JP7712981B2 - Sales record management device, sales record management method, and sales record management program - Google Patents

Description

The present invention relates to a sales record management device, a sales record management method, and a sales record management program.

Patent document 1 discloses a sales performance management system that appropriately evaluates and manages sales performance.

JP 2011-100284 A

In chemical trading companies, the standard is to assign a dedicated person to each client, as there is a lot of direct shipping, a large trading volume, and a large number of stakeholders. However, there are sometimes cases where sales to a client are made by a different person than the dedicated person. However, until now, the sales performance of the different person has not been managed, and the data on sales performance by client for each dedicated person, which includes the sales performance of the different person as that of the dedicated person, was the subject of management's analysis. As a result, it was not possible to determine whether sales performance was due to the dedicated person or a different person, and it was difficult to determine whether the sales performance of the different person would continue as sales performance in the next fiscal year and beyond.

The present invention has been made in consideration of the above, and aims to provide a sales record management device, a sales record management method, and a sales record management program that can distinguish whether sales records for each customer are made by a dedicated staff member or not.

In order to solve the above-mentioned problems and achieve the object, the sales performance management device of the present invention is characterized by comprising: an extraction unit that extracts a staff member linked to a customer set on a sales input screen by referring to a first master that manages staff members by customer; a determination unit that determines whether the staff member extracted by the extraction unit matches or does not match the staff member set on the sales input screen; and a sales data generation unit that generates sales data including the customer set on the sales input screen, the staff member set on the sales input screen, a non-exclusive classification for identifying that the staff member is not a dedicated staff member, the product set on the sales input screen, and the sales amount set on the sales input screen when the determination unit determines that there is a mismatch.

In addition, in the sales performance management device according to the present invention, if the determination unit determines that there is a match, the sales data generation unit may generate sales data including the customer set on the sales input screen, the person in charge set on the sales input screen, an exclusive classification for identifying the person in charge as an exclusive person, the product set on the sales input screen, and the sales amount set on the sales input screen.

The sales performance management device according to the present invention may further include a calculation unit that calculates the sales amounts associated with the non-exclusive category and the sales amounts associated with the exclusive category for each customer based on the sales data, an acquisition unit that acquires the sales target amounts associated with each customer included in the sales data by referring to a second master that manages sales target amounts by linking them to customers, and a sales analysis data generation unit that generates sales analysis data including the sales amounts of the non-exclusive category and the sales amounts of the exclusive category calculated by the calculation unit and the sales target amounts acquired by the acquisition unit for each customer.

The sales performance management method according to the present invention is characterized by including an extraction step in which an extraction unit refers to a first master that manages staff by customer and extracts a staff member linked to the customer set on the sales input screen, a determination step in which a determination unit determines whether the staff member extracted in the extraction step matches or does not match the staff member set on the sales input screen, and a sales data generation step in which, if a mismatch is determined in the determination step, a sales data generation unit generates sales data including the customer set on the sales input screen, the staff member set on the sales input screen, a non-exclusive classification for identifying that the staff member is not a dedicated staff member, the product set on the sales input screen, and the sales amount set on the sales input screen.

The sales performance management program of the present invention causes an information processing device to function as: extraction means for extracting a person in charge linked to a customer set on a sales input screen by referring to a first master that manages the person in charge by customer; determination means for determining whether the person in charge extracted by the extraction means matches or does not match the person in charge set on the sales input screen; and, if the determination means determines that there is a mismatch, sales data generation means for generating sales data including the customer set on the sales input screen, the person in charge set on the sales input screen, a non-exclusive classification for identifying that the person in charge is not a dedicated person in charge, the product set on the sales input screen, and the sales amount set on the sales input screen.

The present invention has the effect of making it possible to distinguish whether sales results for each customer were made by a dedicated staff member or not.

FIG. 1 is a diagram illustrating an example of a configuration of a task support device according to the present embodiment. FIG. 2 is a diagram showing an example of various masters and various data. FIG. 3 is a diagram showing an example of a screen, an example of master data, and an example of data for explaining a specific example of processing in this embodiment. FIG. 4 is a diagram showing an example of a screen, an example of master data, and an example of data for explaining a specific example of processing in this embodiment.

Below, an embodiment of the sales record management device, sales record management method, and sales record management program according to the present invention will be described in detail with reference to the drawings. Note that the present invention is not limited to the present embodiment.

[1. Configuration]
An example of the configuration of a business support device 100 according to this embodiment (including the sales performance management device of the present invention) will be described with reference to Fig. 1 etc. Fig. 1 is a block diagram showing an example of the configuration of the business support device 100.

The business support device 100 is constructed based on a commercially available desktop personal computer. Note that the business support device 100 is not limited to being constructed based on a stationary information processing device such as a desktop personal computer, but may be constructed based on a portable information processing device such as a commercially available notebook personal computer, PDA (Personal Digital Assistant), smartphone, or tablet personal computer.

The business support device 100 includes a control unit 102, a communication interface unit 104, a memory unit 106, and an input/output interface unit 108. Each unit included in the business support device 100 is connected to each other so as to be able to communicate with each other via any communication path.

The communication interface unit 104 communicatively connects the business support device 100 to the network 300 via a communication device such as a router and a wired or wireless communication line such as a dedicated line. The communication interface unit 104 has a function of communicating data with other devices via the communication line. Here, the network 300 has a function of connecting the business support device 100 and the server 200 so that they can communicate with each other, and is, for example, the Internet or a LAN (Local Area Network). The data stored in the memory unit 106 may be stored in the server 200, for example.

An input device 112 and an output device 114 are connected to the input/output interface unit 108. The output device 114 may be a monitor (including a home television), a speaker, or a printer. The input device 112 may be a keyboard, a mouse, a microphone, or a monitor that works with a mouse to provide a pointing device function. In the following, the output device 114 may be referred to as the monitor 114, and the input device 112 may be referred to as the keyboard 112 or the mouse 112.

The storage unit 106 stores various databases, tables, files, and the like. The storage unit 106 records computer programs that work in cooperation with the OS (Operating System) to give instructions to the CPU (Central Processing Unit) to perform various processes. The storage unit 106 can be, for example, a memory device such as a RAM (Random Access Memory) or a ROM (Read Only Memory), a fixed disk device such as a hard disk, a flexible disk, an optical disk, or the like.

The memory unit 106 stores customer master 106a (corresponding to the first master of the present invention), business establishment master 106b, department master 106c, person in charge master 106d, customer-specific target master 106e (corresponding to the second master of the present invention), sales data 106f (corresponding to the sales data of the present invention), and customer-specific performance table data 106g (corresponding to the sales analysis data of the present invention), etc.

Below, examples of various masters and data are explained with reference to Figure 2.

The customer master 106a is used to manage customers and staff members. The customer master 106a stores customer identification information (e.g., customer code, customer name, etc.) and staff member identification information (e.g., staff member code, staff member name, etc.). For a certain customer, a staff member managed in the customer master 106a is recognized as a dedicated staff member (normal staff member), and a staff member not managed in the customer master 106a is recognized as a spot staff member (temporary staff member).

The establishment master 106b is for managing establishments. The establishment master 106b stores establishment identification information (e.g., establishment code, establishment name, etc.), revision date, abolition date, etc.

The department master 106c is used to manage departments. The department master 106c stores department identification information (e.g., department code, department name, etc.), revision date, business establishment identification information, and abolition date, etc.

The person in charge master 106d is used to manage the person in charge. The person in charge master 106d stores person in charge identification information, revision date, department identification information, etc.

The customer-specific target master 106e is used to manage sales targets. The customer-specific target master 106e stores business establishment identification information, department identification information, customer identification information, accounting year and month, sales targets, etc.

Sales data 106f is used to manage sales. Sales data 106f stores sales identification information (e.g., sales number, etc.), line number, sales category, business establishment identification information, sales date, staff identification information, staff category for distinguishing between dedicated staff and spot staff (e.g., category code, etc.), customer identification information, delivery destination identification information (e.g., delivery destination code, etc.), supplier identification information (e.g., supplier code, etc.), product identification information (e.g., product code, product name, etc.), quantity, sales price, sales amount, etc.

The customer performance table data 106g is used to manage the sales performance table. The customer performance table data 106g stores business establishment identification information, department identification information, customer identification information, accounting year and month, sales target, person in charge identification information, sales performance, and person in charge category, etc. The sales performance is the sales amount calculated based on the sales data 106f for the same business establishment code, department code, customer code, accounting year and month, and person in charge category.

Returning to FIG. 1, the control unit 102 is a CPU or the like that provides overall control of the business support device 100. The control unit 102 has an internal memory for storing control programs such as an OS, programs that define various processing procedures, required data, etc., and executes various information processing operations based on these stored programs.

The control unit 102, in terms of its functional concept, includes a sales input unit 102a (including the extraction unit, judgment unit, and sales data generation unit of the present invention) and a customer performance table data output unit 102b (including the aggregation unit, acquisition unit, and sales analysis data generation unit of the present invention).

The sales input unit 102a stores various information set on the sales input screen MA as records in the sales data 106f (see FIG. 3). In particular, the sales input unit 102a refers to the customer master 106a, extracts a staff code linked to the customer code set in input area MA5, and determines whether the extracted staff code matches or does not match the staff code set in input area MA6. If it determines that there is a mismatch, it stores "1" as the value of the "spot staff classification," and if it determines that there is a match, it stores "0" as the value of the "spot staff classification." Note that this value of "1" means that the staff is a spot staff member, and this value of "0" means that the staff member is a dedicated staff member.

The customer-specific performance table data output unit 102b uses the "business establishment CD, department CD, customer CD, accounting year and month" set in the customer-specific target master 106e as key information to match the customer-specific target master 106e with the sales data 106f to tally up sales amounts for each "spot staff category," creates a customer-specific performance table including the tallying results, and outputs the created customer-specific performance table to the customer-specific performance table display screen MB (see Figure 4). After that, when the operator or the like presses the register button MB2, the information in the output customer-specific performance table is stored as a record in the customer-specific performance table data 106g. The key matching of the accounting year and month may be performed using the year, month, and date (YYYY/MM/DD).

2. Specific examples of processing
A specific example of the process executed by the business support device 100 configured as described above will be described in detail with reference to Fig. 3 and Fig. 4. Note that the sales input screen MA and the customer performance table display screen MB are only a part of each screen.

First, a specific example of the processing performed by the sales input unit 102a will be described with reference to FIG. 3 etc.

The operator or the like sets the following data in each area of the sales input screen MA displayed in advance on the monitor 114, and issues an instruction for registration.
Area MA2: Business establishment code "J1010"
Area MA3: Sales date "2021/4/10"
Area MA4: Purchase date "2021/4/09"
Area MA5: Customer code "T002"
Area MA6: Person in charge code "TA003"
Area MA7: Delivery code “NOU01”
Area MA8: Supplier code "SR001"
Area containing row number "1" in area MA9: order category "direct order", quantity "2", product "SH01 (ammonia)" and unit price "1,300"
Area containing row number "2" in area MA9: order type "direct order", quantity "1", product "SH02 (nitric acid)" and unit price "350"

The sales input unit 102a then stores the information set in the sales input screen MA in the sales data 106f, splitting it into two records as shown in FIG. 3. In particular, the sales input unit 102a stores the amount obtained by multiplying the sales unit price by the quantity as the sales amount. The sales input unit 102a also refers to the customer master 106a to extract the person in charge linked to the set customer code "T002", and determines whether the extracted person in charge matches or does not match the set person in charge code "TA003". If it determines that there is a match, it stores "0 (normal person in charge)" as the value of the "spot person in charge category", and if it determines that there is a mismatch, it stores "1 (spot person in charge)" as the value of the "spot person in charge category". In this explanation, the extracted person in charge is "TA002", so it is determined that there is a mismatch, and therefore "1 (spot person in charge)" is stored as the value of the "spot person in charge category". If a match is determined, the value of "Spot staff member category" is stored as "0 (regular staff member)," as shown in the record for sales number "U002" in sales data 106f shown in Figure 2.

Next, a specific example of the processing executed by the customer performance data output unit 102b will be described with reference to FIG. 4.

First, the customer-specific performance table data output unit 102b compares the customer-specific target master 106e with the sales data 106f using the "business establishment CD, department CD, customer CD, accounting year and month" set in the customer-specific target master 106e as key information, calculates sales amounts for each "spot staff category," creates a customer-specific performance table including the calculation results, and outputs the created customer-specific performance table to area MB1 of the customer-specific performance table display screen MB. Regarding the matching and aggregation process, for example, if we focus on the record in the second row from the top in the customer-specific target master 106e (business establishment code "J1010", department code "B0102", customer code "T002", accounting year and month "2021/4", and sales target "6,750"), the three sales records in the second to fourth rows from the top in the sales data 106f (see the bold frame in Figure 4) will be matched, and the sales amount for the "spot staff classification" value "0 (regular staff)" will be aggregated as "2,000" based on the sales record in the second row, and the sales amount for the "spot staff classification" value "1 (spot staff)" will be aggregated as "5,950" based on the sales records in the third and fourth rows.

Next, the operator presses the registration button MB2 on the customer performance table display screen MB.

Then, the customer performance table data output unit 102b stores the information of the customer performance table displayed on the customer performance table display screen MB in the customer performance table data 106g as shown in FIG. 4.

As described above, according to this embodiment, by creating sales data separately for regular staff and spot staff, it is possible to create customer-specific performance table data 106g separately for regular staff and spot staff. And, by using the customer-specific performance table data 106g created separately for regular staff and spot staff, the field organization head and department head can easily check the sales performance of the spot staff and can check whether the sales performance can be recorded from a medium- to long-term perspective. In other words, by implementing a function that can determine whether "sales are recorded by spot staff" in the sales performance table by customer by staff, it can be used as a judgment material when making medium- to long-term sales forecasts. Furthermore, it can also be used to judge the transfer of staff and the change of customer staff at the time of the next organizational change.

For example, in chemical trading companies, due to the large number of products handled, each salesperson often handles different products. For example, as shown in the second and third records from the top of the customer performance table data 106g in Figure 4, the sales performance of the dedicated salesperson is 2,000 yen while the sales performance of the spot salesperson is 5,950 yen, so it can be confirmed that the performance of the spot salesperson is higher, but this result suggests that the products that are selling well at the customer are changing. Therefore, the customer performance table can be used to find products that are expected to be in demand for customers who handle the same main trading products, and can also be used as a basis for deciding whether to change salespersons for customers who handle the same main trading products.

[3. Contribution to the United Nations-led Sustainable Development Goals (SDGs)]
This embodiment can contribute to improving business efficiency and promoting appropriate management decisions by companies, thereby making it possible to contribute to goals 8 and 9 of the SDGs.

In addition, this embodiment can contribute to reducing waste and promoting paperless and electronic systems, which can contribute to the achievement of SDGs goals 12, 13, and 15.

In addition, this embodiment can contribute to strengthening control and governance, making it possible to contribute to Goal 16 of the SDGs.

4. Other embodiments
The present invention may be embodied in various different embodiments other than those described above within the scope of the technical concept set forth in the claims.

For example, among the processes described in the embodiments, all or part of the processes described as being performed automatically can be performed manually, or all or part of the processes described as being performed manually can be performed automatically using a known method.

In addition, the processing procedures, control procedures, specific names, registered data for each process, information including parameters such as search conditions, screen examples, and database configurations shown in this specification and drawings may be changed as desired unless otherwise specified.

In addition, with regard to the business support device 100, each component shown in the figure is a functional concept, and does not necessarily have to be physically configured as shown in the figure.

For example, the processing functions of the business support device 100, particularly the processing functions performed by the control unit, may be realized in whole or in part by a CPU and a program interpreted and executed by the CPU, or may be realized as hardware using wired logic. The program is recorded on a non-transient computer-readable recording medium that contains programmed instructions for causing the information processing device to execute the processes described in this embodiment, and is mechanically read by the business support device 100 as necessary. That is, a computer program is recorded in a storage unit such as a ROM or HDD (Hard Disk Drive) for working with the OS to give instructions to the CPU and perform various processes. This computer program is executed by being loaded into RAM, and works with the CPU to form the control unit.

This computer program may also be stored in an application program server connected to the business support device 100 via any network, and all or part of it may be downloaded as needed.

In addition, the program for executing the processing described in this embodiment may be stored on a non-transitory computer-readable recording medium, and may also be configured as a program product. Here, the term "recording medium" refers to a memory card, a USB (Universal Serial Bus) memory, a SD (Secure Digital) card, a flexible disk, a magneto-optical disk, a ROM, an EPROM (Erasable Programmable Read Only Memory), an EEPROM (registered trademark) (Electrically Erasable and Programmable Read Only Memory), a CD-ROM (Compact Disk Read Only Memory), an MO (Magneto-Optical disk), a DVD (Digital Versatile This includes any "portable physical media" such as a Blu-ray (registered trademark) Disc, and a Blu-ray (registered trademark) Disc.

A "program" is a data processing method written in any language or description method, and may be in any format, such as source code or binary code. Note that a "program" is not necessarily limited to a single configuration, but also includes a distributed configuration consisting of multiple modules or libraries, and a program that works in conjunction with a separate program, such as an OS, to achieve its function. Note that the specific configuration and reading procedure for reading a recording medium in each device shown in the embodiments, as well as the installation procedure after reading, can use well-known configurations and procedures.

The various databases stored in the memory unit are storage devices such as RAM, ROM, etc., fixed disk devices such as hard disks, flexible disks, and optical disks, and store various programs, tables, databases, and web page files used for various processes and providing websites.

The business support device 100 may be configured as an information processing device such as a known personal computer or workstation, or may be configured as the information processing device to which any peripheral device is connected. The business support device 100 may be realized by implementing software (including programs or data, etc.) that causes the device to realize the processing described in this embodiment.

Furthermore, the specific form of distribution and integration of the devices is not limited to that shown in the figures, and all or part of them can be functionally or physically distributed and integrated in any unit depending on various additions or functional loads. In other words, the above-mentioned embodiments can be implemented in any combination, or the embodiments can be implemented selectively.

The present invention is useful in industries where dedicated personnel transact with clients, including chemical trading companies.

100 Business support device 102 Control unit
102a Sales input section
102b Customer performance table data output unit 104 Communication interface unit 106 Storage unit
106a Customer master
106b Business establishment master
106c Department Master
106d Person in charge master
106e Customer-specific target master
106f Sales Data
106g Customer-specific performance table data 108 Input/output interface unit 112 Input device 114 Output device 200 Server 300 Network

Claims (5)

an extraction unit that refers to a first master that manages the person in charge by customer and extracts the person in charge associated with the customer set in the sales input screen;
a determination unit that determines whether the person in charge extracted by the extraction unit matches or does not match the person in charge set on the sales input screen;
a sales data generation unit which generates sales data including, when the determination unit determines that there is a mismatch, the customer set on the sales input screen, the person in charge set on the sales input screen, a non-exclusive classification for identifying that the person is not an exclusive person in charge, the product set on the sales input screen, and the sales amount set on the sales input screen;
A sales performance management device comprising: when the determination unit determines that there is a match, the sales data generation unit generates sales data including the customer set on the sales input screen, the person in charge set on the sales input screen, an exclusive classification for identifying the person in charge as an exclusive person in charge, the product set on the sales input screen, and the sales amount set on the sales input screen;
2. The sales performance management device according to claim 1, a counting unit that counts the sales amount associated with the non-exclusive category and the sales amount associated with the exclusive category for each customer based on the sales data;
an acquisition unit that acquires a sales target amount associated with each customer included in the sales data by referring to a second master that manages sales target amounts in association with the customers;
a sales analysis data generating unit that generates sales analysis data including the sales amounts of the non-exclusive category and the sales amounts of the exclusive category aggregated by the aggregation unit and the sales target amounts acquired by the acquisition unit, for each customer;
The sales performance management device according to claim 2, further comprising: An extraction step in which an extraction unit refers to a first master that manages the person in charge by customer and extracts a person in charge associated with the customer set in the sales input screen;
a determination step in which a determination unit determines whether the person in charge extracted in the extraction step matches or does not match the person in charge set on the sales input screen;
a sales data generation step in which, if a mismatch is determined in the determination step, the sales data generation unit generates sales data including the customer set on the sales input screen, the person in charge set on the sales input screen, a non-exclusive classification for identifying that the person is not a dedicated person in charge, the product set on the sales input screen, and the sales amount set on the sales input screen;
A sales performance management method comprising: An information processing device,
An extraction means for extracting a person in charge associated with a customer set in the sales input screen by referring to a first master that manages a person in charge by customer;
a determination means for determining whether the person in charge extracted by the extraction means matches or does not match the person in charge set on the sales input screen;
a sales data generating means for generating sales data including, when the determining means determines that there is a mismatch, the customer set on the sales input screen, the person in charge set on the sales input screen, a non-exclusive classification for identifying that the person in charge is not an exclusive person in charge, the product set on the sales input screen, and the sales amount set on the sales input screen;
A sales performance management program to function as a.