Sales support device and sales support method

Abstract

To provide a sales support device and a sales support method for accurately estimating the likelihood of future contract closing for ongoing projects.SOLUTION: In a sales support system that is provided in a business office or a data center and the like of a business operator and is configured to include one or more user terminals, a data management system, and a sales support device, the sales support device 40 comprises: a storage unit for storing project history information, which is information including attributes of a project and a history of changes in progress phases of the project from start of work for a client to contract closing or non-closing of the project; and a contract closing rate calculation unit for calculating a contract closing rate, which is a probability that a project with a predetermined attribute that has reached a predetermined phase will subsequently reach contract closing, based on the project history information.SELECTED DRAWING: Figure 2

Description

[Technical Field]

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

[0002] Sales Force Automation (SFA) is sometimes used as a tool to support a company's sales activities. SFA is used, for example, to accumulate and manage information about sales activities and business processes, and to forecast sales and profits.

[0003] As a technology that contributes to the prediction of sales and profits, Patent Document 1 describes that a server device in a sales support system stores information including an expected order amount and parameters related to the prediction of the expected order amount for each sales case, generates display data based on the information to simultaneously display the expected order amount and the predicted expected order amount based on the parameters, and displays the display data on a display unit. [Prior art documents] [Patent documents]

[0004] [Patent Document 1] Patent Publication No. 2021-68036 Summary of the Invention [Problem to be solved by the invention]

[0005] In order to predict future business performance using SFA and other methods to help with management decisions, it is necessary to consider whether ongoing sales activities will lead to official orders, resulting in contracts and business results. However, there are various processes involved in each project leading to contract conclusion, and these processes also depend on business practices, so there are many uncertainties in predicting contract conclusion. Patent Document 1 also discloses that the expected order amount and other information can be entered by the user at their own discretion.

[0006] The present invention has been made in view of the above background, and its purpose is to provide a sales support device and a sales support method that can accurately estimate the likelihood of future contracts for ongoing cases. [Means for solving the problem]

[0007] One aspect of the present invention for solving the above problem is a sales support device that includes a storage device that stores case history information, which is information including the attributes of a case and the history of the progress phase changes for the case from the start of work with a client to the conclusion or non-conclusion of the case, and a processing device that calculates, based on the case history information, a success rate, which is the probability that a case with specified attributes that has reached a specified phase will subsequently be concluded. [Effects of the Invention]

[0008] According to the present invention, it is possible to accurately estimate the likelihood of future contracts for ongoing projects. Configurations and effects other than those described above will become apparent from the following description of the embodiments. [Brief explanation of the drawings]

[0009] [Figure 1] 1 is a diagram illustrating an example of a configuration of a sales support system according to an embodiment of the present invention. [Figure 2] FIG. 2 is a diagram illustrating an example of a functional unit included in the sales support device. [Figure 3] FIG. 2 is a diagram illustrating an example of hardware included in the sales support device. [Figure 4] FIG. 10 is a flow diagram illustrating an outline of a sales support process. [Figure 5] FIG. 10 is a flow diagram illustrating an example of a case history update process. [Figure 6] FIG. 10 is a flow diagram illustrating an example of a data acquisition process. [Figure 7] FIG. 10 illustrates an example of a case management table. [Figure 8] FIG. 10 is a diagram illustrating an example of a case history table. [Figure 9]FIG. 10 is a flow diagram illustrating an example of a contract rate calculation process. [Figure 10] FIG. 10 is a diagram illustrating an example of a contract rate management table. [Figure 11] 10A and 10B are diagrams illustrating an example of change history of a case management table and a case history table. [Figure 12] 10A and 10B are diagrams illustrating an example of change history of a case management table and a case history table. [Figure 13] FIG. 10 is a diagram illustrating an example of a deal prediction result screen. DETAILED DESCRIPTION OF THE INVENTION

[0010] 1 is a diagram showing an example of the configuration of a sales support system 1 according to this embodiment. The sales support system 1 includes one or more user terminals 10, a data management system 20, and a sales support device 40. The sales support system 1 is installed in an office or a data center of a business operator (hereinafter referred to as the business operator).

[0011] The user terminal 10 is an information processing device (computer) used by a sales representative (user) of a business who conducts sales activities (work toward closing a deal) for each project. Using the user terminal 10, the user inputs information about their progress (e.g., business activities) into the data management system 20 as each phase of their progress progresses. The user also uses the user terminal 10 to input the results of their sales activities (information about projects that have been concluded or not concluded) into a slip management system (not shown) included in the data management system 20. Note that a failed deal here includes not only cases where the business and the other party are unable to agree on a contract, but also cases where the project itself disappears as a result of the business (sales representative) finishing its sales activities, and cases where the other party reaches an agreement with another business.

[0012] The data management system 20 is configured to include an SFA (Sales Force Automation) system, etc. The data management system 20 is an information processing system configured with one or more information processing devices (computers). The data management system 20 manages information input from the user terminal 10, and also coordinates data with the sales support device 40.

[0013] The data management system 20 includes databases for an unconfirmed case DB21 and a confirmed case DB22. The unconfirmed case DB21 stores information on ongoing cases for which the conclusion or non-conclusion of a contract has not yet been confirmed. The unconfirmed case DB21 stores, for example, the case number of the case, information on the client, and information on the phase. The confirmed case DB22 stores information on cases for which the conclusion or non-conclusion of a contract has been confirmed. The confirmed case DB22 stores, for example, the case number of the case, information on the client, and information on the contract amount.

[0014] The sales support device 40 is an information processing system configured with one or more information processing devices (computers). The sales support device 40 acquires information on past cases from the data management system 20, and predicts the contract rate of cases for a predetermined future period based on the acquired information. In this embodiment, the sales support device 40 predicts the contract rate for the current year based on information on cases from past years.

[0015] The user terminal 10, the data management system 20, and the sales support device 40 are communicatively connected to each other via a wired or wireless communication network 5 such as the Internet, a LAN (Local Area Network), a WAN (Wide Area Network), or a dedicated line. Next, the sales support device 40 will be described in detail.

[0016] 2 is a diagram illustrating an example of functional units included in the sales support device 40. The sales support device 40 includes a data acquisition unit 41, a contract rate calculation unit 42, a contract amount prediction unit 43, and an output unit 44.

[0017] The data acquisition unit 41 acquires case information from the data management system 20. The acquired information is stored in a case management table 100 and a case history table 200, which will be described later.

[0018] The contract rate calculation unit 42 calculates the contract rate, which is the probability that a contract of each attribute that has reached each phase will subsequently result in a contract, based on the case history table 200. Then, the contract rate calculation unit 42 extracts the attribute and current phase of a case from information on the case for which contract or non-conclusion has not been determined (the case for which the contract rate is to be calculated), and calculates the contract rate of the case related to the attribute and phase based on the extracted attribute and phase.

[0019] In this embodiment, the phase may be a stage in the business operator's sales activities, a stage set according to the circumstances of the other party (business partner) in the sales activities, or a stage set based on other criteria (objective situation criteria).

[0020] The contract amount prediction unit 43 calculates the contract amount (hereinafter referred to as the first contract amount) assuming that all cases that have not yet been determined to be concluded are concluded, and the contract amount (hereinafter referred to as the second contract amount) predicted based on the contract rate calculated by the contract rate calculation unit 42.

[0021] The output unit 44 displays information such as the calculated contract rates and contract amounts on the screen.

[0022] The sales support device 40 also stores the following databases: a case management table 100, a case history table 200, a contract rate management table 400, and a budget management table 500.

[0023] The case management table 100 stores current information about each case (for example, information about the current phase).

[0024] The case history table 200 stores case attributes and information (case history information) on the history of the progress phase transitions for the case from the start of work with a client to the confirmation of whether the case is concluded or not.

[0025] The contract rate management table 400 stores each calculated contract rate (contract rate for each phase and attribute).

[0026] The budget management table 500 stores information relating to the target value of the contract amount.

[0027] 3 is a diagram illustrating an example of hardware included in the sales support device 40. The sales support device 40 includes a processing device 91 (processor) such as a central processing unit (CPU), a digital signal processor (DSP), a graphics processing unit (GPU), or a field-programmable gate array (FPGA); a main memory device 92 such as a read-only memory (ROM) or a random access memory (RAM); an auxiliary memory device 93 such as a hard disk drive (HDD) or a solid-state drive (SSD); a communication device 94 such as a network interface card (NIC), a wireless communication module, a universal serial interface (USB) module, or a serial communication module; an input device 95 such as a mouse or keyboard; and an output device 96 such as a liquid crystal display or an organic electroluminescence (EL) display. The user terminal 10 and the data management system 20 also have the same hardware configuration as the sales support device 40.

[0028] The functions of each functional unit of the sales support device 40 described above are realized by the processing device 91 of the sales support device 40 reading out a predetermined program that realizes the function of each functional unit stored in the main memory device 92 or the auxiliary memory device 93. Each program can be recorded on a recording medium and distributed, for example. Note that the sales support device 40 may be realized, in whole or in part, using virtual information processing resources provided using virtualization technology, process space separation technology, or the like, such as a virtual server provided by a cloud system. Furthermore, all or in part of the functions provided by the sales support device 40 may be realized, for example, by a service provided by a cloud system via an API (Application Programming Interface), or the like. Next, the processing performed by the sales support system 1 will be described.

[0029] FIG. 4 is a flow diagram outlining the process (sales support process) for predicting the future closing rate of the business.

[0030] First, the data management system 20 executes a case history update process s11 for accepting input of an update of case information from the user terminal 10.

[0031] Thereafter, the sales support device 40 executes a data acquisition process s13 for acquiring information on the case from the data management system 20.

[0032] The sales support device 40 executes a contract rate prediction process s15 for predicting the contract rate of the cases in the current fiscal year based on the case information acquired in the data acquisition process s13.

[0033] The sales support device 40 executes a contract forecast presentation process s17 for presenting the predicted results of contracts for the current fiscal year to the user based on the contract rate calculated in the contract rate prediction process s15. This completes the sales support process.

[0034] Note that the order and number of times each of the above processes is executed do not necessarily have to be as described above. For example, the closing rate prediction process s15 may be executed after the case history update process s11 and the data acquisition process s13 have each been executed at least once. Each process will be described in detail below.

[0035] <Matter history update process> FIG. 5 is a flow diagram illustrating an example of the case history update process s11.

[0036] First, the data management system 20 accepts input of information on a new case (in this embodiment, a new case is established when work that has not yet become an official case but is managed as a case begins) (s111). For example, the data management system 20 accepts input of the case number, the name of the client of the case, and information on the attributes of the case from the user terminal 10.

[0037] The data management system 20 also accepts input of information regarding changes to the phase of an existing case (including when a deal has been concluded or not) (s113). For example, the data management system 20 accepts input of the number of the case whose phase has been changed, the name of the client of the case, and the phase after the change from the user terminal 10. Note that the phase may return to a previous phase, or may skip a phase and proceed to a later phase.

[0038] Meanwhile, the data management system 20 accepts input of information about the case for which the contract has been finalized (s115). For example, the data management system 20 accepts input of the number of the case for which the contract has been finalized, the name of the client for that case, and the contract amount from the user terminal 10. This completes the case history update process s11.

[0039] <Data acquisition process> Next, FIG. 6 is a flow diagram illustrating an example of the data acquisition process s13. The sales support device 40 acquires information about cases whose phases have been changed from the data management system 20 (s131). For example, the sales support device 40 accesses the data management system 20 and receives information about cases whose phases have been changed and whose contract status has not yet been determined.

[0040] The sales support device 40 adds information on the phases before and after the change and the attribute information for the cases whose phases have been changed, acquired in s131, to the case history table 200 (s133). The sales support device 40 updates the case management table 100 based on the acquired data. This completes the data acquisition process s13.

[0041] (Project management table) 7 is a diagram showing an example of a project management table 100. Project management table 100 has the following data items: customer name 101, which sets the name of the business partner related to the project; project number 102, which sets the project identifier (number, etc.); phase 103, which sets the phase to which the project belongs; category 104, 105, which sets information on one or more categories that classify the project; and contract amount 106, which sets the contract amount for the previous year with the business partner. The business partner category and contract amount are managed as project attribute information.

[0042] Here, phase 103 is set to (1) "pre-project," which is the phase before the project becomes official; (2) any of the following phases after the project becomes official: "Phase 1" (for example, the phase in which the interest of the business partner is obtained), "Phase 2" (for example, the phase in which specific proposals or estimates for the conclusion of the contract are made), "Phase 3" (for example, the phase in which final preparations for the conclusion of the contract are made), or "Phase 4" (for example, the phase in which an unofficial contract notice is obtained); or (3) any of the following phases in which the conclusion or non-conclusion of the contract is confirmed ("No conclusion (business partner's convenience)" (when the non-conclusion of the contract is confirmed due to the business partner's circumstances), "No conclusion (other decision)" (when another business partner has concluded a contract with the business partner and the business partner is not constrained as a result), "No conclusion (decline)" (when the business partner voluntarily declines to conclude the contract), or "conclusion").

[0043] (Case history table) 8 is a diagram showing an example of a case history table 200. The case history table 200 has the following data items: case number 201 corresponding to case number 102 in case management table 100; pre-change phase 202 in which the phase to which the case belongs before the change is set; post-change phase 203 in which the phase to which the case belongs after the change is set; categories 204 and 205 corresponding to categories 104 and 105 in case management table 100; and contract amount 206 corresponding to contract amount 106 in case management table 100.

[0044] <Contract rate calculation process> Next, FIG. 9 is a flow diagram illustrating an example of the contract rate calculation process s15. First, the sales support device 40 refers to the case history table 200 and extracts data on cases whose pre-change phase has not yet reached either a contract or a failure (s151). Specifically, the sales support device 40 extracts records from the case history table 200 whose pre-change phase 202 is either "Pre-case," "First Phase," "Second Phase," "Third Phase," or "Fourth Phase."

[0045] Furthermore, the sales support device 40 refers to the case management table 100 and extracts data on confirmed cases where a deal has been concluded or not (s153). Specifically, the sales support device 40 extracts, from the case management table 100, records whose phase 103 is "concluded" as confirmed contract records, and extracts, from the case management table 100, records whose phase 103 is "no contract (decided by another party)", "no contract (client's circumstances)", or "no contract (declined)" as confirmed contract records.

[0046] The sales support device 40 acquires all confirmed cases from the cases extracted in s151 (s155). Specifically, the sales support device 40 acquires all records in which the same information as the case number 101 of any record of confirmed cases in the case management table 100 extracted in s153 is set in the case number 201 of the records in the case history table 200 extracted in s151.

[0047] The sales support device 40 classifies the data of the confirmed cases acquired in s155 by the phases that the confirmed cases have passed through in the past and by their attributes (s157). Specifically, the sales support device 40 creates a group for each combination of the contents of the pre-change phase 202, the categories 204 and 205, and the contract amount 206 of each record in the case history table 200 acquired in s155.

[0048] The sales support device 40 calculates the contract rate for each group (combination of phase and attribute) and registers the calculated contract rate in the contract rate management table 400 in association with the group (s159).

[0049] Specifically, for example, the sales support device 40 stores the number of records in the case history table 200 that correspond to the confirmed contract records among the records belonging to a certain group (phase and attribute) created in s157 as the number of contracts, and stores the number of records in the case history table 200 that correspond to the confirmed non-contract records as the number of non-contracts. The sales support device 40 calculates the contract rate for the group by dividing the number of contracts by (the number of contracts + the number of non-contracts). The sales support device 40 repeats the above process for each group to calculate the contract rate for each phase and attribute.

[0050] 10 is a diagram showing an example of the contract rate management table 400. The contract rate management table 400 has the following data items: phase 401 in which information about the phase is set, attribute 402 in which information about the combination of attributes is set, and contract rate 403 in which the contract rate of the case related to the phase and attribute is set. Here, a specific example of calculation of the contract rate will be described.

[0051] <Example of calculation of closing rate> 11 and 12 are diagrams showing an example of the change history of the case management table 100 and the case history table 200 (divided into two diagrams due to space limitations). As shown by reference numeral 1201 in Fig. 11, initially, there are cases with case numbers 1 to 4, and each is in the "pre-case" phase. This information is stored in the case management table 100. In this example, it is assumed that each business partner has the same attributes (hereinafter referred to as "this attribute").

[0052] Thereafter, the cases with case numbers 1 to 4 are changed from "Pre-case" to "First Phase." As a result, records of "First Phase" for the cases with case numbers 1 to 4 are set in the case management table 100 (reference number 1202). Also, "Pre-case" information for case numbers 1 to 4 is added as history to the case history table 200 (reference number 1203).

[0053] Thereafter, the cases with case numbers 1 to 3 are changed from "first phase" to "second phase." Meanwhile, the case with case number 4 is changed from "first phase" to "no deal (customer convenience)," and it is confirmed that no deal will be concluded. As a result, "second phase" is set for case numbers 1 to 3 in the case management table 100 (reference number 1204), and "no deal (customer convenience)" is set for case number 4 (reference number 1205). In addition, information on "first phase" for case numbers 1 to 4 is added as history to the case history table 200 (reference number 1206).

[0054] Thereafter, as shown in FIG. 12, the phases of the cases with case numbers 1 and 2 are changed from "Phase 2" to "Phase 4." Furthermore, the phase of the case with case number 3 is changed from "Phase 2" to "No deal (other decision)," and it is determined that no deal will be concluded. As a result, "Phase 4" is set for case numbers 1 and 2 in the case management table 100 (reference number 1301), and "No deal (other decision)" is set for case number 3 (reference number 1302). Furthermore, information on "Phase 2" for case numbers 1 to 3 is added as history to the case history table 200 (reference number 1303).

[0055] Thereafter, the case of case number 1 is changed from "fourth phase" to "concluded," and the contract is confirmed. As a result, "concluded" for case number 1 is set in the case management table 100 (reference number 1304). Also, information on the "fourth phase" of case number 1 is added as history to the case history table 200 (reference number 1305).

[0056] Based on the above assumptions, the success rate for each phase is as follows:

[0057] In this attribute, the success rate for "pre-project" = 1 case (code 1311) / (1 case (code 1311) + 2 cases (codes 1312, 1313)) = 33%

[0058] In this attribute, the success rate for "Phase 1" = 1 case (code 1314) / (1 case (code 1314) + 2 cases (codes 1315, 1316)) = 33%

[0059] In this attribute, the success rate for "Phase 2" = 1 case (code 1317) / (1 case (code 1317) + 1 case (code 1318)) = 50%

[0060] In this attribute, the success rate for "Phase 4" = 1 (Code 1305) / 1 (Code 1305) = 100%

[0061] <Deal prediction presentation process> 13 is a diagram showing an example of a contract prediction result screen displayed in the contract prediction presentation process s17. The contract prediction result screen 1400 is displayed on the sales support device 40 or the user terminal 10, for example.

[0062] The contract prediction result screen 1400 displays the target contract amount for this fiscal year 1410 (budget), the current contract amount 1420 (first contract amount) based on the information currently registered in the data management system 20, and the predicted contract amount 1430 (second contract amount) based on the contract rate calculated by the contract rate calculation process s15, each displayed as a bar graph.

[0063] The target contract amount 1410 is calculated and displayed based on data acquired from the budget management table 500 .

[0064] The current contract amount 1420 is the sum of a first amount 1421 calculated based on information on the cases registered in the data management system 20 for which contracts have been finalized this fiscal year, and a second amount 1422 calculated on the assumption that all of the cases 1423 currently registered in the data management system 20 have been contracted. The contract amount of each case in the second amount 1422 is based on, for example, the value of the contract amount 106 in the case management table 100.

[0065] The predicted contract amount 1430 is the sum of a third amount 1431, which is the same as the first amount 1421, and a fourth amount 1432, which is the sum of the predicted contract amounts obtained by multiplying the amount 1424 of each case related to the second amount 1422 by the contract rate 1433 of each case calculated by the contract rate calculation process s15.

[0066] The fourth amount 1432 in the predicted value 1430 of the contract amount is calculated, for example, as follows. By referring to the case history table 200, the sales support device 40 extracts and identifies information on the attributes and current phase of each case that has not yet reached either a contract or a loss. Then, the sales support device 40 identifies the contract rate (calculated by the contract rate calculation process s15) for the combination of the identified attributes and phase. For the case related to the combination of the attributes and phase, the sales support device 40 calculates the product of the contract amount of the case (based on the value of the contract amount 106 in the case management table 100, for example) and the contract rate. The sales support device 40 calculates the fourth amount 1432 by adding up the products calculated in this way.

[0067] By comparing the target contract amount 1410, the current contract amount 1420, and the predicted contract amount 1430 displayed on the contract prediction result screen 1400, the user can compare the provisional contract amount based on the current database value with the contract amount which is a more accurate predicted value based on the contract rate, and can also check whether there is a prospect of achieving the contract target for the current fiscal year against the budget (target value).

[0068] In addition, the sales support device 40 displays the sales amount 1435 or the profit amount 1436 calculated from the contract rate on the contract prediction result screen 1400.

[0069] Regarding the sales amount, for example, the sales support device 40 may use the contract amount calculated above as the sales amount, or may calculate an amount based on the contract rate and a predetermined sales calculation formula.

[0070] Regarding the profit amount, for example, the sales support device 40 creates a database in which costs are recorded for each group (combination of attributes and phases) classified in the closing rate calculation process s15, and calculates the profit amount by subtracting the costs stored in the database from the sales amount calculated above. Note that the profit calculation method described here is just an example, and any calculation method may be used.

[0071] As described above, the sales support device 40 of this embodiment calculates the closing rate, which is the probability that a case with each attribute that has reached each phase will subsequently be closed, based on the case history table 200, which stores information on the history of the transition of each phase for a case with each attribute, from business activities with a client (before the case) to the closing or non-closing of the case.

[0072] That is, the sales support device 40 calculates a predicted value of the closing rate according to the phase and attributes using historical information on cases that have been closed or not closed in the past. By using this, the user can accurately predict the probability of closing a case that is currently in progress and has not yet been closed or not. In this way, the sales support device 40 of this embodiment can accurately estimate the future closing probability of an ongoing case.

[0073] Furthermore, the sales support device 40 of this embodiment calculates the closing rate based on the case history table 200, which has attributes such as the type (category) of client and the amount of past contracts with the client. The inventors have found that in case activities with client companies, the amount of past contracts has a large impact on future contracts. This makes it possible to more accurately estimate the likelihood of future contracts for ongoing cases.

[0074] Furthermore, the sales support device 40 of this embodiment extracts attributes and phases from information on cases that have not yet been determined to be closed or not, calculates a closing rate based on the extracted attributes and phases, and outputs the calculated closing rate to an output device. This allows the user to easily know the likelihood of closing a case that is currently in progress.

[0075] Furthermore, the sales support device 40 of this embodiment displays on the screen the contract amount (first contract amount) assuming that all cases that are currently undecided whether they are closed or not are closed, and the contract amount (second contract amount) based on the predicted contract rate. This allows the user to know the difference between the ideal contract amount and the realistic contract amount for the cases currently in progress.

[0076] The sales support device 40 of this embodiment also calculates the sales amount for the case based on the contract success rate.The sales support device 40 of this embodiment also calculates the profit amount for the case based on the contract success rate.

[0077] This allows businesses to make future sales and business plans.

[0078] Although the embodiments of the present invention have been described above, the description of the embodiments is intended to facilitate understanding of the present invention and is not intended to limit the present invention. The present invention may be modified or improved without departing from the spirit thereof, and the present invention includes equivalents thereof.

[0079] For example, the functions of the plurality of information processing devices in this embodiment may be integrated into one information processing device, and the sales support device 40 and the data management system 20 may be configured as an integrated device.

[0080] In addition, in the present embodiment, the sales support device 40 receives data registered in the data management system 20 from the data management system 20, but the sales support device 40 may also accept input of some or all of the case data required for calculating the closing rate directly from the user terminal 10. For example, the sales support device 40 may accept input of phase information from the user terminal 10.

[0081] The configuration of each functional unit included in the sales support device 40 is an example. For example, a functional unit may be provided in another functional unit, or multiple functional units may be integrated into one functional unit. Also, some of the functional units of the sales support device 40 may be provided in another information processing device that can communicate with the sales support device 40.

[0082] Furthermore, the method of setting phases described in this embodiment is merely an example, and various methods of setting phases from the start of business activities to the conclusion or non-conclusion of a contract are possible.

[0083] Furthermore, the attributes (categories, etc.) used to calculate the contract rate described in this embodiment are merely examples and are not intended to limit the attributes. Other factors that affect the contract rate may be taken into consideration. [Explanation of symbols]

[0084] 1. Sales support system 10 User terminal 20 Data Management System 30 Core Systems 40 Sales support equipment

Claims

1. A storage device that stores case history information, which is information including the type of business partner and the amount of past contracts concluded with said business partner for each case, and the history of each progress phase transition for each case from the start of business with the business partner to the conclusion or non-conclusion of each case; and Based on the case history information, a contract success rate is calculated, which is the probability that a case relating to each combination of phase, type of client, and contract amount will subsequently be concluded; a processing device that identifies a contract success rate for a case that has reached a predetermined phase and is associated with a combination of a predetermined type of business partner and a predetermined contract success rate based on the calculated contract success rates; A sales support device comprising:

2. The processing device includes: Obtain information on deals that have not yet been finalized, extracting the type of customer, the contract amount, and the current phase of the project from the acquired project information, specifying the contract rate for the combination of the extracted type of customer, the contract amount, and the current phase based on the calculated contract rates, and outputting the specified contract rate to an output device; The sales support device according to claim 1 .

3. The processing device includes: Calculating a first contract amount, which is the sum of the contract amount extracted from the acquired case information and the contract amount of the case for which the contract has already been confirmed, and calculating a second contract amount, which is the sum of the contract amount of the case for which the contract has already been confirmed and the amount obtained by multiplying the contract rate of the identified case by the contract amount; outputting information on the first contract amount and the second contract amount to the output device; The sales support device according to claim 2.

4. 2. The sales support device according to claim 1, wherein the processing device calculates the sales amount for the case based on the closing rate and a predetermined sales calculation formula, or by assuming that the closing amount is the same as the sales amount.

5. 5. The sales support device according to claim 4, wherein said processing device calculates a profit amount for said case by subtracting a cost recorded in a predetermined database from said calculated sales amount.

6. The information processing device Store case history information, which is information including the type of business partner and the amount of past contracts concluded with the business partner for each case, and the history of the progress phase transition for each case from the start of business with the business partner to the conclusion or non-conclusion of the case; Based on the case history information, a contract success rate is calculated, which is the probability that a case relating to each combination of phase, type of client, and contract amount will subsequently be concluded; Identifying the contract success rate for a deal that has reached a predetermined phase and is associated with a combination of a predetermined type of client and a predetermined contract success rate based on the calculated contract success rates. Sales support methods.

7. The information processing device, Obtain information on deals that have not yet been finalized, extracting the type of customer, the contract amount, and the current phase of the project from the acquired project information, specifying the contract rate for the combination of the extracted type of customer, the contract amount, and the current phase based on the calculated contract rates, and outputting the specified contract rate to an output device; The sales support method according to claim 6.

8. The information processing device, Calculating a first contract amount, which is the sum of the contract amount extracted from the acquired case information and the contract amount of the case for which the contract has already been confirmed, and calculating a second contract amount, which is the sum of the contract amount of the case for which the contract has already been confirmed and the amount obtained by multiplying the contract rate of the identified case by the contract amount; outputting information on the first contract amount and the second contract amount to the output device; The sales support method according to claim 7.

9. 7. The sales support method according to claim 6, wherein the information processing device calculates the sales amount for the case based on the closing rate and a predetermined sales calculation formula, or by assuming that the closing amount is the same as the sales amount.

10. 10. The sales support method according to claim 9, wherein the information processing device calculates a profit amount for the case by subtracting a cost recorded in a predetermined database from the calculated sales amount.

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