JP7082650B2 - Sales role-playing training support system - Google Patents

Description

The invention of this application relates to a system that supports the training of sales staff.

Effective sales activities for potential customers are indispensable for improving sales of various products and services, and having many excellent sales staff is one of the important factors for corporate management. There is. For this reason, training for employees (salesmen) who are assigned to the department in charge of sales and are in charge of sales activities is a human resources development activity that is particularly focused on.
In such training for sales staff, so-called role-playing training (sales role-playing training) may be adopted. The role-playing method is a training method in which a person plays the role of a potential customer for a sales person who receives training (role-playing) and simulates actual sales activities through it.

Japanese Unexamined Patent Publication No. 2004-886882

In such sales role-playing training, for example, a method may be adopted in which two salespeople who receive the training form a pair and one of them plays the role of a potential customer. In addition, the instructor may play the role of a potential customer.
However, in such a method, the person who plays the potential customer does not know the characteristics of the actual potential customer well, and cannot receive and answer from the side of the potential customer. Therefore, there is a problem that the simulation is not sufficient and as a result, sufficient training cannot be performed.
The invention of the present application has been made to solve this problem, so that it is possible to easily find a person who is familiar with the characteristics of the actual potential customer and can receive and answer from the side of the potential customer. The purpose of this is to facilitate sufficient sales role-playing training as a simulation.

In order to solve the above problems, in this application, a sales role-playing training support system that supports sales role-playing training conducted to improve the sales skills of sales staff who carry out sales activities when selling products or services to customers. The invention of (hereinafter, abbreviated as a training support system) is disclosed.
This training support system includes a training support server and a storage unit.
The training support server is a server that accepts access via the network from the requesting company terminal operated by the person in charge at the requesting company to which the sales person who wants to improve the sales skill or the sales person who wants to improve the sales skill belongs.
The training support server provides a candidate information registration page that allows a candidate who plays the role of a potential customer in sales role-playing training to enter candidate information including characteristic information related to the candidate's sales role-playing training. It is a server to do.
The candidate information file is stored in the storage unit.
The training support server is equipped with a candidate registration program that records the candidate information entered on the candidate information registration page in the candidate information file.
The training support server is a server that provides a candidate search page for inputting candidate characteristic information on a requesting company terminal for searching a candidate information file.
The training support server is equipped with a candidate search program that searches for a candidate information file, and the candidate search program records whether the characteristic information entered on the candidate search page is recorded in the candidate information file. It is a program that makes a judgment and sends the judgment result to the requesting company terminal.
In addition, in order to solve the above problems, in this sales role playing training support system, the candidate search program will use the characteristic information entered in the candidate search page when the characteristic information is recorded in the candidate information file. It may be a program that sends the judgment result to the requesting company terminal in a form that does not include personal information that can identify the candidate.
Further, in order to solve the above problems, in this sales role playing training support system, the training support server is a server that provides a search result page, and the candidate search program displays the judgment result on the search result page. It is a program to send to the requesting company terminal, and the search result page requests the candidate to participate as a player when the characteristic information entered on the candidate search page is recorded in the candidate information file. Can be configured as a page that can be sent to the training support server.
Further, in order to solve the above problems, in this sales role playing training support system, the candidate search program lists the search results in descending order of the amount of the input characteristic information recorded in the candidate information file. It is a program that incorporates the information of each candidate into the search result page, and the search result page selects any candidate from each candidate whose information is displayed in the list and sends the request to the training support server. It can have a structure that it is a program that can be done.
Further, in order to solve the above problems, this sales role-playing training support system is a server in which the training support server accepts access from the candidate terminal, which is a terminal operated by the candidate, and the candidate information registration page is displayed. It may have a configuration that it is a page displayed on the candidate terminal and capable of inputting candidate information including the characteristic information.
Further, in order to solve the above problems, in this sales role-playing training support system, the address information of the candidate is recorded in the candidate information file, and the candidate search program is a candidate having an address in a specific area. A person may have a configuration in which the characteristic information is recorded but the characteristic information is not recorded in the judgment result.

As explained below, according to the disclosed sales role-playing training support system, by inputting what is considered necessary as a player's characteristics as characteristic information and searching, the result of whether or not there is a corresponding candidate is obtained. Since it can be understood by the client company, it is easy to request the relevant candidate as a player and carry out sales role-playing training.
In addition, when the execution result of the candidate search program is sent to the requesting company terminal, if the form does not include personal information that can identify the candidate, the requesting company conducts real sales activities to the candidate. It is possible to prevent the player from making a request as a player directly to the candidate.
In addition, if the search result page that displays the execution result of the candidate search program is a page that can send the participation request as a player to the training support server, it is preferable because the requesting company can save the trouble of making the request. Will be.
Also, in the search result page, in the configuration where the information of each candidate is displayed in a list in descending order of the amount of characteristic information recorded in the candidate information file, the requesting company searches for a candidate that better suits the wishes. It will be easy. At this time, it will be more convenient if any candidate can be selected from the list and requested from the search result page.
In addition, if the candidate information registration page is a page where the candidate information registration page is displayed on the candidate terminal and the candidate information can be input, the company that provides the sales role playing training support service This is convenient because the person in charge does not have to enter it.
In addition, a configuration in which candidates having an address in a specific area are excluded from the search results is suitable for preventing problems related to the area such as competition between client companies.

It is a schematic diagram of the training support system of an embodiment. It is a schematic diagram which showed an example of the structure of a candidate information file. It is a schematic diagram which showed an example of the structure of the requesting company information file. It is a schematic diagram which showed an example of the candidate information registration page. It is a schematic diagram which showed an example of a candidate search page. It is a schematic diagram which showed an example of the search result display page. It is a schematic diagram which showed an example of a request page. It is a schematic diagram which showed an example of the structure of a request information file. It is a schematic diagram which showed an example of the request notification mail sent by the participation request processing program.

Next, an embodiment (embodiment) for carrying out the invention of this application will be described.
FIG. 1 is a schematic diagram of the training support system of the embodiment. The training support system shown in FIG. 1 includes a training support server 1 and a storage unit 2.
The training support server 1 serves as a requesting company terminal 31 operated by a sales person who wants to improve sales skills or a sales person who wants to improve sales skills, and a potential customer in sales role playing training. It is a server that accepts access via the network 9 from both candidate terminals 32, which are terminals operated by a person who may be a role player to play (hereinafter referred to as a candidate).

The training support system of the embodiment described below is, for example, a system for training salesmen in a construction company, a construction company, etc. (hereinafter collectively referred to as a house maker) whose business is the construction of a custom-built detached house. It has become. Therefore, in this embodiment, a plurality of house makers are client companies. However, the embodiment of the present invention is not limited to this industry.

In this embodiment, the network 9 is the Internet and therefore the training support server 1 is a web server. The training support server 1 may be only one server, but may be a plurality of servers that share functions and the plurality of servers may be the training support server 1.
In this embodiment, the storage unit 2 is a storage device such as a hard disk provided in the training support server 1. However, the storage unit 2 may be a storage device on a computer provided separately from the training support server 1, or a storage device on a server provided separately from the reception training support server 1 such as a storage server. It may be.

The training support server 1 and the storage unit 2 are managed and operated by a company that provides a sales role-playing training support service (hereinafter, abbreviated as training support service). A company that provides training support services is hereinafter referred to as a service provider. As shown in FIG. 1, the training support system of the embodiment includes a client terminal for management (hereinafter, referred to as a management terminal 101) 101. The management terminal 101 is a terminal operated by a person in charge at the service providing company, and is a terminal capable of accessing the training support server 1 with special access authority.

The first function of the training support server 1 is to input and send information on a candidate who will play the role of a potential customer (hereinafter referred to as a player) in the sales role-playing training on the candidate terminal 32, and support the training. It is a function to register on the system. This point will be described below.
First, the candidate information file 21 is stored in the storage unit 2. FIG. 2 is a schematic diagram showing an example of the structure of the candidate information file.

As shown in FIG. 2, the candidate information file 21 includes a "candidate ID", a "name", a "handle name", an "address", a "gender", an "age", an "occupation", and an "email address". It is a database file that records a plurality of records having fields such as "video call". The "handle name" is a name for giving the name as a candidate while keeping the name secret. Candidates decide on an arbitrary handle name other than their own name, and that is recorded. The field of "video call" is a field for inputting a value of whether or not a video call (so-called online conference) is possible. The candidate information file 21 is provided with a field (hereinafter referred to as a characteristic field) for recording the characteristic information of each player regarding the sales role-playing training.

In this embodiment, since it is for the sales position in the house maker, the characteristic field is also related to the sales activities in the house maker. That is, as shown in FIG. 2, the candidate information file 21 is provided with fields such as "building experience / plan", "generation type", "floor number", and "floor plan type" as characteristic fields.
The field of "building experience / plan" is, for example, a numerical type, and is a field in which 1 with building experience, 2 with plan, and 0 with none (default value). The "generation type" is a field in which whether or not the house is a two-generation house is recorded, and is, for example, a numerical type, one for a two-family house and 0 for other houses (default value). The "number of floors" is also, for example, a numerical type, and 1st floor (one-story building) is recorded as 1st floor, 2nd floor is recorded as 2nd floor, and 3rd floor or higher is recorded as 3. The "floor plan type" is a field for recording a typical floor plan type in a numerical type. For example, 2LDK is 1, 3LDK to 4LDK is 2, 5LDK or more is 3, and others are 0 (default value).

Further, the storage unit 2 stores the requesting company information file 22 in which the information of the requesting company is recorded. FIG. 3 is a schematic diagram showing an example of the structure of the requesting company information file.
As shown in FIG. 3, the requesting company information file 22 includes a "requesting company ID", a "password", a "company name", a "headquarters address", a "department name in charge", a "person in charge name", and an "email address". It is a database file that records multiple records consisting of fields such as. The "e-mail address" is a field in which a receivable e-mail address is recorded in the requesting company terminal 31.

On the other hand, the training support server 1 is a server that provides (hosts) the candidate information registration page. FIG. 4 is a schematic diagram showing an example of a candidate information registration page. As shown in FIG. 4, the candidate information registration page has a personal information input field 41 such as name, handle name, address, gender, age, occupation, etc., and account information for inputting information of a bank account as a recipient of compensation. An input field 42 and a characteristic information input field 43 for inputting characteristic information (hereinafter, simply referred to as characteristic information) of a candidate regarding sales role playing training are provided.
Each of the input fields 41 to 43 corresponds to each field of the candidate information file 21. In FIG. 2, the fields for bank accounts are not shown, but fields such as "bank name", "branch name", "account type", "account number", and "name" are provided.

The candidate information registration program 11 is implemented in the training support server 1. The OK button 44 shown in FIG. 4 is linked to a confirmation page for confirming each input information, and the confirmation page is provided with a send button. The send button is an execution button of the candidate information registration program 11. The candidate information registration program 11 adds a new record to the candidate information file 21 and records each input information in each field. At this time, a new candidate ID is generated and recorded in the "candidate ID".
The training support server 1 also provides a candidate information change input page that changes the input candidate information and records (updates) it in the candidate information file 21, and implements the candidate information change program 12. ing.

The training support service in the embodiment is a service that enables sales role-playing training by selecting a specific person from the candidates as a player according to the registered candidate information.
The person in charge in the house maker provides necessary information to the service provider, and the service provider issues an ID (hereinafter referred to as a requesting company ID) and a password. The requesting company ID and password are input on the requesting company terminal 31 and used when accessing the training support server 1. Normally, a person in charge in a department (personnel department, sales department, etc.) that conducts sales role-playing training operates the requesting company terminal 31, so this person manages the requesting company ID and password.

The training support system of the embodiment provides a candidate information search service in order to select a candidate more suitable for the house maker as a player. That is, the training support server 1 is a server that provides a candidate search page.
FIG. 5 is a schematic diagram showing an example of a candidate search page. The candidate search page is a page for each house maker, and is a page that can be displayed on the requesting company terminal 31 when accessed (logged in) with the requesting company ID and password provided to each house maker. be. When the requesting company ID and password are input on the requesting company terminal 31 and the candidate search page is displayed, the requesting company ID is stored in the environment variable and is retained until logged off.

As shown in FIG. 5, the candidate search page is provided with fields 45 to 48 for inputting each characteristic information. In this example, a building experience / schedule selection column 45, a generation type selection column 46, a floor number selection column 47, and a floor plan type selection column 48 are provided. In either case, it is possible to select no specification. Further, as shown in FIG. 5, the candidate search page is provided with an age group selection column 49, a gender gender selection column 50, and an occupation selection column 51. These selection fields 49 to 51 are fields to be selected so that a certain image of the candidate can be obtained.

Since the name, address, and e-mail address are not disclosed to each house maker, no selection field is provided. This is to prevent each house maker from identifying who the candidate is. This point is from the viewpoint of privacy protection, but also from the viewpoint of preventing the service provider from jumping over and directly dealing with the candidate. However, since it is only necessary to identify who the candidate is, it is possible that the address can be selected up to the level of prefectures and municipalities.

The training support server 1 implements the candidate search program 13 and hosts the search result display page. As shown in FIG. 5, the candidate search page is provided with an OK button 52. The OK button 52 is linked to a confirmation page that displays the input content for confirmation, and the confirmation page is provided with a send button. The send button is an execution button of the candidate search program 13.

The candidate search program 13 searches for the candidate information file 21 using each information input on the candidate search page as a search key, and incorporates the information of the hit records into the search result page to execute the execution source (request). It is a program that replies to the corporate terminal 31).
FIG. 6 is a schematic diagram showing an example of a search result display page. In this example, for the selected characteristic information, the information of each candidate is displayed in a list in descending order of the number of hit items.
As shown in FIG. 6, each line of the list is provided with a request button 53 labeled "request". A request page is linked to the request button 53. FIG. 7 is a schematic diagram showing an example of a request page.

As shown in FIG. 7, the request page is a page for displaying information on candidates in the line of the selected request button 53 for confirmation. Further, the request page is provided with a desired schedule input field 54 for inputting a desired schedule. In this example, the desired schedule input field 54 allows input of three schedules in the desired order.

Further, the request page is provided with a sales position input field 55 for inputting the name of the sales position who receives the sales role-playing training. The salesman name entered here may be a real name or a pseudonym.
As shown in FIG. 7, the request page is provided with a send button 56. The request button 53 shown in FIG. 6 has a candidate ID of the candidate displayed on the line embedded in the request button 53, and the candidate ID is embedded in the send button 56. Further, the requesting company ID held at the time of login is also embedded in the send button 56.

On the other hand, the training support server 1 is equipped with a participation request processing program 14 that processes the transmission of the participation request as a player. The send button 56 in the confirmation page displayed by the request button 53 is an execution button of the participation request processing program 14.
The request information file 23 is stored in the storage unit 2. FIG. 8 is a schematic diagram showing an example of the structure of the request information file 23. The request information file 23 is a database file that records information requested to participate as a player, and as shown in FIG. 8, a "request ID", a "request company ID", a "request date and time", and a "candidate ID". , "Video call", "Salesman name", "Successful success", "Schedule 1", "Schedule 2", "Schedule 3", "Decision schedule", "Execution date", "Report submission", etc. It is a database file that records multiple records consisting of.

The "request ID" is a field in which an ID for uniquely identifying each record of the request information file 23 is recorded. In the "request date and time", the date and time when the record is newly recorded is recorded. "Video call" is a field in which training is performed by video call when the player can make a video call, and that fact is recorded. The "sales position name" is a field in which the sales position name entered on the request page is recorded. "Success / failure" is a field in which information on whether or not the player has accepted the request is recorded. "Schedule 1" to "Schedule 3" are fields in which each desired schedule entered on the request page is recorded. The "decision schedule" is a field in which the schedule agreed between the orderer and the player is recorded.

The "execution date" is a field in which the date on which the sales role-playing training was actually conducted is recorded.
The "report submission date" is a field in which the date on which the player participation report is submitted by the person who participated as a player in the sales role-playing training is recorded. Since it is for confirming whether or not the report has been submitted, it may be a field for recording whether or not the report has been submitted.

The participation request processing program 14 is executed with the candidate ID, the requesting company ID, and the information input on the request page as arguments. The participation request processing program 14 searches the candidate information file 21 using the candidate ID as a search key, and acquires the value of the "video call" and the value of the "email address" of the corresponding record. Next, the participation request processing program 14 newly generates a request ID and adds a new record to the request information file 23. Then, each value of the request ID, the request company ID, the request date and time (program execution date and time), the candidate ID, the video call, and the sales position name is recorded.

Then, the participation request processing program 14 sends an e-mail to the effect that the participation request has been made (hereinafter referred to as a request notification e-mail) to the player. FIG. 9 is a schematic diagram showing an example of a request notification email sent by the participation request processing program 14.
As shown in FIG. 9, the request notification email includes the request ID, the fact that the request was made, the name of the sales position to be trained, and three schedule candidates. And when receiving a request, it contains a text requesting to contact one of the three schedule candidates that can be handled. The request ID is included in the title as can be seen from the title of the email.

The participation request processing program 14 incorporates the sales position name acquired from the request page and the three schedule candidates into the email format, and sends the email to the email address acquired from the candidate information file 21. The participation request processing program 14 is terminated by sending the request notification email. The participation request processing program 14 is a program on the training support server 1, but the source of the request notification email is programmed to be the email address of the person in charge of the service provider.

The operation of the training support system of such an embodiment will be described below.
The service provider recruits candidates to play the role of player in sales role-playing training. You will be rewarded for playing a role as a player. The service provider emphasizes this point, advertises on websites, etc., and solicits candidates. Then, when applying as a candidate, explain that candidate registration is required.
In addition, it can be said that getting a reward by playing a role as a player is an irregular part-time job, so the service provider puts an advertisement on the part-time job information posting paper or a website that provides part-time job information. Place an advertisement on the website.

A person who sees any of these advertisements and wants to register as a candidate operates his / her own terminal (candidate terminal) 32 that can access the Internet and displays the candidate information registration page. Then, enter each information and press the OK button 44 (click or tap), and press the send button on the confirmation page. As a result, the candidate information registration program 11 on the training support server 1 is executed, the candidate ID is generated, and each information is recorded in a new record of the candidate information file 21 on the storage unit 2. In this way, a plurality of or a large number of persons operate the candidate terminal 32 and register themselves as candidates on the training support system.

On the other hand, the service provider also introduces the training support service to the house maker and invites its use. The person in charge of training sales staff at the house maker wants to use this service and applies to the service provider. The person in charge of the service provider accepts the application and issues the requesting company ID and password.

The person in charge of the house maker intends to actually carry out sales role-playing training for the salesman, enters the requesting company ID and password on the requesting company terminal 31, logs in, and displays the candidate search page. Then, input the characteristic information as appropriate, press the OK button 52, and press the send button on the confirmation page. As a result, the candidate search program 13 on the training support server 1 is executed, and the candidate information file 21 is searched with the input characteristic information. Then, the information of each candidate is incorporated into the search result display page in descending order of the number of hit items, and is displayed on the requesting company terminal 31.

The person in charge presses the request button 53 in a specific line (specific candidate) while looking at the information of each candidate displayed in the list. As a result, the request page shown in FIG. 7 is displayed on the requesting company terminal 31. On the request page, the person in charge inputs the name of the sales position to be trained, and inputs the schedule candidates from the first choice to the third choice. Then press the send button 56.
As a result, the participation request processing program 14 is executed. The participation request processing program 14 newly generates a request ID, adds a new record to the request information file 23, and records each information. Then, a request notification email is sent to the email address of the selected candidate.

The candidate who received the request notification on the candidate terminal 32 determines whether or not to accept the request. If you do not receive it, simply reply by email. When receiving, the candidate will reply by e-mail to the effect that he / she will receive it and whether or not it will be accepted for each desired schedule. Since the sender of the request notification email is the email address of the person in charge of the service provider, the reply email arrives at this address.
The person in charge browses the mail on the management terminal 101, and confirms the request ID when the reply is to receive the request. The request ID is confirmed by the title or body of the original email. Then, the training support server 1 is accessed by the management terminal 101, and the request information file 23 is searched by the request ID. Then, the value of the "requesting company ID" of the corresponding record is acquired, and the requesting company information file 22 is searched with this value. Then, the value of the "email address" of the corresponding record is acquired, and an email to the effect that the request has been accepted (hereinafter referred to as an acceptance notification email) is sent to this email address.

The consent notification email will state that the request for the player has been accepted and the accepted schedule. At the same time, when the sales role-playing training is conducted by video call, the access information for video call is described in the consent notification email. The access information for video call varies depending on the video call service to be used, but may be, for example, a URL for execution or an ID (ID for starting a video call) to be input when accessing the site. On the other hand, the video call access information is also sent from the management terminal 101 to the e-mail address to which the reply e-mail is sent in the form of being described in the e-mail. After acquiring the access information for video call, the person in charge of the service provider creates these e-mails by incorporating the access information, and sends the e-mail from the management terminal 101 to each e-mail address.

When the date and time of the agreed schedule comes, the person in charge of the house maker sits a salesman in front of the requesting company terminal 31 (or another terminal capable of video call) and attends the video call (sales role playing training). No. The candidate also sits in front of the candidate terminal 32 (or another terminal capable of making a video call) and engages in a video call. Then, a video call is started based on the access information for each video call, and sales role-playing training is conducted. At this time, the person in charge of the service provider also participates for the purpose of witnessing. That is, the management terminal 101 (or another in-house terminal) is used to participate in the video call based on the access information for the video call. Therefore, sales role-playing training is in the form of a three-way call.

In the above sales role-playing training, the role of the player has been confirmed in advance. For example, if "building experience" is selected as the characteristic information and a request is made to be a candidate corresponding to this, the candidate who participates as a player himself / herself is based on his / her own experience. I remember the time when I was preparing to build a custom-built detached house, and based on the assumption (simulation) that it was at that stage, I communicated with the sales staff by video call.

In addition, if "building schedule" is selected as the characteristic information and a request is made to be a candidate corresponding to this, the candidate who participates as a player is a person who is the target of sales activities at that time. Therefore, there is no need to "act" in particular, and the sales staff will respond to the sales talk as it is. However, since it is a training only and the purpose is to improve the sales skills of sales staff, we refrain from receiving and answering that actually (actually) leads to a request for custom-built construction. Players always keep that in mind because it is a training to determine what is good or bad about sales staff's sales talks and answers from the perspective of potential customers.

In addition, there may be cases where it is neither "experienced in building" nor "planned to be built", but in this case, the role of such a potential customer is played to the player on the assumption that the house will be built as a custom-built detached house. You will get it.
In any case, the role (situation) of such a player is notified to the candidate by e-mail or the like in advance. For example, when sending access information for a video call to a candidate by e-mail, the role (situation) in which the candidate participates is explained in text, and the e-mail is sent in a form including that.

After the sales role-playing training is conducted in this way, the candidates who participated as players submit a player participation report. The player participation report is a report that includes impressions of participating in sales role-playing training as a player, impressions of sales positions, evaluation of sales positions of sales positions, and the like.
There are many possible forms of creating and submitting player participation reports. For example, a standard form may be mailed to the player, filled in, and returned to the service provider. In addition, you may send a form in a format that can be entered by e-mail, and have the player fill in the form and reply by e-mail. Further, the training support server 1 may be used. That is, the training support server 1 hosts the input page of the player participation report, and the access information to this page is sent by e-mail to the player. The player inputs his / her impressions and impressions of the sales staff on this page, and presses the send button to send.

In either form, the player participation report includes a request ID. When sending a form or form, the request ID is printed or incorporated. When hosting the input page of the player report report, either include the request ID in the access information, or input the request ID to the player on the candidate terminal 32, and the player participation report will include the request ID. It is sent to the training support server 1.

When the player participation report is created and sent in this way, the person in charge of the service provider uses the management terminal 101, and in the record with the same request ID, the "report submission date" of the request information file 23 is set. Record the submission date (receipt date) in the field. When the training support server 1 hosts the input page of the player report report, a program for recording the transmission date in the "report submission" field of the request information file 23 is implemented in the training support server 1.

After confirming that the player participation report has been submitted in this way, the person in charge of the service provider pays the player a reward. In the case where the training support server 1 hosts the input page of the player report report, a configuration can be adopted in which the request information file 23 is recorded and the person in charge of the service provider is notified by e-mail or the like that the report has been submitted. ..
The player participation report is finally sent to the client company that conducted the sales role-playing training. The client company pays a fee to the service provider for conducting sales role-playing training and introducing players, but the fee may also be paid after receiving the player participation report.

According to the training support system of the embodiment related to such a configuration and operation, by inputting what is considered necessary as a characteristic of the player as characteristic information and searching, the result of whether or not there is a corresponding candidate is requested. Understand in the company. For this reason, it becomes easy to request the relevant candidate as a player to carry out sales role-playing training.

Further, since the candidate ID of the corresponding candidate is included in the search result page displaying the execution result of the candidate search program 13, it becomes easy to request the candidate to play a role as a player. In the above example, the candidate ID is embedded in the request button 53, but the candidate ID may be simply displayed. In this case, the person in charge of the house maker may adopt a configuration in which the person in charge of the service provider is informed of the candidate ID (email, telephone, fax, etc.) and then the request is made.

The candidate ID may be embedded in a command button provided on the search result page, and this command button may be a button for displaying the candidate ID.
Further, in this embodiment, on the search result display page, the information of each candidate is displayed in a list in descending order of the number of hit items, so that it becomes easier for the house maker to search for a candidate that more suits the wishes.

Even if the search result page does not include the candidate ID, the present invention can be implemented. In this case, the person in charge of the requesting company who performed the search informs the service provider company of the search result by telephone or the like, and informs the candidate in the search result that the player is requested. The person in charge of the service provider performs the same search on the management terminal 101. In the case of a search on the management terminal 101, the candidate ID is displayed so that the candidate of the request destination can be specified. Implementation is possible even with such a configuration. However, if the candidate ID is displayed on the search result page on the requesting company terminal 31, it is convenient because it is only necessary to tell it, and if the request can be sent from the search result page, the service provider It is even easier because there is no need to call.

In the training support system of such an embodiment, a configuration may be adopted in which a specific candidate is excluded from the search results from the viewpoint of the candidate's address. This point will be described below.
As described above, in the training support system of this embodiment, although it is a role-playing training for sales of a custom-built detached house, a person who is actually planning to build a house can participate as a player. In this case, although it is prohibited, it is easy to develop into a situation where real sales activities are carried out. That is, when the sales person who participated in the sales role-playing training obtains information about who the player is in some way, the sales person or another sales person of the house maker to which the sales person belongs is the sales person. You may approach the player directly and carry out real sales activities. In addition, if the candidate who participated as a player has a particularly good impression, it is possible that the salesman's house maker is identified in some way and the house maker is directly inquired about the building.

Such a situation is preferable for the house maker to which the participating sales staff belongs and the candidate who participated as a player, but may not necessarily be preferable for the service provider. This is because service providers provide training support services to different house makers. The service provider provides training support services to multiple competing house makers. In this case, if a house maker acts to acquire customers through the training support system, other house makers may be deprived of customers through the training support system. For example, a person who is planning to build a custom-built detached house is inquiring about a house maker, and while receiving some kind of sales approach, that person registers as a candidate in the training support system. Suppose you participated in sales role playing training at another house maker as a player. In this case, if the other house maker sets up a real sales activity through the training, the sales activity will eventually rob the customer.

In consideration of such a point, a configuration in which a certain candidate is excluded by the address of the candidate may be adopted in the training support system in the embodiment. Specifically, the requesting company information file 22 is provided with a field of "prohibited area". In the "prohibited area" field, for example, the business territory of the client company recorded in the record is recorded. More specifically, for example, in the case of a client company whose head office address is in Tokyo, the business territory is Tokyo, Saitama prefecture, and Kanagawa prefecture. In this case, the text information of "Tokyo, Saitama, Kanagawa" is recorded in the "Prohibited area" field.

On the other hand, the candidate search program 13 on the training support server 1 is a program executed by using the requesting company ID as an argument in addition to the characteristic information. That is, the request button 53 is a button for executing the candidate search program 13 by adding the request company ID held at the time of login to the argument.
The candidate search program 13 searches the candidate information file 21 with the characteristic information, and when there is a corresponding record, the candidate search program 13 acquires the value of the field of the "address" of the record. If the address contains any of the texts "Tokyo", "Saitama", and "Kanagawa", the record is excluded from the search results (treated as not hit). ) Is programmed.

With this configuration, the list displayed on the search result page will not display the information of the candidate who has an address in the business territory of the house maker who searched, on the search result page. This person will no longer participate as a player. Therefore, it is possible to avoid a situation in which house makers compete with each other through the training support system.
In this embodiment, the client company is a house maker, so the business territory is usually an area that is announced as an area where construction is performed if there is an order. However, the value recorded in the "prohibited area" does not have to be the business territory. To exclude candidates with addresses in what area, we will take a questionnaire to each house maker who receives training support services, set fair standards among house makers, and follow these standards for "prohibited areas" Enter the value of the field.

The training support system of the present invention is not limited to one in which each house maker undertaking the construction of a custom-built detached house is the client company, and companies in various industries can be the client company. For example, in the construction industry, a home sales company that sells a detached house for sale can be a client company, or a developer that sells a newly built condominium can be a client company. The client company can also be an intermediary company that mediates the sale of used homes.

Outside the construction industry, for example, a business that sells automobiles (new cars, used cars) can be the client company, and a business that sells insurance and financial products such as life insurance and investment trusts can be the client company. ..
Depending on the industry or industry, competition through the training support system may not be regarded as a problem. In this case, the configuration of exclusion from the search results by the value of the "prohibited area" field may not be adopted.

Further, in the explanation of the above embodiment, the sales role-playing training is based on a video call, but if the candidate cannot make a video call, the actual face-to-face sales role-playing training (hereinafter referred to as real training). .).
It is assumed that all client companies can make video calls, but the service may be available even if video calls are not possible. In this case, the requesting company information file 22 is also provided with a field of "video call", asked in advance whether or not it is possible, and the value is recorded. Then, in the request notification email, if the request is from a requesting company that cannot make a video call, the request notification email informs the candidate that the training will be real.
In the case of real training, the place is held in the conference room of the service provider, and the person in charge of the service provider is also present. Here, too, the personal information of the candidate who participated as a player is kept secret from the participating sales staff and the requesting company to which the sales staff belongs. The salesman will call the player by handle name if necessary. In addition, the name of the requesting company is kept secret from the candidates who participate as players.

The reason for keeping the name of the client company secret from the players is that they will jump over the service provider and sell directly (offer to play the role of the player) for the sales role-playing training from the next time onward. It is also to avoid.
In the explanation of the above embodiment, it was explained that the attendance of the person in charge of the service provider is present regardless of whether the training is by video call or the real training. It is meaningful to monitor the prohibited actions (salesman asks for the player's personal information, player asks for the contact information of the requesting company for later sales, etc.). In addition, it is also meaningful to monitor whether sales role-playing training is being conducted meaningfully.
In the above embodiment, the candidate information including the characteristic information is input on the candidate information registration page displayed on the candidate terminal 32, but the candidate information registration page on the management terminal 101. May be displayed. If the candidate fills out each information on a paper (input form) and mails it to the service provider, faxes it, etc., this configuration is adopted. However, according to the configuration of inputting and registering on the candidate terminal 32, it is preferable because the time and effort in the service providing company can be saved.

1 Training support server 101 Management terminal 11 Candidate information registration program 13 Candidate search program 14 Participation request processing program 2 Storage unit 21 Candidate information file 22 Requested company information file 31 Requested company terminal 32 Candidate terminal

Claims (6)

A sales role-playing training support system that supports sales role-playing training conducted to improve the sales skills of sales staff who carry out sales activities when selling products or services to customers.
Training support server and
Equipped with a storage unit,
The training support server is a server that accepts access via the network from the requesting company terminal operated by the person in charge at the requesting company to which the sales person who wants to improve sales skills or the sales person who wants to improve sales skills belongs.
The training support server provides a candidate information registration page that allows a candidate who plays the role of a potential customer in sales role-playing training to enter candidate information including characteristic information related to the candidate's sales role-playing training. Is a server that
The candidate information file is stored in the storage unit,
The training support server is equipped with a candidate registration program that records the candidate information entered on the candidate information registration page in the candidate information file.
The training support server is a server that provides a candidate search page for inputting candidate characteristic information on the requesting company terminal for searching the candidate information file.
The training support server is equipped with a candidate search program that searches for a candidate information file, and the candidate search program records whether the characteristic information entered on the candidate search page is recorded in the candidate information file. A sales role-playing training support system characterized in that it is a program that makes a judgment and sends the judgment result to the requesting company terminal. When the characteristic information input on the candidate search page is recorded in the candidate information file, the candidate search program does not include personal information that can identify the candidate for the candidate related to the characteristic information. The sales role playing training support system according to claim 1, which is a program for transmitting the determination result to the requesting company terminal in the form. The training support server is a server that provides a search result page, and the candidate search program is a program that displays the determination result on the search result page and sends it to the requesting company terminal.
When the characteristic information entered in the candidate search page is recorded in the candidate information file, the search result page sends a request to the candidate to participate as a player to the training support server. The sales role playing training support system according to claim 1 or 2, characterized in that the page can be created. The candidate search program is a program that lists the search results in descending order of the amount of the input characteristic information recorded in the candidate information file and incorporates the information of each candidate into the search result page.
The third aspect of claim 3, wherein the search result page is a program capable of selecting an arbitrary candidate from each candidate whose information is displayed in the list and sending the request to the training support server. Sales role playing training support system. The training support server is a server that accepts access from a candidate terminal, which is a terminal operated by the candidate.
The description according to any one of claims 1 to 4, wherein the candidate information registration page is a page displayed on the candidate terminal and capable of inputting candidate information including the characteristic information. Sales role playing training support system. The candidate's address information is recorded in the candidate information file.
The candidate search program is characterized in that, for a candidate having an address in a specific area, the characteristic information is recorded but the characteristic information is not recorded in the determination result. The sales role playing training support system described in any of 5 to 5.

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