JP2003006410A - Method, system and program for marketing, and computer- readable recording medium where the program has been recorded - Google Patents

Abstract

PROBLEM TO BE SOLVED: To enable efficient marketing with high precision. SOLUTION: A sales promotion D/B18 stores a 'sales promotion part', exceeding a market share, of a sales plan for a component. A demand and sales perspective D/B17 stores a 'sales promotion margin' as a non-share part on the market of the component. The 'sales promotion part' and 'sales promotion margin' are both given a component classification code and a finished product classification codes which are made hierarchical in multiple levels and managed. For the verification of a sales promotion plan, (1) a segment specification part 31 specifies an object to be verified by specifying the component classification code and finished product classification code at arbitrary level. (2) A sales promotion planning rate calculation part 32 calculates the rates of the specified object to be verified to the 'sales promotion part' and 'sales promotion margin'. (3) A verification result presentation part 33 compares the calculated sales promotion planning rate with a specific reference value and presents the result.

Description

Detailed Description of the Invention

[0001]

BACKGROUND OF THE INVENTION 1. Field of the Invention The present invention relates to a marketing method, a marketing system, a marketing program, and a computer-readable recording medium for recording the marketing method, which supports the sales of parts constituting a finished product.

[0002]

2. Description of the Related Art Conventionally, there has been used a system for conducting marketing activities by connecting a sales department, a product planning department, a sales plan preparation department and the like via a computer network.

[0003]

However, in the above-mentioned conventional marketing system, the unit of processing (the product and the classification level of the product) is not unified depending on the process such as the sales expansion plan, the sales plan, or the department in charge. It was difficult to do consistent marketing efficiently. In particular, when creating a sales expansion plan, the department in charge was highly independent and overall management was difficult. In addition, it was difficult to flexibly review the sales plan and the sales expansion plan once they were planned.

The present invention has been made to solve the above problems, and an object of the present invention is to provide a marketing method and a marketing system which enable highly accurate and efficient marketing. Further, the object of the present invention also includes providing a marketing program that realizes the above marketing system, and a computer-readable recording medium that records the marketing program.

[0005]

In order to solve the above problems, the marketing method of the present invention is a marketing method for supporting the sale of parts constituting a finished product.
The step of identifying the part at the lowest level and assigning a part classification code hierarchized to a plurality of levels included in the higher level concept as the level increases, At the lowest level, and assigning a finished product classification code that is hierarchized to multiple levels that are included in the higher-level concept as the level increases, Adding a product classification code and storing for each combination of the part classification code and the finished product classification code, and the data of the part at any level of the part classification code and the finished product classification code. And processing steps for each combination with the level of.

In order to solve the above problems, the marketing system of the present invention is a marketing system for supporting the sales of parts constituting a finished product, wherein the parts are specified at the lowest level, As the level is increased, hierarchical component classification codes are assigned to multiple levels that are included in the higher-level concept, and the finished product is specified at the lowest level, and the higher-ranked higher-ranked higher-ranked products are identified as the higher level. Allocate a hierarchical finished product classification code to a plurality of levels included in the concept, and assign the data of the above parts to the above parts classification code and the above finished products classification code to obtain the above parts classification code and the above completed The storage means for storing each combination with the product classification code and the data of the parts are stored at an arbitrary level of the parts classification code and the finished product classification code. It is characterized in that it comprises processing means for processing the level for each combination of, the.

According to the above method and configuration, the parts classification code hierarchized into a plurality of levels is assigned to the parts to be sold in advance. Further, a finished product classification code that is hierarchized in a plurality of levels is assigned to a finished product including the component as a component, that is, a product manufactured by a customer using the component.

The data relating to parts used in each marketing process is managed by adding the above-mentioned part classification code and the above-mentioned finished product classification code and based on the combination of the part classification code and the finished product classification code. When performing each process in marketing activities, such as creating and verifying sales expansion plans and sales plans, managing or reviewing sales results, etc., specify the combination of parts classification code and finished product classification code for parts data. And extract and process the data.

Here, both the part classification code and the finished product classification code are hierarchized into a plurality of levels so as to be included in the superordinate concept as the level increases. Therefore, if the component classification code is set high when extracting the data of the component, the data of the component can be collectively processed according to the classification level of the component. Further, if the finished product classification code is set to a high value, it is possible to process the data of the parts collectively by the classification level of the finished product.
Then, the part classification code and the finished product classification code can be designated independently at arbitrary levels.

From the above, it is possible to carry out the processing in the marketing activities of parts while considering the finished products in which the parts are used. Further, the level can be designated independently for the parts classification code and the finished product classification code. Therefore, it becomes possible to carry out highly accurate marketing activities efficiently.

Further, in the marketing system of the present invention, the storage means is a sales expansion part that exceeds the current occupied part in the market of the part in the sales plan of the part and a non-occupied part in the market of the part. The processing means stores the sales expansion plan drafting ratio calculating means for calculating the sales expansion plan drafting ratio, which is the ratio of the sales expansion portion to the sales expansion margin, and the sales expansion plan drafting ratio as a predetermined reference value. And a means for verifying a sales expansion planning rate for comparison.

With the above configuration, the effectiveness of the sales expansion plan can be verified by calculating the sales expansion plan planning rate, which is the ratio of the sales expansion portion to the sales expansion room, and comparing this with a predetermined reference value. In other words, by evaluating the sales expansion plan drafting rate, it is possible to verify that a sales expansion plan has been made for parts with large sales expansion potential, and that a sales expansion plan has been made for strategic parts for the purpose of expanding sales. . The sales expansion planning rate can be calculated on either a quantity basis or an amount basis.

Here, the calculation of the sales expansion planning rate and the comparison with the reference value can be performed on the data extracted by independently designating the levels of the parts classification code and the finished product classification code.

Further, in the marketing system of the present invention, the storage means stores the sales plan of the part and a sales expansion part of the sales plan that exceeds the current occupied part of the part in the market. The means is
It is characterized by comprising a sales expansion rate calculation means for calculating a sales expansion rate which is a ratio of the sales expansion portion to the sales plan, and a sales expansion rate verification means for comparing the sales expansion rate with a predetermined reference value.

With the above configuration, the sales expansion rate, which is the ratio of the sales expansion portion to the sales plan, is calculated, and the difficulty of the sales plan can be verified by comparing this with a predetermined reference value. Generally, if the sales expansion rate is high, it is difficult to achieve the sales plan. In addition, a sales plan that has a high share of the current market share, that is, a low sales expansion rate, has a large impact on market achievements. The sales expansion rate can be calculated on either a quantity basis or an amount basis.

Here, the calculation of the sales expansion rate and the comparison with the reference value can be performed on the data extracted by designating the levels separately for the parts classification code and the finished product classification code.

Further, in the marketing system of the present invention, the storage means is a sales plan of the parts in the verification period set in advance at the start of the verification period including the verification time, and the parts at the start of the verification period. Stores the sales prospect of the part after the verification time of the verification period and the sales record of the part up to the verification time of the verification period set in advance so as to maintain the current share of the market. The processing means is a sales plan achievement probability calculating means for calculating a sales plan achievement probability, which is the ratio of the sales result and the sales forecast to the sales plan, and the sales plan achievement probability. And a sales plan achievement probability rate verification means for comparing the above with a predetermined reference value.

With the above configuration, the sales plan achievement probability, which is the ratio of the sum of the sales results and the sales prospects to the sales plan, is calculated, and compared with a predetermined reference value to obtain the sales plan. You can understand the difference from the sales prospect. Therefore, when it is determined that the sales plan is difficult to achieve, it is possible to formulate a new sales expansion plan or promote the execution of the sales expansion plan. The expected sales plan achievement rate can be calculated on either a quantity basis or an amount basis.

Here, the calculation of the sales plan achievement probability and the comparison with the reference value can be performed on the data extracted by independently designating the levels of the parts classification code and the finished product classification code.

Further, the marketing system of the present invention comprises a storage means for storing a sales expansion portion of the sales plan of the product which exceeds the current occupied portion of the product in the market, and a sales expansion room which is a non-occupied portion of the product in the market. ,
It is provided with a sales-expansion-planning rate calculation means for calculating the sales-expansion-planning rate, which is the ratio of the above-mentioned sales-expansion portion to the above-mentioned sales-expansion margin, and a sales-expansion-planning rate verification means for comparing the above-mentioned sales expansion planning rate with a predetermined reference value It is characterized by doing.

With the above configuration, the effectiveness of the sales expansion plan can be verified by calculating the sales expansion planning rate, which is the ratio of the sales expansion portion to the sales expansion room, and comparing this with a predetermined reference value. In other words, by evaluating the sales expansion plan drafting rate, it is possible to verify that a sales expansion plan has been formulated for products with a large room for sales expansion, and that a sales expansion plan has been formulated for strategic products aimed at expanding sales. . The sales expansion planning rate can be calculated on either a quantity basis or an amount basis.

In the marketing system of the present invention, a sales means for storing a product sales plan and a sales expansion portion of the sales plan that exceeds the current occupied portion of the product in the market, and the sales expansion portion is included in the sales plan. It is characterized by comprising a sales expansion rate calculation means for calculating a sales expansion rate, which is a ratio, and a sales expansion rate verification means for comparing the sales expansion rate with a predetermined reference value.

With the above configuration, the sales expansion rate, which is the ratio of the sales expansion portion to the sales plan, is calculated, and the difficulty level of the sales plan can be verified by comparing this with a predetermined reference value. Generally, if the sales expansion rate is high, it is difficult to achieve the sales plan. In addition, a sales plan that has a high share of the current market share, that is, a low sales expansion rate, has a large impact on market achievements. The sales expansion rate can be calculated on either a quantity basis or an amount basis.

Further, the marketing system of the present invention is such that the sales plan of the product of the verification period set in advance at the start of the verification period including the verification time, the current share of the product in the market at the start of the verification period. Storage means for storing the sales prospect of the product after the verification time set in advance in the verification period and the sales record of the product up to the verification time in the verification period set in advance so that The sales plan achievement probability ratio calculation means for calculating the sales plan achievement probability ratio, which is the ratio of the above sales forecast to the sales plan, and the sales plan achievement for comparing the sales plan achievement probability ratio with a predetermined reference value It is characterized in that it is equipped with a probability verification means.

With the above configuration, the sales plan achievement prospect ratio, which is the ratio of the sales results and the sales prospects to the sales plan, is calculated, and compared with a predetermined reference value to obtain the sales plan and sales prospects. You can grasp the difference with. Therefore, when it is determined that the sales plan is difficult to achieve, it is possible to formulate a new sales expansion plan or promote the execution of the sales expansion plan. The expected sales plan achievement rate can be calculated on either a quantity basis or an amount basis.

The marketing program of the present invention is a computer program that causes a computer to function as each of the above means.

With the above configuration, the marketing system can be realized by realizing each means of the marketing system by the computer. Therefore, highly accurate and efficient marketing, which is an effect of the marketing system described above, can be performed.

Further, a computer-readable recording medium recording the marketing program of the present invention is a computer-readable recording medium recording a marketing program for operating the marketing system by causing a computer to realize each of the above means. is there.

With the above structure, the marketing system can be realized on a computer by the marketing program read from the recording medium.

[0030]

BEST MODE FOR CARRYING OUT THE INVENTION An embodiment of the present invention will be described below with reference to FIGS. 1 to 25.

In the marketing system 1 according to the present embodiment, parts or the like used by a customer to manufacture a product (finished product) are treated as a product (our product), and a sales plan is created and sold in order to support the sales. Data processing such as performance management is performed.

FIG. 1 is an explanatory diagram showing an outline of the configuration of the marketing system 1. FIG. 2 is an explanatory diagram showing an example of a computer network including the marketing system 1.

As shown in FIG. 2, the computer network 100 includes an input / output terminal 101 and a mail server 10.
2, LAN1 to which the database server 104 is connected
03 and the LAN 113 to which the input / output terminal 111 and the mail server 112 are connected to each other via a network 120 such as the Internet. The LAN 103 is a central network, and the LAN 113 is a network installed at each base.

Here, the above marketing system 1
Is provided in the database server 104 and inputs / outputs data (order input S10, sales input S20, demand survey result input S30, sales expansion plan creation / progress input S4 in FIG. 1).
0, sales plan organization input S50, etc.) is input / output terminal 101
Via 111. It should be noted that the core system 2 manages parts of the computer network 100 other than the marketing system 1.

The database server 104 has the item master file 11, the customer master file 12, the set classification code file 13, the product classification code file 14, the backlog D / B 15, and the sales record D / B 1 shown in FIG.
6, demand / sales forecast D / B17, sales expansion plan D / B1
8. Manage sales plan D / B 19. The data managed by the database server 104 may be stored in the database server 104 or the LAN 103.1
It may be stored in another storage device via 13. In addition, backlog D / B15, sales record D / B16, demand / sales forecast D / B17, sales expansion plan D / B18, sales plan D /
Each B19 corresponds to a storage unit.

As shown in FIG. 1, the core system 2 uses the files and the database to receive the ordering process S.
1 and sales processing S2 are performed. Similarly, the marketing system 1 performs a demand / sales forecast calculation process S3, a sales expansion plan operation process S4, a sales plan creation process S5, and a sales plan execution process S6. These processes will be described in detail later. Note that the marketing system 1 shares some data (the set classification code file 13, the product classification code file 14, the sales record D / B 16) with the core system 2 that operates independently.

Continuing on, referring to FIGS.
Files and databases managed by the database server 104 will be described.

The leftmost number in each figure is a management number for convenience of items and is not essential. The number of digits in the item is arbitrary. “Key” indicates a key item specified when reading data. Furthermore, the organization of files and databases is not limited to the examples below, and may be divided or combined as necessary.

In the demand / sales forecast D / B17, the sales expansion plan D / B18, and the sales plan D / B19, items relating to the quantity, the amount of money, and the occupancy rate hold data for each predetermined unit management period. In the present embodiment, the demand / sales forecast D / B 17 and the sales expansion plan D / B 18 hold monthly data for 18 months, and the sales plan D / B 19 holds monthly data for December.

Item Master File (FIG. 3) The item master file 11 includes "item name" and "item classification code". "Product name" is a key item. Note that the item master file 11 may further include items such as a production location, if necessary.

Customer master file (FIG. 4) The customer master file 12 is a "customer code",
Includes "set classification code". "Customer code" is a key item. It should be noted that the customer master file 12 may include items such as customer name, if necessary.

Set Classification Code File (FIG. 5) The set classification file 13 is a "set classification code",
"Set name", "Set classification code (level 2)",
It includes "set name (level 2)", "set classification code (level 1)", and "set name (level 1)". The "set classification code" is a key item.

Product Classification Code File (FIG. 6) The product classification code file 14 is a "product classification code",
It includes "product name", "product classification code (level 2)", "product name (level 2)", "product classification code (level 1)", and "product name (level 1)". The "commodity classification code" is a key item.

Outstanding Order D / B (Fig. 7) Outstanding Order D / B 15 includes "order number", "customer code",
Includes "Set classification code", "Product classification code", "Order quantity", "Sales unit price", "Delivery date", "Product name", "Cumulative sales quantity", "Order backlog", "Order date" . "Order number" is a key item. The backorder D / B 15 may include other items if necessary.

Sales record D / B (FIG. 8) Sales record D / B 16 is “customer code”, “set classification code”, “product classification code”, “sales quantity”, “sales unit price”, “sales amount”. , And “Sales Month”. "Customer code", "Set classification code", "Product classification code"
Is a key item. The sales record D / B may include other items as necessary.

Demand / Sales Outlook D / B (Fig. 9) Demand / Sales Outlook D / B17 is "Customer Code",
"Set classification code", "Set production number", "Product classification code", "Unit quantity", "Current occupancy rate (product share)", "Demand quantity", "Sales unit price", "Demand amount",
"Sales forecast quantity" and "sales forecast amount" are included. "Customer code", "set classification code", and "commodity classification code" are key items. Demand / sales forecast D / B
The item 17 may include items such as a set producing country, if necessary.

Sales Expansion Plan D / B (FIG. 10) The sales expansion plan D / B 18 includes "customer code", "set classification code", "set production number", "product classification code", "unit quantity", and "current". Occupancy rate (product share) ”,
"Target occupancy rate", "Sales expansion amount (increase in sales plan amount)", "Sales unit price", "Sales expansion amount (increase in sales plan amount)", "Sales expansion distinction (for example, new or share increase)" ”,“ Progress status (for example, negotiation start, QCD adjustment (manufacturing condition adjustment), sample submission, quotation, first order acceptance) ”,“ Success / Failure classification ”,“ Success / Failure comment ”,“ Sales item name ” including. "Customer code",
"Set classification code" and "commodity classification code" are key items.

Sales plan D / B (FIG. 11) Sales plan D / B 19 includes “customer code”, “set classification code”, “commodity classification code”, and “sales expansion category (for example, new, increase share, maintain share). No.) ”,“ sales planned quantity ”,“ sales unit price ”, and“ sales planned amount ”.
"Customer code", "set classification code", "product classification code", and "sales expansion category" are key items. The sales plan D / B 19 is fixed for a certain period (for example, half a year or year).

Next, the respective processes S1 to S6 in the basic system 2 and the marketing system 1 will be described in order.

First, in the marketing system 1, the set and the product are coded as follows.

(1) Set classification code set is a product (finished product) manufactured by a purchaser (customer) of a product. Products (parts) to be sold in a set
Alternatively, its equivalent is used as a component.

In the marketing system 1, the set classification code (finished product classification code) is systematized by a hierarchy of a plurality of levels such that a specific product name is set as the lowest level and gradually becomes a higher level concept in the set. Is assigned. In this embodiment, the "set classification code" is
Use a number of digits equal to that level.

FIG. 12 is an example of "set classification code". A unique set name is represented by a 3-digit number. For example,
If the first digit of the "set classification code" is "1"("1
** "(" * "indicates an arbitrary number) and" video ". If the first and second digits are “11” (“11 *”),
Represents "TV". If the first and second digits are "12"("12*"), it means "camera". The set can be specified by specifying all the first, second, and third digits.

In the set classification code file 13 shown in FIG. 5, the product name of the customer is "set name" and the three-digit number assigned to it is "set classification code".
In addition, the superordinate concept of the product name is “set name (level 2)”, the two-digit number assigned to it is “set classification code (level 2)”, and the superordinate concept of the product name is “set”. Name (level 1) "and the 1-digit number assigned to this is" set classification code (level 1) "
Stored in each.

(2) Product classification code Similarly, in the marketing system 1, the product (part) to be sold is hierarchized by a plurality of levels so that a specific product name is set as the lowest level and gradually becomes an upper concept. Systematic "product classification code (parts classification code)"
Assign In the present embodiment, "commodity classification code"
, The number of digits equal to the level is used.

FIG. 13 shows an example of the "commodity classification code". A unique product name is represented by a 3-digit number. For example, if the first digit of the "product classification code" is "1"("1 *
*)) And “capacitor”. 1st and 2nd digits are "11"
If it is (“11 *”), it means “semiconductor capacitor”. If the first and second digits are "12"("12*"),
Represents "disk capacitor". The product can be specified by specifying all the first, second, and third digits.

In the product classification code file 14 shown in FIG. 6, the product name is "product name", the three-digit number assigned to it is "product classification code", and the higher-level concept of the product name is The "commodity name (level 2)", the two-digit number assigned to it is the "commodity classification code (level 2)", and the higher-level concept of the product name is the "commodity name (level 1)". The one-digit number assigned to each is stored in the "commodity classification code (level 1)".

(3) Segment The above-mentioned core system 2 and marketing system 1
Then, in addition to the "product classification code" in the product data,
Add a "set classification code". Then, at the time of data processing, a combination (segment) of the "set classification code" and the "commodity classification code" is designated.

For example, if the "set classification code" is "1 *"
If the "*" and "product classification code" are "1 **", it indicates the "video capacitor" segment. Further, if the “set classification code” is “111” and the “commodity classification code” is “12 *”, it indicates the segment of “disk television disc capacitor”. The data of this segment includes data of "50-volt capacitor for color TV" and "500-volt capacitor for color TV".

As described above, in the marketing system 1, a segment can be designated by a combination of an arbitrary level of "set classification code" and an arbitrary level of "commodity classification code". Therefore, the demand / sales forecast calculation process S3, the sales expansion plan operation process S4, the sales plan creation process S5, and the sales plan execution process S6 are performed for each segment unit in which the levels of the "set classification code" and the "product classification code" are optimally set. Etc. can execute data processing.

Therefore, by specifying the "set classification code" together with the "commodity classification code", not only the data collected for each product by the "commodity classification code" but also by the "set classification code" is subdivided by use. The data can be used in all marketing activities. Further, by specifying the "customer code" in addition to the "set classification code" and the "commodity classification code", the segment can be processed for each customer.

A. Order processing In order processing S1, the order input data input from the input / output terminals 101 and 111 based on the order form in order input S10 is recorded in order backlog D / B15 as order backlog data. Note that FIG. 14 is an order input screen p11 displayed on the input / output terminals 101 and 111, and one item is input for one order form.

Specifically, first, based on the "customer code" of the order input data, the "set classification code" obtained by searching the customer master file 12 is added to the order backlog data. Next, based on the "item name" of the order input data, the "item classification code" obtained by searching the item master file 11 is added to the backorder data.

B. Sales Processing In the sales processing S2, the order backlog data of the backlog D / B15 and the sales track data of the sales record D / B16 are updated based on the sales input data input in the sales input S20.

Specifically, first, the sales record D / B 16 is searched for sales record data having the same "customer code", "set classification code", "product classification code", and "sales month", and " Add "Sales quantity" and "Sales amount". Next, when the sales record data is not recorded in the sales record D / B16, the sales record data is newly created,
Record in sales record D / B16. Next, the back-order data to which all the "back-order quantity" is assigned by the sales result data is erased from the back-order D / B 15.

C. In the demand / sales forecast calculation process S3, the demand / sales forecast is calculated based on the demand input data input in the demand survey result input S30, and the demand / sales forecast D / B1 is calculated.
Record at 7.

Specifically, first, "unit production quantity" and "unit quantity" are acquired as demand input data. Here, "the number of sets produced" is the number of sets the customer plans to produce. Further, the “unit quantity” is the quantity of products (parts) used per set. As shown in FIG. 15, in the demand survey result input S30, a set production number input screen p21 for inputting the set production number and a unit amount input screen p22 for inputting the unit amount are displayed on the input / output terminals 101 and 111. They are displayed in order.

Next, the "demand quantity" and the "demand amount" are calculated according to the following equations.

Demand quantity = Unit production quantity × Unit quantity Demand amount = Demand quantity × Sales unit price Next, “sales forecast quantity” and “sales forecast quantity” are calculated according to the following equations.

Sales forecast quantity = demand quantity x occupancy rate Sales forecast quantity = sales forecast quantity x sales unit price Next, "demand quantity", "demand amount", "sales forecast quantity", "sales forecast amount" It is recorded in the demand / sales forecast D / B17 as sales forecast data.

At this time, the change to the already recorded demand / sales forecast data is the above-mentioned "set production number".
In the input screen p21 (Fig. 15) of, enter the "customer code" and the "set classification code" to call the relevant demand / sales forecast data, and set the "set production volume", "product classification code", "unit quantity" , "Sales unit price" and "Current occupancy rate" are displayed and can be changed by overwriting.

For example, an input screen p for "unit production"
When a "set classification code" including five "product classification codes" is input in 21, the five data are input on the "unit quantity" input screen. Of course, the same value is displayed for the data input on the input screen of "set production number", and it is not necessary to input.

D. Sales Expansion Plan Operation Processing In the sales expansion planning operation processing S4, sales expansion plan creation / progress input S
Based on the data input at 40, the sales expansion plan is created and the progress status is managed. Note that FIG. 16 shows the input / output terminals 101/11 when the sales promotion plan is created / progress input S40.
2 is an example of a screen displayed in 1.

(1) Creation of Sales Expansion Plan In creating the sales expansion plan, first, the "customer code", "set classification code", entered on the screen p31 (FIG. 16),
Based on the “product classification code”, the corresponding sales expansion plan data is displayed on the sales expansion plan creation screen p32 (FIG. 16).

In this sales expansion plan creation screen p32, first,
Based on the “customer code”, “set classification code”, and “commodity classification code”, the corresponding demand / sales forecast data is read from the demand / sales forecast D / B17, and “unit quantity” and “current occupancy rate” are read. Is displayed. Next, using the "target occupancy rate" input by the user, "sales expansion quantity" and "sales expansion amount" are calculated according to the following formulas ("C" on screen p32).
data from). Although the “target occupancy rate” is given here on a quantity basis, it may be given on an amount basis.

Sales expansion quantity = (target occupancy rate−current occupancy rate) × demand quantity Sales expansion amount = sales expansion quantity × sales unit price Note that the “demand quantity” and “sales unit price” are read from the demand / sales forecast D / B 17.

Here, the unit for creating the sales expansion plan is the same as the demand / sales forecast data of the demand / sales forecast D / B17. Also, the sales expansion plan data is the demand / sales forecast D /
It cannot be created if there is no demand / sales forecast data corresponding to B17.

Finally, "target occupancy rate", "sales expansion quantity",
"Sales expansion amount" data is added, and the sales expansion plan data is updated and recorded in the sales expansion plan D / B18.

(2) Management of the progress status of the sales expansion plan In the management of the progress status of the sales expansion plan, first, the progress status is input. On the sales expansion plan creation screen p32, by specifying "customer code", "set classification code", and "product classification code" on the screen p31 even when the sales expansion plan is not created,
The corresponding sales promotion plan data can be displayed. Then, on the sales expansion plan creation screen p32, "progress status", "success / failure classification", "success / failure comment", etc. can be input.

For example, when the progress status is "first order completion", or when there is no prospect of further progress, "success / failure classification" and "success / failure" in the sales expansion plan.
Enter "Failure comment". Further, the demand / sales forecast D / B 17 is changed.

Further, as a part of the sales expansion plan operation processing, the contents of the sales expansion plan D / B 18 are notified to the persons concerned by e-mail or the like. Sending and receiving e-mail is via the mail server 102.
112 (FIG. 2) are available. Then, the exchanges of related parties are classified into sales support items and requirements, and sales expansion plan D /
It is recorded as child data of B18 (FIG. 17).

E. Sales plan creation process The sales plan creation process S5 is based on the data input in the sales plan organization input S50, for each segment (combination of set classification and product classification), "sales forecast quantity" and "sales forecast amount", and The "sales expansion quantity" and the "sales expansion amount" are incorporated into the "sales planned quantity" and the "sales planned amount" while setting the "sales expansion category" respectively. As described above, the sales forecast portion (“sales forecast quantity”, “sales forecast amount”) is based on the “current share”. Further, the sales expansion portion (“sales expansion quantity”, “sales expansion amount”) is based on the “target share”.

Specifically, first, "customer code",
By specifying the "set classification code" and the "product classification code", the "sales forecast quantity" and the "sales forecast amount" are extracted from the demand / sales forecast D / B17. Next, the obtained "sales forecast quantity" and "sales forecast amount" are
Record in "Sales Plan Quantity" and "Sales Plan Amount" of the relevant segment of Sales Plan D / B19. At this time, "maintain share" is set in the "sales expansion category".

Next, the same "customer code" as above,
By specifying the "set classification code" and the "product classification code", the "sales expansion quantity" and the "sales expansion amount" are extracted from the sales expansion plan D / B18. Next, the obtained "sales expansion quantity" and "sales expansion amount" are recorded in the "sales expansion quantity" and "sales expansion amount" of the segment of the sales plan D / B19. At this time, “share up” is set in the “sales expansion category”.

Here, "sales expansion quantity" and "sales expansion amount"
Is recorded as “sales plan quantity” and “sales plan amount”, “sales forecast quantity” (or “sales forecast amount”) of the segment, that is, “sales share” is set in “sales expansion category” If the "planned quantity" (or "sales plan amount") is 0, "sales expansion category"
Is set to "new" instead of "share up". The “sales expansion category” (whether “share up” or “new”) determined here can be reflected in the expansion plan D / B 18.

If necessary, the "sales plan quantity" and the "sales plan amount" for all "sales expansion categories" of the segment are summed up, and the "sales plan quantity" and the "sales plan amount" of the segment are added. Can be calculated. That is, the sum of the “sales forecast quantity” and the “sales expansion quantity” is the “sales plan quantity”, and the sum of the “sales forecast price” and the “sales expansion quantity” is equivalent to the “sales plan quantity”.

Thus, according to the sales plan creation process,
Even if the same segment, that is, “customer code”, “set classification code”, and “product classification code” are the same, depending on whether it was created from the sales prospect or the sales expansion plan,
“Sales expansion category” is different. Therefore, the sales plan can be created by dividing the sales prospect part based on the “current occupancy rate” and the sales expansion part based on the “target occupancy rate”.

F. Sales Plan Execution Process In the sales plan execution process S6, the sales record and the sales plan are compared and verified in time series, and a recovery plan for recovering the delay in the execution of the sales plan is created.

Next, the above marketing system 1
The sales expansion plan and the function of verifying the sales plan described above will be described.

(1) Verification of Effectiveness of Sales Expansion Plan The marketing system 1 verifies the effectiveness of the sales expansion plan by calculating the sales expansion planning rate. As a result, it is possible to verify that a sales expansion plan has been created for a segment with a large room for sales expansion, and that a sales expansion plan has been prepared for a strategic target segment for the purpose of expanding sales. Here, the segment with a large room for sales expansion is, for example, a segment with a low current occupancy rate or a segment with a large demand quantity (or demand amount).

FIG. 18 shows the sales expansion plan verification unit 3 provided by the marketing system 1 for verifying the effectiveness of the sales expansion plan.
It is a functional block diagram of 0. As shown in FIG. 18, the sales expansion plan verification unit (processing unit) 30 includes a segment designation unit 31, a sales expansion plan drafting rate calculation unit (sales expansion plan drafting ratio calculation unit) 32, and a verification result presentation unit (sales expansion plan drafting ratio verification). means)
It is configured to include at least 33.

The segment designation section 31 designates the segment to be verified by the combination of the "set classification code" and the "merchandise classification code". At this time, the levels of the “set classification code” and the “commodity classification code” can be set respectively.

The sales expansion planning rate calculating unit 32, for the segment designated by the segment designating unit 31, the "demand quantity" and the "sales forecast quantity" acquired from the demand / sales forecast D / B17 and the sales expansion plan D. / B1
Based on the "sales expansion plan quantity" obtained from 8, the sales expansion plan quantity = demand quantity-sales forecast volume sales expansion plan drafting rate = sales expansion quantity ÷ sales expansion quantity Calculate the "sales expansion planning rate" according to the above formula.

Further, the verification result presenting section 33 compares the sales promotion planning rate calculated by the sales promotion planning rate calculating section 32 with a predetermined reference value and outputs the comparison result to the input / output terminal 101.
Present to 111.

In FIG. 19, the set classification code is level 2,
It is a screen display example of verification of the sales expansion plan in the range where the product classification code is level 2. As shown in FIG. 19, “demand quantity”, “sales forecast quantity”, “sales expansion margin quantity”, “sales expansion quantity”, and “sales expansion planning rate” are displayed from the top for each segment in the above range.

Here, when the verification of the sales expansion plan is displayed on the screen, for example, the segment whose "sales expansion plan planning rate" is less than 10% is displayed in red, the segment whose sales expansion plan is less than 10% to less than 50% is displayed in yellow, and 50% or more. The segment can be displayed in green.

In this case, in FIG. 19, the "TV disk capacitor" for which the sales expansion plan is not planned is displayed in red,
"TV semiconductor capacitors" and "video disk capacitors" for which sales expansion plans are insufficient are displayed in yellow,
"Video semiconductor capacitors" with sufficient plans for sales expansion
Is displayed in green. Further, the "video disk capacitor" having a large "sales expansion margin" may be highlighted by bold letters or blinking.

Here, the “sales expansion planning rate” based on the quantity is calculated using the “demand quantity”, the “sales forecast quantity”, and the “sales expansion quantity”.
The “sales expansion plan amount” based on the amount may be calculated using the “sales forecast amount” and the “sales expansion amount”.

(2) Verification of Sales Plan The above marketing system 1 can verify the difficulty of the sales plan for each segment by calculating the sales expansion rate.

FIG. 20 is a functional block diagram of the sales plan verification unit 40 provided in the marketing system 1 for verification of the sales plan. As illustrated in FIG. 20, the sales plan verification unit (processing unit) 40 includes at least a segment designation unit 41, a sales expansion rate calculation unit (sales expansion rate calculation unit) 42, and a verification result presentation unit (sales expansion rate verification unit) 43. Is configured.

The segment designation section 41 designates the segment to be verified by a combination of "set classification code" and "commodity classification code". At this time, the levels of the “set classification code” and the “commodity classification code” can be set respectively.

For the segment designated by the segment designating unit 41, the sales expansion rate calculating unit 42 calculates the "sales forecast quantity" obtained from the demand / sales forecast D / B17 and the "sales expansion plan" obtained from the sales promotion plan D / B18. quantity"
Based on the above, the sales plan quantity = the sales forecast quantity + the sales expansion quantity Sales expansion rate = the sales expansion quantity ÷ the sales plan quantity The "sales expansion rate" is calculated according to the above formula.

Further, the verification result presentation unit 43 compares the sales expansion rate calculated by the sales expansion rate calculation unit 42 with a predetermined reference value and presents the comparison result to the input / output terminals 101 and 111.

In FIG. 21, the set classification code is level 2,
It is a screen display example of sales plan verification in the range of the product classification code of level 2. As shown in FIG. 21, "sales forecast quantity", "sales expansion quantity", "sales expansion rate", and "sales plan quantity" are displayed from the top for each segment in the above range.

Generally, the sales expansion part is more difficult to achieve than the sales prospect part. In addition, a sales plan with a high share of products, that is, a low sales expansion rate,
Market trends have a large impact on achievement.

Therefore, when the verification of the sales plan is displayed in color, for example, the segment whose "sales expansion rate" is 50% or more can be displayed in green, and the segment whose sales expansion rate is less than 20% can be displayed in yellow.

In this case, in FIG. 21, the "semiconductor capacitor for television", which is difficult to achieve and is expected to be less influenced by the market trend, is displayed in green, and the achievement is relatively easy and the influence of the market trend is expected to be greater. "High voltage capacitors for digital audio" are displayed in yellow.

Here, the “sales expansion rate” based on the quantity is calculated using the “sales forecast quantity” and the “sales expansion quantity”, but similarly, the “sales forecast amount” and the “sales expansion amount” are calculated.
The value-based “sales expansion rate” may be calculated using and.

(3) Sales Prospect Management The marketing system 1 can perform sales prospect management as well as sales performance management to improve the achievement rate of the sales plan. Sales forecast management is
Use the latest sales forecast data and sales expansion plan data.

Also, the components of the sales record (creation unit) are made the same as the components of the demand / sales forecast D / B 17.
That is, as described above, in the sales process S2 (FIG. 1), the three items of “customer code”, “set classification code”, and “commodity classification code” of the order backlog D / B15 have the same “sales amount”. The "quantity" and the "sales amount" are added and recorded (rewritten) in the sales record D / B16. By this processing, the key items of the demand / sales forecast D / B17 (customer code, set classification code, product classification code) and the key items of sales record D / B16 (customer code, set classification code, product classification code) Since and are the same, processing such as comparison and calculation becomes possible.

FIG. 22 is a functional block diagram of the sales prospect verification unit 50 provided in the marketing system 1 for sales prospect management. As shown in FIG. 22, the sales prospect verification unit (processing means) 50 includes a segment designation unit 5
1, a sales plan performance rate calculation unit 52, a sales plan achievement probability ratio calculation unit (sales plan achievement probability ratio calculation unit) 53, and a verification result presentation unit (sales plan achievement probability ratio verification unit) 54. .

The segment designation section 51 designates the segment to be verified by the combination of the "set classification code" and the "merchandise classification code". At this time, the levels of the “set classification code” and the “commodity classification code” can be set respectively.

The sales plan performance rate calculation unit 52 obtains the "sales quantity" obtained from the sales record D / B16 for the segment designated by the segment designation unit 51.
And "sales plan quantity" acquired from sales expansion plan D / B18
Based on, the sales plan execution rate = sales quantity / sales plan quantity is calculated according to the above formula. Thereby, the difference between the sales plan and the sales result can be grasped.

The sales plan achievement rate calculating unit 53 is
For the segment designated by the segment designation section 51, "sales volume" obtained from sales record D / B16, "sales forecast quantity" obtained from demand / sales forecast D / B17, and sales expansion plan D / B18 Based on the "sales plan quantity", the sales plan achievement rate = (sales quantity + future sales forecast quantity) / sales plan quantity total Calculate the "sales plan achievement rate" according to the above formula.
Thereby, the difference between the sales plan and the sales prospect can be grasped.

Further, the verification result presenting section 54 sets the sales plan achievement rate calculated by the sales plan achievement rate calculating section 52 and the sales plan achievement rate calculated by the sales plan achievement rate calculating section 53, respectively. The comparison result is compared with a predetermined reference value and the comparison result is presented to the input / output terminals 101 and 111.

Here, FIG. 23 is an explanatory diagram of sales prospect management of a certain segment. In addition, 7 of the period from April to March
Shows the sales plan, sales results, and sales forecast data (sales plan quantity, sales quantity, sales forecast quantity) as of January 1.

In this case, the sales plan performance rate calculation unit 52
Is the sales plan execution rate as of July 1 in the period from April to March: (Sales quantity in April to June) ÷ (Sales quantity in April to June) = 240 ÷ 220 = 109% To calculate.

Further, the sales plan achievement rate calculating unit 5
3 is the sales plan achievement rate as of July 1 in the period from April to March, (Sales volume from April to June + Sales forecast quantity from July to March) ÷
Total sales plan quantity for April to March = 680 ÷ 840 = 81
Calculate as%.

Next, FIG. 24 is an example of a screen display of sales plan achievement prospect verification in the range where the set classification code is level 2 and the product classification code is level 2. As shown in FIG. 24, for each segment in the above range, from the top, “sales plan quantity for a certain period”, “past sales quantity for a certain period”, “future sales forecast quantity for a certain period”,
"Sales plan achievement rate" is displayed. And
In the case of color display, for example, a segment with a “sales plan achievement probability” of less than 80% can be displayed in yellow, and a segment of less than 60% can be displayed in red. .

As described above, according to the marketing system 1, it is possible to verify the execution rate and the expected achievement rate of the sales plan for each segment. Therefore, when it is determined that the sales plan is difficult to achieve, it is possible to make a new sales expansion plan or to promote the execution of the sales expansion plan for each segment.

Here, the “sales plan execution rate” and the “sales plan achievement expected rate” based on the quantity are calculated using “sales quantity”, “sales plan quantity”, and “sales forecast quantity”. Similarly, the “sales amount”, the “sales plan amount”, and the “sales forecast amount” may be used to calculate the “sales plan execution rate” and the “sales plan achievement expected rate” on a monetary basis.

Continuing, the above marketing system 1
A data extraction method in the data processing in the above will be described. The following data extraction method can also be used for creating the sales plan and the like and for verifying the sales expansion plan and the sales plan.

All data are automatically extracted from the demand / sales prospect D / B 17.

Demand / Sales Outlook D / B17 "Sales Outlook" / "Sales Outlook" data is "Current Share"
According to this extraction method, it is possible to extract data which has relatively high achievement accuracy but whose achievement is easily influenced by market trends. As described above, this designation is used in the sales plan creation process S5.

From the sales expansion plan D / B18, data whose "sales expansion category" is "share maintenance" and "share up" is automatically extracted.

According to this extraction method, it is possible to extract a “share keeping” case with a relatively high achievement probability and a “share up” case with a medium achievement probability. That is, with this extraction method, all data is extracted except for “new (sales expansion)” projects with low achievement accuracy.

Data whose "progress" is "estimate" or "first order received" is automatically extracted from the sales expansion plan D / B18.

According to this extraction method, it is possible to extract data in which the progress status of the sales promotion item has reached a certain level regardless of the "sales expansion category". For example, it is possible to extract data that has reached the “estimation” stage or the “first order receipt” stage, that is, the achievement probability is high.

The person in charge specifies the data to be extracted on the terminal screen.

If the conditions for specifying the data to be extracted can be defined as described in (1) to (3) above, it becomes possible to automate the data extraction, and to carry out the automatic processing by the batch processing as well as the processing of the planning and the planning verification. Is good. For example, a sales plan or the like can be created mechanically.

However, since automatic processing alone is a strategic product, there is a need such as wanting to achieve sales expansion somehow, creating a sales plan with a high eye, and preventing leaks of projects that can be achieved based on past experience and circumstances. I can't absorb it.

Therefore, the above marketing system 1
Has a function that allows the person in charge to individually specify the extracted data on the terminal screen. For example, in the sales plan organization input S50, as shown in FIG. 25, the sales person inputs the “customer code” on the customer code input screen p41 to call up the sales promotion item of the customer in charge and the sales planning target is entered. Displayed on the designated screen p42, the specified characters in the sales plan target field,
For example, by inputting "Y", the item to be added to the sales plan can be designated. In the example of FIG. 25, the “customer code” data input on the customer code input screen p41 is read from the sales promotion plan D / B 18 and displayed as a list on the sales plan target designation screen p42.

Here, the demand / sales forecast calculation process S3, the sales expansion plan operation process S4, the sales plan creation process S5, and the sales plan execution process S6 as described above are executed, and the sales expansion plan verification unit 30 and the sales plan verification are executed. The marketing system 1 that realizes the department 40 and the sales prospect verification unit 50 can be configured based on a general-purpose computer such as a workstation.

That is, the above marketing system 1
A computer that realizes a CPU executes a command of a program that realizes each function.
ng unit), ROM that stores boot logic (read o
nly memory), a RAM (rand
om access memory), a storage device (recording medium) such as a hard disk for storing the above programs and various databases, an input device such as a keyboard and a mouse, an output device such as a monitor, a speaker, a printer, and a network connection device connected to an external network. Are connected by an internal bus.

Of course, the same applies to the core system 2 that performs the order receiving process S1 and the sales process S2. The input / output terminals 101 and 111 can be configured based on a general-purpose computer such as a personal computer.

Finally, the present invention provides multiple devices (eg,
Whether it is applied to a system composed of a host computer, a terminal computer, an interface device, a network device, a reader, a printer, etc., or to a device composed of one device (for example, a portable computer, a word processing device, etc.) Good.

Further, an object of the present invention is to provide a computer-readable recording medium on which the program code (executable program, intermediate code program, source program) of a marketing program which is software for realizing the above-mentioned functions is recorded. It can also be achieved by supplying the program to a system or apparatus and causing the computer (or CPU or MPU) of the system or apparatus to read and execute the program code recorded in the recording medium. In this case, the program code itself read from the recording medium realizes the above-mentioned function, and the recording medium recording the program code constitutes the present invention.

More specifically, the function of the marketing system is to execute a predetermined program stored in the memory of a computer that realizes the marketing system.
It is realized by being executed by a microprocessor or the like.

A recording medium for supplying the program code can be configured so as to be separable from the system or the device. Further, the recording medium may be a medium that fixedly carries the program code so that the program code can be supplied. Even if the recording medium is installed in the system or the device so that the computer can directly read the recorded program code, the recording medium can be used as an external storage device via the program reading device connected to the system or the device. It may be attached so that it can be read.

For example, the recording medium is a tape system such as a magnetic tape or a cassette tape, a magnetic disk such as a floppy (registered trademark) disk / hard disk, or a CD.
-Disk systems including optical disks such as ROM / MO / MD / DVD / CD-R, IC cards (including memory cards) / card systems such as optical cards, or mask ROM /
A semiconductor memory system such as EPROM / EEPROM / flash ROM can be used.

The program code may be recorded so that the computer can read it from the recording medium and directly execute it, or it can be read from the main memory by the computer after being transferred from the recording medium to the program storage area of the main memory. It may be recorded so that it can be executed.

Furthermore, the system or device is used as a communication network (including the Internet, intranet, etc.)
The program code may be supplied via a communication network.

A program for reading the program code from the recording medium and storing it in the main memory, and
It is assumed that the program for downloading the program code from the communication network is stored in advance in the system or the device so as to be executable by the computer.

The above-mentioned functions are realized not only by executing the above-mentioned program code read by the computer, but also based on the instruction of the program code, the OS running on the computer performs one of the actual processes. It is also realized by performing all or part.

Further, the above-mentioned function is obtained by writing the program code read from the recording medium into a memory provided in a function expansion board mounted in the computer or a function expansion unit connected to the computer, It is also realized by the CPU provided in the function expansion board or the function expansion unit performing a part or all of the actual processing based on the instruction of the program code.

[0146]

INDUSTRIAL APPLICABILITY As described above, the marketing method of the present invention is a marketing method for supporting sales of parts constituting a finished product, wherein the parts are specified at the lowest level, A step of assigning hierarchical component classification codes to a plurality of levels included in a higher-level concept according to ascending, and specifying the finished product at the lowest level to the finished product, and a higher-level concept as the level increases A step of assigning a hierarchical finished product classification code to a plurality of levels included in, and the data of the parts, by giving the parts classification code and the finished product classification code,
Storing for each combination of the part classification code and the finished product classification code, and processing the data of the part for each combination of any level of the part classification code and any level of the finished product classification code Steps to
It is a method including.

Further, the marketing system of the present invention is a marketing system for supporting the sales of parts constituting a finished product, wherein the parts are specified to the above parts at the lowest level, and the parts are ranked higher in accordance with the increase in the level. Assigning hierarchical part classification codes to multiple levels included in the concept, specifying the finished product at the lowest level to the finished product, and as the level increases, multiple For each combination of the part classification code and the finished product classification code, the finished product classification code hierarchically assigned to the level is assigned, and the data of the parts is given the part classification code and the finished product classification code. And a combination of storage means for storing the data of the parts and an arbitrary level of the parts classification code and an arbitrary level of the finished product classification code. And processing means for processing the a configuration including.

Therefore, the data relating to the parts used in each marketing process is managed based on the combination of the part classification code and the finished product classification code by adding the above-mentioned part classification code and the above finished product classification code. When performing each process in marketing activities, such as creating and verifying sales expansion plans and sales plans, managing or reviewing sales results, etc., specify the combination of parts classification code and finished product classification code for parts data. And extract and process the data.

Here, both the part classification code and the finished product classification code are hierarchized into a plurality of levels so as to be included in the superordinate concept as the level increases. Therefore, if the component classification code is set high when extracting the data of the component, the data of the component can be collectively processed according to the classification level of the component. Further, if the finished product classification code is set to a high value, it is possible to process the data of the parts collectively by the classification level of the finished product.
Then, the part classification code and the finished product classification code can be designated independently at arbitrary levels.

Therefore, the processing in the marketing activities of the parts can be performed while considering the finished products in which the parts are used. Further, the level can be designated independently for the parts classification code and the finished product classification code. Therefore,
This has the effect of enabling highly accurate marketing activities to be carried out efficiently.

Further, in the marketing system of the present invention, the storage means is a sales expansion part that exceeds the current occupied part in the market of the part in the sales plan of the part and a non-occupied part in the market of the part. The processing means stores the sales expansion plan drafting ratio calculating means for calculating the sales expansion plan drafting ratio, which is the ratio of the sales expansion portion to the sales expansion margin, and the sales expansion plan drafting ratio as a predetermined reference value. And a means for verifying sales expansion planning rate for comparison.

Therefore, the effectiveness of the sales expansion plan can be verified by calculating the sales expansion planning rate, which is the ratio of the sales expansion portion to the sales expansion margin, and comparing this with a predetermined reference value. . In other words, by evaluating the sales expansion plan drafting rate, it is possible to verify that a sales expansion plan has been made for parts with large sales expansion potential, and that a sales expansion plan has been made for strategic parts for the purpose of expanding sales. Has the effect.

Here, the calculation of the sales expansion planning rate and the comparison with the reference value can be performed on the data extracted by independently designating the levels of the parts classification code and the finished product classification code.

Further, in the marketing system of the present invention, the storage means stores the sales plan of the part and a sales expansion part of the sales plan that exceeds the current occupied part of the part in the market. The means is
It is configured to include a sales expansion rate calculation means for calculating a sales expansion rate, which is a ratio of the sales expansion portion to the sales plan, and a sales expansion rate verification means for comparing the sales expansion rate with a predetermined reference value.

Therefore, by further calculating the sales expansion rate, which is the ratio of the sales expansion portion to the sales plan, and comparing this with a predetermined reference value, the difficulty of the sales plan can be verified. Generally, if the sales expansion rate is high, it is difficult to achieve the sales plan. In addition, a sales plan that has a high share of the current market share, that is, a low sales expansion rate, has a large impact on market achievements.

Here, the calculation of the sales expansion rate and the comparison with the reference value can be performed on the data in which the levels of the part classification code and the finished product classification code are independently specified and extracted.

Further, in the marketing system of the present invention, the storage means is a sales plan of the part for the verification period set in advance at the start of the verification period including the verification time, and the part for the verification period at the start of the verification period. Stores the sales prospect of the part after the verification time of the verification period and the sales record of the part up to the verification time of the verification period set in advance so as to maintain the current share of the market. The processing means is a sales plan achievement probability calculating means for calculating a sales plan achievement probability, which is the ratio of the sales result and the sales forecast to the sales plan, and the sales plan achievement probability. And a sales plan achievement probability rate verification means for comparing the above with a predetermined reference value.

Therefore, the sales plan and the sales prospect are calculated by calculating the sales plan achievement probability, which is the ratio of the sales result and the sales prospect, to the sales plan, and comparing this with a predetermined reference value. You can grasp the difference with. Therefore, when it is determined that the sales plan is difficult to achieve, it is possible to formulate a new sales expansion plan or promote the execution of the sales expansion plan.

Here, the calculation of the sales plan achievement probability and the comparison with the reference value can be performed with respect to the data extracted by independently designating the levels of the parts classification code and the finished product classification code.

The marketing system of the present invention further comprises a storage means for storing a sales expansion portion of the product sales plan that exceeds the current occupied portion of the product in the market, and a sales expansion room which is a non-occupied portion of the product. ,
It is provided with a sales-expansion-planning rate calculation means for calculating the sales-expansion-planning rate, which is the ratio of the above-mentioned sales-expansion portion to the above-mentioned sales-expansion margin, and a sales-expansion-planning rate verification means for comparing the above-mentioned sales expansion planning rate with a predetermined reference value. This is the configuration.

Therefore, the effectiveness of the sales expansion plan can be verified by calculating the sales expansion planning rate, which is the ratio of the sales expansion portion to the sales expansion room, and comparing this with a predetermined reference value. In other words, by evaluating the sales expansion plan drafting rate, it is possible to verify that a sales expansion plan has been formulated for products with a large room for sales expansion, and that a sales expansion plan has been formulated for strategic products aimed at expanding sales. Has the effect.

Further, in the marketing system of the present invention, the sales plan of the merchandise and the storage means for storing the sales expansion part of the sales plan that exceeds the current occupied part in the market of the merchandise, and the sales expansion part are included in the sales plan. It is configured to include a sales expansion rate calculation means for calculating a sales expansion rate, which is a ratio, and a sales expansion rate verification means for comparing the sales expansion rate with a predetermined reference value.

Therefore, by calculating the sales expansion rate, which is the ratio of the sales expansion portion to the sales plan, and comparing this with a predetermined reference value, it is possible to verify the difficulty of the sales plan. Generally, if the sales expansion rate is high, it is difficult to achieve the sales plan. In addition, a sales plan that has a high share of the current market share, that is, a low sales expansion rate, has a large impact on market achievements.

Further, the marketing system of the present invention is such that the sales plan of the product of the verification period set in advance at the start of the verification period including the verification time, the current share of the product in the market at the start of the verification period. Storage means for storing the sales prospect of the product after the verification time set in advance in the verification period and the sales record of the product up to the verification time in the verification period set in advance so that The sales plan achievement probability ratio calculation means for calculating the sales plan achievement probability ratio, which is the ratio of the above sales forecast to the sales plan, and the sales plan achievement for comparing the sales plan achievement probability ratio with a predetermined reference value This is a configuration provided with a probability ratio verification means.

Therefore, the sales plan achievement prospect ratio, which is the ratio of the sales record and the sales prospect to the sales plan, is calculated, and this is compared with a predetermined reference value to determine the sales plan and the sales prospect. You can understand the differences. Therefore, when it is determined that the sales plan is difficult to achieve, it is possible to formulate a new sales expansion plan or promote the execution of the sales expansion plan.

Further, the marketing program of the present invention is a computer program that causes a computer to function as each of the above means.

Therefore, the above marketing system can be realized by realizing each means of the above marketing system by a computer. Therefore, it is the effect of the above marketing system,
Highly accurate and efficient marketing becomes possible.

A computer-readable recording medium in which the marketing program of the present invention is recorded is a computer-readable recording medium in which the marketing program for operating the above-mentioned marketing system is realized by realizing each of the above means in a computer. is there.

Therefore, there is an effect that the marketing system can be realized on the computer by the marketing program read from the recording medium.

[Brief description of drawings]

FIG. 1 is an explanatory diagram showing an outline of a configuration of a marketing system according to an embodiment of the present invention.

FIG. 2 is an explanatory diagram showing an example of a computer network including the marketing system shown in FIG.

3 is an explanatory diagram showing a data structure of an item master file used by the marketing system shown in FIG. 1. FIG.

4 is an explanatory diagram showing a data structure of a customer master file used by the marketing system shown in FIG. 1. FIG.

5 is an explanatory diagram showing a data structure of a set classification code file used by the marketing system shown in FIG.

6 is an explanatory diagram showing a data structure of a product classification code file used by the marketing system shown in FIG.

7 is an explanatory diagram showing a data structure of order backlog D / B used by the marketing system shown in FIG. 1. FIG.

8 is an explanatory diagram showing a data structure of sales record D / B used by the marketing system shown in FIG. 1. FIG.

9 is an explanatory diagram showing a data structure of demand / sales prospect D / B used by the marketing system shown in FIG. 1. FIG.

10 is an explanatory diagram showing a data structure of a sales expansion plan D / B used by the marketing system shown in FIG.

11 is an explanatory diagram showing a data structure of a sales plan D / B used by the marketing system shown in FIG.

12 is an explanatory diagram of a set classification code used by the marketing system shown in FIG.

13 is an explanatory diagram of a product classification code used by the marketing system shown in FIG.

14 is an explanatory diagram of an example of a display screen displayed on the input / output terminal in the order entry input process of the marketing system shown in FIG.

15 is an explanatory diagram of an example of a display screen displayed on the input / output terminal in the demand / sales prospect calculation process of the marketing system shown in FIG.

16 is an explanatory diagram of an example of a display screen displayed on the input / output terminal in the sales expansion plan operation processing of the marketing system shown in FIG.

FIG. 17 is an explanatory diagram of data generated in a sales expansion plan operation process of the marketing system shown in FIG.

18 is a functional block diagram of a sales expansion plan verification unit included in the marketing system shown in FIG.

19 is an explanatory diagram of a display screen example displayed on the input / output terminal by the sales promotion plan verification unit of the marketing system shown in FIG.

20 is a functional block diagram of a sales plan verification unit included in the marketing system shown in FIG.

21 is an explanatory diagram of a display screen example displayed on the input / output terminal by the sales plan verification unit of the marketing system shown in FIG.

22 is a functional block diagram of a sales prospect verification unit included in the marketing system shown in FIG.

23 is an explanatory diagram of sales prospect management by the sales prospect verification unit of the marketing system shown in FIG.

FIG. 24 is an explanatory diagram of an example of a display screen displayed on the input / output terminal by the sales prospect verification unit of the marketing system shown in FIG. 22.

25 is an explanatory diagram of an example of a display screen displayed on the input / output terminal in the sales plan organization input of the marketing system shown in FIG.

[Explanation of symbols]

1 Marketing System 15 Outstanding Order D / B (Storage Means) 16 Sales Performance D / B (Storage Means) 17 Demand / Sales Outlook D / B (Storage Means) 18 Sales Expansion Plan D / B (Storage Means) 19 Sales Plan D / B (storage unit) 30 sales expansion plan verification unit (processing unit) 32 sales expansion plan drafting rate calculation unit (sales expansion plan drafting ratio calculation unit) 33 verification result presentation unit (sales expansion plan drafting ratio verification unit) 40 sales plan verification unit (processing unit) ) 42 Sales expansion rate calculation section (sales expansion rate calculation means) 43 Verification result presentation section (sales expansion rate verification means) 50 Sales prospect verification section (processing means) 53 Sales plan achievement expected rate calculation section (sales plan achievement expected rate calculation means) 54 Verification result presentation section (sales plan achievement rate verification means)

   ─────────────────────────────────────────────────── ─── Continued front page    (72) Inventor Satoshi Sonoda             2-10-10 Tenjin, Nagaokakyo, Kyoto Stock             Murata Manufacturing Co., Ltd. (72) Inventor Yasunari Tokuno             2-10-10 Tenjin, Nagaokakyo, Kyoto Stock             Murata Manufacturing Co., Ltd. (72) Inventor Kazuhiro Nakano             2-10-10 Tenjin, Nagaokakyo, Kyoto Stock             Murata Manufacturing Co., Ltd. (72) Inventor Kazuhiko Shirasawa             2-10-10 Tenjin, Nagaokakyo, Kyoto Stock             Murata Manufacturing Co., Ltd. (72) Inventor Masaaki Toyama             2-10-10 Tenjin, Nagaokakyo, Kyoto Stock             Murata Manufacturing Co., Ltd. (72) Inventor Yu Aoe             2-10-10 Tenjin, Nagaokakyo, Kyoto Stock             Murata Manufacturing Co., Ltd. (72) Inventor Kenichi Maekawa             2-10-10 Tenjin, Nagaokakyo, Kyoto Stock             Murata Manufacturing Co., Ltd.

Claims (10)

[Claims] 1. A marketing method for supporting the sales of parts constituting a finished product, wherein the parts are specified at the lowest level, and a plurality of parts included in the higher level concept are included in accordance with the increase of the level. The step of assigning a hierarchical component classification code to the level, and specifying the finished product at the lowest level to the above finished product, and hierarchized into multiple levels that are included in the higher level concept as the level increases A step of assigning a finished product classification code, a step of storing the data of the part for each combination of the part classification code and the finished product classification code, by giving the part classification code and the finished product classification code, Processing the data of the parts for each combination of any level of the part classification code and any level of the finished product classification code. Marketing method characterized by. 2. A marketing system for supporting sales of parts constituting a finished product, wherein the parts are specified at the lowest level, and a plurality of parts included in the higher level concept are included as the level increases. In addition to assigning hierarchical component classification codes to the levels, specify the finished products at the lowest level to the above finished products, and as the level increases, the completed products are hierarchized into multiple levels that are included in the higher level concept. A storage unit that assigns a product classification code and assigns the data of the parts to the parts classification code and the finished product classification code, and stores the data for each combination of the parts classification code and the finished product classification code, Processing means for processing the data of the parts for each combination of an arbitrary level of the parts classification code and an arbitrary level of the finished product classification code. Marketing system that butterflies. 3. The storage means stores a sales expansion part of the sales plan of the part that exceeds the current occupied part of the part in the market, and a sales expansion room that is a non-occupied part of the part in the market, The above-mentioned processing means is a means for calculating a sales-expansion-planning rate that calculates the sales-expansion-planning rate, which is the ratio of the above-mentioned sales-expansion portion to the above-mentioned sales-expansion space, and a sales-expansion-planning rate verification that compares the above-mentioned sales-expansion planning rate with a predetermined standard Means, and the marketing system of Claim 2 characterized by the above-mentioned. 4. The storage means stores a sales plan of the part, and a sales expansion part of the sales plan that exceeds the current occupied part of the part in the market, and the processing means stores the sales expansion part. The sales expansion rate calculating means for calculating a sales expansion rate, which is a ratio in the sales plan, and a sales expansion rate verification means for comparing the sales expansion rate with a predetermined reference value. The described marketing system. 5. The storage means stores a sales plan of the parts in the verification period set in advance at the start of the verification period including the verification time, and a current share of the parts in the market at the start of the verification period. The sales prospect of the part after the verification time of the verification period preset to be maintained and the sales record of the part up to the verification time of the verification period are stored, and the processing means is , The sales plan achievement probability ratio calculation means for calculating the sales plan achievement probability ratio, which is the ratio of the sales results and the sales prospects to the sales plan, and the sales plan achievement probability ratio are compared with a predetermined reference value. 5. The marketing system according to claim 2, further comprising: a sales plan achievement probability verification means. 6. A storage means for storing a sales expansion portion of a product sales plan that exceeds the current occupied portion in the market of the product, and a sales expansion margin that is a non-occupied portion of the product market, and the sales expansion portion is the sales expansion portion. It is characterized by comprising a sales expansion plan drafting ratio calculating means for calculating a sales expansion plan drafting ratio which is a ratio to the room, and a sales expansion plan drafting ratio verification means for comparing the sales expansion plan drafting ratio with a predetermined reference value. Marketing system. 7. A storage means for storing a sales plan of a product, and a sales expansion portion of the sales plan that exceeds the current occupied portion of the product in the market, and a sales expansion ratio which is a ratio of the sales expansion portion to the sales plan. A marketing system comprising: a sales expansion rate calculation means for calculating; and a sales expansion rate verification means for comparing the sales expansion rate with a predetermined reference value. 8. A sales plan of a product for the verification period set in advance at the start of the verification period including the verification time, and the current market share of the product at the start of the verification period is maintained in advance. The storage means for storing the sales prospect of the product after the verification time set in the verification period and the sales record of the product up to the verification time in the verification period, and the sum of the sales record and the sales prospect. Is a ratio of the sales plan to the sales plan achievement probability calculation means for calculating the sales plan achievement probability ratio, and a sales plan achievement probability verification means for comparing the sales plan achievement probability ratio with a predetermined reference value. A marketing system characterized by having. 9. A marketing program for operating the marketing system according to claim 2, wherein the marketing program causes a computer to function as each of the above means. 10. A computer-readable recording medium in which the marketing program according to claim 9 is recorded.