Business support device, business support method, and program

Abstract

To solve a problem in which in the past, it was difficult to discern in sales whether a customer was likely to sign a contract or not.SOLUTION: A business support device 1 comprises: a browsing state reception unit 121 that receives browsing state information related to the browsing state of a customer for each of one or more documents; an agreement information acquisition unit 132 that acquires agreement information related to the likelihood of a customer making a contract using the browsing state information for each of the one or more documents accepted by the browsing state reception unit 121; and an agreement information output unit 141 that outputs the agreement information acquired by the agreement information acquisition unit 132. The business support device enables supporting discernment of a customer who is likely to make a contract and a customer who is unlikely to make a contract in sales.SELECTED DRAWING: Figure 3

Description

[Technical field]

[0001] The present invention relates to a sales support device or the like that outputs information regarding sales contracts. [Background technology]

[0002] In the prior art, there is a sales support system that uses the Internet to support sales, and that aims to acquire customers more efficiently (see Patent Document 1). [Prior art documents] [Patent documents]

[0003] [Patent Document 1] JP 2023-39617 A Summary of the Invention [Problem to be solved by the invention]

[0004] However, in the conventional technology, it is difficult for salespeople to distinguish between customers who are likely to make a contract and those who are unlikely to make a contract. [Means for solving the problem]

[0005] The sales support device of the first invention is a sales support device comprising: a viewing status receiving unit that receives viewing status information regarding a customer's viewing status for each of one or more documents; a deal information acquisition unit that uses the viewing status information for each of the one or more documents received by the viewing status receiving unit to acquire contract information regarding the possibility of the customer concluding a deal; and a deal information output unit that outputs the contract information acquired by the contract information acquisition unit.

[0006] This configuration can assist in determining which customers are likely to make a contract and which are unlikely to make a contract in sales.

[0007] In addition, compared to the first invention, the sales support device of the second invention further includes a learning information management unit in which learning information acquired using two or more teaching data having viewing status information for one or more documents and contract result information regarding the contract result is stored, and the contract information acquisition unit is a sales support device that acquires contract information using the viewing status information for one or more documents and the learning information.

[0008] With this configuration, it is possible to use past contract results to help determine which customers are likely to enter into a contract and which are unlikely to enter into a contract.

[0009] In addition, the sales support device of the third invention is a sales support device in which, compared to the second invention, the learning information is a learning model acquired by performing machine learning learning processing using two or more teacher data, and the contract information acquisition unit is a sales support device that acquires contract information by performing machine learning prediction processing using viewing status information of one or more documents and the learning model.

[0010] This configuration can assist in determining which customers are likely to make a contract and which are unlikely to make a contract in sales.

[0011] In addition, the sales support device of the fourth invention is a sales support device that, with respect to any one of the first to third inventions, further includes a proposal information acquisition unit that acquires proposal information proposing changing the content of the document using viewing status information of one or more documents, and a proposal information output unit that outputs the proposal information acquired by the proposal information acquisition unit.

[0012] With this configuration, it is possible to make proposals in sales to increase the probability of concluding a contract.

[0013] In addition, the sales support device of the fifth invention, compared to the fourth invention, further includes a proposal management unit in which original information or proposal information that is the basis for constituting the proposal information is stored in correspondence with each of one or more proposal conditions that are conditions related to one or more pieces of viewing status information, and the proposal information acquisition unit is a sales support device that acquires original information corresponding to the proposal condition satisfied by the viewing status information of each of one or more documents, and acquires proposal information from the original information, or acquires proposal information corresponding to the proposal condition satisfied by the viewing status information of each of one or more documents.

[0014] With this configuration, it is possible to make proposals in sales to increase the probability of concluding a contract.

[0015] In addition, the sales support device of the sixth invention, compared to the fourth or fifth invention, further includes a judgment unit that judges whether the viewing status information or contract information of one or more documents satisfies the document change conditions, and the proposal information acquisition unit is a sales support device that acquires the proposal information when the judgment unit determines that the document change conditions are satisfied.

[0016] With this configuration, if necessary, it is possible to make a proposal to increase the probability of a contract in a sales transaction.

[0017] In addition, the sales support device of the seventh invention is a sales support device in which, compared to any one of the first to sixth inventions, the viewing status information includes page identifiers of pages that constitute the document and viewing time information indicating the time the page was viewed.

[0018] This configuration can assist in determining which customers are likely to make a contract and which are unlikely to make a contract in sales.

[0019] Furthermore, in a sales support device according to an eighth aspect of the present invention, in contrast to the seventh aspect of the present invention, the viewing status information includes location information that identifies a location on a page.

[0020] This configuration can assist in determining which customers are likely to make a contract and which are unlikely to make a contract in sales.

[0021] A sales support device according to a ninth aspect of the present invention is the sales support device according to the seventh aspect of the present invention, wherein the viewing status information includes a type identifier for identifying the type of the document.

[0022] This configuration can assist in determining which customers are likely to make a contract and which are unlikely to make a contract in sales.

[0023] In addition, the sales support device of the tenth invention is a sales support device according to any one of the first to ninth inventions, wherein each of the one or more documents is a document sent from a sales terminal, which is a terminal of the sales side, during an online conference and output to a customer terminal, which is a terminal of the customer, and the viewing status receiving unit acquires viewing status information based on operations on the customer terminal.

[0024] This configuration can help determine which customers are likely to make a contract and which are unlikely to make a contract during online business negotiations.

[0025] In addition, the sales support device of the eleventh invention is a sales support device in which, compared to any one of the first to tenth inventions, the viewing status receiving unit receives one or more attribute values ​​which are user attribute values ​​or sales target attribute values ​​in correspondence with viewing status information, and the contract information acquisition unit acquires contract information using the one or more attribute values ​​and the viewing status information.

[0026] With this configuration, more appropriate contract information can be obtained according to one or more attribute values. Effect of the Invention

[0027] The sales support device according to the present invention can assist in identifying customers who are likely to conclude a contract and those who are unlikely to conclude a contract in sales. [Brief description of the drawings]

[0028] [Figure 1] Conceptual diagram of sales support system A in embodiment 1. [Diagram 2] Block diagram of the sales support system A [Diagram 3] Block diagram of the sales support device 1 [Figure 4] A flowchart illustrating an example of the operation of the sales support device 1. [Diagram 5] A flowchart illustrating an example of the browsing status acquisition process. [Figure 6] A flowchart illustrating a first example of the contract information acquisition process. [Figure 7] A flowchart illustrating a second example of the contract information acquisition process. [Figure 8] A flowchart illustrating a third example of the contract information acquisition process. [Figure 9] A flowchart illustrating an example of the proposed information acquisition process. [Figure 10] 11 is a flowchart illustrating a second example of the learning process. [Figure 11] 11 is a flowchart illustrating a third example of the learning process. [Figure 12] A flowchart for explaining an example of the operation of the customer terminal 2 [Figure 13] A flowchart for explaining an example of the operation of the customer terminal 2 [Figure 14] A diagram showing an example of the training data [Figure 15] A diagram showing the proposal management table [Figure 16] A diagram showing an example of the output [Figure 17] A diagram showing an example of the output [Figure 18] Overview of the computer system [Figure 19] Block diagram of the computer system DETAILED DESCRIPTION OF THE PREFERRED EMBODIMENTS

[0029] Hereinafter, an embodiment of a sales support device and the like will be described with reference to the drawings. In the embodiments, components with the same reference numerals perform similar operations, so that repeated description may be omitted.

[0030] (Embodiment 1) In this embodiment, a sales support device that acquires and outputs contract information related to the possibility of closing a deal in accordance with a customer's viewing state of one or more documents presented to the customer will be described.

[0031] In this embodiment, a proposal to change the contents of the document is made when the contract information satisfies a predetermined condition.

[0032] Further, in this embodiment, a sales support device will be described which acquires contract information in response to a customer's viewing status of one or more documents presented to the customer during online business negotiation, and outputs the contract information to a salesperson's terminal.

[0033] In this specification, information X being associated with information Y means that information Y can be obtained from information X, or information X can be obtained from information Y, and the method of association is not important. Information X and information Y may be linked, may exist in the same buffer, information X may be included in information Y, or information Y may be included in information X, etc.

[0034] Furthermore, in this specification, determining or selecting information Z means obtaining information Z, obtaining a pointer to information Z, obtaining an ID for information Z, setting a flag for information Z, etc., as long as information Z can be accessed.

[0035] 1 is a conceptual diagram of a sales support system A according to the present embodiment. The sales support system A includes a sales support device 1, one or more customer terminals 2, and one or more sales terminals 3.

[0036] The sales support device 1 is a device that acquires and outputs contract information, which will be described later. The sales support device 1 is usually a server. For example, the sales support device 1 is an ASP server, a cloud server, etc. However, the type of the sales support device 1 is not important. The sales support device 1 may also be a terminal. When the sales support device 1 is a terminal, the sales support device 1 is, for example, a so-called personal computer, a tablet terminal, a smartphone, etc., and the type is not important.

[0037] The customer terminal 2 is a terminal used by a customer who receives sales. The sales terminal 3 is a terminal used by a sales representative who sells to a customer. The customer terminal 2 and the sales terminal 3 are, for example, so-called personal computers, tablet terminals, smartphones, etc., and the type does not matter. Note that the sales representative is a person on the sales side, and their position, etc. does not matter.

[0038] 2 is a block diagram of the sales support system A in this embodiment.

[0039] The sales support device 1 includes a storage unit 11, a reception unit 12, a processing unit 13, and an output unit 14. The storage unit 11 includes a teacher data management unit 111, a learning information management unit 112, and a proposal management unit 113. The reception unit 12 includes a browsing status reception unit 121. The processing unit 13 includes a learning unit 131, a contract information acquisition unit 132, a judgment unit 133, and a proposal information acquisition unit 134. The output unit 14 includes a contract information output unit 141, and a proposal information output unit 142.

[0040] The customer terminal 2 includes a first storage unit 21, a first reception unit 22, a first processing unit 23, a first transmission unit 24, a first reception unit 25, and a first output unit 26.

[0041] The business terminal 3 comprises a second storage unit 31, a second reception unit 32, a second processing unit 33, a second transmission unit , a second reception unit 35, and a second output unit .

[0042] Various types of information are stored in the storage unit 11 constituting the sales support device 1. The various types of information include, for example, teacher data (to be described later), learning information (to be described later), source information (to be described later), proposal information (to be described later), one or more documents, or one or more rule information.

[0043] A document is information viewed by a customer and output to the customer terminal 2. A document is usually a sales document. The sales target may be a product or a service. A document is, for example, a "proposal," "quote," "company guide," "manual," "simple manual," "detailed manual," etc. A document is, for example, a file. A document is, for example, a web page. A document is, for example, information sent from a sales terminal, which is a terminal on the sales side, during an online conference and output to a customer terminal, which is a terminal of the customer. The data structure of the document is not important.

[0044] The rule information is information for acquiring contract information using one or more pieces of browsing status information. It can be said that the rule information is information indicating rules for acquiring contract information. The rule information has conditions using one or more pieces of browsing status information and contract information. Such conditions may be called browsing status conditions.

[0045] The rule information is, for example,

[0046] (1) "[Viewing status condition] Total viewing time <= Threshold [Deal information] 0",

[0047] (2) "[Viewing status condition] First threshold <= Estimated amount. Viewing time <= Second threshold [Deal information> 0.5"

[0048] (3) “[Viewing status condition] Proposal. Viewing time >= third threshold & Estimated amount. Viewing time <= fourth threshold [Deal information] 1”,

[0049] (4) "[Viewing status condition] Type identifier = Detailed manual [Deal information] 0.8" The rule information (1) indicates that if the total viewing time of the documents viewed by the customer is equal to or less than a threshold, the predicted closing information is "0" (no closing). The rule information (2) indicates that if the viewing time of the estimated amount in the quotation is equal to or more than a first threshold and equal to or less than a second threshold, the predicted closing information is "0.5" (50% probability of closing). The rule information (3) indicates that if the viewing time of the proposal is equal to or more than a third threshold and the viewing time of the estimated amount is equal to or less than a fourth threshold, the predicted closing information is "1" (10% probability of closing). The rule information (4) indicates that if the user views the detailed manual, the predicted closing information is "0.8" (80% probability of closing). The content of the rule information is not important. In addition, when learning information is used to obtain closing information, rule information is usually not used. However, the contract information acquisition unit 132 described later may acquire contract information using learning information if contract information cannot be acquired using rule information, or may acquire contract information using rule information and then using learning information to acquire contract information, and then acquire one contract information from two or more contract information by majority vote or other algorithm.

[0050] The teacher data management unit 111 stores two or more teacher data. Teacher data is information used to create learning information. The teacher data has one or more browsing status information and contract result information. Typically, the one or more browsing status information are explanatory variables, and the contract result information is an objective variable. The teacher data may correspond to one or more user attribute values ​​or one or more sales target attribute values. The teacher data corresponding to one or more user attribute values ​​or one or more sales target attribute values ​​may also mean that the teacher data includes one or more user attribute values ​​or one or more sales target attribute values.

[0051] The user attribute value is, for example, gender, age, age group, job title, address, nationality, place of origin, marital status or unmarried status, etc. However, the user attribute value is not limited.

[0052] The sales target attribute value is an attribute value of a product or service of a sales target. The sales target attribute value is the type of the sales target, the price, the price range, the selling method (for example, one-time sale, license, or subscription, etc.), and the color of the product.

[0053] The viewing status information is information regarding the status of a customer viewing one or more documents. The document viewed by the customer may be a document output to the customer terminal 2, and it is not necessary to guarantee that the customer has definitely viewed it. The document viewed by the customer may be, for example, a document presented by a sales representative, but it may also be a document downloaded by the customer from the sales support device 1 or a server (not shown). The route by which such a document is obtained is not important.

[0054] The viewing status information is, for example, any one of a document identifier, a type identifier, a page identifier, location information, attention information, and viewing time information.

[0055] The document identifier is information that identifies the document that the customer viewed. The document identifier is, for example, the ID of the document and the file name of the document. The type identifier is information that specifies the type of the document that the customer viewed. The type identifier is, for example, the ID of the document type and the name of the document type. The name of the document type is, for example, "proposal", "quotation", and "manual". The page identifier is information that identifies the page that the customer viewed in the document. The page identifier is, for example, the page number and the title of the page. The location information is information that specifies the location that the customer viewed in the page. The location in the page may be a location in the document. The location information is, for example, coordinate information (for example, (x, y), or (x1, y1) (x2, y2)) that indicates the location or area of ​​the page or document. The attention information is information that specifies the information of the location that the customer viewed in the page or document (for example, "estimated amount"). The viewing time information is information that specifies the time that the customer viewed. The view time information may be associated with any of the following: an entire document, a document identifier, a type identifier, a page identifier, location information, or attention information.

[0056] The contract result information is information about the results of a sales transaction. The contract result information is, for example, information indicating whether or not a contract was concluded (for example, "1" or "0"). The contract result information is, for example, information indicating the degree of the contract (for example, a score on a 10-point scale from "1" to "10").

[0057] The learning information management unit 112 stores learning information. The learning information is information acquired using two or more pieces of teacher data. The learning information is, for example, a learning model, a correspondence table, and an arithmetic expression. It is preferable that the learning information is information acquired by the learning unit 131.

[0058] The learning information may be stored for each of two or more conditions based on one or more attribute values, where the attribute values ​​are user attribute values ​​or sales target attribute values.

[0059] A learning model is information acquired by performing a machine learning learning process using two or more pieces of teacher data. A learning model is information used in a machine learning prediction process to acquire contract information. A learning model may be called a learner, a classifier, a classification model, or the like. The machine learning algorithm here may be deep learning, random forest, decision tree, SVM, SVR, or the like. In addition, for machine learning, various machine learning functions such as the TensorFlow (registered trademark) library, the random forest module of the R language, fastText, TinySVM, and various existing libraries can be used.

[0060] The correspondence table is a table having two or more pieces of correspondence information. The correspondence information is information showing the correspondence between one or more pieces of browsing status information and contract information. The structure of the correspondence table is not limited.

[0061] The arithmetic expression is an arithmetic expression that receives one or more pieces of browsing status information as input and outputs contract information (here, typically, a contract probability or a score, etc.).

[0062] The proposal management unit 113 stores original information or proposal information in association with one or more proposal conditions.

[0063] The proposal condition is a condition for outputting the proposal information. The proposal condition is a condition related to one or more pieces of browsing status information. The original information is information that is the source of the proposal information.

[0064] Suggestion information is information that indicates a proposal to change the contents of a document. Examples of suggested information are "It would be better to reduce the estimated amount" or "The page should be deleted." Original information is, for example, "It would be better to delete page $page identifier." "$page identifier" is a variable to which the page identifier is assigned.

[0065] The reception unit 12 receives various instructions or information. Here, reception usually means reception of information transmitted via a wired or wireless communication line, but may also be a concept including reception of information input from an input device such as a keyboard, mouse, or touch panel, reception of information read from a recording medium such as an optical disk, a magnetic disk, or a semiconductor memory, etc.

[0066] The various instructions or information are, for example, an information output instruction, a learning instruction, operation information, and viewing status information.

[0067] The information output instruction is an instruction to output deal information, etc. The deal information, etc. may be deal information alone, or deal information and proposal information, etc. The information output instruction includes, for example, a customer identifier. The customer identifier is information that identifies a customer. The customer identifier is, for example, a customer ID, a telephone number, or an email address, but is not limited thereto.

[0068] A learning instruction is an instruction to obtain learning information.

[0069] The operation information is information that specifies an operation of a customer on the customer terminal 2. The operation information is, for example, "open document identifier", "close document identifier", "pageUp", "pageDowb", position information (x, y) indicating the position of the mouse, and position information (x, y) indicating the position of the customer's gaze. The content and granularity of the operation information are not important.

[0070] The viewing status receiving unit 121 receives one or more pieces of viewing status information. The viewing status receiving unit 121 receives one or more pieces of viewing status information from, for example, the customer terminal 2. The viewing status receiving unit 121 acquires one or more pieces of viewing status information, for example, by using one or more pieces of operation information received by the receiving unit 12. The one or more pieces of viewing status information are information regarding the fact that a customer has viewed one or more documents. The viewing status information is usually information based on an operation on the customer terminal 2. The viewing status information is usually information based on operation information that identifies an operation on the customer terminal 2.

[0071] The viewing status receiving unit 121 may receive one or more attribute values ​​in association with the viewing status information. In this case, the viewing status receiving unit 121 may receive one or more pieces of viewing status information and one or more attribute values ​​together, or may receive them at different times. In addition, each of the one or more attribute values ​​is, for example, a user attribute value or a sales target attribute value.

[0072] The processing unit 13 performs various types of processing. The various types of processing are, for example, processing performed by the learning unit 131, the contract information acquisition unit 132, the determination unit 133, or the proposed information acquisition unit .

[0073] The processing unit 13 may provide a function for conducting an online conference between one or more customer terminals 2 and one or more sales terminals 3. Such a function is a known technique, and therefore a description thereof will be omitted.

[0074] The learning unit 131 acquires learning information using two or more pieces of teacher data. Below, the cases where the learning information is a learning model, a correspondence table, and an arithmetic expression will be described.

[0075] The learning unit 131 may acquire learning information for each condition of one or more attribute values, and store the information in the learning information management unit 112 in association with the condition. The learning unit 131 may acquire learning information for each user attribute value, such as the user's job title, age group, sex, or blood type. In such a case, each of the two or more teacher data used by the learning unit 131 is teacher data corresponding to an attribute value that matches one or two or more conditions. The condition is a condition related to one or more attribute values. (1) When the learning information is a learning model

[0076] The learning unit 131 provides two or more pieces of teacher data to a machine learning learning module, executes the learning module, acquires a learning model, and accumulates the learning model in the learning information management unit 112. As described above, the machine learning algorithm may be any algorithm, such as deep learning, random forest, decision tree, SVM, SVR, etc. (2) When the learning information is a correspondence table (2-1) When configuring correspondence information for each training data

[0077] The learning unit 131 acquires, for each of two or more teacher data, correspondence information having a vector whose elements are one or more pieces of browsing status information contained in the teacher data and contract result information. Next, the learning unit 131 creates a correspondence table having the two or more pieces of correspondence information, and accumulates the correspondence table in the learning information management unit 112. (2-2) When configuring corresponding information for each contract result information

[0078] The learning unit 131 acquires correspondence information for each of the contract result information contained in two or more pieces of teacher data. That is, for each of the same contract result information, the learning unit 131 acquires one or more elements that are paired with the contract result information from the teacher data, and acquires a representative value (e.g., average value, median) of the one or more elements. Then, for each of the same contract result information, the learning unit 131 constructs a vector whose element is the representative value of the element. Then, the learning unit 131 acquires two or more pieces of correspondence information having a vector and contract result information. (3) When the learning information is an arithmetic expression

[0079] The learning unit 131 uses two or more pieces of teacher data from the teacher data management unit 111 to obtain an arithmetic formula for outputting contract information using one or more pieces of browsing status information as parameters. The learning unit 131 obtains the arithmetic formula, for example, by the least squares method. Note that the arithmetic formula is "contract information = f (browsing status information 1, browsing status information 2, . . . , browsing status information n). It goes without saying that the algorithm for obtaining the arithmetic formula is not limited to the least squares method.

[0080] The contract information acquiring unit 132 acquires contract information by using the viewing status information of one or more documents accepted by the viewing status accepting unit 121. The contract information is information on the possibility of a contract with a customer. The contract information is information on whether or not a contract will be concluded ("1" or "0"), the probability of a contract, the likelihood of a contract, the certainty of a contract, a score on the possibility of a contract, or the like.

[0081] The contract information acquiring unit 132 acquires contract information, for example, by using one or more attribute values ​​and the browsing status information accepted by the browsing status accepting unit 121.

[0082] The contract information acquisition unit 132 acquires contract information, for example, by using one or more pieces of browsing status information and learning information. The contract information acquisition unit 132 acquires contract information, for example, by using one or more pieces of browsing status information and rule information. Each case will be described below. (1) When using a learning model

[0083] The contract information acquisition unit 132 performs machine learning prediction processing using the viewing status information of one or more documents accepted by the viewing status acceptance unit 121 and the learning model, and acquires contract information.

[0084] More specifically, the contract information acquisition unit 132 provides one or more pieces of browsing status information accepted by the browsing status acceptance unit 121 and the learning model of the learning information management unit 112 to a machine learning prediction module, executes the prediction module, and acquires contract information. Here, the contract information acquisition unit 132 may acquire a score in addition to the contract information indicating whether or not a contract will be concluded. Such a score may be considered to indicate the likelihood, likelihood, or probability that the information is contract information. The score is information returned from the prediction module, similar to the contract information. Such a score may be considered to be included in the contract information.

[0085] The contract information acquisition unit 132 may acquire a learning model that pairs with the conditions satisfied by one or more attribute values ​​accepted by the viewing status receiving unit 121 from the learning information management unit 112, and perform machine learning prediction processing using the learning model and one or more pieces of viewing status information accepted by the viewing status receiving unit 121 to acquire contract information. (2) When using a correspondence table The contract information acquiring unit 132 acquires contract information by using the access status information of each of the one or more documents accepted by the access status accepting unit 121 and the correspondence table.

[0086] The contract information acquisition unit 132 may acquire contract information using a correspondence table that pairs with conditions satisfied by one or more attribute values ​​accepted by the viewing status accepting unit 121 and one or more pieces of viewing status information accepted by the viewing status accepting unit 121. (2-1) In the case of a correspondence table that has correspondence information for each training data

[0087] The contract information acquisition unit 132 constructs a vector having two or more pieces of browsing status information accepted by the browsing status acceptance unit 121 as elements. Next, the contract information acquisition unit 132 determines corresponding information having one or more vectors that satisfy the similarity condition with the vector. Next, if the determined corresponding information is one, the contract information acquisition unit 132 acquires the contract result information held by the corresponding information. This contract result information is the contract information. If the determined corresponding information is two or more pieces of corresponding information, the contract information acquisition unit 132 acquires a representative value (for example, majority vote, average value, median value) of the contract result information held by each of the two or more pieces of corresponding information. Note that the representative value of the contract result information is the contract information. In addition, the similarity condition is, for example, "the similarity is the top N or more (N is a natural number of 1 or more)" and "the similarity is the threshold or more or more than the threshold". In addition, the correspondence information here has a vector having one or more pieces of browsing status information held by the teacher data as elements and the contract result information. (2-2) When the corresponding information for each transaction result information is a correspondence table

[0088] The contract information acquisition unit 132 constructs a vector having elements of two or more pieces of browsing status information accepted by the browsing status acceptance unit 121. Next, the contract information acquisition unit 132 determines corresponding information having a vector most similar to the vector. Next, the contract information acquisition unit 132 acquires contract result information held by the corresponding information. Note that such contract result information is contract information. (3) When using rule information

[0089] The contract information acquisition unit 132 determines a condition that is matched by one or more pieces of browsing status information accepted by the browsing status acceptance unit 121, among the conditions contained in one or more pieces of rule information in the storage unit 11. Next, the contract information acquisition unit 132 acquires contract information that is paired with the condition.

[0090] The contract information acquiring unit 132 may determine a condition under which one or more attribute values ​​accepted by the browsing status accepting unit 121 match one or more pieces of browsing status information, and acquire contract information that matches the condition. (4) When using an arithmetic expression

[0091] The contract information acquisition unit 132 may substitute one or more pieces of viewing status information accepted by the viewing status acceptance unit 121 into the arithmetic formula in the storage unit 11, execute the arithmetic formula, and acquire contract information (here, typically, a contract probability or score, etc.).

[0092] The contract information acquisition unit 132 may acquire an arithmetic expression that corresponds to a condition satisfied by one or more attribute values ​​accepted by the viewing status receiving unit 121, substitute one or more pieces of viewing status information accepted by the viewing status receiving unit 121 into the arithmetic expression, execute the arithmetic expression, and acquire the contract information.

[0093] The determination unit 133 determines whether the contract information acquired by the contract information acquisition unit 132 satisfies the document change conditions.

[0094] The document change condition is a condition for making a proposal to change the document. For example, the document change condition is "contract information is '0' (no contract)" or "contract information is equal to or less than the threshold value."

[0095] The determination unit 133 determines whether or not the received one or more pieces of operation information or the received one or more pieces of viewing status information satisfy an output condition. The output condition is a condition for outputting contract information, etc. Examples of the output condition are "the number of pieces of operation information paired with a customer identifier paired with the received operation information is equal to or greater than a threshold value," "the number of pieces of viewing status information paired with a customer identifier paired with the received viewing status information is equal to or greater than a threshold value," "operation information for a specific type of document (for example, a type identifier is "quote" or "proposal") has been received," and "viewing status information for a specific type of document has been received."

[0096] The proposed information acquisition unit 134 acquires proposed information by using one or more pieces of browsing status information accepted by the browsing status acceptance unit 121.

[0097] For example, the proposed information acquisition unit 134 acquires raw information corresponding to a proposal condition satisfied by one or more pieces of browsing status information accepted by the browsing status acceptance unit 121 from the proposal management unit 113, and acquires proposed information from the raw information. In other words, when acquiring raw information, the proposed information acquisition unit 134 assigns the browsing status information corresponding to a variable included in the raw information to the variable, thereby configuring the proposed information.

[0098] The proposed information acquisition unit 134 acquires, for example, from the proposal management unit 113, proposed information associated with the proposed condition satisfied by the browsing status information accepted by the browsing status acceptance unit 121.

[0099] It is preferable that the proposed information acquisition unit 134 acquires the proposed information when the determination unit 133 determines that the document change condition is satisfied.

[0100] For example, when a customer has looked at an estimate for a threshold time or more, the proposal information acquisition unit 134 acquires proposal information indicating that the estimated amount should be reduced. For example, when the viewing time of a page of a customer's document is short enough to satisfy a deletion condition compared to the viewing time of other pages, the proposal information acquisition unit 134 acquires proposal information suggesting the deletion of the page. Note that the deletion condition is, for example, "shorter than 1 / 2 the average viewing time of the page."

[0101] The output unit 14 outputs various information. The various information is, for example, deal information and proposal information. The output unit 14 transmits the various information to the sales terminal 3, for example. The output unit 14 displays the various information on a display, for example. Note that the deal information and the proposal information may be output together or separately.

[0102] Here, output usually means transmission to another device such as a sales terminal 3, but it may also be a concept including display on a display, projection using a projector, printing on a printer, sound output, storage on a recording medium, and handing over the processing results to other processing devices or other programs.

[0103] The deal information output unit 141 outputs the deal information acquired by the deal information acquisition unit 132. Here, output means, for example, transmission to the sales terminal 3 or display on a display.

[0104] The proposed information output unit 142 outputs the proposed information acquired by the proposed information acquisition unit 134. Here, output means, for example, transmission to the sales terminal 3 or display on a display.

[0105] Various types of information are stored in the first storage unit 21 constituting the customer terminal 2. The various types of information are, for example, a customer identifier. The customer identifier is information for identifying a customer.

[0106] The first reception unit 22 receives input of instructions, information, etc. from a customer. Examples of the instructions, information, etc. include an instruction to start a meeting, an instruction to end a meeting, an instruction to output a document, an operation on a document, position information that identifies the position of the customer's line of sight, an image of the customer, and a voice of the customer.

[0107] The conference start instruction is an instruction to start an online conference. The conference start instruction is usually associated with a customer identifier. The online conference is, for example, a web conference, but may also be a conference using a dedicated line. The conference end instruction is an instruction to end the online conference.

[0108] A document output instruction is an instruction to output a document. A document output instruction usually has a document identifier. A document output instruction usually corresponds to a customer identifier.

[0109] The operations on the document include, for example, an instruction to view the document, an instruction to open the document, an instruction to close the document, an instruction to turn the page of the document, an instruction to scroll the document, an instruction for specific information of the document, etc. The means for inputting the instructions and information may be any means, such as a touch panel, a keyboard, a mouse, or a menu screen.

[0110] The first processing unit 23 performs various types of processing, such as processing for changing instructions, information, etc. received by the terminal receiving unit 22 into instructions, information, etc. with a structure to be transmitted, processing for changing information received by the terminal receiving unit 25 into a structure for outputting the information, etc.

[0111] The first transmission unit 24 transmits various information, instructions, etc. The various information, instructions, etc. are, for example, operation information, browsing status information, a customer's video, and a customer's voice. The first transmission unit 24 transmits, for example, the operation information or the browsing status information to the sales support device 1.

[0112] The first receiving unit 25 receives various types of information. The various types of information are, for example, one or more documents, an image captured by the sales terminal 3, and a voice acquired by the sales terminal 3.

[0113] The first receiving unit 25 receives, for example, one or more documents from the sales support device 1 or a server (not shown). The first receiving unit 25 receives, for example, an image captured by the sales terminal 3 and a voice acquired by the sales terminal 3 from the sales support device 1 or a server (not shown).

[0114] The first output unit 26 outputs various types of information, such as one or more documents, an image captured by the sales terminal 3, and a voice acquired by the sales terminal 3.

[0115] Here, output is a concept that includes display on a display, projection using a projector, printing on a printer, sound output, transmission to an external device, storage on a recording medium, and handing over the processing results to other processing devices or other programs, etc.

[0116] Various types of information are stored in the second storage unit 31 constituting the sales terminal 3. The various types of information are, for example, one or more documents and a person in charge identifier. The person in charge identifier is information for identifying a sales person.

[0117] The second reception unit 32 receives input of instructions, information, etc. Examples of the instructions, information, etc. include an instruction to start a conference, an instruction to end a conference, an instruction to output information, an instruction to share a document, an image of a sales representative, and an audio of a sales representative.

[0118] The information output instruction is an instruction to output contract information, etc. The information output instruction includes, for example, a customer identifier.

[0119] A document sharing instruction is an instruction to share a document in an online conference. The sharing instruction includes a document identifier.

[0120] The second processing unit 33 performs various types of processing, such as a process of changing instructions, information, etc. received by the terminal receiving unit 22 into instructions, information, etc. with a structure to be transmitted, a process of changing information received by the terminal receiving unit 25 into a structure to be output, etc.

[0121] The second transmission unit 34 transmits various information, instructions, etc. The various information, instructions, etc. are, for example, an information output instruction, and one or more documents.

[0122] The second receiving unit 35 receives various types of information. The various types of information are, for example, contract information, proposal information, an image captured by the customer terminal 2, and a voice acquired by the customer terminal 2.

[0123] The second output unit 36 ​​outputs various information such as one or more documents, contract information, proposal information, an image captured by the customer terminal 2, and a voice acquired by the customer terminal 2.

[0124] Here, output is a concept that includes display on a display, projection using a projector, printing on a printer, sound output, transmission to an external device, storage on a recording medium, and handing over the processing results to other processing devices or other programs, etc.

[0125] The storage unit 11, teacher data management unit 111, learning information management unit 112, proposal management unit 113, first storage unit 21, and second storage unit 31 are preferably non-volatile recording media, but can also be realized using volatile recording media.

[0126] There is no restriction on the process by which information is stored in the storage unit 11, etc. For example, information may be stored in the storage unit 11, etc. via a recording medium, information transmitted via a communication line, etc. may be stored in the storage unit 11, etc., or information inputted via an input device may be stored in the storage unit 11, etc.

[0127] The reception unit 12 and the viewing status reception unit 121 are preferably realized by wireless or wired communication means, but may also be realized by a means for receiving broadcasts, a device driver for an input means such as a touch panel or a keyboard, or control software for a menu screen.

[0128] The processing unit 13, the learning unit 131, the contract information acquisition unit 132, the judgment unit 133, the proposal information acquisition unit 134, the first processing unit 23, and the second processing unit 33 can usually be realized by a processor, a memory, or the like. The processing procedure of the processing unit 13, etc. is usually realized by software, and the software is recorded in a recording medium such as a ROM. However, it may also be realized by hardware (dedicated circuit). The processor may be a CPU, MPU, GPU, or the like, and the type is not important.

[0129] The output unit 14, the contract information output unit 141, and the proposal information output unit 142 are usually realized by wireless or wired communication means, but may be realized by broadcasting means. The output unit 14, etc. may be realized by an output device such as a display or a speaker, driver software for the output device, or a driver software for the output device and the output device, etc.

[0130] The first reception unit 22 and the second reception unit 32 can be realized by a device driver for an input means such as a touch panel or a keyboard, control software for a menu screen, etc. It is preferable that the first reception unit 22 and the second reception unit 32 are realized by a camera and a microphone.

[0131] The first transmitting unit 24 and the second transmitting unit 34 are usually realized by wireless or wired communication means, but may be realized by broadcasting means.

[0132] The first receiving unit 25 and the second receiving unit 35 are usually realized by wireless or wired communication means, but may be realized by means for receiving broadcasts.

[0133] The first output unit 26 and the second output unit 36 ​​may or may not include an output device such as a display or a speaker. The first output unit 26 etc. may be realized by driver software for an output device, or a combination of driver software for an output device and an output device, etc.

[0134] Next, an example of the operation of the sales support device 1 constituting the sales support system A will be described with reference to the flowchart of FIG.

[0135] (Step S401) The reception unit 12 judges whether or not an information output instruction has been received. If an information output instruction has been received, the process proceeds to step S402. If an information output instruction has not been received, the process proceeds to step S407. The reception unit 12 receives the information output instruction from the sales terminal 3, for example.

[0136] (Step S402) The deal information acquisition unit 132 acquires one or more pieces of viewing status information corresponding to the customer identifier included in the information output instruction. An example of such viewing status acquisition processing will be described with reference to the flowchart of FIG.

[0137] (Step S403) The deal information acquisition unit 132 acquires deal information by using one or more pieces of browsing status information acquired in step S402. An example of such deal information acquisition processing will be described with reference to the flowcharts of FIGS.

[0138] (Step S404) The proposed information acquisition unit 134 acquires the proposed information. An example of such proposed information acquisition processing will be described with reference to the flowchart of FIG.

[0139] (Step S405) The output unit 14 composes information to be output. The information to be output includes the contract information, or includes the contract information and the proposal information.

[0140] (Step S406) The output unit 14 outputs the contract information etc. configured in step S405. Return to step S401. The output unit 14 transmits the contract information etc. to the sales terminal 3, for example.

[0141] (Step S407) The reception unit 12 judges whether or not one or more pieces of operation information transmitted from the customer terminal 2 have been received. If operation information has been received, the process proceeds to step S408, and if not, the process proceeds to step S410. The reception unit 12 may receive the operation information directly from the customer terminal 2, or may receive the operation information via a device not shown. The received operation information is associated with a customer identifier.

[0142] (Step S408) The processing unit 13 stores in the storage unit 11 the one or more pieces of operation information received in step S407 in association with the customer identifier.

[0143] (Step S409) The determination unit 133 determines whether or not the output condition is satisfied. If the output condition is satisfied, the process proceeds to step S402, and if not, the process returns to step S401.

[0144] (Step S410) The reception unit 12 judges whether or not one or more pieces of viewing status information based on one or more pieces of operation information in the customer terminal 2 have been received. If viewing status information has been received, the process proceeds to step S411, and if viewing status information has not been received, the process proceeds to step S412. The reception unit 12 may receive viewing status information directly from the customer terminal 2, or may receive viewing status information via a device not shown. The received viewing status information is associated with a customer identifier.

[0145] (Step S411) The processing unit 13 stores the one or more pieces of viewing status information received in step S410 in the storage unit 11 in association with the customer identifier. Then, the process proceeds to step S409.

[0146] (Step S412) The accepting unit 12 judges whether or not a learning instruction has been accepted. If a learning instruction has been accepted, the process proceeds to step S413, and if not, the process returns to step S401.

[0147] (Step S413) The learning unit 131 performs a learning process, acquires learning information, and accumulates the learning information in the learning information management unit 112. Return to step S401. An example of the learning process will be described with reference to the flowcharts of FIG.

[0148] In the flowchart of FIG. 4, the process ends when the power is turned off or an interrupt is issued to end the process.

[0149] Next, an example of the browsing status acquisition process in step S402 will be described with reference to the flowchart in FIG.

[0150] (Step S501) The contract information acquiring unit 132 assigns 1 to a counter i.

[0151] (Step S502) The contract information acquisition unit 132 determines whether or not the i-th item used to acquire contract information, etc. exists. If the i-th item exists, the process proceeds to step S503; if not, the process proceeds to step S508. The item is viewing status information. Also, the items used to acquire contract information, etc. are usually determined in advance. The items are, for example, the viewing time of a document, whether or not a specific document was viewed, and the viewing time of specific information (e.g., the estimated amount).

[0152] (Step S503) The contract information acquisition unit 132 judges whether or not the i-th item information paired with the customer identifier included in the information output instruction exists in the storage unit 11. If the i-th item information exists, the process proceeds to step S504, and if not, the process proceeds to step S505.

[0153] (Step S504) The contract information acquiring unit 132 reads out from the storage unit 11 the i-th item information paired with the customer identifier.

[0154] (Step S505) The contract information acquiring unit 132 acquires from the storage unit 11 one or more pieces of operation information used when acquiring the i-th item information and paired with the customer identifier.

[0155] The contract information acquisition unit 132 acquires the viewing time of the document "Proposal" by using, for example, the time corresponding to the operation information "OPEN Proposal" and the time corresponding to the operation information "Close Proposal". The contract information acquisition unit 132 acquires, for example, the estimated amount, which is information on the position indicated by the mouse position information (one example of operation information) when the quotation is displayed, and acquires the viewing time of the estimated amount, which is the time during which the mouse position information does not move. The contract information acquisition unit 132 acquires, for example, the estimated amount, which is information on the position indicated by the position information (one example of operation information) indicating the position of the customer's gaze, and acquires the viewing time of the estimated amount, which is the time during which the mouse position information does not move.

[0156] (Step S506) The contract information acquisition unit 132 acquires the i-th item information by using one or more pieces of operation information acquired in step S505. The item information is, for example, the viewing time of the "proposal" and the viewing time of the estimated amount.

[0157] (Step S507) The deal information obtaining unit 132 increments the counter i by 1. The process returns to step S502.

[0158] (Step S508) The contract information acquisition unit 132 constructs a viewing status vector, which is a vector whose elements are two or more pieces of information acquired in step S504 or step S506. It returns to the upper level process. The viewing status vector is, for example, (whether the proposal was viewed, whether the quotation was viewed, total viewing time of the document, viewing time of the "proposal", viewing time of the "quote", viewing time of the estimated amount, ...).

[0159] Next, a first example of the deal information acquisition process in step S403 will be described with reference to the flowchart in Fig. 6. The first example of the deal information acquisition process is a case where deal information is acquired by a machine learning prediction process.

[0160] (Step S601) The deal information acquiring unit 132 acquires the viewing status vector constructed in step S402.

[0161] (Step S602) The contract information acquiring unit 132 acquires the learning model from the learning information managing unit 112.

[0162] (Step S603) The deal information acquisition unit 132 provides the browsing state vector acquired in step S601 and the learning model acquired in step S602 to a machine learning prediction module.

[0163] (Step S604) The contract information acquiring unit 132 executes a prediction module.

[0164] (Step S605) The deal information acquisition unit 132 acquires the deal information that is the execution result of the prediction module in step S604, and temporarily stores the deal information in a buffer (not shown). Then, the process returns to the upper level process.

[0165] The acquired contract information is, for example, a score indicating whether a contract is concluded (for example, "1") or not (for example, "0"). The contract information is, for example, a score indicating the certainty, probability, or likelihood of a contract.

[0166] Next, a second example of the deal information acquisition process in step S403 will be described with reference to the flowchart in Fig. 7. The second example of the deal information acquisition process is a case where deal information is acquired using a correspondence table.

[0167] (Step S701) The deal information acquiring unit 132 acquires the browsing status vector acquired in step S601.

[0168] (Step S702) The contract information acquiring unit 132 assigns 1 to a counter i.

[0169] (Step S703) The contract information acquisition unit 132 judges whether or not the i-th corresponding information exists in the correspondence table of the learning information management unit 112. If the i-th corresponding information exists, the process proceeds to step S704. If not, the process proceeds to step S707.

[0170] (Step S704) The contract information acquiring unit 132 acquires a vector included in the i-th correspondence information from the correspondence table. Note that the vector included in the correspondence information is a browsing status vector.

[0171] (Step S705) The deal information acquiring unit 132 acquires a similarity between the viewing state vector acquired in step S701 and the vector acquired in step S704, and associates the similarity with the i-th correspondence information.

[0172] (Step S706) The deal information obtaining unit 132 increments the counter i by 1. The process returns to step S703.

[0173] (Step S707) The deal information acquiring unit 132 determines one or more similarities that satisfy the similarity condition from among the similarities acquired in step S705, and determines one or more pieces of corresponding information that are paired with each of the one or more similarities.

[0174] (Step S708) The contract information acquisition unit 132 judges whether two or more pieces of corresponding information have been determined in step S707, or whether one piece of corresponding information has been determined. If two or more pieces of corresponding information have been determined, the process proceeds to step S709, and if one piece of corresponding information has been determined, the process proceeds to step S711.

[0175] (Step S709) The deal information acquiring unit 132 acquires deal result information included in each of the two or more pieces of determined corresponding information.

[0176] (Step S710) The deal information acquisition unit 132 acquires a representative value of the two or more pieces of deal result information acquired in step S709. The process returns to the upper level process. The representative value here is the deal information to be output.

[0177] (Step S711) The contract information acquisition unit 132 acquires the contract result information included in the determined corresponding information. The process returns to the upper level process. Note that the contract result information here is the contract information to be output.

[0178] Next, a third example of the deal information acquisition process in step S403 will be described with reference to the flowchart in Fig. 8. The third example of the deal information acquisition process is a case where the deal information is acquired using rule information.

[0179] (Step S801) The contract information acquiring unit 132 assigns 1 to a counter i.

[0180] (Step S802) The contract information acquiring unit 132 judges whether or not the i-th rule information exists in the storage unit 11. If the i-th rule information exists, the process proceeds to step S803, and if not, the process proceeds to step S808.

[0181] (Step S803) The contract information acquiring unit 132 acquires the i-th rule information from the storage unit 11.

[0182] (Step S804) The deal information acquiring unit 132 acquires one or more pieces of browsing status information to be used for determining the condition of the i-th rule information from among the elements of the browsing status vector acquired in step S601.

[0183] (Step S805) The contract information acquisition unit 132 judges whether or not the one or more pieces of browsing status information acquired in step S804 satisfy the condition of the i-th rule information. If the condition is satisfied, the process proceeds to step S806, and if not, the process proceeds to step S807.

[0184] (Step S806) The deal information acquisition unit 132 acquires the deal information contained in the i-th rule information, and then returns to the upper process.

[0185] (Step S807) The contract information obtaining unit 132 increments the counter i by 1. The process returns to step S802.

[0186] (Step S808) The deal information acquisition unit 132 acquires the deal information that is "unknown", and returns to the upper process.

[0187] Next, an example of the proposed information acquisition process in step S404 will be described with reference to the flowchart in FIG.

[0188] (Step S901) The determination unit 133 acquires the contract information acquired by the contract information acquisition unit 132.

[0189] (Step S902) The judgment unit 133 judges whether the contract information acquired in step S901 matches the document change condition. If the contract information matches the document change condition, the process proceeds to step S903, and if not, the process returns to the upper process.

[0190] (Step S903) The proposal information acquiring unit 134 assigns 1 to a counter i.

[0191] (Step S904) The proposal information acquisition unit 134 judges whether or not the i-th proposed condition exists in the proposal management unit 113. If the i-th proposed condition exists, the process proceeds to step S905, and if not, the process returns to the upper level process.

[0192] (Step S905) The proposed information acquisition unit 134 acquires from the storage unit 11 one or more pieces of viewing status information used for determining the i-th proposed condition and paired with the customer identifier.

[0193] (Step S906) The proposed information acquisition unit 134 judges whether or not the one or more pieces of browsing status information acquired in step S905 satisfy the i-th proposal condition. If the i-th proposal condition is satisfied, the process proceeds to step S907, and if the i-th proposal condition is not satisfied, the process proceeds to step S913.

[0194] (Step S907) The proposed information acquisition unit 134 acquires information paired with the i-th proposed condition. Note that such information is the original information or the proposed information.

[0195] (Step S908) The proposal information acquiring unit 134 assigns 1 to a counter j.

[0196] (Step S909) The proposed information acquisition unit 134 judges whether or not the j-th variable is present in the information acquired in step S907. If the j-th variable is present, the process proceeds to step S910, and if not, the process proceeds to step S913.

[0197] (Step S910) The proposed information acquisition unit 134 acquires information that corresponds to the j-th variable and is paired with the customer identifier from the information acquired in step S907. Note that such information is usually browsing status information.

[0198] (Step S911) The proposed information acquiring unit 134 replaces the j-th variable in the raw information acquired in step S907 with the information acquired in step S910.

[0199] (Step S912) The proposal information acquiring unit 134 increments the counter j by 1. The process returns to step S909.

[0200] (Step S913) The proposal information acquiring unit 134 increments the counter i by 1. The process returns to step S904.

[0201] Next, a first example of the learning process in step S413 is a case where a learning model is acquired. The process of acquiring a learning model has already been described.

[0202] Next, a second example of the learning process in step S413 will be described with reference to the flowchart in Fig. 10. The second example of the learning process is a case where a correspondence table having correspondence information for each of two or more teacher data is obtained.

[0203] (Step S1001) The learning unit 131 assigns 1 to a counter i.

[0204] (Step S1002) The learning unit 131 judges whether or not the i-th teacher data exists in the teacher data management unit 111. If the i-th teacher data exists, the process proceeds to step S1003, and if not, the process returns to the upper level process.

[0205] (Step S1003) The learning unit 131 acquires from the teacher data management unit 111 one or more pieces of browsing status information contained in the i-th teacher data.

[0206] (Step S1004) The learning unit 131 configures a browsing status vector, which is a vector having as elements one or more pieces of browsing status information acquired in step S1003.

[0207] (Step S1005) The learning unit 131 acquires the contract result information contained in the i-th teacher data from the teacher data management unit 111. The learning unit 131 configures association information having the browsing status vector acquired in step S1004 and the contract result information.

[0208] (Step S1006) The learning unit 131 adds the correspondence information acquired in step S1005 to the correspondence table.

[0209] (Step S1007) The learning unit 131 increments the counter i by 1. The process returns to step S1002.

[0210] Next, a third example of the learning process in step S413 will be described with reference to the flowchart in Fig. 11. The third example of the learning process is a case where a correspondence table having correspondence information for each value of the contract result information is obtained.

[0211] (Step S1101) The learning unit 131 sorts two or more pieces of teacher data in the teacher data management unit 111 using contract result information as a key.

[0212] (Step S1102) The learning unit 131 assigns 1 to a counter i.

[0213] (Step S1103) The learning unit 131 judges whether or not the i-th different contract result information exists. If the i-th different contract result information exists, the process proceeds to step S1104, and if not, the process returns to the upper process.

[0214] (Step S1104) The learning unit 131 assigns 1 to a counter j.

[0215] (Step S1105) The learning unit 131 judges whether or not the j-th viewing status information exists in the teacher data. If the j-th viewing status information exists, the process proceeds to step S1106, and if not, the process proceeds to step S1110.

[0216] (Step S1106) The learning unit 131 acquires the j-th viewing status information from one or more pieces of teacher data corresponding to the i-th contract result information.

[0217] (Step S1107) The learning unit 131 acquires a representative value of one or more pieces of viewing status information acquired in step S1106.

[0218] (Step S1108) The learning unit 131 writes the representative value acquired in step S1107 as the j-th element of the viewing state vector.

[0219] (Step S1109) The learning unit 131 increments the counter j by 1. The process returns to step S1105.

[0220] (Step S1110) The learning unit 131 increments the counter i by 1. The process returns to step S1103.

[0221] Next, a fourth example of the learning process in step S413 is a case where an arithmetic expression is acquired. The process of acquiring an arithmetic expression has already been described.

[0222] Next, an example of the operation of the customer terminal 2 will be described with reference to the flowchart of FIG.

[0223] (Step S1201) The first reception unit 22 judges whether or not a conference start instruction has been received. If a conference start instruction has been received, the process proceeds to step S1202, and if not, the process proceeds to step S1215.

[0224] (Step S1202) The first processing unit 23 logs in to the conference server. The conference server is a server that supports holding an online conference. The conference server is, for example, the sales support device 1 or a server not shown. The conference server is, for example, a Zoom (registered trademark) server or a Teams (registered trademark) server.

[0225] (Step S1203) First processing unit 23 acquires video etc. Note that the video etc. refers to video of the customer captured by a camera and the customer's voice collected by a microphone.

[0226] (Step S1204) The first transmission unit 24 transmits the video and the like acquired in step S1203 to the conference server in association with the customer identifier.

[0227] (Step S1205) The first receiving unit 25 judges whether or not a video image, etc. has been received. If a video image, etc. has been received, the process proceeds to step S1206, and if not, the process proceeds to step S1207.

[0228] (Step S1206) First processing unit 23 composes a screen including the video etc. received in step S1206. First output unit 26 outputs the screen and the audio included in the video etc. Return to step S1203.

[0229] (Step S1207) The first receiving unit 25 judges whether or not the document has been received. If the document has been received, the process proceeds to step S1208. If the document has not been received, the process proceeds to step S1209. Note that the document is the document presented by the sales representative in the online conference and is the document sent from the sales terminal 3.

[0230] (Step S1208) The first output unit 26 outputs the document received in step S1207. Return to step S1203. The document to be output is, for example, a proposal or an estimate.

[0231] (Step S1209) The first accepting unit 22 judges whether or not an operation for the document has been accepted. If an operation has been accepted, the process proceeds to step S1210, and if not, the process proceeds to step S1213.

[0232] (Step S1210) First processing unit 23 performs processing according to the operation in step S1209.

[0233] (Step S1211) The first processing unit 23 acquires operation information corresponding to the operation in step S1209. The first processing unit 23 may acquire the operation information corresponding to the operation in step S1209, and acquire viewing status information by using the operation information.

[0234] (Step S1212) The first transmission unit 24 transmits the operation information etc. acquired in step S1211 to the sales support device 1. Return to step S1203. Note that the operation information etc. here refers to operation information or viewing status information. Furthermore, when a document is output on the customer terminal 2, the first transmission unit 24 may also transmit the document identifier of the output document and the viewing time, which is the time the document is output, as operation information etc. to the sales support device 1.

[0235] (Step S1213) The first reception unit 22 judges whether or not an instruction to end the conference has been received. If an instruction to end the conference has been received, the process proceeds to step S1214, and if not, the process returns to step S1203.

[0236] (Step S1214) The first processing unit 23 logs out from the conference server. The process returns to step S1201.

[0237] (Step S1215) The first receiving unit 22 determines whether or not a document output instruction has been received. If a document output instruction has been received, the process proceeds to step S1216, and if not, the process proceeds to step S1217.

[0238] (Step S1216) The first processing unit 23 acquires the document identified by the document identifier included in the document output instruction. The first output unit 26 outputs the document.

[0239] (Step S1217) The first accepting unit 22 judges whether or not an operation on the document has been accepted. If an operation has been accepted, the process proceeds to step S1218, and if not, the process returns to step S1201.

[0240] (Step S1218) First processing unit 23 performs a process according to the operation in step S1217.

[0241] (Step S1219) The first processing unit 23 acquires operation information corresponding to the operation in step S1217. The first processing unit 23 may acquire the operation information corresponding to the operation in step S1217, and acquire the viewing status information by using the operation information.

[0242] (Step S1220) The first transmission unit 24 transmits the operation information and the like acquired in step S1219 to the sales support device 1. The process returns to step S1201.

[0243] In the flowchart of FIG. 12, the process ends when the power is turned off or an interrupt occurs to end the process.

[0244] Next, an example of the operation of the customer terminal 2 will be described with reference to the flowchart of FIG.

[0245] (Step S1301) The second reception unit 32 judges whether or not a conference start instruction has been received. If a conference start instruction has been received, the process proceeds to step S1302, and if not, the process proceeds to step S1318.

[0246] (Step S1302) The second processing unit 33 logs in to the conference server.

[0247] (Step S1303) The second processing unit 33 acquires video etc. Note that the video etc. refers to video of the sales representative captured by a camera and the voice of the sales representative collected by a microphone.

[0248] (Step S1304) The second transmission unit 34 transmits the video and the like acquired in step S1303 to the conference server in association with the customer identifier.

[0249] (Step S1305) The second receiving unit 35 judges whether or not the video etc. has been received. If the video etc. has been received, the process proceeds to step S1306, and if not, the process proceeds to step S1307. The video etc. is the video etc. output to the sales terminal 3 in the online conference.

[0250] (Step S1306) The second processing unit 33 composes a screen including the video etc. received in step S1306. The second output unit 36 ​​outputs the screen and the audio included in the video etc. Return to step S1303.

[0251] (Step S1307) The second receiving unit 32 judges whether or not a document sharing instruction has been received. If a document sharing instruction has been received, the process proceeds to step S1308, and if not, the process proceeds to step S1310.

[0252] (Step S1308) The second output unit 36 ​​obtains from the second storage unit 31 the document identified by the document identifier included in the document sharing instruction, and outputs the document.

[0253] (Step S1309) The second transmission unit 34 transmits the document output in step S1308 to the conference server. Then, the process returns to step S1303.

[0254] (Step S1310) The second receiving unit 35 judges whether or not the contract information or the like has been received from the sales support device 1. If the contract information or the like has been received, the process proceeds to step S1311, and if not, the process proceeds to step S1312. The contract information or the like refers to the contract information or the contract information and the proposal information.

[0255] (Step S1311) The second output unit 36 ​​outputs the contract information etc. received in step S1310. Then, the process returns to step S1303.

[0256] (Step S1312) The second reception unit 32 judges whether or not an operation for the output document has been received. If an operation has been received, the process proceeds to step S1313, and if not, the process proceeds to step S1316. Note that the operation is, for example, turning a page of the document or an instruction for information of interest in the document.

[0257] (Step S1313) Second processing unit 33 performs processing according to the operation accepted in step S1312.

[0258] (Step S1314) The second processing unit 33 acquires operation information corresponding to the operation accepted in step S1312, or viewing status information based on the operation information.

[0259] (Step S1315) The second transmission unit 34 transmits the operation information and the like acquired in step S1314 in association with the customer identifier to the sales support device 1. The process returns to step S1303.

[0260] For example, when a page of a document is turned by an operation of a sales representative, the page being viewed by the customer is changed, and operation information at that time and the like are transmitted to the sales support device 1.

[0261] (Step S1316) The second reception unit 32 judges whether or not an instruction to end the conference has been received. If an instruction to end the conference has been received, the process proceeds to step S1317, and if not, the process returns to step S1303.

[0262] (Step S1317) The second processing unit 33 logs out from the conference server. The process returns to step S1301.

[0263] (Step S1318) The second accepting unit 32 judges whether or not an information output instruction has been accepted. If an information output instruction has been accepted, the process proceeds to step S1319, and if not, the process returns to step S1301.

[0264] (Step S1319) The second transmitting unit 34 transmits an information output instruction to the sales support device 1.

[0265] (Step S1320) The second receiving unit 35 judges whether or not the contract information or the like corresponding to the information output instruction has been received from the sales support device 1. If the contract information or the like has been received, the process proceeds to step S1321, and if not, the process returns to step S1320.

[0266] (Step S1321) The second output unit 36 ​​outputs the contract information etc. received in step S1320. The process returns to step S1301.

[0267] In the flowchart of FIG. 13, the process ends when the power is turned off or an interrupt occurs to end the process.

[0268] A specific example of the operation of the sales support system A in this embodiment will be described below.

[0269] It is assumed that a large number of pieces of training data shown in FIG. 14 are stored in the training data management unit 111 of the sales support device 1. The training data has a large number of explanatory variables and a target variable. The explanatory variables are "total document viewing time," "proposal viewing time," "quotation viewing time," "main page viewing time," "estimated amount viewing time," "focused pages," "focused information," etc. The target variable is "contract result information." The training data is sales performance data that shows the correspondence between the document viewing status of a large number of customers and the contract results of the customers.

[0270] "Total document viewing time" is the total viewing time of one or more documents presented by a sales representative and viewed by a customer. In this case, the one or more documents are, for example, a "proposal" and a "quote." "Total document viewing time" is the sum of the time from when each of the two documents is opened on customer terminal 2 to when it is closed.

[0271] "Proposal Viewing Time" is the time from when the file "proposal.ppt" is opened on the client terminal 2 until it is closed.

[0272] "Quote Viewing Time" is the time from when the file "Quote.pdf" is opened on the customer terminal 2 to when it is closed.

[0273] "Key page viewing time" is a page in the file "Proposal.ppt" and is the time from when a page specified by the sales representative (here, for example, "page identifiers "5," "6," "7," and "8") is displayed on the customer terminal 2 to when it is no longer displayed.

[0274] "Estimate View Time" is the total time that the "Estimate" information in the file "Estimate.pdf" is displayed.

[0275] The "page of interest" is a page in the file "proposal.ppt" and is the page identifier of the page that was displayed on the customer terminal 2 for the longest time.

[0276] "Attention information" is a character string at the position of the user's gaze or the position of the mouse pointer.

[0277] The numerous explanatory variables are information acquired using one or more pieces of operation information based on operations performed by a customer or a sales representative on a document. Furthermore, since the technology for acquiring the above explanatory variables from one or more pieces of operation information is a publicly known technology, detailed explanations will be omitted. Furthermore, the above explanatory variables are, for example, information acquired by the sales support device 1 receiving one or more pieces of operation information and stored in the teacher data management unit 111. The above explanatory variables are, for example, information acquired from one or more pieces of operation information by the customer terminal 2, transmitted to the sales support device 1, and stored in the teacher data management unit 111. The objective variable "contract result information" is, for example, the result of sales input by a sales representative.

[0278] Furthermore, the proposal management unit 113 stores a proposal management table shown in FIG. 15. The proposal management table is a table that manages the correspondence between proposal conditions and proposal information or original information. The proposal management table has one or more records that have an "ID", "proposal conditions", and "proposal information (original information)". "ID" is information that identifies a record. "$" in "proposal information (original information)" indicates a variable.

[0279] The proposed condition for “ID=1” in Figure 15 is that the viewing time for the information “Estimated price” is “ET x The proposed condition for "ID=2" is that the page viewing time is "PT x The proposed condition for "ID=3" is that the font size of the order information is 12 pt or less.

[0280] In addition, the storage unit 11 of the sales support device 1 stores the document change condition "Deal information = no deal (e.g., "0") OR (Deal information = deal (e.g., "1") AND score <= 0.75)".

[0281] Furthermore, the learning unit 131 of the sales support device 1 provides two or more pieces of teacher data stored in the teacher data management unit 111 to a machine learning learning module, executes the learning module, obtains a learning model, and stores it in the learning information management unit 112.

[0282] In the above situation, the following two specific examples will be described. Specific Example 1 is a case where contract information, etc. acquired according to the viewing status of a document sent by a sales representative to a customer or downloaded by a customer from the sales support device 1 is transmitted to the sales terminal 3 of the sales representative. Specific Example 2 is a case where contract information, etc. is output to the sales terminal 3 of the sales representative during an online conference.

[0283] (Example 1) It is assumed that the documents "proposal.ppt" and "quote.pdf" are stored in the storage unit 11 of the sales support device 1 in association with the identifiers (eg, email addresses, IDs) of the sales representatives.

[0284] Then, suppose that customer C accesses the sales support device 1, downloads the documents "Proposal.ppt" and "Quote.pdf" stored in the sales support device 1 to his / her customer terminal 2, and outputs them. Then, suppose that customer C views the documents displayed on the customer terminal 2. Then, suppose that the customer terminal 2 acquires two or more pieces of operation information based on the operation of customer C, pairs the two or more pieces of operation information with the customer identifier "C", and transmits them to the sales support device 1.

[0285] Next, the reception unit 12 of the sales support device 1 receives two or more pieces of operation information paired with the customer identifier "C" and stores them in the storage unit 11. Next, the contract information acquisition unit 132 acquires "total document browsing time," "proposal browsing time," "quotation browsing time," "main page browsing time," "estimated amount browsing time," "attention page," "attention information," and the like from the two or more pieces of operation information. Then, the contract information acquisition unit 132 acquires a browsing status vector, which is a vector having the acquired various types of browsing status information. In addition, the contract information acquisition unit 132 acquires a learning model from the learning information management unit 112. Next, the contract information acquisition unit 132 provides the browsing status vector and the learning model to a machine learning prediction module and executes the prediction module. Next, the contract information acquisition unit 132 acquires contract information (for example, "1" for closing and score "0.62") that is the execution result of the prediction module, and temporarily stores it in a buffer not shown.

[0286] Next, the determination unit 133 acquires the contract information (concluded contract "1" and score "0.62") acquired by the contract information acquisition unit 132. The determination unit 133 determines that the acquired contract information matches the document change condition "(concluded contract information=0) OR (concluded contract information=1 AND score<=0.75)".

[0287] Next, the proposal information acquisition unit 134 refers to the proposal management table of FIG. 15, and detects that the acquired browsing status information "estimated amount.browsing time" corresponds to the proposal condition "estimated amount.browsing time>=ET x Next, the proposal information acquisition unit 134 acquires the proposal information of "ID=1" "We recommend reducing the estimated amount." It is assumed that the proposal information acquisition unit 134 determines that proposal conditions other than "ID=1" are not satisfied.

[0288] Next, the output unit 14 composes information to be output. The information to be output includes the contract information, the proposal information, and the customer identifier "C". Next, the output unit 14 transmits the contract information, etc. to the email address that is the identifier of the sales representative S.

[0289] Then, the sales terminal 3 of the sales representative S receives the email and outputs it. An example of such output is shown in FIG.

[0290] According to the first specific example, by using the viewing status of the documents of the customers, it is possible to assist in determining which customers are likely to be able to make a contract and which are unlikely to be able to make a contract.

[0291] (Example 2) A sales representative S is negotiating with a customer C in an online conference. In the online conference, the sales representative S presents a document "proposal" 1701, explains the contents of the proposal, and then presents a document "quote" 1702, and sells the product (or service) that the customer C wishes to contract. During this time, browsing status information based on the customer C's browsing of the "proposal" 1701 and "quote" 1702 is acquired by the sales support device 1 and accumulated in the storage unit 11. The browsing status information acquired here includes "total document browsing time," "proposal browsing time," "quote browsing time," "main page browsing time," "estimated amount browsing time," "pages of interest," "information of interest," etc.

[0292] During the online conference, the determination unit 133 of the sales support device 1 determines that the output condition (here, that all of the above-mentioned viewing status information has been acquired) is satisfied.

[0293] Next, it is assumed that the contract information acquisition unit 132 acquires contract information (contract "1" and score "0.62"), similar to the processing of Specific Example 1. It is also assumed that the proposal information acquisition unit 134 acquires proposal information "We recommend reducing the estimated amount", similar to the processing of Specific Example 1.

[0294] Then, the output unit 14 of the sales support device 1 transmits the contract information and the proposal information to the sales terminal 3 of the sales representative S during the online conference.

[0295] Next, the sales terminal 3 of the sales representative S receives the contract information and the proposal information, and outputs the contract information and the proposal information on the online conference screen. An example of such output is shown in Fig. 17. In Fig. 17, in addition to documents 1701 and 1702 and images of the people in the online conference (customer C (1703), sales representative S (1704)), the contract information and the proposal information 1705 are output.

[0296] By looking at the contract information and proposal information 1705, sales representative S can know whether or not customer C is likely to enter into a contract, the degree of certainty, and proposals to increase the possibility of a contract, allowing the online conference leading to a contract to proceed smoothly.

[0297] As described above, according to the present embodiment, in sales, it is possible to assist in distinguishing between customers who are likely to conclude a contract and those who are unlikely to conclude a contract. In addition, by outputting contract information using information on the viewing status of documents of customers, it is possible to assist in distinguishing between customers who are likely to conclude a contract and those who are unlikely to conclude a contract at an early stage.

[0298] Furthermore, according to this embodiment, it is possible to use past contract results to assist in identifying customers who are likely to enter into a contract and those who are unlikely to enter into a contract.

[0299] Furthermore, according to this embodiment, in sales, proposals can be made to increase the probability of concluding a contract.

[0300] The process in this embodiment may be realized by software. This software may be distributed by software download or the like. This software may be recorded on a recording medium such as a CD-ROM and distributed. This also applies to other embodiments in this specification. The software for realizing the sales support device 1 in this embodiment is a program as follows. That is, this program is a program for making a computer function as a viewing status receiving unit that receives viewing status information on a customer's viewing status for one or more documents, a contract information acquiring unit that acquires contract information on the possibility of the customer concluding a contract using the viewing status information of each of the one or more documents accepted by the viewing status receiving unit, and a contract information output unit that outputs the contract information acquired by the contract information acquiring unit.

[0301] Fig. 18 shows the appearance of a computer that executes the program described in this specification to realize the sales support device 1 of the various embodiments described above. The above-mentioned embodiments can be realized by computer hardware and a computer program executed thereon. Fig. 18 is an overview of this computer system 300, and Fig. 19 is a block diagram of the system 300.

[0302] In FIG. 18, a computer system 300 includes a computer 301 including a CD-ROM drive, a keyboard 302, a mouse 303, and a monitor 304.

[0303] 19, computer 301 includes, in addition to CD-ROM drive 3012, MPU 3013, bus 3014 connected to CD-ROM drive 3012 etc., ROM 3015 for storing programs such as a boot-up program, RAM 3016 connected to MPU 3013 for temporarily storing instructions of application programs and providing temporary storage space, and hard disk 3017 for storing application programs, system programs, and data. Although not shown here, computer 301 may further include a network card for providing connection to a LAN.

[0304] A program for causing computer system 300 to execute functions such as those of the sales support device 1 of the above-described embodiment may be stored on CD-ROM 3101, inserted into CD-ROM drive 3012, and then transferred to hard disk 3017. Alternatively, the program may be transmitted to computer 301 via a network (not shown) and stored on hard disk 3017. The program is loaded into RAM 3016 when executed. The program may also be loaded directly from CD-ROM 3101 or the network.

[0305] The program does not necessarily include an operating system (OS) or a third party program that causes the computer 301 to execute the functions of the sales support device 1 of the above-mentioned embodiment. The program only needs to include an instruction portion that calls appropriate functions (modules) in a controlled manner to obtain a desired result. How the computer system 300 operates is well known, and a detailed description will be omitted.

[0306] In addition, in the above program, the steps of transmitting information and receiving information do not include processing performed by hardware, such as processing performed by a modem or interface card in the transmitting step (processing that is performed only by hardware).

[0307] The program may be executed by a single computer or a plurality of computers, that is, centralized processing or distributed processing may be performed.

[0308] Furthermore, in each of the above embodiments, it goes without saying that two or more communication means present in one device may be physically realized by one medium.

[0309] In each of the above embodiments, each process may be realized by centralized processing in a single device, or may be realized by distributed processing in a plurality of devices.

[0310] The present invention is not limited to the above-described embodiment, and various modifications are possible, and it goes without saying that these modifications are also included within the scope of the present invention. [Industrial Applicability]

[0311] As described above, the sales support device 1 of the present invention has the effect of supporting early identification of customers who are likely to enter into a contract with a salesperson and customers who are unlikely to enter into a contract with a salesperson, and is useful as a server or the like that supports sales. [Explanation of symbols]

[0312] A Sales Support System 1 Sales Support Device 2. Customer terminal 3 Sales terminal 11 Storage area 12 Reception 13 Processing section 14 Output section 21 First storage section 22 Terminal Reception 22 First Reception Department 23 First Processing Section 24 First Transmission Unit 25 Terminal receiving section 25 First Receiving Unit 26 First output section 31 Second storage section 32 Second Reception Department 33 Second Processing Section 34 Second Transmission Unit 35 Second Receiving Unit 36 Second output section 111 Teacher Data Management Department 112 Learning Information Management Department 113 Proposal Management Department 121 Viewing Status Reception Department 131 Learning Department 132 Contract Information Acquisition Department 133 Judgment Department 134 Proposal information acquisition unit 141 Contract information output section 142 Proposal information output section

Claims

1. a viewing status receiving unit that receives viewing status information regarding a viewing status of a customer for each of one or more documents; a deal information acquiring unit that acquires deal information regarding a possibility of a deal being concluded by the customer using the viewing status information of the one or more documents accepted by the viewing status accepting unit; a contract information output unit that outputs the contract information acquired by the contract information acquisition unit.

2. The system further includes a learning information management unit in which learning information acquired using training data having viewing status information of one or more documents and contract result information relating to a contract result is stored; The contract information acquisition unit, 2. The sales support device according to claim 1, wherein the contract information is acquired by using the viewing status information and the learning information of each of the one or more documents.

3. The learning information is a learning model acquired by performing a machine learning learning process using the teacher data, The contract information acquisition unit, The sales support device according to claim 2 , further comprising: a machine learning prediction process using the viewing status information of each of the one or more documents and the learning model; and acquiring the contract information.

4. a proposal information acquisition unit that acquires proposal information that proposes changing the content of the one or more documents by using the viewing status information of each of the one or more documents; The sales support device according to claim 1 , further comprising: a proposal information output unit that outputs the proposal information acquired by the proposal information acquisition unit.

5. The system further includes a proposal management unit in which original information or proposal information that is a basis for constituting the proposal information is stored in association with one or more proposal conditions that are conditions related to one or more pieces of browsing status information, The proposal information acquisition unit, A sales support device as described in claim 4, which obtains original information corresponding to the proposal conditions satisfied by the viewing status information of each of the one or more documents, and obtains proposal information from the original information, or obtains proposal information corresponding to the proposal conditions satisfied by the viewing status information of each of the one or more documents.

6. A determination unit that determines whether the viewing status information or the contract information of each of the one or more documents satisfies a document change condition, The proposal information acquisition unit, 5. The sales support device according to claim 4, wherein the determination unit acquires the proposal information when the document change condition is determined to be satisfied.

7. 2. The sales support device according to claim 1, wherein the viewing status information includes a page identifier of a page constituting the document and viewing time information indicating a time when the page was viewed.

8. The sales support device according to claim 7 , wherein the viewing status information includes location information that identifies a location on the page.

9. 8. The sales support device according to claim 7, wherein the viewing status information includes a type identifier for identifying a type of the document.

10. Each of the one or more documents is a document that is transmitted from a sales terminal, which is a terminal of the sales side, during an online conference and output to a customer terminal, which is a terminal of the customer; The viewing status receiving unit, The sales support device according to claim 1 , further comprising: a display unit configured to display the display status information based on an operation on the customer terminal.

11. The viewing status receiving unit, Accepting one or more attribute values, which are user attribute values ​​or sales target attribute values, in association with the browsing status information; The contract information acquisition unit, The sales support device according to claim 1 , wherein the sales contract information is acquired using the one or more attribute values ​​and the browsing status information.

12. A sales support method implemented by a browsing status receiving unit, a contract information acquiring unit, and a contract information output unit, a viewing status receiving step in which the viewing status receiving unit receives viewing status information regarding a viewing status of a customer for each of one or more documents; a deal information acquiring step in which the deal information acquiring unit acquires deal information regarding a possibility of a deal being concluded by the customer, using the browsing status information of the one or more documents accepted by the browsing status accepting unit; The sales support method includes a deal information output step in which the deal information output unit outputs the deal information acquired by the deal information acquisition unit.

13. Computer, a viewing status receiving unit that receives viewing status information regarding a viewing status of a customer for each of one or more documents; a deal information acquiring unit that acquires deal information regarding a possibility of a deal being concluded by the customer using the viewing status information of the one or more documents accepted by the viewing status accepting unit; A program for causing the contract information acquisition unit to function as a contract information output unit that outputs the contract information acquired by the contract information acquisition unit.

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