Sales performance management device, sales performance management method, and sales performance management program

Abstract

To provide a sales result management device and the like that can manage a sales result for each customer in a manner that distinguishes whether the sales result is made by a dedicated staff or not.SOLUTION: According to an embodiment, a sales result management device refers to a customer master that manages a staff for each customer, extracts a staff associated with a customer set on a sales input screen, determines whether or not the extracted staff matches the staff set on the sales input screen, and generates, if determining that there is a mismatch, sales data including the customer set on the sales input screen, the staff set on the sales input screen, a non-exclusive classification for identifying that the staff is a non-exclusive staff, a product set on the sales input screen, and a sales amount set on the sales input screen.SELECTED DRAWING: Figure 3

Description

Technical Field

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

Background Art

[0002] Patent Document 1 discloses a sales performance management system that appropriately evaluates and manages sales performance.

Prior Art Documents

Patent Documents

[0003]

Patent Document 1

Summary of the Invention

Problems to be Solved by the Invention

[0004] Here, in a chemical trading company, since there are many direct delivery transactions, a large number of transactions, and many stakeholders, it is basically necessary to assign a dedicated person to each customer. However, there are sometimes cases where sales to a customer are made by a person other than the dedicated person. However, until now, the sales performance of another person has not been managed, and data on sales performance for each customer for each dedicated person, including the sales performance of another person as that of the dedicated person, has been the subject of analysis by the management. Therefore, it has been difficult to determine whether the sales performance is by the dedicated person or by another person, and it has been difficult to determine whether the sales performance of another person will continue as continuous sales performance in the future.

[0005] The present invention has been made in view of the above, and an object thereof is to provide a sales performance management device, a sales performance management method, and a sales performance management program that can manage separately whether the sales performance for each customer is by a dedicated person or not.

Means for Solving the Problems

[0006] In order to solve the above-described problems and achieve the object, a sales performance management apparatus according to the present invention includes an extraction unit that extracts a person in charge associated with a customer set on a sales input screen by referring to a first master that manages persons in charge for each customer, a determination unit that determines whether there is a match or mismatch between the person in charge extracted by the extraction unit and the person in charge set on the sales input screen, and when the determination unit determines a mismatch, a sales data generation unit that generates sales data including the customer set on the sales input screen, the person in charge set on the sales input screen, a non-exclusive classification for identifying that the person in charge is not an exclusive person in charge, the product set on the sales input screen, and the sales amount set on the sales input screen. It is characterized by comprising the above.

[0007] In the sales performance management apparatus according to the present invention, when the determination unit determines a match, the sales data generation unit may generate sales data including the customer set on the sales input screen, the person in charge set on the sales input screen, an exclusive classification for identifying that the person in charge is an exclusive person in charge, the product set on the sales input screen, and the sales amount set on the sales input screen.

[0008] Further, the sales performance management apparatus according to the present invention may further include a totaling unit that totals the sales amount associated with the non-exclusive classification and the sales amount associated with the exclusive classification for each customer based on the sales data, an acquisition unit that acquires the sales target amount associated with each customer included in the sales data by referring to a second master that manages the sales target amount in association with the customer, and a sales analysis data generation unit that generates sales analysis data including the sales amount of the non-exclusive classification and the sales amount of the exclusive classification totaled by the totaling unit and the sales target amount acquired by the acquisition unit for each customer.

[0009] In addition, the sales performance management method according to the present invention includes an extraction step in which an extraction unit refers to a first master that manages persons in charge by customer and extracts the person in charge associated with the customer set on the sales input screen, a determination step in which a determination unit determines whether there is a match or mismatch between the person in charge extracted in the extraction step and the person in charge set on the sales input screen, and a sales data generation step in which, when it is determined in the determination step that there is a mismatch, the sales data generation unit generates sales data including the customer set on the sales input screen, the person in charge set on the sales input screen, a non-exclusive classification for identifying that the person in charge is not an exclusive person in charge, the product set on the sales input screen, and the sales amount set on the sales input screen.

[0010] In addition, the sales performance management program according to the present invention causes an information processing apparatus to function as an extraction means for referring to a first master that manages persons in charge by customer and extracting the person in charge associated with the customer set on the sales input screen, a determination means for determining whether there is a match or mismatch between the person in charge extracted by the extraction means and the person in charge set on the sales input screen, and a sales data generation means for generating sales data including the customer set on the sales input screen, the person in charge set on the sales input screen, a non-exclusive classification for identifying that the person in charge is not an exclusive person in charge, the product set on the sales input screen, and the sales amount set on the sales input screen when the determination means determines a mismatch.

Effect of the Invention

[0011] The present invention has an effect that it is possible to manage separately whether the sales performance by customer is by an exclusive person in charge or not.

Brief Description of the Drawings

[0012]

Figure 1

Figure 2

Figure 3

Figure 4

[0013] Hereinafter, embodiments of a sales performance management apparatus, a sales performance management method, and a sales performance management program according to the present invention will be described in detail with reference to the drawings. Note that the present invention is not limited to the present embodiment.

[0014] [1. Configuration] An example of the configuration of a business support apparatus 100 (including the sales performance management apparatus of the present invention) according to the present embodiment will be described with reference to FIG. 1 and the like. FIG. 1 is a block diagram showing an example of the configuration of the business support apparatus 100.

[0015] The business support apparatus 100 is constructed based on a commercially available desktop personal computer. Note that the business support apparatus 100 is not limited to being constructed based on a stationary information processing apparatus such as a desktop personal computer, and may be constructed based on a portable information processing apparatus such as a commercially available notebook personal computer, a PDA (Personal Digital Assistants), a smartphone, or a tablet personal computer.

[0016] The business support apparatus 100 includes a control unit 102, a communication interface unit 104, a storage unit 106, and an input / output interface unit 108. Each unit included in the business support apparatus 100 is communicably connected via an arbitrary communication path.

[0017] The communication interface unit 104 communicably connects the business support device 100 to the network 300 via a communication device such as a router and a wired or wireless communication line such as a dedicated line. The communication interface unit 104 has a function of communicating data with other devices via a communication line. Here, the network 300 has a function of communicably connecting the business support device 100 and the server 200 to each other, and is, for example, the Internet or a LAN (Local Area Network). Note that the data stored in the storage unit 106 may be stored in the server 200, for example.

[0018] An input device 112 and an output device 114 are connected to the input / output interface unit 108. As the output device 114, in addition to a monitor (including a home television), a speaker or a printer can be used. As the input device 112, in addition to a keyboard, a mouse, and a microphone, a monitor that cooperates with the mouse to realize a pointing device function can be used. Hereinafter, the output device 114 may be described as the monitor 114, and the input device 112 may be described as the keyboard 112 or the mouse 112.

[0019] Various databases, tables, files, etc. are stored in the storage unit 106. A computer program for giving commands to the CPU (Central Processing Unit) to perform various processes in cooperation with the OS (Operating System) is recorded in the storage unit 106. As the storage unit 106, for example, a memory device such as a RAM (Random Access Memory) or a ROM (Read Only Memory), a fixed disk device such as a hard disk, a flexible disk, and an optical disk can be used.

[0020] The storage unit 106 stores a customer master 106a (corresponding to the first master of the present invention), a branch office master 106b, a department master 106c, an in-charge person master 106d, a customer-specific target master 106e (corresponding to the second master of the present invention), sales data 106f (corresponding to the sales data of the present invention), customer-specific performance table data 106g (corresponding to the sales analysis data of the present invention), and the like.

[0021] An example of each type of master and each type of data will be described below with reference to FIG. 2.

[0022] The customer master 106a is for managing customers and in-charge persons. The customer master 106a stores customer identification information (for example, customer code, customer name, etc.) and in-charge person identification information (for example, in-charge person code, in-charge person name, etc.). Note that with respect to a certain customer, the in-charge person managed by the customer master 106a is recognized as an exclusive in-charge person (normal in-charge person), and the in-charge person not managed by the customer master 106a is recognized as a spot in-charge person (temporary in-charge person).

[0023] The branch office master 106b is for managing branch offices. The branch office master 106b stores branch office identification information (for example, branch office code, branch office name, etc.), revision date, cancellation date, and the like.

[0024] The department master 106c is for managing departments. The department master 106c stores department identification information (for example, department code, department name, etc.), revision date, branch office identification information, and cancellation date, and the like.

[0025] The in-charge person master 106d is for managing in-charge persons. The in-charge person master 106d stores in-charge person identification information, revision date, and department identification information, and the like.

[0026] The customer-specific target master 106e is for managing sales targets. The customer-specific target master 106e stores branch office identification information, department identification information, customer identification information, fiscal year and month, and sales targets, and the like.

[0027] The sales data 106f is for managing sales. The sales data 106f stores sales identification information (e.g., sales number, etc.), line number, sales classification, business office identification information, sales date, person in charge identification information, person in charge classification (e.g., classification code, etc.) for identifying exclusive and spot persons in charge, customer identification information, consignee identification information (e.g., consignee code, etc.), supplier identification information (e.g., supplier code, etc.), product identification information (e.g., product code, product name, etc.), quantity, unit sales price, and sales amount, etc.

[0028] The customer-specific performance table data 106g is for managing the sales performance table. The customer-specific performance table data 106g stores business office identification information, department identification information, customer identification information, fiscal year and month, sales target, person in charge identification information, sales performance, and person in charge classification, etc. Note that the sales performance is the sales amount totaled for each same business office code, department code, customer code, fiscal year and month, and person in charge classification based on the sales data 106f.

[0029] Returning to FIG. 1, the control unit 102 is a CPU or the like that comprehensively controls the business support device 100. The control unit 102 has an internal memory for storing control programs such as the OS, programs defining various processing procedures, and required data, and executes various information processes based on these stored programs.

[0030] Functionally conceptually, the control unit 102 includes a sales input unit 102a (including the extraction unit, determination unit, and sales data generation unit of the present invention) and a customer-specific performance table data output unit 102b (including the aggregation unit, acquisition unit, and sales analysis data generation unit of the present invention), etc.

[0031] The sales input section 102a stores various information set on the sales input screen MA as records in the sales data 106f (see Fig. 3). In particular, the sales input section 102a refers to the customer master 106a, extracts the person-in-charge code associated with the customer code set in the input area MA5, determines whether the extracted person-in-charge code matches or does not match the person-in-charge code set in the input area MA6, and if it is determined to be a mismatch, stores "1" as the value of the "spot person-in-charge classification", and if it is determined to be a match, stores "0" as the value of the "spot person-in-charge classification". Note that the value of "1" means that the person is a spot person-in-charge, and the value of "0" means that the person is an exclusive person-in-charge.

[0032] The customer-specific performance table data output section 102b cross-references the customer-specific target master 106e and the sales data 106f using the "office CD, department CD, customer CD, accounting year and month" set in the customer-specific target master 106e as key information, totals the sales amount for each "spot person-in-charge classification", creates a customer-specific performance table including the aggregation result, and outputs the created customer-specific performance table to the customer-specific performance table display screen MB (see Fig. 4). Thereafter, when the registration button MB2 is pressed by an operator or the like, the information of the output customer-specific performance table is stored as records in the customer-specific performance table data 106g. Note that the key cross-reference for the accounting year and month may be performed in the format of year / month / day (YYYY / MM / DD).

[0033] [2. Specific Examples of Processing] A specific example of the processing executed by the business support device 100 configured as described above will be described in detail with reference to Fig. 3, Fig. 4, etc. Note that the sales input screen MA and the customer-specific performance table display screen MB show only a part of each screen.

[0034] First, a specific example of the processing executed by the sales input section 102a will be described with reference to Fig. 3, etc.

[0035] An operator or the like sets data in each area of the sales input screen MA previously displayed on the monitor 114 as follows and instructs registration. Area MA2: Company Code "J1010" Area MA3: Sales Date "2021 / 4 / 10" Area MA4: Purchase Date "2021 / 4 / 09" Area MA5: Customer Code "T002" Area MA6: Responsible Person Code "TA003" Area MA7: Consignee Code "NOU01" Area MA8: Supplier Code "SR001" Area including line number "1" in Area MA9: Order Type "Direct Delivery Order", Quantity "2", Product "SH01 (Ammonia)" and Unit Price "1,300" Area including line number "2" in Area MA9: Order Type "Direct Delivery Order", Quantity "1", Product "SH02 (Nitric Acid)" and Unit Price "350"

[0036] Then, the sales input section 102a stores the information set on the sales input screen MA in two records in the sales data 106f as shown in FIG. 3. In particular, the sales input section 102a stores the amount obtained by multiplying the unit price by the quantity as the sales amount. Also, the sales input section 102a refers to the customer master 106a, extracts the person in charge associated with the set customer code "T002", determines whether it matches or does not match the set person in charge code "TA003", and if it is determined to match, stores "0 (Regular Person in Charge)" as the value of the "Spot Person in Charge Classification", and if it is determined not to match, stores "1 (Spot Person in Charge)" as the value of the "Spot Person in Charge Classification". In this description, since the extracted person in charge is "TA002" and it is determined not to match, "1 (Spot Person in Charge)" is stored as the value of the "Spot Person in Charge Classification". Note that if it is determined to match, as shown in the record of the sales number "U002" in the sales data 106f shown in FIG. 2, "0 (Regular Person in Charge)" is stored as the value of the "Spot Person in Charge Classification".

[0037] Next, a specific example of the process executed by the customer-specific performance table data output section 102b will be described with reference to FIG. 4.

[0038] First, the customer-specific performance table data output unit 102b uses the "business office CD, department CD, customer CD, accounting year and month" set in the customer-specific target master 106e as key information to match the customer-specific target master 106e with the sales data 106f, totalizes the sales amount for each "spot person in charge classification", creates a customer-specific performance table including the totalization result, and outputs the created customer-specific performance table to the area MB1 of the customer-specific performance table display screen MB. Regarding the matching and totalization processes, for example, focusing on the second row record from the top in the customer-specific target master 106e (business office code "J1010", department code "B0102", customer code "T002", accounting year and month "2021 / 4" and sales target "6,750"), three sales records from the second row to the fourth row from the top in the sales data 106f (refer to the thick border in Figure 4) will be matched. Then, the sales amount with the value "0 (regular person in charge)" of the "spot person in charge classification" is totalized as "2,000" based on the second row sales record, and the sales amount with the value "1 (spot person in charge)" of the "spot person in charge classification" is totalized as "5,950" based on the third and fourth row sales records.

[0039] Next, an operator or the like presses the registration button MB2 on the customer-specific performance table display screen MB.

[0040] Then, the customer-specific performance table data output unit 102b stores the information of the customer-specific performance table displayed on the customer-specific performance table display screen MB in the customer-specific performance table data 106g as shown in Figure 4.

[0041] As described above, according to this embodiment, by separately creating sales data for regular staff and spot staff, it becomes possible to separately create customer-specific performance table data 106g for regular staff and spot staff as well. And based on the customer-specific performance table data 106g separately created by regular staff and spot staff, the on-site organization leader and department head can easily confirm the sales performance of the spot staff, and can confirm whether it can be a sales performance that can be accounted for from a medium- to long-term perspective. That is, by implementing a function in the sales performance table by customer and by staff that can determine whether it is "sales recorded by the spot staff", it is used as a judgment material for making medium- to long-term sales forecasts. Furthermore, it can also be used for judgments regarding changes in staff and changes in customer-assigned staff during the next organizational change.

[0042] For example, in a chemical trading company, due to the characteristic of having many handled products, it is often the case that the handled products differ among each staff member. For example, as in the second and third records from the top of the customer-specific performance table data 106g in Figure 4, while the sales performance of the exclusive staff member is 2,000 yen, the sales performance of the spot staff member is 5,950 yen, so it can be confirmed that the performance of the spot staff member is higher. This result suggests that the products that are selling well to the customer are changing. Therefore, the customer-specific performance table can be utilized in exploring products for which demand can be expected for customers handling the same major traded products, and can also be utilized as a judgment material for changes in staff for customers handling the same major traded products.

[0043] [3. Contribution to the Sustainable Development Goals (SDGs) Led by the United Nations] According to this embodiment, since it can contribute to promoting business efficiency and appropriate business judgment of the enterprise, it becomes possible to contribute to Goals 8 and 9 of the SDGs.

[0044] Also, according to this embodiment, since it can contribute to reducing waste loss and promoting paperless and digitalization, it becomes possible to contribute to Goals 12, 13, and 15 of the SDGs.

[0045] In addition, according to this embodiment, since it can contribute to control and governance strengthening, it becomes possible to contribute to Goal 16 of the SDGs.

[0046] [4. Other Embodiments] In addition to the above-described embodiments, the present invention may be implemented in various different embodiments within the scope of the technical idea described in the claims.

[0047] For example, among the processes described in the embodiments, all or part of the processes described as being automatically performed can also be performed manually, or all or part of the processes described as being performed manually can be automatically performed by a known method.

[0048] In addition, regarding the processing procedures, control procedures, specific names, information including parameters such as registered data and search conditions for each process, screen examples, and database configurations shown in this specification and the drawings, they can be arbitrarily changed unless otherwise specified.

[0049] Regarding the business support device 100, each of the illustrated components is a functional concept, and it is not necessarily physically configured as illustrated.

[0050] For example, regarding the processing functions provided by the business support device 100, particularly each processing function performed by the control unit, all or any part of them may be realized by a CPU and a program interpreted and executed by the CPU, or may also be realized as hardware by wired logic. Note that the program is recorded in a non-transitory computer-readable recording medium including programmed instructions for causing an information processing device to execute the processing described in the present embodiment, and is mechanically read by the business support device 100 as necessary. That is, in a storage unit such as a ROM or an HDD (Hard Disk Drive), a computer program for giving instructions to the CPU in cooperation with the OS to perform various processes is recorded. This computer program is executed by being loaded into the RAM, and constitutes the control unit in cooperation with the CPU.

[0051] Also, this computer program may be stored in an application program server connected to the business support device 100 via an arbitrary network, and all or part of it can be downloaded as necessary.

[0052] Further, a program for executing the processing described in the present embodiment may be stored in a non-transitory computer-readable recording medium, or may also be configured as a program product. Here, this "recording medium" includes any "portable physical medium" such as a memory card, a USB (Universal Serial Bus) memory, an SD (Secure Digital) card, a flexible disk, a magneto-optical disk, a ROM, an EPROM (Erasable Programmable Read Only Memory), an EEPROM (registered trademark) (Electrically Erasable and Programmable Read Only Memory), a CD-ROM (Compact Disk Read Only Memory), an MO (Magneto-Optical disk), a DVD (Digital Versatile Disk), and a Blu-ray (registered trademark) Disc.

[0053] Also, a "program" is a data processing method described in any language or description method, regardless of the form such as source code or binary code. Note that the "program" is not necessarily limited to being configured singly, and includes those that are distributed and configured as a plurality of modules or libraries, or those that achieve their functions in cooperation with separate programs typified by an OS. Regarding the specific configuration, reading procedure, and installation procedure after reading for reading a recording medium in each device shown in the embodiment, well-known configurations and procedures can be used.

[0054] The various databases and the like stored in the storage unit are storage means such as a memory device such as a RAM or a ROM, a fixed disk device such as a hard disk, a flexible disk, and an optical disk, and store various programs, tables, databases, and web page files used for various processes and website provision.

[0055] Also, the business support device 100 may be configured as an information processing device such as a known personal computer or workstation, or may be configured as the information processing device to which an arbitrary peripheral device is connected. Further, the business support device 100 may be realized by installing software (including programs or data, etc.) that realizes the processes described in this embodiment in the device.

[0056] Furthermore, the specific form of distribution and integration of the devices is not limited to that shown in the drawings, and all or part of them can be functionally or physically distributed and integrated in arbitrary units according to various additions or according to the functional load. That is, the above-described embodiments may be arbitrarily combined and implemented, or the embodiments may be selectively implemented.

Industrial Applicability

[0057] The present invention is useful in industries where exclusive staff deal with customers, including chemical trading companies.

Explanation of Symbols

[0058] 100 Business Support Device 102 Control Unit 102a Sales Input Section 102b Customer-Specific Performance Table Data Output Section 104 Communication Interface Section 106 Storage Unit 106a Customer Master 106b Branch Office Master 106c Department Master 106d Person-in-Charge Master 106e Customer-Specific Target Master 106f Sales Data 106g Customer-Specific Performance Table Data 108 Input / Output Interface Section 112 Input Device 114 Output Device 200 Server 300 Network

Claims

1. An extraction unit that extracts an in-charge person associated with the customer set on the sales input screen by referring to a first master that manages in-charge persons by customer; A determination unit that determines whether there is a match or mismatch between the in-charge person extracted by the extraction unit and the in-charge person set on the sales input screen; When the determination unit determines a mismatch, a sales data generation unit that generates sales data including the customer set on the sales input screen, the in-charge person set on the sales input screen, a non-exclusive classification for identifying that it is not an exclusive in-charge person, the product set on the sales input screen, and the sales amount set on the sales input screen; A sales performance management device, characterized in that it comprises the above.

2. When the determination unit determines a match, the sales data generation unit generates sales data including the customer set on the sales input screen, the in-charge person set on the sales input screen, an exclusive classification for identifying that it is an exclusive in-charge person, the product set on the sales input screen, and the sales amount set on the sales input screen; The sales performance management device according to claim 1, characterized in that it is as described above.

3. An aggregation unit that aggregates the sales amounts associated with the non-exclusive classification and the sales amounts associated with the exclusive classification for each customer based on the sales data; An acquisition unit that acquires the sales target amount associated with each customer included in the sales data by referring to a second master that manages the sales target amount in association with the customer; A sales analysis data generation unit that generates sales analysis data including the sales amount of the non-exclusive classification and the sales amount of the exclusive classification aggregated by the aggregation unit and the sales target amount acquired by the acquisition unit for each customer; The sales performance management device according to claim 2, further comprising the above.

4. An extraction step in which the extraction unit extracts an in-charge person associated with the customer set on the sales input screen by referring to a first master that manages in-charge persons by customer; A determination step in which the determination unit determines whether there is a match or mismatch between the in-charge person extracted in the extraction step and the in-charge person set on the sales input screen; When the sales data generation unit determines a mismatch in the determination step, a sales data generation step of generating sales data including the customer set on the sales input screen, the person in charge set on the sales input screen, a non-exclusive classification for identifying that the person is not an exclusive person in charge, the product set on the sales input screen, and the sales amount set on the sales input screen; A sales performance management method characterized by including the above.

5. An information processing apparatus, extraction means for extracting the person in charge associated with the customer set on the sales input screen by referring to a first master that manages the persons in charge by customer; determination means for determining whether there is a match or mismatch between the person in charge extracted by the extraction means and the person in charge set on the sales input screen; when the determination means determines a mismatch, sales data generation means for generating sales data including the customer set on the sales input screen, the person in charge set on the sales input screen, a non-exclusive classification for identifying that the person is not an exclusive person in charge, the product set on the sales input screen, and the sales amount set on the sales input screen; A sales performance management program for causing the apparatus to function as such.

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