JP6894806B2 - Sales activity support system - Google Patents

Description

The present invention relates to a sales activity support system that supports sales activities to customers of industrial machines, particularly industrial machines installed in factories and the like.

In Patent Document 1, based on conditional data such as transaction amount information and registered user information, priority customer information, which is information of priority customers who should carry out priority sales activities, is provided from customer information registered in the customer database. A sales activity support method for extracting and displaying priority customer information on a sales staff terminal is disclosed. According to this sales activity support method, since the sales staff conducts sales activities based on the priority customer information, it is possible to improve the business efficiency of the priority customers.

Japanese Unexamined Patent Publication No. 2004-145636

After a customer purchases an industrial machine, sales activities are carried out to propose after-sales service to the customer for maintenance such as repair, maintenance, and inspection of the industrial machine. In such after-sales service proposal-type sales activities, it is not possible to propose after-sales service with appropriate contents at an appropriate time unless the sales person grasps the state of the industrial machine owned by the customer. However, the method described in Patent Document 1 does not assume after-service type sales activities, and cannot support after-service type sales activities.

The present invention has been made in view of such circumstances, and a main object thereof is to provide a sales activity support system capable of solving the above problems.

In order to solve the above-mentioned problems, the sales activity support system according to one aspect of the present invention is a sales activity for supporting a sales activity that proposes maintenance of the industrial machine to a customer who has purchased the industrial machine. In the support system, a maintenance item storage unit that stores a plurality of maintenance items of the industrial machine and a maintenance implementation status of the industrial machine owned by a specific customer are stored in the maintenance item storage unit. An implementation status receiving means that accepts each maintenance item, a maintenance status evaluating means that evaluates the maintenance status of the industrial machine for each maintenance item based on the implementation status received by the implementation status receiving means, and the above. It is provided with an output means for outputting the evaluation result by the maintenance state evaluation means.

In this aspect, the output means may be configured to output sales behavior information indicating the sales behavior carried out by the sales person in the past for each maintenance item based on the evaluation result.

Further, in the above aspect, the maintenance state evaluation means calculates a maintenance state value indicating the maintenance state of the industrial machine based on the implementation status, and based on the calculated maintenance state value, the business action. It is configured to select the maintenance item for which information is to be output, and the output means is configured to output the business behavior information for the maintenance item selected by the equipment condition evaluation means. You may.

Further, in the above aspect, the maintenance state evaluation means is configured to calculate a maintenance state value indicating the maintenance state of the industrial machine based on the implementation status, and the output means is configured to calculate the maintenance state. The maintenance status value calculated by the evaluation means may be output as the evaluation result.

Further, in the above aspect, the output means may be configured to output a graph showing the maintenance status value for each maintenance item.

Further, in the above aspect, the sales activity support system has a management reference value storage unit that stores the management reference value of the maintenance status value for maintaining the stable operation of the industrial machine in association with the maintenance item. The output means outputs the maintenance state value calculated by the maintenance state evaluation means and the management reference value stored in the management reference value storage unit in association with each other for each maintenance item. It may be configured in.

According to the sales activity support system according to the present invention, it is possible to support a customer who has purchased an industrial machine to propose maintenance of appropriate contents at an appropriate time.

The schematic diagram which shows the structure of the business activity support system (server) and the communication connection destination which concerns on embodiment of this invention. The block diagram which shows the structure of the business activity support system (server) which concerns on embodiment of this invention. A conceptual diagram showing the structure of a customer information management database. A conceptual diagram showing the structure of the teaching material content database. A conceptual diagram showing the structure of a sales representative information database. The conceptual diagram which shows the structure of the machine part information database. A conceptual diagram showing the structure of the maintenance item database. Detailed item A conceptual diagram showing the structure of the information database. The conceptual diagram which shows the structure of the customer machine information database. Implementation status A conceptual diagram showing the structure of the response result database. A conceptual diagram showing the structure of the maintenance status value database. A conceptual diagram showing the structure of a business behavior information database. The flowchart which shows the operation procedure of the business activity support system (server 1) of embodiment of this invention. The flowchart which shows the processing procedure of the execution status reception process executed by the business activity support system (server 1) of embodiment of this invention. The figure which shows an example of the maintenance result information input sheet screen. The flowchart which shows the processing procedure of the maintenance state evaluation process executed by the sales activity support system (server 1) of embodiment of this invention. The flowchart which shows the processing procedure of the evaluation result output processing executed by the sales activity support system (server 1) of embodiment of this invention. The figure which shows an example of the evaluation result screen. The figure which shows an example of the business behavior information screen.

Hereinafter, preferred embodiments of the present invention will be described with reference to the drawings. It should be noted that each of the embodiments shown below exemplifies a method and an apparatus for embodying the technical idea of the present invention, and the technical idea of the present invention is not limited to the following. Absent. The technical idea of the present invention can be modified in various ways within the technical scope described in the claims.

The sales activity support system of the present embodiment is for supporting the sales activity related to the maintenance of the industrial machine to the customer. Here, various industrial machines such as a reciprocating compressor, a screw compressor, a turbo compressor, a vacuum film forming apparatus, a tire tester, a continuous kneader, and a rubber kneader are assumed. These industrial machines are installed in production facilities such as factories and are used for manufacturing products. Since industrial machines are used for a long period of time, maintenance services such as repairs, inspections, parts replacement, and technical guidance are indispensable. Such maintenance services are provided by the manufacturer of industrial machinery.

[Structure of sales activity support system]
In the present embodiment, the sales activity support system is realized by one server. FIG. 1 is a schematic diagram showing the configuration of the server and its communication connection destination. The server 1 is connected to the terminals 2, 2, ... So as to be able to communicate with each other via a computer network such as an in-house LAN. These terminals 2, 2, ... Are used by a sales representative of a manufacturer of industrial machines.

Next, the detailed configuration of the server 1 will be described. FIG. 2 is a block diagram showing the configuration of the server 1. The server 1 is realized by the computer 1a. As shown in FIG. 2, the computer 1a includes a main body 11, an image display unit 12, and an input unit 13. The main body 11 includes a CPU 11a, ROM 11b, RAM 11c, a hard disk 11d, a reading device 11e, an input / output interface 11f, a communication interface 11g, and an image output interface 11h, and these CPUs 11a, ROM 11b, RAM 11c, hard disk 11d, and reading device 11e. , The input / output interface 11f, the communication interface 11g, and the image output interface 11h are connected by the bus 11j.

The CPU 11a can execute the computer program loaded in the RAM 11c. When the CPU 11a executes the computer program 14a for supporting sales activities, the computer 1a functions as the server 1.

The ROM 11b is composed of a mask ROM, a PROM (Programmable ROM), an EPROM (Erasable PROM), an EEPROM (Electrically Erasable PROM), or the like, and records a computer program executed by the CPU 11a and data used for the program. ..

The RAM 11c is composed of SRAM, DRAM, or the like. The RAM 11c is used to read various computer programs recorded on the hard disk 11d. Further, the RAM 11c is used as a work area of the CPU 11a when the CPU 11a executes a computer program.

The hard disk 11d is installed with various computer programs such as an operating system and an application program for the CPU 11a to execute, and data used for executing the computer programs. A computer program 14a for supporting sales activities is also installed on the hard disk 11d.

The reading device 11e is composed of a flexible disk drive, a CD-ROM drive, a DVD-ROM drive, or the like, and can read a computer program or data recorded on the portable recording medium 14. The portable recording medium 14 stores a computer program 14a for causing the computer 1a to function as the server 1. The computer 1a reads the computer program 14a from the portable recording medium 14 using the reading device 11e, and installs the computer program 14a on the hard disk 11d.

The computer program 14a is provided not only by the portable recording medium 14, but also from an external device that is communicably connected to the computer 1a by a telecommunication line (whether wired or wireless) through the telecommunication line. It is also possible to provide. For example, the computer program 14a is stored in the hard disk of the server computer on the Internet, and the computer 1a can access the server computer, download the computer program 14a, and install it on the hard disk 11d. is there.

Further, on the hard disk 11d, a customer information management database (DB) 101, a teaching material content database (DB) 102, a sales person information database (DB) 103, a machine part information database (DB) 104, a maintenance item database (DB) 105, A detailed item information database (DB) 106, a customer machine information database (DB) 107, an implementation status response result database (DB) 108, a maintenance status value database (DB) 109, and a business behavior information database (DB) 110 are provided. There is. Details of each database will be described later.

The input / output interface 11f is composed of, for example, a serial interface such as USB, IEEE1394, or RS-232C, a parallel interface such as SCSI, IDE, or IEEE1284, and an analog interface including a D / A converter, an A / D converter, and the like. It is configured. An input unit 13 including a keyboard and a mouse is connected to the input / output interface 11f, and a user can input data to the computer 1a by using the input unit 13.

The communication interface 11g is an Ethernet (registered trademark) interface. The communication interface 11g is connected to the terminals 2, 2, ... Via the wireless access point AP. The computer 1a transmits / receives data to / from the terminals 2, 2, ... Connected to the wireless access point AP by using the communication interface 11g using a predetermined communication protocol.

The image output interface 11h is connected to an image display unit 12 composed of an LCD, a CRT, or the like, and outputs a video signal corresponding to the image data given by the CPU 11a to the image display unit 12. The image display unit 12 displays an image (screen) according to the input video signal.

Next, the details of each of the above-mentioned databases will be described with reference to the figures.
(A) Customer information management DB 101
The customer information management DB 101 is a database for storing information about customers. FIG. 3 is a conceptual diagram showing the configuration of the customer information management DB 101. As shown in FIG. 3, the customer information management DB 101 includes a customer ID for identifying a customer, a customer name, industry information about the industry and market to which the customer belongs, and a sales person in charge of the customer. It has an ID and area information indicating the location of the customer.

(B) Teaching material content DB 102
The teaching material content DB 102 is a database for storing teaching material contents related to maintenance of industrial machines. FIG. 4 is a conceptual diagram showing the structure of the teaching material content DB 102. As shown in FIG. 4, the teaching material content DB 102 has a teaching material content ID for specifying the teaching material content, a title of the teaching material content, an outline of the teaching material content, actual data of the teaching material content, a teaching material content type, and a target machine device type. doing. The outline of the teaching material content is a list of keywords related to the teaching material content. The actual data of the teaching material content is, for example, a document file such as a PDF (Portable Document Format) file, a video file of a moving image or a still image, an audio file, drawing data, or the like. The teaching material content type indicates the type of teaching material content, such as "product knowledge", "parts knowledge", "inspection knowledge", "construction knowledge", and "functional enhancement / improvement knowledge". Further, the target machine / device type indicates the type of the industrial machine targeted by the teaching material content.

(C) Sales representative information DB103
The sales person information DB 103 is a database for storing information about the sales person. FIG. 5 is a conceptual diagram showing the configuration of the sales person information DB 103. As shown in FIG. 5, the sales person information DB 103 includes a sales person ID, a sales person name, a person in charge area information that identifies an area that the sales person is in charge of, and a sales person that indicates the skill level of the sales person's sales activities. Has a skill value. The sales skill value is a value obtained by evaluating the skill level of sales activities on a three-point scale, and includes "beginner", "intermediate", and "advanced".

(D) Machine part information DB104
The machine part information DB 104 is a database for storing information about parts of industrial machines. For example, the parts of the rotating machine include "cylinder", "rod packing", "piston", "suction / discharge valve", "crosshead guide", "crank", "shaft end pump", and "coupling fly". There are "wheels", "accessories", etc. FIG. 6 is a conceptual diagram showing the configuration of the machine part information DB 104. As shown in FIG. 6, the machine part information DB 104 has a part ID and a part name. The part ID is identification information that identifies a part of an industrial machine.

(E) Maintenance item DB105
The maintenance item DB 105 is a database defined for each part of the industrial machine and for storing information related to the maintenance item which is a maintenance item in the part. Large-scale and complex machines such as industrial machines require various maintenance at each part. For this reason, instead of managing maintenance items for the entire industrial machine, the industrial machine is divided into multiple parts and maintenance items are managed for each part, effectively preventing maintenance or inspection omissions. can do.

FIG. 7 is a conceptual diagram showing the configuration of the maintenance item DB 105. As shown in FIG. 7, the maintenance item DB 105 has a part ID, a maintenance item ID, a maintenance item name, and a management reference value. The control standard value is a value specified by the manufacturer of the industrial machine in order to maintain stable operation of the industrial machine, and corresponds to the maintenance status value described later. The maintenance item ID is identification information that identifies the maintenance item. The maintenance item name is the name of the maintenance item, and is the name of a part to be maintained. For example, maintenance items for the cylinder of a rotating machine include "cylinder pressure resistant part", "cylinder head gasket surface / O-ring part", "horizontal part", "valve mounting seat", "cylinder head cover", and "cylinder head cover connection". There are "bolts", "gasket surface of rod packing case", etc.

(F) Detailed item information DB 106
In this embodiment, detailed items that are further subdivided for each maintenance item are set, and the sales person selects the option of the maintenance implementation status by answering the question for each detailed item. Enter the maintenance status of industrial machinery by the customer into the sales activity support system. In this embodiment, there are multiple (3 or more) options for the maintenance implementation status, such as "unanswered", "within control value", "abnormality", and "uninspected / unmaintained". A point value is set in the range of 0 to 1 for each option. This point value is used to calculate the maintenance status value described later.

The detailed item information DB 106 is a database for storing information related to such detailed items. FIG. 8 is a conceptual diagram showing the configuration of the detailed item information DB 106. As shown in FIG. 8, the detailed item information DB 106 includes a maintenance item ID, a detailed item ID, detailed item content information indicating the content of the detailed item, and a number of maintenance implementation statuses (that is, options) defined for each detailed item. , It has the answer option of the maintenance implementation status and the point value for the answer option. The number of implementation statuses (number of response options) N is 2 or more, and each of the response options and the point value is provided by the number of implementation statuses N.

(G) Customer machine information DB107
The implementation status of maintenance as described above is input and registered for each customer's industrial machine in charge of the sales staff. The customer machine information management DB 107 is a database for storing information about the customer's industrial machines. FIG. 9 is a conceptual diagram showing the configuration of the customer machine information DB 107. As shown in FIG. 9, the customer machine information DB 107 includes a sales person ID, a customer ID, a machine ID for identifying an industrial machine owned by a customer, a machine name which is a name of an industrial machine, and an industrial machine. It has an operation start date indicating the date when the operation started.

(H) Implementation status response result DB108
The implementation status response result DB 108 is a database for registering the maintenance implementation status response entered by the sales person for each detailed item. FIG. 10 is a conceptual diagram showing the configuration of the implementation status response result DB 108. As shown in FIG. 10, the implementation status response result DB 108 includes a sales person ID, a customer ID, a part ID, a maintenance item ID, a detailed item ID, an answer input date indicating the date when the answer was input, and an option number of the answer to the detailed item. , And has a point value corresponding to the answer.

(I) Maintenance status value DB109
As will be described later, the maintenance status value is calculated for each maintenance item based on the point value of the maintenance implementation status input for each detailed item. The maintenance status value DB 109 is a database for storing information on the calculated maintenance status value. FIG. 11 is a conceptual diagram showing the configuration of the maintenance status value DB 109. As shown in FIG. 11, the maintenance status value DB 109 has a part ID, a maintenance item ID, and a calculated maintenance status value.

(J) Business behavior information DB110
For each maintenance item, what kind of sales behavior (after-sales service) the veteran sales staff performed regarding maintenance is also a useful example for young sales staff. Therefore, in the sales activity support system according to the present embodiment, the sales behavior performed by the veteran sales person regarding maintenance is presented as information for supporting the sales activity. The sales behavior information DB 110 is a database for storing information related to such sales behavior by a veteran sales person. FIG. 12 is a conceptual diagram showing the configuration of the business behavior information DB 110. As shown in FIG. 12, the sales behavior information DB 110 includes a part ID, a maintenance item ID, an upper limit value of the difference value range, a lower limit value of the difference value range, sales behavior information indicating the sales behavior performed by a veteran sales person, and the sales behavior information thereof. It has a teaching material content ID for specifying the teaching material content related to business behavior. The upper limit and lower limit of the difference value range will be described later.

[Operation of sales activity support system]
Next, the operation of the sales activity support system configured as described above will be described with reference to the flowchart.

The sales activity support system (server 1) has a function of analyzing the state of maintenance of industrial machines owned by the customer. The sales person considers his / her future sales activities by using the function of analyzing the state related to the maintenance of industrial machines by the sales activity support system.

FIG. 13 is a flowchart showing an operation procedure of the sales activity support system (server 1) according to the embodiment of the present invention. The sales activity support system includes an implementation status reception process (S100) that accepts input of the maintenance implementation status of the industrial machine owned by the customer by the sales staff, and a maintenance status evaluation process (S200) that evaluates the maintenance status of the industrial machine. ) And the evaluation result output process (S300) for outputting the evaluation result of the maintenance state.

<1> Implementation status reception process FIG. 14 is a flowchart showing a processing procedure of the implementation status reception process executed by the sales activity support system (server 1) according to the embodiment of the present invention. When executing the implementation status reception process, the sales person inputs his / her own sales person ID into the terminal 2 and gives a display instruction of the maintenance result information input sheet screen to the server 1. As a result, the sales person ID is transmitted to the server 1. Instead of giving the sales person ID to the server 1 from the terminal 2, the sales person ID may be input to the server 1 by operating the input unit 13 of the server 1. The server 1 accepts the sales person ID (S101). The CPU 11a of the server 1 transmits information for displaying the maintenance result information input sheet screen to the terminal 2, and causes the terminal 2 to display the maintenance result information input sheet screen (S102).

FIG. 15 is a diagram showing an example of a maintenance result information input sheet screen. The maintenance result information input sheet screen 200 includes an equipment selection field 201, a new equipment name input field 202, and a display area 203. Here, the "equipment" is an industrial machine of a customer whose maintenance is performed by a sales person. That is, the equipment is identified by the machine ID. The sales person specifies the equipment to be evaluated. In the equipment selection field 201, the machine name registered in the customer machine information DB 107 is displayed in a drop-down format. When designating equipment for which the maintenance status has been evaluated in the past, the sales person designates the equipment by selecting the target machine name in the equipment selection field 201. When designating equipment for which the maintenance status has not been evaluated yet, the sales person inputs the name of the equipment (machine) in the new equipment name input field 202 and selects the equipment addition button 202a. As a result, the new equipment addition screen is displayed (not shown). The new equipment addition screen is provided with an input field for inputting the customer ID and the operation start date of the equipment. When the sales person inputs the customer ID and the operation start date and selects the additional button provided on the screen, the machine ID of the equipment is automatically generated, and the sales person ID, the customer ID, and the machine ID , The machine name, and the operation start date are transmitted from the terminal 2 to the server 1, and a new record of the customer machine information DB 107 is registered. When new equipment is added in this way, the name of the added new equipment is displayed in the equipment selection field 201. The sales person can specify the new equipment by selecting the name of the displayed new equipment.

The maintenance result information input sheet screen 200 is provided with part designation buttons 204a to 204i for designating a part of an industrial machine. In the example shown in FIG. 15, the part designation button 204a is used as the "cylinder", the part designation button 204b is used as the "rod packing", the part designation button 204c is used as the "piston", and the part designation button 204d is used as the "suction / discharge valve". , The part designation button 204e is for the "crosshead guide", the part designation button 204f is for the "crank", the part designation button 204g is for the "shaft end pump", and the part designation button 204h is for the "coupling flywheel". The designation button 204i is assigned to each "attached device". The sales person can specify the part of the industrial machine to be evaluated by selecting any one of the part designation buttons 204a to 204i. When the sales person specifies a part of the industrial machine, the terminal 2 accepts the part and transmits the part ID of the designated part to the server 1. The CPU 11a of the server 1 receives the part ID (S103), and acquires the maintenance item corresponding to the part ID from the maintenance item DB 105. The server 1 transmits the acquired maintenance item to the terminal 2, the terminal 2 receives the acquired maintenance item, and displays the maintenance item on the maintenance result information input sheet screen 200 (S104). The maintenance result information input sheet screen 200 is provided with an item designation unit 205 for designating maintenance items. The item designation unit 205 is a drop-down list in which received maintenance items are displayed side by side, and the sales person can specify one target maintenance item from the list. When the terminal 2 accepts the designation of the maintenance item, the maintenance item ID and the customer ID are transmitted to the server 1. The CPU 11a of the server 1 receives the maintenance item ID and the customer ID (S105), acquires the detailed item content information corresponding to the maintenance item ID and the customer ID from the detailed item information DB 106, and details the maintenance result information input sheet screen 200. Detailed item content information is transmitted to the terminal 2 in order to display the item content information. When the terminal 2 receives the detailed item content information, the terminal 2 displays each detailed item content information in the display area 203 of the maintenance result information input sheet screen 200 (S106).

Each detailed item is an item in which maintenance items are subdivided into a plurality of items. For example, detailed items such as "thinning / visual inspection" and "thickening / thickness measurement" correspond to the maintenance item "cylinder pressure resistant part". Is displayed. As shown in FIG. 15, on the maintenance result information input sheet screen 200, the sales person can answer the maintenance implementation status for each detailed item by selecting the option for each detailed item. In other words, the answer options represent the maintenance implementation status for the detailed items. In the example shown in FIG. 15, "unanswered", "no corrosion", "abnormality", and "uninspected / unmaintained" are provided as answer options for the detailed item "thinning / visual inspection". "Unanswered", "within control value", "abnormality", and "uninspected / unmaintained" are provided as answer options for the detailed item "thickness reduction / thickness measurement".

The maintenance result information input sheet screen 200 is provided with a "return to previous maintenance item" button 208a and a "progress to next maintenance item" button 208b for changing the maintenance item for which the maintenance implementation status is input. .. When button 208a is selected, the display transitions to the maintenance result information input sheet screen for the maintenance item for which the maintenance implementation status was entered last time, and when button 208b is selected, the target for inputting the maintenance implementation status next. The display transitions to the maintenance result information input sheet screen for the maintenance items of. Further, the button 208a or 208b has a function of issuing an instruction to save the input maintenance implementation status response in the implementation status response result DB 108. That is, the sales person can give an instruction to save the answer by inputting the answer and selecting the button 208a or 208b.

When the sales person specifies the answer options for each detailed item and selects the button 208a or 208b, the terminal 2 transmits the answer options and the storage instruction data thereof to the server 1. The server 1 accepts the answer option (maintenance implementation status) and its storage instruction (S107), and the CPU 11a displays the implementation status response result DB 108 in the sales person ID, customer ID, part ID, maintenance item ID, and response input date (S107). A new record including each data of the date of the day), the option number of the answer to the detailed item, and the point value corresponding to the answer option is registered (S108). Here, the point value is a point value for each detailed item stored in the detailed item information DB 106.

If maintenance items that are not registered in the maintenance status answer result DB108 remain (NO in S109), the processing of S105 to S108 is executed again, and detailed item content information for the next maintenance item is displayed. Then, the sales person inputs the implementation status for the maintenance item, and this is registered in the implementation status response result DB 108. When the maintenance implementation status for all maintenance items is registered in the implementation status response result DB 108 (YES in S109), the implementation status acceptance process ends.

<2> Maintenance status evaluation process As shown in FIG. 15, the maintenance result information input sheet screen 200 is provided with a “maintenance status visualization” button 209. The button 209 is a button for generating an execution instruction of the maintenance status evaluation process, and the sales person can give the execution instruction of the maintenance status evaluation process to the sales activity support system by selecting the button 209. FIG. 16 is a flowchart showing a processing procedure of the maintenance state evaluation process executed by the sales activity support system (server 1) according to the embodiment of the present invention. In the maintenance status evaluation process, the CPU 11a of the server 1 uses the sales person ID, the customer ID, and the part ID as search keys to answer the detailed items (maintenance implementation status) and points for each maintenance item from the implementation status answer result DB 108. Search for a value (S201).

Next, the CPU 11a selects one maintenance item of interest (hereinafter referred to as "attention item") from all the maintenance items corresponding to the parts of the industrial machine to be evaluated (S202). The CPU 11a calculates the total sum of the maintenance implementation status point values (hereinafter, referred to as “implementation status point integrated value”), which is the answer to the detailed item, for the attention item (S203). Further, the CPU 11a extracts all the detailed item IDs corresponding to the items of interest from the detailed item information DB 106, and calculates the number of detailed items of the attention item (S204). Next, the CPU 11a calculates the maintenance status value by dividing the implementation status point integrated value by the number of detailed items for the item of interest (S205).

When the CPU 11a calculates the maintenance status value for the attention item, the CPU 11a acquires the management reference value corresponding to the attention item from the maintenance item DB 105 (S206). Next, the CPU 11a calculates a difference value obtained by subtracting the maintenance status value from the management reference value (S207), acquires the upper limit value and the lower limit value of the difference value range corresponding to the item of interest from the business behavior information DB 110, and these. The difference value range is determined from the upper limit value and the lower limit value of (S208). The CPU 11a determines whether or not the calculated difference value is within the difference value range (S209), and if the difference value is within the difference value range (YES in S209), sets the attention item as the business behavior information. Is selected as the output target (hereinafter referred to as "sales behavior information output target") (S210), and the process is transferred to S211. On the other hand, when the difference value is not within the difference value range (NO in S209), the CPU 11a shifts the process to S211 without selecting the item of interest as the business behavior information output target.

The CPU 11a determines whether or not all the maintenance items in the relevant portion have been selected as the items of interest (S211), and if there are maintenance items that have not been selected as the items of interest (NO in S211), the CPU 11a determines in S202. The process is returned, one of the maintenance items that has not been selected yet is selected as a new item of interest (S202), and the processes after S203 are executed to calculate the maintenance status value for the new item of interest. When all the maintenance items are selected as the items of interest (YES in S211), the CPU 11a ends the maintenance state evaluation process. The sales activity support system according to the present embodiment quantitatively evaluates the maintenance status of the industrial machine owned by the customer for each maintenance item by calculating the maintenance status value as described above. The calculated maintenance status value is used as the evaluation result in the maintenance status evaluation process.

<3> Evaluation result output processing After the maintenance state evaluation processing as described above is completed, the CPU 11a executes the evaluation result output processing. FIG. 17 is a flowchart showing a processing procedure of the evaluation result output process executed by the sales activity support system (server 1) according to the embodiment of the present invention. In the evaluation result output process, the CPU 11a of the server 1 creates a graph showing each maintenance state value calculated by the above maintenance state evaluation process and the management reference value acquired from the maintenance item DB 105 (S301). The CPU 11a generates information for displaying the created graph, transmits the information to the terminal 2, and causes the terminal 2 to display the evaluation result screen (S302).

FIG. 18 is a diagram showing an example of the evaluation result screen. The evaluation result screen 300 has the same screen layout as the maintenance result information input sheet screen 200, and the portion other than the display area 303 is common to the maintenance result information input sheet screen 200. The display area 303 is an area for displaying a graph of maintenance status values. The graph displayed in the display area 303 shows the maintenance status value in the industrial machine to be evaluated. In addition, a reference line 302 indicating a management reference value is displayed so as to be comparable to the graph of the maintenance status value. The maintenance status value graph 301 is a polygonal radar chart in which each maintenance item is arranged radially. As a result, the sales person can compare the graph 301 with the reference line 302 and determine whether or not the maintenance state is sufficient for the maintenance item. In the example of FIG. 18, the values in Graph 301 exceed the control reference values for the "cylinder head gasket surface / O-ring portion", "horizontal portion", "cylinder head cover", and "gasket surface of the rod packing case". Therefore, it can be judged that it is sufficiently maintained, and the values of Graph 301 for "Cylinder pressure resistant part", "Valve mounting seat", and "Cylinder head cover connection bolt" are below the control standard value, so the maintenance status is It can be judged that it is insufficient.

Further, in the display area 303, among the vertices of the radar chart (that is, each maintenance item), the selection unit displayed as "action reference" in association with the vertices of the maintenance item selected as the sales activity information output target. 304 is provided. The selection unit 304 is a button or a link for outputting sales action information indicating the sales action performed in the past by a veteran sales person for the corresponding maintenance item. For the maintenance items selected as the business behavior information output target, the difference value obtained by subtracting the maintenance status value from the management reference value is within the difference value range. Therefore, by setting a difference value range in which the past sales behavior of a veteran salesperson is considered to be a reference, it is possible to provide the sales behavior information to the salesperson who needs the sales behavior information. In the example of FIG. 18, the selection unit 304 is displayed for the “cylinder pressure resistant portion”, the “valve mounting seat”, and the “cylinder head cover connecting bolt”. For these maintenance items, the maintenance status value is below the management reference value, that is, the difference value is a positive value. In this example, for each maintenance item of "cylinder pressure resistant part", "valve mounting seat", and "cylinder head cover connection bolt", the difference value range is set within the range including a positive value, and the difference value is this. Since it is within the difference value range, these maintenance items have been selected as sales behavior information output targets.

When the sales person wants to know what kind of sales behavior the veteran sales person has taken, he / she performs an operation of selecting the selection unit 304 corresponding to the maintenance item for which he / she wants to know the sales behavior of the veteran sales person. When the selection unit 304 is selected, the terminal 2 transmits data indicating that the selection unit 304 has been selected to the server 1. The CPU 11a of the server 1 determines whether or not the selection unit 304 is selected, that is, whether or not the veteran sales person has received the output instruction of the past sales behavior information (S303), and the selection unit 304 is selected. In the case (YES in S303), the corresponding sales behavior information is acquired from the sales behavior information DB 110 using the stage ID and the maintenance item ID corresponding to the selected selection unit 304 as a search key (S304). The CPU 11a generates information for displaying the business behavior information screen including the acquired business behavior information, and transmits this to the terminal 2. As a result, the business behavior information screen is displayed on the terminal 2 (S305), and the evaluation result output process is completed. On the other hand, when the selection unit 304 is not selected (NO in S303), the CPU 11a ends the evaluation result output process.

FIG. 19 is a diagram showing an example of a business behavior information screen. The sales behavior information screen 400 includes a sales behavior information display field 401, which is text information indicating the sales behavior actually taken by a veteran sales person, and a button 402 for calling the teaching material content. By referring to the sales behavior information, the sales person can refer to the past sales behavior of the veteran sales person when considering the actual sales behavior. In addition, the sales person performs an operation of selecting the button 402 displayed on the terminal 2 to send a display request of the teaching material content related to the displayed sales behavior to the sales activity support system (server 1). Can be given. When the operation of selecting the button 402 is performed, the teaching material content is read from the server and played or output. As a result, the sales person can learn the knowledge related to the lacking sales behavior by viewing the teaching material content.

(Other embodiments)
In the above-described embodiment, the configuration for quantitatively evaluating the maintenance status of the industrial machine for each maintenance item by calculating the maintenance status value for each maintenance item has been described, but the present invention is not limited to this. The maintenance status of each maintenance item may be qualitatively evaluated based on the answers of the detailed items, etc., and this may be output as an evaluation result.

Further, in the above-described embodiment, the configuration in which the graph showing the calculated maintenance status value and the reference line showing the management reference value are displayed in a comparable manner has been described, but the present invention is not limited to this. It is also possible to output a graph of the maintenance status value and not output the reference line of the management reference value. Further, in the above-described embodiment, the configuration for outputting the graph of the maintenance status value as a radar chart has been described, but the present invention is not limited to this. For example, the maintenance status value graph may be output in a graph format other than the radar chart such as a bar graph format.

Further, in the above-described embodiment, the configuration for displaying the selection unit 304 for outputting the sales behavior information is described for the maintenance item selected as the sales behavior information output target together with the graph of the maintenance status value. It is not limited to this. It is also possible to output the sales behavior information for the maintenance items selected as the sales behavior information output targets without outputting the graph. Further, not only the maintenance items selected as the sales behavior information output target but also the sales behavior information may be output for all the maintenance items.

Further, in the above-described first and second embodiments, the configuration in which all the processes of the computer program 14a are executed by a single computer 1a has been described, but the present invention is not limited to this, and the computer program is not limited thereto. It is also possible to make a distributed system in which the same processing as 14a is distributed and executed by a plurality of devices (computers).

The sales activity support system of the present invention is useful as a sales activity support system for supporting sales activities to customers of industrial machines, particularly industrial machines installed in factories and the like.

1 server 1a computer 11 main unit 11a CPU
11b ROM
11c RAM
11d Hard disk 11e Read device 11f Input / output interface 11g Communication interface 11h Image output interface 11j Bus 12 Image display unit 13 Input unit 14 Portable recording medium 14a Computer program 104 Machine part information database 105 Maintenance item database 106 Detailed item information database 107 Customer machine Information database 108 Implementation status response result database 109 Maintenance status value database 110 Business behavior information database 2 Terminal

Claims (2)

It is a sales activity support system for supporting sales activities that propose maintenance of the industrial machine to customers who have purchased the industrial machine.
A maintenance item storage unit that stores a plurality of maintenance items of the industrial machine,
An implementation status receiving means for receiving the maintenance implementation status of the industrial machine owned by a specific customer for each maintenance item stored in the maintenance item storage unit.
Based on the implementation status received by the implementation status receiving means, the maintenance status evaluation means for evaluating the maintenance status of the industrial machine for each maintenance item, and the maintenance status evaluation means.
A sales behavior information storage unit that stores sales behavior information indicating sales behavior performed by sales staff in the past for each maintenance item, and a sales behavior information storage unit.
A management reference value storage unit that stores the management reference value of the maintenance state required for maintaining stable operation of the industrial machine for each maintenance item, and a management reference value storage unit.
For the maintenance item in which the difference between the evaluation value of the maintenance state by the maintenance state evaluation means and the management reference value stored in the management reference value storage unit is within a predetermined range, the business behavior information storage unit stores the maintenance item. It is provided with a business behavior information output means for outputting the stored business behavior information.
Sales activity support system. Further provided with a teaching material content output means for outputting the teaching material content related to the sales behavior indicated by the sales behavior information output by the sales behavior information output means.
The sales activity support system according to claim 1.

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