JPH09160979A - Business efficiency improvement support system - Google Patents

Abstract

PROBLEM TO BE SOLVED: To optimally standardize the business operation and to drastically improve the business efficiency. SOLUTION: This system is provided with a progress control part 6 controlling the progress of business activities by dividing them into three kinds of a business basic action being repeatingly enforced by a prescribed cycle, a business effective action being enforced according to a preliminarily set schedule and a business negotiation process in which a series of business action in the business negotiations are arranged, based on each data of the business activity plan prepared by a plan preparation part 4 and the activity result registered by an actual result registration part 5. By exactly recognizing the progress of the business activities from the three kinds of viewpoints of the business valid action, the business basic action and the business negotiation process whose natures are different in various kinds of business activities, the plan of optimum business activities for improving business efficiency can easily be prepared by a businessman.

Description

Detailed Description of the Invention

[0001]

BACKGROUND OF THE INVENTION 1. Field of the Invention The present invention relates to a business productivity improvement support system, and in particular, it is suitable for use in a system for supporting the efficient execution of business activities performed by a salesperson.

[0002]

2. Description of the Related Art Generally, since human beings carry out business activities, it has been difficult to standardize or systematize them. Therefore, sales management and manufacturing management,
Alternatively, while information technology has advanced in fields such as organizational management, many salespeople have been relying on their experience and intuition to carry out sales activities.

On the other hand, as the market enters a low-growth era and competition is intensified, it is possible to reassess corporate management so that a large amount of profit can be made with a minimum of management resources such as time, people, and equipment. There is a growing interest in doing things. Thus, in order to improve the productivity of sales, it is necessary to carry out sales activities in an appropriate way.

[0004]

[Problems to be Solved by the Invention] However, since the method of sales activity is left to the sales staff in most companies, the sales staff's beliefs and consequences cause unevenness and waste in sales activities. Among them, we have a good track record
It has been the reality that salespeople, who have been said to be excellent, devise themselves and find the best sales method with their own power.

However, there are only a handful of excellent salespeople in a company. Therefore, in order to fundamentally improve the sales productivity as a company, it is necessary to review the activity contents of so-called standard salespeople other than excellent salespeople.

In addition, with the recent spread of personal computers, for example, conventionally, an activity plan is manually written in a weekly activity plan prepared by a word processor, etc., and the results are tabulated and the result is put to use next. On the other hand, by using a personal computer, the labor of the salesperson can be alleviated.

However, the application software of the personal computer used by the salesperson is at most word processing software, spreadsheet, database, etc.,
Moreover, the usage is left to the discretion of each person. In this case, the personal computer is merely used as a tool for paperwork, and more labor is required to use complicated and multifunctional application software, so it is extremely possible to support the improvement of sales productivity. could not.

The present invention has been made in view of such circumstances, and an object of the present invention is to optimize the standardization of sales activities and to improve sales productivity in an innovative manner. .

[0009]

A business productivity improvement support system according to the present invention is a business productivity improvement support system for creating a business activity plan for various customers and managing the progress thereof. A plan creation means for creating a sales activity plan for various customers, a performance registration means for registering actual activity results based on the sales activity plan created by the plan creation means, and a sales activity created by the plan creation means. Based on each data of the plan and the activity result registered by the above-mentioned result registration means, the progress of the sales activity is basically performed by repeating the sales operation in a predetermined cycle, the effective sales operation performed according to the preset schedule, and It is characterized by comprising a progress management means for managing a series of business operations in a business negotiation by dividing into three types of business negotiation processes. Is shall.

Another feature of the present invention is that the plan creating means creates an implementation plan for the business basic action, the business effective action, and the negotiation process, and
The above-mentioned business activity plan is created by registering each business activity to be carried out on a daily basis based on the above-mentioned implementation plan. The present invention is characterized by comprising display control means for controlling to separately display the business effective action and the implementation plan of the business negotiation process.

Another feature of the present invention is that the progress management means includes execution plan of various business basic actions created by the plan creating means and each data of activity results registered by the performance registering means. Based on the above, at the time of registering the individual business activities to be performed for each day, it is controlled whether or not the various business basic activities are within the implementation period based on the predetermined cycle, and the display control means is It is characterized in that the progress management means controls to display on the screen for registering the individual business activities to be carried out by the day only the basic business operations that are said to be within the implementation period based on the above-mentioned predetermined cycle. Is.

[0012] Another feature of the present invention is that the progress management means includes various data of execution plans of various business effective actions created by the plan creation means and activity results registered by the performance registration means. Based on the above, at the time of registering the individual business activities to be performed for each day, it is controlled whether or not the various business effective activities are within the implementation period based on the set schedule, and the display control means is It is characterized by controlling to display on the screen for registering individual business activities that are performed by the above-mentioned day only those business effective activities that are within the implementation period based on the schedule set by the progress management means. Is.

Another feature of the present invention is that the progress management means registers the execution plans of various business basic activities and various business effective activities created by the plan creating means, and the performance registration means. Whether the various basic business activities are within the implementation period based on the predetermined cycle at the time of registering the individual business activities to be performed on a day-to-day basis, based on each data of the activity results and At the time of registering individual business activities to be performed on a day-by-day basis, it manages whether the various business valid activities are within the implementation period based on the set schedule, and the display control means,
Individual business activities that are performed by the above-mentioned progress management means on a day-by-day basis only for basic business activities that are deemed to be within the implementation period based on the above-mentioned predetermined cycle and business effective actions that are deemed to be within the implementation period based on the set schedule above. Is controlled so that it is displayed on the screen for registering.

Another feature of the present invention is a sales productivity improvement support system for preparing a sales activity plan for various customers and managing the progress thereof, which is a sales activity for the various customers. A plan creating means for creating a plan by creating a business implementation plan including various business activities and registering each business activity to be performed on a daily basis based on the implementation plan, and the plan creating means Of the various sales activities included in the sales execution plan, only the operations that are timed to be executed based on the above execution plan should be displayed on the screen for registering the individual sales activities to be performed for each day. The display control means for controlling is provided.

Since the present invention is made up of the above technical means, the sales effective act, the basic sales act, and the negotiation process, which have different properties among various sales activities, can be separately organized and managed for progress. It is possible to accurately grasp the progress of activities from the above three viewpoints.

Further, according to another feature of the present invention, on the registration screen of the daily sales activity, the basic sales activity, the effective sales activity, and the negotiation process which are separately managed as described above are separated. The sales person who makes the sales activity plan can organize and understand the activities to be done now from the above three types of viewpoints when registering the individual sales activities to be performed on a daily basis. It will be possible.

Further, according to another feature of the present invention, among the various basic business activities or various effective business operations prepared in advance as the operational activity implementation plan, the operation should be implemented based on the above implementation plan. Only the act that is timed will be displayed on the registration screen of each sales activity performed by day, so the salesperson who saw the registration screen will timely decide the optimal sales activity to be carried out every day. It becomes possible to confirm.

[0018]

BEST MODE FOR CARRYING OUT THE INVENTION An embodiment of a business productivity improvement support system according to the present invention will be described below with reference to the drawings. FIG. 1 is a functional block diagram showing the elemental features of the business productivity improvement support system according to the present embodiment. Also,
FIG. 2 is a diagram showing a hardware configuration for specifically implementing each functional block shown in FIG.

As shown in FIG. 2, the business productivity improvement support system of this embodiment is realized by a personal computer system which is generally popular. That is, in the figure, 21 is a personal computer main body having a built-in CPU, ROM, RAM, etc., 22 is a keyboard, 23 is a mouse, and 24 is a display device. Although not shown, it is possible to connect a plurality of personal computer main bodies 21 via a network so as to exchange data with each other.

Reference numeral 25 is a progress management data storage unit for each customer, which includes a visit plan and a visit result input by a salesperson.
Alternatively, the progress data for each customer based on the plan content of the sales activity input by the support organization such as the manager is stored. Reference numeral 26 is a transaction record data storage unit, which stores data relating to transaction records with customers.

27 is a tool database storage unit,
Data of various tools necessary for carrying out the sales activities are stored in association with the individual sales activities constituting the sales activities. Examples of the above various tools include a customer interest tool, a reaction inquiry tool, a customer interest progress management sheet, a business opportunity information collection tool, and a keyman evaluation tool.

Reference numeral 28 denotes a necessary tool creating section for actually creating a tool selected from the various tools stored in the tool database storage section 27, for example printing a document for a customer. It is composed of a printing device and the like.

The above-mentioned customer-specific progress management data storage unit 25, transaction record data storage storage unit 26, and tool database storage unit 27 are constituted by a storage medium such as a hard disk or a floppy disk. In the case of a hard disk, it may be built in the personal computer main body 21. Further, when it is composed of a floppy disk, the floppy disk can be used in a terminal not shown.

The salesperson creates a business plan using the personal computer system having such a configuration, executes the plan,
Conduct sales activities by evaluating execution results. As a result, as will be described below, in the present embodiment, it is possible to standardize the sales activity and improve the sales productivity, as compared with the conventional method that relies on the experience and intuition of the salesperson. Become.

Next, in FIG. 1, reference numeral 1 is a data input section, which is composed of the keyboard 22 and the mouse 23 shown in FIG. A customer evaluation / classification unit 2 evaluates / classifies various customers under a certain evaluation standard. Hereinafter, this customer evaluation method will be described with reference to FIG.

As is apparent from FIG. 3, in the present embodiment, the customer is evaluated from two aspects of the purchasing power evaluation and the transaction evaluation. As the evaluation items of the purchasing power evaluation that objectively evaluates the purchasing power of customers, there are, for example, annual sales, motivation of managers, future potential, location conditions, sales growth rate, etc. It is understood as considering the potential (ability).

Further, as the evaluation items of the transaction evaluation for evaluating the transaction status with the company, for example, annual transaction amount, gross profit rate,
There are occupancy rates, collection conditions, etc., and these items are understood as taking into consideration the position of the own company.

The customer evaluation / classification unit 2 of this embodiment
Divides customers into four categories based on the evaluation performed as described above. That is, as shown in FIG. 3A, the vertical axis indicates the result of the purchasing power evaluation, the horizontal axis indicates the result of the transaction evaluation, and the customer is a developing customer, an expanding customer, a maintaining customer, or a customer depending on the level of each evaluation. It is divided into four categories of market customers.

Here, the developed customer is a customer who has a high purchase power evaluation result and a high transaction evaluation result, and is a good customer who has a high potential for development. An expanded customer is a customer who has a low transaction evaluation result but a high purchasing power evaluation result, and whose transaction may be further expanded if some improvement is made to the sales activity.

The maintenance customer is a customer who has a high transaction evaluation result but a low purchasing power evaluation result, and who is a good customer but lacks development potential. Furthermore, with a passenger,
This is a customer who has a low purchasing power evaluation result and a low transaction evaluation result, and has no development potential.

In the present embodiment, a plurality of numerical values and contents to be input for each item of purchasing power evaluation and transaction evaluation are registered in the system in advance, and when the manager selects one of them with the mouse 23, The selected content is automatically replaced by the customer evaluation / classification unit 2 with an evaluation score of 5 points. Then, the evaluation points for each of the evaluation items are automatically tabulated, and the tabulated result is shown in FIG.
By plotting in the coordinate system shown in (b), each customer can be divided into four categories.

Returning to FIG. 1, the description will be continued. A target value setting unit 3 sets a target value of the number of monthly visits for each customer. That is, the salesperson realizes the transaction budget numerical value determined according to the past transaction record stored in the transaction record database storage unit 26 based on the result of the evaluation / categorization by the customer evaluation / category unit 2. The optimum target value of the monthly visit count for each customer is input using the data input unit 1.

Here, the salesperson sets the target value so that the number of visits to the customer who wants to expand the transaction, which is clarified by the evaluation / classification by the manager as described above, increases, thereby increasing the sales visiting power. It will be possible to properly distribute to customers who want to expand transactions. In order to efficiently improve sales productivity, it is preferable to allocate a large amount of sales power in the order of developing customers, expanding customers, maintaining customers, and market customers.

The result of the evaluation / classification by the customer evaluation / classification unit 2 is reflected by being displayed in a different color for each classification to which the customer name belongs on the setting screen of the target value (not shown). As a result, the salesperson can understand at a glance which customer should be set to visit many times.

By the way, conventionally, the sales management material existed, but this sales management material was used only for evaluating the transaction from the standpoint of the own company. On the other hand, in this embodiment, the purchasing power is also evaluated as shown in FIG. 3, and the evaluation / classification is performed in consideration of the potential of the customer. As a result, the customer can be evaluated more accurately, and the salesperson can appropriately allocate the limited sales visit power to the customer who wants to expand the transaction.

The target value of the number of monthly visits by customer set by the target value setting unit 3 is given to the progress management data storage unit 26 for each customer via the progress management unit 6 and stored therein.
Further, the target value of the number of monthly visits by customer stored in the customer progress management data storage unit 26 is given to the display control unit 7 via the progress management unit 6, and under the control of the display control unit 7. It is displayed on the display unit 8 according to a predetermined format.

FIG. 4 is a diagram showing an example of a screen displayed on the display unit 8 and shows a monthly visit schedule / actual result input screen for a salesperson. On this screen, the number of developing customers, expanding customers, maintaining customers, market customers and sales force should be distributed in order
Customer names that the salesperson is in charge of are displayed in a color-coded list. As described above, in the present embodiment, the device is devised so that more important customers can effectively jump into the eyes in order from the top.

The target value of the number of visits set by the target value setting section 3 as described above is reflected and displayed in the schedule / actual result display area 41 in FIG. That is, in the schedule / actual result display area 41, the unevenness of the area 41a surrounded by a thick line represents the target value of the number of visits (hereinafter, referred to as a target value).
This area is called the visit count display area). In other words, in the same area 41a □ (actually, the schedule / actual result display area 4
The background color of No. 1 is gray, and the squares in the visit count display area 41a are distinguished by being displayed in white.) Corresponds to the target value of the visit count.

Referring again to FIG. 1, reference numeral 4 denotes a planning section, which creates a sales activity plan (including a negotiation process) for the sales person based on the data input by the sales person or manager operating the data input section 1. To do. At this time, the manager registers the implementation plans of various sales activities. Further, the salesperson inputs the scheduled visit date and also registers the individual sales activities to be performed on the scheduled visit date based on the implementation plan. Also, 5 is a result registration section,
When the salesperson actually performs the planned sales activity, the visit result is registered as the actual result.

FIG. 4 and FIG. 5 are diagrams showing examples of monthly visit schedule / actual record input screens for sales staff. In the present embodiment, the schedule input is performed after the actual record input. First of all, the screen of the result input mode as shown in FIG. 4 appears. The schedule input mode is switched by pressing the schedule / actual result switch button 43.

In FIGS. 4 and 5, the numbers in white squares in the visit frequency display area 41a represent scheduled visit dates and visit execution dates. Here, the planned visit date is represented by blue numbers, and the visit implementation date is represented by red numbers. For convenience of drawing, the date displayed in red is represented by a normal number, and the date displayed in blue is represented by a number with a circle. As described above, in the present embodiment, the scheduled visit date and the scheduled visit date are displayed in different colors, so that they can be distinguished at a glance.

In the visit frequency display area 41a, the hatched portion is an area which is actually displayed in yellow, for example. This area is displayed, for example, to give a warning when the number of days actually visited is small and the progress is low with respect to the monthly visit number target value indicated by the number of □, and at the present time It shows the customers to be visited with the highest priority and the number of times. Therefore, the area displayed in yellow increases toward the end of the month.

When inputting the results of visits, the visit execution date is filled in each square in the visit frequency display area 41a shown in FIG. As an operation, the mouse cursor is placed on the date of the visit in the date selection area 42 and the mouse button is clicked. This allows
The selected date is automatically moved to the schedule / achievement display area 41 by running as an animation effect, and red numbers are sequentially filled in from the beginning in each □ in the visit frequency display area 41a. .

At this time, if all the white squares of a certain customer in the visit count display area 41a are filled with red numbers, the target has been achieved for that customer. In the present embodiment, when the target is achieved, a sound effect is output from a speaker (not shown) or a message is displayed on the display unit 8 to notify that the target has been achieved.

When inputting a visit plan, first,
The schedule / actual switching button 43 is pressed to select the schedule input mode. Then, the screen of FIG. 4 is switched to the screen of FIG. 5, and the date in the date selection area 42 is switched for schedule input. At this time, the numbers that were previously displayed in red in the actual result input mode are now displayed in blue.
Further, the yellow square area in the visit frequency display area 41a also changes.

Next, in the same manner as when the visit execution date is input, the visit plan is created by clicking the date in the date selection area 42 with the mouse and inputting the scheduled visit date. When the date of the scheduled visit is input in this way, the total number of visits for each date is displayed in the visit count area 44. As a result, it is possible to confirm whether or not it is feasible by comparing with the average number of visits per day that the salesperson can visit.

Although FIG. 4 and FIG. 5 show the monthly visit schedule / actual result input screens for existing customers, in the present embodiment, customers whose visit purposes are significantly different, for example, new customers, or direct transactions. Even if you don't have to, you can operate the screens in the same way for information sources that provide various information. A bar graph 4 is displayed at the bottom of the screen to show how the various customers plan to visit.
5 is displayed.

As described above, in this embodiment, when the visit plan is created, the white square in the visit frequency display area 41a is displayed.
The target number of monthly visits can be easily confirmed by looking at the number of, and the awareness of allocating more visit schedules to customers with a large number of white squares can be activated. In addition, it is possible to make a customer who has been warned in yellow display consider the visit schedule as the highest priority. For this reason, it becomes possible to create a visit plan and check the actual results while always considering the achievement of the visit frequency target value.

In addition to the above-mentioned planned visit date, the sales person is
The business activity plan is created by inputting the data of the purpose of visit (sales activity) to the plan creating unit 5. For example,
"Nakamuraya" on the monthly visit schedule / results input screen in Fig. 5.
Date selection area 4 when planning a visit for September 5
When the date of 5th displayed in 2 is clicked with the mouse, the date is filled in the visit frequency display area 41a by the animation effect, and then the screen as shown in FIG. 6 appears.

On the screen shown in FIG. 6, in the large box 61 at the bottom, the manager uses the plan making unit 4 to previously store in the customer-specific progress data storage unit 25, the valid actions to be performed as sales ( Implementation plan) is displayed in a list. This large box 61 contains basic business activities that should be performed regularly, such as catalog maintenance and inventory checks, and business effective activities that should be done now, such as confirmation of attendance at spring and summer exhibitions.

By looking at such a list display, the salesperson can confirm what to do as a sales activity. Then, when the salesperson puts the mouse cursor on an arbitrary item and clicks it, the selected sales activity is registered as a visit purpose and displayed in a small box 62 above.

The visit plan thus created by a simple work can be output from the printing section 9 as a weekly activity plan. Further, it is also possible to input the above-mentioned visit plan information into a mobile terminal (not shown) or the like, and to carry out the visit activity while confirming the information on the spot.

Further, in another embodiment for inputting the daily sales activity, the monthly visit schedule /
In the result input screen, for example, when planning to make a visit plan for “Nagashima Kogyo” on September 4th, the date selection area 42
When the date of 4th displayed inside is clicked with the mouse, the date is filled in the visit frequency display area 41a by the animation effect, and then the screen of the notebook as shown in FIG. 7 appears.

In FIG. 7, the page can be easily turned by clicking the page ear 71 with the mouse. FIG. 7 shows the screen of the first page, and is a display field 72 of the effective sales act performed in a campaign or the like.
And a display field 73 of the basic business activities that should be carried out regularly,
It has a business status display field 74 for displaying comments and the like. Further, FIG. 8 shows the screen of the second page, and is a guide display field 81 showing the outline of the negotiation process.
And a business status display field 74 similar to the first page.

As is apparent from FIGS. 7 and 8, in the present embodiment, various sales activities are divided into effective sales activities, basic sales activities, and individual concrete negotiation processes for progress management. I am trying to do it. Specifically, the progress management unit 6 organizes the various business activities registered by the plan creation unit 4 into the above-described three categories and manages the progress. Then, the three categories are divided and displayed on the display unit 8 via the display control unit 7 as shown in FIGS. 7 and 8.

Here, the effective business operation is a business operation represented by a campaign or the like, and means a business operation which is carried out according to the schedule set by the sales side. Further, the basic business activity is a basic business activity that is desirable to be repeated in a specific cycle. Further, the business negotiation process is a series of continuous sales activities from the preparation of business negotiations to the receipt of orders for each purpose.

As described above, in the present embodiment, the effective sales act, the basic sales act, and the negotiation process, which have different properties among various sales activities, are separately organized for progress management and displayed. They are also displayed separately in the section 8. Therefore, the salesperson can immediately know the action to be taken from various viewpoints, and can more accurately prepare the sales activity plan.

A detailed description will be given below. First, in the sales effective conduct display field 72 of FIG. 7, among the various effective sales conducts that the manager has previously stored in the customer progress data storage unit 25 by using the plan creation unit 4, from September 1st
Only the actions that come at the implementation timing within the period of September 8 are displayed.

This is because the progress management unit 6 manages the progress on the basis of the information on the various business valid actions stored in the customer-specific progress data storage unit 25 by the plan creation unit 4 in FIG. The display control unit 7 displays only the business-effective actions that have come to the execution timing via the display control unit 7.

In the example of FIG. 7, there are two effective business activities, "confirmation of attendance", for the new exhibition in spring and summer, and "result report / thank you" and "commentee impression of the campaign" for the target challenge campaign. , Is displayed in the business valid act display column 72 as the execution timing within the period from September 1 to September 8.

Similarly to the above-mentioned business valid act display column 72, the business basic action display column 73 also stores various business basics which the manager previously stored in the customer-specific progress data storage unit 25 using the plan creation unit 4. Of the actions, from September 1st
Only the actions that come at the implementation timing within the period of September 8 are displayed. In the example of FIG. 7, two basic sales activities, catalog maintenance and in-store inventory check, are displayed as being performed.

This is realized by the following processing. That is, in the customer-specific progress data storage unit 25 of FIG. 1, information about various business basic actions and their optimal execution cycle, which the manager has created in advance by the plan creation unit 4, and the performance registration unit 5, Information on the registered previous implementation date is stored for each act. The progress management unit 6 performs progress management based on these pieces of information. Then, only the basic business act that should be performed within the period from September 1 to September 8 is taken out and displayed on the display unit 8 via the display control unit 7.

As described above, in the present embodiment, of the various business activities registered in advance by the manager as the business activity plan (sales implementation plan), only the activity at the timing to be performed is displayed. I try to inform the sales person.

Therefore, if the support organization such as the manager performs the above-mentioned information registration on the personal computer used by each sales person, the sales person using the personal computer can improve the sales productivity. You will always be able to know the best next move to. That is, even an ordinary salesperson can timely know which customer, at what timing, and what to do in order to perform highly productive sales activities.

The salesperson actually asked about “Nagashima Kogyo” 9
To register the business activity to be performed on the fourth day of the month, the mouse 23 is selected from one or more of the various business activities displayed in the business valid activity display field 72 or the basic business activity display field 73. You can click with.

In the example described above, the same plan making unit 4 is used for both the information registration process performed by the manager in advance and the sales act registration process actually performed by the sales person based on the registered information. Although it is done using the manager, the sales plan data created by the plan creation unit 4 in the personal computer used by the manager should be registered in advance in the personal computer used by the salesperson through a network (not shown). You can

Further, the sales status display field 74 of FIG. 7 displays a list of specific character information input by the keyboard 22 at the time of reporting the results of sales activities or input on the site by a mobile terminal (not shown). There is. The salesperson can refer to this past information, change the future activity plan, and additionally register it.

The operation is very simple, and the list button 75
By pressing, all other business activities that are not currently displayed (including business activities that are not carried out) are displayed, and desired items can be clicked with the mouse.

Further, as described above, the plan creating section 5
It also creates the negotiation process. The plan creation unit 5 of this embodiment
Makes it possible to easily create the optimal negotiation process on a personal computer to improve sales productivity. The negotiation process is created based on the screen shown in FIG. The screen shown in FIG. 8 is a screen in which information for each individual business negotiation with the customer is organized and displayed.
Shows the guidelines for leading the negotiation to the order.

Since the business negotiation is basically carried out in accordance with the situation of the other party, even if a strict schedule is created from the beginning, it is not always the case. Therefore, in the guide display field 81, only the effective acts that are the keys are displayed. This key valid action is also stored in advance in the customer-specific progress data storage unit 25 by the manager.

Further, in the sales status display field 74 of FIG. 8, in addition to the past information described in FIG. 7, the information is input by another personal computer used by another sales person or manager, and through a network (not shown). Specific textual information (comment in the third row) on the progress of the business negotiation such as advice sent is also displayed.

The salesperson can add or change the action performed as the negotiation process by referring to the character information such as the advice. That is, when the meeting / others button 82 is pressed, a business operation additional input screen appears, so that a business operation not included in the guidelines can be additionally input. As described above, in the present embodiment, it is possible to open a notebook for each customer and interactively make a specific operation while viewing various data.

In order to easily grasp how many business negotiation processes are planned, an area for displaying the number of business negotiations is added to the monthly visit schedule / actual result input screen shown in FIG. It is possible.

In this way, the salesperson can sum up the number of business negotiations, the number of white squares indicating the target value of the number of visits, the customer name displayed in different colors, the planned visit / actual date, and the total number of visits. By looking at, it is possible to judge from two perspectives: "where to visit in order to carry out a well-balanced visit activity" and "where to visit in order to handle the business negotiations we are currently holding". As a result, it is possible to accurately determine the customers who should visit while looking at the overall balance, and it is possible to more practically allocate visit power.

Further, in FIG. 8, when the end button 83 is pressed to close the screen of this notebook, the screen as shown in FIG. 9 appears next. In the present embodiment, not only the data of various business activities are stored in the customer-specific progress data storage unit 25, but also the data of tools necessary for carrying out the business activities are stored in the tool database storage unit 27. There is.

Then, on the screen of FIG. 9, a list of tools necessary for carrying out the planned sales activity is displayed. As a result, the tools necessary for carrying out the business operation can be collectively output from the printing unit 9. At that time, the address of the customer, the name of the person in charge, and the like are put in the tool, so that the tool can be produced only.

The customer evaluation / classification unit 2, the target value setting unit 3, the plan creation unit 4, the performance registration unit 5, the progress management unit 6 and the display control unit 7 of FIG. 1 described above are shown in FIG. CPU (not shown) built in the PC body 1
It is composed of OM, RAM and the like.

[0078]

As described above, the present invention is based on each data of the business activity plan created by the plan creating means and the activity result registered by the result registering means.
Manage the progress of sales activities by dividing them into three types: basic sales activities that are repeatedly executed in a predetermined cycle, effective sales operations that are executed according to a preset schedule, and a negotiation process that is a series of sales activities in a business negotiation. Since the progress management means is provided, it is possible to accurately grasp the progress of the sales activity from the three types of viewpoints of the effective sales activity, the basic sales activity, and the negotiation process, which have different characteristics in various sales activities. Will make it easier to create optimal sales activity plans to improve sales productivity.

Further, according to another feature of the present invention, when a salesperson's sales activity plan is created, the above-mentioned basic sales operation and the above-mentioned sales validity are displayed on a screen for registering individual sales activities performed on a daily basis. Since the display control means for controlling the action and the execution plan of the business negotiation process to be separately displayed is provided, the salesperson who makes the business activity plan does this now when registering the individual business activity to be performed by the day. It is possible to organize and understand actions that should be performed from the above three types of viewpoints, and it is possible to more easily create an optimal business activity plan for improving business productivity.

Further, according to another feature of the present invention, among the various business actions prepared in advance as the implementation plan of the sales activity, only the actions which come at the timing to be implemented based on the above implementation plan. Since it is displayed on the registration screen of individual sales activities performed by day, the salesperson who sees the registration screen can confirm the optimal sales activities to be performed on a daily basis in a timely manner. You will be able to understand exactly when and what to do in order to conduct highly profitable sales activities.

As described above, according to the present invention, it is possible to optimize the standardization of sales activities and improve the sales productivity in an innovative manner.

[Brief description of the drawings]

FIG. 1 is a functional block diagram showing elemental features of a business productivity improvement support system of the present invention.

FIG. 2 is a diagram showing a hardware configuration for specifically implementing each functional block shown in FIG.

FIG. 3 is a diagram for explaining a customer evaluation / classification method by a customer evaluation / classification unit.

FIG. 4 is a diagram showing an example of a monthly visit schedule / actual result input screen (actual result input mode).

FIG. 5 is a diagram showing an example of a monthly visit schedule / actual result input screen (schedule input mode).

FIG. 6 is a diagram showing an example of a visit purpose input screen.

FIG. 7 is a diagram showing an example of a business activity schedule / actual result input screen (first page).

FIG. 8 is a diagram showing an example of a business activity schedule / actual result input screen (second page).

FIG. 9 is a diagram showing an example of a tool list display screen.

[Explanation of symbols]

 1 Data Input Section 2 Customer Evaluation / Classification Section 3 Target Value Setting Section 4 Plan Creation Section 5 Results Registration Section 6 Progress Management Section 7 Display Control Section 8 Display Section 9 Printing Section 21 PC Main Body 22 Keyboard 23 Mouse 24 Display Device 25 Per Customer Progress management data storage unit 26 Transaction record data storage storage unit 27 Tool database storage unit 28 Required tool creation unit

Claims (6)

[Claims] 1. A business productivity improvement support system for creating sales activity plans for various customers and managing the progress thereof, and a plan creating means for creating sales activity plans for the various customers. Actual record means for registering the actual activity result based on the business activity plan created by the plan creating means, and each data of the business activity plan created by the plan creating means and the activity result registered by the actual result registering means Based on the above, there are three types of business negotiation process in which the progress of sales activities is repeated in a predetermined cycle, basic sales operations are carried out, effective sales operations are carried out according to a preset schedule, and a series of sales activities in business negotiations are arranged. A business productivity improvement support system characterized by having a progress management means for separately managing. 2. The plan creating means creates an implementation plan of the basic business act, the effective business action, and the negotiation process, and registers individual business actions to be performed on a daily basis based on the implementation plan. The above-mentioned business activity plan is created, and the above-mentioned basic business activity, the above-mentioned business effective activity, and the implementation plan of the above-mentioned business negotiation process are separately displayed on the screen for registering each business activity to be performed on a daily basis. The business productivity improvement support system according to claim 1, further comprising display control means for controlling. 3. The progress management means performs each of the above-mentioned day-to-day operations based on each data of the execution plans of various basic business activities created by the plan creation means and the activity results registered by the performance registration means. Manages whether or not the various basic business activities are within the implementation period based on the predetermined cycle at the time of registering the business operation of 3. The business productivity improvement according to claim 2, wherein only the basic business activities that are said to be within the implementation period are controlled so as to be displayed on the screen for registering the individual business activities to be performed for each day. Support system. 4. The progress management means performs each of the day-to-day operations based on each data of the execution plans of various business effective activities created by the plan creating means and the activity results registered by the performance registration means. Manages whether the various business valid activities are within the implementation period based on the set schedule at the time of registering the business conduct of the above, and the display control means sets the schedule set by the progress management means to the set schedule. The business productivity improvement according to claim 2, characterized in that only the business effective act determined to be within the implementation period is displayed on the screen for registering the individual business conduct performed for each day. Support system. 5. The progress management means uses the data of the execution plans of various business basic activities and various business effective activities created by the plan creating means, and the activity results registered by the performance registration means. Based on the above, whether the various basic business activities described above are within the implementation period based on the predetermined cycle at the time of registering the individual business activities performed on the day-by-day basis, and the individual business activities performed on the day-by-day basis are registered. The display control means is controlled by the progress management means within the implementation period based on the predetermined cycle to manage whether the various business valid actions are within the implementation period based on the set schedule. For registering individual business activities that are performed only for the basic business activities that are considered to be valid and business effective activities that are considered to be within the implementation period based on the schedule set above. Sales productivity improvement support system according to claim 2, wherein the controller controls so as to display the face. 6. A business productivity improvement support system for creating business activity plans for various customers and managing the progress thereof, wherein the business activity plans for the various customers include various business activities. A plan creating means for creating a sales execution plan and registering individual sales activities to be performed on a daily basis based on the execution plan, and various types of sales execution plans included in the sales execution plan created by the plan creating means. Among the business activities, the display control means is provided to control so that only the activities that are to be carried out based on the above-mentioned implementation plan are displayed on the screen for registering the individual business activities to be performed for each day. Sales productivity improvement support system characterized by