sales activities is calculated each time and displayed on the tablet terminal.

In this way, the sales activity support method described in Patent Document 1 presents information used for sales activities (here, a recommended route for sales activities) to users such as sales staff. However, in the business activity support method described in Patent Document 1, it is difficult for the user to determine whether or not the presented information can be trusted. Therefore, there is a possibility that the user cannot trust the presented information and cannot actively use it. Further, in the virtual case where the evaluation information regarding the contract (order contract, etc.) with a specific business partner is presented to the user by using the same means as the sales activity support method described in Patent Document 1, the user also The information presented may not be reliable and may not be actively available.

Japanese Unexamined Patent Publication No. 2014-096079

The purpose of this disclosure is to provide a sales support system, sales support method and program that can increase the possibility that evaluation information regarding a contract with a specific business partner can be trusted by users.

The sales support system according to one aspect of the present disclosure includes an acquisition unit, an estimation unit, a logic configuration unit, and an output unit. The acquisition unit acquires business information regarding a specific business destination. The estimation unit estimates evaluation information regarding a contract with the specific business partner based on the business information acquired by the acquisition unit. The logic component unit generates explanatory information based on the business information acquired by the acquisition unit and the evaluation information estimated by the estimation unit. The explanatory information is information relating to the explanation of the estimation logic of the evaluation information estimated by the estimation unit. The output unit outputs the evaluation information estimated by the estimation unit and the explanatory information generated by the logic configuration unit.

The sales support method according to one aspect of the present disclosure includes acquisition processing, estimation processing, logic configuration processing, and output processing. In the acquisition process, business information regarding a specific business destination is acquired. In the estimation process, evaluation information regarding a contract with the specific business partner is estimated based on the business information acquired in the acquisition process. In the logic configuration process, explanatory information is generated based on the business information acquired in the acquisition process and the evaluation information estimated in the estimation process. The explanatory information is information relating to the explanation of the estimation logic of the evaluation information estimated by the estimation process. In the output process, the evaluation information estimated by the estimation process and the explanatory information generated by the logic configuration process are output.

The sales support method according to another aspect of the present disclosure includes logic configuration processing and output processing. In the logic configuration process, explanatory information is generated based on sales information and evaluation information. The business information relates to a specific business destination. The evaluation information relates to a contract with the specific business partner. The evaluation information is estimated based on the business information. The explanatory information is information relating to the explanation of the estimation logic of the evaluation information. In the output process, the explanatory information generated in the logic configuration process is output.

The program according to one aspect of the present disclosure is a program for causing one or more processors to execute the sales support method according to any one of the above aspects.

FIG. 1 is a block diagram of a sales support system according to an embodiment. FIG. 2 is a sequence diagram showing an outline of an operation example of the sales support system described above. 3A to 3D are diagrams showing a decision tree as an estimation model generated by the sales support system of the same. FIG. 4 is a diagram showing a decision tree as an estimation model generated by the same sales support system. FIG. 5 is a diagram showing an example of a display mode in the presentation unit of the sales support system described above.

Hereinafter, the sales support system 1 according to the embodiment will be described with reference to the drawings. However, the following embodiments are only one of the various embodiments of the present disclosure. The following embodiments can be variously modified according to the design and the like as long as the object of the present disclosure can be achieved.

(1) Outline As shown in FIG. 1, the sales support system 1 of the present embodiment includes an acquisition unit 2, an estimation unit 4, a logic configuration unit 5, and an output unit 6.

Acquisition department 2 acquires sales information related to a specific business partner. The estimation unit 4 estimates evaluation information (including, for example, a contract rate) regarding a contract (for example, a sales contract or a rental contract) with a specific business partner based on the business information acquired by the acquisition unit 2. The logic configuration unit 5 generates explanatory information based on the sales information acquired by the acquisition unit 2 and the evaluation information estimated by the estimation unit 4. The explanatory information is information related to the explanation of the estimation logic of the evaluation information estimated by the estimation unit 4. The output unit 6 outputs the evaluation information estimated by the estimation unit 4 and the explanatory information generated by the logic configuration unit 5.

Business destinations include, for example, business establishments or individuals. The term "specific business partner" as used in the present disclosure means a business establishment or a business partner to which an individual is specified. That is, the sales support system 1 does not output the evaluation information and the explanatory information about the unspecified business destination (for example, the entire market), but inputs the sales information about the specific business destination and evaluates the specific business destination. Output information and explanatory information. It is not necessary for the business establishment name or individual name of a specific business destination to be specified, and it is sufficient that the specific business destination is distinguished from other business establishments or other individuals. For example, a customer code assigned to an individual establishment or individual may distinguish a particular business from another establishment or individual.

In the following explanation, the term "business partner" simply means "specific business partner".

According to the sales support system 1 of the present embodiment, the output unit 6 outputs not only the evaluation information regarding the contract with the business partner but also the explanatory information regarding the explanation about the estimation logic of the evaluation information. A sales person or the like (user) who uses the sales support system 1 can know from the explanatory information what kind of estimation logic the evaluation information is estimated by. Then, the sales person or the like can judge whether or not the evaluation information is reliable information by using the explanatory information as a judgment material. As a result, it is possible to increase the possibility that the evaluation information can be trusted by the sales staff or the like, as compared with the case where only the evaluation information is output from the output unit 6.

(2) Sales support system The sales support system 1 will be described in more detail below.

The sales support system 1 is used by, for example, a business establishment (private company, public company, government office, etc.) to support the business activities of the business establishment. The sales support system 1 is used, for example, by a manager, a representative, a manager (store manager, etc.), a sales person, or a clerical person who belongs to a company. A person who uses the sales support system 1 refers to the evaluation information and the explanatory information output by the sales support system 1 to determine which of the plurality of business partners it is desirable to carry out sales activities. can do. In addition, the person who uses the sales support system 1 can judge the usefulness of conducting sales activities for each business partner by referring to the evaluation information and the explanatory information output by the sales support system 1. .. Here, a case where the sales person in charge uses the sales support system 1 will be described as an example.

The sales person who uses the sales support system 1 introduces the product to multiple business partners. Each of the plurality of business partners may be, for example, a business establishment (private company, public company, government office, etc.) or a person belonging to the business establishment (manager, representative, employee, employee, etc.). It may be a sole proprietor, an end user of a product, or an end user of a product.

The type of product handled by the sales staff is arbitrary. The product may be a rental product or a product delivered in exchange for consideration. Further, the product may be an intangible product such as a service.

In this embodiment, a case where the product is a rental product will be described as an example. More specifically, the product is a rental nursing care product (eg, wheelchair, bed, etc.). Further, in the present embodiment, a case where each of the plurality of business partners is a set of one care manager (person) and one or a plurality of end users (persons) in charge of the care manager will be described as an example. .. An "end user" is a care recipient or a person associated with the care recipient. In addition, in the following, a business operator as a person who sells products to a plurality of business partners and a sales person in charge of this business operator are collectively referred to as a "business operator".

Part of the rental cost of long-term care products may be subsidized by long-term care insurance. When the end user rents long-term care products using long-term care insurance, the end user may ask the care manager who is in charge of the end user to create a care plan indicating that the long-term care products are needed. The end user may be referred by the care manager to the long-term care product to be rented or the business operator who handles the long-term care product. In other words, the care manager acts as an intermediary between the business operator who sells the product (nursing care product) and the end user. Therefore, the sales person (sales person in charge) conducts a sales activity of introducing nursing care products to the care manager for the purpose of receiving an order from the end user. The sales person (sales person in charge) uses the sales support system 1 for sales activities to the care manager. That is, in the present embodiment, the sales support system 1 is used for sales support of rental products.

As described above, in the present embodiment, the target for the sales activity of introducing the nursing care product by the business operator is the care manager, and the target for the business operator to conclude a rental contract as a result of the sales activity is the care manager. One or more end users. As described above, since each of the plurality of business partners is a set of one care manager and one or more end users in charge of this care manager, the business operator conducts sales activities to each business partner and conducts business. A contract to rent materials will be signed with this business partner. In the present embodiment, the above-mentioned "specific business destination" is, more specifically, a business in which at least a care manager is specified among the persons (care manager and one or a plurality of end users) belonging to the business destination. Means ahead.

Each of the plurality of care managers belongs to at least one of the plurality of business establishments. The business operator visits the business office to which the care manager (business destination) belongs and conducts sales activities.

The sales support system 1 is realized by, for example, one or more personal computers or mobile terminals (smartphones, tablet terminals, etc.). As shown in FIG. 1, the sales support system 1 of the present embodiment includes a computer system 10. The computer system 10 is composed of, for example, a server. In addition, the sales support system 1 further includes a mobile terminal 11. The mobile terminal 11 has an operation unit 7 as an input interface and a presentation unit 8 as an output interface. However, the operation unit 7 and the presentation unit 8 are not indispensable to the sales support system 1, and the sales support system 1 may not include at least one of the operation unit 7 and the presentation unit 8.

The computer system 10 includes an acquisition unit 2, an estimation unit 4, a logic configuration unit 5, an output unit 6, an estimation model generation unit 3, and an input reception unit 12. The computer system 10 has one or more processors and memory. When the processor of the computer system 10 executes the program recorded in the memory of the computer system 10, at least a part of the functions of the computer system 10 are realized. The program may be recorded in a memory, provided through a telecommunication line such as the Internet, or may be recorded and provided on a non-temporary recording medium such as a memory card.

FIG. 2 shows an outline of an operation example of the sales support system 1. The acquisition unit 2 acquires sales information (step S1). Further, the acquisition unit 2 divides the sales information and prepares at least the learning data D1 and the estimation data D2 (step S2). The estimation model generation unit 3 generates a plurality of estimation models used for estimating the evaluation information in the estimation unit 4 based on the learning data D1 (step S3). The estimation unit 4 estimates the evaluation information by inputting the estimation data D2 into the plurality of estimation models (step S4). The logic configuration unit 5 generates explanatory information by analyzing the estimation process of the evaluation information by the estimation unit 4 (step S5). The output unit 6 outputs the evaluation information estimated by the estimation unit 4 and the explanatory information generated by the logic configuration unit 5 (step S6).

(2-1) Acquisition unit The acquisition unit 2 acquires a plurality of business information corresponding to a plurality of business partners on a one-to-one basis. With respect to each business partner, one business information corresponding to this business partner may include a plurality of information regarding a plurality of items such as the contract amount and the average age of the end user. That is, in the present embodiment, one or more pieces of information corresponding to one business destination are collectively referred to as (one) "business information". In short, the "business information" in the present embodiment is a set of information.

A plurality of business information is collected in the database 90. The database 90 is provided in, for example, a server 9 which is an external configuration of the sales support system 1. The acquisition unit 2 acquires a plurality of business information from the database 90 via a telecommunication line.

(2-1-1) Pre-processing It is preferable that the acquisition unit 2 performs pre-processing on a plurality of business information. The pre-processing includes, for example, for each care manager, a process of calculating the average value of parameters (for example, contract amount) relating to one or more end users in charge of the care manager. In addition, the preprocessing is, for example, a process of calculating the average value or variance of parameters (for example, contract amount) for each order or for each predetermined period (for example, one month) for each care manager, or the relevant Includes processing to standardize (standardize) parameters. Standardization (standardization) is to convert the value of the object to be standardized into "deviation ÷ standard deviation". The deviation is represented by "target value-mean value". Further, the preprocessing includes, for example, a process of dividing a plurality of evaluation information. Specifically, when the estimation unit 4 estimates the evaluation information of a certain month (hereinafter referred to as the target month), the acquisition unit 2 obtains the evaluation information of the month two months before the target month from each of the plurality of sales information. The information is divided as the information used by the estimation unit 4 (estimation data D2: see FIG. 2). Further, the acquisition unit 2 divides the information of the months up to four months before the target month from each of the plurality of business information as the learning data D1 (see FIG. 2) used in the estimation model generation unit 3.

In the present embodiment, since the plurality of business information in the database 90 does not yet include the information of the month one month before the target month, the acquisition unit 2 is the month two months before the target month. Get information about. However, when the database 90 includes the information of the month one month before the target month, the acquisition unit 2 may acquire the information of the month one month before the target month.

Further, the pre-processing includes, for example, a process of interpolating omissions or omissions of a plurality of business information. If there are omissions or omissions in the numerical values as part of a plurality of business information, the omissions or omissions are compensated by, for example, the representative value or the average value of the numerical values. When the number of contracts as a part of a plurality of business information is missing or omitted, the representative value is, for example, 0. More specifically, the above-mentioned average value is an average value in a plurality of business partners. For example, if there is an omission or omission in the number of contracts as part of a plurality of business information for a certain business partner, the omission or omission depends on the average value of the number of contracts of each of the plurality of business partners other than this business partner. It will be compensated.

Note that the process of interpolating the omission or omission of multiple business information is not essential. The sales support system 1 may use information other than the missing or missing information among the information included in each sales information for processing in the estimation unit 4, the logic configuration unit 5, and the like.

In addition, the preprocessing includes, for example, a process of creating a dummy variable. The dummy variable created in the preprocessing is used as a part of the business information. When the distribution of a certain item included in a plurality of business information has a bias or a feature, the accuracy of estimation of the evaluation information by the estimation unit 4 can be improved by creating a dummy variable. For example, for the average degree of care required, which is an item included in a plurality of business information, a dummy variable is created in which "1 when the average degree of care required exceeds 3 and 0 when the average degree of care required is 3 or less".

(2-1-2) Sales Information In the following explanation, the contract that the care manager rents nursing care products from the sales person to the end user, which was established by mediating between the sales person and the end user, is described. , Called "contract by care manager".

Each of the plurality of sales information includes individual information for each care manager and information on the business establishment to which the care manager belongs. Table 1 shows a list of individual information for each care manager. However, these are examples of individual information for each care manager.

The individual information for each care manager is, for example, the store code of the sales office in charge of sales to the care manager, the office number for identifying the office to which the care manager belongs, and the identification for identifying the care manager. Includes number. In addition, the individual information for each care manager includes the date when the business operator first started the contract with the care manager. Further, the individual information for each care manager includes information on whether or not one or more contracts by the care manager have been continued by the time when a plurality of sales information is aggregated. In addition, if one or more contracts by the care manager have continued by the time of aggregation of multiple sales information, the individual information for each care manager is for the period during which one or more contracts by the care manager have continued. Further includes information on length (months).

The individual information for each care manager further includes user information about the end user. User information includes, for example, the number of contracts made by the care manager (including the number of contracts for each product), the number of contracts made by the care manager for each product, and the contract amount of one or more end users in charge of the care manager. Including total etc.

The user information includes, for example, the number of end users in charge of the care manager, the average age, the average degree of care required, and the number of types of products rented under the contract by the care manager (the care manager introduces the end user to the end user). The number of types of products) etc. are further included. The user information further includes each end user's identification number, age (or age group), degree of care required, type of care product used by the end user, and the like in charge of the care manager. The user information may include the average value of the support required of the end user in charge of the care manager. The user information may include the degree of support required for each end user in charge of the care manager. In addition, the user information may include the total insurance premiums of a plurality of end users in charge of the care manager.

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

Information about each of the plurality of establishments includes, for example, the number of multiple care managers belonging to the establishment and the total number of contracts by the plurality of care managers belonging to the establishment. In addition, information about each of the establishments includes the total amount of contracts made by the care managers belonging to the establishment and the total number of end users in charge of the care managers belonging to the establishment.

A plurality of business information is aggregated for each predetermined period (for example, one month) and accumulated in the database 90. That is, the plurality of sales information includes information regarding contracts with a plurality of care managers in the past sales.

Of the sales information, the user information includes information indicating the temporal transition of the contract by the care manager. For example, the user information includes an increase / decrease in the number of contracts made by the care manager from the previous month and an increase / decrease in the total contract amount of one or more end users in charge of the care manager from the previous month. User information includes the number of months elapsed since the last month when the number of contracts by the care manager increased, the number of months elapsed since the last month when the number of contracts by the care manager decreased, and the number of contracts by the care manager is zero. It also includes information on the number of months since it became. The user information further includes a minimum, maximum and average value for the duration of the contract by the care manager. The user information is the total period of the contract by the care manager since the business operator (business operator) started sales to the care manager, and the business operator (business operator) started business to the care manager. Includes the total amount of contracts made by the care manager since then.

Sales information includes information on the usage status of products (nursing care products) in each of a plurality of care managers. Information on the usage status of products in each of multiple care managers includes, for example, the number of contracts made by the care manager for each product, the length of time that one or more contracts by the care manager are continuous, and care. Includes the number of types of products rented under contract by the manager.

(2-2) Estimated model generation unit The estimation model generation unit 3 acquires an estimation model for estimating evaluation information regarding contracts between a business operator and a plurality of business partners from a plurality of sales units 2 acquired from the database 90. Generate based on information. More specifically, the estimation model generation unit 3 generates an estimation model by using at least a part of the plurality of business information as learning data. In the present embodiment, the estimation model generation unit 3 generates a plurality of estimation models. The estimation unit 4 estimates the evaluation information using a plurality of estimation models generated by the estimation model generation unit 3. The estimation model generated by the estimation model generation unit 3 is, for example, a regression equation generated by regression analysis, a decision tree generated by decision tree analysis, or a trained neural network generated by learning by deep learning.

The plurality of business information used by the estimation model generation unit 3 to generate the estimation model may include sales information related to an unspecified business destination. That is, the business partner regarding the business information used here does not have to be distinguished from other business partners.

The estimation model generation unit 3 does not need to generate an estimation model every time the estimation unit 4 estimates the evaluation information. The estimation model generation unit 3 may generate an estimation model (in advance) at a timing unrelated to the timing at which the estimation unit 4 estimates the evaluation information.

The business operator specifies the period by operating the operation unit 7. If a plurality of estimation models corresponding to the commanded period have not yet been generated by the estimation model generation unit 3, the estimation model generation unit 3 is based on a plurality of business information of the period before the specified period. , Generate multiple estimation models. The estimation unit 4 estimates the evaluation information for the specified period using the generated estimation models. In the present embodiment, the period can be specified in units of one month. That is, the sales support system 1 estimates the evaluation information of the designated month (target month) by the estimation unit 4.

On the other hand, when a plurality of estimation models corresponding to the commanded period have already been generated by the estimation model generation unit 3, the estimation unit 4 estimates the evaluation information using the plurality of estimation models already generated. You may. Alternatively, the estimation unit 4 may estimate the evaluation information using a plurality of estimation models newly generated by the estimation model generation unit 3.

Evaluation information includes information on the success or failure of contracts with business partners (end users). Information on the success or failure of a contract with a business partner may include the probability that one or more contracts with a business partner (order contract) will be concluded (contract rate), or information on whether or not a contract with a business partner will be established. .. In addition, the information on the success or failure of the contract with the business partner may include the information on the classification result of classifying each business partner according to the magnitude of the contract rate. In addition, the evaluation information may include the contract amount (sales amount) with the business partner, the number of contracts, the type of contract (items of rental items, etc.), and the contract period. In addition, the evaluation information may include the closing rate for each type of contract. In addition, the evaluation information may include the probability that more than a predetermined number of order contracts will be concluded in the target month. In addition, the evaluation information may include a value obtained by multiplying the contract rate by the contract amount or the number of contracts (expected value of the contract amount or the number of contracts). In addition, the evaluation information may include information that takes into account at least one of the cost required for business and the required time. For example, the evaluation information may include a score that becomes a larger value as the contract amount is larger, and becomes a smaller value as the cost is larger and the required time is longer.

In the present embodiment, as an example, a case where the estimation model generated by the estimation model generation unit 3 is an estimation model for estimating the contract rate as evaluation information will be described.

When the estimation unit 4 estimates the evaluation information of a certain target month, the estimation model generation unit 3 generates a plurality of estimation models based on the information up to 4 months before the target month among the plurality of business information. Specifically, the estimation model generation unit 3 generates a plurality of estimation models (here, a decision tree) by using the information up to 4 months before the target month as learning data. The plurality of estimation models output a plurality of evaluation information of the target month by inputting information of a certain period (for example, a month two months before the target month) among the plurality of business information.

The information used as learning data for the estimation model generation unit 3 to generate each of the plurality of estimation models is, for example, randomly partially sampled from the sales information of all the business partners registered as customers by the business operator (for example, partial sampling ( This is the selected information. Of course, the estimation model generation unit 3 uses information randomly partially sampled from a part of the sales information of all the sales destinations registered as customers by the sales person as learning data to perform a plurality of estimations. You may generate a model.

In the present embodiment, the estimation model generation unit 3 prepares learning data by performing random partial sampling on the data acquired by the acquisition unit 2, and uses the learning data to generate an estimation model. The process of generating is repeated N times (for example, N = 500). As a result, the estimation model generation unit 3 generates N different estimation models.

(2-3) Estimating unit The estimation unit 4 of the present embodiment estimates a plurality of evaluation information by a random forest method using a plurality of estimation models (decision trees) generated by the estimation model generation unit 3.

More specifically, the estimation unit 4 estimates a plurality of evaluation information by using the plurality of sales information acquired by the acquisition unit 2 and the plurality of estimation models generated by the estimation model generation unit 3. More specifically, among the plurality of business information, the estimation unit 4 is input with the information of the month two months before the target month from the acquisition unit 2. The estimation unit 4 inputs a plurality of business information input from the acquisition unit 2 into each of the plurality of estimation models. Each of the plurality of estimation models outputs a plurality of evaluation information according to the plurality of input business information. In the present embodiment, by inputting the business information about one business destination into each of the N estimation models, N estimation parameters corresponding to the business destinations are output. Here, the estimation parameter is a parameter indicating whether there is an order or not. The estimation unit 4 outputs the appearance frequency of the estimation parameter that there is an order as a contract rate (evaluation information). In other words, the estimation unit 4 outputs the ratio of the estimated parameters that there is an order among the N estimated parameters as the contract rate.

3A to 3D are schematic views of a decision tree as an estimation model generated by the estimation model generation unit 3. In FIGS. 3A to 3D, four decision trees are illustrated assuming that N = 4 for simplification of the description. Items i1 to i7 are items included in the business information and are referred to for classifying the business information by the decision tree. Examples of items i1 to i7 include the contract amount with the business partner (end user), the average age of the business partner (end user), the number of end users in charge of the care manager of the business partner, and the business partner (end user). It is the total amount of insurance premiums. The sets A1 to A14 are indexes for classifying business information. In FIGS. 3A to 3D, business information is classified according to whether or not each item i1 to i7 is included in the corresponding sets A1 to A14. The white arrows in the figure indicate the flow of classification of business information. If the white arrow reaches "Yes" in each decision tree, it indicates that the decision tree classifies the business information as "Orders received". When the white arrow reaches "None" in each decision tree, it indicates that the decision tree classifies the business information as "No order".

Among the N decision trees, some of the items i1 to i7 overlap. For example, the classification by referring to items i1 and i3 is included in the decision trees of FIGS. 3A and 3B, and the classification by referring to item i2 is included in the decision trees of FIGS. 3A, 3C and 3D. The classification by referring to item i4 is included in the decision trees of FIGS. 3B and 3C, and the classification by referring to item i5 is included in the decision trees of FIGS. 3B, 3C and 3D. A part of the sets A1 to A14 may overlap between the N decision trees.

The estimation unit 4 inputs sales information about one business destination into N (4) estimation models. As a result, the business information is classified as "ordered" in the decision tree of FIGS. 3A, 3B, and 3C, and the sales information is classified as "no order" in the decision tree of FIG. 3D. In other words, the estimated parameter output by the decision tree of FIGS. 3A, 3B, and 3C is "ordered", and the estimated parameter output by the decision tree of FIG. 3D is "no order". The estimation unit 4 outputs the appearance frequency (3/4) of the estimation parameter "ordered" as the contract rate (evaluation information).

By inputting the sales information about the remaining business partners into each of the N estimation models, the contract rate (evaluation information) corresponding to each business partner is output. That is, the estimation unit 4 estimates a plurality of evaluation information corresponding to a plurality of business partners on a one-to-one basis based on the plurality of business information acquired by the acquisition unit 2.

FIG. 4 shows a more specific example of the decision tree generated by the estimation model generation unit 3. Here, for a certain business partner, "YES" is determined for the condition C1 that "the total contract amount of the contract by the care manager is larger than 1 million yen". Further, the condition C2 that "the average age of the end user in charge of the care manager is larger than 70 years old" is determined as "YES". Further, the condition C3 that "the number of end users in charge of the care manager is more than 10" is determined as "YES". As a result, in the decision tree of FIG. 4, the sales information is classified as "ordered". In FIG. 4, the classification process when the condition C1 is determined to be “NO” is omitted.

(2-4) Logic Configuration Unit The logic configuration unit 5 generates a plurality of explanatory information based on the plurality of sales information acquired by the acquisition unit 2 and the evaluation information estimated by the estimation unit 4. The explanatory information is information related to the explanation of the estimation logic of the evaluation information estimated by the estimation unit 4. In short, when the estimation unit 4 estimates the contract rate (evaluation information) of a certain value, the explanatory information is information explaining why the contract rate (evaluation information) is estimated to be such a value. .. In other words, the explanatory information is information that explains why the frequency of classifying sales information as "ordered" by a plurality of estimation models (decision trees) is high (or low).

More specifically, the logic configuration unit 5 provides explanatory information corresponding to a plurality of business partners on a one-to-one basis based on a plurality of sales information acquired by the acquisition unit 2 and a plurality of evaluation information estimated by the estimation unit 4. Generate. In the following description, the sales information and the explanatory information corresponding to one of the plurality of business partners will be focused on.

In the present embodiment, the logic configuration unit 5 generates explanatory information by analyzing the N decision trees used by the estimation unit 4 for estimating the evaluation information as follows. That is, the logic component 5 tracks the classification logic in the N decision trees, and the frequency (referred to) when each of the plurality of items included in the sales information is classified into a specific classification (with orders). Hereinafter referred to as reference frequency). The logic configuration unit 5 includes items having a relatively high reference frequency as elements constituting the explanatory information.

The process of generating explanatory information will be described with reference to FIGS. 3A to 3D. In FIG. 3A, items i1 and i2 are referred to until the business information is classified as “ordered”. In FIG. 3B, items i1, i4, and i5 are referred to before the business information is classified as “ordered”. In FIG. 3C, items i2 and i5 are referred to until the business information is classified as “ordered”. In FIG. 3D, items i2 and i7 are referenced before the business information is classified as "no order". Since the number of decision trees classified as having orders is 3 (FIGS. 3A to 3C), the denominator of the frequency (reference frequency) referred to when classified as having orders is 3. For each of the items i1 to i7, the number of times referred by the three decision trees of FIGS. 3A to 3C is the numerator of the reference frequency. Here, the reference frequency of each of the items i1, i2, and i5 is 2/3, and the reference frequency of the other items is 1/3 or less. The logic configuration unit 5 identifies, for example, the items having the first to third highest reference frequencies, that is, the items i1, i2, and i5. The logic component 5 includes the specified items i1, i2, and i5 as elements constituting the explanatory information.

For example, it is assumed that the items i1, i2, and i5 are the contract amount with the business partner (end user), the average age of the business partner (end user), and the number of end users in charge of the care manager of the business partner, respectively. .. As a result of referring to N decision trees, the logic component 5 determines that the larger the numerical value of these items, the higher the probability that each decision tree classifies the business information as "ordered". In this case, the logic component 5 generates, as an example, the sentence "the contract amount is large, the average age is high, and the number of people in charge is large" as the information included in the explanatory information. The algorithm for generating the text is stored in the memory of the computer system 10.

Similarly, the logic component 5 tracks the classification logic in the N decision trees for the remaining sales information, identifies the items with a relatively high reference frequency, and sets the specified items as the elements constituting the explanatory information. include. That is, the logic configuration unit 5 individually generates explanatory information about the estimation logic of the evaluation information for the plurality of business partners.

Further, the logic configuration unit 5 compares the reference frequencies among the plurality of sales information for the items having a relatively high reference frequency in each of the plurality of sales information. As a result, the logic configuration unit 5 compares a plurality of business partners and outputs the result. In other words, the logic component 5 compares a plurality of business partners by comparing the business information of each of the plurality of business partners. The plurality of explanatory information generated by the logic configuration unit 5 includes comparison information regarding the comparison result of the plurality of sales information.

In the present embodiment, the logic component 5 compares two or more business partners out of a plurality of business partners. Two or more business partners to be compared are arbitrarily determined by the operation of the business operator with respect to the operation unit 7. Two or more business partners have a one-to-one correspondence with two or more business information out of a plurality of business information. At least a part of the plurality of explanatory information generated by the logic component 5 includes comparative information regarding the comparison result of two or more business information.

For example, suppose that among a plurality of business partners, the first business partner and the second business partner are designated as comparison targets. In the first business destination, it is assumed that the items i1, i2, i5 and i6 are specified as items having a relatively high reference frequency. In the second business partner, it is assumed that the items i1, i2, i3 and i5 are specified as items having a relatively high reference frequency. The logic configuration unit 5 compares the reference frequencies of items common to the first business partner and the second business partner. That is, the logic configuration unit 5 obtains the difference between the reference frequency in the first business partner and the reference frequency in the second business partner for each of the items i1, i2, and i5. Further, the logic component 5 includes the item having the largest difference in the elements constituting the comparison information.

For example, it is assumed that the items i1, i2, and i5 are the contract amount with the business partner (end user), the average age of the business partner (end user), and the number of end users in charge of the care manager of the business partner, respectively. .. Further, as a result of comparing the first business partner and the second business partner by the logic component 5, it is assumed that the difference in the reference frequency of the item i1 (contract amount with the business partner) is the largest. Further, it is assumed that the evaluation information (contract rate) of the first business partner and the evaluation information (contract rate) of the second business partner are different. In this case, it is considered that the evaluation information (contract rate) of the first business partner and the evaluation information (contract rate) of the second business partner are different mainly due to the item i1. Therefore, the logic configuration unit 5 includes the item i1 as an element constituting the comparison information.

For example, assume that the contract rate of the first business partner is higher than the contract rate of the second business partner, and the contract amount with the first business partner is higher than the contract amount with the second business partner. In this case, as an example, the logic component 5 generates a sentence that "the first business partner contributes more to the contract amount in making a contract than the second business partner" as information included in the comparison information. .. Further, as an example, the logic configuration unit 5 generates a sentence that "the second business partner has a smaller contribution of the contract amount in making a contract than the first business partner" as information included in the comparison information. The algorithm for generating the text is stored in the memory of the computer system 10.

(2-5) Operation unit and input reception unit The operation unit 7 has, for example, a touch panel display. The operation unit 7 accepts operations by the user. As an example, the operation unit 7 accepts an operation for designating a period (target month) as described above. Further, as an example, the operation unit 7 accepts an operation of determining two or more business partners to be compared among a plurality of business partners. The input receiving unit 12 receives the input of the signal from the operation unit 7 that is output in response to the operation to the operation unit 7. That is, the input receiving unit 12 receives the input for determining two or more business partners to be compared among the plurality of business partners. The logic component 5 generates comparison information. The comparison information is information regarding a comparison result of a plurality of business information having a one-to-one correspondence with two or more business partners determined by inputting to the input reception unit 12. For example, when the above-mentioned first business destination and the second business destination are determined as comparison targets by the operation to the operation unit 7, the logic configuration unit 5 obtains the business information regarding the first business destination and Generate comparison information regarding the comparison result with the sales information regarding the second business partner.

(2-6) Presentation unit The presentation unit 8 has, for example, at least one of a touch panel display and a speaker. The touch panel display included in the presentation unit 8 and the touch panel display included in the operation unit 7 may be used in combination. The presentation unit 8 presents the evaluation information and the explanatory information output from the output unit 6. The presentation unit 8 may present (display) the evaluation information and the explanatory information by an image or by voice. In the present embodiment, the presentation unit 8 presents the evaluation information and the explanatory information at least by images.

(2-7) Output unit The output unit 6 outputs the evaluation information estimated by the estimation unit 4 and the explanatory information generated by the logic configuration unit 5. The output unit 6 outputs (stores), for example, evaluation information and explanatory information to the memory of the computer system 10. Further, the output unit 6 also outputs the evaluation information and the explanatory information to the presentation unit 8.

The output unit 6 outputs a plurality of evaluation information estimated by the estimation unit 4 and a plurality of explanatory information generated by the logic configuration unit 5 in a list format. The process of processing the plurality of evaluation information and the plurality of explanatory information into a list format is executed by, for example, the logic configuration unit 5. The list-format information including the plurality of evaluation information and the plurality of explanatory information output from the output unit 6 is displayed in the presentation unit 8. Table 2 is an example of the display mode of the list format information including the plurality of evaluation information and the plurality of explanatory information in the presentation unit 8.

In Table 2, the names of the care managers corresponding to the business partners are described as care manager A and care manager B (corresponding to the above-mentioned first business partner and second business partner), but the actual care manager The name may be displayed, or the customer code assigned to the care manager may be displayed. The list in Table 2 includes a plurality of evaluation information (contract rate) and a plurality of explanatory information (individual explanatory information of care managers A and B, and comparative information of care managers A and B).

Further, the output unit 6 outputs a plurality of evaluation information estimated by the estimation unit 4 and a plurality of explanatory information generated by the logic configuration unit 5 in association with the position information of the plurality of business partners. A specific example of the location information of a plurality of business offices is the address of the business office to which each business office (care manager) belongs. The location information of each of the plurality of business destinations is stored in advance in the memory of the computer system 10. The process of associating the plurality of evaluation information and the plurality of explanatory information with the location information of the plurality of business partners is executed by, for example, the logic configuration unit 5.

FIG. 5 is an example of a display mode in the presentation unit 8 of information including a plurality of evaluation information and a plurality of explanatory information. In FIG. 5, the presentation unit 8 is provided in the mobile terminal 11 and is illustrated as a touch panel display that also serves as an operation unit 7. In the presentation unit 8, a map of the vicinity of the business establishment to which each business destination (care manager) belongs is displayed. The plurality of evaluation information and the plurality of explanatory information are displayed in the balloons 31 and 32. The positions pointed out by the balloons 31 and 32 correspond to the addresses (location information) of the business establishments to which each business destination (care manager) belongs. In FIG. 5, the names of the care managers corresponding to the business destinations are described as care manager A and care manager B, but the actual name of the care manager may be displayed, or the customer assigned to the care manager. The code may be displayed. Further, in FIG. 5, an image for distinguishing the care manager is displayed in the balloons 31 and 32, but this image may not be displayed.

According to the sales support system 1 described above, the business operator can judge whether or not the evaluation information is reliable information by using the explanatory information as a judgment material. As a result, it is possible to increase the possibility that the evaluation information can be trusted by the business operator as compared with the case where only the evaluation information is output from the output unit 6. Therefore, it is expected that the frequency with which the business operator uses the sales support system 1 can be improved, so that the sales efficiency can be improved. Furthermore, since the sales person can deepen the understanding of the estimation logic of the evaluation information by referring to the explanatory information, it is possible to improve the know-how (know-how related to the improvement of sales efficiency) possessed by the sales person himself / herself. ..

(Modification example)
Hereinafter, modifications of the embodiment are listed. The following modifications may be realized in appropriate combinations.

The same function as the sales support system 1 may be realized by a sales support method, a (computer) program, a non-temporary recording medium on which the program is recorded, or the like.

The sales support method according to one aspect includes acquisition processing, estimation processing, logic configuration processing, and output processing. In the acquisition process, sales information related to a specific business destination is acquired. In the estimation process, evaluation information regarding a contract with a specific business partner is estimated based on the sales information acquired in the acquisition process. In the logic configuration process, explanatory information is generated based on the sales information acquired in the acquisition process and the evaluation information estimated in the estimation process. The explanatory information is information related to the explanation of the estimation logic of the evaluation information estimated by the estimation process. In the output process, the evaluation information estimated by the estimation process and the explanatory information generated by the logic configuration process are output.

The sales support method according to another aspect includes logic configuration processing and output processing. In the logic configuration process, explanatory information is generated based on sales information and evaluation information. Business information relates to a specific business destination. The evaluation information relates to a contract with a specific business partner. Evaluation information is estimated based on sales information. The explanatory information is information relating to the explanation of the estimation logic of the evaluation information. In the output process, the explanatory information generated in the logic configuration process is output.

The program according to one aspect is a program for causing one or more processors to execute any of the above sales support methods.

The sales support system 1 in the present disclosure includes a computer system. The main configuration of a computer system is a processor and memory as hardware. When the processor executes the program recorded in the memory of the computer system, the function as the sales support system 1 in the present disclosure is realized. The program may be pre-recorded in the memory of the computer system, may be provided through a telecommunications line, and may be recorded on a non-temporary recording medium such as a memory card, optical disk, hard disk drive, etc. that can be read by the computer system. May be provided. A processor in a computer system is composed of one or more electronic circuits including a semiconductor integrated circuit (IC) or a large scale integrated circuit (LSI). The integrated circuit such as an IC or LSI referred to here has a different name depending on the degree of integration, and includes an integrated circuit called a system LSI, VLSI (Very Large Scale Integration), or ULSI (Ultra Large Scale Integration). Further, an FPGA (Field-Programmable Gate Array) programmed after the LSI is manufactured, or a logical device capable of reconfiguring the junction relationship inside the LSI or reconfiguring the circuit partition inside the LSI should also be adopted as a processor. Can be done. A plurality of electronic circuits may be integrated on one chip, or may be distributed on a plurality of chips. The plurality of chips may be integrated in one device, or may be distributed in a plurality of devices. The computer system referred to here includes a microcontroller having one or more processors and one or more memories. Therefore, the microcontroller is also composed of one or more electronic circuits including a semiconductor integrated circuit or a large-scale integrated circuit.

Further, it is not an essential configuration for the sales support system 1 that a plurality of functions in the sales support system 1 are integrated in one housing, and the components of the sales support system 1 are dispersed in a plurality of housings. It may be provided. For example, the logic configuration unit 5, the estimation model generation unit 3, and the estimation unit 4 may be provided in a distributed manner. Further, at least a part of the functions of the sales support system 1, for example, at least a part of the functions of the estimation model generation unit 3, the estimation unit 4, the logic configuration unit 5, and the input reception unit 12 are realized by the cloud (cloud computing) or the like. May be done.

The sales support system 1 may be integrally configured with a navigation system (car navigation system, etc.). That is, a plurality of evaluation information and a plurality of explanatory information may be displayed on the route guidance screen of the navigation system. Further, the navigation system may perform a route search to each business destination in conjunction with the sales support system 1 outputting a plurality of evaluation information and a plurality of explanatory information.

The sales support system 1 has a function of outputting evaluation information and explanatory information based on sales information about individual business partners, and also aggregates sales information about a plurality of business partners, and evaluates information and evaluation information based on the aggregated sales information. It may have a function to output explanatory information. For example, when a plurality of care managers belong to a common business establishment, the sales support system 1 aggregates sales information about a group including these plurality of care managers, and evaluates information based on the aggregated sales information. And explanatory information may be output. Alternatively, when a plurality of care managers are in charge of a common end user, the sales support system 1 aggregates sales information about a group including these multiple care managers and evaluates based on the aggregated sales information. Information and explanatory information may be output.

That is, the estimation unit 4 may estimate the evaluation information corresponding to the group including two or more business destinations based on the plurality of business information acquired by the acquisition unit 2. The logic configuration unit 5 may generate explanatory information corresponding to the group based on the plurality of sales information acquired by the acquisition unit 2 and the evaluation information estimated by the estimation unit 4.

Each of the plurality of business partners is not limited to a set of one care manager and one or more end users in charge of this care manager. Each of the plurality of business partners may be a set of a plurality of care managers and one or a plurality of end users in charge of the plurality of care managers. In addition, each of the plurality of business partners may be one person or one business establishment. In addition, each of the plurality of business partners may be a set of a plurality of business establishments. In addition, each of the plurality of business partners may be a set of one or a plurality of people and one or a plurality of business establishments.

When a business partner consists of a group of people or business establishments, the "specific business partner" means a business partner to which at least one person or at least one business establishment belongs to the business partner.

The logic configuration unit 5 may have a function of determining two or more business partners to be compared among a plurality of business partners based on a predetermined logic. Further, the logic configuration unit 5 may further have a function of generating comparison information regarding a comparison result of two or more business information having a one-to-one correspondence with the determined two or more business partners. As the process for generating the comparison information, the same process as in the case where the comparison target is determined by the operation on the operation unit 7 in the embodiment can be adopted. The logic for determining two or more business partners to be compared is, for example, to determine a plurality of business partners that meet a predetermined condition as comparison targets. The predetermined condition includes, for example, a condition that the address exists in the predetermined area corresponding to the location information input to the sales support system 1. Further, the predetermined condition includes, for example, a condition that the contract closing rate estimated by the estimation unit 4 is equal to or higher than the predetermined value. In this embodiment, the operation unit 7 does not need to determine the comparison target.

The logic component 5 of the embodiment generates explanatory information by obtaining the frequency (reference frequency) referred to when being classified into a specific classification (with orders) among a plurality of items included in the sales information. To do. On the other hand, the logic configuration unit 5 may generate explanatory information by obtaining the correlation coefficient between the parameter corresponding to the evaluation information (for example, the contract rate) and the parameter corresponding to each item. The parameters corresponding to each item are, for example, the contract amount with the business partner (end user), the average age of the business partner (end user), the number of end users in charge of the care manager of the business partner, and the like. The logic configuration unit 5 obtains, for example, a correlation coefficient between the contract rate of each of the plurality of business partners and a plurality of parameters included in the business information regarding each of the plurality of business partners. When the logic component 5 compares the first business partner and the second business partner, the difference between the parameter related to the first business partner and the parameter related to the second business partner is calculated for each parameter. Will be done. The logic component 5 provides explanatory information (first business partner and first) for parameters (hereinafter referred to as cause parameters) in which the difference is relatively large and the absolute value of the correlation coefficient with the contract rate is relatively large. Included in the constituent elements (comparison information with 2 business partners). The logic component 5 includes, for example, a wording indicating that the contract rate is different due to the difference in the cause parameter between the first business partner and the second business partner in the explanatory information. Generate as information.

The information used as learning data for the estimation model generation unit 3 to generate a plurality of estimation models is not limited to a plurality of sales information regarding a plurality of business destinations of the business operator, and includes information other than the plurality of business information. You may. An example of a plurality of information other than the business information is information on the contract record of the business operator with a business partner other than the current business partner, and information on the contract record by a business operator other than the business operator. Another example of information other than multiple business information is the number of elderly households whose annual income is equal to or greater than the specified amount in the area where the business is located, the number of peers in the area, the number of hospitals, the number of long-term care establishments, etc. is there.

(Summary)
From the embodiments described above, the following aspects are disclosed.

The sales support system (1) according to the first aspect includes an acquisition unit (2), an estimation unit (4), a logic configuration unit (5), and an output unit (6). The acquisition department (2) acquires sales information related to a specific business destination. The estimation unit (4) estimates the evaluation information regarding the contract with a specific business partner based on the sales information acquired by the acquisition unit (2). The logic configuration unit (5) generates explanatory information based on the sales information acquired by the acquisition unit (2) and the evaluation information estimated by the estimation unit (4). The explanatory information is information related to the explanation of the estimation logic of the evaluation information estimated by the estimation unit (4). The output unit (6) outputs the evaluation information estimated by the estimation unit (4) and the explanatory information generated by the logic configuration unit (5).

According to the above configuration, the output unit (6) outputs not only the evaluation information regarding the contract with the specific business partner but also the explanatory information regarding the explanation about the estimation logic of the evaluation information, so that the evaluation information is the user. You can increase the chances of gaining trust from.

Further, in the sales support system (1) according to the second aspect, in the first aspect, the evaluation information includes information regarding the success or failure of the contract with a specific business partner.

According to the above configuration, the sales person or the like can judge the success or failure of the contract by referring to the evaluation information and the explanatory information.

Further, in the sales support system (1) according to the third aspect, in the first or second aspect, the acquisition unit (2) acquires a plurality of sales information corresponding to one-to-one with a plurality of specific business partners. .. The estimation unit (4) estimates a plurality of evaluation information having a one-to-one correspondence with a plurality of specific business partners based on the plurality of business information acquired by the acquisition unit (2). The logic configuration unit (5) has a one-to-one correspondence with a plurality of specific business partners based on a plurality of sales information acquired by the acquisition unit (2) and a plurality of evaluation information estimated by the estimation unit (4). Generate multiple explanatory information.

According to the above configuration, evaluation information and explanatory information of each of a plurality of specific business partners can be obtained.

Further, in the sales support system (1) according to the fourth aspect, in the third aspect, at least a part of the plurality of explanatory information is one-to-one with two or more specific business partners among the plurality of sales information. Includes comparative information about the comparison results of two or more corresponding sales information.

According to the above configuration, a sales person or the like can compare two or more specific business partners with reference to the comparison information.

Further, the sales support system (1) according to the fifth aspect further includes an input receiving unit (12) in the fourth aspect. The input receiving unit (12) receives an input for determining two or more specific business partners to be compared among a plurality of specific business partners.

According to the above configuration, the convenience of the sales support system (1) is improved because two or more specific business destinations to be compared can be determined by inputting to the input reception unit (12).

Further, in the sales support system (1) according to the sixth aspect, in the fourth or fifth aspect, the logic component unit (5) identifies two or more of a plurality of specific business partners to be compared. It has a function to determine the business destination of the company based on a predetermined logic.

According to the above configuration, two or more specific business partners to be compared are automatically determined, so that the convenience of the sales support system (1) is improved.

Further, in the sales support system (1) according to the seventh aspect, in any one of the third to sixth aspects, the estimation unit (4) is based on a plurality of sales information acquired by the acquisition unit (2). To estimate the evaluation information. The evaluation information corresponds to a group including two or more specific business partners among a plurality of specific business partners. The logic configuration unit (5) generates explanatory information corresponding to the group based on the plurality of sales information acquired by the acquisition unit (2) and the evaluation information estimated by the estimation unit (4).

According to the above configuration, evaluation information and explanatory information for each group can be obtained.

Further, in the sales support system (1) according to the eighth aspect, in any one of the third to seventh aspects, the output unit (6) has a plurality of evaluation information estimated by the estimation unit (4) and a plurality of evaluation information. A plurality of explanatory information generated by the logic configuration unit (5) is output in a list format.

According to the above configuration, it is easy for sales staff and the like to refer to evaluation information and explanatory information.

Further, in the sales support system (1) according to the ninth aspect, in any one of the first to eighth aspects, the output unit (6) has the evaluation information and the logic configuration estimated by the estimation unit (4). The explanatory information generated in the part (5) is output in association with the location information of a specific business destination.

According to the above configuration, it is easy for sales staff and the like to refer to evaluation information and explanatory information.

Further, the sales support system (1) according to the tenth aspect further includes a presentation unit (8) in any one of the first to ninth aspects. The presentation unit (8) presents the evaluation information and the explanatory information output from the output unit (6).

According to the above configuration, it is possible to provide a sales support system (1) integrally provided with a presentation unit (8) that presents evaluation information and explanatory information.

Configurations other than the first aspect are not essential configurations for the sales support system (1) and can be omitted as appropriate.

Further, the sales support method according to the eleventh aspect includes acquisition processing, estimation processing, logic configuration processing, and output processing. In the acquisition process, sales information related to a specific business destination is acquired. In the estimation process, evaluation information regarding a contract with a specific business partner is estimated based on the sales information acquired in the acquisition process. In the logic configuration process, explanatory information is generated based on the sales information acquired in the acquisition process and the evaluation information estimated in the estimation process. The explanatory information is information related to the explanation of the estimation logic of the evaluation information estimated by the estimation process. In the output process, the evaluation information estimated by the estimation process and the explanatory information generated by the logic configuration process are output.

According to the above configuration, in the output process, not only the evaluation information regarding the contract with a specific business partner but also the explanatory information regarding the explanation about the estimation logic of the evaluation information is output, so that the evaluation information is trusted by the user. The possibility of obtaining it can be increased.

Further, the sales support method according to the twelfth aspect includes logic configuration processing and output processing. In the logic configuration process, explanatory information is generated based on sales information and evaluation information. Business information relates to a specific business destination. The evaluation information relates to a contract with a specific business partner. Evaluation information is estimated based on sales information. The explanatory information is information relating to the explanation of the estimation logic of the evaluation information. In the output process, the explanatory information generated in the logic configuration process is output.

According to the above configuration, in the output process, explanatory information regarding the explanation of the estimation logic of the evaluation information regarding the contract with a specific business partner is output, so that the possibility that the evaluation information can be trusted by the user is increased. Can be done.

Further, the program according to the thirteenth aspect is a program for causing one or more processors to execute the sales support method according to the eleventh or twelfth aspect.

According to the above configuration, it is possible to increase the possibility that the evaluation information will be trusted by the user.

Not limited to the above aspect, various configurations (including modified examples) of the sales support system 1 according to the embodiment can be embodied by the sales support method and the program.

1 Sales support system 2 Acquisition unit 4 Estimate unit 5 Logic configuration unit 6 Output unit 12 Input reception unit 8 Presentation unit

Claims (13)

1. The acquisition department that acquires sales information about a specific business partner,
   An estimation unit that estimates evaluation information related to a contract with the specific business partner based on the sales information acquired by the acquisition unit.
   Based on the sales information acquired by the acquisition unit and the evaluation information estimated by the estimation unit, a logic component unit that generates explanatory information regarding an explanation of the estimation logic of the evaluation information estimated by the estimation unit. ,
   It includes an output unit that outputs the evaluation information estimated by the estimation unit and the explanatory information generated by the logic component unit.
   Sales support system.
2. The evaluation information includes information regarding the success or failure of a contract with the specific business partner.
   The sales support system according to claim 1.
3. The acquisition unit acquires a plurality of sales information corresponding to a plurality of specific business partners on a one-to-one basis.
   Based on the plurality of business information acquired by the acquisition unit, the estimation unit estimates a plurality of evaluation information having a one-to-one correspondence with the plurality of specific business partners.
   The logic component unit has a plurality of descriptions that correspond one-to-one with the plurality of specific business partners based on the plurality of business information acquired by the acquisition unit and the plurality of evaluation information estimated by the estimation unit. Generate information,
   The sales support system according to claim 1 or 2.
4. At least a part of the plurality of explanatory information includes comparative information regarding a comparison result of two or more business information having a one-to-one correspondence with two or more specific business partners among the plurality of business information.
   The sales support system according to claim 3.
5. Further provided with an input receiving unit that accepts input for determining the two or more specific business partners to be compared among the plurality of specific business partners.
   The sales support system according to claim 4.
6. The logic component has a function of determining two or more specific business partners to be compared among the plurality of specific business partners based on a predetermined logic.
   The sales support system according to claim 4 or 5.
7. Based on the plurality of business information acquired by the acquisition unit, the estimation unit estimates evaluation information corresponding to a group including two or more specific business partners among the plurality of specific business partners.
   The logic configuration unit generates explanatory information corresponding to the group based on the plurality of business information acquired by the acquisition unit and the evaluation information estimated by the estimation unit.
   The sales support system according to any one of claims 3 to 6.
8. The output unit outputs the plurality of evaluation information estimated by the estimation unit and the plurality of explanatory information generated by the logic configuration unit in a list format.
   The sales support system according to any one of claims 3 to 7.
9. The output unit outputs the evaluation information estimated by the estimation unit and the explanatory information generated by the logic configuration unit in association with the location information of the specific business destination.
   The sales support system according to any one of claims 1 to 8.
10. A presentation unit for presenting the evaluation information and the explanatory information output from the output unit is further provided.
    The sales support system according to any one of claims 1 to 9.
11. Acquisition process to acquire sales information about a specific business partner,
    Based on the sales information acquired in the acquisition process, an estimation process for estimating evaluation information regarding a contract with the specific business partner, and an estimation process.
    Based on the business information acquired in the acquisition process and the evaluation information estimated in the estimation process, a logic configuration process for generating explanatory information regarding an explanation of the estimation logic of the evaluation information estimated in the estimation process. ,
    An output process for outputting the evaluation information estimated by the estimation process and the explanatory information generated by the logic configuration process is provided.
    Sales support method.
12. A logic configuration that generates explanatory information regarding the explanation of the estimation logic of the evaluation information regarding the contract with the specific business partner, which is estimated based on the sales information about the specific business partner, based on the sales information and the evaluation information. Processing and
    It includes an output process for outputting the explanatory information generated in the logic configuration process.
    Sales support method.
13. A method for causing one or more processors to execute the sales support method according to claim 11 or 12.
    program.

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