Business support device and business support method

Abstract

To provide a business support device capable of supporting planning efficient visits for sales activities.SOLUTION: A visit route analysis unit 12 analyzes visit route history information represents the actual route taken by the model sales representative to visit customers, and calculates the route priority by evaluating the degree to which the business destination is to be visited with priority for each business destination. A recommended route selection unit 13 selects a recommended route based on the route priority for each business destination. A recommended route presenting unit 14 presents the recommended route to the user.SELECTED DRAWING: Figure 1

Description

[Technical field]

[0001] The present disclosure relates to a sales support device and a sales support method. [Background technology]

[0002] Technologies for improving the efficiency of employees who work outside the office, such as for sales activities, are attracting attention. For example, Patent Literature 1 discloses a technology for supporting the creation of a daily work report by employees who work outside the office. In this technology, location information of a mobile terminal device carried by an employee who works outside the office is periodically acquired from the mobile terminal device, and a daily work report including the employee's movement route is generated based on the location information and the acquisition time of the location information. [Prior art documents] [Patent documents]

[0003] [Patent Document 1] Japanese Patent Application Publication No. 10-260994 Summary of the Invention [Problem to be solved by the invention]

[0004] In sales activities that involve visiting clients such as companies, it is important to generate an efficient visiting schedule that takes into consideration the success rate and time required to conclude a contract with the client. However, since visiting schedules have traditionally been generated manually, there has been a problem in that it is difficult to generate an efficient visiting schedule, especially for sales representatives with little experience.

[0005] The technology described in Patent Document 1 can generate a business journal after a sales activity, but cannot generate a visiting schedule before the sales activity.

[0006] An object of the present disclosure is to provide a sales support device and a sales support method capable of supporting the creation of efficient visiting plans in sales activities. [Means for solving the problem]

[0007] A sales support device according to one aspect of the present disclosure is a sales support device that presents a recommended route that is recommended as a visiting route for visiting a plurality of sales destinations, and has an analysis unit that analyzes visiting route history information indicating a history of actual visiting routes taken by a specified sales representative to visit the sales destinations, and calculates a route priority for each of the sales destinations that evaluates the degree to which the sales destination will be visited preferentially, a selection unit that selects the recommended route based on the route priority for each of the sales destinations, and a presentation unit that presents the recommended route. Effect of the Invention

[0008] According to the present invention, it is possible to support the creation of efficient visiting plans in sales activities. [Brief description of the drawings]

[0009] [Figure 1] FIG. 1 illustrates a sales support device according to an embodiment of the present disclosure. [Diagram 2] FIG. 11 is a diagram illustrating an example of schedule information. [Diagram 3] FIG. 13 is a diagram showing an example of an actual visiting route. [Figure 4] FIG. 11 is a diagram illustrating an example of visit analysis information. [Diagram 5] FIG. 11 is a diagram showing an example of contract amount information. [Figure 6] 13 is a flowchart illustrating an example of a sales support process. DETAILED DESCRIPTION OF THE PREFERRED EMBODIMENTS

[0010] Hereinafter, embodiments of the present disclosure will be described with reference to the drawings.

[0011] Fig. 1 is a diagram showing a functional configuration of a sales support device according to an embodiment of the present disclosure. The sales support device 1 shown in Fig. 1 is a device that presents a recommended route that is recommended as a visiting route for visiting multiple sales destinations for a support target person who is a sales representative to be supported, and has a schedule generation unit 11, a visiting route analysis unit 12, a recommended route selection unit 13, and a recommended route presentation unit 14. Note that, in this embodiment, the sales destinations are companies, but are not limited thereto, and may be, for example, individuals or public organizations.

[0012] The sales support device 1 is configured by, for example, a computer system including a processor (computer) and a memory (both not shown). In this case, each of the above-mentioned components (11 to 14) is realized, for example, by the processor reading a program and executing the read program. The program can be recorded in a computer-readable recording medium such as a memory. The computer system may also include an input device that receives various information from a user who uses the sales support device 1, an output device that outputs various information to the user, and a communication device (both not shown) that communicates with an external device. Note that the user who uses the sales support device 1 is assumed to be the support target person himself or her superior, but is not limited to this.

[0013] The schedule generation unit 11 is a calculation unit that generates schedule information indicating a visit schedule for the support recipient to visit each sales destination based on visit history information indicating the actual visit details of a specific sales representative to each sales destination. Note that when there are multiple business cases for one sales destination, the visit history information may indicate the visit details for each business case, and the schedule information may indicate the visit schedule for each business case.

[0014] The predetermined salesperson is, for example, a salesperson who is a model for other salespersons, such as a salesperson with good sales results or rich sales experience. Hereinafter, the predetermined salesperson may be referred to as a model salesperson. The visit history information indicates, as the visit details, the date of visit to the business destination, the frequency of visits to the business destination, the duration of stay at the business destination, the business case that is the reason for visiting the business destination, and the evaluation result of the evaluation of the sales performance at the business destination. The evaluation of the sales performance is performed, for example, by the model salesperson judging the purchasing willingness of the business destination. In this embodiment, the sales performance is evaluated on a three-level scale, from A to C, but is not limited to this example. The evaluation result "A" is the highest evaluation, and the evaluation result "C" is the lowest evaluation.

[0015] In this embodiment, the schedule information is information indicating the visit priority, which is evaluated based on the visit date on which the support recipient visited the business destination, and the degree to which the support recipient will visit the business destination on each day after the visit date, and is updated, for example, every time the support recipient visits a business destination. In this embodiment, the visit priority has a value from 0 to 1, and the closer to 0, the lower the value, and the closer to 1, the higher the value.

[0016] Fig. 2 is a diagram showing an example of schedule information. In the example shown in Fig. 2, the visit priority dates and visit priorities for prioritizing visits are shown as a visit schedule for business clients, companies A and B, and the actual visit dates and the evaluation results at that time are also shown. Note that the visit priority dates are shown with white circles (◯) and visit dates with black circles (●).

[0017] In the example of Fig. 2, when the support recipient gives the same evaluation result as the evaluation result of the exemplary representative for each sales destination, the schedule generating unit 11 sets a visit priority date for the support recipient to visit the sales destination on a priority basis after the same period from the visit date on which the support recipient visits the sales destination to the next visit date after the visit date on which the exemplary representative gave the same evaluation result.The schedule generating unit 11 then sets the visit priority to be gradually increased from a certain period before the visit priority date according to the period until the visit priority date.

[0018] For example, in the visit schedule of company A, the support recipient was actually visited on January 11th, and the evaluation result at the time of the visit was "A". In this case, the schedule generation unit 11 sets the visit priority date to January 18th, which is the same period (here, one week later) as the period until the next visit date when the model person in charge received the evaluation result of "A". Then, the schedule generation unit 11 sets the visit priority to be gradually higher from a certain period (here, two days before) according to the period until the visit priority date until the visit priority date. Specifically, the schedule generation unit 11 sets the visit priority on the visit priority date to the maximum value of "1", and the visit priority after the visit priority date to be "1" until the support recipient is actually visited. After that, when the support recipient actually visits company A, the schedule generation unit 11 updates the visit schedule according to the evaluation result on the day of the visit.

[0019] According to the visit schedule of company B, the support recipient was actually visited on January 12th, and the evaluation result at the time of the visit was "B". In this case, the schedule generation unit 11 sets the visit priority date to January 26th, which is the same period (here, two weeks later) as the period until the next visit date when the model supporter received an evaluation result of "B". Then, the schedule generation unit 11 sets the visit priority to gradually increase from a certain period (here, three days before) according to the period until the visit priority date until the visit priority date. After that, when the support recipient actually visits company B, the schedule generation unit 11 updates the visit schedule according to the evaluation result on the day of the visit.

[0020] In the example of Figure 3, if an exemplary person in charge has performed the same evaluation result multiple times for the same company, the schedule generation unit 11 may set the visit priority date from a statistical value (e.g., average value or maximum value) for the period until the next visit date when that evaluation result was performed.

[0021] Returning to the explanation of Fig. 1, the visited route analysis unit 12 is an analysis unit that analyzes visited route history information indicating a history of actual visited routes, which are the actual visited routes when a model salesperson visits clients, and calculates a route priority for each client based on the analysis result information, which evaluates the degree to which the client is preferentially visited.

[0022] The visited route history information is generated by tracing location information acquired by a mobile terminal device (e.g., a smartphone) held by the model staff member. The visited route information is generated, for example, for each business day. The visited route analysis unit 12 may also generate the visited route information by tracing the location information of the mobile terminal device.

[0023] Specifically, the visited route analysis unit 12 first analyzes the visited route history information, and identifies, for each business destination, the visited route selection count, which is the number of times that a visited route that passes through the business destination was selected, and the number of visits that the business destination was actually visited. Here, passing through a business destination includes visiting the business destination and passing through the vicinity of the business destination without visiting it. Then, the visited route analysis unit 12 calculates, for each business destination, the visit rate at which the business destination was visited and the route priority for visiting the business destination based on the visited route selection count and the visit count. Specifically, the visited rate is calculated as the visited rate = the number of visits / the number of visited route selections x 100, and the route priority is calculated as the visited priority = the number of visits / the number of visited route selections. Note that the route priority is rounded off to the first decimal place here.

[0024] Fig. 3 is a diagram showing an example of an actual visiting route. In Fig. 3, the visiting route 300 taken by the model sales representative is shown by an arrow line. On this visiting route 300, there are companies A, B, E, F, I, J, K, L, and M as sales destinations, and of these, five companies B, F, I, K, and M that were actually visited by a specific sales representative are surrounded by thick lines.

[0025] Fig. 4 is a diagram showing an example of analysis result information. Analysis result information 400 shown in Fig. 4 is generated by analyzing visit route information of a model staff member in a predetermined period (for example, the most recent year), and includes fields 401 to 405.

[0026] Field 401 stores the company name, which is the name of the business destination, as identification information for identifying the business destination. Field 402 stores the number of visit route selections in which a visit route passing through a target business destination that is a business destination of the company name stored in field 401 was selected. Field 403 stores the number of visits actually made to the target business destination. Field 404 stores the visit rate at which the target business destination is visited. Field 405 stores the route priority for visiting the target business destination.

[0027] Returning to the explanation of Fig. 1, the recommended route selection unit 13 is a selection unit that selects a recommended route to be recommended as a visiting route for the support recipient, based on the schedule information generated by the schedule generation unit 11 and the analysis result information generated by the visiting route analysis unit 12. Note that the recommended route is selected for each designated date designated by the user.

[0028] Specifically, the recommended route selection unit 13 first calculates the likelihood of concluding a contract by visiting each sales destination based on the visit priority on the specified date included in the schedule information and the route priority included in the analysis result information. The recommended route selection unit 13 calculates the average value of the visit priority and the route priority ((visit recommendation degree + visit priority) / 2) as the likelihood. In this case, for example, in the examples of Figures 2 and 4, the likelihood of Company A on January 18 is (1.0 + 0.9) / 2 = 0.95, and the likelihood of Company A on January 21 is (0.0 + 0.9) / 2 = 0.45.

[0029] The recommended route selection unit 13 selects a recommended route based on contract amount information indicating the contract amount for each customer and the likelihood of each customer. In addition, when there are multiple business cases for one customer, the contract amount information may indicate the visit details for each business case.

[0030] FIG. 5 is a diagram showing an example of contract amount information indicating a contract amount. Contract amount information 500 shown in FIG. 5 includes fields 501 to 503. Field 501 stores a company name. Field 502 stores a case name, which is the name of a business case, as identification information for identifying the business case. Field 503 stores a contract amount that arises when a contract related to the case is concluded at the company. The unit of the contract amount is not limited, but it is one million yen in the example of FIG. 5. In addition, the contract amount may be manually registered in advance by a sales representative in accordance with the content of negotiations with a customer, for example, or may be automatically registered based on the content of past contracts, etc.

[0031] Returning to the explanation of Fig. 1, the recommended route selection unit 13 calculates the expected contract amount by multiplying the likelihood of each sales partner by the contract amount corresponding to each sales case of the sales partner. For example, in the case of the example of Fig. 5, the expected contract amount of sales case "1" of company A on January 18th is 800 x 0.95 = 760 (million yen).

[0032] Then, the recommended route selection unit 13 creates multiple candidate routes as candidates for the recommended route to visit the business destinations based on the visiting route information. The candidate routes are created as all visiting routes that can visit the business destinations within a predetermined business hour based on, for example, the travel time between business destinations and the stay time at each business destination. The travel time may be calculated from the distance between business destinations using map information, etc. The stay time may be calculated from visit history information, etc.

[0033] Furthermore, the recommended route selection unit 13 calculates, for each candidate route, the total contract amount expected value of the business partners visited along the candidate route as the total expected value. In this case, for example, the total expected value of candidate route A (Company B → Company F → Company I → Company K → Company M) is 240 + ... + 320 = 1850 (million yen).

[0034] The recommended route selection unit 13 selects a recommended route to be recommended as a visited route from among the candidate routes based on the total expected value. For example, the recommended route presentation unit 14 selects the candidate route with the highest total expected value as the recommended route.

[0035] The recommended route presenting unit 14 presents the recommended route selected by the recommended route selecting unit 13 to the user, for example by displaying the recommended route.

[0036] 6 is a flowchart for explaining an example of sales support processing by the sales support device 1. It is assumed that the schedule generating unit 11 and the visited route analyzing unit 12 generate schedule information and visited route history information in advance, respectively.

[0037] In the sales support process, first, the visiting route analysis unit 12 analyzes the visiting route history information and calculates, for each business destination, the number of times a visiting route that passes through that business destination was selected and the number of times that that business destination was visited (step S601).

[0038] The visiting route analysis unit 12 calculates, for each business destination, the visiting rate at which the business destination is visited and the route priority for visiting the business destination based on the number of visiting route selections and the number of visits, and generates analysis result information indicating the number of visiting route selections, the number of visits, the visiting rate, and the route priority for each business destination (step S602).

[0039] The recommended route selection unit 13 extracts the visiting priority of each business destination on the specified date designated by the user from the schedule information generated by the schedule generation unit 11 (step S603).

[0040] The recommended route selection unit 13 calculates, for each sales destination, an average value of the visit priority and the route priority included in the analysis result information as a likelihood (step S604).

[0041] The recommended route selection unit 13 multiplies the likelihood of each sales destination by the contract amount of the case that the support recipient is in charge of, based on the contract amount information, to calculate a contract amount expectation value for each sales destination (step S605).

[0042] The recommended route selection unit 13 creates a plurality of candidate routes to be candidates for the recommended route for visiting the business destinations, based on the visiting route information (step S606).

[0043] The recommended route selection unit 13 calculates, for each candidate route, the total expected contract amount of business partners to be visited along the candidate route as a total expected value (step S607).

[0044] The recommended route selection unit 13 selects the candidate route with the highest total expected value as the recommended route (step S608).

[0045] The recommended route presenting unit 14 displays the recommended route selected by the recommended route selecting unit 13 (step S609), and ends the process.

[0046] The functions and operations of the sales support device 1 described above are merely examples and are not limited thereto. For example, the recommended route selection unit 13 may use a value according to the route priority as the likelihood ratio without using the visit priority. In this case, the visit route analysis unit 12 may not be provided.

[0047] As described above, according to this embodiment, the visiting route analysis unit 12 analyzes the visiting route history information indicating the history of the actual visiting route of the exemplary sales representative to visit the sales destinations, and calculates the route priority for each sales destination, which evaluates the degree to which the sales destination is visited preferentially. The recommended route selection unit 13 selects a recommended route recommended as a visiting route to visit the sales destinations based on the route priority for each sales destination. The recommended route presentation unit 14 presents the recommended route to the user. Therefore, it is possible to present a recommended route recommended as a visiting route to visit the sales destinations to the support target person based on the know-how of the exemplary sales representative with abundant sales experience, and therefore it is possible to reduce the man-hours required for creating the visiting route and reduce the variation in accuracy. Therefore, it is possible to support the creation of an efficient visiting plan in sales activities.

[0048] In this embodiment, the recommended route selection unit 13 selects a recommended route based on the importance and route priority determined for each sales destination. In particular, the importance is the contract amount related to the contract with the sales destination. In this case, it is possible to present a more efficient recommended route.

[0049] In the present embodiment, the importance level is determined for each business destination and for each business case at the business destination. This makes it possible to present a recommended route according to the business case, thereby making it possible to present a more efficient recommended route.

[0050] In this embodiment, the schedule generating unit 11 calculates a visit priority, which is a degree of priority for visiting each customer, based on the visit history information indicating the visit details of each customer by the model salesperson. The recommended route selecting unit 13 selects a recommended route based on the route priority and the visit priority. This makes it possible to present a more efficient recommended route.

[0051] In this embodiment, the recommended route selection unit 13 generates multiple candidate routes based on the visited route history information, calculates the sum of the values ​​according to the route priorities of the business destinations visited on each of the candidate routes, and selects a recommended route based on the sum. This makes it possible to present a more efficient recommended route.

[0052] The above-described embodiments of the present disclosure are illustrative examples of the present disclosure, and are not intended to limit the scope of the present disclosure to only these embodiments. A person skilled in the art can implement the present disclosure in various other forms without departing from the scope of the present disclosure. [Explanation of symbols]

[0053] 1: Sales support device 2: Candidate route 11: Schedule generation unit 12: Visit route analysis unit 13: Recommended route selection unit 14: Recommended route presentation unit

Claims

1. A sales support device that presents a recommended route that is recommended as a visiting route for visiting a plurality of sales destinations, an analysis unit that analyzes visiting route history information indicating a history of actual visiting routes taken by a specific sales representative to visit the sales destinations, and calculates a route priority for each of the sales destinations by evaluating the degree to which the sales destinations are preferentially visited; a selection unit that selects the recommended route based on the route priority for each of the sales destinations; A sales support device having a presentation unit that presents the recommended route.

2. The sales support device according to claim 1 , wherein the selection unit selects the recommended route based on an importance level determined for each of the sales destinations and the route priority level.

3. The sales support device according to claim 2 , wherein the importance is a contract amount related to a contract with the sales destination.

4. The importance level is determined for each of the business cases at each of the business partners, The sales support device according to claim 2 , wherein the selection unit selects the recommended route based on the importance of the sales case corresponding to the sales representative to be supported.

5. a calculation unit that calculates, for each of the business destinations, a visit priority level, which is a degree of priority for visiting the business destination, based on visit history information indicating the content of visits made by the specific sales representative to each of the business destinations; The sales support device according to claim 1 , wherein the selection unit selects the recommended route based on the route priority and the visit priority for each of the sales destinations.

6. 2. The sales support device according to claim 1, wherein the selection unit generates a plurality of candidate routes that are candidates for the recommended route based on the visited route history information, calculates, for each of the candidate routes, a sum of values ​​according to the route priority of each of the sales destinations to be visited on the candidate route, and selects the recommended route based on the sum.

7. A sales support method using a sales support device that presents a recommended route that is recommended as a visiting route for visiting a plurality of sales destinations, comprising: analyzing visit route history information indicating a history of actual visit routes taken by a specific sales representative to visit the sales destinations, and calculating a route priority for each of the sales destinations, the route priority being an evaluation of the degree to which the sales destination is preferentially visited; selecting the recommended route based on the route priority for each of the sales destinations; The sales support method includes presenting the recommended route.

Images