Salesperson performance management device, salesperson performance management method, and salesperson performance management program

Abstract

To enable performance management of a salesperson for each product category for a customer.SOLUTION: An acquisition unit acquires, through negotiations between a salesperson of each product and a person in charge of a customer, sales information including product information of each product ordered collectively from the customer and sold, customer information indicating the customers, and sales amount information indicating a sales amount. An extraction unit refers to a storage unit that stores salesperson information indicating salespersons associated with each customer and each product, and extracts the salesperson information indicating the salesperson corresponding to the customers and the products included in the sales information. An output unit then detects at least the product information of each product collectively ordered by and sold to the customer, the customer information indicating the customer, and the sales amount information indicating the sales amount of each product from the sales information, and simultaneously outputs the salesperson information indicating the salesperson for each customer and for each product extracted from the storage unit.SELECTED DRAWING: Figure 10

Description

[Technical field]

[0001] The present invention relates to a salesperson performance management device, a salesperson performance management method, and a salesperson performance management program. [Background technology]

[0002] Nowadays, manufacturers of furniture and sundries, for example, select sales representatives for each product category, and these sales representatives are in charge of transactions with large retail stores such as home improvement centers.

[0003] Furthermore, Patent Document 1 (JP 2017-102917 A) discloses a profit management system that easily calculates and outputs data on operating profits for various items such as by person in charge, by customer, by product, etc. This profit management system manages operating profits for a specified period of time for an organization that has a core department with multiple sales departments that perform direct sales to generate sales, and a support department with multiple support departments, and uses basic business data including sales data composed of multiple detail line data corresponding to the detail lines of sales slips related to sales to manage operating profits for the specified period of time.

[0004] Specifically, all support department expenses are allocated to each sales department of the core department to calculate department-allocated expenses. Also, the department-allocated expenses are allocated for each detail line based on the detail line data to calculate line-by-line expenses. Also, based on the line-by-line expenses and line-by-line gross profit, line-by-line operating profit is calculated, and line-by-line expenses and line-by-line operating profit are added to the detail line data of the corresponding detail line to generate utilized detail line data.

[0005] This utilized detail line data can be compiled and used as operating profits related to various items, such as items selected from customer, sales department, person in charge, product name, and combinations of these.

[0006] In addition, because the operating profit is allocated for each detail line, which is the smallest unit of the detail line data that is the sales data, it is possible to easily calculate and output data on operating profit for various items, such as by department, by person in charge, by customer, by product classification, etc. Therefore, the operating profit data for various items, such as by department, by person in charge, by customer, by product classification, etc., can be easily confirmed and used for business strategies such as sales strategies and management strategies. [Prior art documents] [Patent documents]

[0007] [Patent Document 1] JP 2017-102917 A Summary of the Invention [Problem to be solved by the invention]

[0008] Here, for example, there are multiple product categories, such as furniture and sundries, that are traded with customers, such as large retailers. However, when a customer places an order with a manufacturer, multiple product categories are mixed together on one invoice. For this reason, when a manufacturer organizes its salespeople by product category, for example, in order to utilize the strengths of its own products, a system that recognizes salespeople on an invoice basis makes it difficult to manage the performance of each salesperson.

[0009] The present invention has been made in consideration of the above-mentioned problems, and aims to provide a sales representative performance management device, a sales representative performance management method, and a sales representative performance management program that enable management of sales representatives' performance for each product category for customers. [Means for solving the problem]

[0010] In order to solve the above-mentioned problems and achieve the objective, the salesperson performance management device of the present invention has an acquisition unit that acquires sales information including product information of each product ordered collectively from a customer and sold, customer information indicating the customer, and sales amount information indicating the sales amount, by the salesperson of each product negotiating with the customer's representative, an extraction unit that refers to a memory unit in which salesperson information indicating the salesperson associated with each customer and each product is stored, and extracts salesperson information indicating the salesperson corresponding to the customer and product included in the sales information, and an output unit that detects at least the product information of each product ordered collectively from a customer and sold, customer information indicating the customer, and sales amount information indicating the sales amount of each product from the sales information, and outputs the salesperson information indicating the salesperson for each customer and each product extracted from the memory unit.

[0011] In addition, the sales representative-by-sales representative performance management method of the present invention includes an acquisition step in which an acquisition unit acquires sales information including product information of each product ordered collectively by a customer and sold, customer information indicating the customer, and sales amount information indicating the sales amount, by having the sales representative of each product negotiate with the customer's representative, an extraction step in which an extraction unit refers to a memory unit in which sales representative information indicating the sales representative associated with each customer and each product is stored, and extracts sales representative information indicating the sales representative corresponding to the customer and product included in the sales information, and an output step in which an output unit detects at least the product information of each product ordered collectively by a customer and sold, customer information indicating the customer, and sales amount information indicating the sales amount of each product from the sales information, and outputs the sales representative information indicating the sales representative for each customer and each product extracted from the memory unit.

[0012] In addition, in order to solve the above-mentioned problems, the sales representative performance management program of the present invention is characterized by having a computer function as an acquisition unit that acquires sales information including product information of each product ordered collectively from a customer and sold, customer information indicating the customer, and sales amount information indicating the sales amount, by the sales representative of each product negotiating with the customer's representative, an extraction unit that refers to a memory unit in which sales representative information indicating the sales representative associated with each customer and each product is stored, and extracts sales representative information indicating the sales representative corresponding to the customer and product included in the sales information, and an output unit that detects at least product information of each product ordered collectively from a customer and sold, customer information indicating the customer, and sales amount information indicating the sales amount of each product from the sales information, and outputs the sales representative information indicating the sales representative for each customer and each product extracted from the memory unit. Effect of the Invention

[0013] According to the present invention, it is possible to effectively manage the performance of sales representatives for each product category with respect to customers. [Brief description of the drawings]

[0014] [Figure 1] FIG. 1 is a block diagram showing a hardware configuration of a sales performance management device according to an embodiment. [Diagram 2] FIG. 2 is a diagram illustrating an example of the product master. [Diagram 3] FIG. 3 is a diagram illustrating an example of the responsibility master. [Figure 4] FIG. 4 is a diagram showing the flow of slip processing. [Diagram 5] FIG. 5 is a flow chart showing the detailed flow of slip processing. [Figure 6] FIG. 6 is a diagram illustrating an example of sales information. [Figure 7] FIG. 7 is a diagram illustrating an example of the analysis data. [Figure 8] FIG. 8 is a diagram showing another example of the analysis data. [Figure 9]FIG. 9 is a diagram showing still another example of the analysis data. [Figure 10] FIG. 10 is a diagram for explaining the process of creating journal entry data with sales representative information added thereto. [Figure 11] FIG. 11 is a diagram showing an example of journal entry data to which sales representative information is added. DETAILED DESCRIPTION OF THE PREFERRED EMBODIMENTS

[0015] A sales performance management device according to an embodiment of the present invention will be described in detail below with reference to the drawings. Note that the present invention is not limited to this embodiment. For example, the following description will be given assuming that the sales performance management device according to the embodiment manages the sales performance of each sales representative's products. However, it may also manage the sales performance of each sales representative's services. Even in this case, the effects described below can be obtained, so please refer to the following description.

[0016] (Hardware configuration) 1 is a block diagram showing a hardware configuration of a sales record management device 1 according to an embodiment. As the sales record management device 1, in addition to a desktop personal computer, a notebook personal computer or a tablet personal computer can be used. Also, as the sales record management device 1, a portable information processing device such as a PDA (Personal Digital Assistant) device or a smartphone can be used. Such a sales record management device 1 includes a storage unit 2, a control unit 3, a communication interface unit 4 and an input / output interface unit 5.

[0017] An input device 6 and an output device 7 are connected to the input / output interface unit 5. A monitor device (including a home television) can be used as the output device 7. As the input device 6, a keyboard device, a mouse device, a microphone device, and a monitor device that cooperates with a mouse device to realize a pointing device function can be used.

[0018] A storage device such as a ROM (Read Only Memory), a RAM (Random Access Memory), a HDD (Hard Disk Drive), or an SSD (Solid State Drive) can be used as the storage unit 2. The storage unit 2 is provided with a product master 11 and a person in charge master 12, which are storage areas in which predetermined information is stored.

[0019] Fig. 2 is a diagram showing an example of the product master 11. As shown in Fig. 2, the product master 11 stores a product number, which is a unique number, a product name, and a product classification, each of which is associated with each other. Specifically, the example of Fig. 2 is an example showing that the product classification "KOTA: Kotatsu" is associated with the product number and product name "SHOUHIN01: Kotatsu Futon". Similarly, the example of Fig. 2 is an example showing that the product classification "SLEEP: Bedding" is associated with the product number and product name "SHOUHIN03: Mattress".

[0020] FIG. 3 is a diagram showing an example of the person in charge master 12. As shown in FIG. 3, the person in charge master 12 stores a unique number of the billing destination (billing destination number), a billing destination name, a product category, and a sales representative, each of which is associated with the other. Specifically, the example of FIG. 3 is an example showing that the billing destination number and billing destination name of "001: Home center" are associated with the product category of "KOTA: Kotatsu" and sales representative A is associated with the product category of "SLEEP: Bedding" and sales representative C is associated with the billing destination number and billing destination name of "001: Home center." Also, the example of FIG. 3 is an example showing that the billing destination number and billing destination name of "001: Home center" are associated with the product category of "SLEEP: Bedding" and sales representative C is associated with the product category of "SLEEP: Bedding."

[0021] The example in Fig. 3 shows that the billing number and billing name of "002: XX mass retailer" are associated with the product category of "KOTA: kotatsu" and sales representative A as the sales representative. The example in Fig. 3 shows that the billing number and billing name of "002: XX mass retailer" are associated with the product category of "SLEEP: bedding" and sales representative D as the sales representative.

[0022] (Functional configuration) The control unit 3 executes the sales performance management program stored in the storage unit 2, and thereby functions as an acquisition unit 21, an extraction unit 22, a data generation unit 23, an output unit 24, and a display control unit 25.

[0023] The acquisition unit 21 acquires sales information for each customer (billing destination) input by a business operator, etc. The extraction unit 22 extracts a product classification by referring to the product master 11 based on the product number and product name included in the sales information. The extraction unit 22 also extracts each billing destination and the sales representative of the product classification sold to each billing destination by referring to the person in charge master 12 based on the billing destination name in the sales information and the product classification extracted from the product master 11.

[0024] The data generation unit 23 generates analysis data that associates the sales information, the product master 11, and the person-in-charge master 12. The data generation unit 23 also generates accounting data for accounting linkage. The display control unit 25 displays the generated analysis data and accounting data on the output device 7. The output unit 24 transmits the generated accounting data to the accounting system of the accounting terminal device 9 on a specified network 8 via the communication interface unit 4 for accounting. Note that, as shown by the dotted line block in FIG. 1, an accounting system may be provided in the memory unit 2, and the output unit 24 may account for the accounting data in the accounting system of this memory unit 2.

[0025] (Flow of invoice processing) Figure 4 is a diagram showing the flow of invoice processing. In the example of Figure 4, for example, sales representatives A and B are assigned as sales representatives for products in the product category of "kotatsu," and sales representatives C and D are assigned as sales representatives for products in the product category of "bedding." The "kotatsu" sales representative negotiates with a buyer for interior goods at customer A, and the "bedding" sales representative negotiates with a buyer for bedding-related goods at customer A.

[0026] As a result of this sales negotiation, customer A places an order with a mixture of products of multiple product categories on one order slip, such as "1. Kotatsu futon," "2. Kotatsu carpet," and "3. Mattress." The manufacturer's general office refers to the product master 11 shown in Figure 2 and the sales representative master 12 shown in Figure 3 to process the order slip, clarifying the sales representative for each product category of the ordered products, and records the sales.

[0027] (Details of document processing) FIG. 5 is a flowchart showing a detailed flow of such slip processing. When a product is sold to a customer based on the above-mentioned order, the business operator inputs sales information including a sales number, billing destination, product number, product name, and sales amount via the input device 6 as shown in FIG. 6. In the sales information illustrated in FIG. 6, the sales number is added by automatic numbering. Also, the example in FIG. 6 is an example in which "SHOUHIN01: Kotatsu Futon" with a sales amount of "10,000 yen" and "SHOUHIN03: Mattress" with a sales amount of "30,000 yen" are sold to a billing destination "001: XX Home Center". In step S1 of the flowchart in FIG. 5, the acquisition unit 21 acquires the sales information thus input by the business operator and temporarily stores it in the storage unit 2.

[0028] Next, in step S2, the extraction unit 22 and the data generation unit 23 generate predetermined analysis data shown in Fig. 7 based on the sales information, the product master 11, and the sales representative master 12. When generating the analysis data shown in Fig. 7, the extraction unit 22 refers to the product master 11 based on the product name of the sales information, and extracts a product classification corresponding to the product name from the product master 11. The extraction unit 22 also refers to the sales representative master 12 based on the billing destination of the sales information and the product classification extracted from the product master 11, and extracts a sales representative corresponding to the billing destination and product classification. In this case, the data generation unit 23 functions as an analysis data generation unit, and generates analysis data in which the product classification extracted from the product master 11 and the sales representative extracted from the sales representative master 12 are associated with the sales information, as shown in Fig. 7.

[0029] 6 is sales information for "SHOUHIN01: Kotatsu Futon" with a billing destination of "001: XXX Home Center" and a sales amount of "10,000 yen," and "SHOUHIN03: Mattress" with a sales amount of "30,000 yen." In this case, the extraction unit 22 refers to the product master 11 to extract the product category of "KOTA: Kotatsu" as the product category of "SHOUHIN01: Kotatsu Futon," and also extracts the product category of "SLEEP: Bedding" as the product category of "SHOUHIN03: Mattress."

[0030] The extraction unit 22 also refers to the person in charge master 12 based on the billing address of the product information "001: XXX Home Center" and the product classification "KOTA: Kotatsu" extracted from the product master 11, and extracts "Salesperson A" as a salesperson. Similarly, the extraction unit 22 refers to the person in charge master 12 based on the billing address of the product information "001: XXX Home Center" and the product classification "SLEEP: Bedding" extracted from the product master 11, and extracts "Salesperson C" as a salesperson.

[0031] The data generating unit 23 generates analysis data by associating the sales information of "SHOUHIN01: Kotatsu Futon" from the sales information shown in Fig. 6 with the product classification "KOTA: Kotatsu" extracted from the product master 11 and with the sales representative "Salesperson A" extracted from the representative master 12. The data generating unit 23 also generates analysis data by associating the sales information of "SHOUHIN03: Mattress" from the sales information shown in Fig. 6 with the product classification "SLEEP: Bedding" extracted from the product master 11 and with the sales representative "Salesperson C" extracted from the representative master 12.

[0032] The display control unit 25 controls the display of this analysis data on the output device 7. This makes it possible to recognize the corresponding product category and salesperson along with the billing address, product, and sales amount, even when a customer places an order with multiple product categories mixed on one slip. This makes it possible to manage the individual performance of salespeople for each product category for a customer.

[0033] The data generating unit 23 can also generate other forms of analytical data. For example, Fig. 8 shows an example of analytical data for sales management. This analytical data for sales management includes the accounting year and month, billing destination, sales representative, product code, product name, current year sales amount, cost amount, gross profit amount, and previous year sales amount. The accounting year and month, billing destination, product code, product name, current year sales amount, cost amount, gross profit amount, and previous year sales amount are information input by the business operator. Also, the sales representative is information extracted by the extracting unit 22 with reference to the product master 11 and the sales representative master 12 as described above.

[0034] The example in Figure 8 shows that the accounting year and month is "February 2021", the current year sales amount of "Kotatsu Futon (Blue)" to "XX Home Center" is "500,000 yen", the cost amount is "400,000 yen", the gross profit amount is "100,000 yen", and the previous year sales amount is "1,000,000 yen". It also shows that the sales representative for "Kotatsu Futon (Blue)" sold to this "XX Home Center" is "Sales Representative A".

[0035] The example in Figure 8 shows that the fiscal year and month is "February 2021", the current year sales amount of "Mattress (Red)" to "XX Home Center" is "2,000,000 yen", the cost amount is "1,500,000 yen", the gross profit amount is "500,000 yen", and the previous year sales amount is "800,000 yen". It also shows that the sales representative for the "Mattress (Red)" sold to this "XX Home Center" is "Sales Representative C".

[0036] The example in Figure 8 shows that the fiscal year and month is "February 2021", the current year sales amount of "Mattress (Yellow)" to "XX Mass Retailer" is "1,200,000 yen", the cost amount is "900,000 yen", the gross profit amount is "300,000 yen", and the previous year sales amount is "1,800,000 yen". It also shows that the sales representative for the "Mattress (Yellow)" sold to this "XX Mass Retailer" is "Sales Representative C".

[0037] Similarly, Figure 9 shows an example of analytical data for management accounting. This analytical data for management accounting is data that displays a list of sales, cost of sales, net profit on sales, general and administrative expenses, and operating profit by customer (billing destination), product category, and sales representative.

[0038] Specifically, in the example of Figure 9, "XX Home Center" and "XX Mass Retailer" are displayed as business segments. In addition, product classifications such as "Kotatsu" and "Bedding" are displayed as medium classifications. In addition, "Sales Representative A" to "Sales Representative D" are displayed as small classifications.

[0039] FIG. 9 shows that the sales representatives for "Kotatsu" at "XX Home Center" are "Sales Representative A" and "Sales Representative B". It also shows that "Sales Representative A"'s sales of "Kotatsu" to "XX Home Center" are "1,000,000 yen", the cost of sales is "700,000 yen", the net profit from sales is "300,000 yen", the general and administrative expenses are "100,000 yen", and the operating profit is "200,000 yen". It also shows that "Sales Representative B"'s sales of "Kotatsu" to "XX Home Center" are "5,000,000 yen", the cost of sales is "4,000,000 yen", the net profit from sales is "1,000,000 yen", the general and administrative expenses are "300,000 yen", and the operating profit is "700,000 yen".

[0040] FIG. 9 also shows that the sales representatives for "bedding" at "XX mass retailer" are "Sales Representative A" and "Sales Representative D". It also shows that "Sales Representative A"'s sales of "bedding" to "XX mass retailer" are "3,400,000 yen", the cost of sales is "2,200,000 yen", the net profit from sales is "1,200,000 yen", the general and administrative expenses are "400,000 yen", and the operating profit is "800,000 yen". It also shows that "Sales Representative D"'s sales of "bedding" to "XX mass retailer" are "4,400,000 yen", the cost of sales is "2,800,000 yen", the net profit from sales is "1,600,000 yen", the general and administrative expenses are "400,000 yen", and the operating profit is "1,200,000 yen".

[0041] In this manner, the sales performance management device 1 according to the embodiment can display and manage information indicating sales performance for each sales representative.

[0042] Next, in step S3 of the flowchart in Fig. 5, the data generation unit 23 generates journal data and performs journal linkage processing. Fig. 10 is a schematic diagram showing the flow of generating journal data. When generating journal data, the data generation unit 23 acquires, via the extraction unit 22, the sales representative of the product of the product category sold to the invoice destination based on the sales information generated during the slip processing.

[0043] Specifically, Fig. 10(a) is a diagram showing the flow of detecting a sales representative from sales information of "Kotatsu Futon" for "XX Home Center." As shown in Fig. 10(a), the extraction unit 22 refers to the product master 11 based on the product name "SHOUHINNO1: Kotatsu Futon" in the sales information, and extracts the product classification of "KOTA: Kotatsu."

[0044] Next, the extraction unit 22 extracts the billing destination of the sales information "001: XX Home Center" and the person in charge corresponding to the extracted product classification "KOTA: Kotatsu" from the person in charge master 12. In this case, "Salesperson A" is extracted as the salesperson for "Kotatsu" of "XX Home Center".

[0045] Similarly, Fig. 10(b) is a diagram showing the flow of detecting a sales representative from the sales information of "mattress" for "XX home center." As shown in Fig. 10(b), the extraction unit 22 refers to the product master 11 based on the product name "SHOUHINNO3: mattress" in the sales information, and extracts the product classification of "SLEEP: bedding."

[0046] Next, the extraction unit 22 extracts the billing destination of the sales information "001: XXX Home Center" and the person in charge corresponding to the extracted product classification "SLEEP: Bedding" from the person in charge master 12. In this case, "Salesperson C" is extracted as the sales person for "Bedding" at "XXX Home Center".

[0047] Next, the data generating unit 23 generates journal data as shown in Fig. 11, including the sales representative corresponding to the product classification of the extracted product. The example in Fig. 11(a) is journal data for the "Kotatsu Futon" shown in Fig. 10(a). In this case, the data generating unit 23 detects the sales amount of "Kotatsu Futon", "10,000 yen", from the above-mentioned sales information. Then, the data generating unit 23 generates journal data as shown in Fig. 11(a), with the debit side set to accounts receivable "10,000 yen" and the credit side set to sales "10,000 yen", and with the addition of sales representative information indicating the sales representative A extracted from the sales representative master 12.

[0048] Similarly, the example in Fig. 11(b) is journal entry data for "Mattress" shown in Fig. 10(b). In this case, the data generation unit 23 detects the sales amount of "Mattress", "30,000 yen", from the above-mentioned sales information. Then, the data generation unit 23 generates journal entry data with the debit side set to accounts receivable "30,000 yen" and the credit side set to sales "30,000 yen" as shown in Fig. 11(b), and with the sales representative information indicating the sales representative C extracted from the sales representative master 12 added.

[0049] In step S4 of the flowchart in Figure 5, the output unit 24 records the journal data generated in this manner in the accounting system of the accounting terminal device 9 via the communications interface unit 4 and network 8. This completes the entire processing of the flowchart in Figure 5. Note that, as shown by the dotted line block in Figure 1, an accounting system may be provided in the memory unit 2, and the output unit 24 may record the above-mentioned journal data in the accounting system of the memory unit 2. In this way, by adding sales representative information to the journal data, it is possible to manage sales for each sales representative.

[0050] [Effects of the embodiment] As is clear from the above explanation, the sales performance management device 1 of the embodiment focuses on the fact that the allocation of sales representatives is determined for each product category, organizes the association between the organizational structure and the product category, and organizes the flow of managing the performance of each sales representative. This allows performance management that is in line with the actual situation for each sales representative who negotiated with the purchasing department of the customer.

[0051] In addition, by linking sales results to the accounting system as journal entries, results can be managed through management accounting, and by storing sales representative information in the sales system database, sales results can be viewed from multiple perspectives.

[0052] [Contribution to the United Nations-led Sustainable Development Goals (SDGs)] This embodiment can contribute to improving business efficiency and promoting appropriate management decisions by companies, thereby contributing to goals 8 and 9 of the SDGs.

[0053] Furthermore, this embodiment can contribute to reducing waste and promoting paperless and electronic systems, thereby contributing to the achievement of goals 12, 13, and 15 of the SDGs.

[0054] Furthermore, this embodiment can contribute to strengthening control and governance, making it possible to contribute to Goal 16 of the SDGs.

[0055] [Other embodiments] The present invention may be embodied in various different embodiments other than those described above within the scope of the technical concept set forth in the claims.

[0056] For example, among the processes described in the embodiments, all or part of the processes described as being performed automatically can be performed manually, or all or part of the processes described as being performed manually can be performed automatically using known methods.

[0057] In addition, the processing procedures, control procedures, specific names, registered data for each process, information including parameters such as search conditions, screen examples, and database configurations shown in this specification and drawings may be changed as desired unless otherwise specified.

[0058] Moreover, with regard to the sales record management device 1, the components shown in the figures are merely conceptual functional components, and the device does not necessarily have to be physically configured as shown in the figures.

[0059] For example, the processing functions of the sales performance management device 1, particularly the control unit 3 and each processing function performed by the control unit 3, may be realized in whole or in part by a CPU (Central Processing Unit) and a program interpreted and executed by the CPU, or may be realized as hardware using wired logic. The program is recorded on a non-transient computer-readable recording medium containing programmed instructions for causing the information processing device to execute the processes described in this embodiment, and is mechanically read by the sales performance management device 1 as necessary. That is, a computer program for giving instructions to the CPU in cooperation with the OS and performing various processes is recorded in a storage unit such as a ROM or HDD. This computer program is executed by being loaded into a RAM, and constitutes the control unit 3 in cooperation with the CPU.

[0060] In addition, the sales performance management program of this sales performance management device 1 may be stored in another server device connected to the sales performance management device 1 via any network, and it is also possible to download all or part of it as needed.

[0061] The sales performance management program for executing the process described in this embodiment may be stored in a non-transient computer-readable recording medium, or may be configured as a program product. Here, the term "recording medium" includes any "portable physical medium" such as a memory card, a Universal Serial Bus (USB) memory, a Secure Digital (SD) card, a flexible disk, a magneto-optical disk, a ROM, an Erasable Programmable Read Only Memory (EPROM), an Electrically Erasable and Programmable Read Only Memory (EEPROM (registered trademark)), a Compact Disk Read Only Memory (CD-ROM), a Magneto-Optical Disk (MO), a Digital Versatile Disk (DVD), and a Blu-ray (registered trademark) Disc.

[0062] Moreover, a "program" is a data processing method written in any language or description method, and may be in any form, such as source code or binary code. Note that a "program" is not necessarily limited to a single configuration, but also includes a distributed configuration consisting of multiple modules or libraries, and a program that works with a separate program, such as an OS, to achieve its function. Note that the specific configuration and reading procedure for reading a recording medium in the sales performance management device 1 shown in the embodiment, as well as the installation procedure after reading, may use well-known configurations and procedures.

[0063] The memory unit 2 is a storage means such as a memory device such as RAM or ROM, a fixed disk device such as a hard disk, a flexible disk, or an optical disk, and stores various programs, tables, databases, and web page files used for various processes and providing websites.

[0064] The sales performance management device 1 may be configured as an information processing device such as a known personal computer device or a workstation, or may be configured as an information processing device connected to any peripheral device. The information processing device may be realized by implementing software (including programs or data, etc.) that realizes the processing described in this embodiment.

[0065] Furthermore, the specific form of distribution and integration of the devices is not limited to those shown in the drawings, and all or part of them can be functionally or physically distributed and integrated in any unit according to various additions or function additions. In other words, the above-mentioned embodiments can be implemented in any combination, or the embodiments can be implemented selectively. [Industrial Applicability]

[0066] The present invention is useful for sales management and sales management for each person in charge. [Explanation of symbols]

[0067] 1 Sales performance management device 2 Storage section 3. Control Unit 4. Communication Interface Section 5 Input / Output Interface Section 6 Input Devices 7 Output Devices 8 Network 9. Accounting terminal equipment 11 Product Master 12 Master in charge 21 Acquisition Department 22 Extraction part 23 Data Generation Division 24 Output section 25 Display control section

Claims

1. an acquisition unit that acquires sales information including product information of each of the products ordered collectively from the customer and sold, customer information indicating the customer, and sales amount information indicating the sales amount by having a sales representative of each product negotiate with a customer representative; an extraction unit that refers to a storage unit in which sales representative information indicating the sales representative associated with each of the customers and each of the products is stored, and extracts the sales representative information indicating the sales representative corresponding to the customer and the product included in the sales information; an output unit that detects at least the product information of each of the products ordered collectively from the customer and sold, the customer information indicating the customer, and the sales amount information indicating the sales amount of each of the products from the sales information, and outputs the sales representative information indicating the sales representative for each of the customers and each of the products extracted from the storage unit; A performance management device for each sales representative.

2. The storage unit is A product master in which each product name and each product classification are stored in association with each other; a person-in-charge master in which each billing destination, each product classification, and each sales representative are associated with each other; The extraction unit extracts the product classification of the sold product by referring to the product master based on the product information included in the sales information, and extracts the sales representative information indicating a sales representative of the sold product by referring to the sales representative master based on the extracted product classification and the customer included in the sales information.

2. The sales representative performance management device according to claim 1,

3. A data generation unit that generates journal data including the sales representative information, The output unit records the generated journal data in an accounting system.

3. The sales representative performance management device according to claim 1, wherein:

4. The data generating unit generates analysis data including at least product information of each of the products, customer information indicating the customer, the sales amount information indicating the sales amount, and the sales representative information.

4. The sales representative performance management device according to claim 3.

5. an acquisition step in which an acquisition unit acquires sales information including product information of each of the products ordered collectively from the customer and sold, customer information indicating the customer, and sales amount information indicating the sales amount by having a sales representative of each product negotiate with a customer representative; an extraction step in which an extraction unit refers to a storage unit in which sales representative information indicating the sales representative associated with each customer and each product is stored, and extracts the sales representative information indicating the sales representative corresponding to the customer and the product included in the sales information; an output step in which an output unit detects at least the product information of each of the products ordered collectively from the customer and sold, the customer information indicating the customer, and the sales amount information indicating the sales amount of each of the products from the sales information, and outputs the sales representative information indicating the sales representative for each of the customers and each of the products extracted from the storage unit; A method for managing performance by sales representative.

6. Computer, an acquisition unit that acquires sales information including product information of each of the products ordered collectively from the customer and sold, customer information indicating the customer, and sales amount information indicating the sales amount by having a sales representative of each product negotiate with a customer representative; an extraction unit that refers to a storage unit in which sales representative information indicating the sales representative associated with each of the customers and each of the products is stored, and extracts the sales representative information indicating the sales representative corresponding to the customer and the product included in the sales information; functioning as an output unit that detects at least the product information of each of the products ordered collectively from the customer and sold, the customer information indicating the customer, and the sales amount information indicating the sales amount of each of the products from the sales information, and outputs the sales representative information indicating the sales representative for each of the customers and each of the products extracted from the storage unit; A performance management program for each sales representative that features:

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