Sales negotiation support device and sales negotiation support method

Abstract

This technology provides the ability to meticulously personalize the content of proposals and estimates created for customers during supported business negotiations. [Solution] The business negotiation support device is a device that supports business negotiations and has a computer that includes at least a processor and memory. The processor, through a past purchase history analysis unit, obtains information representing the customer's attributes and / or hobbies and preferences, and information representing the type and / or grade of products purchased by the customer from past purchase history data representing the customer's purchase history in past transactions. Based on the obtained information, it creates clusters and analyzes combinations of accessories with high purchase frequency for each of the created clusters. The quotation creation unit creates a quotation for a proposal that is personalized for the customer, reflecting the customer's attributes and / or hobbies and preferences, and the customer's budget constraints, in relation to the business negotiation being supported.

Description

Technical Field

[0001] The present invention relates to a technology for supporting business negotiations.

Background Art

[0002] For example, in business negotiations conducted for products that have multiple grades with different prices and performances, such as automobiles, newly built houses, and large home appliances, or products that have accessories or options for purchase together with the main product, proposing the optimal product grade or accessories that meet the customer's needs is important for increasing the likelihood of concluding a sales contract related to the business negotiation or enhancing customer satisfaction.

[0003] Under such circumstances, a technology (for example, Patent Document 1) for supporting business negotiations based on the needs of customers facing business negotiations is known.

Prior Art Documents

Patent Documents

[0004]

Patent Document 1

Summary of the Invention

Problems to be Solved by the Invention

[0005] However, conventionally, even when attempting to make an optimal proposal that meets the customer's needs during a business negotiation, it has been inevitable to rely on the experience and intuition of the salesperson. In this regard, even if the technology described in Patent Document 1 is used for supporting business negotiations, since the content of the proposal to the customer lacks consistency or sufficient accuracy cannot be obtained, it is still difficult to match the content of the proposal with the needs of the customer facing the business negotiation. Ultimately, the conventional problem of inevitably relying on the experience and intuition of the salesperson could not be solved.

[0006] Furthermore, when attempting to propose the optimal combination of product grade and accessories that matches the needs of a customer during a business negotiation using the technology described in Patent Document 1, there was a problem in that it lacked feasibility from the outset.

[0007] This invention has been made in view of the above-mentioned problems, and aims to provide a technology that can personalize, in a detailed manner, the content of proposals to customers and the content of estimates created based on those proposals in business negotiations that are being supported. [Means for solving the problem]

[0008] The business negotiation support device according to the present invention is a device that supports business negotiations and has a computer that includes at least a processor and memory. The processor, through a past purchase history analysis unit, obtains information representing the customer's attributes and / or hobbies and preferences, and information representing the type and / or grade of products purchased by the customer from past purchase history data representing the customer's purchase history in past transactions. Based on the obtained information, it creates clusters and analyzes combinations of accessories with high purchase frequency for each of the created clusters. The quotation creation unit creates a quotation for a proposal that is personalized for the customer, reflecting the customer's attributes and / or hobbies and preferences, and the customer's budget constraints, in relation to the business negotiation being supported. [Effects of the Invention]

[0009] According to the present invention, the content of proposals made to customers in supported business negotiations, as well as the content of quotations created based on those proposals, can be personalized to the customer in a detailed manner.

[0010] Further details regarding the problems disclosed in this application, and their solutions, will be made clear in the section on embodiments for carrying out the invention and in the drawings. [Brief explanation of the drawing]

[0011] [Figure 1]This figure shows an example of the hardware configuration of the sales negotiation support device according to the embodiment. [Figure 2] This figure shows an example of a functional block of the business negotiation support device according to the embodiment. [Figure 3] This figure shows an example of the data flow in the sales negotiation support device according to the embodiment. [Figure 4] This figure shows an example of the structure of an order management table. [Figure 5] This figure shows an example of the structure of a customer management table. [Figure 6] This figure shows an example of the structure of a recommendation table. [Figure 7] This figure shows an example of the configuration of a vehicle table. [Figure 8] This figure shows an example of the configuration of an accessory table. [Figure 9] This figure shows an example of the cluster configuration table. [Figure 10] This diagram shows an example of the layout of the estimate creation screen. [Figure 11] This figure shows an example of the configuration of the cluster component maintenance screen. [Modes for carrying out the invention]

[0012] Embodiments of the present invention will be described in detail below with reference to the drawings. However, the present invention is not limited to the embodiments and modifications described below. Examples of modifications to the specific configuration are also included, as long as they do not depart from the idea or spirit of the present invention. For example, the embodiments described below are for the purpose of illustrating the present invention in detail and are not necessarily limited to those that include all the configurations described.

[0013] In the configuration of the invention described below, the same reference numerals are used in common across different drawings for identical parts and / or elements, or parts and / or elements having similar functions, and redundant descriptions may be omitted.

[0014] In addition, when there are a plurality of identical parts and / or elements, or parts and / or elements having similar functions, in order to distinguish the plurality of parts and / or elements, different subscripts may be attached to the same reference numeral for explanation. On the other hand, when it is not necessary to distinguish the plurality of parts and / or elements, the subscripts may be omitted for explanation.

[0015] Also, notations such as "first", "second", "third", etc. in this specification and the like are for identifying components, and do not necessarily limit the number, order, content, etc. The characters and numbers for identifying such components are used according to the context, and the characters and numbers used in one context do not necessarily indicate the same configuration in other contexts. In addition, components identified by certain characters and numbers do not prevent them from also having the functions of components identified by other characters and numbers.

[0016] That is, components represented in the singular form in this specification shall include the plural form unless otherwise clearly indicated in the context.

[0017] In addition, in the following description, the "interface device" may be one or more interface devices. The one or more interface devices may be at least one of the following. · One or more input / output interface devices. The input / output interface device is an interface device for at least one of an I / O (Input / Output) device and a remote display computer. The input / output interface device for the display computer may be a communication interface device. At least one I / O device may be either an input interface device such as a user interface device, for example, a keyboard and a pointing device, or an output interface device such as a display device. · One or more communication interface devices. The one or more communication interface devices may be one or more homogeneous communication interface devices (e.g., one or more Network Interface Cards (NICs)), or may be two or more heterogeneous communication interface devices (e.g., a NIC and a Host Bus Adapter (HBA)). Note that the network accessed by the communication interface device during communication may be assumed to be the Internet, a Local Area Network (LAN), a Wide Area Network (WAN), or a mobile phone network, etc., but is not limited thereto.

[0018] Also, in the following description, the "storage device" includes at least one or more memory devices (hereinafter also referred to as "memory") as the main storage device. This memory may be a volatile memory device (hereinafter also referred to as "volatile memory") or a non-volatile memory device (hereinafter also referred to as "non-volatile memory"). In addition to one or more memories, the storage device may also include one or more Physical storage DEVices (PDEV) as auxiliary storage devices. This PDEV is typically a non-volatile storage device (e.g., a persistent storage device), and specifically, for example, various storage devices such as a Hard Disk Drive (HDD), a Solid State Drive (SSD), a Non-Volatile Memory Express (NVME) drive, or a Storage Class Memory (SCM) (hereinafter also referred to as "storage") may be used.

[0019] That is, in the following description, the "storage device" may be at least the memory, which is the main storage device, and the storage, which is the auxiliary storage device.

[0020] Furthermore, in the following description, the term "processor," which is an arithmetic unit, refers to one or more processor devices. At least one processor device is typically a microprocessor device such as a CPU (Central Processing Unit), but may include other types of processor devices such as a GPU (Graphics Processing Unit), MPU (Micro Processing Unit), or DSP (Digital Signal Processor). At least one processor device may be single-core or multi-core. At least one processor device may be a processor core. At least one processor device may be a broad-sense processor device such as a hardware circuit that performs some or all of the processing (e.g., an FPGA (Field Programmable Gate Array), a CPLD (Complex Programmable Logic Device), or an ASIC (Application Specific Integrated Circuit)), or may include such broad-sense processor devices.

[0021] Furthermore, in the following explanation, functions may be described using the expression "xxx section," but a function may be realized by the execution of one or more computer programs (hereinafter also simply referred to as "programs") by a processor, by one or more hardware circuits (e.g., FPGAs or ASICs), or by a combination thereof. When a function is realized by the execution of a program by a processor, the defined processing is carried out using memory devices and / or interface devices as appropriate, so the function may be at least a part of the processor. Processing described with a function as the subject may also be processing performed by the processor (or a device such as a controller having that processor). Programs may be installed from program source. Program source may be, for example, a program distribution computer or a computer-readable recording medium (e.g., a non-temporary recording medium). The description of each function is an example, and multiple functions may be combined into one function, or one function may be divided into multiple functions.

[0022] Furthermore, in the following explanation, the subject of the process may be "program," but since a program is executed by a processor and performs defined processes using memory and / or interface devices as appropriate, the subject of the process may also be the processor (or a device such as a controller having that processor). A program may be installed from a program source into a device such as a computer. The program source may be, for example, a program distribution server or a computer-readable (e.g., non-temporary) recording medium. Also, in the following explanation, two or more programs may be implemented as one program, or one program may be implemented as two or more programs.

[0023] Furthermore, in the following explanation, we may use expressions such as "yyy database" and "yyy table" to describe information from which an output is obtained for a given input. This information may be represented by data of any structure (for example, it may be structured data or unstructured data), or by a learning model such as a neural network, genetic algorithm, or random forest that generates an output from an input. Therefore, "yyy database" and "yyy table" can be rephrased as "yyy information." Also, in the following explanation, the configuration of each database and table is just an example; one database or table may be divided into two or more databases or tables, or all or part of two or more databases or tables may be one database or table.

[0024] Furthermore, in the following description, the "sales support device" may be a device composed of one or more physical computers (for example, an on-premise device), or a system implemented on a group of physical computing resources (for example, a cloud infrastructure) (for example, a cloud computing system). The sales support device "displaying" display information may mean displaying the display information on a display device owned by the computer (sales support device), or the computer (sales support device) may transmit the display information to a display computer (for example, a user terminal) (in the latter case, the display information is displayed by the display computer).

[0025] Furthermore, in the following explanation, "transaction" refers to a commercial transaction conducted between a retailer and a customer with the aim of concluding a sales contract (hereinafter also referred to as "contract"). In the following explanation, "transaction" conceptually includes all commercial transactions that have taken place in the past, are taking place in the present, and will take place in the future. However, due to the nature of the sales negotiation support device described in this specification, unless otherwise specified, it may be used to refer to past commercial transactions that have already been concluded.

[0026] Furthermore, in the following explanation, the term "business negotiation" supported by the business negotiation support device refers to a meeting held between a sales representative (salesperson) of a dealership and a customer visiting the store, with the aim of closing a deal, as part of the above-mentioned transaction (i.e., commercial transaction). In the following explanation, the term "business negotiation" is treated as a normal occurrence in all past, present, and future transactions. However, due to the nature of the business negotiation support device described throughout this specification, unless otherwise specified, it may be used to refer to current (or future) business negotiations that the business negotiation support device can support at the present time.

[0027] Furthermore, in the following explanation, "customer" refers to a customer (visitor) who has already purchased a product after negotiations in a past transaction that has already been concluded.

[0028] The following explanation uses the example of a sales negotiation support system being used at an automobile dealership (hereinafter also simply referred to as "dealership") to assist in negotiations between sales representatives and customers for the purpose of concluding sales contracts for various vehicles. In this case, the negotiations may be conducted offline at the dealership or online.

[0029] <Example System Configuration> First, an example of the configuration of the business negotiation support device 100 according to this embodiment will be explained using Figures 1 to 3.

[0030] Figure 1 shows an example of the hardware configuration of the sales negotiation support device 100. Figure 2 shows an example of the functional blocks of the sales negotiation support device 100. Furthermore, Figure 3 is a schematic diagram showing an example of the flow of various data processing mainly performed by the sales negotiation support device 100.

[0031] (Example of the overall system configuration) The sales negotiation support device 100 according to this embodiment is, in general terms, a computer system capable of supporting sales negotiations by optimizing the content of the estimate presented to a customer during a sales negotiation, taking into account the customer's attributes and budget, by executing the processes described later. It is implemented by at least one computer and / or server having (each) of the configurations described later. That is, the sales negotiation support device 100 is a general-purpose computer system that is configured on one physical computer or on multiple logically or physically configured computers, and may operate in separate threads on the same computer, or may operate on a virtual computer built on multiple physical computing resources. In this embodiment, the sales negotiation support device 100 is described as consisting of one computer, but the sales negotiation support device 100 may consist of, for example, multiple computers and / or servers.

[0032] The sales support device 100 is connected to a data server or computer (not shown) that stores data representing various types of information (details will be described later in relation to Figures 3-9) used by the sales support device 100 for each of the processes described below. This data server or computer is connected to the network via an appropriate communication network such as the internet or a dedicated line (hereinafter also simply referred to as the "network"). The sales support device 100, the data server and / or computer, and the network are all connected by wire via well-known communication equipment (not shown), but they may also be connected wirelessly.

[0033] Furthermore, various user terminals (not shown), such as laptop PCs, tablets, and smartphones, owned by users such as sales representatives and system administrators of companies that use the sales negotiation support device 100 to support business negotiations, and operators of the sales negotiation support device 100, are connected to the sales negotiation support device 100 via a network, each including an input device (not shown) and a display device (not shown), enabling data communication between them. Of these, the input device is a type of input interface device that accepts input operations from the user, such as a keyboard, pointing device, or touch panel. The display device is a type of output interface device that outputs processing results to the user in a format that can be visually confirmed, such as an LCD display or touch screen. In this embodiment, the input device and the display device are described as being operated integrally within the same user terminal, each handling input and output functions respectively. However, the input device and the display device may be implemented as separate terminals, for example. For example, each user terminal and the network are connected wirelessly by Wi-Fi®, LTE®, 4G, 5G, etc., but they may also be connected by wire. Each user of the sales support device 100 that possesses a user terminal is assigned a unique ID called a user ID in advance.

[0034] Furthermore, if the sales support device 100 does not store the vehicle table 133 (described in detail later in relation to Figure 7) or the accessory table 134 (described in detail later in relation to Figure 8) as exemplified in Figure 3 in its own storage device (102, 103), and these tables (133, 134) are stored in another data server, then, for example, the sales support device may be connected to yet another device, such as that data server, via a network to enable data communication between them in order to acquire various information stored in the vehicle table 133 and the accessory table 134. In this case, the other device and the network may be connected by wire via well-known communication equipment (not shown) or by wireless connection.

[0035] Furthermore, in this embodiment, the sales negotiation support device 100 and various devices, equipment, terminals, etc. (hereinafter sometimes collectively referred to as "external devices") that are mutually connected to the sales negotiation support device 100 in a data communication manner, such as the various data servers, computers, and user terminals mentioned above, have been described as being separate devices. However, the sales negotiation support device 100 and these external devices may, for example, be composed of the same device. In this case, the sales negotiation support device may be configured as a system including these external devices. Alternatively, for example, the sales negotiation support device may be configured to include some or all of the functions performed by these external devices.

[0036] (Example of hardware configuration for sales negotiation support device 100) Next, an example of the hardware configuration of the sales negotiation support device 100 will be explained using Figure 1.

[0037] The sales negotiation support device 100 according to this embodiment is implemented by a computer having at least a storage device including a memory 102 which is a main memory and a storage device 103 which is an auxiliary storage device, an interface device including at least a communication device 104, and a processor 101 which is an arithmetic unit connected thereto. In this sales negotiation support device 100, the interface device may also include an input device 105 and / or an output device 106.

[0038] The following description assumes that the sales support device 100 is implemented by a single general-purpose computer equipped with one or more processors 101, one or more memories 102, one or more storage devices 103, one or more communication devices 104, one or more input devices 105, one or more output devices 106, and a wired or wireless bus connecting them.

[0039] The auxiliary storage device, storage 103, is an auxiliary storage device consisting of a non-volatile memory element such as flash memory. Specific examples of this storage 103 include various types of storage such as SSDs (Solid State Drives) and HDDs (Hard Disk Drives). Storage 103 stores at least a sales support program (not shown). The sales support program is a computer program that implements the necessary functions for the sales support device 100. This sales support program includes at least two software modules as components: the machine learning clustering module 123 and the optimal proposal generation module 135, as illustrated in Figure 3 (details will be described later).

[0040] In other words, when the sales negotiation support program is executed by the processor 101, the functions performed by each functional unit of the sales negotiation support device 100, such as the past purchase history analysis unit 120, the quotation creation unit 130, and the cluster component maintenance unit 140, which will be described later, are realized. To put it another way, when the sales negotiation support program is executed by the processor 101, various processes related to Figures 3 to 11, which will be described later, are performed.

[0041] The sales negotiation support program is provided to the sales negotiation support device 100 via the network and stored in the storage 103, which is a non-temporary storage medium.

[0042] Furthermore, the sales support program may be installed from its program source. The program source may be, for example, a program distribution computer or a computer-readable recording medium. The sales support program may also consist of a device driver, an operating system, various application programs located at a higher layer, and libraries that provide common functions to these programs. Moreover, two or more programs may be implemented as one sales support program, or one sales support program may be implemented as two or more programs.

[0043] The main memory, memory 102, is a main memory device consisting mainly of volatile memory elements such as RAM (Random Access Memory). Memory 102 also includes ROM (Read Only Memory), which consists of non-volatile memory elements. ROM stores immutable programs (e.g., BIOS). Memory 102 temporarily holds data representing various information read from storage 103, as well as various data acquired via communication device 104 and / or input device 105.

[0044] The processor 101, which is the arithmetic unit, is a processor device such as a CPU (Central Processing Unit) and various coprocessors. This processor 101 controls the sales support device 100 itself by calling and executing various computer programs, including the sales support program, from the memory 102, and also controls the arithmetic unit 111 which performs various processing such as calculations, judgments, and control.

[0045] The interface device includes a communication device 104 that controls the communication unit 114 described later, an input device 105 that controls the input unit 115 described later, and an output device 106 that controls the output unit 116 described later.

[0046] The communication device 104 is a communication interface device that connects to a network and controls communication with the various external devices mentioned above according to a predetermined protocol.

[0047] The input device 105 is a variety of input interface devices for receiving input operations from users or operators of the sales support device 100, such as a touch panel, keyboard, mouse, or controller.

[0048] The output device 106 is a variety of output interface devices for outputting the processing results of the sales negotiation support program in a format that can be recognized by users and operators of the sales negotiation support device 100, including display devices such as liquid crystal displays and touch screens.

[0049] The business negotiation support device 100 may be implemented as a standalone device or as an embedded device.

[0050] (Example of a functional block for the sales negotiation support device 100) Next, an example of the various function blocks provided by the sales negotiation support device 100 according to this embodiment will be explained using Figures 2 and 3. Note that the blocks described below represent function units, not hardware units.

[0051] The sales negotiation support device 100 is mainly composed of a calculation unit 111 implemented by the aforementioned processor 101, a main memory unit 112 implemented by the aforementioned memory 102, an auxiliary memory unit 113 implemented by the aforementioned storage 103, a communication unit 114 implemented by the aforementioned communication device 104, and a user interface unit including an input unit 115 implemented by the aforementioned input device 105 and an output unit 116 implemented by the aforementioned output device 106. In the following description, the main memory unit 112 and the auxiliary memory unit 113 may be collectively referred to as the memory unit (112, 113).

[0052] The arithmetic unit 111 performs various data processing based on the programs and data stored in the storage units (112, 113) and the data acquired by the communication unit 114. The arithmetic unit 111 also functions as an interface to the storage units (112, 113) and the communication unit 114.

[0053] The calculation unit 111 has at least the following functional blocks: a past purchase history analysis unit 120, a quotation creation unit 130, and a cluster component maintenance unit 140, as the processor 101 executes the aforementioned sales negotiation support program.

[0054] The past purchase history analysis unit 120 performs processing related to the analysis of the customer's purchase history in past transactions, using at least a software module that constitutes a sales support program called the machine learning clustering module 123, as illustrated in Figure 3. This processing performed by the past purchase history analysis unit 120 is referred to as the past purchase history analysis process. Details of the past purchase history analysis process and the machine learning clustering module 123 will be described later.

[0055] The estimate creation unit 130 executes the process related to creating an estimate for the current business negotiation being supported by the business negotiation support device 100, using at least a software module that constitutes a business negotiation support program called the optimal proposal generation module 135, as illustrated in Figure 3. This process executed by the estimate creation unit 130 is referred to as the estimate creation process. Details of the estimate creation process and the optimal proposal generation module 135 will be described later.

[0056] The cluster component maintenance unit 140 performs at least the maintenance of the cluster components. This process performed by the cluster component maintenance unit 140 is called the cluster component maintenance process. Details of the cluster component maintenance process will be described later.

[0057] The arithmetic unit 111 is configured using a processor 101, which is an arithmetic device, and these functional blocks can be realized by executing the aforementioned business negotiation support program. Alternatively, the arithmetic unit 111 may be configured using logic circuits such as an FPGA (Field-Programmable Gate Array) or an ASIC (Application Specific Integrated Circuit) instead of the processor 101. Furthermore, the arithmetic unit 111 may be configured using a combination of the processor 101 and logic circuits.

[0058] As described above, the storage unit (112, 113) is composed of a main storage unit 112, which is realized by the main memory 102, and an auxiliary storage unit 113, which is realized by the auxiliary storage 103. It stores programs that supply various processing instructions to the arithmetic unit 111, and data representing various information used in the processing executed by the arithmetic unit 111.

[0059] The storage units (112, 113) store at least the order management table (TBL) 121, the customer management table (TBL) 122, the recommendation table (TBL) 124, and the cluster configuration table (TBL) 142, as illustrated in Figures 2-3.

[0060] The Order Management Table (TBL) 121 is a table for managing various information related to the purchase history of past transactions that led to an order, that is, the purchase history of the customer who was the counterparty to the past transaction. An example of the configuration of this Order Management Table 121 is shown in Figure 4. The Order Management Table 121 has a record for each order number issued at the time of the transaction (hereinafter also referred to as "Order Number (NO.)"). The record represents, for example, the order number that uniquely identifies the past transaction that led to the order, the vehicle model ordered in that transaction, the grade such as specifications and equipment of the vehicle model ordered in that transaction, and the accessories that were ordered at the same time as the transaction. In the sales support device 100 according to this embodiment, if there are multiple accessories ordered at the time of the transaction, all of them are recorded in the records of the Order Management Table 121. In other words, the order management table 121 manages various information about the details of a transaction for each order number by recording, for each record, the order number, the make and grade of the vehicle ordered in a past transaction identified by that order number, and the accessories that were also ordered in that transaction. As shown in the example in Figure 4, the order management table 121 records that in a past transaction identified by order number "112233", a vehicle of the "A" grade with the "aaa" make was ordered, and that four types of accessories, "Ac A", "Ac B", "Ac C", and "Ac D", were also ordered in that transaction.

[0061] The customer management table (TBL) 122 is a table for managing various information (hereinafter also referred to as "customer information") 132 of customers who have made purchases in past transactions, such as their age, gender, and hobbies. An example of the structure of this customer management table 122 is shown in Figure 5. The customer management table 122 has a record for each order number. A record represents, for example, the order number, the name of the customer who is the counterparty to the transaction, the customer's age, gender, the customer's cohabitants, and the customer's hobbies. In other words, the customer management table 122 manages customer information 132 for each order number by recording, for each record, the order number and the name, age, gender, cohabitants, and hobbies of the customer who is the counterparty to the transaction. According to the example shown in Figure 5, the customer management table 122 records that the customer named "a

[0062] The Recommendation Table (TBL) 124 is a table for managing various types of information (hereinafter also referred to as "Recommendation Information") that constitute personalized suggestions for customers, reflecting the attributes and hobbies / preferences of the customer who is the counterparty to the business negotiation being supported. An example of the structure of this Recommendation Table 124 is shown in Figure 6. The Recommendation Table 124 has a record for each cluster. A record represents, for example, a management number that uniquely identifies the cluster, the age of the buyer (or prospective buyer) represented by that cluster, the gender of the buyer (or prospective buyer), the number of people the buyer (or prospective buyer) lives with, the buyer (or prospective buyer)'s hobbies, the make and model of the vehicle the buyer (or prospective buyer) purchased, the grade of the vehicle purchased by the buyer (or prospective buyer), and the accessories that the buyer (or prospective buyer) also purchased. Accessories are recorded along with their ranking (i.e., in order of popularity). In the example in Figure 6, the record contains five accessories corresponding to the top 1 to 5 most popular items. In other words, the recommendation table 124 manages this information as recommendation information for each cluster by recording, for each record, a cluster and the age, gender, cohabitants, hobbies, make and model of the vehicle purchased, and accessories that were purchased together (or were frequently purchased together) in that transaction. As shown in the example in Figure 6, the recommendation table 124 records that the buyer (or prospective buyer) represented by cluster number "1" consists mainly of single men in their 20s who enjoy golf as a hobby, that this buyer (or prospective buyer) has purchased a vehicle of the "aaa" make and model "A" in past transactions, and that the accessories purchased together with it were often in the order of "Act A," "Act B," "Act C," "Act D," and "Act E."

[0063] The cluster configuration table (TBL) 142 is a table for managing cluster configuration information (hereinafter also referred to as "cluster configuration information"). An example of the structure of this cluster configuration table 142 is shown in Figure 9. The cluster configuration table 142 has a record for each element that forms a cluster (hereinafter also referred to as "cluster element"). A record represents, for example, a cluster element and the possible (possible) choices for that cluster element. In other words, the cluster configuration table 142 manages cluster configuration information for each cluster element by recording, for each record, a cluster element and the possible choices for that cluster element. In the example shown in Figure 9, the cluster configuration table 142 records that for the cluster element "age," there are at least "under 20 (sum of 10s and 20s)," "30s," and "40s."

[0064] Furthermore, the storage unit may also store a vehicle table (TBL) 133 and an accessory table (TBL) 134, as illustrated in Figures 2 and 3.

[0065] The Vehicle Table (TBL) 133 is primarily a table for managing price information of vehicles sold (hereinafter also referred to as "vehicles for sale"). An example of the structure of this Vehicle Table 133 is shown in Figure 7. The Vehicle Table 133 has a record for each vehicle type and grade. The record represents, for example, the vehicle type, the grade (specifications, equipment, etc.) set for that vehicle type, and the sales price of the vehicle itself, which differs depending on the combination of vehicle type and grade. In other words, the Vehicle Table 133 manages price information for vehicles for sale for each combination of vehicle type and grade by linking the vehicle type, grade and price of the vehicle for sale for each record. According to the example shown in Figure 7, the Vehicle Table (TBL) 133 records that the price of a vehicle for sale of the "A" grade with the vehicle type "aaa" is "5,000,000" yen.

[0066] The accessory table (TBL) 134 is primarily a table for managing various information about accessories (hereinafter also referred to as "accessory information"), such as compatible vehicle models and prices. An example of the configuration of this accessory table 134 is shown in Figure 8. The accessory table 134 has a record for each type of accessory sold (hereinafter also referred to as "accessory for sale"). A record represents, for example, the type of accessory for sale, the compatible vehicle models for that accessory, and the selling price of that accessory. In other words, the accessory table 134 manages accessory information, including at least price information, for each type of accessory by linking the type of accessory for sale, the compatible vehicle models for that accessory, and the selling price for each record. According to the example shown in Figure 8, the accessory table 134 records that the selling price of accessory "Accessory A" which is compatible with vehicle model "aaa" is "500,000" yen.

[0067] The arithmetic unit 111 can perform various processes, as described later in relation to Figures 3-11, by reading and writing data representing this information to the storage units (112, 113).

[0068] The communications unit 114 is responsible for processing communication with various external devices, such as data servers that store various types of data and user terminals, via the Internet (an example of a network). The communications unit 114 is configured using, for example, a NIC (Network Interface Card) or an HBA (Host Bus Adapter).

[0069] The user interface section (not shown) is composed of the functional blocks of the input section 115 and the output section 116.

[0070] The input unit 115 is responsible for processing related to the user interface, such as receiving input operations from the user. The input unit 115 is configured using various input devices 105, such as a touch panel, keyboard, mouse, or controller, and detects various operations from the user.

[0071] The output unit 116 is responsible for output-related processing, such as displaying various screens on the output device 106 and outputting audio, as part of the user interface processing. The output unit 116 is configured using various output devices 106, including, for example, display devices such as touchscreens and liquid crystal displays.

[0072] Furthermore, the inclusion of the input unit 115 and / or output unit 116 is not mandatory when, for example, remotely logging into the sales support device 100 from another external device such as a tablet, smartphone, or laptop PC, or when receiving input information from an external device or providing output information to an external device via the communication device 104. In this case, the sales support device 100 may accept access from an external device using a predetermined protocol by having a web server function.

[0073] In other words, each component of the business negotiation support device 100 is realized through the cooperation of hardware, including a processor 101 which is an arithmetic unit, storage devices such as memory 102 which is a main memory and storage 103 which is an auxiliary storage device, interface devices such as a communication device 104, an input device 105, and an output device 106, and wired or wireless buses which connect them, and software stored in the storage devices (102, 103) that supplies processing instructions to the arithmetic unit (processor 101).

[0074] The above description of the functions of the sales negotiation support device 100 is based on the assumption that each function of the sales negotiation support device 100 is implemented integrally by a single computer. However, each of these functions may be implemented by multiple interconnected computers and / or servers. Furthermore, the sales negotiation support device 100 may consist of a general-purpose computer such as a laptop PC and a web browser installed thereon, or it may consist of various portable devices.

[0075] In the sales negotiation support device 100, each functional unit, such as the past purchase history analysis unit 120, the quotation creation unit 130, and the cluster component maintenance unit 140, may, for example, operate on separate physical or logical computers, or multiple units may be combined and operate on a single physical or logical computer.

[0076] Furthermore, the above descriptions of each function are merely examples, and multiple functions may be combined into one function, or one function may be divided into multiple functions.

[0077] Furthermore, the sales negotiation support device 100 may have additional functions in addition to the functions described above. For example, the sales negotiation support device 100 may be configured to include some or all of the various functions of external devices such as a data server for storing various data or a user terminal.

[0078] Furthermore, the information used by the sales support device 100, including the information stored in the aforementioned order management table 121, customer management table 122, recommendation table 124, vehicle table 133, accessory table 134, and cluster setting table 142, is independent of the data structure and can be represented in any data structure. For example, a data structure appropriately selected from tables, lists, databases, or queues can store the information.

[0079] (Example of hardware configuration for external devices) Furthermore, among the various external devices that are connected to the sales negotiation support device 100 via a network and communicate with each other via data, the hardware configuration of at least the data server and user terminals mentioned above is generally the same as the hardware configuration of the sales negotiation support device 100 exemplified in Figure 1.

[0080] In other words, in this embodiment, the data server and user terminal described above are both implemented by a computer having at least a storage device including memory and storage, an interface device including at least a communication device, and a processor connected thereto, similar to the hardware configuration of the sales support device 100 illustrated in Figure 1. Furthermore, in these external devices, the interface device may include an input device and / or an output device.

[0081] The following description assumes that the external devices, such as the data server and user terminals mentioned above, are implemented by a single general-purpose computer comprising one or more processors, one or more memories, one or more storage devices, one or more communication devices, one or more input devices (e.g., input devices for user terminals), one or more output devices (e.g., display devices for user terminals), and wired or wireless buses connecting them.

[0082] (Example of a functional block for an external device) Next, we will describe an example of the various functional blocks that these external devices possess. Note that the blocks described below represent functional blocks, not hardware-level configurations.

[0083] In this embodiment, the aforementioned data server and user terminal are configured to include a control unit, a storage unit and a communication unit, and a user interface unit consisting of an input unit and an output unit.

[0084] The control unit performs various data processing operations based on the programs and data stored in the memory unit, as well as the data acquired by the communication unit. The control unit also functions as an interface between the memory unit and the communication unit.

[0085] The control unit of the data server works in cooperation with the calculation unit 111 of the sales negotiation support device 100 and the control units of other external devices to perform various processes.

[0086] Furthermore, the control unit of the user terminal works in cooperation with the calculation unit 111 of the business negotiation support device 100 to perform various processes.

[0087] The control unit is configured using a processor, which is a control device, and each functional block can be realized by executing the corresponding program. Alternatively, the control unit may be configured using logic circuits such as FPGAs (Field-Programmable Gate Arrays) or ASICs (Application Specific Integrated Circuits) instead of a processor. Furthermore, the control unit may be configured using a combination of a processor and logic circuits.

[0088] The storage unit is configured to include, for example, a main storage unit implemented by a primary memory device and an auxiliary storage unit implemented by an auxiliary storage device, and stores programs that supply various processing instructions to the control unit, and data representing various information used in the processing executed by the control unit.

[0089] The control unit can read and write these programs and data to the storage unit, thereby collaborating with the calculation unit 111 of the sales support device 100 to execute various processes related to the aforementioned past purchase history analysis process, quotation creation process, and cluster component maintenance process.

[0090] The communications unit is responsible for processing communications between the sales support device 100 and other devices, equipment, and terminals via the network. The communications unit is configured using components such as a NIC (Network Interface Card) and an HBA (Host Bus Adapter).

[0091] The user interface section consists of functional blocks for the input and output sections.

[0092] The input unit is responsible for processing related to user interface input, such as receiving input operations from the user. The input unit is composed of various input devices (e.g., input devices of the user terminal), such as a touch panel, keyboard, mouse, or controller, and detects various operations from the user.

[0093] The output unit is responsible for processing related to the user interface, including output processing such as displaying various screens on a display device (e.g., the display device of the user terminal) and outputting audio. The output unit is configured using various output devices, such as a display device (e.g., the display device of the user terminal) such as a touchscreen or liquid crystal display.

[0094] Furthermore, when remotely logging into a data server from another terminal, such as a user terminal, or when receiving input information from another terminal or providing output information to another terminal via a communication device, it is not essential to equip the data server with an input and / or output unit. In this case, the data server may accept access from external devices using a predetermined protocol by having web server functionality.

[0095] In other words, each component of external devices such as the aforementioned data servers and user terminals is realized by hardware including a processor (a computing unit), storage devices such as main memory and auxiliary storage, interface devices such as communication devices, input devices (e.g., input devices of the user terminal), and output devices (e.g., display devices of the user terminal), and wired or wireless buses that connect them, as well as software stored in the storage devices that supplies processing instructions to the computing unit (processor).

[0096] The above description of the functions of external devices such as data servers and user terminals was based on the assumption that each of these functions is implemented integrally by a single computer. However, each of these functions may be implemented by multiple interconnected computers and / or servers. Furthermore, these external devices may consist of a general-purpose computer such as a laptop PC and a web browser installed on it, or they may consist of various portable devices.

[0097] Furthermore, each functional component of these external devices may, for example, operate on a separate physical or logical computer, or multiple components may be combined and operate on a single physical or logical computer.

[0098] Furthermore, the above descriptions of each function are merely examples, and multiple functions may be combined into one function, or one function may be divided into multiple functions.

[0099] Furthermore, these external devices may have additional functions in addition to those described above.

[0100] <Example of system operation> Next, each process performed by the business negotiation support device 100 according to this embodiment will be described with reference to Figures 3 to 11.

[0101] The sales negotiation support device 100 performs the three processes described above—past purchase history analysis, quotation creation, and cluster component maintenance—to optimize the content of the quotation presented to the customer during the sales negotiation, taking into account the customer's attributes and budget, thereby supporting the negotiation. Figure 3 shows an example of the data flow in the sales negotiation support device 100 that performs these processes.

[0102] (Past purchase history analysis processing) As mentioned above, the past purchase history analysis process is a process performed by the past purchase history analysis unit 120 of the sales negotiation support device 100, which is executed by the calculation unit 111. In this past purchase history analysis process, the calculation unit 111 of the sales negotiation support device 100 retrieves data representing order information such as the make, model, grade, and accessories of vehicles purchased in past transactions, stored in the order management table 121 exemplified in Figure 4, and data representing customer information 132 such as the age, gender, and hobbies of customers who purchased vehicles in past transactions, stored in the customer management table 122 exemplified in Figure 5. The calculation unit 111 then extracts information on the vehicle grades and accessories with high sales in each cluster and writes it to the recommendation table 124 exemplified in Figure 6. The past purchase history analysis unit 120 performs this past purchase history analysis process using a software module that constitutes the sales negotiation support program called the machine learning clustering module 123 exemplified in Figure 3.

[0103] The process that the past purchase history analysis unit 120 executes using the machine learning clustering module 123 in the past purchase history analysis process is specifically as follows:

[0104] (1) First, information about the customer's characteristics, such as "age," "gender," "household members," and "hobbies," is extracted from data representing the customer's past purchase history to create customer characteristic data.

[0105] (2) Next, clustering is performed on the extracted customer characteristic data to group customers according to their characteristics (segmentation) and create clusters.

[0106] (3) Next, extract the top 5 most frequently purchased accessories for each created cluster, and for each vehicle model and trim level.

[0107] (4) The information extracted in (2) and (3) above is then stored in the recommendation table 124 shown as an example in Figure 6.

[0108] For example, in the recommendation table 124 shown in Figure 6, cluster 1 represents customers who order vehicle type aaa with grade A and who belong to the following categories: "Age: 20s", "Gender: Male", "Household: Single", and "Hobby: Golf". Also, for example, from the recommendation table 124 shown in Figure 6, it can be seen that the frequency of accessory purchases by customers included in cluster 1 is highest for "Accessory A", "Accessory B", "Accessory C", "Accessory D", and "Accessory E", in that order.

[0109] The calculation unit 111 of the sales negotiation support device 100 uses the past purchase history analysis unit 120 to execute this past purchase history analysis process as a weekly or monthly batch, and performs periodic analysis updates.

[0110] (Estimate creation process) As mentioned above, the quotation creation process is the process of creating a quotation for the current business negotiation being supported by the business negotiation support device 100, which is executed by the quotation creation unit 130 via the calculation unit 111 of the business negotiation support device 100. In this quotation creation process, the calculation unit 111 of the business negotiation support device 100 receives input from the quotation creation unit 130 via the quotation creation screen 1000 illustrated in Figure 10, which includes information such as the vehicle type, budget, and essential accessories desired by the customer in the business negotiation, as well as information about the customer's characteristics and hobbies / preferences. Based on this received information, the calculation unit 111 executes a process to create a quotation according to the quotation creation pattern described below. The quotation creation unit 130 executes this quotation creation process using a software module that constitutes the business negotiation support program called the optimal proposal generation module 135, illustrated in Figure 3.

[0111] In the sales support device 100 according to this embodiment, at least three patterns are provided for the quotation creation process: "Normal," which is a regular quotation that does not take recommendation information into consideration; "Recommended (within budget)," which takes into consideration recommendation information tailored to the customer's characteristics and the budget; and "Recommended (outside budget)," which takes into consideration only recommendation information tailored to the customer's characteristics without considering the budget.

[0112] If the estimate creation pattern is the standard pattern, the estimate creation unit 130 creates an estimate that matches the vehicle type, grade, and accessories desired by the customer, similar to the current system.

[0113] If the quotation creation pattern is the recommended (within budget) pattern, the quotation creation unit 130 prioritizes incorporating the customer's accessory MUST requirements and accessory WANT requirements, and creates a quotation that includes as many accessories as possible within the budget, based on the data created in the recommendation table 124 exemplified in Figure 6, according to the customer's attributes.

[0114] If the quotation creation pattern is the recommendation (outside budget) pattern, the quotation creation unit 130 creates a quotation that incorporates the customer's accessory MUST requirements, accessory WANT requirements, and recommended accessories without budget constraints.

[0115] Furthermore, the sales support device 100 can also provide additional patterns as quotation creation patterns in addition to these three patterns. In this case, for example, the sales support device 100 may have additional quotation creation patterns prepared in advance, or additional quotation creation patterns may be added through updates to the optimal proposal generation module 135 or the sales support program, or additional quotation creation patterns may be newly set by accepting user input.

[0116] The processes and their specific details that the estimate creation unit 130 executes using the optimal proposal generation module 135 in the estimate creation process are as follows:

[0117] (Processing by the optimal suggestion generation module 135) (1) First, the quotation creation unit 130 receives information such as the desired vehicle type, grade, accessories, budget, and other negotiation information, as well as information about the customer's characteristics and information about the quotation creation pattern, via the quotation creation screen 1000 shown as an example in Figure 10.

[0118] (2) If the estimate creation pattern is normal, the estimate creation unit 130 extracts information about the vehicle type, grade, and accessories desired by the customer from the information received in (1) above and creates an estimate.

[0119] (3) If the estimate creation pattern is recommended (within budget), the estimate creation unit 130 will process the following in order to create the estimate.

[0120] (3-1) First, calculate the total cost of the vehicle / grade and accessories (MUST) desired by the customer. (3-2) Next, if the total amount in (3-1) above is within budget, include accessories (WANT) and calculate the total amount. (3-3) Next, if the total amount in (3-2) above is within budget, the clusters stored in the recommendation table 124 shown in Figure 6 are identified from the information representing the characteristics of the customer received in (1) above, and combinations of recommended accessories that satisfy the budget constraints are extracted. (3-4) Next, from the recommendation combinations extracted in (3-3) above, the combinations to which the higher-ranking recommended accessories belong are incorporated into the estimate, and an estimate is created.

[0121] (4) If the estimate creation pattern is recommendation (outside budget), the estimate creation unit 130 obtains the information about the vehicle type, grade, and accessories desired by the customer, which was received in (1) above, and the information representing the top 5 recommended accessories stored in the recommendation table 124 as exemplified in Figure 6, and creates an estimate based on these.

[0122] (5) Furthermore, the quotation preparation unit 130 also performs the above steps (2) to (4) for vehicles in the grades before and after the grade desired by the customer, and prepares a quotation for when the grade is changed.

[0123] (Specific example of the processing performed by the optimal suggestion generation module 135) Next, as a concrete example of the processing performed by the optimal proposal generation module 135, we will show the simulation results of a pattern in which a quotation is issued based on the following conditions received via the quotation creation screen 1000 exemplified in Figure 10. In the following example, the price information for the vehicle and accessories is as exemplified in Figures 7 and 8, respectively.

[0124] First, in this example, the conditions received through the estimate creation screen 1000 illustrated in Figure 10 are assumed to be: "Vehicle type: aaa", "Desired grade: B", "Budget: 5,300,000 yen", "Accessories (MUST): Aqua X / Aqua Y", "Accessories (WANT): Aqua Z", "Estimate pattern: Recommendation (within budget)", "Age: 20s", "Gender: Male", "Housemates: Single", and "Hobbies: Golf".

[0125] The calculation process in this case is as follows:

[0126] (1) 4,500,000 yen (vehicle type aaa, grade B) + 200,000 yen (total of MUST accessories) = 4,700,000 yen (total).

[0127] (2) Since the total amount in (1) above is within budget, the estimate creation department 130 will include the WANT accessories. In this case, the total amount will be 4,700,000 yen (total amount in (1)) + 300,000 yen (total amount of WANT accessories) = 5,000,000 yen (total amount).

[0128] (3) The total amount in (2) above is within budget, and it is possible to include recommended accessories worth the remaining 300,000 yen.

[0129] In this case, as shown in the recommendation table 124 illustrated in Figure 6, the most popular accessories in the cluster of "Vehicle type: aaa", "Grade B", "Age: 20s", "Gender: Male", "Housemates: Single", and "Hobbies: Golf" are Accessory A > Accessory B > Accessory C > Accessory D > Accessory E.

[0130] In this case, the estimate creation unit 130 extracts the following four combinations of recommended accessories within the budget. —Combination A: Aqua A + Aqua C (200,000 + 100,000 = 300,000 yen) —Combination B: Aqua B + Aqua C (200,000 + 100,000 = 300,000 yen) —Combination C: Aqua A + Aqua D + Aqua E (200,000 + 50,000 + 50,000 = 300,000 yen) ―Combination D: Aqua B + Aqua D + Aqua E (200,000 + 50,000 + 50,000 = 300,000 yen)

[0131] Then, the estimation unit 130 selects combination A, which contains a higher-end accessory, from the four combinations extracted above, incorporates accessories A and C included in combination A into the estimate, and creates an estimate.

[0132] (4) Furthermore, the quotation creation unit 130 also performs the above processes (1) to (3) for vehicles of grade A, which is the higher grade of vehicle type aaa_grade B, and grade C, which is the lower grade, respectively, and creates quotation documents for other grades.

[0133] (Cluster component maintenance process) As described above, the cluster component maintenance process is a process related to the maintenance of cluster components, executed by the cluster component maintenance unit 140 of the calculation unit 111 of the sales support device 100. By executing this cluster component maintenance process, the sales support device 100 allows the user to freely configure and maintain cluster component setting information 141, which is information representing combinations of cluster components, including customer characteristics such as age, gender, and hobbies, and the options for each component.

[0134] When changing settings, the cluster component maintenance unit 140 first accepts input from the user for setting values ​​for cluster component setting information 141 via a GUI display screen called the cluster component maintenance screen 1000, as illustrated in Figure 11, and stores the received setting values ​​in the cluster setting table 142, as illustrated in Figure 9. Subsequently, the cluster component maintenance unit 140 determines the cluster based on the information stored in the cluster setting table 142 and stores the information obtained as a result of the past purchase history analysis process, which is performed by the past purchase history analysis unit 120 as a weekly or monthly batch, in the recommendation table 124, as illustrated in Figure 6.

[0135] Furthermore, the input fields / options for customer characteristics information on the estimate creation screen 1000, as exemplified in Figure 10, also display information from the cluster setting table 142.

[0136] The embodiments of the present invention described above can be summarized as follows.

[0137] (1) The sales negotiation support device 100 is a device that supports sales negotiations and has a computer that includes at least a processor 101 and a memory 102. The processor 101, through the past purchase history analysis unit 120, obtains information representing the customer's attributes and / or hobbies and preferences, and information representing the type and / or grade of products purchased by the customer from past purchase history data representing the customer's purchase history in past transactions. Based on the obtained information, it creates clusters and analyzes combinations of accessories that are frequently purchased for each of the created clusters. The quotation creation unit 130 creates a quotation for a proposal that is personalized for the customer, reflecting the customer's attributes and / or hobbies and preferences, and the customer's budget constraints, in relation to the sales negotiation being supported. In this way, the sales negotiation support device 100 can personalize the content of the proposal to the customer and the content of the quotation created for the proposal in a detailed manner for the customer in the sales negotiation being supported.

[0138] (2) The past purchase history analysis unit 120 automatically performs analysis of the customer's past purchase history in weekly or monthly batches and updates the analysis results regularly. In this way, the sales negotiation support device 100 can always personalize the content of proposals to customers and the content of quotations created for those proposals with high accuracy in the sales negotiations being supported.

[0139] (3) The system further includes a cluster component maintenance unit 140 that sets and maintains cluster component setting information 141, which is information representing combinations of cluster components, including customer characteristics, and options for those components, in response to user input. In this way, users of the sales support device 100 can freely set and maintain the cluster component setting information 141. As a result, the sales support device 100 can perform general-purpose analysis tailored to each store.

[0140] (4) The quotation creation unit 130 automatically adds accessory (MUST) requirements, accessory (WANT) requirements, and / or recommended accessories according to the customer's budget. In this way, the sales support device 100 can personalize the content of the proposals made to customers and the content of the quotations created for those proposals in a more detailed manner for the sales negotiations being supported.

[0141] (5) The quotation creation unit 130 automatically creates two or more combinations of product grades and accessories that can be assembled within the customer's budget. In this way, the sales negotiation support device 100 can personalize the content of the proposal to the customer and the content of the quotation created for the proposal in a more detailed manner during the sales negotiation being supported.

[0142] (6) The quotation creation unit 130 typically creates quotations for at least three different quotation methods: recommended (within budget) and recommended (outside budget). In this way, the sales negotiation support device 100 can personalize the content of the proposals made to customers and the content of the quotations created for those proposals in a more detailed manner.

[0143] (7) Preferably, the product is a vehicle. In this case, the sales support device 100 can more clearly achieve the effects described in (1) to (6) above.

[0144] It should be noted that the present invention is not limited to the embodiments described above, and can be implemented using any components without departing from the spirit of the invention.

[0145] The embodiments and modifications described above are merely examples, and the present invention is not limited to these, as long as the features of the invention are not impaired. Furthermore, although various embodiments and modifications have been described above, the present invention is not limited to these. Other embodiments conceivable within the scope of the technical idea of ​​the present invention are also included within the scope of the present invention.

[0146] In the diagrams above, the control lines and information lines shown are those deemed necessary for explanation and do not necessarily represent all control lines and information lines in actual implementation. For example, it can be assumed that almost all components are interconnected in practice.

[0147] Furthermore, the arrangement of the functional components of the sales support device 100 described above is merely one example. The arrangement of each functional component can be changed to the optimal configuration from the perspective of the performance, processing efficiency, and communication efficiency of the hardware and software provided by the sales support device 100.

[0148] Furthermore, each of the aforementioned configurations, functions, processing units, and processing means may be implemented in hardware, for example, by designing them as integrated circuits, or they may be implemented in software by having the processor 101, which is an arithmetic unit, interpret and execute programs that realize each of these functions. [Explanation of Symbols]

[0149] 100: Business negotiation support device 101: Processor (arithmetic unit) 101 102: Memory (Main Memory) 102 103: Storage (auxiliary storage device) 103 104: Communication device (interface device) 104 105: Input device (interface device) 105 106: Output device (interface device) 106 111: Arithmetic section 112: Main memory (storage) 113:Auxiliary storage unit (storage unit) 114: Communications Department 115: Input section 116: Output section 120: Past Purchase History Analysis Department (Weekly / Monthly Batch) 121: Order Management Table (TBL) 122: Customer Management Table (TBL) 123: Machine Learning Clustering Module 124: Recommendation Table (TBL) 130: Estimate Creation Department 131: Quotation Information 132: Customer information 133: Vehicle Table (TBL) 134: Accessory Table (TBL) 135: Optimal Proposal Generation Module 140: Cluster Component Maintenance Department 141: Cluster Component Configuration Information 142: Cluster Configuration Table (TBL) 1000: Estimate creation screen (online screen) 1011: Budget Input Field 1012: Vehicle type input field 1013: Grade Input Field 1014: Accessory (MUST) Input Field 1015: Accessory (WANT) Input Field 1016: Age input field 1017: Gender input field 1018: Roommate Input Field 1019: Hobby Input Field 1020: Input field for estimate creation pattern 1100: Cluster component maintenance screen (online screen) 1111: Components [1] Input Field 1112: Component [1] Choice Input Field 1113: Components [2] Input Fields 1114: Components [2] Choice Input Field 1115: Components [3] Input Fields 1116: Component [3] Choice Input Field 1117: Components [4] Input Fields 1118: Components [4] Choice Input Field

Claims

1. A business negotiation support device that assists in business negotiations, comprising a computer having at least a processor and memory, The aforementioned processor, According to the Past Purchase History Analysis Department, From past purchase history data representing a customer's purchase history in past transactions, information representing the customer's attributes and / or hobbies and preferences, and information representing the type and / or grade of products purchased by the customer are obtained. Based on the information obtained, a cluster is created. For each of the clusters created, we analyzed the combinations of accessories that were most frequently purchased. By the Estimate Creation Department, To create a quote for a proposal that is personalized for the customer, taking into account the customer's attributes and / or hobbies and preferences, as well as their budget constraints, in relation to the business negotiation being supported. Business negotiation support device.

2. A business negotiation support device according to claim 1, The aforementioned past purchase history analysis unit automatically performs analysis of the customer's past purchase history in weekly or monthly batches and periodically updates the analysis results. Business negotiation support device.

3. A business negotiation support device according to claim 1, The system further includes a cluster component maintenance unit that, in response to user input, sets and maintains cluster component setting information, which is information representing combinations of cluster components, including customer characteristics, and options for those components. Business negotiation support device.

4. A business negotiation support device according to claim 1, The aforementioned quotation creation unit automatically adds accessory (MUST) requirements, accessory (WANT) requirements, and / or recommended accessories according to the customer's budget. Business negotiation support device.

5. A business negotiation support device according to claim 1, The aforementioned quotation creation unit automatically creates two or more combinations of the grade of the aforementioned products and the aforementioned accessories that can be assembled within the customer's budget. Business negotiation support device.

6. A business negotiation support device according to claim 1, The aforementioned estimation unit typically prepares estimates using at least three estimation methods: recommended (within budget) and recommended (outside budget). Business negotiation support device.

7. A business negotiation support device according to claim 1, The aforementioned product is a vehicle. Business negotiation support device.

8. A method for supporting business negotiations, comprising a computer having at least a processor and memory, The aforementioned processor, According to the Past Purchase History Analysis Department, From past purchase history data representing a customer's purchase history in past transactions, information representing the customer's attributes and / or hobbies and preferences, and information representing the type and / or grade of products purchased by the customer are obtained. Based on the information obtained, a cluster is created. For each of the clusters created, we analyzed the combinations of accessories that were most frequently purchased. By the Estimate Creation Department, To create a quote for a proposal that is personalized for the customer, taking into account the customer's attributes and / or hobbies and preferences, as well as their budget constraints, in relation to the business negotiation being supported. How to support business negotiations.

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