Sales activity management system, server device, recording medium and computer data signal

• US 20040215504A1
• Filed: 03/30/2004
• Published: 10/28/2004
• Est. Priority Date: 03/31/2003
• Status: Active Grant

• Current Assignee: Ricoh Company Limited
• Original Assignee: Ricoh Company Limited
• Inventors: Ikezawa, Toyoji
• Granted Patent: US 7,974,870 B2
• Time in Patent Office: Days
• US Class Current: 705/11
• CPC Class Codes: G06Q 10/0631 Resource planning, allocation, distributing or scheduling for enterprises or organisations
• CPC Class Codes: G06Q 10/06312 Adjustment or analysis of established resource schedule, e.g. resource or task levelling, or dynamic rescheduling
• CPC Class Codes: G06Q 10/0639 Performance analysis of employees; Performance analysis of enterprise or organisation operations
• CPC Class Codes: G06Q 10/06398 Performance of employee with respect to a job function
• CPC Class Codes: G06Q 10/10 Office automation; Time management
• CPC Class Codes: G06Q 30/016 After-sales
• CPC Class Codes: G06Q 30/02 Marketing; Price estimation or determination; Fundraising
• CPC Class Codes: G06Q 30/0201 Market modelling; Market analysis; Collecting market data
• CPC Class Codes: G06Q 30/0281 Customer communication at a business location, e.g. providing product or service information, consulting

Abstract

A server device includes an activity content evaluation unit, an activity pattern analyzing unit, an evaluation report creating unit, and an evaluation report sending unit, and is connected to an activity management information DB, which has activity management information for managing activity content of each salesperson registered. The server device evaluates the activity content of each salesperson based on the activity management information in the activity management information DB, and creates evaluation report information from the evaluation results. The server device analyzes the activity pattern of salespeople that have a number equal to or higher than a predetermined number of agreements reached in sales negotiations, based on the activity management information in the activity management information DB, generates advise information towards each salesperson from the analysis, and sends the evaluation report information, adding the generated advise information thereto, to a terminal device of the salesperson.

Claims

1. A sales activity management system comprising:

a database that stores activity management information concerning activity content of each salesperson and sales negotiation item information concerning each sales negotiation item that each salesperson is in charge of;

an activity content evaluation unit that evaluates the activity content of each salesperson based on at least one of the activity management information and the sales negotiation item information, registered in said database;

an evaluation report creating unit that generates evaluation report information concerning the activity content of each salesperson, based on the evaluation results by said activity content evaluation unit; and

an evaluation report sending unit that sends the generated evaluation report information to a terminal device of the salesperson.

2. The sales activity management system according to claim 1, wherein the activity management information includes one of, or a plurality of data of, number of registered sales negotiations, number of customer calls made, hours of activity, number of agreements reached in sales negotiations, rate of agreements reached in sales negotiations, sales proceeds, and estimate proceeds.

3. The sales activity management system according to claim 1, wherein the sales negotiation item information includes data of progress level of each sales negotiation item.

4. The sales activity management system according to claim 1, further comprising an activity pattern analyzing unit that extracts sales management information that has a number or rate equal to or higher than a predetermined number of registered sales negotiations or a predetermined rate of registered sales negotiations from said database, and analyzes the activity pattern of the salesperson, using the extracted sales management information, wherein:

said evaluation report creating unit generates advise information towards the activity content of each salesperson based on the analysis by said activity pattern analyzing unit, and adds the generated advise information to the evaluation report information.

5. The sales activity management system according to claim 4, wherein said advise information includes activity instruction information towards each salesperson.

6. The sales activity management system according to claim 4, wherein said activity pattern analyzing unit extracts sales management information wherein a sales proceed or an estimate proceed is higher than a predetermined amount, from said database, and analyzes the activity pattern of the salesperson using the extracted sales management information.

7. The sales activity management system according to claim 1, wherein the evaluation report creating unit ranks the activity content of each salesperson, based on the evaluation results by the activity content evaluation unit.

8. The sales activity management system according to claim 1, further comprising:

a customer database that stores customer information concerning customers; and

a customer targeting unit that extracts sales negotiation item information wherein a sales negotiation progress level in the sales negotiation item information is equal to or higher than a predetermined level, targets the customer of sales negotiation indicated by the extracted sales negotiation item information, extracts the customer information of the targeted customer from the customer database, and adds the customer information to said evaluation report information.

9. The sales activity management system according to claim 8, further comprising a knowledge database that stores knowledge information concerning know-how and knowledge in sales activity, correlating it with customer information registered in the customer database, wherein

said customer targeting unit extracts knowledge information relating to the targeted customer from the knowledge database and sends the information to said terminal device, when sending the evaluation report information to said terminal device.

10. The sales activity management system according to claim 8, further comprising a knowledge database that stores sales support information including at least one data of various promotional material, sales activity record, and delivery achievement concerning apparatuses, for using in sales activity, correlating it with customer information registered in the customer database, wherein

said customer targeting unit extracts sales support information relating to the targeted customer from the knowledge database and sends the information to said terminal device, when sending the evaluation report to said terminal device.

11. The sales activity management system according to claim 1, which receives information concerning results of sales activity carried out based on said evaluation report information, from said terminal device, and registers at least one of the activity management information and the sales negotiation item information, which are based on the received information, to said activity management information database.

12. The sales activity management system according to claim 1, wherein said evaluation report information further includes data of comments input by a manager of said each salesperson.

13. A server device comprising:

an activity content evaluation unit that evaluates the activity content of each salesperson based on at least one of the activity management information and the sales negotiation item information, registered in a database that stores activity management information concerning activity content of each salesperson and sales negotiation item information concerning each sales negotiation item that each salesperson is in charge of;

an evaluation report creating unit that generates evaluation report information concerning the activity content of each salesperson, based on the evaluation results by said activity content evaluation unit; and

an evaluation report sending unit that sends the generated evaluation report information to a terminal device of the salesperson.

14. A computer readable recording medium which stores a program for controlling a computer to execute:

a step of evaluating activity content of each salesperson based on at least one of the activity management information and the sales negotiation item information, registered in a database that stores activity management information concerning activity content of each salesperson and sales negotiation item information concerning each sales negotiation item that each salesperson is in charge of;

a step of generating evaluation report information concerning the activity content of each salesperson, based on the evaluation results by said activity content evaluation unit; and

a step of sending the generated evaluation report information to a terminal device of a salesperson.

15. A computer data signal embedded in a carrier wave, which represents a program for controlling a computer to execute:

a step of evaluating activity content of each salesperson based on at least one of the activity management information and the sales negotiation item information, registered in a database that stores activity management information concerning activity content of each salesperson and sales negotiation item information concerning each sales negotiation item that each salesperson is in charge of;

a step of generating evaluation report information concerning the activity content of each salesperson, based on the evaluation results by said activity content evaluation unit; and

a step of sending the generated evaluation report information to a terminal device of a salesperson.