JP2000242689A - Business strategy supporting system and machine- readable medium where program is recorded - Google Patents

Abstract

PROBLEM TO BE SOLVED: To enable a business strategy support system, which uses a computer, to perform efficient actual result management and behavior management by stores which are useful to business strategies. SOLUTION: A business strategy supporting system is equipped with a server device 100 and plural client devices 200 which are connectable to the server device by a network 400a. The server device operates parameters how attractive shops are and a display device 205 of a client device displays a territory management table in which the shops are listed according to the attractiveness. Moreover, the server device lists up shops to be preferentially displayed and shown and the client devices indicate the locations of these shops on a map with icons to give display guidance.

Description

DETAILED DESCRIPTION OF THE INVENTION

[0001]

BACKGROUND OF THE INVENTION 1. Field of the Invention The present invention belongs to the technical field of a sales strategy support system that supports efficient sales of its own products. The present invention also belongs to the technical field of a machine-readable medium storing a program for causing a computer to function as such a sales strategy support system.

[0002]

2. Description of the Related Art Conventionally, as part of a business strategy, it is called customer portfolio analysis or product portfolio management (hereinafter referred to as PPM) for each customer such as a store or a retail company. Along with the analysis, a territory management table is used to manage sales activities for each sales territory (territory) (for example, for performance management and behavior management for customers such as stores and corporations). Traditionally, this territory management table has various templates that are filled in by hand on paper-based templates.For example, each salesperson or sales office ranks customers according to their importance. It is common to write a visit plan and visit results in each date column in a calendar format in a list. In recent years, a format based on such a template of the territory management table has been created on a personal level by a word processor or a personal computer using commercially available spreadsheet software, calendar software, or the like.

[0003] On the other hand, as a part of a sales strategy, the direction of the development of items (products) has been conventionally determined by using a calculator or recently a personal computer. Specifically, for example, when a specific product is newly released, when the specific product is to be exhibited and developed, the total number of exhibitions determined for each item (product) by the company's headquarters (head office) is calculated based on the past performance and other information. Based on the information, the gross target is allocated to each organization (departments such as branches and sales offices). In addition, customer-based development is left to the discretion of the site, and planning / actual progress management is performed on a whiteboard or paper, for example, matrix management of customers vertically and items (products) horizontally, or in charge. The target number of specific items (products) is managed manually by each person (salesman).

[0004]

However, according to the screens and forms in the territory management table described above, it is possible to copy a file, but the use of a stand-alone personal customization is fundamental. Therefore, when each salesperson writes the actual data in each territory management table, it is necessary to obtain and transfer the data from the core system, and it is said that all the employees create it with a very inefficient method There is a problem. There is one territory table for one salesperson, that is, an operation that defines the relationship between one salesman and one territory. To obtain it, secondary processing is required. In particular, if there is a territory change, it is extremely difficult to wash the performance information, or if you want to fill in text information (measures, etc.), write the measures for the following month and the following month in the current month, This is inconvenient because the same content must be transcribed when continuing to enter. Further, there is also a problem that the territory management table created and stored for each salesperson in this manner is not compatible with the usage method of information sharing by a plurality of salespersons. In addition to these, in particular, for visual representation using various data included in the territory management table, secondary processing is required. Therefore, the data once written in the territory management table is almost no longer used. Not
Each salesperson must perform an analysis while reading a sequence of numbers exclusively in a table format. For example, a territory management table in the form of a list has not been visualized by associating it with image data such as map data, and a person other than the sales representative can easily recognize the location of the customer. It is difficult.

[0005] Further, when a budget is set for each customer using a territory management table having such a problem,
The basis for setting is ambiguous and tends to be a budget setting that has been assigned to past results. In particular, if you try to determine the direction of product development using the conventional territory management table as described above, the priorities and capture status of customers are not clear, so set goals based on past experience and intuition. I have to do it. Alternatively, there is no method for easily grasping the development status of each item in a region using such a territory management table, and there is a situation where development leakage is likely to occur. Further, since it takes time and effort to manage the display, stock, and actual sales of each item, it is practically hard to determine the direction of item development using a territory management table.

On the other hand, according to the above-described method of determining the direction of item development using a calculator, a personal computer, or the like, in a spreadsheet, data is input each time, and the output form lacks objectivity and uniformity. There is a problem that the target setting standard is ambiguous. For example, the calculated result is merely a level that presents the target number of gross exhibitions for each organization (department such as branch or sales office), there is no guideline for setting the target for each customer, and that part is At the discretion of Therefore, at each salesperson or sales office level, the contents of exhibition development are often shifted to past performance and communication levels at the time of negotiations, and depending on the life cycle of the item (product), actual sales (sales to end users) ), And there is a problem that extra costs are drained at the final disposal. Even with the use of a personal computer, the final customer level plan / actual progress management must be performed manually,
Very inefficient. In addition, since the manageable items (products) and the number of customers are limited, necessary information is often not available. In particular, because the location of the customer is unclear,
There is also a drawback that it is difficult to see the state of surface development in the area.

[0007] As described above, in the conventional method of determining the direction of product development, the priorities of exhibitions are not clarified.
There is a problem that it is unclear which customers are effective in promoting sales (sales to end users).

SUMMARY OF THE INVENTION The present invention has been made in view of the above-mentioned problems, and has a sales strategy support system and a computer which enable efficient management of performance and behavior for each customer useful for sales strategies. It is an object to provide a machine-readable medium in which a program for functioning as a support system is recorded.

[0009]

In order to solve the above-mentioned problems, a first sales strategy support system according to the present invention provides a sales amount Y of each customer for at least two successive times.
A first file means for storing customer-specific sales amount information indicating the number of customers, and a second file means for storing regional sales amount information indicating the total sales amount of each region for at least two consecutive times; First calculation means for calculating a deviation value a of the sales amount Y1 at each customer as a population based on all customers to be analyzed based on the sales amount information for each customer stored in the first file means; As an index indicating the growth potential of the total purchasing power in each region, the change rate Y2 with respect to the period of the total sales amount in each region indicated by the regional sales amount information stored in the second file means is calculated and analyzed. A second calculating means for calculating a deviation value b of the change rate Y2 in each region with the entire region as a population, and a PPM parameter Y indicating the attractiveness of each customer as the deviation value a
And b, a plurality of customers belonging to one customer group classified according to the business unit of the company are arranged in descending order of the PPM parameter Y, and at least Generating means for generating management table data for displaying a plan / result management table in which sales activity information for each of the arranged customers for each predetermined period is arranged in chronological order; and the generated management table Display means for displaying the plan / result management table based on the data.

[0010] According to the first sales strategy support system of the present invention, on the server device side, the first file means stores at least two successive times (for example, the last year and the two years before the last year) of each customer. Customer-specific sales amount information indicating the sales amount Y1 is stored. In the second file means, the total sales amount of each region (for example, the total sales amount of the whole household appliances, the total sales of the food products) for at least two successive periods (for example, relating to the previous commercial statistics and the last two commercial statistics) , Etc.) is stored.

Next, based on the sales amount information for each customer stored in the first file unit, the first calculation means calculates the sales amount Y1 of each customer as a population for all the customers to be analyzed. A deviation value a is calculated. The second calculating means sets, as an index indicating the growth potential of the total purchasing power in each region, a change rate (for example, yearly) of the total sales amount in each region indicated by the sales amount information by region stored in the second file means. The change rate or the annual growth rate) Y2 is calculated. At this time, if the regional sales amount information for the two successive periods is, for example, the information for the previous year and the year before the previous year, the growth potential can be calculated simply as the annual rate of change, which is the ratio of the two, and these are calculated as numbers. If the information is collected at intervals of the year, the year conversion may be performed in consideration of the interval. Further, the deviation value b of the change rate Y2 in each area as a population is calculated by the second calculation means. Next, the third calculating means sets the PP indicating the attractiveness of each customer.
The M parameter Y is calculated as a weighted average of the deviation values a and b. Note that all customers to be analyzed may be all customers who sell their products, but customers who are not suitable for analysis in the same dimension, such as mail order sales or sales in special forms, are subject to analysis in advance. Is preferred. Then, the generation means periodically or (for example, every 10 days or when profits are determined) or in response to an execution instruction (for example, an effective instruction issued when a salesperson in charge or a sales office is changed) is generated by the generating means. A plurality of customers (for example, a plurality of stores or a plurality of corporations in charge of one salesman) belonging to one customer group classified according to a unit (for example, a salesman, a sales office, etc.) are PPM. The management table data for displaying the planned result management table in which the sales activity information for each of the arranged customers at least for each predetermined period is arranged in time series is arranged in the descending order of the parameter Y. Generated. The display means displays a planned / result management table based on the management table data generated in this manner.

Therefore, the customers are arranged in the planned result management table (that is, the territory management table) in an order according to the degree of attraction or importance of the customer. If the priorities in making a plan, store visit plan, etc. correspond directly to the order of arrangement in the plan / result management table, a visit plan etc. with the highest operating efficiency as a whole has been made, and visits should be made. There is little chance of overlooking a customer (that is, one that should be emphasized). For this reason, it leads to raising the maximum business performance within a limited number of business days. Further, it is possible to unify the format of a plan / result management table, which is a territory management table for each store or corporation as a customer.

In one aspect of the first sales strategy support system of the present invention, there is further provided a third file means for storing customer-specific sales result information indicating the sales amount of the company's products to each customer. , The generating means, based on the customer-specific sales performance information stored in the third file means, the customer-specific sales performance information for each of the arranged customers and the own product to each customer The management table data is generated so that customer-specific sales plan information indicating a sales plan amount is included in a predetermined column of the plan / result management table.

According to this aspect, the third file means stores customer-specific sales performance information indicating the sales performance amount of the company's products to each customer. Then, based on the customer-specific sales performance information stored in the third file means, the customer-specific sales performance information and the customer-specific sales plan information are included in predetermined fields of the plan / performance management table by the generation means. Management table data is generated. Here, regarding the sales plan information for each customer, which indicates the sales plan amount of the company's products to each customer, for example, in a client device or a server device, a salesperson, a sales office manager, a person in charge of the headquarters, etc. The information may be manually input as information indicating a target sales amount (base budget) (for example, monthly), or a master device (total base budget), sales performance information by customer, and growth of the company in the server device. It may be automatically calculated as a predetermined function such as a rate. Then, the comparison between the plan information and the result information (that is, the forecast / actual management) can be performed on the plan / result management table displayed by the display means, which is very convenient.

[0015] In this aspect, the customer-specific sales performance information includes the sales performance amount of the company product for each predetermined classification, and the customer sales plan information includes the sales plan amount of the company product for the predetermined classification. May be.

With this configuration, the sales performance information for each customer includes, for example, items such as stereo, video, and refrigerator, model number DVD-7123, and model number CD-3500.
Since the sales plan amount of the company product for each predetermined category such as model, etc., and the sales plan information for each customer includes the sales plan amount of the company product for each such predetermined class, the plan result management table includes The performance information and the plan information for each of these categories can be included, and territory management for each category of the company's products can be performed.

In the aspect provided with the third file means, the magnitude relationship between the actual sales amount and the planned sales amount for each of the arranged customers is used as an index indicating a result of the game in the business activity. The management table data may be generated so as to be included in a predetermined column of the plan / result management table.

With this configuration, it is determined whether each store is currently winning or losing from a business point of view.
This is very convenient because it can be seen at a glance on the plan / result management table displayed by the display means.

Further, in the aspect provided with the third file means, there is further provided a fetching means for fetching the customer-specific sales performance information from the information source in which the customer-specific sales performance information is stored via communication means. The third file means may update the content with the acquired customer-specific sales performance information.

According to this structure, the latest sales performance information for each customer can be quickly and without delay by the importing means, whereby the sales information for each customer stored in the third file means can be acquired. Can be updated to the latest information without delay. Therefore, it becomes easy to obtain a territory management table based on the latest information.

[0021] In another aspect of the first sales strategy support system of the present invention, the generation means includes text information indicating a comment for each of the arranged customers in a predetermined column of the plan / result management table. The management table data is generated as described above.

According to this aspect, for example, each salesman, sales office manager, headquarters staff, etc. can refer to or write a comment for each customer in the planning and performance management table on the client device side or the server device side. It becomes possible.

In another aspect of the first business strategy support system of the present invention, the business strategy support system comprises a server device and a plurality of client devices connectable to the server device via communication means. Each of the client devices includes the display unit, an input unit capable of inputting designation information for designating a desired one of the plan / result management tables, and the designation information input by the input unit to the server device side. A client-side transmitting / receiving means for transmitting via the communication means, wherein the server device includes the first file means, the second file means, the first arithmetic means, the second arithmetic means, and the third Fourth file means including a calculating means and the generating means, and storing the generated management table data in association with each customer; Server-side transmitting / receiving means for receiving, via the communication means, and extracting means for extracting management table data corresponding to the received specification information from the fourth file means, wherein the server-side transmitting / receiving means ,
Transmitting the extracted management table data to the client-side transmitting / receiving means via the communication means,
The plan / result management table is displayed based on the management table data received by the client-side transmitting / receiving means.

According to this aspect, in one client device, for example, the designation information for designating the plan / result management table (that is, the territory management table) relating to the salesman himself or the subordinate of the sales office manager is input by the input means. You. Then, the input designation information is transmitted to the server device side by the client-side transmitting / receiving means. Then, on the server device side, the transmitted specification information is received by the server side transmission / reception means, and management table data corresponding to the received specification information is extracted from the fourth file means by the extraction means. Next, the management table data thus extracted is transmitted to the client-side transmitting / receiving unit by the server-side transmitting / receiving unit via the communication unit. In response to this, on the client device side, the designated plan / result management table is displayed on the display unit based on the management table data received by the client side receiving unit. Therefore, a desired plan / result management table can be displayed very easily and quickly, which is very convenient. In particular, generation, maintenance, storage, and the like of management table data are performed on the server device side, and the management table data generated in this way is communicated on the client device side through communication means using a wired or wireless communication. Receiving the data and displaying the plan / result management table based on the received data, the load on each client device can be extremely small, and the plan / result management table can be promptly displayed on each client device via the communication means. It is possible to do. In addition, since the management table data once generated on the server side can be shared by a plurality of client devices, effective use of hardware resources can be achieved. Further, each client device can use a table of the same format based on the same judgment criteria. It is very advantageous in practice because territory management can be performed by using this. In addition, the server device side can perform unitary processing by inputting sales information or the like from the same information source as needed.

In this aspect, the input means is configured to be capable of inputting condition data indicating a condition for specifying an item to be included in the plan / result management table, and the client-side transmitting / receiving means is provided via the input means. The input condition data may be transmitted to the server-side transmitting / receiving unit via the communication unit, and the generating unit may generate the management table data according to the condition data received by the server-side transmitting / receiving unit. .

With this configuration, in one client device, condition data indicating conditions (for example, a desired time or a desired product group) specifying items to be included in the plan / result management table is input via the input means. Will be entered. Then, the input condition data is transmitted to the server device side by the client-side transmitting / receiving means. Then, on the server device side, the transmitted condition data is received by the server-side transmitting / receiving means, and the generating means generates management table data according to the received condition data. Next, the management table data thus generated is transmitted to the client-side transmitting / receiving unit by the server-side transmitting / receiving unit via the communication unit. In response to this, on the client device side, a desired plan / result management table is displayed on the display unit based on the management table data received by the client side receiving unit. Therefore, the plan / result management table for various periods or product groups can be displayed very easily and quickly, which is very convenient.

[0027] In another aspect of the first sales strategy support system of the present invention, when a desired customer among the customers included in the plan / result management table is designated, the display means displays the map data on the basis of the map data. A map in which a predetermined mark is superimposed on the location of the designated customer is displayed.

According to this aspect, when a desired one of the customers included in the plan / result management table is designated, a map in which a predetermined mark is superimposed on the customer's location is displayed by the display means based on the map data. Is displayed. Therefore, an operator such as a sales person can view the map at the same time as the planned result management table (that is, the territory management table) or before and after the map, which is very convenient for performing territory management in relation to geographical conditions. It is.

In order to solve the above-mentioned problem, the second sales strategy support system of the present invention stores customer-specific sales amount information indicating the sales amount Y1 of each customer for at least two successive times. A first file means, a second file means for storing regional sales amount information indicating a total sales amount of each region for at least two successive times, and a customer for each of at least two successive times. Third file means for storing customer-specific sales information indicating sales of own products for each predetermined product category, and all customers to be analyzed based on customer-specific sales amount information stored in the first file means. A first calculating means for calculating a deviation value a of the sales amount Y1 at each customer as a population, and a second calculating means as an index indicating the growth potential of the total purchasing power in each region.
The rate of change Y2 with respect to the period of the total sales amount in each area indicated by the area-specific sales amount information stored in the file means is calculated, and the change rate Y2 in each area as a population is set for all areas to be analyzed. Second calculating means for calculating the deviation value b, third calculating means for calculating a PPM parameter Y indicating the attractiveness of each customer as a weighted average of the deviation values a and b, and a product to which the specific product to be displayed belongs Input means for inputting the classification and the total number of scheduled exhibitions of the specific product; and customer-specific sales information indicating the sales I of the company's own product of the product classification to which the specific product belongs from the third file means. A fourth calculating means for calculating the deviation value c of the sales I at each customer as a population, and an exhibition guide value indicating the degree to which the specific product should be displayed at each customer, Fifth calculating means for calculating a weighted average of the deviation value of the M parameter Y and the deviation value c, and list the customers by the inputted total number of exhibitions in the descending order of the calculated exhibition guide value. Display means for displaying in a format.

According to the second sales strategy support system of the present invention, on the server side, the first file means stores the sales amount Y1 of each customer for at least two consecutive times, by the customer. The amount information is stored. The second file means stores regional sales amount information indicating the total sales amount of each region for at least two successive times. The third file means stores customer-specific sales information indicating sales of own products for each predetermined product classification to each customer for at least two successive times.

Next, based on the sales amount information for each customer stored in the first file means, the first calculation means calculates the sales amount Y1 of each customer as a population for all the customers to be analyzed. A deviation value a is calculated. The second calculating means calculates, as an index indicating the growth potential of the total purchasing power in each region, a change rate Y2 with respect to the time of the total sales amount in each region indicated by the sales amount information by region stored in the second file means. Is done. Further, by the second calculating means,
A deviation value b of the rate of change Y2 in each region as a population is calculated for all the regions to be analyzed. Next, the PPM parameter Y indicating the attractiveness of each customer is calculated by the third calculating means.
Is calculated as a weighted average of the deviation values a and b. Here, if you want to exhibit at the time of new release of a specific product,
The input means inputs the product category (for example, stereo or television) to which the specific product to be displayed belongs and the total number of display plans of the specific product (for example, 2000 units). Then, the customer-specific sales information indicating the sales I of the company product of the product category to which the specific product belongs is obtained from the third file means, and the deviation value c of the sales I in each customer as a population of all the customers is obtained. Is calculated by the fourth calculation means. Further, the fifth calculating means calculates an exhibition guide value indicating the degree of exhibiting at each customer as a weighted average of the deviation value of the PPM parameter Y and the deviation value c. Then, in the descending order of the exhibition guide values calculated in this way,
The customers are listed up by the inputted total number of exhibition schedules, and are displayed in a predetermined format (a list format, a list format, a plot format on map data, etc.) by the display means.

Therefore, when exhibiting and developing a specific product, customers (that is, stores, corporations, etc.) are listed in a priority order suitable for exhibiting according to an objective standard that is uniform throughout the country. This means that the most efficient exhibition plan has been set up, and there is almost no possibility of overlooking customers who should be exhibited (that is, should be regarded as important). For this reason, it leads to maximizing the sales performance by the limited number of specific products in the exhibition schedule.

In one aspect of the second sales strategy support system of the present invention, the composition ratio of the weighted average when computing the PPM parameter Y and the composition ratio of the weighted average when computing the exhibition guide value are set. There is further provided setting means for setting at least one.

According to this aspect, the setting means sets the PP
When calculating the M parameter Y, the composition ratio in the weighted average can be set and changed, whereby the PPM parameter Y when the sales power at each customer is emphasized and the growth at each customer are emphasized Can be obtained as desired by the operator.
Furthermore, when calculating the exhibition guide value, the composition ratio in the weighted average can be set and changed, so that the exhibition guide value when emphasis is placed on the attractiveness of each customer and the identification of the company by each customer The exhibition guide value when the strength of the product is emphasized can be obtained as desired by the operator.

In another aspect of the second sales strategy support system of the present invention, the display means displays a map in which a predetermined mark is superimposed on the location of the listed customer based on the map data.

According to this aspect, a map in which the predetermined mark is superimposed on the location of the listed customer is displayed by the display means based on the map data. Therefore, an operator such as a sales person can see the positions and distributions of customers who are to display a specific product on a map, which is very convenient.

As the predetermined marks, all the predetermined marks of the total number to be displayed may be displayed as the same mark,
A mark of a different color may be used depending on the size of the exhibition guide value, or a mark of the customer in the planning stage and a mark of the customer after the planning is executed may be marks of different colors. Furthermore, despite not being listed,
The location of a customer displayed unexpectedly for some reason may be displayed on the same map with a mark of a different color.

In another aspect of the second sales strategy support system according to the present invention, there is further provided a fetching means for fetching the customer-specific sales information from an information source in which the customer-specific sales information is stored via communication means. Wherein the third file means comprises:
The content is updated based on the acquired customer-specific sales information.

According to this aspect, it is possible to quickly and quickly capture the latest customer-specific sales information by the capturing means, thereby updating the customer-specific sales information stored in the third file means. Can be updated without delay. Therefore, it is easy to obtain a plan / result management table based on the latest information.

In another aspect of the second sales strategy support system of the present invention, the sales strategy support system comprises a server device and a plurality of client devices connectable to the server device via communication means. The client device includes the input unit and the display unit, respectively, and the server device includes the first to third file units and the first to fifth calculation units.

According to this aspect, in one client device, the classification of the product to which the specific product to be displayed belongs and the total display schedule of the specific product are input by the input means. In the server device receiving this via the communication means, the first to fifth calculation means perform predetermined calculation based on the various data stored in the first to third file means, and the exhibition guide value is calculated. Is done. At one client device receiving this via the communication means, the customers listed in the descending order of the exhibition guide value are displayed in a predetermined format by the display means. Therefore, the generation, maintenance, storage, etc. of various data are performed on the server device side, and the client device side transmits information indicating the listed customer as a communication means using a wired or wireless communication. Therefore, the load on each client device can be extremely small, and the display can be quickly performed on each client device via the communication unit. In addition, the server device side can perform unitary processing by inputting sales information or the like from the same information source as needed.

[0042] In another aspect of the first or second business strategy support system of the present invention, the first calculation means includes a function for each customer in addition to the sales amount information for each customer stored in the first file means. , The value obtained by multiplying the sales amount Y1 by the ratio for each store based on the product ratio information indicating the ratio of the sales of the specific product group to the total sales amount in The value a is the sales amount Y1
Is calculated for the specific product group sales amount Y1 '.

According to this aspect, based on the customer-specific sales amount information indicating the specific product group sales amount Y1 'for the specific product group, instead of all the products handled by each customer.
The deviation value a of the sales amount Y1 ′ of the specific product group as a population is calculated for all the customers to be analyzed, and the PPM parameter Y indicating the attractiveness of each customer is calculated as the deviation value a And b as a weighted average. Therefore,
With the display means in the client device, it becomes possible to display a territory management table in which a specific product group to be sold by the company is more faithfully reflected.

In order to solve the above-mentioned problem, the machine readable medium storing the first program of the present invention causes a computer provided in the sales strategy support system to display a plan / result management table for territory management. And a first file means for storing customer-specific sales amount information indicating sales amount Y1 of each customer for at least two successive times of the computer. A second file unit for storing regional sales amount information indicating a total sales amount of each region for at least two successive periods; and a customer-specific sales amount information stored in the first file unit. First calculating means for calculating a deviation value a of the sales amount Y1 in each customer as a population with all customers to be analyzed as a population; The change rate Y2 with respect to the period of the total sales amount in each region indicated by the sales amount information for each region stored in the second file means is calculated as an index indicating the growth potential of the total purchasing power. Is the deviation value b of the rate of change Y2 in each region as a population
And a P indicating the attractiveness of each customer
A third calculating means for calculating the PM parameter Y as a weighted average of the deviation values a and b, and a plurality of customers belonging to one group of customers classified according to the business unit of the company.
Management table data for displaying a plan / result management table in which the sales activity information of each of the arranged customers at least for each predetermined period is arranged in chronological order, arranged in descending order of the PM parameter Y. It functions as generating means for generating.

Therefore, according to the machine-readable medium on which the first program is recorded, if the medium is machine-readable by a computer and the program is executed, the above-described first business strategy support system of the present invention can be implemented. It can be realized on a computer.

In order to solve the above-mentioned problems, a machine-readable medium storing the second program of the present invention is a medium storing a program for performing an exhibition guide by a computer provided in a sales strategy support system. Wherein the program comprises: first file means for storing customer-specific sales amount information indicating the sales amount Y1 of each customer for at least two successive times of the computer; The second stores the sales amount information by region indicating the total sales amount of each region for the period.
File means, and third file means for storing customer-specific sales information indicating sales of own products for each predetermined product classification to each customer for at least two successive times,
First calculating means for calculating a deviation value a of the sales value Y1 for each customer as a population based on all customers to be analyzed based on the sales amount information for each customer stored in the first file means; The change rate Y2 with respect to the time of the total sales amount in each region indicated by the sales amount information by region stored in the second file means as an index indicating the growth potential of the total purchasing power in each region is calculated, and A second calculating means for calculating a deviation value b of the change rate Y2 in each region as a population of all the regions, and a PPM parameter Y indicating the attractiveness of each customer as a weighted average of the deviation values a and b. When the third calculation means for calculating, the product classification to which the specific product to be displayed belongs, and the total number of exhibitions of the specific product are input, the third file means inputs the product classification of the product to which the specific product belongs. A fourth calculating means for obtaining customer-specific sales information indicating the sales I of the product and calculating a deviation value c of the sales I in each of the customers as a population, and exhibiting at each customer Fifth calculating means for calculating an exhibition guide value indicating a degree to be performed as a weighted average of the deviation value of the PPM parameter Y and the deviation value c, and the inputted exhibition guide values are arranged in descending order of the calculated exhibition guide value. It functions as a means to list customers by the planned total number.

Therefore, according to the machine-readable medium on which the second program is recorded, when the medium is machine-readable by the computer and the program is executed, the above-mentioned second business strategy support system of the present invention can be implemented. It can be realized on a computer.

The operation and other advantages of the present invention will become more apparent from the embodiments explained below.

[0049]

DESCRIPTION OF THE PREFERRED EMBODIMENTS (First Embodiment) A first embodiment of the present invention will be described with reference to FIGS. FIG. 1 is a block diagram showing a system configuration of the first embodiment, FIG. 2 is a plan view showing an example of a territory management table which can be displayed in the first embodiment, and FIG. 3 is a first embodiment. FIG. 4 is a plan view showing another example of a table that can be displayed in FIG. 4, FIG. 4 is a plan view showing an example of a map that can be displayed in the first embodiment, and FIGS. It is a flowchart which shows.

As shown in FIG. 1, the sales strategy support system according to the first embodiment comprises a server device 100 for AMT (area marketing tool) and a client device 200 for AMT. They are connected via a network 400a. The input file 300 constructed in the computer of the sales management department or the accounting department of the company is connected to the server device 100 via the network 400b. Here, regardless of the type of network, the communication method is also wired,
Any of a wireless line, a dedicated line, and a general line may be used. Although only one client device 200 is shown in FIG. 1, in practice, a plurality of client devices 200 can be connected to the server device 100 via the network 400a to supply the same PPM data.

The server device 100 may be a personal computer or a medium-sized or large-sized computer having a relatively large-capacity storage device. On the other hand, the client device 2
00 may be a personal computer, especially a notebook computer or a mobile computer, or a type connected to the server device 100 via a mobile phone.

The server device 100 includes a storage device 103 storing a batch program, a CPU 101 for executing the batch program, a memory 102 such as a RAM for providing a work area to the CPU 101, and a display device 105.
, An input device 106, and a database (AMT D / B
Group) is stored, a transmission / reception device 120 connectable to the network 400a, and a CD-RO
A reading device 107 such as an M drive. In this database, a store attribute information file 111 storing store attribute information, sales information, prefectural / municipal master information and sales amount information by region, which are taken in from the input file 300 by the batch processing of the CPU 101, a sales accumulation An information file 112, a prefectural / municipal master file 113, and a regional sales amount information file 114 are logically constructed. AMT internal master file 115
A territory management data file 116 for storing territory management data obtained as a result of the operation by the server device 100 is logically constructed.

Here, the "store attribute information" is information indicating a store name and a store code thereof, and is given in advance as information unique to each store. The “sales information” is information indicating sales of the company's products to each customer, for example, totaled for each month and year, and is calculated for the sales management department or accounting department of the company at any time. “Prefecture / Municipality Master Information” is attribute information indicating the prefecture and municipalities to which each store belongs, and “Regional Sales Value Information” indicates, for example, home appliance products in each region (prefecture or municipal unit). This is information indicating the sales amount of a specific product such as the total sales amount, and can be generally obtained from commercial statistics released every several years (for example, every three to four years) by each local government or public research institution. However, you may investigate separately.

In the AMT internal master file 115, by inputting data from the master management menu, flag information corresponding to each store attribute information indicating whether or not each store is to be analyzed, and store sales at each store. Amount information (information indicating the total sales amount of each store regardless of the company and other companies), average gross profit information at each store, index data indicating regional growth potential calculated by batch processing, and year-on-year sales of own products Including data. This “store sales amount information” includes at least information for the previous year and the two years before the last year, and such sales amount information is generally obtained from the financial statements issued by the corporation including each customer in each fiscal year Can be. Alternatively, a separate survey may be performed, or the information may be obtained directly from each customer.

Various files stored as a database in these large storage devices 110 are stored in the network 4
The maintenance is performed by a process of importing the input file 300 from 00b, a process of inputting data from the master management menu, or a batch process by the CPU 101 corresponding thereto. In particular, a batch process of sequentially accumulating the sales accumulation information in the sales accumulation information file 112 according to the sales information thus taken in is performed.

Further, the server apparatus 100 calculates the territory management data by the batch processing as described below, and performs maintenance of the territory management data file 116.

Here, the calculation of the territory management data in the first embodiment will be described.

First, the store sales amount Y1 at the analysis target store is extracted according to the flag information stored in the AMT internal master file 115 and indicating whether or not the analysis is to be performed. The store sales amount Y1 is appropriately maintained in the server device 100 as described above. As described above, the stores to be analyzed may be all stores, but it is preferable to exclude in advance stores that are not suitable for analysis in the same dimension, such as mail-order sales and sales in a special form, from the analysis targets. This flag information is also maintained in the server device 100.

Next, the local sales amount information (sales amount by city, municipal, and municipalities) based on the previous and last commercial statistics stored in the regional sales amount information file 114 is acquired. On the other hand, the publication interval of the sales amount information by region in the previous and two times before is acquired. This issuance interval is also maintained on the server device 100.

Then, as an index indicating the growth potential of the total purchasing power in each region, the annual change rate (annual growth rate) Y2 of the total sales amount in each region is calculated using the following equation (1). Y2 = POWER (previous sales amount by region / sales amount by region two times before, 1 / publishing interval) * 100. . . . . . (1) Here, POWER (x, y) indicates the y direction of x.

In the case of a data calculation error because there is no regional sales amount information or the like, Y2 = 100 is set (that is, in this case, it is assumed that the growth rate has not been reached).

Next, based on the sales information obtained from the input file 300, a batch process for totaling the actual sales amount for the current month, the actual amount for the previous month, and the actual amount for the previous year is performed for each store. It is stored in the accumulation information file 112. Further, the sales amount of the current month, the sales amount of the previous month, and the sales amount of the previous year are stored in the AMT internal master file 115 and are divided into channels (for example, predetermined classification units such as a policy division and a sales type classification) maintained by the server apparatus 100. A batch process for totaling the actual amount of money is performed, and the totaled actual data is stored in the sales accumulation information file 112. Similarly, a batch process of summing the sales amount of the current month, the sales amount of the previous month, and the sales amount of the previous year is performed for each item (for example, a product category such as stereo and television) maintained by the server apparatus 100, and the totaled number is calculated. The result data is stored in the sales accumulation information file 112.

In addition, at the time of compiling the result data, a continuation process / allocation process is performed as necessary. More specifically, if the continuation of de facto is recognized even if the name of the store or corporation has been changed, or the individual store has been franchise, and there is no continuity between the old and new stores Then, a process of registering in the AMT internal master file 115 is performed so that continuity is maintained between stores before and after one year. Alternatively, after the goods are delivered to the merchandise center or the like in a lump, when the merchandise is sold to each store via the merchandise center or the like, a process of allocating the sales amount (actual amount) or the deemed sales for each store is performed. .

Next, the standard deviations of the store-specific sales amount Y1 and the annual rate of change Y2 extracted by the above processing are obtained using the following equation (2). Y1 standard deviation ^{= {(n * ΣY1 2 -} (ΣY1) 2) / n * (n-1)} 1/2 Y2 standard deviation ^{= {(n * ΣY2 2 -} (ΣY2) 2) / n * ( n-1)｝ ^1/2 . . . . . (2) where n is the number of samples (total number of stores to be analyzed).

Then, the sales amount Y1 by store and the annual change rate Y
The standard deviation is calculated for each of the stores 2 using the following equation (3). Deviation value of Y1 = (average value of Y1-Y1) / standard deviation of Y1 * 10 + 50 Deviation value of Y2 = (average value of Y2-Y2) / standard deviation of Y2 * 10 + 50. . . . . (3) However, for Y1 and Y2, only municipalities are eligible,
Excludes city and county totals with wards.

Next, a PPM parameter Y indicating the degree of attractiveness of each store is calculated using the following equation (4) as a weighted average of the deviation value of Y1 and the deviation value of Y2.

Y = deviation value of Y1 * composition ratio of Y1 + deviation value of Y2 + composition ratio of Y2. . . . . . (4) The Y1 composition ratio and the Y2 composition ratio are stored in the AMT internal master file 115 and are maintained in the server device 100. The PPM parameter Y thus obtained is also stored in the AMT internal master file 115 or the territory management data file 116, and is maintained in the server device 100.

In FIG. 1, the client device 200
Are a storage device 203 storing a screen program, a CPU 201 executing the screen program,
01, a memory 202 such as a RAM that provides a work area;
A display device 205, a transmitting / receiving device 220 connectable to the network 400a, an input device 206 including a keyboard and a mouse, and a reading device 207 such as a CD-ROM drive.
And

In FIG. 1, the client device 200
When, for example, a territory management table relating to a salesperson himself or a subordinate of a sales office manager is designated via the input device 206, the designated information is transmitted to the server device 100 by the transmission / reception device 220 via the network 400a. The server device 100 includes a transmission / reception device 120 for receiving the designation information via the network 400a.
In step 1, territory management data corresponding to the received designated information is extracted from the territory management data file 116. Then, the transmission / reception device 220 transmits the extracted territory management table data to the transmission / reception device 220 on the client device 200 side via the network 400a.
The display device 205 displays a territory management table based on the received territory management data. As described above, in the client device 200, the designated territory management table can be displayed easily and quickly.

The input device 206 is configured to be capable of inputting condition data indicating conditions for specifying items to be included in the territory management table (for example, desired time, desired product group, etc.), and via the network 400a. The CPU 101 that has obtained the territory management table data generates territory management table data according to the condition data. In response to this, the client device 200 side transmits and receives the transmission / reception device 220 on the client side.
The territory management table including the desired items is displayed on the display device 205 based on the territory management data received by the user. Further, conditions for specifying the items to be included in the territory management table here include, for example,
(I) By organization, such as sales office base, branch base, salesman base, etc .; by hierarchy, such as by municipalities; (II) By attributes, such as corporation base, policy division base, sales attribute base; By setting such conditions, it is possible to easily and quickly display a territory management table in various formats for various periods or product groups.

It should be noted that the data is calculated in advance as described above, stored in the territory management file 116, and
The territory management data, which is appropriately called in response to a request from 00, is updated and created, for example, every 10 days or every time a profit is determined, or in response to, for example, an effective command issued when a salesperson in charge or a sales office is changed. You. In particular, since the sales performance information is taken in periodically, the territory management table is, for example, about five times a month (for example, a plan version, a 10-day version,
It is desirable to update (as a 20-day version, final version and marginal profit version). In addition, the plan is changed to actual results as the period elapses. For monthly aggregation, monthly deviation processing is performed, and the marginal profit version (that is, the planned actual The territory management data pertaining to the management table may be stored for 13 months, and the territory management data pertaining to the plan version before that may be discarded. 1
If stored for three months, "territory management table" data can be quickly retrieved from the current month until the same month last year.

As described above, a plurality of store destinations belonging to one store group classified according to their own salesman or business office (for example, a plurality of stores or a plurality of corporations in charge of one salesman) Are arranged in ascending order of the PPM parameter Y, and at least for each of the arranged shops, for example, territory management tables in which business activity information such as daily, weekly, monthly, etc. are arranged in chronological order. Is generated as territory management data for displaying. Based on the territory management table data generated on the server device 100 side, the display device 20 on the client device 200 side
5 displays a territory management table.

FIG. 2 shows an example of the territory management table displayed in this manner.

In FIG. 2, the territory management table 205a
, Store names are arranged from top to bottom in ascending order of the PPM parameter Y, and one row is assigned to each store name. Each row has a “sales activity information” column 205 s which is arranged in chronological order in a calendar format for each day along with the corporate code 205 b to which the store belongs, the actual sales amount information 205 c, the sales budget amount information 205 d, and the like. For example, in each box in the “sales activity information” column 205s, for example,
A number from 0 to 9 is written. In this case, for example, "0" in the case of a visit plan, "1" in the case of executing as planned,
The number is written under a certain rule, such as "2" when visiting without a plan, "3" when the plan is over, etc. However, instead of numbers, short terms (for example,
"Not yet", "visited", "failure", etc.).

As described above, the stores are arranged in the territory management table 205a in the order according to the attractiveness or importance of the stores, so that the salesperson who looks at the stores makes a visit plan, a store visit plan, and the like. If the above priorities correspond directly to the arrangement order in the territory management table 205a, a visit plan with the highest operating efficiency as a whole will be made as a whole, and there is a possibility of overlooking a customer to be visited. Almost gone.

In this embodiment, in particular, as shown in FIG. 2, the territory management table contains store-specific sales budget information 205d indicating the sales plan amount of the company product to each store. The sales budget amount (planned amount) is, for example, a sales person, a sales office manager, a person in charge of the headquarters, or the like in the client device 200 or the server device 100. One manual input may be performed, or the server apparatus 100 may automatically calculate a predetermined function such as a master budget (total reference budget), sales performance information for each store, and a growth rate of the company. As described above, in the present embodiment, the comparison between the sales budget amount information 205d (planned amount) and the actual sales amount information 205c (that is, forecast management) is very convenient on the same territory management table.

Further, such sales actual amount information 205c
May be the actual sales amount information of all types of own products, or the actual sales amount information of own products for each predetermined category (for example, not for all home appliances but for specific product categories such as stereos and televisions). Correspondingly, the sales budget amount information 205d may be sales budget amount information of all types of products, or sales budget amount information of products of each predetermined category. In particular, if such information is acquired and maintained in the server device 100 so as to indicate even sales for each predetermined category, the territory management table can include the actual amount information and the budget amount information for each of these categories. Using the territory management table, territory management for each product category can be performed. For example, territory management by item such as stereo, video, refrigerator,
Territory management for each model such as model number DVD-7123 and model number CD-3500 is also possible.

In this embodiment, as shown in FIG. 2, in the "game" column in the territory management table, for example, when the actual sales amount of each store is larger than the sales plan amount in units of months or settlement periods. Is displayed as a mark indicating a win in the sales activity, and conversely, if the actual sales amount is smaller than the planned sales amount, a mark "●" is displayed as a mark indicating a loss in the sales activity. For this reason, whether or not each store is currently winning or losing from a business perspective,
It is very convenient because it can be seen at a glance on the territory management table.

Further, as shown in FIG. 3 (a), the result of judging such a game for each store on a monthly basis (for example, using a symbol such as （(win) or ● (negative)) is listed by store. The display device 205 may be configured to be displayed as a table as part or all of another display screen. Looking at the table 205f shown in FIG. 3A, it becomes very easy to understand the time-series flow of the game determined based on the actual sales amount and the sales budget amount, which is convenient for setting a sales strategy. It is.

In this embodiment, in addition to this, FIG.
As shown in, territory management data may be generated such that text information 205g indicating a comment on each store is included in a predetermined column of the territory management table. With this configuration, for example, it is possible to write a comment for each store in the territory management table on the client device 200 side or the server device 200 side by each salesperson, sales office manager, head office staff, etc. You can see notes and notes related to store-specific business strategies as part of or simultaneously with the territory management table, and you can write or modify such comments while viewing the territory management table, so practice Above is very convenient.

As shown in FIG. 4, among the many stores listed in the territory management table as shown in FIG.
When one or more desired stores are specified via the input device 206 in the client device 200, the display device 205 displays a map 205m in which a predetermined mark is superimposed on the location of the specified store based on the map data. May be configured. With this configuration, an operator such as a sales person can view the map simultaneously with or before or after the territory management table, which is very convenient for performing territory management in relation to geographical conditions. FIG.
In the example shown in, in order of store attractiveness (importance),
That is, in the order of listing in the territory management table of FIG.
The locations of the 10th to 10th stores are indicated by black circles, the locations of the 11th to 20th stores are indicated by hatching circles, and the locations of the 21st to 30th stores are indicated by white circles. However, the shape and color of the mark and the definition of each shape and each color are arbitrary. Further, it is more convenient if the cursor is placed on a mark indicating the location on the map 205m and the location is clicked, and the store name corresponding to the location, its sales information, and the like are displayed as a window in a list or a graph. .

On the other hand, in the present embodiment, when the PPM parameter Y is calculated, the composition ratio in the weighted average is changed, so that the territory management table and the growth in each store when the sales power in each store is emphasized. A territory management table when importance is placed on the territory can be appropriately displayed. The order of listing the stores in both stores is generally different. Such a composition ratio may be set uniformly in the server device 100 or may be individually set in each client device 200.

As described above, according to the present embodiment,
Territory management data including PPM parameter Y
The calculation is performed on the server device 100 side, and the client device 200 receives the generated territory management data via the network 400a, and based on the received territory management data, executes the territory management table by the editor or the browser function realized by the screen program. 205a may be displayed. Therefore, the load on each client device 100 can be extremely small, and the territory management table 205a can be quickly displayed on the client device 200 via the network 400a. In addition, since the territory management data calculated once on the server device 100 side can be shared by a plurality of client devices 200, the effective use of hardware resources in the entire system can be achieved. In particular, the sales information and the like can be input at any time from the input file 300 as the same information source, so that the server device 100 can perform the unified processing. This processing result can be used by a plurality of client devices 200, so that the information can be updated in real time. This makes it very easy to deal with the problem, and the possibility of confusion due to the mixture of new data and old data and the display of a different territory management table 205a for each client device 200 is reduced.

In the first embodiment described above, as input data for calculating the PPM parameter Y, the sales amount Y1 for all merchandise (for example, all home electric appliances) by store is used.
However, instead of the sales amount Y1 of all products, the sales amount Y1 ′ of a specific product group (for example, only AV (audio / visual) products, and further, only audio products) at each store is used as input data. , And thereafter, similarly,
The PM parameters Y and X may be calculated.

In this case, more specifically, before calculating the deviation value of the sales amount Y1, the sales amount Y1 'of each specific merchandise group is determined as Y1' = sales amount Y1 by store × ratio. In advance, it may be used instead of Y1. This ratio is, for example, the ratio of a specific product to all products in each store,
This value is also obtained from the settlement report as in the case of the sales amount Y1,
The maintenance is performed in the server device 100. Therefore,
With the display device 205 in the client device 200, it becomes possible to display a territory management table in which a specific product group to be sold by the company is more faithfully reflected.

Both the PPM parameter Y calculated using the sales amount Y1 ′ and the PPM parameter Y calculated using the sales amount Y1 are used as PPM data in the AMT internal master file 115 or the territory management data file. 116. If one or both of the PPM parameters Y are used for prioritization in response to a request from the client device 200, both of these sales amounts Y1 and Y
This is even more convenient because it is possible to see the territory management table selected as a result of using 1 '.

Next, the operation flow in this embodiment will be described with reference to the flowcharts of FIGS.

In FIG. 5, first, store attribute information and the like are fetched from the input file 300 via the network 400b (step S1), and are written into a database in the large-scale storage device 110 of the server device 100 (step S1).
2). Here, the server device 100 once determines whether or not the capture processing has been correctly performed (step S3). If the capture processing has not been correctly performed (step S3: NO), the process proceeds to step S1.
And retry, if it was performed correctly (step S
3: YES) Sales information is stored in the sales accumulation information file 112 as sales accumulation information (step S4).

Next, the sales amount information for the current month, the sales amount information for the next month, and the sales amount information for the previous year are tabulated for each store by batch processing by the CPU 101 (step S1).
1) For each item, the sales amount information for the current month, the sales amount information for the next month, and the sales amount information for the previous year are totaled (step S).
12) For each model, the sales information for the current month, the sales information for the next month, and the sales information for the previous year are tabulated (step S).
13), based on these information, as described above, PPM
The territory management data is created and edited using the parameter Y, and the territory management data file 116 is updated (step S14). At this time, in particular, territory management data corresponding to a territory management table that is easily requested from the client device 200 is edited in advance so that it can be extracted as a set. Here, the server device 100 once determines whether or not the processing subsequent to the capture processing has been correctly performed (step S15). If the processing has not been correctly performed (step S15: NO), the process returns to step S4 and retry, and the processing is correctly performed. (Step S15: YE
S), the batch process for preparing the PPM data ends.

The above steps S1 to S15 are processing performed by the server device 100.

Next, in the client device 200,
Processing for displaying the territory management table is performed in the following steps.

First, a menu screen in the client device 200 is activated (step S21), a condition setting screen is displayed, and a condition setting input of a territory management table to be displayed is performed by the input device 206 (step S2).
2). Next, it is determined whether or not an end event for ending the display of the territory management table has occurred (step S23). Here, if an end event has occurred (step S23: YES), a series of display processing ends, and if no end event has occurred (step S23: N)
O), proceed to step S24. Here, the CPU 201
Determines whether there is an error in the input condition (step S2).
4) If there is an error (step S24: NO), the process returns to step S22 and retry.

In FIG. 6, in step S31, the CPU determines whether a territory management table for each store has been requested.
If it is determined in step 201 that a request has been made (step S31: YES), the client apparatus 200 transmits territory management data or the like corresponding to the input condition data to the server apparatus 100 via the network 400a.
The territory management table and the like are edited as a list corresponding to the condition data and displayed on the display device 205 (step S33). Here, it is determined whether or not an end event for terminating the display of the currently displayed territory management table or the like has occurred (step S3).
4) If an end event has occurred (step S3)
4: YES), the process returns to step S23, and if the end event has not occurred (step S34: NO), the process proceeds to step S35.

Next, the CPU 201 determines whether the input (new input or update) of the sales target amount is requested (step S35), and if requested (step S35: YES), the sales target amount screen is displayed. Display device 2
05 (step S36), and after the target sales amount is written (input) via the input device 206 (step S37), the process returns to step S32.

If the input of the sales target amount has not been requested in step S35 (step S35: NO),
The CPU 201 determines whether an input (new input or update) of a store visit plan is requested (step S3).
8) If requested (step S38: YES),
The visit plan screen is displayed on the display device 205 (step S
39) After the store visit plan is written (input) via the input device 206 (step S40), step S32 is performed.
Return to

On the other hand, if the territory management table for each store is not requested in step S31 (step S3
1: NO), and proceeds to step S41 in FIG.

In FIG. 7, in step S41, it is determined whether a territory management table for each item is requested.
If it is determined in the PU 201 and the request is made (step S41: YES), the client device 200
Acquires territory management data and the like corresponding to the input condition data from the server device 100 side via the network 400a (step S42), and obtains a list corresponding to the condition data based on the territory management table and the item-by-item totalization. The bar graph and the line graph are edited and displayed on the display device 205 (step S43). Here, it is determined whether or not an end event for ending the display of the currently displayed territory management table or the like has occurred (Step S).
44) If an end event has occurred (step S4)
4: YES), the process returns to step S23, and if no end event has occurred (step S44: NO), the process proceeds to step S45.

Next, the CPU 201 determines whether the input (new input or update) of the target sales amount is requested (step S45), and if requested (step S45: YES), the target sales amount screen is displayed. Display device 2
05 (step S46), and after the target sales amount is written (input) via the input device 206 (step S47), the process returns to step S42.

On the other hand, if the territory management table for each item is not requested in step S41 (step S41: NO), the process proceeds to step S51 in FIG.

In FIG. 8, in step S51, it is determined whether a territory management table for each channel is requested or not.
If it is determined in the PU 201 and a request is made (step S51: YES), the client device 200
Acquires territory management data and the like corresponding to the input condition data from the server device 100 side via the network 400a (step S52), and obtains a list corresponding to the condition data based on the territory management table and the aggregation by channel. The bar graph and the line graph are edited and displayed on the display device 205 (step S53). Here, it is determined whether or not an end event for terminating the display of the currently displayed territory management table or the like has occurred (Step S).
54) If an end event has occurred (step S5)
4: YES), the process returns to step S23, and if the end event has not occurred (step S54: NO), the process returns to step S52.

On the other hand, if the territory management table for each channel is not requested in step S51 (step S51: NO), the process proceeds to step S61.

Next, in step S61, the CPU 201 determines whether a territory management table for each model has been requested.
Is determined in step S6, and if requested (step S6)
1: YES), the client apparatus 200 acquires territory management data and the like corresponding to the input condition data from the server apparatus 100 side via the network 400a (step S62), and obtains a list corresponding to the condition data. The territory management table and the bar graph and the line graph based on the aggregation by model are edited and displayed on the display device 205 (step S63). Here, it is determined whether or not an end event for terminating the display of the currently displayed territory management table or the like has occurred (step S64), and if the end event has occurred (step S64: YE).
S), returning to step S23, and if the end event has not occurred (step S64: NO), step S65.
Proceed to.

Next, the CPU 201 determines whether an input of a target sales volume (new input or update) is requested (step S65), and if requested (step S65: YES), a sales target volume screen is displayed. Display device 2
05 (step S66), and after the target sales amount is written (input) via the input device 206 (step S67), the process returns to step S62.

On the other hand, if the territory management table for each model is not requested in step S61 (step S61).
61: NO), and returns to step S23.

In the above series of processing, step S
The processing after 21 is performed by using the territory management data and the like acquired from the server apparatus 100.
0, but steps S35 to S37 and S37
The input of the target sales amount in 45 to S47 and the input of the target sales unit in steps S65 to S67 may be input and set in advance via the input device 106 of the server device 100 before displaying the territory management table.

The operation of the server apparatus 100 described above is performed by, for example, the recording medium 107a such as a CD-ROM.
The computer program stored in the reader 107
Installed on the server device 100 by the CPU 1
01 is executed by the client device 2
The operation on the 00 side is executed by the CPU 201 by installing the computer program stored in the recording medium 207a such as a CD-ROM into the client device 200 by the reading device 207. However, such a computer program is read by one of the server device 100 or the client device,
It is also possible to download to the other, and also to download from another system via a network. Also, the recording media 107a and 207
a is not limited to a CD-ROM, but may be a DVD-ROM,
Any type of recording medium such as a magneto-optical disk and a floppy disk can be used.

In the above-described first embodiment, an example in which a store is set as a customer has been described. However, a store group based on a corporation or a predetermined classification is set as a customer, and an input file is input with a gross value. , A territory management table may be output. With this configuration,
For example, territory management on a corporate basis by integrating analysis on a store basis is possible. Alternatively, the time unit serving as a reference for sales or the like may be configured to perform analysis for a plurality of months for the same store, not only for each month or year. With this configuration, it is easy to catch changes in time series in units of time in accordance with the attributes of the product.

As described in detail above, according to the first embodiment, the format of the territory management table can be unified, and the performance data (current and current) existing in the backbone server device 100 (or on the network 400b) can be used. The automatic import processing of the past) can standardize the operation of the territory management table and reduce the time for paperwork.
In addition, the display screen of the territory management table in the client device 200 is easily developed into a form, and a method that can be freely processed by each sales person is provided. Can be. Furthermore,
Since territory management tables with different customer groups can be created while changing the extraction conditions, analysis according to the situation is also possible. In particular, it is convenient when setting a target because the arrangement of stores displayed in the territory management table is set as a business priority, and the reference budget (base budget) calculated based on objective data is displayed in the territory management table. It is effective when setting goals.

Further, it is also possible to process the actual data into a fixed form considered to be effective as information of the territory management table, and to provide the data in a form such as a table form or a graph. Can be In particular, for a menu that is considered to be effective on a map, information is provided on the map, so that highly visible information can be provided. At the same time, by developing the PPM parameter Y on the map as customer information, it is possible to provide information with higher visibility.

Further, each time a territory management table is created,
The latest territory management table contents including past results without the secondary processing on the client device side to take in the master information related to the latest customers such as stores and wash the customers such as stores Can be displayed. In addition, by storing the data of the territory management table until the same month of the previous year, it is possible to quickly retrieve past results.

[0111] In addition to this, by linking with the "daily report", it is possible to operate visit input and the like as a part of daily work, and based on the visit plan indicated in the territory management table, the "daily report" Simulation of daily visiting routes on a map is also possible. (Second Embodiment) A second embodiment will be described with reference to FIGS. FIG. 9 is a block diagram showing the system configuration of the second embodiment, FIG. 10 is a plan view showing a map that can be displayed in the second embodiment, and FIGS. 11 and 12 are diagrams of the second embodiment. 6 is a flowchart showing the operation of the first embodiment. In the second embodiment shown in FIG. 9, the same components as those in the first embodiment shown in FIG. 1 are denoted by the same reference numerals, and the description thereof will be omitted.

As shown in FIG. 9, the sales strategy support system according to the second embodiment includes a server device 100 ′ and a client device 200, both of which are connected via a network 400a. Although only one client device 200 is displayed in FIG. 9, a plurality of client devices 200 can actually be connected to the server device 100 'via the network 400a to supply the same PPM data. .

The server device 100 'may be a personal computer or a medium-sized or large-sized computer having a relatively large-capacity storage device.

The server device 100 ′ has a storage device 103.
, CPU 101, memory 102, display device 105
, An input device 106, and a database (AMT D / B
The storage device 110 includes a large-scale storage device 110 ′ storing the group), a transmission / reception device 120, and a reading device 107. In this database, a store attribute information file 111, a sales accumulation information file 112, a prefecture / city / town / village master 113, a regional sales amount information 114, and an AMT internal master 115 are logically constructed. As in the case of the first embodiment, the batch processing for fetching necessary data from the input file 300 and the server apparatus 100 ′
And maintenance by input processing and batch processing in the client device 200. Further, in this database, an exhibition guideline parameter information file 118 for storing parameter information for exhibition guideline calculation described later and an exhibition guideline calculation result file 119 for storing the calculation result of the exhibition guideline are constructed.

Next, a process for performing an exhibition guideline for a specific product in the second embodiment will be described.

First, in the second embodiment, display guideline parameter information (namely, target item (item), item information, Y1 composition ratio, Y2) which is an index given to the exhibition guideline simulation before the actual display guideline processing is performed. The client processing for maintaining the composition ratio, the composition ratio of the Y deviation value, and the composition ratio of the I deviation value) can be performed by input processing via the display device 105 and the input device 106 on the server device 100 ′ side, or This is performed by input processing via the display device 205 and the input device 206 on the 200 side.

As in the case of the first embodiment, a batch process for calculating the PPM parameter Y for each store to be analyzed and totaling sales information for each store for the store to be analyzed for each item (item) is performed. .

In the second embodiment, in particular, the input processing of the items (items) of the specific commodity to be displayed and the input processing of the total number of the scheduled exhibitions are also performed through the display device 105 and the input device 106 on the server device 100 ′ side. By
Alternatively, the display device 20 on the client device 200 side
5 and input processing via the input device 206.

In the second embodiment, in particular, the standard deviation of the sales I for each store to be analyzed tabulated for each item (for each item) is expressed by the following equation (5), using all the stores to be analyzed as a population. Calculate using Standard deviation of I = {(n * {I ² − (ΣI) ² ) / n * (n−1)} ^1/2 . . . . . . (5) where n is the number of samples (total number of stores to be analyzed).

Then, with respect to the store-by-store sales amount I tabulated for each item, the standard deviation is obtained for each store using the following equation (6). Deviation value of I = (average value of I−I) / standard deviation of I * 10 + 50. . . . . . (6) Next, a guide value for each analysis target store is calculated using the following equation (7). Guide value = deviation value of Y × composition ratio of Y + deviation value of I × composition ratio of I. . . . . . (7) However, the composition ratio of Y and the composition ratio of I are input / maintained in the server device 100 'or the client device 200 as described above.

Next, display guidelines are determined. That is,
In the order of the guide value obtained by the equation (7), the number of stores to be analyzed is listed in the number equal to the total number of exhibition schedules inputted,
These listed stores are identified in order as a group of stores to be displayed, and the display guideline calculation result file 119 is used as display guideline calculation result information.
Is stored in

In FIG. 9, the server device 100 ′
When the client process for receiving the display conditions of the exhibition guidelines from the client device 200 is performed,
The display guideline calculation result corresponding to the display condition is transmitted to the client device 200 via the network 400a, and the display guideline of the client device 200 displays the display guideline in a predetermined format. In other words, using the exhibition guideline calculation result data, the client device 200 can display the exhibition guideline simulation result in a list format or a map format. Further, it is also possible to link the actual sales information for each item with the map for display.

Accordingly, when exhibiting and developing a specific product, stores and corporations are listed in a priority order suitable for exhibiting according to an objective standard that is uniform throughout the country.
As a whole, an exhibition plan with the highest operating efficiency has been set, and there is almost no possibility of overlooking customers to be exhibited. Further, not only the progress of the results, but also a sales performance simulation when exhibiting according to a plan can be performed using the exhibition guide value.

FIG. 10 shows a map as an example of the exhibition guidelines displayed on the display device 205 in this way.

As shown in FIG. 10, a map 205m 'in which icons 205q are superimposed on the locations of a plurality of stores listed as a group of stores to be displayed is displayed on the display device 205 based on the map data. Exhibit guidelines. Therefore, the operator such as a salesperson can see the positions and distributions of the stores where the specific products are to be displayed on the map 205m 'by the distribution of the icons 205q, which is very convenient.

In particular, in this example, the icon 205q corresponds to a store that is in the planning stage and has not been exhibited yet (painted in white), a icon corresponding to a store that has already been planned (hatched), The ones corresponding to the displayed stores (painted in black) are displayed in different display forms, so that the progress of the plan can be visually understood, which is very practical. Furthermore, the map 205m '
The icon 205q displayed above and the store information may be linked, and for example, by clicking the icon 205q, sales information, store attribute information, and the like for the corresponding store may be displayed in a window.

In this embodiment, the PPM parameter Y
By calculating and changing the composition ratio in the weighted average during the calculation of, the display guidelines when the sales power at each store is emphasized or the exhibition guidelines when the growth potential at each store is emphasized Or, when calculating the exhibition guide value, by changing the setting of the composition ratio in the weighted average, to display the exhibition guidelines when the sales power of all products in each store is emphasized, Display guidelines can be displayed when the sales power of each item in the store is emphasized. Such a composition ratio may be set uniformly in the server device 100 or may be individually set in each client device 200.

In the second embodiment described above, the PP
As input data for the calculation of the M parameter Y, the sales amount Y1 for all products (for example, all home appliances) for each store is adopted, but as in the first embodiment,
A specific product group at each store (for example, only AV (audio / visual) products,
Further, using the sales amount Y1 'for audio products only) as input data, a monthly reference budget for each store may be similarly calculated thereafter.

Next, the flow of operation in this embodiment will be described with reference to the flowcharts of FIGS.
In the flowcharts of FIGS. 11 and 12, FIG.
8 are given the same step numbers as in the flowchart shown in FIG.

In FIG. 11, first, the processing of steps S1 to S4 is performed as in the case of the first embodiment.

Next, the menu screen of the client device 200 is activated (step S71), the target item for the exhibition, the Y component ratio and the I component ratio are set (step S72), and the item corresponding to the target item is set. Is performed (step S73).

Next, it is determined whether or not the exhibition guide processing is requested (step S74). If not (step S74: NO), a series of display processing is terminated. Step S75: YES), and proceed to step S81.

In step S81, the sales of the target item in each analysis target store in the latest one year are totaled to obtain sales I by batch processing by the CPU 101 (step S81), and the sales amount Y1 for each store in each analysis target store is obtained. (Step S82), and the sales amounts by region are totaled to determine the annual rate of change Y2 (step S83). Then, based on these numerical data, the PPM parameter Y (deviation value) for each store is obtained by the above-described statistical calculation (step S84). On the other hand, based on these numerical data, the target item for each store is determined. Is calculated by the above-described statistical calculation (step S85), and an exhibition guide value is calculated as a weighted average of the two. That is, the exhibition guidelines are determined (step S86). Here, the server device 100 once determines whether or not the processing after the aggregation processing has been correctly performed (step S87). If the processing has not been correctly performed (step S87: NO), the process proceeds to step S87.
Returning to step 81, the process is retried. If the process has been correctly performed (step S87: YES), the batch process for determining the exhibition guideline ends.

Steps S81 to S87 described above are processing performed by the server device 100.

Next, the menu screen in the server device 100 'is activated (step S90), and a condition setting screen for maintaining the calculation result of the exhibition guideline is displayed on the display device 105 (step S91). Here, the CPU 101 determines whether there is an error in the input condition (step S92), and if there is an error (step S92:
(NO), return to step S91 and retry. If the operation has been correctly performed (step S92: YES), the display guideline calculation result is obtained as described above (step S93).
Edit list information related to stores to be displayed (step S
94).

Next, it is determined whether or not the exhibition guide result has been changed (step S95). If the result has been changed (step S95: YES), the changed content is written (step S96), and the process returns to step S97. Proceed and if not changed (step S95: NO), step S97 as it is
Proceed to.

In step S97, it is determined whether or not the total planned number of the specific products to be displayed (the planned number in the whole country) is equal to the total number of stores to be displayed according to the changed display guidelines (step S97). If they do not match, after displaying those differences (step S98), the process proceeds to step S101 in FIG. On the other hand, if they match (step S97: YES), the process directly proceeds to step S101 in FIG.

Referring to FIG. 12, in step S101,
The sales information for each item is displayed, and a condition setting screen related to what kind of exhibition guide is to be displayed is displayed (step S101). Here, the CPU 201 determines whether there is an error in the input condition (step S102). If there is an error (step S102: NO), the CPU 201 proceeds to step S101.
And retry, if it is performed correctly (step S1
02: YES), display guide information is acquired based on the designated input conditions (step S103), and list information relating to stores to be displayed is edited (step S104).

Next, the coordinates of each store to be plotted on the map are obtained according to the display guideline calculation result (step S105). Then, it is determined whether or not the coordinates have already been set (step S106). If the coordinates have not been set (step S106: NO), the plot coordinates are calculated from the address of each store (step S107).
Proceed to step S108. On the other hand, if the coordinates have been set (step S106: YES), the process proceeds to step S106.
Proceed to 108.

Next, a map scale capable of displaying the entirety is calculated from the coordinates of all display target stores (step S10).
8). Further, the color of the icon superimposed on the map is determined according to a predetermined criterion (step S109). Then, an icon and an actual number plot are performed on a map (MAP) (step S110).

Next, the display means displays the stores to be displayed on the map as icons according to the display guidelines (step S111).

Here, it is awaited that some event occurs in the client device 200 by the input device 206 or the like (step S112: NO). Then, when some event occurs (step S112: YE
S) Then, it is determined whether or not an end event for ending the display of the exhibition guide has occurred (step S11).
3). Here, if an end event has occurred (step S113: YES), a series of display processing ends. On the other hand, if the end event has not occurred (step S113: NO), it is determined whether or not an icon click event has occurred (step S114). If this event has occurred (step S114: YE
S), the coordinates of the clicked icon are obtained (step S115), a store having the same coordinates as the clicked coordinates is searched from the list (step S116), and it is determined whether such a store is found. (Step S1
17). If it is found (step S11
7: YES), edit the attribute information of the found store (step S118), and return to step S111 (step S121). If not found (step S117: NO), step S1
Return to 11.

On the other hand, if no icon click event has occurred (step S114: NO), it is determined whether or not a change event for changing information linked to the icon has occurred (step S11).
9). Here, if the event is a change event (step S11)
9: YES), the specified information is searched from the list (step S120), and after the icon color corresponding to the specified information is determined (step S121), the process returns to step S111. On the other hand, if it is not a change event (step S11
9: NO), returning to step S112 to retry the event determination.

The operation of the server apparatus 100 'described above is performed, for example, on the recording medium 107 such as a CD-ROM.
a computer program stored in the reading device 10
7 and installed in the server device 100 '
The operation on the client device 200 side is executed by the U101, for example, a computer program stored in a recording medium 207a such as a CD-ROM is installed in the client device 200 by the reading device 207 and executed by the CPU 201. Things. However, such a computer program can be read by one of the server device 100 ′ or the client device and downloaded to the other, and can be downloaded from another system via a network. is there. Further, the recording media 107a and 207a are not limited to CD-ROMs, but may be DVD-ROMs.
Any known recording medium such as a ROM, a magneto-optical disk, and a floppy (registered trademark) disk may be used.

As described above, according to the second embodiment,
When presenting product display guidelines for each item (item), rather than presenting the gross display target number of gross products for each organization (branch or sales office), guidelines for setting goals for each customer are provided with priority. It will be possible to present exhibition patterns and establish product supply standards with the aim of maximizing actual sales (sales to end users). In addition, in the final disposal of commodities for each item (item), the priority of disposal is clarified, and a procedure for minimizing outflow of costs can be presented. Furthermore, planning / actual progress management at the customer level can be performed on the screen and the management work time can be greatly reduced, and the number of products and customers for each manageable item (item) is not limited, and the Get information when you need it. In addition to this, the location of customers involved in exhibition development is clarified by the development on the map, and the status of surface development in the area becomes clear at a glance.

The business strategy support system of the present invention is not limited to the above-described embodiments, but can be appropriately changed without departing from the gist or idea of the invention which can be read from the entire specification of the present application. A business strategy support system with a change is also included in the technical scope of the present invention.

[0147]

As described above in detail, according to the sales strategy support system of the present invention, a unified territory management table useful for sales strategy and objective direction determination of item development can be relatively easily determined on a computer. In addition, it is also possible for multiple salespersons to share the latest information related to each territory management table and the direction of product development (ie, exhibition guidelines), enabling efficient territory-based or customer-specific performance management and Behavior management becomes possible.

In addition, according to the machine-readable medium storing the program of the present invention, the above-described sales strategy support system of the present invention can be realized on a computer.

[Brief description of the drawings]

FIG. 1 is a block diagram showing an overall configuration of a sales strategy support system according to a first embodiment of the present invention.

FIG. 2 is a plan view illustrating an example of a territory management table displayed on the display device according to the first embodiment.

FIG. 3 is a plan view showing another example of a table displayed on the display device of the first embodiment.

FIG. 4 is a plan view showing a map displayed on the display device of the first embodiment.

FIG. 5 is a flowchart (1) showing an operation of the first embodiment.

FIG. 6 is a flowchart (part 2) illustrating the operation of the first embodiment.

FIG. 7 is a flowchart (part 3) illustrating the operation of the first embodiment.

FIG. 8 is a flowchart (part 4) illustrating the operation of the first embodiment.

FIG. 9 is a block diagram showing an overall configuration of a sales strategy support system according to a second embodiment of the present invention.

FIG. 10 is a plan view illustrating an example of a map displayed on the display device according to the second embodiment.

FIG. 11 is a flowchart (part 1) illustrating an operation of the second embodiment.

FIG. 12 is a flowchart (part 2) illustrating the operation of the second embodiment.

[Explanation of symbols]

 100, 100 '... server device 101, 201 ... CPU 102, 202 ... memory 105, 205 ... image device 106, 206 ... input device 107, 207 ... reading device 110, 110' ... large-scale storage device 120, 220 ... transmitting and receiving device 200 client device 205a territory management table 400a, 400b network

Claims (17)

[Claims] 1. A first file means for storing customer-specific sales amount information indicating a sales amount Y1 of each customer for at least two successive times, and a local file for each region for at least two successive times. A second file unit for storing sales amount information by region indicating the total sales amount, and all customers as populations to be analyzed based on the sales amount information for each customer stored in the first file unit. First calculating means for calculating the deviation value a of the sales amount Y1 at the customer; and each of the sales amount information indicated by the regional sales amount information stored in the second file means as an index indicating the growth potential of the total purchasing power in each region. A second calculating means for calculating the rate of change Y2 of the total sales amount of the area with respect to time and calculating the deviation value b of the rate of change Y2 in each area as a population for all areas to be analyzed; A third calculating means for calculating a PPM parameter Y indicating the attractiveness of each customer as a weighted average of the deviation values a and b, a plurality of belonging to one customer group classified according to the business unit of the company; Are arranged in the order of the largest PPM parameter Y, and at least business activity information for each of the arranged customers for each predetermined period is displayed in a time-series manner in order to display a plan / result management table. A sales strategy support system, comprising: a generating means for generating the management table data, and a display means for displaying the plan / result management table based on the generated management table data. 2. The system further comprises a third file unit for storing customer-specific sales performance information indicating the sales performance amount of the company's products to each customer, and the generation unit is stored in the third file unit. Based on the customer-specific sales performance information, the customer-specific sales performance information for each of the arranged customers and the customer-specific sales plan information indicating the sales plan amount of the company's products to each customer are defined in the plan. The sales strategy support system according to claim 1, wherein the management table data is generated so as to be included in a predetermined column of a performance management table. 3. The sales performance information for each customer includes a sales performance amount of the own product for each predetermined category, and the sales plan information for each customer includes a sales plan amount for the own product for each predetermined category. 3. The sales strategy support system according to claim 2, wherein: 4. A method according to claim 1, wherein a magnitude relationship between the actual sales amount and the planned sales amount for each of the arranged customers is included in a predetermined column of the planned results management table as an index indicating a result of the game. The sales strategy support system according to claim 2, wherein the management table data is generated. 5. The information processing apparatus according to claim 1, further comprising: loading means for loading the customer-specific sales performance information from an information source in which the customer-specific sales performance information is stored via communication means. The sales strategy support system according to any one of claims 2 to 4, wherein the content is updated based on the taken-in customer-specific sales performance information. 6. The management table data, wherein the generation unit generates the management table data such that text information indicating comments on each of the arranged customers is included in a predetermined column of the plan / result management table. The sales strategy support system according to any one of claims 1 to 5. 7. The sales strategy support system comprises a server device and a plurality of client devices connectable to the server device via communication means, each of the client devices including the display means and the planning device. An input unit capable of inputting designation information for designating a desired result management table; and a client-side transmission / reception unit for transmitting the designation information input by the input unit to the server device via the communication unit. The server device, the first file means, the second
File means, the first calculation means, the second calculation means,
A fourth file unit that includes the third calculation unit and the generation unit and stores the generated management table data in association with each customer; and a server that receives the designation information via the communication unit. Transmitting / receiving means; and extracting means for extracting management table data corresponding to the received specified information from the fourth file means, wherein the server-side transmitting / receiving means transmits the extracted management table data to the communication section. The transmission to the client-side transmission / reception means via means, the display means displays the plan / result management table based on the management table data received by the client-side transmission / reception means. 6. The sales strategy support system according to any one of 6. 8. The input means is configured to be capable of inputting condition data indicating a condition for specifying an item to be included in the plan / result management table, and the client-side transmitting / receiving means is input via the input means. Transmitting the received condition data to the server-side transmission / reception unit via the communication unit, and the generation unit generates the management table data in accordance with the condition data received by the server-side transmission / reception unit. The sales strategy support system according to claim 7. 9. The display means, when a desired customer among the customers included in the plan / result management table is designated, a predetermined mark is superimposed on the location of the designated customer based on map data. The sales strategy support system according to claim 1, wherein a map is displayed. 10. A first file means for storing customer-specific sales amount information indicating a sales amount Y1 of each customer for at least two successive times, and a local file for each region for at least two successive times. Second file means for storing regional sales amount information indicating the total sales amount; and customer-specific sales information indicating sales of own products for each predetermined product classification to each customer for at least two consecutive times. A third file unit to be stored, and a deviation value a of the sales amount Y1 in each customer as a population including all customers to be analyzed based on the sales amount information for each customer stored in the first file unit. And a first calculation means for calculating the total sales amount of each region indicated by the sales amount information by region stored in the second file means as an index indicating the growth potential of the total purchasing power in each region. Computing means for computing the rate of change Y2 with respect to each of the areas and calculating the deviation value b of the rate of change Y2 in each area as a population for all the areas to be analyzed; and a PPM parameter indicating the degree of attractiveness of each customer. A third calculating means for calculating Y as a weighted average of the deviation values a and b, an input means for inputting a product classification to which a specific product to be displayed belongs, and a total number of scheduled display of the specific product; and A fourth step of acquiring customer-specific sales information indicating the sales I of the company's product of the product category to which the specific product belongs, and calculating a deviation value c of the sales I in each customer as a population of all the customers; Calculating means, and a fifth calculation for calculating an exhibition guide value indicating a degree of exhibiting the specific product at each customer as a weighted average of the deviation value of the PPM parameter Y and the deviation value c. And the step, in order the computed exhibited guide value is high, marketing strategy support system characterized by comprising a display means for displaying a predetermined format listing the customer only will be exhibited total number of the inputted. 11. A setting means for setting at least one of a composition ratio of a weighted average when calculating the PPM parameter Y and a composition ratio of a weighted average when calculating the exhibition guide value. The sales strategy support system according to claim 10, wherein 12. The display device according to claim 1, wherein the display unit displays a map in which a predetermined mark is superimposed on a location of the listed customer based on the map data.
The sales strategy support system according to 0 or 11. 13. The information processing apparatus according to claim 1, further comprising: a capturing unit that captures the customer-specific sales information from an information source in which the customer-specific sales information is stored, via a communication unit. The sales strategy support system according to any one of claims 10 to 12, wherein the content is updated based on the customer-specific sales information. 14. The sales strategy support system comprises a server device and a plurality of client devices connectable to the server device via communication means, wherein each of the client devices includes the input means and the display means. 14. The sales strategy support system according to claim 10, wherein the server device includes the first to third file units and the first to fifth calculation units. 15. The first calculation means includes, in addition to the sales amount information for each customer stored in the first file means, product ratio information indicating a ratio of sales of the specific product group to the total sales amount of each customer. Based on the sales amount Y for each store
A value obtained by multiplying 1 by the ratio is set as a specific product group sales amount Y1 ', and the deviation value a at each customer is calculated for the specific product group sales amount Y1' instead of the sales amount Y1. The sales strategy support system according to any one of claims 1 to 14. 16. A medium for recording a program for displaying a plan / result management table for territory management by a computer provided in a sales strategy support system, wherein the program includes at least two computers.
First file means for storing customer-specific sales amount information indicating the sales amount Y1 of each customer for two successive periods, and region-specific indicating the total sales amount of each region for at least two successive periods A second file unit for storing sales amount information; and a sales amount Y1 for each customer as a population including all customers to be analyzed based on the sales amount information for each customer stored in the first file unit. First calculating means for calculating a deviation value a of the period, and the timing of the total sales amount in each region indicated by the sales amount information by region stored in the second file means as an index indicating the growth potential of the total purchasing power in each region A second calculating means for calculating the change rate Y2 with respect to each of the areas and calculating a deviation value b of the change rate Y2 in each area as a population with respect to all the areas to be analyzed; Third calculating means for calculating the PPM parameter Y as a weighted average of the deviation values a and b, and a plurality of customers belonging to one customer group classified according to the business unit of the company, Generating means for generating management table data for displaying a plan / result management table in which sales activity information for each of the customers arranged at least for each of the arranged customers is arranged in a time-series manner in a descending order; A medium on which a program recorded to function as: 17. A medium in which a program for performing an exhibition guide is recorded by a computer provided in a business strategy support system, wherein the program is provided for each customer at least two times before and after the computer. First file means for storing customer-specific sales amount information indicating the sales amount Y1, and second file means for storing region-specific sales amount information indicating the total sales amount in each region for at least two consecutive times And third file means for storing customer-specific sales information indicating sales of own products for each predetermined product category to each customer for at least two successive times, and stored in the first file means. Calculating a deviation value a of the sales amount Y1 for each customer as a population based on all customers to be analyzed based on the sales amount information for each customer; (1) calculating means, and calculating a rate of change Y2 with respect to a period of the total sales amount in each region indicated by the sales amount information by region stored in the second file means as an index indicating the growth potential of the total purchasing power in each region. A second calculating means for calculating a deviation value b of the rate of change Y2 in each region as a population of all regions to be analyzed; and a PPM parameter Y indicating the degree of attractiveness of each customer by the deviation values a and b. A third calculating means for calculating the weighted average of the products, a product class to which the specific product to be displayed belongs, and a total number of display schedules of the specific product are inputted. A fourth calculating means for obtaining customer-specific sales information indicating the sales I of the product and calculating a deviation value c of the sales I in each customer as a population with all the customers as a population; The exhibition guide value indicating the degree to be exhibited in the PPM parameter Y and the deviation value c
And a fifth calculating means for calculating as a weighted average of, and a means for listing the customers by the inputted total number of exhibitions in the descending order of the calculated exhibition guide values. Medium.