WO2021044584A1 - 販売員評価システム、販売員評価装置、販売員評価方法および販売員評価用プログラム - Google Patents

販売員評価システム、販売員評価装置、販売員評価方法および販売員評価用プログラム Download PDF

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Publication number
WO2021044584A1
WO2021044584A1 PCT/JP2019/035002 JP2019035002W WO2021044584A1 WO 2021044584 A1 WO2021044584 A1 WO 2021044584A1 JP 2019035002 W JP2019035002 W JP 2019035002W WO 2021044584 A1 WO2021044584 A1 WO 2021044584A1
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WO
WIPO (PCT)
Prior art keywords
sales
product
sluggish
salesperson
sold
Prior art date
Legal status (The legal status is an assumption and is not a legal conclusion. Google has not performed a legal analysis and makes no representation as to the accuracy of the status listed.)
Ceased
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PCT/JP2019/035002
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English (en)
French (fr)
Japanese (ja)
Inventor
寧晃 小野里
Current Assignee (The listed assignees may be inaccurate. Google has not performed a legal analysis and makes no representation or warranty as to the accuracy of the list.)
Vanish Standard Co Ltd
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Vanish Standard Co Ltd
Priority date (The priority date is an assumption and is not a legal conclusion. Google has not performed a legal analysis and makes no representation as to the accuracy of the date listed.)
Filing date
Publication date
Application filed by Vanish Standard Co Ltd filed Critical Vanish Standard Co Ltd
Priority to PCT/JP2019/035002 priority Critical patent/WO2021044584A1/ja
Priority to JP2019571550A priority patent/JP6687964B1/ja
Priority to US16/755,016 priority patent/US20210216943A1/en
Priority to CN201980006457.4A priority patent/CN113228084A/zh
Priority to JP2021544030A priority patent/JP7579547B2/ja
Priority to PCT/JP2020/033465 priority patent/WO2021045160A1/ja
Priority to US17/639,785 priority patent/US20220414579A1/en
Publication of WO2021044584A1 publication Critical patent/WO2021044584A1/ja
Anticipated expiration legal-status Critical
Ceased legal-status Critical Current

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    • G—PHYSICS
    • G06—COMPUTING OR CALCULATING; COUNTING
    • G06Q—INFORMATION AND COMMUNICATION TECHNOLOGY [ICT] SPECIALLY ADAPTED FOR ADMINISTRATIVE, COMMERCIAL, FINANCIAL, MANAGERIAL OR SUPERVISORY PURPOSES; SYSTEMS OR METHODS SPECIALLY ADAPTED FOR ADMINISTRATIVE, COMMERCIAL, FINANCIAL, MANAGERIAL OR SUPERVISORY PURPOSES, NOT OTHERWISE PROVIDED FOR
    • G06Q10/00—Administration; Management
    • G06Q10/06—Resources, workflows, human or project management; Enterprise or organisation planning; Enterprise or organisation modelling
    • G06Q10/063—Operations research, analysis or management
    • G06Q10/0639—Performance analysis of employees; Performance analysis of enterprise or organisation operations
    • G06Q10/06398—Performance of employee with respect to a job function
    • G—PHYSICS
    • G06—COMPUTING OR CALCULATING; COUNTING
    • G06Q—INFORMATION AND COMMUNICATION TECHNOLOGY [ICT] SPECIALLY ADAPTED FOR ADMINISTRATIVE, COMMERCIAL, FINANCIAL, MANAGERIAL OR SUPERVISORY PURPOSES; SYSTEMS OR METHODS SPECIALLY ADAPTED FOR ADMINISTRATIVE, COMMERCIAL, FINANCIAL, MANAGERIAL OR SUPERVISORY PURPOSES, NOT OTHERWISE PROVIDED FOR
    • G06Q10/00—Administration; Management
    • G06Q10/06—Resources, workflows, human or project management; Enterprise or organisation planning; Enterprise or organisation modelling
    • G—PHYSICS
    • G06—COMPUTING OR CALCULATING; COUNTING
    • G06Q—INFORMATION AND COMMUNICATION TECHNOLOGY [ICT] SPECIALLY ADAPTED FOR ADMINISTRATIVE, COMMERCIAL, FINANCIAL, MANAGERIAL OR SUPERVISORY PURPOSES; SYSTEMS OR METHODS SPECIALLY ADAPTED FOR ADMINISTRATIVE, COMMERCIAL, FINANCIAL, MANAGERIAL OR SUPERVISORY PURPOSES, NOT OTHERWISE PROVIDED FOR
    • G06Q30/00—Commerce
    • G06Q30/02—Marketing; Price estimation or determination; Fundraising
    • G—PHYSICS
    • G06—COMPUTING OR CALCULATING; COUNTING
    • G06Q—INFORMATION AND COMMUNICATION TECHNOLOGY [ICT] SPECIALLY ADAPTED FOR ADMINISTRATIVE, COMMERCIAL, FINANCIAL, MANAGERIAL OR SUPERVISORY PURPOSES; SYSTEMS OR METHODS SPECIALLY ADAPTED FOR ADMINISTRATIVE, COMMERCIAL, FINANCIAL, MANAGERIAL OR SUPERVISORY PURPOSES, NOT OTHERWISE PROVIDED FOR
    • G06Q30/00—Commerce
    • G06Q30/06—Buying, selling or leasing transactions

Definitions

  • the present invention relates to a salesperson evaluation system, a salesperson evaluation device, a salesperson evaluation method, and a salesperson evaluation program, and is particularly suitable for use in a system that evaluates a salesperson who sells a product based on sales performance. is there.
  • the sales support server grants points according to the sales performance of the sales person in accordance with a predetermined point granting rule, and provides a souvenir as a reward according to the number of points earned. I try to do it.
  • a plurality of periods are set, and for each period, the products to be sold focusing on the period are designated as the target products, and the sales staff of each store are notified.
  • a predetermined number of points is given to the salesperson according to the sales target achievement rate at each time when the period elapses, and after the end of a series of points awarding period, the predetermined number of points is given according to the total number of points acquired by the salesperson. I try to give a free gift.
  • an incentive is given to a salesperson who has triggered a user to purchase a product using an EC site.
  • the salesperson code associated with the product code of the recommended product (the product selected by the product manager) is read from the order information storage unit, and an incentive (recommended product) is given to the salesperson corresponding to the salesperson code.
  • An incentive (recommended product) is given to the salesperson corresponding to the salesperson code.
  • a predetermined percentage of the order amount, a predetermined amount according to the number of recommended products ordered, etc.) are given.
  • Patent Document 3 also discloses an example in which an incentive is given to the sale of an ordinary product.
  • Patent Documents 1 to 3 the purpose of giving incentives to sales staff according to sales performance is to motivate each sales staff and improve the sales of the entire company. It is the one.
  • the system described in Patent Document 2 aims to improve sales related to "products that the company wants to sell with priority”
  • the system described in Patent Document 3 aims to improve sales related to "products recommended by the company”.
  • the purpose is to give incentives to salespeople who have achieved good sales results for these products.
  • the present invention has been made to solve such a problem, and by improving the sales performance of products by increasing the motivation of sales staff, it is possible to improve the sales of the company and reduce the cost at the same time.
  • the purpose is to be able to increase.
  • a plurality of sales targets are based on sales status data representing the sales status of a plurality of sales target products which are products to be sold by the company.
  • the salesperson who sold the sluggish sales product is given points specified by a predetermined rule.
  • a salesperson sells a product whose sales are sluggish, which indicates a situation in which sales are unfavorable, among a plurality of products to be sold by the company
  • the salesperson is notified. Points will be awarded for this.
  • the salesperson can be motivated to sell the product with sluggish sales, and the sales can be improved by increasing the number of the products with sluggish sales.
  • Products with sluggish sales may remain unsold if left unsold without any measures, and the period of storage as inventory is long, so inventory management, return processing, disposal, etc. may increase costs. There is.
  • FIG. 1 is a diagram showing an overall configuration example of the salesperson evaluation system according to the first embodiment.
  • the salesperson evaluation system according to the first embodiment is configured to include a sales management server 100, a sales management server 200, an evaluation management server 300, a salesperson terminal 400, and a consumer terminal 500.
  • the sales management server 100, the sales management server 200, the evaluation management server 300, the salesperson terminal 400, and the consumer terminal 500 are connected to each other so as to be able to communicate with each other via a communication network 1000 such as the Internet and a mobile phone network.
  • a communication network 1000 such as the Internet and a mobile phone network.
  • the sales management server 100 manages the sale of products targeted for sale by the company (hereinafter referred to as sales target products). Sales management means each process required to post and sell the product to be sold on the EC site, each process required to implement various sales promotion measures for the product to be sold, and sold through the EC site. These are the processes required to aggregate the sales status of the products to be sold (including the reaction status of consumers to the products to be sold posted on the EC site). Details of each of these processes will be described later.
  • the sales management server 200 performs a process of monitoring and quantifying the sales of the products to be sold posted on the EC site.
  • the evaluation management server 300 corresponds to a salesperson evaluation device within the scope of claims, and the sales of the products to be sold quantified by the sales management server 200 and the salesperson managed by the sales management server 100. Based on the sales status of the products to be sold by the seller, points are given to the sales staff and evaluated. In the present embodiment, a predetermined point is given to a salesperson who has sold a product to be sold whose sales are not favorable. Details of the processing of the sales management server 200 and the evaluation management server 300 will be described later.
  • the salesperson terminal 400 is a terminal used by a salesperson of a company that sells a product to be sold, and is, for example, a smartphone, a tablet terminal, a personal computer, or the like.
  • the consumer terminal 500 is a terminal used by a consumer who purchases a product to be sold, and is, for example, a smartphone, a tablet terminal, a personal computer, or the like.
  • the salesperson terminal 400 is shown as a smartphone and the consumer terminal 500 is shown as a personal computer for easy distinction, but the purpose is not limited to this.
  • FIG. 1 shows an example in which the server is divided into three, a sales management server 100, a sales management server 200, and an evaluation management server 300, but the present invention is not limited to this.
  • the sales management server 200 and the evaluation management server 300 may be integrated into one server.
  • the sales management server 100 and the sales management server 200 may be collectively configured as one server.
  • the sales management server 100, the sales management server 200, and the evaluation management server 300 may all be integrated into one server.
  • FIG. 2 is a block diagram showing a functional configuration of the salesperson evaluation system according to the first embodiment, specifically, a functional configuration example of the sales management server 100, the sales management server 200, and the evaluation management server 300.
  • the sales management server 100 includes a sales management unit 11 and a sales status recording unit 12 as functional configurations.
  • the sales management server 100 includes a product master storage unit 101 and a sales status data storage unit 102 as storage media.
  • Each of the above functional blocks 11 to 12 can be configured by any of hardware, DSP (Digital Signal Processor), and software.
  • DSP Digital Signal Processor
  • each of the above functional blocks 11 to 12 is actually configured to include a computer CPU, RAM, ROM, etc., and is a program stored in a recording medium such as RAM, ROM, hard disk, or semiconductor memory. Is realized by the operation of.
  • the product master storage unit 101 stores master data related to a plurality of products to be sold.
  • FIG. 3 is a diagram showing an example of master data stored in the product master storage unit 101.
  • the product master storage unit 101 stores data such as a product name, a product code, a product attribute, a sales unit price, a sales start date, an inventory quantity, and a sluggish flag for each of a plurality of products to be sold. To do.
  • the data given here is an example, and the master data may include other data.
  • the product attribute is information for specifying the attribute when different attributes exist even for the same product.
  • clothing will be described as an example of the product to be sold.
  • the product attributes are the color and size of the product.
  • the sales start date is the date when the company starts selling the product to be sold. This sales start date is used as a starting date when counting the number of days elapsed until the date when the product to be sold is sold.
  • the number of inventories is the number of products to be sold that the company expects to sell. When the same product to be sold is purchased in multiple times, the total number of the purchases is the number of stocks.
  • the sluggish flag is a flag indicating whether or not the product to be sold is set as a sluggish sales product, and an active or inactive value is stored depending on the result of processing by the evaluation management server 300. .. In the initial state, the sluggish flag stores an inactive value "0" indicating that the product to be sold is not a sluggish sales product. After that, when the product to be sold is set to the product with sluggish sales by the processing of the evaluation management server 300, the sluggish flag is updated to the active value "1" indicating that the product to be sold is a product with sluggish sales. .. The products with sluggish sales will be described later.
  • the sales management unit 11 executes each process necessary for posting the product to be sold on the EC site and selling it, and each process necessary for implementing various sales promotion measures regarding the product to be sold.
  • the sales management unit 11 selects an arbitrary sales target product from a plurality of sales target products stored in the product master storage unit 101 by the sales staff operating the sales staff terminal 400. Execute the process of posting on the EC site.
  • the EC site in this case is an individual EC site where the salesperson selects and posts the products to be sold by himself / herself.
  • a support application (hereinafter referred to as a sales support application) that enables the salesperson terminal 400 to access the sales management server 100 and perform such a process is installed.
  • the sales management unit 11 creates an individual EC site for each of the plurality of sales staff in response to the request from the sales staff terminal 400, and posts the products to be sold selected by each sales staff. I do.
  • the sales management department 11 provides information on which sales target product is posted on which sales staff's EC site (in other words, which sales staff sells which sales target product) as one of the sales status data. It is stored and managed in the sales status data storage unit 102.
  • one EC site is prepared by a company, a sales page for each salesperson is created in the EC site, and the sales target products selected by each salesperson are displayed on each salesperson's sales page. You may post it.
  • the sales management unit 11 posts a coordinate composed of a combination of several sales target products to the EC site as an example of the processing necessary for the sales staff to implement the sales promotion measures for the sales target products.
  • About the products to be sold The process of posting comments on the points and features that are easy to understand from the sales staff's point of view on the EC site, and the sales staff's individual SNS (Instagram, facebook, LINE, etc., all registered trademarks) Perform processing such as posting to.
  • SNS Sta registered trademarks
  • the sales management unit 11 also executes processing related to the purchase of the product to be sold, which is performed through the access to the EC site from the consumer terminal 500.
  • a consumer can browse a plurality of products for sale on a desired EC site, select a desired product for sale from among them, and perform a series of procedures for purchasing.
  • the sales management unit 11 executes it.
  • the sales status recording unit 12 records the sales status of the products to be sold sold through the EC site of each salesperson (including the reaction status of the consumer to the products to be sold posted on the EC site) in the sales status data storage unit 102. Execute the process to be performed.
  • the sales status recording unit 12 totals the number of times (the number of PVs) that the page on which the sales target product is posted is opened as the reaction status of the consumer to the sales target product posted on the EC site. , It is recorded in the sales status data storage unit 102 as one of the sales status data. For example, on a page containing a list of a plurality of products to be sold, individual information such as detailed information of the products to be sold is posted according to the operation of selecting one of the products to be sold by the consumer. When the EC site is configured to transition to a page, the sales status recording unit 12 aggregates the number of times each individual page is opened for each product to be sold and records it in the sales status data storage unit 102.
  • the sales status recording unit 12 provides information indicating when and how many sales target products were sold from which salesperson's EC site when the consumer purchased the sales target product through the EC site. It is obtained from the above and recorded in the sales status data storage unit 102 as one of the sales status data.
  • FIG. 4 is a diagram showing an example of sales status data stored in the sales status data storage unit 102.
  • the sales status data storage unit 102 sets the salesperson code, the product code, and the number of PVs for each of a plurality of salespeople and for each sales target product selected and sold by the salesperson. Associate and memorize.
  • the number of PVs is updated (counted up) at any time each time the sales management unit 11 detects that the individual page of the product to be sold has been opened.
  • the sales status data storage unit 102 stores the salesperson code, the product code, the sales date of the product to be sold, the number of sales, and the sluggish flag in one record in association with each other.
  • the records for storing this data are added one by one each time the sales management unit 11 detects that the product to be sold has been purchased by the consumer.
  • the sluggish flag as sales status data the value of the sluggish flag stored as the master data of FIG. 3 is stored when the product to be sold is sold.
  • FIG. 4 shows an example of a method of storing sales status data in the sales status data storage unit 102, and the present invention is not limited to this.
  • the point is, what number of PVs of which sales target product is sold by which sales staff, when and how many sales target products are sold by which sales staff, and the sales target products that are sold are sluggish. It suffices if the data is stored in a form that allows it to be grasped whether or not it is set in the product.
  • the sales management server 200 includes a sales status data acquisition unit 21 and an index value calculation unit 22 as functional configurations. Further, the sales management server 200 includes an index value storage unit 201 as a storage medium.
  • Each functional block 21 to 22 can be configured by any of hardware, DSP, and software.
  • each of the above functional blocks 21 to 22 is actually configured to include a computer CPU, RAM, ROM, etc., and is a program stored in a recording medium such as RAM, ROM, hard disk, or semiconductor memory. Is realized by the operation of.
  • the sales status data acquisition unit 21 acquires sales status data (sales status data stored in the sales status data storage unit 102) representing the sales status of a plurality of sales target products targeted by the company from the sales management server 100. To do.
  • the sales status data acquisition unit 21 periodically executes a process of acquiring sales status data from the sales management server 100, for example, at predetermined time intervals.
  • the predetermined time interval is, for example, every other day or every few days.
  • the sales status data acquisition unit 21 not only stores the sales status data newly stored in the sales status data storage unit 102 during the latest time interval, but also stores the sales status data storage unit 102 before that. Acquire sales status data including.
  • the sales status data acquisition unit 21 stores the sales status data already acquired by the sales status data acquisition unit 21 in the sales management server 200, and the sales status data acquisition unit 21 stores the sales status data storage unit during the latest time interval. Only the sales status data stored in 102 is acquired, and the past sales status data stored in the sales management server 200 and the newly acquired latest sales status data are used by the index value calculation unit 22. You may.
  • the index value calculation unit 22 executes the index value calculation process described below each time the sales status data acquisition unit 21 acquires the sales status data. As will be described later, the evaluation management server 300 periodically executes the calculation of the evaluation value of the salesperson at predetermined time intervals, and the time interval for calculating the index value is the time for calculating the evaluation value of the salesperson. It is preferably equal to or shorter than the interval.
  • the index value calculation unit 22 Based on the sales status data acquired by the sales status data acquisition unit 21, the index value calculation unit 22 obtains a predetermined index value (hereinafter referred to as a sales index value) related to sales for each of the plurality of sales target products. calculate.
  • a sales index value a predetermined index value related to sales for each of the plurality of sales target products.
  • the sales index value calculated by the index value calculation unit 22 increases as the product sells better, and decreases as the product sells poorly.
  • the index value calculation unit 22 updates and stores the latest sales index value in the index value storage unit 201 every time the sales index value is calculated at a predetermined time interval.
  • the index value calculation unit 22 uses at least one of the parameters shown in the following (1) to (4) based on the sales status data acquired by the sales status data acquisition unit 21 for each product to be sold. Calculate the sales index value.
  • the index value calculation unit 22 calculates the sales index value by using a predetermined function using at least one of the above (1) to (4) as the explanatory variable and the sales index value as the objective variable.
  • .. (2) to (4) are parameters calculated based on the actual sales performance, and can be said to represent the actual sales.
  • (1) is a parameter showing the reaction status of consumers that may lead to actual sales, and can be said to represent the prospect of future sales.
  • the number of applause (likes) given by consumers to the product to be sold, or the book of the web page on which the product to be sold is posted. You may want to use the number of maps.
  • the predetermined function used by the index value calculation unit 22 to calculate the sales index value is designed so that the larger the value of any of the parameters (1) to (4), the larger the sales index value.
  • the priority may be set for the parameters (1) to (4), and the function may be designed so that the larger the value of the parameter having the higher priority is, the larger the sales index value is.
  • the index value calculation unit 22 may calculate the sales index value only for the products to be sold that have passed a predetermined period from the sales start date.
  • the index value calculation unit 22 responds to the sales time based on the sales date (data relating to the time when the product to be sold is sold) stored in the sales status data storage unit 102 as shown in FIG. 4 (b).
  • the sales index value may be calculated by weighting. For example, as shown in FIG. 3, when the sales index value is calculated from the sales start date of the sales target product stored as master data (only for the sales target product for which a predetermined period has passed from the sales start date, the predetermined value is specified.
  • a weight value is set which becomes smaller as the number of days elapsed until the sale date (for example, the average value) stored in the sales status data storage unit 102 becomes longer, and the above (1) to ( Multiply the sales index value calculated by a predetermined function using at least one of 4) as an explanatory variable by the weight value.
  • the standard weight value "1.0" is set, and after the specified number of days has passed, "1.0" is set. Set a smaller weight value.
  • the weight value after the predetermined number of days has passed may be a value that gradually decreases according to the length of the predetermined number of days. Even if the product is actually sold, if it has been sold for a relatively long period of time from the start of sales, it may not be said that the sales are so good. Therefore, for such products to be sold, the accuracy of the sales index value can be further improved by multiplying the weight value smaller than "1.0" to adjust the sales index value.
  • the predetermined number of days may be variably set according to the product to be sold. That is, depending on the nature of the product to be sold, there may be a product that is likely to be sold at once shortly after the start of sales, or a product that is likely to be sold little by little over a certain period of time. In addition, seasonal clothing that is supposed to be worn in a certain season is likely to sell well before the arrival of that season and during the season, but it becomes difficult to sell after that season. There is a nature.
  • the operation manager of the sales management server 200 (such as a person in charge of a company) may be able to set a predetermined number of days as a variable value. Further, the weight value may be set as a variable value.
  • the evaluation management server 300 has a sales status data acquisition unit 31, an index value acquisition unit 32, a sluggish product setting unit 33, a sluggish product presentation unit 34, a sluggish product notification unit 35, and points are given as functional configurations.
  • a unit 36 and an evaluation value calculation unit 37 are provided.
  • the evaluation management server 300 includes a sluggish product storage unit 301 and an evaluation data storage unit 302 as storage media.
  • Each of the above functional blocks 31 to 37 can be configured by any of hardware, DSP, and software.
  • each of the above functional blocks 31 to 37 is actually configured to include a computer CPU, RAM, ROM, etc., and is a program stored in a recording medium such as RAM, ROM, hard disk, or semiconductor memory. Is realized by the operation of. This program corresponds to the salesperson evaluation program in the claims.
  • the sales status data acquisition unit 31 acquires sales status data (sales status data stored in the sales status data storage unit 102) representing the sales status of a plurality of sales target products targeted by the company from the sales management server 100. To do.
  • the sales status data acquired by the sales status data acquisition unit 31 is the data shown in FIG. 4 (b).
  • the salesperson name may be used in place of or in addition to the salesperson code.
  • the product name may be used in place of or in addition to the product code.
  • the sales status data acquisition unit 31 periodically executes a process of acquiring sales status data from the sales management server 100, for example, at predetermined time intervals.
  • the predetermined time interval is, for example, every other month.
  • the sales status data acquisition unit 31 acquires only the sales status data stored in the sales status data storage unit 102 during the latest time interval (hereinafter, referred to as an evaluation target period).
  • the interval for giving points and calculating the evaluation value (the length of the evaluation target period) is set according to the timing of giving a predetermined incentive (for example, salary, bonus, prize, etc. according to the evaluation value) to the sales staff. It is good to set.
  • the index value acquisition unit 32 is an index value (sales stored in the index value storage unit 201) related to the sales of each of the plurality of sales target products calculated by the sales management server 200 based on the sales status data. Acquire the sales index value for each target product).
  • the index value acquisition unit 32 periodically executes a process of acquiring the sales index value from the sales management server 200, for example, at predetermined time intervals.
  • the predetermined time interval is, for example, every other day or every few days.
  • the sluggish product setting unit 33 executes the process of setting the sluggish sales product described below every time the index value acquisition unit 32 acquires the sales index value.
  • the interval at which the index value calculation unit 22 calculates the sales index value and the interval at which the sluggish product setting unit 33 sets the sales sluggish product do not necessarily have to match, but they may match.
  • the sluggish product setting unit 33 is set with respect to the fact that the sales index value (sales index value calculated by the index value calculation unit 22) acquired by the index value acquisition unit 32 represents a situation in which sales are unfavorable. It is determined whether or not the predetermined condition is satisfied, and the product to be sold that satisfies the predetermined condition is set as a product with sluggish sales. Then, the sluggish product setting unit 33 stores and manages the product code of the product to be sold set as the sluggish sales product in the sluggish product storage unit 301.
  • the predetermined condition set for indicating an unfavorable sales situation is, for example, a condition that the sales index value is smaller than that of the sales target product that started selling at the same time.
  • sales target product that started selling at the same time here may mean a product to be sold that has the same sales start date stored as master data in the product master storage unit 101, but has a predetermined range. It may mean a product to be sold whose sales start date is within the period of.
  • products to be sold will be referred to as "products to be sold at the same time”.
  • the above-mentioned predetermined conditions are such that the deviation value calculated by using the sales index value of the products starting to be sold at the same time is smaller than the predetermined value, or the average of the sales index values of the products starting to be sold at the same time.
  • the sales index value is smaller than the specified value by the specified value or more (the difference from the average value is the specified value or more), or the specified number of sales targets from the one with the smallest sales index value among the products that started selling at the same time It can be a condition such as a product.
  • the products to be compared with the sales index values at the same time may be narrowed down to the same type of products (for example, a coat is a product that is sold at the same time as a coat, and a trouser is a product that is sold at the same time).
  • the same contents as above may be set as the predetermined conditions, and the sales index value may be set. It may be a condition that it is smaller than a predetermined value.
  • the sluggish product setting unit 33 notifies the sales management unit 11 of the sales management server 100 of the product code of the set sluggish sales product. Upon receiving this notification, the sales management unit 11 sells the sluggish flag (see FIG. 3) of the product to be sold, which is set as the sluggish sales product, among the master data stored in the product master storage unit 101. Update to the active value "1" indicating that the product is sluggish. After the sluggish flag of the master data is actively updated in this way, when the product to be sold (sales sluggish product) is sold, the sluggish flag shown in FIG. 4B is set to the active value "1". In the state, the sales status data is stored in the sales status data storage unit 102.
  • the sluggish product presentation unit 34 and the sluggish product notification unit 35 correspond to the sluggish product notification unit within the scope of claims.
  • the sluggish product presentation unit 34 presents one or more sluggish sales products set by the sluggish product setting unit 33 to the sales staff through display on the sales staff terminal 400.
  • the sluggish product presentation unit 34 responds by creating a web page containing a list of sluggish sales products with reference to the sluggish product storage unit 301 in response to a request from the web browser provided in the salesperson terminal 400. , Display on a web browser.
  • This web browser may be a browser function provided in the sales support application.
  • the sluggish product notification unit 35 notifies the salesperson of one or more sluggish sales products set by the sluggish product setting unit 33 through the salesperson terminal 400.
  • the sluggish product notification unit 35 notifies the sluggish sales product by push notification or e-mail to the sales support application. Specifically, each time a sluggish sales product is newly set by the sluggish product setting unit 33, the sluggish sales product is pushed to the salesperson terminal 400.
  • the salesperson grasps which of the products to be sold is set as the sluggish product. be able to.
  • a sales target product that is, a product with sluggish sales
  • a predetermined point is given to the sales staff, so that the sales staff grasps which is the product with sluggish sales.
  • the product can be posted on a personal EC site in order to sell the product whose sales are sluggish.
  • the salesperson can also implement sales promotion measures so as to actively sell products with sluggish sales by using the coordinate posting function, comment posting function, SNS posting function, etc. of the sales support application.
  • a configuration may include only one of them.
  • a salesperson selects an arbitrary product to be sold from the product master and specifies that it is to be posted on an individual EC site, the product is sold based on the sluggish flag stored as master data as shown in FIG.
  • a selection screen configured so that it can be identified whether or not the target product is set as a product with sluggish sales. The function of presenting such a selection screen also corresponds to the sluggish product notification unit within the scope of claims.
  • the point giving unit 36 is a value in which the sluggish product set by the sluggish product setting unit 33 (the sluggish flag shown in FIG. 4B is active) is based on the sales status data acquired by the sales status data acquisition unit 31.
  • the points stipulated by the prescribed rules are given to the salesperson who sold the sales target product (the product to be sold indicating "1").
  • the point giving unit 36 gives a predetermined point to a salesperson each time a product with sluggish sales is sold. Then, the point giving unit 36 stores and manages the given points in the evaluation data storage unit 302 for each salesperson.
  • the point is a numerical value used when the evaluation value calculation unit 37 calculates the evaluation value of the salesperson, and may be referred to as a score.
  • the predetermined rule is, for example, a rule in which fixed value points are given to the sale of products with sluggish sales, and points are not given to other products to be sold. It should be noted that the rule may be such that the points given when the product with sluggish sales are sold are set to different values according to the size of the sales index value calculated by the index value calculation unit 33. For example, the smaller the sales index value is, the larger the points are given.
  • the evaluation value calculation unit 37 calculates sales points by totaling the points given by the point giving unit 36 for each of the products to be sold sold per unit period for each salesperson, and uses the sales points. Obtain the evaluation value related to the sales performance of the sales staff per unit period. Then, the evaluation value calculation unit 37 stores and manages the calculated evaluation value in the evaluation data storage unit 302 for each salesperson.
  • the unit period is an evaluation target period (for example, one month) at a predetermined time interval in which the point giving unit 36 and the evaluation value calculating unit 37 execute the process.
  • the points given by the point giving unit 36 are points given by selling a product with sluggish sales.
  • "evaluation value regarding sales performance of sales staff" "sales point" or "value according to sales point” per unit period.
  • FIG. 5 to 7 are flowcharts showing an operation example of the salesperson evaluation system according to the first embodiment configured as described above.
  • FIG. 5 shows an operation example of calculating the sales index value on the sales management server 200.
  • FIG. 6 shows an operation example in which the evaluation management server 300 sets the sales sluggish product and updates the sluggish flag in the master data of the sales management server 100.
  • FIG. 7 shows an operation example of calculating the evaluation value on the evaluation management server 300.
  • the operation of the sales management server 200 shown in FIG. 5 is repeatedly executed at predetermined time intervals (for example, every other day).
  • the sales status data acquisition unit 21 acquires sales status data of a plurality of sales target products from the sales management server 100 (step S1).
  • the index value calculation unit 22 calculates the sales index value for each of the plurality of sales target products based on the sales status data acquired by the sales status data acquisition unit 21 (step S2), and the calculated sales.
  • the index value is updated and stored in the index value storage unit 201 (step S3).
  • the operations of the evaluation management server 300 and the sales management server 100 shown in FIG. 6 are repeatedly executed at predetermined time intervals (for example, every other day).
  • the index value acquisition unit 32 acquires the sales index value for each product to be sold calculated by the sales management server 200 (step S11).
  • the sluggish product setting unit 33 satisfy the predetermined conditions set regarding the fact that the sales index value for each sales target product acquired by the index value acquisition unit 32 represents a situation in which sales are unfavorable? It is determined whether or not each product is sold, and a product to be sold that satisfies the predetermined condition is set as a product with sluggish sales (step S12).
  • the sluggish product setting unit 33 stores the set product code of the sluggish sales product in the sluggish product storage unit 301 (step S13). Further, the sluggish product setting unit 33 notifies the sales management unit 11 of the sales management server 100 of the product code of the set sluggish sales product (step S14). Upon receiving this notification, the sales management unit 11 sets the sluggish flag of the product to be sold, which is set as the sluggish sales product, among the master data stored in the product master storage unit 101, to be the sluggish sales product. It is updated to the active value “1” indicating (step S15).
  • the operation of the evaluation management server 300 shown in FIG. 7 is repeatedly executed at predetermined time intervals (for example, every other month).
  • the sales status data acquisition unit 31 acquires sales status data (data shown in FIG. 4B) of a plurality of sales target products from the sales management server 100 (step S21).
  • the point giving unit 36 gives points to the salesperson who sold the sluggish sales product set by the sluggish product setting unit 33 based on the sales status data acquired by the sales status data acquisition unit 31.
  • Stored in the evaluation data storage unit 302 (step S22).
  • the evaluation value calculation unit 37 calculates the sales points by totaling the points given by the point giving unit 36 for each of the products to be sold sold per unit period for each salesperson. Then, the evaluation value regarding the sales performance of the salesperson per unit period is obtained using the sales points, and the obtained evaluation value is stored in the evaluation data storage unit 302 (step S23).
  • a predetermined sales index value related to sales for each of the plurality of sales target products is based on the sales status data representing the sales status of the plurality of sales target products. Is calculated. In addition, it is determined whether or not the calculated sales index value satisfies the predetermined conditions set for indicating an unfavorable sales situation, and the products to be sold that satisfy the predetermined conditions are selected. After setting it as a product with sluggish sales, the salesperson who sold the product with sluggish sales is given points specified by a predetermined rule.
  • the salesperson when a salesperson sells a product whose sales are sluggish, which indicates a situation in which sales are unfavorable, among a plurality of products to be sold by the company, the sale thereof. Points are awarded to members. As a result, the salesperson can be motivated to sell the product with sluggish sales, and the sales can be improved by increasing the number of the products with sluggish sales.
  • Products with sluggish sales may remain unsold if left unsold without any measures, and the period of storage as inventory is long, so inventory management, return processing, disposal, etc. may increase costs. There is. If more such products with sluggish sales are sold by giving motivation to sales staff, it is possible to improve sales and reduce costs at the same time. Therefore, according to the first embodiment, it is possible to increase the profit by simultaneously improving the sales of the company and reducing the cost by improving the sales performance of the product by increasing the motivation of the sales staff.
  • FIG. 8 is a block diagram showing a functional configuration example of the sales management server 100, the sales management server 200, and the evaluation management server 300 according to the second embodiment. Note that, in FIG. 8, those having the same reference numerals as those shown in FIG. 2 have the same functions, and therefore, duplicate description will be omitted here.
  • the sales management server 100 replaces the sales status recording unit 12 and the sales status data storage unit 102 with the sales status recording unit 12'and the sales status data storage unit 102'.
  • the evaluation management server 300 replaces the sales status data acquisition unit 31, the point granting unit 36, and the evaluation value calculation unit 37 with the sales status data acquisition unit 31', the point granting unit 36', and the evaluation.
  • the value calculation unit 37' is provided.
  • the sales status recording unit 12'of the sales management server 100 contains data on the implementation status of the sales promotion measures taken by the sales staff, data on the reaction status of consumers to the sales promotion measures, and sales target products as sales status data.
  • the data related to the sales performance is recorded in the sales status data storage unit 102'. These data are stored separately from the sales status data shown in FIG. 4, for example.
  • sales promotion implementation status data The data on the implementation status of sales promotion measures carried out by the sales staff (hereinafter referred to as sales promotion implementation status data) is the sales promotion carried out by the sales staff using the coordination posting function, comment posting function, and SNS posting function of the sales support application. It is data showing the implementation status of the measures.
  • the sales promotion implementation status data includes a posting site code indicating the EC site where the salesperson posted the product to be sold, information indicating the product to be sold to be posted (product code or product name), and the salesperson code. And so on.
  • sales promotion reaction status data The data on the reaction status of consumers to sales promotion measures (hereinafter referred to as sales promotion reaction status data) is the posting site code indicating the EC site where the salesperson posted the product to be sold, and the product code of the product to be sold posted by the salesperson. , Salesperson code, number of PV, etc. are included.
  • sales promotion product sales performance data data on the sales performance of the products to be sold
  • sales promotion product sales performance data can be found on the product code, salesperson code, sales date, number of sales, and which EC site (posting site) of the sales target product. Includes information such as a posting site code that indicates the inflow source of whether the product for sale was sold based on the access of.
  • the sales status data acquisition unit 31' has the sales promotion implementation status data, the sales promotion reaction status data, and the sales promotion reaction status data stored in the sales status data storage unit 102' by the sales status recording unit 12'. Acquire sales promotion data.
  • the sales status data acquisition unit 31' supplys the sales status data described in the first embodiment to the point giving unit 36'. Further, the sales status data acquisition unit 31'supplyes the sales promotion implementation status data, the sales promotion reaction status data, and the sales promotion product sales record data described in the second embodiment to the evaluation value calculation unit 37'.
  • the point giving unit 36 give points to the sales staff who have sold a plurality of products to be sold, as defined by a predetermined rule for each of the products to be sold.
  • the salesperson in addition to awarding points to the salesperson when a product with sluggish sales is sold, the salesperson is also given points when a normal product to be sold that is not a product with sluggish sales is sold. And give points.
  • the points given when the sales sluggish product set by the sluggish product setting unit 33 is sold should be larger than the points given when the normal sales target product which is not the sluggish product is sold. ing.
  • the point giving unit 36 sets a fixed value as the points given when the normal sales target product is sold, and sets the points given when the sales sluggish product is sold as an index for the sales sluggish product.
  • Points of different values may be given according to the magnitude of the sales index value calculated by the value calculation unit 33. For example, the smaller the sales index value is, the larger the points are given.
  • the evaluation value calculation unit 37' is based on at least one of the sales promotion implementation status data, the sales promotion reaction status data, and the sales promotion product sales performance data acquired by the sales status data acquisition unit 31', and the implementation status of the sales promotion measures. , Calculate status points from at least one of the consumer reaction status and the sales performance of the product to be sold. Then, using the sales points (explained in the first embodiment) calculated by summing up the points given by the point giving unit 36'and the status points, the sales performance of the salesperson per unit period is related. Find the evaluation value.
  • the evaluation value calculation unit 37 calculates the situation points using, for example, at least one of the parameters shown in the following (A) to (G).
  • the content means the coordination when a combination of a plurality of sales target products is posted as a coordination, and means the one sales target product when one sales target product is posted.
  • the evaluation value calculation unit 37' calculates the situation points by using a predetermined function in which at least one of the above (A) to (G) is an explanatory variable and the situation points are the objective variables.
  • the predetermined function used by the evaluation value calculation unit 37'for calculating the situation points is designed so that the situation points become larger as the value of any of the parameters (A) to (G) becomes larger.
  • the priority may be set for the parameters (A) to (G), and the function may be designed so that the situation point becomes larger as the value of the parameter having the higher priority becomes larger.
  • the evaluation value calculation unit 37' uses the situation points calculated as described above and the sales points calculated by summing up the points given by the point giving unit 36'. Obtain the evaluation value regarding the sales performance of the sales staff per unit period. For example, the evaluation value of the salesperson is obtained by adding or multiplying the sales point and the situation point. In this way, while reflecting the implementation status and sales performance of sales promotion measures by sales staff regarding the overall sales target products in the evaluation value as status points, the number of PVs and sales performance of products with sluggish sales are evaluated as sales points. It can be reflected in the value.
  • the sales points were the products with sluggish sales. It is also possible to use the sales points according to the first embodiment in which points are given only in the case (that is, the point giving unit 36 is used instead of the point giving unit 36').
  • the evaluation value calculation unit 37 calculates the evaluation value of the salesperson from the sales points and the status points, the ratio of the sales points reflected in the evaluation value is the same as the ratio of the status points reflected in the evaluation value.
  • the evaluation value may be calculated based on a function that is greater than or equal to that. In this way, the salesperson's evaluation will reflect the implementation status and sales performance of sales promotion measures by the sales staff regarding the overall sales target products, while more strongly reflecting the PV number and sales performance of the products with sluggish sales. The value can be calculated. As a result, it is possible to strongly motivate the sales staff to sell the products whose sales are sluggish.
  • the sales status recording unit 12', the sales status data storage unit 102', and the evaluation value calculation unit 37' are replaced with the same sales status recording unit 12 and sales as in the first embodiment.
  • the situation data storage unit 102 and the evaluation value calculation unit 37 may be provided, and the content of the second embodiment may be applied only to the point giving unit 36'.
  • the index value acquisition unit 32, the sluggish product setting unit 33, the sluggish product presentation unit 34, the sluggish product notification unit 35, and the sluggish product storage unit 301 are sold.
  • the server 200 may be provided. This also applies to the first embodiment.
  • the index value calculation unit 22 calculates the sales index value by weighting according to the sales time of the product to be sold
  • the sale of the product to be sold the sale of the product to be sold
  • the present invention is not limited to this.
  • the weight value may be changed depending on before, during, and after the campaign period.
  • the index value calculation unit 22 calculates the sales index value using the sales status data for the entire period stored in the sales status data storage unit 102.
  • the present invention is not limited to this.
  • the index value calculation unit 22 calculates the sales index value at predetermined time intervals only for the sales status data newly stored in the sales status data storage unit 102 during the latest time interval. You may do it.
  • the evaluation value calculation unit 37 calculates the evaluation value per unit period each time the evaluation target period elapses.
  • the salesperson's evaluation value for the entire period may be calculated using the sales status data for the entire period stored in the sales status data storage unit 102.
  • the latest evaluation value is calculated only for the sales status data newly stored in the sales status data storage unit 102 during the latest time interval, and this is used as the past evaluation. It may be accumulated in the value.
  • the points given by the point giving units 36, 36' are simple numerical values used by the evaluation value calculating units 37, 37'when calculating the evaluation value of the salesperson.
  • the evaluation value calculation units 37, 37' may be omitted, and the points given by the point giving units 36, 36' may be points having economic value that can be used in actual commercial transactions.
  • the product to be sold is clothing
  • the product to be sold is not limited to clothing. It is possible to target all products.
  • the product to be handled may be either a product as a product or a product as a service.
  • the case of selling the product on the EC site has been described as an example, but it can also be applied to the case of selling the product at the actual store.
  • POS Point of sale system
  • the data indicating the sales person in charge may be specified, for example, by reading a two-dimensional code.
  • first and second embodiments are merely examples of embodiment of the present invention, and the technical scope of the present invention should not be interpreted in a limited manner by these. It is something that does not become. That is, the present invention can be implemented in various forms without departing from its gist or its main features.
  • Sales Management Department 12 12'Sales Status Recording Department 21 Sales Status Data Acquisition Department 22 Index Value Calculation Department 31, 31'Sales Status Data Acquisition Department 32 Index Value Acquisition Department 33 Slow Product Setting Department 34 Slow Product Presentation Department (Slow Product) Notification unit) 35 Slumped product notification department (sluggish product notification department) 36, 36'Point giving unit 37, 37'Evaluation value calculation unit 100 Sales management server 200 Sales management server 300 Evaluation management server (salesperson evaluation device) 400 Salesperson terminal 500 Consumer terminal

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PCT/JP2019/035002 2019-09-05 2019-09-05 販売員評価システム、販売員評価装置、販売員評価方法および販売員評価用プログラム Ceased WO2021044584A1 (ja)

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JP2019571550A JP6687964B1 (ja) 2019-09-05 2019-09-05 販売員評価システム、販売員評価装置、販売員評価方法および販売員評価用プログラム
US16/755,016 US20210216943A1 (en) 2019-09-05 2019-09-05 Salesperson evaluation system, salesperson evaluation apparatus, salesperson evaluation method, and salesperson evaluation program
CN201980006457.4A CN113228084A (zh) 2019-09-05 2019-09-05 销售员评价系统、销售员评价装置、销售员评价方法以及销售员评价用程序
JP2021544030A JP7579547B2 (ja) 2019-09-05 2020-09-03 販売員評価装置、販売員評価方法および販売員評価用プログラム
PCT/JP2020/033465 WO2021045160A1 (ja) 2019-09-05 2020-09-03 販売員評価装置、販売員評価方法および販売員評価用プログラム
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