Information processing system, information processing method and program

Abstract

To provide an information processing system capable of providing useful information for the sales process. [Solution] According to one aspect of the present invention, an information processing system is provided, which includes a processor, and the processor is configured to execute the following steps by reading a program: in the acquisition step, report creation information including at least a sales negotiation record that records the content of the sales negotiation for which a report is to be created is acquired; in the first report creation step, a first report including at least one of the sales negotiation stage, the sales negotiation status, the customer needs, and the customer concerns is created based on the report creation information and first reference information; and the first reference information includes a correlation between the report creation information and the first report.

Description

[Technical Field]

[0001] The present invention relates to an information processing system, an information processing method, and a program. [Background technology]

[0002] The following documents disclose techniques for summarizing conference records. [Prior art documents] [Patent documents]

[0003] [Patent Document 1] Japanese Patent Application Laid-Open No. 2025-58971 Summary of the Invention [Problem to be solved by the invention]

[0004] Conventional meeting record summarization techniques are not sufficient to support the sales process in business negotiations where products are proposed to customers.

[0005] In view of the above circumstances, the present invention provides an information processing system that can provide information useful for the sales process. [Means for solving the problem]

[0006] According to one aspect of the present invention, there is provided an information processing system comprising a processor, the processor being configured to execute the following steps by reading a program: in the acquisition step, information for report creation is acquired, the information including at least a sales negotiation record that records the content of the sales negotiation for which a report is to be created; in the first report creation step, a first report is created based on the information for report creation and first reference information, the first report including at least one of the sales negotiation stage, the sales negotiation status, the customer needs, and the customer concerns; and the first reference information includes a correlation between the information for report creation and the first report.

[0007] According to this aspect, a first report including the negotiation stage, negotiation status, customer needs, or customer concerns is created based on the negotiation record, making it possible to create, acquire, or otherwise use this first report to provide information useful for the sales process. [Brief explanation of the drawings]

[0008] [Figure 1] 1 is a configuration diagram illustrating an information processing system 1. FIG. [Figure 2] FIG. 2 is a block diagram showing a hardware configuration of an information processing device 2. [Figure 3] FIG. 2 is a block diagram showing the hardware configuration of a user terminal 3. [Figure 4] 2 is a block diagram showing functions realized by an information processing device 2 (processor 23) and functions realized by a user terminal 3 (processor 33). FIG. [Figure 5] FIG. 10 is a diagram showing an example of a first report. [Figure 6] FIG. 10 is a diagram showing an example of a second report. [Figure 7] 1 is an activity diagram showing the flow of information processing (report creation processing) executed by the information processing system 1. FIG. DETAILED DESCRIPTION OF THE INVENTION

[0009] DETAILED DESCRIPTION OF THE PREFERRED EMBODIMENTS The present invention will be described below with reference to the accompanying drawings. Various features shown in the following embodiments can be combined with each other.

[0010] Incidentally, the program for realizing the software appearing in one embodiment may be provided as a non-transitory computer-readable medium, or may be provided so that it can be downloaded from an external server, or may be provided so that the program is started on an external computer and its functions are realized on a client terminal (so-called cloud computing).

[0011] Furthermore, various information processing according to an embodiment may realize input and output corresponding to the input. Here, the form of information referenced in such information processing (hereinafter referred to as reference information) is not limited as long as an output is obtained as a result of the input. The reference information may be, for example, rule-based information such as a database, a lookup table, or a predetermined function (including a decision formula such as a regression formula constructed using a statistical method), a trained model that has previously learned the correlation between input and output, or a generative AI such as a large-scale language model (these models include parameters that establish the correlation between input and output) or a visual language model that can output a desired result in response to a prompt.

[0012] In one embodiment, a "unit" may include, for example, a combination of hardware resources implemented by a circuit in the broad sense and software information processing that can be specifically realized by these hardware resources. In one embodiment, various information is handled, and this information is represented, for example, by physical values of signal values representing voltage and current, high and low signal values as a binary bit set consisting of 0 or 1, or quantum superposition (so-called quantum bits), and communication and calculations can be performed on a circuit in the broad sense.

[0013] Furthermore, a circuit in the broad sense is a circuit realized by at least an appropriate combination of a circuit, circuitry, processor, memory, etc. The processor may be a general-purpose processor or a dedicated circuit. That is, it includes an application specific integrated circuit (ASIC), a programmable logic device (e.g., a simple programmable logic device (SPLD), a complex programmable logic device (CPLD), and a field programmable gate array (FPGA)), etc.

[0014] 1. Hardware Configuration This section explains the hardware configuration.

[0015] <Information Processing System 1> 1 is a configuration diagram showing an information processing system 1. The information processing system 1 mainly prepares an analysis report of business negotiations.

[0016] The information processing system 1 includes an information processing device 2 and a plurality of user terminals 3. The information processing device 2 and the user terminals 3 are configured to be able to communicate with each other via a telecommunications line (network).

[0017] In one embodiment of the information processing system 1, the information processing system 1 is made up of one or more devices or components. For example, if the information processing system 1 is made up of only an information processing device 2, the information processing system 1 can be the information processing device 2. These components will be described below.

[0018] <Information processing device 2> 2 is a block diagram showing the hardware configuration of the information processing device 2. The information processing device 2 includes a communication bus 20, a communication unit 21, a storage unit 22, and a processor 23. The communication unit 21, the storage unit 22, and the processor 23 are electrically connected via the communication bus 20 inside the information processing device 2.

[0019] <Communications Department 21> The communication unit 21 is preferably a wired communication means such as USB, IEEE1394, Thunderbolt (registered trademark), wired LAN network communication, etc., but may also include wireless LAN network communication, mobile communication such as LTE / 5G, BLUETOOTH (registered trademark) communication, etc. as necessary. In other words, it is more preferable to implement it as a collection of multiple communication means. In other words, the information processing device 2 may communicate various information from the outside via the communication unit 21 and the network.

[0020] <Storage section 22> The storage unit 22 stores various pieces of information defined above. This can be implemented, for example, as a storage device such as a solid state drive (SSD) that stores various programs and the like related to the information processing device 2 executed by the processor 23, or as a memory such as a random access memory (RAM) that stores temporarily required information (arguments, arrays, etc.) related to the program operations. The storage unit 22 stores various programs, variables, etc. related to the information processing device 2 executed by the processor 23.

[0021] <Processor 23> The processor 23 processes and controls the overall operations related to the information processing device 2. The processor 23 is, for example, a central processing unit (CPU). The processor 23 realizes various functions related to the information processing device 2 by reading out predetermined programs stored in the storage unit 22. In other words, information processing by software stored in the storage unit 22 is specifically realized by the processor 23, which is an example of hardware, and can be executed as each functional unit included in the processor 23. These will be described in more detail in the next section. Note that the processor 23 is not limited to being single, and the information processing device 2 may have multiple processors 23 for each function. Furthermore, the information processing device 2 may have a configuration that combines these.

[0022] The information processing device 2 may be an on-premise type or a cloud type. As the information processing device 2 in the cloud type, the above-mentioned functions and processes may be provided in the form of, for example, SaaS (Software as a Service) or cloud computing.

[0023] <User terminal 3> Fig. 3 is a block diagram showing the hardware configuration of the user terminal 3. As shown in Fig. 3, the user terminal 3 includes a communication bus 30, a communication unit 31, a storage unit 32, a processor 33, an output unit 34, and an input unit 35. The communication unit 31, the storage unit 32, the processor 33, the output unit 34, and the input unit 35 are electrically connected via the communication bus 30 inside the user terminal 3. The description of the communication unit 31, the storage unit 32, and the processor 33 is omitted because it is the same as the description of each unit in the information processing device 2.

[0024] <Output section 34> The output unit 34 displays a screen of a graphical user interface (GUI) that can be operated by the user. The output unit 34 may be included in the housing of the user terminal 3 or may be attached externally. Specifically, the output unit 34 may be implemented as a display device such as a CRT display, a liquid crystal display, an organic EL display, or a plasma display. It is preferable that these display devices are implemented by selectively using them depending on the type of the user terminal 3.

[0025] <Input section 35> The input unit 35 accepts operation inputs made by the user. The operation inputs are transferred as command signals to the processor 33 via the communication bus 30. The processor 33 can execute predetermined control or calculations based on the transferred command signals as necessary. The input unit 35 may be included in the housing of the user terminal 3 or may be externally attached. For example, the input unit 35 may be implemented as a touch panel integrated with the output unit 34. When the input unit 35 is implemented as a touch panel, the user can input tap operations, swipe operations, etc. to the input unit 35. Instead of a touch panel, a switch button, a mouse, a trackpad, a QWERTY keyboard, etc. can be used as the input unit 35.

[0026] 2. Functional configuration In this section, the functional configuration of this embodiment will be described. Information processing by software stored in the storage unit 22 is specifically realized by the processor 23, which is an example of hardware, and can be executed as each functional unit included in the processor 23.

[0027] FIG. 4 is a block diagram showing functions realized by the information processing device 2 (processor 23) and functions realized by the user terminal 3 (processor 33).

[0028] 4A, the information processing device 2 (processor 23) includes an acquisition unit 231, a first report creation unit 232, a second report creation unit 233, a knowledge creation unit 234, a display control unit 235, and an artificial intelligence unit 240. As shown in FIG. 4B, the user terminal 3 (processor 33) includes a display unit 331 and an operation acquisition unit 332.

[0029] <Acquisition part 231> The acquisition unit 231 is configured to acquire information necessary for analyzing the details of the business negotiation. Specifically, the acquisition unit 231 acquires information for report creation. The information for report creation includes at least a business negotiation record that records the details of the business negotiation for which a report is to be created.

[0030] A "business negotiation" is a sales activity in which a salesperson (a company that provides products or its sales representative) negotiates and consults with a customer (a company that purchases products or its representative) to make a new purchase (paid use) of the products they handle (conclude a purchase contract) or to continue purchasing the products (extend a purchase contract). Furthermore, "business negotiation" includes not only the activity of directly selling products to customers, but also meetings regarding business (transactions) with customers and follow-up activities after the conclusion of a business contract. In other words, "business negotiation" encompasses a series of sales processes related to building and maintaining relationships with customers. "Products" include both goods and services. Furthermore, "purchase" includes not only the purchase of products but also the paid use of services (paid implementation).

[0031] A "business negotiation record" is, for example, a video file, an audio file, a text file, etc. that records a business negotiation meeting. The text file includes, for example, a meeting record that records the dialogue of the business negotiation meeting, a meeting summary that summarizes the content of the business negotiation meeting, etc. A meeting record is, for example, a transcription of dialogue in real time or from a video file or audio file, either manually or by artificial intelligence. A meeting summary is, for example, a summary of the content of the meeting contained in a video file, audio file, text file, etc., that is manually or by artificial intelligence.

[0032] The acquisition unit 231 acquires, for example, a negotiation record from the user terminal 3. The acquisition unit 231 may acquire a negotiation record (video, audio, etc.) recorded by the input unit 35 (e.g., a camera, microphone, etc.) of the user terminal 3 by uploading it from the user terminal 3, or may acquire a negotiation record recorded by a device other than the user terminal 3 (e.g., a voice recorder, etc.) by uploading it from the user terminal 3. Furthermore, the acquisition unit 231 may accept input specifying a storage location (e.g., a network address, etc.) on the network where the negotiation record is stored from the user terminal 3, and acquire the negotiation record from the specified storage location (database).

[0033] The acquisition unit 231 may also acquire the business negotiation record by converting the video file or audio file acquired from the user terminal 3 or the database into text (transcription).

[0034] The report creation information may further include publicly available information of participants (customers or salespeople) in the business negotiation. "Publicly available information" is, for example, information that is publicly available on websites accessible via the Internet. The acquisition unit 231 acquires publicly available information, for example, by searching websites related to the participants and crawling those websites.

[0035] The types of websites from which public information is obtained are not limited as long as they contain at least information about the participants, and include official websites, unofficial websites, and other sites. Official websites are websites established by the participants themselves, such as corporate websites, investor relations websites, commercial sites (product sites or service sites), brand sites, promotional sites, owned media sites, campaign sites, e-commerce sites, and member sites. Unofficial websites are websites established by parties other than the participants, such as industry information sites, news sites, economic information sites, and commercial database sites.

[0036] The acquisition unit 231 may acquire only the public information of the customer, may acquire only the public information of the salesperson, or may acquire the public information of both the customer and the salesperson.

[0037] The acquisition unit 231 may generate research information that organizes customer information acquired from a website as public information. The research information includes, for example, items such as merchandise (products or services), business details, competition for each business, trends for each business, and issues, as well as customer information corresponding to these items. The acquisition unit 231 may generate customer research information before a user (a salesperson negotiating with a customer) negotiates with the customer, and present the research information to the user.

[0038] <First Report Creation Unit 232> The first report creation unit 232 is configured to create a first report including at least one of the stage of the business negotiation, the status of the business negotiation, the customer needs, and the customer concerns based on the report creation information acquired by the acquisition unit 231 and the first reference information.

[0039] The first report aims to provide an accurate assessment of the progress of a deal through a scientific and objective analysis of the sales process, and to provide practical insights that can be applied to the next deal by identifying specific opportunities and risks from the current deal.

[0040] The "sales negotiation stage" included in the first report indicates the stage (level) of the relationship built between the salesperson and the customer. Examples of sales negotiation stages include the discovery stage (initial contact, needs discovery, problem exploration, etc.), proposal stage (problem definition, solution proposal, value proposition, benefit proposition, etc.), verification stage (customer evaluation of the proposal, trial use of the product by the customer, verification, etc.), negotiation stage (negotiation of contract terms, adjustment, etc.), closing stage (contract conclusion, product purchase decision, etc.), implementation stage (product implementation, support, etc.), and cancellation stage (contract termination, termination, etc.). The sales negotiation stage changes depending on, for example, communication with the customer (including sales negotiations), the passage of time, etc. The first report may also include a label indicating the sales negotiation stage and the reason for it.

[0041] The "negotiation status" included in the first report indicates the state of the negotiation itself. Negotiation statuses include, for example, a closed state, a progressing state, a stalled state, a non-closed state, and a canceled state. The "closed state" is, for example, a state in which the customer has placed a formal order, a contract has been concluded, or a state in which the implementation of these has been decided, and specifically includes a state in which the order procedure is underway and a contract has been prepared. The "progressing state" is, for example, a state in which the negotiation is moving forward and specific promises for the next step have been made, and specifically includes a state in which the timing and content of the next action (what to do and by when) have been clarified.

[0042] A "stagnation state" refers to, for example, a state in which there is no commitment for the next step. Specifically, this includes a state in which negotiations are not progressing due to reasons such as unclear budgets and timing, or a mismatch between the customer's needs and the proposal. For example, a "stagnation state" is when a customer expresses positive feelings but no commitment to concrete action is made. A "failed state" refers to, for example, a state in which the customer has passed on the proposal or has chosen to contract with another company. Specifically, this includes a state in which a deal (a successful transaction) is unlikely to be concluded due to clear incompatibility in the budget, implementation timing, etc. A "cancellation state" refers to, for example, a state in which a customer who has concluded a deal (is currently doing business) decides to terminate the contract or stop purchasing products. Specifically, this includes a state in which the customer has discontinued continuous service use or has not renewed the contract. The status of a negotiation also changes depending on, for example, communication with the customer (including the negotiation) and the passage of time. The first report may include a label indicating the status of the negotiation and the reason for the status.

[0043] The "customer needs" included in the first report include, for example, the issues the customer is aware of, their motivation to resolve the issues, and the priority of the issues.

[0044] The "customer concerns" included in the first report include, for example, risks such as technical issues, budget constraints, barriers in organizational structure, legal regulations, and schedule constraints, as well as risk indicators such as the importance of each of these risks and the difficulty of responding to them.

[0045] In addition to the information described above, the first report may include items such as information about participants (customers and salespeople) (such as names and speech volume), the start and end times of the business negotiation, the duration of the business negotiation, the purpose of the business negotiation, the content of the icebreaker, an overview (topics) of the business negotiation, a timeline, next steps (next actions), and minutes or summaries of the business negotiation. Each item may also include quotes from participants' comments extracted from the minutes. Figure 5 shows an example of the first report.

[0046] The first report creation unit 232 may create the first report based on the report creation information, including the negotiation records and public information acquired by the acquisition unit 231, and the first reference information. This allows the first report to be created using information about customers or salespeople not included in the negotiations, thereby increasing the usefulness of the first report.

[0047] The first reference information is information including a correlation between the report creation information and the first report, and is stored, for example, in the storage unit 22. The first reference information is an estimator constructed so as to be able to input the report creation information and output the first report. The first reference information may include, for example, a formula, a function, a table, a simple algorithm, or the like, which indicates the correlation between the report creation information and the first report. The correlation included in the first reference information can be constructed, for example, by statistically analyzing data recording the report creation information and the first report created using the report creation information.

[0048] The first reference information may include a first report creation model that has been machine-learned to use report creation information as input and to be able to output the first report. Parameters of the first report creation model that have been calculated, tuned, etc. by such machine learning constitute the correlation of the first reference information. The first report creation model is included in the artificial intelligence unit 240. The first report creation model is, for example, a generation AI that includes a general-purpose language model (a natural language model or a large-scale language model).

[0049] When the first report creation model is a generative AI, the first report creation unit 232 receives report creation information as input, inputs a prompt including an instruction to output a first report based on the report creation information to the first report creation model, and causes the first report creation model to output the first report. The first report creation unit 232 may generate a prompt that gives the first report creation model an instruction to create the first report, and input the prompt to the first report creation model. Alternatively, the first report creation unit 232 may input a prompt into which a sample of the first report is inserted to the first report creation model.

[0050] The first reference information may include scoring reference information and first report reference information. In this case, the first report creation unit 232 performs a score calculation process to calculate a negotiation score for at least one of the possibility of closing the negotiation, the customer's willingness to purchase in the negotiation, and the issues in closing the negotiation based on the report creation information and the scoring reference information, and a report creation process to create a first report based on analysis information including the negotiation score calculated in the score calculation process and the first report reference information. This makes it possible to create a first report that takes into account factors that should be emphasized in the negotiation based on quantitative evaluation values for the possibility of closing the negotiation, the customer's willingness to purchase in the negotiation, or the issues in closing the negotiation.

[0051] The deal score, which measures the likelihood of a deal closing, is based on a BANTC (Budget, Authority, Needs, Timeframe, Competitor) analysis. Specifically, five factors—budget (the extent to which the budget for implementing the product has been secured), approval authority (the customer's level of decision-making authority), needs (the customer's awareness of the problem and their willingness to solve it), implementation timing (the clarity and urgency of the desired implementation timing), and competitive landscape (the presence or absence of competitors and their comparative evaluation)—are scored on the same scale (e.g., 0–2 points), and the sum of these scores is used to determine the deal score. In a BANTC analysis, a deal score of 8–10 indicates a priority opportunity, a score of 5–7 indicates an opportunity requiring careful follow-up, and a score of 0–4 indicates an opportunity requiring lead development or proposal revision. The scoring reference information includes correlations between the report information (especially the deal records) and the evaluation of these factors.

[0052] The sales negotiation score regarding a customer's willingness to purchase during a sales negotiation is, for example, a score based on positive signal analysis. Specifically, momentary changes in the customer's attitude or emotion are extracted from the sales negotiation record, and the magnitude of the changes is used as a sales negotiation score, for example, on a scale of 0 to 10 points. Momentary changes in attitude or emotion are determined, for example, based on the content, volume, and speed of the customer's speech. In the sales negotiation score based on positive signal analysis, for example, a score of 8 to 10 indicates a deal that is close to closing, a score of 5 to 7 indicates a deal that requires further relationship building, and a score of 0 to 4 indicates a deal with a low chance of closing at present. The scoring reference information includes information (correlation) for determining the strength of changes in attitude or emotion relative to the information for creating the report (particularly the sales negotiation record).

[0053] The deal score for issues in closing a deal is, for example, a score based on the severity (risk analysis) of factors that hinder the closing of a deal. Specifically, for each type of factor (e.g., technical issues, budget constraints, organizational structure barriers, legal regulations, schedule constraints, etc.), the severity is evaluated based on the magnitude of the impact (e.g., four levels: "serious," "moderate," "low," and "minor / none") and the difficulty of addressing it (e.g., three levels: "easy," "possible with ingenuity," and "difficult"), and the resulting severity is used as the deal score, for example, on a deduction scale of -5 to 0 points. The scoring reference information includes information (correlations) for determining the severity of factors that hinder the closing of a deal with information for creating reports (e.g., deal records).

[0054] The first report creation unit 232 may calculate a negotiation score regarding all of the above-mentioned factors: the likelihood of closing the negotiation, the customer's willingness to purchase in the negotiation, and the challenges in closing the negotiation. Such a negotiation score may be calculated, for example, based on BANTCSR (Budget, Authority, Needs, Timeframe, Competitor, Signal, Risk) analysis. In the BANTCSR analysis, the negotiation score is calculated as the sum of the negotiation score from the BANTCSR analysis, the negotiation score from the positive signal analysis, and the negotiation score from the risk analysis. In the negotiation score based on the BANTCSR analysis, for example, a score of 15 to 20 indicates a case that should be prioritized, a score of 10 to 14 indicates a case that requires careful follow-up, and a score of 0 to 10 indicates a case that requires nurturing potential customers, reviewing the proposal content, etc.

[0055] The scoring reference information is information including the correlation between the report creation information and the negotiation score, and is stored, for example, in the memory unit 22. The scoring reference information is an estimator constructed so that it can input the report creation information and output the negotiation score. The scoring reference information may include, for example, a formula, function, table, simple algorithm, etc., that indicates the correlation between the report creation information and the negotiation score. The correlation included in the scoring reference information can be constructed, for example, by statistically analyzing data that records the report creation information and the negotiation score corresponding to the report creation information.

[0056] The scoring reference information may include a negotiation score determination model that has been machine-learned to use report creation information as input and to be able to output a negotiation score. The parameters of the negotiation score determination model calculated, tuned, etc. by such machine learning constitute the correlation of the scoring reference information. The negotiation score determination model is included in the artificial intelligence unit 240. The negotiation score determination model is, for example, a generation AI that includes a general-purpose language model (a natural language model or a large-scale language model).

[0057] When the negotiation score determination model is a generative AI, the first report creation unit 232 inputs report creation information, inputs a prompt including an instruction to output a negotiation score corresponding to the report creation information to the negotiation score determination model, and causes the negotiation score determination model to output the negotiation score. The first report creation unit 232 may generate a prompt that gives an instruction to the negotiation score determination model to output the negotiation score, and input the prompt to the negotiation score determination model. The first report creation unit 232 may also input a prompt into which a sample of the negotiation score is inserted to the negotiation score determination model.

[0058] The reference information for the first report is information including the correlation between the analysis information and the first report, and is stored, for example, in the storage unit 22. The reference information for the first report is an estimator constructed so as to be able to output the first report by inputting the analysis information (information including the negotiation score and tags described below). The reference information for the first report may include, for example, a formula, a function, a table, a simple algorithm, etc., that indicates the correlation between the analysis information and the first report. The correlation included in the reference information for the first report can be constructed, for example, by statistically analyzing data that records the analysis information and the first report corresponding to the analysis information.

[0059] The first report reference information may include a first report creation model that is machine-learned to use the analysis information as input and to be able to output the first report. Parameters of the first report creation model that are calculated, tuned, etc. by such machine learning constitute the correlations of the first report reference information.

[0060] When the first report creation determination model is a generation AI, the first report creation unit 232 inputs analysis information, inputs a prompt including an instruction to output a first report corresponding to the analysis information to the first report creation determination model, and causes the first report creation model to output the first report.

[0061] The first reference information may further include tagging reference information in addition to the scoring reference information and the first report reference information. In this case, the first report creation unit 232 further performs a tagging process to assign tags representing the stage or status of the negotiation to the negotiation record based on the report creation information and the tagging reference information. In addition, in the score calculation process, a negotiation score is calculated based on the report creation information, the tags, and the scoring reference information. In addition, in the report creation process, a first report is created based on the analysis information including the negotiation score calculated in the score calculation process and the tags assigned in the tagging process, and the first report reference information. As a result, the negotiation score is calculated for the negotiation record structured by tagging, thereby improving the accuracy of determining the negotiation score. As a result, the value of the first report created using this negotiation score is improved.

[0062] The tagging reference information is information including correlations between the report creation information and tags, and is stored, for example, in the storage unit 22. The tagging reference information is an estimator constructed so as to be able to input the report creation information and output tags to be assigned to the negotiation details included in the report creation information. The tagging reference information may include, for example, a formula, a function, a table, a simple algorithm, or the like, which indicates the correlations between the report creation information and the tags. The correlations included in the tagging reference information can be constructed, for example, by statistically analyzing data recording the report creation information and the tags corresponding to the report creation information.

[0063] The tagging reference information may include a tag determination model that has been machine-learned to receive report creation information as input and output corresponding tags. Parameters of the tag determination model calculated, tuned, etc. by such machine learning form correlations in the tagging reference information. The tag determination model is included in the artificial intelligence unit 240. The tag determination model is, for example, a generation AI that includes a general-purpose language model (a natural language model or a large-scale language model).

[0064] When the tag determination model is a generative AI, the first report creation unit 232 receives report creation information as input, inputs a prompt including an instruction to output a tag corresponding to the report creation information to the tag determination model, and causes the tag determination model to output the tag. The first report creation unit 232 may generate a prompt that instructs the tag determination model to output the tag, and input the prompt to the tag determination model. Alternatively, the first report creation unit 232 may input a prompt into which a tag sample has been inserted to the tag determination model.

[0065] When the first report creation unit 232 performs tagging processing, the scoring reference information includes correlations between the report creation information, tags, and negotiation scores. In this case, the scoring reference information is an estimator constructed to be able to output negotiation scores using the report creation information and tags as input. The scoring reference information may include, for example, a formula, function, table, simple algorithm, etc., that indicates the correlation between the report creation information and tags and the negotiation scores. The correlations included in the scoring reference information can be constructed, for example, by statistically analyzing data that records the report creation information and tags and the negotiation scores corresponding to the combinations of the report creation information and tags.

[0066] The scoring reference information may include a sales negotiation score determination model that has been machine-learned to take report creation information and tags as input and output a sales negotiation score.

[0067] When the negotiation score determination model is a generative AI, the first report creation unit 232 inputs report creation information and tags, inputs a prompt to the negotiation score determination model including instructions to output a negotiation score corresponding to the combination of the report creation information and the tags, and causes the negotiation score determination model to output a negotiation score.

[0068] The first report created by the first report creation unit 232 is registered in a report database stored in the storage unit 22, for example.

[0069] <Second Report Writing Department 233> The second report creation unit 233 is configured to create a second report including the results of the behavioral analysis of the salesperson in the negotiation, based on the first report for each of the multiple negotiations created by the first report creation unit 232 and the second reference information. This allows the user to improve the sales process using a comprehensive sales analysis based on the history of multiple negotiations.

[0070] The second report is created, for example, based on multiple business negotiations conducted by one salesperson. The multiple first reports that are the basis for the second report (the targets of analysis) may include only the first report about the business negotiation with one customer, or may include first reports about business negotiations with multiple customers.

[0071] The "behavioral analysis results" are, for example, a summary of the salesperson's behavior during negotiations (for example, the content of the presentation), the results of the behavior, and the factors that led to the results.

[0072] The behavioral analysis results may include at least one of the salesperson's sales success stories, sales failure stories, sales challenges, and sales improvement measures. By referring to the second report, it is possible to streamline the sales process, establish sales patterns (digitization), etc. In particular, it is desirable for the behavioral analysis results to include success stories, failure stories, challenges, improvement measures, etc. for each stage or status of sales negotiations.

[0073] "Sales success stories" include, for example, the actions and results of salespeople in negotiations that have reached the closing stage, or negotiations that have been concluded or advanced. "Sales failure stories" include, for example, the actions and results of salespeople in negotiations that have reached the final stage, or negotiations that have not been concluded or have been terminated. "Sales challenges" include, for example, the actions of salespeople and customer reactions in negotiations that have not progressed to the next stage, negotiations that have reached a stagnation, etc. "Sales improvement measures" include, for example, actions that should be taken in future negotiations or in preparation for negotiations.

[0074] In addition to the results of the behavioral analysis, the second report may also include the characteristics of the salesperson (strengths, weaknesses, etc.), the characteristics of the products handled by the salesperson (advantages, etc.), and common patterns among customers, salespersons, and competitors extracted through 3C (Customer-Competitor-Company) analysis. Figure 6 is a diagram showing an example of the second report. The second report in Figure 6 includes, as the results of the behavioral analysis, the results of a problem analysis using the IMPACT model, which includes the perspectives of Insight (visualization of issues), Magnify (expanded recognition of latent issues), Approach (presentation of solutions), Calculate (return on investment), and Transition (design of the implementation process).

[0075] The second reference information is information including the correlation between a plurality of first reports (hereinafter referred to as "first report group") and the second report, and is stored, for example, in the storage unit 22. The second reference information is an estimator constructed so as to be able to input the first report group and output the second report. The second reference information may include, for example, a formula, a function, a table, a simple algorithm, or the like, which indicates the correlation between the first report group and the second report. The correlation included in the second reference information can be constructed, for example, by statistically analyzing data recording the first report group and the second report corresponding to the first report group.

[0076] The second reference information may include a second report creation model that has been machine-learned to use the first report group as input and to be able to output the second report. Parameters of the second report creation model that have been calculated, tuned, etc. by such machine learning constitute the correlations of the second reference information. The second report creation model is included in the artificial intelligence unit 240. The second report creation model is, for example, a generation AI that includes a general-purpose language model (a natural language model or a large-scale language model).

[0077] When the second report creation model is a generative AI, the second report creation unit 233 inputs the first report group, inputs a prompt including an instruction to output a second report corresponding to the first report group, and causes the second report creation model to output the second report. The second report creation unit 233 may generate a prompt that gives the second report creation model an instruction to output the second report, and input the prompt to the second report creation model. The second report creation unit 233 may also input a prompt into which a sample of the second report is inserted to the second report creation model.

[0078] The second report created by the second report creating unit 233 is registered in a report database stored in the storage unit 22, for example.

[0079] <Knowledge Creation Department 234> The knowledge creation unit 234 is configured to create knowledge that systematically organizes information on at least one of customer needs, questions from customers, and product descriptions, based on the analysis information for each of the multiple business negotiations and the third reference information created by the first report creation unit 232. This allows salespeople to prepare in advance how to respond to requests, questions, etc. from customers during business negotiations, thereby making it possible to efficiently advance business negotiations.

[0080] The analytical information used to create knowledge includes at least the negotiation score calculated by the first report creation unit 232 in the score calculation process, and preferably includes the negotiation score and the tag assigned to the negotiation record by the first report creation unit 232 in the tagging process.

[0081] "Information regarding questions from customers" includes, for example, the classification of questions from customers, the specific content of the questions, the intention of the questions, example answers to the questions, etc. In the knowledge, for example, for each classification of questions, the questions from customers and their specific content, intention, etc. are described. Classification of questions includes, for example, questions about the functions of the product, questions about how to use the product, questions about after-sales support, questions about fees, etc.

[0082] The third reference information is information including correlations between multiple pieces of analytical information (hereinafter referred to as "analysis information group") and knowledge, and is stored, for example, in the storage unit 22. The third reference information is an estimator constructed so as to be able to input the analysis information group and output knowledge. The third reference information may include, for example, a formula, a function, a table, a simple algorithm, etc., that indicates the correlations between the analysis information group and the knowledge. The correlations included in the third reference information can be constructed, for example, by statistically analyzing data that records the analysis information group and the knowledge corresponding to the analysis information group.

[0083] The third reference information may include a knowledge creation model that has been machine-learned to use the group of analysis information as input and to be able to output knowledge. Parameters of the knowledge creation model that have been calculated, tuned, etc. by such machine learning constitute the correlations of the third reference information. The knowledge creation model is included in the artificial intelligence unit 240. The knowledge creation model is, for example, a generation AI that includes a general-purpose language model (a natural language model or a large-scale language model).

[0084] When the knowledge creation model is a generative AI, the knowledge creation unit 234 receives an analysis information group as input, inputs a prompt including an instruction to output knowledge corresponding to the analysis information group to the knowledge creation model, and causes the knowledge creation model to output the knowledge. The knowledge creation unit 234 may generate a prompt that instructs the knowledge creation model to output knowledge, and input the prompt to the knowledge creation model. The knowledge creation unit 234 may also input a prompt into which a knowledge sample is inserted to the knowledge creation model.

[0085] The knowledge created by the knowledge creating unit 234 is registered in a knowledge database stored in the storage unit 22, for example.

[0086] <Display control unit 235> The display control unit 235 is configured to display the first report created by the first report creation unit 232, the second report created by the second report creation unit 233, and the knowledge created by the knowledge creation unit 234 on the user terminal 3.

[0087] The display control unit 235, for example, receives a display request for the first report, the second report, or knowledge from the user terminal 3, and outputs the first report, the second report, or the knowledge registered in the database to the user terminal 3.

[0088] <Artificial Intelligence Department 240> The artificial intelligence unit 240 is configured to receive input from each functional unit and return the instructed output. The artificial intelligence used by each functional unit of the information processing device 2 may be a common one, or may be prepared individually for each functional unit.

[0089] Specific algorithms for machine learning in artificial intelligence include nearest neighbor methods, naive Bayes methods, decision trees, support vector machines, deep learning using neural networks, and regression models.

[0090] The artificial intelligence unit 240 has a trained model constructed by a learning method such as supervised learning, unsupervised learning, or self-supervised learning. In supervised learning, machine learning is performed using training data (training data). The training data consists of pairs of input data for learning and output data (correct answer data). The training model included in the artificial intelligence unit 240 can perform additional learning as transfer learning or fine tuning using new data acquired from the user terminal 3 or the like.

[0091] <Display section 331> The display unit 331 of the user terminal 3 is configured to display an image represented by the data transmitted from the information processing device 2 on the output unit .

[0092] <Operation acquisition unit 332> The operation acquisition unit 332 of the user terminal 3 is configured to accept an operation by the user of the user terminal 3 via the input unit 35.

[0093] 3. Information Processing Method This section describes an information processing method of the information processing device 2. In this information processing method, the functions of the respective parts of the information processing device 2 are executed as respective steps.

[0094] This information processing method includes an acquisition step, a first report creation step, a second report creation step, a knowledge creation step, and a display control step. In the acquisition step, report creation information including at least a sales negotiation record that records the details of the sales negotiation for which the report is to be created is acquired. In the first report creation step, a first report including at least one of the sales negotiation stage, the sales negotiation status, customer needs, and customer concerns is created based on the report creation information and first reference information. In the second report creation step, a second report including the results of an analysis of the salesperson's behavior in the sales negotiation is created based on the first report for each of multiple sales negotiations and the second reference information. In the knowledge creation step, knowledge is created that systematically organizes at least one of customer needs, customer questions, and product descriptions based on the analysis information for each of multiple sales negotiations and the third reference information. In the display control step, the first report, the second report, or the knowledge is output to a user terminal 3.

[0095] 7 is an activity diagram showing the flow of information processing (report creation processing) executed by the information processing system 1. Below, the information processing will be explained along with each activity in this activity diagram.

[0096] The report creation process begins when a user (salesperson) sends (uploads) a sales negotiation record to the information processing device 2 using the user terminal 3 (activity A110). The information processing device 2 (processor 23) acquires the sales negotiation record sent from the user terminal 3 and public information acquired from the website as information for report creation (activity A120). Next, the information processing device 2 tags the sales negotiation record and calculates a sales negotiation score based on the information for report creation (activity A130). Furthermore, the information processing device 2 creates a first report based on the information for report creation and analysis information including the tags and the sales negotiation score (activity A140). Based on a request from the user terminal 3, the information processing device 2 displays the created first report on the user terminal 3 (activity A150).

[0097] Furthermore, the information processing device 2 creates a second report and knowledge based on the first report group or the analytical information group (activity A160). Based on a request from the user terminal 3, the information processing device 2 displays the created second report or knowledge on the user terminal 3 (activity A170).

[0098] 4. Effect The operation of this embodiment can be summarized as follows: A first report is created based on the negotiation record, including the negotiation stage, negotiation status, and customer needs or concerns. This first report can then be used to create and acquire information useful for the sales process.

[0099] Although the embodiment of the present invention has been described above, the present invention is not limited to this and can be modified as appropriate within the scope of the technical idea of the invention.

[0100] 5.Other In the above embodiment, the information processing device 2 performs various storage and control operations. However, multiple external devices may be used instead of the information processing device 2. That is, various pieces of information and programs may be distributed and stored in multiple external devices using blockchain technology or the like. In particular, the artificial intelligence unit 240 may be an external component of the information processing device 2.

[0101] The aspect of this embodiment is not limited to the information processing system 1, and may be an information processing method or a program. The information processing method includes each step of the information processing system 1. The program causes a computer to execute each step of the information processing system 1.

[0102] At least one of the devices included in the information processing system 1 may be installed outside the country in which the functions of the information processing system 1 are performed.

[0103] The information processing system 1 may be configured only with the information processing device 2. In other words, the information processing system 1 does not necessarily have to include both the information processing device 2 and the user terminal 3. In addition, some of the functions of the information processing device 2 described above (such as the acquisition unit 231, the first report creation unit 232, the second report creation unit 233, and the knowledge creation unit 234) may be included in the user terminal 3.

[0104] The information processing device 2 does not necessarily have to include the second report creation unit 233 and the knowledge creation unit 234. In other words, the information processing system 1 does not necessarily have to have the function of creating the second report or knowledge.

[0105] It may be provided in the following manner.

[0106] (1) An information processing system comprising a processor, the processor being configured to execute the following steps by reading a program: in an acquisition step, information for report creation is acquired, the information including at least a sales negotiation record that records the content of the sales negotiation for which a report is to be created; in a first report creation step, a first report is created, the first report including at least one of the stage of the sales negotiation, the status of the sales negotiation, customer needs, and customer concerns, based on the information for report creation and first reference information; wherein the first reference information includes a correlation between the information for report creation and the first report.

[0107] (2) In the information processing system described in (1) above, the first reference information includes scoring reference information and first report reference information, and the first report creation step includes a score calculation process that calculates a negotiation score related to at least one of the possibility of closing the negotiation, the customer's purchasing willingness in the negotiation, and issues in closing the negotiation based on the report creation information and the scoring reference information, and a report creation process that creates the first report based on analysis information including the negotiation score and the first report reference information, and the scoring reference information includes a correlation between the report creation information and the negotiation score, and the first report reference information includes a correlation between the analysis information and the first report.

[0108] (3) In the information processing system described in (2) above, the first reference information further includes tagging reference information, and the first report creation step further performs a tagging process to assign a tag representing the stage or status of the negotiation to the negotiation record based on the report creation information and the tagging reference information, the score calculation process calculates the negotiation score based on the report creation information, the tag, and the scoring reference information, and the report creation process creates the first report based on the analysis information including the negotiation score and the tag and the first report reference information, the tagging reference information includes a correlation between the report creation information and the tag, and the scoring reference information includes a correlation between the report creation information, the tag, and the negotiation score.

[0109] (4) In an information processing system described in any one of (1) to (3) above, in the acquisition step, the report creation information further including public information of participants in the business negotiation is acquired, and in the first report creation step, the first report is created based on the report creation information including the business negotiation record and the public information and the first reference information.

[0110] (5) In the information processing system described in any one of (1) to (4) above, the processor is configured to further perform the following steps: in the second report creation step, a second report including the results of a behavioral analysis of the salesperson in each of the multiple sales negotiations is created based on the first report for each of the multiple sales negotiations and second reference information; and wherein the second reference information includes a correlation between the multiple first reports and the second report.

[0111] (6) In the information processing system described in (5) above, the behavioral analysis results include at least one of the sales success stories, sales failure stories, sales challenges, and sales improvement measures of the salesperson.

[0112] (7) In the information processing system described in (2) or (3) above, the processor is configured to further execute the following steps: in the knowledge creation step, knowledge is created that systematically organizes information regarding at least one of customer needs, customer questions, and product descriptions based on the analysis information for each of the multiple business negotiations and third reference information; and wherein the third reference information includes correlations between the multiple pieces of analysis information and the knowledge.

[0113] (8) An information processing method, comprising steps executed by the information processing system according to any one of (1) to (7) above.

[0114] (9) A program for causing a computer to execute each step of the information processing system described in any one of (1) to (7) above. Of course, this is not the case.

[0115] Finally, while various embodiments of the present disclosure have been described, they are presented as examples and are not intended to limit the scope of the invention. The novel embodiments may be embodied in various other forms, and various omissions, substitutions, and modifications may be made without departing from the spirit of the invention. Such embodiments and modifications are intended to be included within the scope and spirit of the invention, as well as within the scope of the inventions and their equivalents as defined in the claims. [Explanation of symbols]

[0116] 1: Information processing system 2: Information processing equipment 20: Communication bus 21: Communications Department 22: Storage section 23: Processor 231: Acquisition Department 232: First Report Writing Department 233: Second Report Writing Department 234: Knowledge Creation Department 235: Display control unit 240: Artificial Intelligence Department 3: User terminal 30: Communication bus 31: Communications Department 32: Storage section 33: Processor 331:Display section 332 :Operation acquisition part 34: Output section 35: Input section

Claims

1. An information processing system, a processor; The processor is configured to execute the following steps by reading the program: In the acquisition step, information for creating a report including at least a business negotiation record that records the content of the business negotiation for which the report is to be created is acquired; In the first report creation step, a tagging process in which the report creation information is input into a tag determination model and a tag representing a stage or status of the negotiation is output from the tag determination model; a score calculation process for inputting the report creation information and the tag into a negotiation score determination model and outputting a negotiation score relating to at least one of the possibility of closing the negotiation, the customer's willingness to purchase in the negotiation, and issues in closing the negotiation from the negotiation score determination model; a report creation process for inputting analytical information including the negotiation score and the tag into a first report creation model and causing the first report creation model to output a first report including at least one of the negotiation stage, the negotiation status, customer needs, and customer concerns; wherein the tag determination model is a machine-learned model that takes the report creation information as input and is capable of outputting the tag, the negotiation score determination model is a machine-learned model that takes the report creation information and the tag as input and is capable of outputting the negotiation score, and the first report creation model is a machine-learned model that takes the analysis information as input and is capable of outputting the first report.

2. 2. The information processing system according to claim 1, In the acquisition step, the report creation information further including public information of participants in the business negotiation is acquired, In the first report creation step, the report creation information including the negotiation record and the public information is input into the tag determination model and the negotiation score determination model, in an information processing system.

3. An information processing system, a processor; The processor is configured to execute the following steps by reading the program: In the acquisition step, information for creating a report including at least a business negotiation record that records the content of the business negotiation for which the report is to be created is acquired; In the first report creation step, the report creation information is input to a first report creation model, and a first report including at least one of the stage of the business negotiation, the status of the business negotiation, the customer needs, and the customer concerns is output from the first report creation model, wherein the first report creation model is a model trained by machine learning to receive the report creation information as an input and to be able to output the first report; In the second report creation step, the first report for each of the multiple sales negotiations is input into a second report creation model, and a second report including the results of an analysis of the salesperson's behavior in the sales negotiation is output from the second report creation model, wherein the second report creation model is a machine-learned model that takes the multiple first reports as input and is capable of outputting the second report.

4. 4. The information processing system according to claim 3, An information processing system, wherein the behavioral analysis results include at least one of the sales success stories, sales failure stories, sales challenges, and sales improvement measures of the salesperson.

5. An information processing system, a processor; The processor is configured to execute the following steps by reading the program: In the acquisition step, information for creating a report including at least a business negotiation record that records the content of the business negotiation for which the report is to be created is acquired; In the first report creation step, a score calculation process for inputting the report creation information into a negotiation score determination model and outputting a negotiation score relating to at least one of the possibility of closing the negotiation, the customer's willingness to purchase in the negotiation, and the issues in closing the negotiation from the negotiation score determination model; a report creation process for inputting analytical information including the negotiation score into a first report creation model and causing the first report creation model to output a first report including at least one of the negotiation stage, the negotiation status, customer needs, and customer concerns; wherein the negotiation score determination model is a machine-learned model that receives the report creation information as input and is capable of outputting the negotiation score, and the first report creation model is a machine-learned model that receives the analysis information as input and is capable of outputting the first report, In the knowledge creation step, the analytical information for each of the multiple business negotiations is input into a knowledge creation model, and knowledge that systematically organizes information regarding at least one of customer needs, customer questions, and product descriptions is output from the knowledge creation model, where the knowledge creation model is a machine-learned model that takes multiple pieces of analytical information as input and is capable of outputting the knowledge.

6. An information processing method, comprising: An information processing method comprising the steps executed by the information processing system according to any one of claims 1 to 5.

7. A program, A program for causing a computer to execute each step of the information processing system according to any one of claims 1 to 5.

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