JP2020119174A - Sales risk management system - Google Patents

Abstract

Kind Code: A1 A business risk management system is provided that enables a company to efficiently grasp in advance, from a report by a salesperson, signs that may lead to disadvantages for the company. A sales risk management system (1) includes a reporter side terminal device (10) having a report content input unit (501) for inputting report content by a salesperson, a report content storage unit (504) for storing the report content, and a failure of a business negotiation. A keyword information storage unit 505 storing keyword information in which a keyword associated with other business risks and a score added to the keyword are paired, and a determination for determining whether or not there is a keyword in the content of the report. a risk information creation unit 507 for creating risk information, which is information on the degree of risk related to the content of the report, based on the score added to the keyword if there is a keyword; and the created risk information. and a server 30 having a danger information transmission unit 508 that outputs to the administrator. [Selection drawing] Fig. 9

Description

The present invention relates to a management system for grasping a sign of a business risk such as a non-concluded contract based on daily reports and the like, and also relates to a business risk management system which contributes to improving skills of middle managers.

Conventionally, in a company or other organization, a salesperson reports progress etc. to a superior, but for efficiency of business, reports are often made using email, office software, groupware and the like.
As the organization grows, there are many sales representatives and multiple managers, and many business negotiations proceed in this, and the mutual relationship gradually becomes complicated.
Therefore, in such a case, the reporting system using the terminal device or the network is further utilized.

For example, middle managers receive daily reports from sales staff using this type of reporting system, but when the probability of closing a contract increases, the daily report uses direct words that indicate a closing, making it easier to understand the situation, You will be able to give appropriate advice. That is, in the past, even if the organization became large, it was possible to make the sales smoother and more productive by introducing the reporting system.

However, the conventional techniques have the following problems.
Contrary to contracts, sales reps tend to use indirect language when it comes to contracts, breaks and other risk information. Therefore, even if the daily report is posted, there is a problem that it is difficult for middle management to predict the danger.
In particular, even in the case where a skilled manager can act as a so-called incentive to avoid danger, a novice manager (intermediate manager) does not have the risk prediction skills, and the risk of operating There was a problem that the management was not sufficient.
In addition, the tendency of the expressions used and the content to be dwarfed varies depending on the sales staff, and this is also a factor that hinders risk prediction.

Japanese Unexamined Patent Application Publication No. 2015-0775816 JP, 2010-176610, A JP, 2004-355607, A

The present invention has been made in view of the above, and an object of the present invention is to make it possible to efficiently, in advance, grasp from a report of a sales representative a sign that may cause a disadvantage to the company.
In addition, it aims to provide a system that enables objective risk judgment, which leads to the improvement of managerial skills.

The business risk management system according to claim 1 is a business risk management system used by a sales person or other managed person who reports and a manager or other manager who receives a report from the managed person. In addition, the report content input means for inputting the report content by the managed person, the report content storage means for storing the report content input by the report content input means, and the relation with the business risk and other business risks. The keyword stored in the keyword information storage means is included in the report information stored in the keyword information storage means that stores the keyword information that is a combination of the keyword and the score added to the keyword. Based on the score added to the keyword when it is determined that there is a keyword, the risk information, which is the risk information regarding the report content of the keyword And a risk information output unit for outputting the risk information created by the risk information creating unit to the manager.

That is, the invention according to claim 1 makes it possible to collect and objectify signs of sales that may be negative in the organization, such as incomplete deals, including indirect expressions.

The managed person and the manager are broad in this application, and are not particularly limited as long as they are the person making the report and the person receiving the report. Even the same person is allowed to switch the position of the managed person and the position of the manager.
The content of the report can be paraphrased as a business report, a business report, a daily report, etc.
In the present application, the term “keyword” means a wording that may or may lead to a disadvantage of a company or an organization. It is not necessarily uniform, but refers to words that may pose risks or risks to the company or organization that introduces this system. Also, the wording is not limited to nouns.
In the determination by the determination means, the keyword stored in the keyword information storage means is in a broad sense, and includes the report content input by the report content input means before storage.
Like the score added to the keyword, the risk information can be simply a score, but may be ranking information such as A, B, and C, blinking, fluorescent color, background color inversion, Information in a display mode such as bold font can also be used.

The sales risk management system according to claim 2 is a reporter-side terminal device on the side of a person to be reported, such as a person in charge of sales, and an administrator side, such as a manager, who receives a report from the person to be managed. A business risk management system having a manager-side terminal device in, and a server to which the reporter-side terminal device and the manager-side terminal device are connected, wherein The report content input means for inputting the report content and the report content transmission means for transmitting the report content input by the report content input means to the server, and the server receives the report content transmitted by the report content transmission means. The report content receiving means, the report content storing means for storing the report content received by the report content receiving means and the specific information for uniquely identifying the report content, and the risk of business failure and other business risks. A keyword information storage unit that stores keyword information that is a combination of a keyword associated with the keyword and a score added to the keyword, and a report content stored by the report content storage unit that is stored in the keyword information storage unit. A determination unit that determines whether or not there is a keyword, and if the determination unit determines that there is a keyword, based on the score added to the keyword, the risk that is the risk level information regarding the report content related to the keyword Risk information creating means for creating the risk information, the risk information created by the risk information creating means, and the specific information of the report content related to the risk information is transmitted to the administrator side terminal device And a danger information received by the danger information receiving means, wherein the administrator side terminal device receives the danger degree information and the specific information transmitted by the danger information transmitting means, and the danger information received by the danger information receiving means. And a danger information output unit that outputs the degree information and the specific information in a viewable manner.

In other words, the invention according to claim 2 makes it possible to collect and objectify signs of sales that are likely to be negative in the organization, such as contracts, including indirect expressions.

The terminal device refers to a PC, a smartphone, or other information device, and is not particularly limited as long as it transmits and receives information to and from the server. The server includes not only one server device but also a cloud type server, and widely refers to a device that exchanges information with a terminal device.
The specific information can be the title of the report content, the name of the reporter, the creation date and time of the report content, the report number, etc., and is not particularly limited as long as it is information that identifies the report content. Depending on the mode of specification, the content of the report itself can be used. The specific information may be input or generated on the terminal device side or may be automatically added on the server side.
The output mode by the risk information output means is not particularly limited, and for example, an example in which individual titles of the list of report contents are displayed in different colors according to the risk can be given.
It should be noted that, although not particularly specified, there are usually a plurality of reporter side terminal devices and administrator side terminal devices. Since the server includes a cloud type, it is not necessarily a person who is not helped by the concept of a plurality of servers, but a plurality of server devices may be configured.

The business risk management system according to claim 3 is the business risk management system according to claim 2, in which the administrator-side terminal device is designated by the administrator based on the risk degree information output by the risk information output means. The specific information transmitting means for transmitting the specified information transmitted to the server, and the report content output means for outputting the report content transmitted by the report content extracting and transmitting means so that the server can execute the specific information transmitting means. The specific information receiving means for receiving the transmitted specific information, and the report content in combination with the specific information received by the specific information receiving means are extracted from the report content storing means, and the administrator side terminal device of the transmission source is extracted. And a means for extracting and transmitting report contents to be transmitted to.

That is, the invention according to claim 3 can efficiently browse the report contents focused on by the administrator based on the risk information. An example is a mode in which titles that are color-coded according to the degree of risk are linked to report contents.

The business risk management system according to claim 4 is the business risk management system according to claim 2 or 3, wherein the administrator side terminal device requests list transmission requesting list information that is a list of report contents. The server controls the danger information transmitting means based on the list information transmission request by the list transmission requesting means, creates the list information in which the risk degree information is added to the specific information of the report content, and transmits the request. It is characterized in that a dangerous transmission control means for transmitting to the original terminal device on the administrator side is provided.

That is, in the invention according to claim 4, it is possible to perceptually understand a list such as a list.

The method of constructing the list is not particularly limited, and the most recent 20 titles regardless of the manager, the last 10 days of the same person's title display, the most recent 25 titles of the same project, etc. are displayed. be able to. In addition, the display may be a matrix. If the display mode is changed according to the degree of risk, it is possible to more intuitively grasp.
Since some report contents do not include keywords, the list information includes those to which risk level information is not added.

The business risk management system according to claim 5 is the business risk management system according to claim 2, 3 or 4, wherein the risk level information appears in the keyword cumulative score or the keyword score in the report content. It is characterized by weighting the frequency, the combination of keywords, the length of the report content, the reporter, and other factors.

That is, in the invention according to claim 5, the risk information can be more objectively grasped by weighting. For example, even if a report is expressed too pessimistically, the reporter can grasp the report with an appropriate bias when the reporter has such a habit of reporting. The bias naturally includes so-called cleansing processing, that is, deletion of quoted sentences/quoted parts, character conversion (unification of full-width alphanumeric characters → half-width alphanumeric characters), segmentation, and part-of-speech filtering.
As a side effect, repeated reading of appropriately biased report content while paying attention to risk information is effective, and effective training of managers, especially management with little experience of new managers. Jobs can be effectively trained.

Weighting is not limited to multiplication of coefficients, and addition, subtraction, multiplication and division may be included.

The business risk management system according to claim 6 is the business risk management system according to any one of claims 2 to 5, wherein the administrator-side terminal device controls the report content output means to report The content information output control means for displaying the keyword in a different manner from other characters, and the keyword evaluation input means for inputting the evaluation of the keyword judged by the administrator based on the content of the report, and the server is provided with the keyword information. It is characterized in that the storage means is controlled to include a score change control means for changing the score of the keyword and storing the score based on the evaluation of the keyword inputted by the keyword evaluation input means.

That is, according to the sixth aspect of the present invention, it is possible to optimize the keyword information according to the system installation destination, and thus it is possible to more efficiently and effectively grasp the signs that may lead to the disadvantage.

Examples of the display different from the other characters include pop-up, inversion, background fluorescence, bold, blinking, and the like.
As an example of the keyword evaluation method, left-clicking on the highlighted keyword gives a score of +1 and right-clicking gives a score of -1. Another example is to right-click a keyword to display a slide bar and move it up or down to evaluate. The evaluation of a keyword may include deleting the keyword or setting the score to 0.
Further, the evaluation of a keyword by the keyword evaluation input means includes a new selection of a keyword that is not included in the keyword storage means, an evaluation by adding a score. By performing such an evaluation, a more effective keyword information group will be constructed. Also, the skills of managers will be improved.

The business risk management system according to claim 7 is the business risk management system according to any one of claims 2 to 6, and when the server determines that there is a keyword, the keyword is assigned to the keyword. Additional storage control means for controlling the keyword extraction means for newly extracting the keyword based on the contents of the report and the keyword information storage means for storing the keyword information obtained by adding a predetermined score to the keyword extracted by the keyword extraction means. And are provided.

That is, in the invention according to claim 7, it is possible to optimize the keyword information according to the system introduction destination, and thereby it is possible to more efficiently grasp the sign that may lead to the disadvantage in advance.

As a method of extracting a keyword, an example in which AI or data mining technology is applied can be given. It is not always necessary to extract, and for example, it may be extracted when the cumulative score in the report contents is a predetermined value or more, or when a keyword having a large score is included.
The predetermined score may be a uniform score, or may be set according to the cumulative score in the report contents.

The business risk management program according to claim 8 is a reporter-side terminal device on the side of a person to be reported, such as a sales person, and a side of manager, such as a manager, who receives a report from the person to be managed. 8. A program for constructing a business risk management system by incorporating the manager-side terminal device in 1) and a server to which the reporter-side terminal device and the manager-side terminal device are connected, the computer comprising: It is characterized by making it function as each means described in any one of.

In other words, the invention according to claim 8 makes it possible to collect and objectify the signs of sales, which may be negative in the organization, such as non-contract, including indirect expressions.

Here, the computer means a terminal device on the reporter side and/or a terminal device on the manager side and/or a server.
Note that, for example, if a program for causing each unit described in claim 2 to be written out, the following is obtained.
Sales representatives and other reporter-side terminal devices on the managed side for reporting, managers and other manager-side terminal devices on the manager side for receiving reports from the managed person, and reporter side A program for building a business risk management system by incorporating it into a server to which a terminal device and a terminal device on the manager side are connected,
The reporter's terminal,
Report content input means for entering the report content by the managed person, and
Report content transmission means for transmitting the report content input by the report content input means to the server,
Function as
Server
Report content receiving means for receiving the report content transmitted by the report content transmitting means,
Report content storage means for storing the report content received by the report content receiving means and specific information for uniquely identifying the report content,
Keyword information storage means for storing keyword information, which is a combination of a keyword associated with unsuccessful business negotiations and other business risks and a score added to the keyword,
Determination means for determining whether or not there is a keyword stored in the keyword information storage means in the report content stored by the report content storage means,
When it is determined by the determination means that there is a keyword, based on the score added to the keyword, risk information creation means for creating risk information that is information on the risk related to the report content of the keyword, and ,
Danger information transmitting means for transmitting the risk information created by the risk information creating means and the specific information of the report content related to the risk information to the administrator side terminal device,
Function as
The administrator side terminal device,
Dangerous information receiving means for receiving the risk information and the specific information transmitted by the dangerous information transmitting means, and
Danger information output means for outputting the risk information and the specific information received by the danger information receiving means in a viewable manner,
A business risk management program characterized by functioning as
Other claims are also the same.

According to the present invention, it becomes possible to collect and objectify signs of sales that are likely to be negative in the organization, including indirect expressions, such as incomplete deals.
In addition, it is possible to provide a system that enables objective risk judgment, which leads to improvement of managerial skills.

It is a structural conceptual diagram of the sales risk management system 1. It is a figure explaining an example of the hardware constitutions of the reporter side terminal unit 10. FIG. 3 is a diagram illustrating an example of a hardware configuration of an administrator side terminal device 20. 3 is a diagram illustrating an example of configurations of an application unit 310 and a data storage unit 330 of the server 30. FIG. It is an example of a screen configuration when creating a business report. It is an example of a minus word table. It shows an example of the structure of the work report list. It is the figure which showed the example of a display of a business report. It is explanatory drawing of the functional structure of the business risk management system 1.

Hereinafter, embodiments of the present invention will be described in detail with reference to the drawings.
Here, an example in which a sales risk management program is installed and a sales risk management system is constructed will be described. Specifically, in the company K, a sales person R in charge of a certain business negotiation M makes a business report (sales report) to a boss S who is a manager, and based on this, signs of risk such as a deal are not made. An example of making it possible to know in advance will be described.

<Hardware configuration of sales risk management system>
FIG. 1 is a conceptual diagram of the configuration of a sales risk management system.
The business risk management system 1 is composed of a reporter-side terminal device 10, an administrator-side terminal device 20, and a cloud-type server 30, which is connected to the network N.
A general-purpose computer, for example, a personal computer (PC) can be used as the reporter-side terminal device 10 and the administrator-side terminal device 20, and therefore the description of the external configuration is omitted. Note that the PC includes a tablet PC, a smartphone, and the like.
The server 30 is of a cloud type and may exist in a distributed manner as appropriate, but the hardware configuration is virtually the same as the configuration of the PC, and the description of the external configuration is omitted.

<Hardware Configuration of Reporter Terminal 10>
FIG. 2 is a diagram illustrating an example of the hardware configuration of the reporter-side terminal device 10. The hardware configuration of the reporter-side terminal device 10 includes a CPU 101, a ROM 102, a RAM 103, a hard disk 104 (HD104), a graphics card 105, a monitor 106, a keyboard 107 (KB107), and a touch pad 108. , And a network card 109.

The CPU 101 controls the entire reporter-side terminal device 10 together with the OS, and transmits business progress reports and other business reports to the administrator-side terminal device 20 via the server 30. Specifically, the CPU 101 creates, corrects, and deletes a business report, performs input/output control, and transmits/receives control information according to a program stored in the hard disk 104. Control such as temporarily storing work data in the RAM 103 is also performed.

The ROM 102 stores a boot program and the like. Depending on the mode of use, the ROM 102 may store a control program for the reporter-side terminal device 10. The RAM 103 is used as a work area for the CPU 101. Specifically, the contents of the data read from the hard disk 104, the contents of the program, etc. are temporarily stored.

The hard disk 104 stores an operating system (OS), application programs, and various types of data, and includes an application unit 110 and a data storage unit 130.
The application unit 110 includes an OS 111 that controls the entire terminal device 10 on the reporter side, and a report creation program 112 that creates a daily report and other business reports in a predetermined format.
The data storage unit 130 stores daily reports and other business reports reported up to that point. Mails that are not in a fixed format are also business reports, and these are also stored.
The actual program is composed of many components and DLLs. The functional configuration described later is realized by a single program or a plurality of programs, and in various cases, in cooperation with the data storage unit 130.

The graphics card 105 sends an image signal to be output to the monitor 106. The graphics card 105 also includes a VRAM that stores an image signal to be output, and an image output interface (image output I/F) that outputs the processed image signal to the monitor 106. The image output I/F outputs the RGB image data expanded in the VRAM to the monitor 106.

The keyboard 107 performs text input, decision input of various processes, and the like when pressed.
The touch pad 108 has a function similar to that of a so-called mouse, and performs right click, left click, and scroll.

The network card 109 connects the reporter-side terminal device 10 to the network N. By connecting to the network, the sales person can send and receive various information such as the sales direction even from a remote location.

<Hardware configuration of the administrator side terminal device 20>
FIG. 3 is a diagram illustrating an example of the hardware configuration of the administrator-side terminal device 20. The manager side terminal device 20 has, as its hardware configuration, a CPU 201, a ROM 202, a RAM 203, a hard disk (HD) 204, a graphics card 205, a monitor 206, a keyboard (K/B) 207, and a mouse 208. And a network card 209.

The CPU 201 controls the entire administrator-side terminal device 20 together with the OS, requests the server 30 to transmit a business report or a business report list, and also controls the output (display) of this information. Control such as temporarily storing work data in the RAM 203 is also performed.

The ROM 202, the RAM 203, the graphics card 205, the monitor 206, and the keyboard 207 have the same functions as those of the administrator side terminal device 20, and therefore their explanations are omitted.
The mouse 208 is similar to the touch pad 108, and the network card 209 is similar to the network card 109. That is, the administrator side terminal device 20 is connected to the network N and various information is transmitted and received.

The hard disk 204 stores an operating system (OS), application programs, and various data, and is composed of an application unit 210 and a data storage unit 230.
The application unit 210 includes an OS 211 that controls the entire administrator side terminal device 20, and a display program group 212 that displays a business report and risk level information.
The display program group 212 is
A display program 221 for displaying a new business report or a list of business reports,
○ A report management program 222 that displays business reports and manages keywords.
A communication management program 223 for managing communication with the server 30,
It is composed of
The actual program is composed of many components and DLLs. The functional configuration described below is realized by a single program or a plurality of programs, and in various cases, in cooperation with the data storage unit 230.
The data storage unit 230 stores the business report, list, danger information, and the like received so far.

<Hardware components of server 30>
Next, the hardware components of the server 30 will be described.
In the present embodiment, the server 30 is a cloud type, and not all the hardware is necessarily housed and functioning in one housing, but any resource forming the cloud has its substance. As the constituent elements, the CPU 301, the ROM 302, the RAM 303, the storage 304, the network card 309 and the like naturally exist.

Here, it is assumed that various data are stored in the RAM 303 and the storage 304, and that the operating system, application programs, and the like are appropriately developed and executed, and the RAM 303 and the storage 304 are not distinguished and are present in these. The application unit 310 and the data storage unit 330 will be described. The other hardware performs the same operations or processes as those of the reporter-side terminal device 10 and the administrator-side terminal device 20, and therefore a description thereof will be omitted.

FIG. 4 is a diagram illustrating an example of configurations of the application unit 310 and the data storage unit 330 of the server 30.
The application unit 310 includes an OS 311 that controls the entire functional units of the server 30 in the cloud, and a risk management program group 312 that manages keywords and processes risk information related to the report based on the business report.

More specifically, the risk management program group 312 is
A report-related information transmission/reception program 321 for transmitting/receiving a business report and information associated therewith to/from the reporter-side terminal device 10 and the administrator-side terminal device 20;
A report-related information recording control program 322 for controlling recording of business reports and information associated therewith,
A keyword-related information recording control program 323 for controlling the recording of keywords and their associated points,
○ A risk information management program 324 that manages risk information for each business report, (
It is composed of
The actual program is composed of many components and DLLs. The functional configuration described below is realized by a single program or a plurality of programs, and in various cases, in cooperation with the data storage unit 230.

The data storage unit 330
A business report DB 331 that records a business report and information related thereto (reporter, report ID (title), report date and time, risk information, etc.),
A keyword DB 332 in which a keyword and a score added to the keyword are recorded as a set, and
It is composed of
Actually, various data are linked to each other, and the above example can be understood as an ideal DB configured in the context of a sales risk management system.

<Operation example of the sales risk management system 1>
Next, an operation example of the business risk management system 1 will be described.
The sales staff member R operates the reporter-side terminal device 10 used by himself, launches an application, and inputs a daily report. An example of the screen configuration is shown in FIG.

As shown in the figure, the screen is provided with a reporter selection field, a negotiation name selection field, a title input field, a content description field, a registration button/draft save button, etc. , Enter.
The content described in the content description column is the business report, and the other information is the specific information that uniquely identifies the business report.
When the registration button is pressed, a series of information is transmitted to the server 30 as a business report.

The server 30 creates risk level information from the received business report. The risk information is information attached to each business report, and is information created based on the score attached to the keyword when a predetermined keyword is included in the business report.

First, the predetermined keyword will be described. This is a word that leads to or may lead to the disadvantages of company K (failures and breaks), and can also be expressed as a negative word. In particular, the salesperson R unknowingly understates or indirectly describes disadvantageous information. Therefore, the business risk management system 1 is provided with a table in which points are assigned to negative words including direct expressions. FIG. 6 shows an example of the minus word table.

As shown in the figure, for example, "apology,""anger," and "accident," which are considered to be direct negative words, have a high score of 100, which means that "awareness,""salting," and "difficulty" Is also shaking 70 points, which is correspondingly high. That is, high scores are given to strong expressions.
On the other hand, the expressions "ambiguous", "update", and "selfishness" do not seem to be a particular negative word, but they are indirect, which was traced back to the business report of the case that resulted in the conclusion of the contract. It was an expression, and in some circumstances it was a negative word. Therefore, the number of points is 20 and they are put on the table.
The minus word table is characterized by the fact that the wording that can be said to be a weak expression is also scored. This is a table that allows the user to grasp the signs of operating risk.

The risk information is calculated as a score (P) in this embodiment. As an example, the following calculation method and formula can be mentioned.

-Step 1 (preprocessing): The quoted part is deleted from the business report. Especially in the case of the mail format, since the past communication remains with the symbol “>” or the like, only the new information part of the current business report is extracted.

Step 2 (calculation process): Next, the score P is calculated by the following equation (1).

P=(ΣP _k ×n _k )×T×L×H...Equation (1)

Here, P _k is the score of the keyword k, and n _k is the number of appearances of the keyword k.
L is a coefficient that takes into account the length of the new information part. This is a factor to take into account that even if the total score of the same negative word is long, the numerical value should be evaluated relatively smaller in the long report than in the short report, and conversely, should be evaluated larger in the short report.
T is a coefficient that reflects the importance of the business negotiation. As a result, in the case of an important business negotiation, it becomes possible for the manager (boss S) to watch the business negotiation transition. Secondarily, it also provides training for managers.
H is a coefficient that considers the business performance and reporting habits of the salesperson R. This is a coefficient set for each reporter when the business performance is low or there is a tendency to underreport negative factors, which enables the superior S to report from each salesperson R. , It becomes possible to judge more objectively. Secondarily, it also provides training for managers.
In addition, if similar keywords exist, a correlation coefficient may be introduced for evaluation, or the score may be increased or decreased by addition (subtraction) instead of multiplication.

Step 3 (display process): Display color information used when displaying the title of the business report is added to the score P calculated by the formula (1). For example, P≧220: red, 220>P≧150: pink, 150>P≧100: orange, 100>P≧50: yellow, 50>P: no color coding (same display as P=0)

The server 30 also creates a business report list. This is created so that the administrator can easily understand the business report. Specifically, it includes the title of the business report, the date and time of the report, and risk information (score and display color information). The business report list has a three-pattern display method on the administrator-side terminal device 20. That is, (a) report order list, (b) reporter list, and (c) negotiation name list. In addition, a hyperlink is displayed in the title portion to display the business report related to the title.

FIG. 7 shows an example of the structure of the work report list. In the figure, the display color is shaded.
The report order list (FIG. 7a) is simply a list in which titles and the like are arranged in the order of report of business reports. Although various business talks are mixed, the title displayed in red, that is, the manager, can first glance at the large business risk in the latest business report.
The reporter-specific list (FIG. 7b) is a list in which titles are arranged in the order of report, focusing on a certain reporter. Only by looking at the list, the manager can grasp the transition of risks such as business negotiations in which the relevant reporter is involved, especially in the case of color coding. Since the sales staff member R may have a plurality of business negotiations, the sales person R is further displayed for each business negotiation.
The list by business negotiation (FIG. 7c) is a list in which the titles of the business reports are arranged in the order of report, focusing on only certain business negotiations. Only by looking at the list, the manager can grasp the transition of the risk of the business negotiation in the case where it is particularly color-coded.

It should be noted that, in the administrator side terminal device 20, the keywords in the business report are displayed in a different background. This allows the administrator to immediately know where the keyword is.
After reading a series of business reports, the administrator (boss S) can interactively evaluate keywords using this screen. That is, the administrator operates the mouse 208 to place a pointer on a keyword to display a slide bar, and evaluates whether or not the keyword is actually important by moving the bar up and down.
Furthermore, the administrator can also set a new keyword and score not included in the minus word table, if necessary. A word may be appropriately selected, a slide bar may be displayed by right-clicking, and a score may be input.
Since the administrator changes the evaluation of keywords by himself, as a side effect, the awareness of the administrator is increased and the proficiency level of risk management is accelerated.
Note that FIG. 8 shows a display example of the business report. Here, an example of the slide bar is also shown.
In addition, the administrator may evaluate the read business report as a whole and reflect it in the keyword score. The overall evaluation may be two choices such as OK/NG, helpful/not helpful, etc., or may be a score.
Further, the senior manager who supervises the manager (boss S) may further re-evaluate the evaluations made by the respective bosses to homogenize the evaluation variations among the bosses.

The server 30 changes the score of the keyword based on the top and bottom of the bar. It also stores the newly input keyword and score. As a result, the negative word table is evolved and specialized for the company K, and more objective and appropriate risk management can be performed.
In addition to the manual evolution described above, the server 30 can also evolve the minus word table by automatically extracting and scoring new keywords from the business report. Regarding this automatic evolution, keyword extraction and scoring may be performed based on the above-mentioned button depression by the administrator, which was helpful/not helpful.

<Functional configuration of the sales risk management system 1>
Next, the functional configuration of the sales risk management system 1 will be described. FIG. 9 is an explanatory diagram of a functional configuration of the sales risk management system 1.

The business risk management system 1 has, as its functional configuration, a report content input unit 501, a report content transmission unit 502, a report content reception unit 503, a report content storage unit 504, a keyword information storage unit 505, and a determination unit. 506, risk information creation unit 507, danger information transmission unit 508, specific information reception unit 512, report content extraction transmission unit 513, danger transmission control unit 516, score change control unit 519, keyword Extraction unit 520, additional storage control unit 521, danger information reception unit 509, danger information output unit 510, specific information transmission unit 511, report content output unit 514, list transmission request unit 515, content It has an output control unit 517 and a keyword evaluation input unit 518.

The report content input unit 501 and the report content transmission unit 502 are mainly provided in the reporter-side terminal device 10, and the danger information reception unit 509, the danger information output unit 510, the specific information transmission unit 511, and the report contents. The output unit 514, the list transmission request unit 515, the content output control unit 517, and the keyword evaluation input unit 518 are mainly provided in the administrator side terminal device 20, and the others are mainly provided in the server 30, but each functional unit is It can be said that the reporter side terminal device 10, the manager side terminal device 20, and the server 30 are provided in cooperation with each other.

The report content input unit 501 inputs a business report by the sales staff member R. In addition to filling in the fields as shown in FIG. 5, text input in an email is also applicable.
The report content input unit 501 can realize its function by, for example, the KB 107, the touch pad 108, the monitor 106, the report creation program 112, and the like.

The report content transmission unit 502 transmits the business report input by the report content input unit 501 to the server 30.
The report content transmission unit 502 can realize its function by the OS 111, the network card 109, or the like, for example.

The report content receiving unit 503 sequentially receives the business report transmitted by the report content transmitting unit 502.
The report content receiving unit 503 can realize its function by, for example, the OS 311, the network card 309, the report related information transmitting/receiving program 321, and the like.

The report content storage unit 504 stores the business report received by the report content receiving unit 503 and the specific information for uniquely identifying the business report as a set. The specific information is composed of the title and the like, as described above. The reception date and time at the server 30 may be further added.
The report content storage unit 504 can realize its function by, for example, the business report DB 331, the report related information recording control program 322, and the like.

The keyword information storage unit 505 stores keyword information in which a keyword associated with a business negotiation failure or other business risk and a score added to the keyword are paired, that is, the negative word table shown in FIG. ing.
The keyword information storage unit 505 can realize its function by the keyword DB 332, the keyword-related information recording control program 323, and the like.

The determination unit 506 determines whether or not the business report stored by the report content storage unit 504 includes the keyword stored in the keyword information storage unit 505. The determination unit 506 makes a determination in consideration of the inflectional form of the wording and the presence or absence of sending kana. For example, if a negative word has "send off," it also determines whether there is "send off,""sendoff,""sendoff,""sendoff,""seemore,""lookaway,""lookaway,""lookaway." It also determines whether or not there is a blessing, a "look", a "look", a "look", a "look", a "look", a "look", etc.
The determination unit 506 can realize its function by, for example, the risk degree information management program 324 and the RAM 303.

When the determination unit 506 determines that there is a keyword, the risk information creation unit 507 calculates the risk information P including the display color information based on the score added to the keyword.
The risk degree information creating unit 507 can realize its function by the OS 311 and the risk degree information management program 324, for example.

The risk information transmitting unit 508 transmits the risk information P created by the risk information creating unit 507 and the specific information of the business report related to the risk information to the manager-side terminal device 20. At this time, the danger information transmitting unit 508 transmits information by attaching a hyperlink for accessing the business report to the title which is the specific information. As will be described later, under the control of the dangerous transmission control unit 516, a list including a title and risk level information P as a business report list is also transmitted.
The danger information transmission unit 508 can realize its function by the report related information transmission/reception program 321, the network card 309, the OS 311 and the like.

The danger information receiving unit 509 receives the risk degree information P and the specific information transmitted by the danger information transmitting unit 508.
The danger information output unit 510 outputs the risk information P and the specific information received by the danger information receiving unit 509 so that the supervisor S can view them.
The danger information receiving unit 509 can realize its function by, for example, the network card 209, the OS 211, the communication management program 223, and the like.
The danger information output unit 510 can realize its function by, for example, the monitor 206 and the graphics card 205.

The specific information transmitting unit 511 transmits the specific information designated by the boss S to the server by looking at the risk information P displayed on the screen by the danger information outputting unit 510. That is, a request for transmitting a business report related to the specific information is made. Here, the title is clicked.
The specific information transmitting unit 511 can realize its function by, for example, the communication management program 223, the network card 209, the mouse 208, the monitor 206, and the like.

The specific information receiving unit 512 receives the specific information transmitted by the specific information transmitting unit 511.
The specific information receiving unit 512 can realize its function by, for example, the network card 309, the report related information transmitting/receiving program 321, and the like.

The report content extraction/transmission unit 513 extracts the business report paired with the specific information received by the specific information reception unit 512 from the report content storage unit 504 and transmits it to the administrator-side terminal device 20 of the transmission source. ..
The report content extraction/transmission unit 513 can realize its function by, for example, the business report DB 331, the report related information transmission/reception program 321, the report related information recording control program 322, and the network card 309.

The report content output unit 514 causes the boss S side to display the business report transmitted by the report content extraction/transmission unit 513. The display method is not particularly limited, but it is preferable that the related reports in the past can be appropriately referred to because the boss S side can easily grasp the background.
The report content output unit 514 can realize its function by, for example, the monitor 206, the graphics card 205, the RAM 203, the OS 211, and the like.

The list transmission requesting unit 515 requests transmission of a business report list, which is a list of business reports.
The danger transmission control unit 516 controls the danger information transmission unit 508 based on the transmission request of the business report list by the list transmission request unit 515, and adds the risk degree information to the specific information (title, etc.) of the business report. The list information is created and transmitted to the administrator-side terminal device 20 which is the transmission request source.
The list transmission requesting unit 515 can realize its function by the display program 221, the mouse 208, the monitor 206, the network card 209, and the like, for example.
The dangerous transmission control unit 516 can realize its function by, for example, the risk information management program 324, the report related information transmission/reception program 321, the work report DB 331, the RAM 303, and the like.

The content output control unit 517 controls the report content output unit 514 to display the keyword in the business report in a mode different from other characters. As a result, the boss S can read the business report while being aware of the risk information P, and the sales staff member R can also give appropriate guidance.
The content output control unit 517 can realize its functions by the display program 221, the report management program 222, the data storage unit 230, the graphics card 205, the OS 211, and the like.

The keyword evaluation input unit 518 inputs the evaluation of the keyword in the business report determined by the boss S who has read the business report. That is, the negative word has a high score, but as a result of reading the business report or reading various business reports until then, it is determined that the negative word is not so high in the company K. In such a case, the keyword evaluation input unit 518 evaluates the score lower. Conversely, it is also possible to make an evaluation that raises the score of an underestimated negative word.
In addition, the boss S (administrator) can also set a new keyword from the work report and attach the score of the keyword, and the keyword evaluation input unit 518 does this.
The keyword evaluation input unit 518 can realize its function by, for example, the report management program 222, the communication management program 223, the mouse 208, the monitor 206, or the like.

The score change control unit 519 controls the keyword information storage unit 505 to change and store the score of the keyword based on the evaluation of the keyword input by the keyword evaluation input unit 518.
The score change control unit 519 can realize its function by, for example, the keyword DB 332, the keyword-related information recording control program 323, the OS 331, the network card 309, and the like.

When the determination unit 506 determines that there is a keyword, the keyword extraction unit 520 newly extracts the keyword from the business report related to the keyword. The extraction method is not particularly limited, but, for example, a method of picking up a business report that is not registered as a keyword and has a high appearance frequency from a plurality of business reports determined to have a keyword in the same business negotiation is available. Can be mentioned. Further, since a sentence including a keyword is important, an example in which wording is extracted from this sentence and one sentence before and after this sentence can be given.
The keyword extracting unit 520 can realize its function by, for example, the keyword related information recording control program, the keyword DB 332, the work report DB 331, the RAM 303, and the like.

The additional storage control unit 521 controls the keyword information storage unit 505 to store the keyword information obtained by adding a predetermined score to the keyword extracted by the keyword extraction unit 520. By constructing new keyword information, a more useful negative word table is created for the company K, and the more this system is used, the more effective the reduction of sales risk can be expected.
The additional storage control unit 521 can realize its function by, for example, the keyword DB 332, the keyword-related information recording control program 323, and the like.

By thus extracting the potential risk from the business report and quantifying the potential risk, the business risk management system 1 can reduce the negative in the company introducing the system. The present invention can be said to be, so to speak, a support system for improving corporate performance using IT technology, but in the past, many support systems were provided to increase the plus, but the present invention, conversely, was a minus. It is characterized by a support system that reduces

Also, the more the system is used, the more keyword information suitable for the introduced company is constructed (keyword information is evolving).
Since managers can grasp objective risk information with proper bias, it is possible to develop managers themselves and improve their skills.
The use of the administrator side terminal device is not necessarily limited to the administrator, and may be used by a system engineer, for example. The SE designs the system by conducting hearings from the client, but by using the terminal device on the administrator side, risk management can be acquired and it becomes possible to grow from a working SE to a profitable SE. That is, this system can be said to be a human resource development tool in a broad sense.
Further, the administrator-side terminal device is not necessarily limited to the boss S, and may be a terminal device used by a person in another position. That is, the destination of the business report can be flexibly set.

In the present embodiment, the business risk management program has been described as being installed in the reporter-side terminal device 10, the manager-side terminal device 20, and the server 30 to construct the business risk management system 1. , The program itself may be provided. This business risk management program can be constructed as a program that causes a server or a terminal device to function as each functional unit that describes the functional configuration.

Functionally, this system may be constructed in cooperation with a business report system such as a daily report that has already been introduced in a company or the like. For example, JP-A-2015-0758816 (Patent Document 1: Order determination visualization device and order determination visualization program), JP 2010-176610 (Patent Document 2: Sales force evaluation device, sales force evaluation program, and Sales force evaluation method), JP-A-2004-355607 (Patent Document 3: Knowledge Management Computer System, Knowledge Management Computer Program) can be made to cooperate with the system (even if it can be additionally installed as a plug-in component). Good.
If you make it expandable by embedding in this way, you can improve convenience without having to launch a separate application (for example, display risk information etc. with good compatibility on the display screen of the system from which it was installed). Can be).

Although the business risk management system performs risk management, in the present invention, the negative word can be replaced with a positive word, and the system can be applied as a contract prospect management system, for example.

1 Business Risk Management System 10 Reporter-side Terminal Device 20 Administrator-side Terminal Device 30 Server 101 CPU
103 RAM
104 Hard Disk 105 Graphics Card 106 Monitor 107 Keyboard 108 Touchpad 109 Network Card 110 Application Unit 111 OS
112 Report Creation Program 130 Data Storage Unit 201 CPU
203 RAM
204 hard disk 205 graphics card 206 monitor 207 keyboard 208 mouse 209 network card 210 application section 211 OS
212 Display Program Group 230 Data Storage 221 Display Program 222 Report Management Program 223 Communication Management Program 301 CPU
303 RAM
304 storage 309 network card 310 application unit 311 OS
312 Risk Management Program Group 321 Report Related Information Transmission/Reception Program 322 Report Related Information Recording Control Program 323 Keyword Related Information Recording Control Program 324 Risk Information Management Program 330 Data Storage 331 Business Report DB
332 Keyword DB
501 Report Content Input Section 502 Report Content Transmission Section 503 Report Content Reception Section 504 Report Content Storage Section 505 Keyword Information Storage Section 506 Judgment Section 507 Risk Level Information Creation Section 508 Hazard Information Transmission Section 509 Hazard Information Reception Section 510 Hazard Information Output unit 511 Specific information transmission unit 512 Specific information reception unit 513 Report content extraction transmission unit 514 Report content output unit 515 List transmission request unit 516 Hazard transmission control unit 517 Content output control unit 518 Keyword evaluation input unit 519 Score change control unit 520 Keyword extraction unit 521 Additional storage control unit

Claims (8)

A sales risk management system used by a sales person or other managed person who reports, and a manager or other manager who receives a report from the managed person.
Report content input means for entering the report content by the managed person,
Report content storage means for storing the report content input by the report content input means,
Keyword information storage means that stores keyword information that is a set of a keyword associated with unsuccessful business negotiations and other business risks and a score added to the keyword,
Determination means for determining whether or not there is a keyword stored in the keyword information storage means in the report content stored by the report content storage means,
When it is determined that there is a keyword by the determination means, based on the score added to the keyword, risk information creating means for creating risk information that is information of the risk related to the report content of the keyword,
Risk level information output means for outputting the risk level information created by the risk level information creating means to the administrator,
A business risk management system characterized by comprising: Sales representatives and other reporter-side terminal devices on the managed side for reporting, managers and other manager-side terminal devices on the manager side for receiving reports from the managed person, and reporter side A business risk management system having a server to which a terminal device and a terminal device on the manager side are connected,
The reporter's terminal device is
Report content input means for entering the report content by the managed person,
Report content transmission means for transmitting the report content input by the report content input means to the server,
Equipped with,
The server is
Report content receiving means for receiving the report content transmitted by the report content transmitting means,
Report content storage means for storing the report content received by the report content receiving means and specific information for uniquely identifying the report content,
Keyword information storage means that stores keyword information that is a set of a keyword associated with unsuccessful business negotiations and other business risks and a score added to the keyword,
Determination means for determining whether or not there is a keyword stored in the keyword information storage means in the report content stored by the report content storage means,
When it is determined that there is a keyword by the determination means, based on the score added to the keyword, risk information creating means for creating risk information that is information of the risk related to the report content of the keyword,
Danger information transmitting means for transmitting the risk information created by the risk information creating means and the specific information of the report content related to the risk information to the administrator side terminal device,
Equipped with,
The administrator side terminal device is
Danger information receiving means for receiving the risk information and the specific information transmitted by the danger information transmitting means,
Danger information output means for outputting the risk degree information and the specific information received by the danger information receiving means in a viewable manner,
A business risk management system characterized by comprising: The administrator side terminal device is
Specific information transmitting means for transmitting to the server the specific information specified by the administrator based on the risk information output by the dangerous information output means,
Report content output means for outputting the report content transmitted by the report content extraction and transmission means in a viewable manner,
Equipped with,
The server is
A specific information receiving means for receiving the specific information transmitted by the specific information transmitting means,
A report content extracting and transmitting unit that extracts the report content paired with the specific information received by the specific information receiving unit from the report content storing unit and transmits the report content to the administrator side terminal device of the transmission source,
The business risk management system according to claim 2, further comprising: The administrator side terminal device is
A list transmission request means for requesting transmission of list information, which is a list of report contents, is provided.
The server is
Based on the list information transmission request by the list transmission requesting means, the danger information transmitting means is controlled to create list information in which risk level information is added to the specific information of the report content, and the administrator side terminal device of the transmission request source The business risk management system according to claim 2 or 3, further comprising: dangerous transmission control means for transmitting the risk to the business risk management system. The risk level information is a cumulative score of the keywords in the report content, or a score obtained by weighting the score of the keyword, the appearance frequency, the combination of keywords, the length of the report content, the reporter, and other factors. The business risk management system according to claim 2, 3 or 4. The administrator side terminal device is
Content output control means for controlling the report content output means to display the keywords in the report content in a manner different from other characters,
Keyword evaluation input means for inputting the evaluation of the keyword judged by the administrator based on the content of the report,
Equipped with,
The server is
6. A score change control means for controlling the keyword information storage means and changing and storing the score of the keyword based on the evaluation of the keyword inputted by the keyword evaluation input means. The business risk management system described in any one of. The server is
When it is determined by the determination means that there is a keyword, a keyword extraction means for newly extracting the keyword based on the report content related to the keyword,
Additional storage control means for controlling the keyword information storage means to store keyword information obtained by adding a predetermined score to the keyword extracted by the keyword extraction means,
The business risk management system according to claim 2, further comprising: Sales representatives and other reporter-side terminal devices on the managed side for reporting, managers and other manager-side terminal devices on the manager side for receiving reports from the managed person, and reporter side A program for building a business risk management system by incorporating it into a server to which a terminal device and a terminal device on the manager side are connected,
Computer,
A business risk management program, which is caused to function as each unit according to any one of claims 2 to 7.