JP2004157848A - Behavior evaluation system and behavior evaluation program - Google Patents

Abstract

An output is obtained that clarifies what actions have been taken until a certain negotiation has been concluded, and how the negotiations have been concluded in relation to each other. The output is used to evaluate the person in charge.
A person in charge of a direct approach inputs information using a mobile phone. Data including action information 21 of each person in charge, information on other actions and events generated as a result of the action, and causal relation information 25 indicating these causal relations are generated. An evaluation point 23 is added to the action, and the sales activity of the person in charge is evaluated by totalizing the evaluation points 23.
[Selection diagram] Fig. 1

Description

[0001]
TECHNICAL FIELD OF THE INVENTION
The present invention relates to an action evaluation system and an action evaluation program that can analyze the results of various actions with a computer and use the results for personnel evaluations and the like.
[0002]
[Prior art]
For example, the personnel evaluation of a sales representative in a company takes into account the number of cultivated customers, sales, and the like. Actually, evaluation materials are created mainly on sales results. The sales performance includes a portion that the sales representative has contributed and a portion that has not. Therefore, various methods for specifically associating such sales results with evaluation have been introduced (Patent Document 1).
[Patent Document 1]
JP-A-2001-282972
[0003]
[Problems to be solved by the invention]
By the way, the conventional techniques as described above have the following problems to be solved.
Regardless of the sales rep, assessing the behavior of each rep or employee in various disciplines and companies is a very important issue, but not easy. The problem is how to input information to the computer, how to analyze it, and obtain an appropriate evaluation. For example, if only the sales performance of a salesperson is taken as the center of evaluation, the contributions of various stakeholders who have cooperated to increase the sales may be overlooked. In other words, there is also a problem that, although the activity should be performed by team play, a single action is taken in order to improve the business performance of the player. On the other hand, it is desired to develop a method of providing various information for other sales representatives or introducing customers and numerically evaluating those which indirectly contributed to the increase in sales.
The present invention has been made by focusing on the above points.For example, it is necessary to clarify what kind of action was taken before a certain negotiation was closed and how the negotiation was closed in relation to each other. It is an object of the present invention to provide a behavior evaluation system and a behavior evaluation program that can obtain a proper output. Another object of the present invention is to provide an action evaluation system and an action evaluation program that can extract information including actions and events linked by a certain causal relationship based on a certain standard and perform various evaluations. I do.
[0004]
[Means for Solving the Problems]
The present invention solves the above problem by the following configuration.
<Configuration 1>
Means for storing action information indicating the content of the executed action, means for storing information indicating the subject of the action, means for storing event information indicating the content of an event generated as a result of the action, and And means for accumulating causal relationship information indicating a causal relationship with an event that has occurred as a result of the action, and a group of action information included in the chain of action information and event information linked by the causal relationship information. A behavior evaluation system, comprising: a means for acquiring event information, aggregating evaluation points assigned to each of the behavior information and the event information, and executing a process of evaluating the subject of the behavior.
[0005]
This system stores, in a storage device or the like, an action performed by an arbitrary subject, an event generated as a result of the action, and a subsequent action performed as a result of the action, including a causal relationship. The subject of the action is, for example, a sales person, and the action is a sales activity. Based on this information, for example, personnel evaluation of a salesperson is performed. The type of action is arbitrary. The content of the action is arbitrary. For example, there are a title indicating the type of action and a specific description of the action. The subject of the action may be, for example, the person who performed the action, a group or team that performed the action, the name of the company that performed the action, or the like. The event resulting from the action includes any event such as a result of the action, a case resulting from the action, an economic characteristic, and the like. The causal relationship between a certain action and an event generated as a result of the action is information indicating which event has occurred from each action. The chain of action information and event information connected by the causal relationship information may be in a string shape or a tree shape. The chain of action information and event information linked by the causal relationship information includes a group of action information and event information. Each action or event has a value depending on the purpose of the action and the expected outcome. An evaluation point corresponding to the value is determined. When a behavior with a high evaluation score or an event is generated, for example, the sales person can be highly evaluated. The process of totalizing and outputting the evaluation points is the process of evaluating the subject of the action.
[0006]
<Configuration 2>
Means for accumulating action information indicating the content of the executed action; means for accumulating information indicating the subject of the action; causal relation information indicating a causal relation between the action and a new action caused as a result of the action Means, and a group of action information included in the chain of action information linked by the causal relation information is acquired, and the evaluation points assigned to each action information are totaled, and A behavior evaluation system comprising means for executing a subject evaluation process.
[0007]
Actions include those that were initially performed and new actions that were triggered as a result of an action. Both the information of the action executed first and the information of the new action are accumulated as action information. The causal relationship between a certain action and a new action caused as a result of the action is information indicating a point indicating which action caused the next new action. A predetermined evaluation process can be performed using only the action information chain that does not include event information.
[0008]
<Configuration 3>
Means for storing action information indicating the content of the executed action, means for storing information indicating the subject of the action, means for storing event information indicating the content of an event generated as a result of the action, and Means for accumulating causal relation information indicating a causal relation of an event generated as a result of the action or a new action generated as a result of the action, and action information and event information linked by the causal relation information or Acquisition of a group of action information and event information included in the action information and action information chain, and aggregating the evaluation points assigned to each of the action information and event information to evaluate the subject of the action. A behavior evaluation system comprising means for executing
[0009]
When an action, an event generated as a result of the action, and a new action caused as a result of the action are mixed, these are all accumulated. An evaluation process is performed using a chain composed of these combinations.
[0010]
<Configuration 4>
The behavior evaluation system according to any one of Configurations 1 to 3, wherein a chain of information connected by the causal relationship information, the chain having a length equal to or less than a predetermined length is extracted, and an evaluation process is performed. The behavior evaluation system.
[0011]
For example, if many actions and events are intricately intertwined with each other, the extracted chain is too long to make evaluation difficult. In addition, the causal relationship between the head and the end of the chain is weak. Therefore, the length of the chain was reduced to a certain value or less to evaluate the practicality. Since it is not easy to calculate the strength of the causal relationship with a computer, the arithmetic processing becomes the easiest if the length of the chain is determined empirically and applied uniformly. The chain length is represented by, for example, the number of action information and event information included in the chain. The reason why the length is set to a certain length or less is that some chains have a short length.
[0012]
<Configuration 5>
In the behavior evaluation system according to any one of Configurations 1 to 3, a higher evaluation point is assigned to a chain of information linked by the causal relationship information as a chain length is longer, and each information is assigned to each information. An action evaluation system, comprising: means for summing up the evaluated evaluation points and Chen's evaluation points to execute an evaluation process of the subject of the action.
[0013]
For example, in a sales activity, a long chain starting from a certain action means that an action that causes many events and actions to be connected next has been performed. This behavior is generally a valuable activity. Therefore, an evaluation point corresponding to the length of the chain was given.
[0014]
<Configuration 6>
In the behavior evaluation system according to Configuration 3, an evaluation point assigning means for extracting a predetermined keyword from the accumulated actions and events, and automatically assigning a predetermined evaluation point to the actions and events including the predetermined keyword. A behavior evaluation system characterized by being provided.
[0015]
Evaluation points are given to all actions and events in advance. This is automated in this example. Keywords and evaluation points are determined in advance. If there is one extracted keyword, an evaluation point corresponding to the keyword is given. If the number of extracted keywords is two or more, an evaluation point corresponding to a combination of keywords may be given.
[0016]
<Configuration 7>
In the behavior evaluation system according to any one of Configurations 1 to 3, information indicating a level of the causal relationship is added to the causal relationship information, and a chain of information connected by the causal relationship having a certain level or more is extracted. An action evaluation system characterized by executing an evaluation process.
[0017]
The level of the causal relationship between actions and events is evaluated each time and quantified in advance. How to decide is arbitrary. Although it is free to form a chain, when performing the evaluation processing, only chains of information that are connected in a causal relationship having a certain level or more are targeted. In this way, the evaluation target can be narrowed down to those having high importance.
[0018]
<Configuration 8>
The behavior evaluation system according to any one of Configurations 1 to 3, characterized in that the chains are distinguished and stored for each negotiation.
[0019]
A business negotiation can trigger various business negotiations. In this case, if the chains are distinguished for each negotiation, and the chains are separately generated and stored for each negotiation, it is possible to evaluate each negotiation. This also limits the length of the chain.
[0020]
<Configuration 9>
4. The behavior evaluation system according to any one of Configurations 1 to 3, wherein the chains are distinguished and stored for each customer.
[0021]
For example, there is a case where an order receiving activity is performed for a specific customer and the contribution of each sales representative to the activity is evaluated. The chain may cooperate with the action related to a certain customer to the action related to another customer, but this is divided for each customer and stored in a storage device or the like. This also limits the length of the chain.
[0022]
<Configuration 10>
Means for storing action information indicating the content of the executed action, means for storing information indicating the subject of the action, means for storing event information indicating the content of an event generated as a result of the action, and Means for accumulating causal relation information indicating a causal relation of an event generated as a result of the action or a new action generated as a result of the action, and action information and event information linked by the causal relation information or Means for acquiring a group of action information and event information included in the action information and the action information chain, extracting a relation between the action by the specific subject and the chain, and outputting the action characteristics of the subject. A behavior evaluation system comprising:
[0023]
By focusing not only on the evaluation of the behavior but also on the positioning of the behavior from the viewpoint of Chen, the behavior characteristics of the person can be checked. For example, a sales rep near the top of Chen who is often the main actor of the activity is focused on cultivating new customers. On the other hand, sales representatives who often act as the main driver of the second half of Chen's work are focused on promoting business to cultivated customers. Although the method of analysis is free according to the nature of the work, the relationship between the behavior by a specific subject and Chen becomes effective data for analyzing the behavior characteristics of the subject. The relationship between an action and the chain may be the position of the action on the chain or the number of actions in the chain. For example, it is possible to obtain a behavior characteristic that a person who has a large number of activities in one long chain is most actively promoting the work.
[0024]
<Configuration 11>
A process of accumulating action information indicating the content of the executed action, a process of storing information indicating the subject of the action, a process of storing event information indicating the content of an event generated as a result of the action, And a process of accumulating causal relationship information indicating a causal relationship with an event generated as a result of the action, and a group of action information included in the chain of action information and event information linked by the causal relationship information. A behavior evaluation program, which acquires event information, sums up evaluation points assigned to each piece of behavior information and event information, and causes a computer to execute a process of evaluating the subject of the behavior.
[0025]
It is an invention of a computer program for realizing the invention of Configuration 1.
[0026]
BEST MODE FOR CARRYING OUT THE INVENTION
Hereinafter, embodiments of the present invention will be described using specific examples.
FIG. 1 is a block diagram showing a specific example of the behavior evaluation system.
In the system of this embodiment, the evaluation of the sales person is performed. A salesperson who approaches an unspecified customer and conducts activities linked to sales while observing the reaction of the customer is called a direct approach person. The person in charge of the direct approach does not specify the customer, but jumps into business at various locations as needed. At the customer, information is collected and advertising related to products is performed. It is not appropriate for such direct approach personnel to be evaluated using sales performance centered on product sales.
[0027]
During the sales activities of the direct approach staff, we heard about the customer, had a meeting, received a referral, made a phone call, sent an email, heard about repairs, heard about the possibility of replacement, Various actions, such as hearing the occurrence of a trouble, are included. In this system, for example, the action of the person in charge of the direct approach is acquired through a network using a mobile phone. Then, based on the acquired information, action information of each person in charge, event information generated as a result of the action, and causal relation information indicating a causal relation of these are generated. In addition, a certain evaluation point corresponding to the content of the action is added, and the evaluation of the sales activity of the person in charge is performed by totalizing the evaluation points.
[0028]
A base station 2 is connected to the network 1 in FIG. 1 to enable the mobile phone 3 to use the network 1. The network 1 includes the Internet, an intranet, and the like. The network 1 is connected to a server 10 that acquires information transmitted from the mobile phone 3 and executes certain arithmetic processing. The server 10 includes a storage device 11 and an arithmetic processing device 12. The storage device 11 and the arithmetic processing device 12 may be built in the server 10 or externally attached. A terminal device 13 is further connected to the network 1. The terminal device 13 is for causing a certain evaluation calculation to be executed based on the information collected by the server 10 and obtaining the result.
[0029]
The terminal device 13 is, for example, provided at a place where a manager of a sales person can operate. The storage device 11 stores information that is collected and arranged according to a certain standard. This information includes information such as behavior information 21, subject 22, evaluation points 23, and causal relationship information 25. The arithmetic processing device 12 is provided with an action report acquisition unit 31, an information generation unit 32, a Chien search unit 33, a totalization unit 34, and an output control unit 35. Each unit included in the arithmetic processing unit 12 is formed of a computer program that causes a computer of the server 10 to execute a certain process.
[0030]
The contents of the information stored in the storage device 11 will be described later in detail with reference to FIG. 2, FIG. 3, and FIG. The behavior report acquisition means 31 has a function of receiving various information transmitted from the mobile phone 3 operated by a sales representative or the like as a behavior report and executing an operation to be subjected to arithmetic processing. The information generating means 32 has a function of generating various information including the behavior information 21 and the causal relation information 25 in a certain form based on the data acquired by the behavior report acquiring means 31. The output of the information generating means 32 is written to the storage device 11. The chain search means 33 has a function of searching for information stored in the storage device 11 under certain conditions, and extracting action information and event information having a causal relationship of a certain level or more. The tallying unit 34 has a function of performing a tallying process on the group of behavior information and event information acquired by the chain search unit 33 while referring to the evaluation points. The output control unit 35 has a function of acquiring the search result of the chain search unit 33 and the search result of the tallying unit 34, executing a certain editing process, and transferring the result to the terminal device 13 or the like. Further, it has a function of outputting and printing the result to a printer (not shown) as necessary.
[0031]
FIG. 2 is an explanatory diagram for explaining the relationship between actions, events, and chains.
When a certain action is performed, a certain event occurs. Further, when a certain action is performed, another action may be performed in response to the action. If the relationship between a certain action and the event caused by the action is deeper than a certain level, the relationship between the action and the result of the action becomes clear if both are linked and acquired as information. . Information indicating the content of the action is action information. Information indicating the content of an event generated as a result of the action is event information. Information indicating a mutual causal relationship between an action and an action or an action and an event is causal relation information. By combining these, it is possible to clarify the relationship between the behavior and the event.
[0032]
Actions and events create a chain-like relationship that is connected in turn. 2A shows that after a certain action 101 is performed, a certain event 102 occurs, the next action 103 is caused by the certain event 102, and further, the next event 104 occurs. Here is an example. Specifically, it is assumed that a certain sales representative visits a predetermined customer and introduces a certain product. This is action 101. Then, suppose the customer asks for a detailed explanation of the product introduced last time. This is event 102. Assume that another new sales representative has given a sample of the product in response to this request. This is action 103. Subsequently, there were orders for several new products from the customer. This is event 104.
[0033]
Actions and events do not always occur alternately. In (b) of the figure, there is a relationship in which a series of actions occur sequentially, and a certain event occurs one by one of the actions. As can be seen from (a) and (b), when actions and events having a certain causal relationship are put together, chain-like information is obtained. By focusing on the sales activities related to a certain customer and extracting all such chains, the entire sales activities of the company for that customer are clarified. Collecting and organizing such chain-like information about a business negotiation with a certain customer makes it clear at a glance the overall actions and events related to the business negotiation, and is useful for subsequent business information.
[0034]
However, if an action or event that is judged to be too insignificant is included in the chain, the characteristics of the entire chain become unclear and its value as information is reduced. Therefore, as shown in FIG. 2C, for example, if a complex chain as shown in the figure is obtained for a certain negotiation, focusing on causal relationship information, only actions and events having a relationship of a certain level or more are focused. Select only groups that contain. The information surrounded by the one-dot chain line L is such information. This range may be determined according to the length of the chain, or the range may be determined from the contents of the causal relationship information. According to this method, for example, information including actions and events having high importance for one negotiation can be collected. If this comes from, for example, a sales activity by a person in charge, reference data for evaluating the sales performance of the sales person can be obtained by summing up the evaluation points of these actions and events.
[0035]
FIG. 3 is an explanatory diagram showing a specific example of information stored in the storage device 11 shown in FIG.
As shown in (a), the storage device 11 stores a large number of sets of information including the behavior information 21, the subject 22, the evaluation points 23, and the causality information 25 for each behavior. This set of information includes information on the action that caused the action and the action that has a certain causal relationship with the action. There are various methods for expressing the action information and the action information, or the chain of the action information and the event information. In the example of FIG. 3, a pair of behaviors and events of a cause and a result are used as a pair of data. Such a pair is generated each time an action occurs. If an action or event that results in one of the pairs causes another pair, the two pairs are connected by a chain. In FIG. 4, Chen is represented by linking actions and events using a link method. Of course, this is merely an example, and the chain may be represented in any manner.
[0036]
The behavior information in the figure has, for example, contents such as a visit to company Y, as shown on the right side of the figure. The subject is the employee code of the sales person or the like. The evaluation points are data in which the act of visiting is relatively evaluated in comparison with other acts, and a predetermined score is given in advance. Therefore, when the data of the visit to the company Y is determined, the evaluation points are automatically determined. Here, the action information of occurrence of an inquiry from Company Y, which has a very close relationship with the action of visiting Company Y, is paired with the action information of visiting Company Y here. If the sales representative B receives this inquiry, an employee code different from that of the sales representative A who visited the company Y is entered here. The action taken in response to the occurrence of the inquiry has an evaluation score of 20. Since the causal relationship between the two is relatively deep, the level of the causal relationship information is 70. This level is set, for example, between 0 and 100. If another action such as bringing a catalog and a demonstration machine occurs due to an inquiry from Company Y, the action information of the inquiry from Company Y and a catalog and demonstration machine are said to have been brought. Another information is generated as a pair of the action information.
[0037]
(B) of the figure shows the structure of data including action information and event information 26 closely related to the action information. For example, in response to the action of the sales representative A visiting Company Y, when information about the facility plan for the next term is provided from Company Y, this is registered as event information 26. The evaluation points 27 in this case are also determined in advance substantially for each event. The causal relationship information 25 is a numerical value indicating the depth of the relationship between the behavior and the event. In this case, since the result of directly visiting the company plan for the next term is obtained by visiting Company Y, the causal relationship information is set to the maximum value of 100.
[0038]
(C) is a data table showing a standard for quantifying the level of the causal relationship information. The evaluation points are set so that the numerical value is higher as the causal relationship is deeper. For example, when a certain action is a direct cause, another certain action is caused, or a new event occurs, the causal relationship information level is 70 to 100 because the causal relationship is deep. In addition, when a new action occurs due to two or more actions, or a new action occurs due to two or more events, the causal relationship may be somewhat weak. Is set in the range of 20 to 70. In addition, when a certain request or the like is spontaneously issued from the customer without taking any action from here, when an event occurs, the evaluation point of the causal relationship with the event is in the range of 10 to 20. For an action or event that occurs by chance, the causality information is selected to be a value between 0 and 10.
[0039]
(D) is data obtained by using the above information and summarizing actions for a certain customer for each negotiation. By obtaining the data, it becomes possible to analyze information such as what kind of action is taken for each negotiation, what kind of event has occurred, and what to do next. In addition, salespeople can be evaluated. For example, as shown in (b) of the figure, if a certain sales representative evaluates the behavior of visiting company Y as 10 points, the evaluation score of 10 points for this behavior of the sales representative is added. Become. If all the activities of the salesperson A for a specific business negotiation are extracted and the evaluation points are added and aggregated, data for evaluating the salesperson can be obtained. At this time, by adding evaluation points of action information and event information having a causal relationship, more practical evaluation becomes possible.
[0040]
For example, in the case where the action of the sales representative A is shown in (a) and (b), 10 points are visited by Company Y, 20 points are generated by the next inquiry, and 35 points are obtained by acquiring the next term facility plan. It becomes an addition point. Therefore, a total of 65 points are the evaluation points of the salesperson A. If the evaluation point is changed according to the level of the causal relationship, the causal relationship between the visit to the company Y and the occurrence of the inquiry is 70, so the evaluation point 20 can be set to 70/100 and the evaluation point can be set to 14 points. . In this way, an evaluation point is assigned to a certain action, an evaluation point is added to a new action or event that has a causal relationship with the action, and the evaluation point of the new action or event is adjusted in consideration of the causality. Then, if all the evaluation points are cumulatively added, a certain action can be substantially evaluated. Those who take actions that are evaluated with high scores are generally evaluated highly. Therefore, it is possible to perform an evaluation completely different from the case where the evaluation is performed only based on the sales of the product.
[0041]
FIG. 4 shows another example of data stored in the storage device 11.
In this example, an arbitrary number of pairs of links and causal relationship information are added to a set of information including certain action information 21, its subject 22, and evaluation points 23. The link 24 is information for calling the action information 41 and 42 and the event information 43 linked by the action information 21 and the causality information 25. The link 24 may be, for example, a URL. In this example, the behavior information 21 is linked to two types of behavior information 41 and 42 and one type of event information 43. The action information 42 is linked to the next action information 44, and the next action information 44 is linked to another event information 45. The action information 21 and 42 constitute a chain. The action information 21 and the event information 43 constitute a chain. The action information 21, 42, 44 and the event information 45 constitute a chain. Whether this diagram includes three chains or one chain is determined at the level of the causal relationship. When the chain is taken out and displayed on the display of the computer, the format as shown in FIG. 4 or the format as shown in FIG. 2C may be used. You can also print to a printer.
[0042]
FIG. 5 is an operation explanatory diagram when an action report is made from the mobile phone 3 shown in FIG.
In order to use this system, it is preferable that a sales person can input behavior data into a computer as simply as possible. Therefore, the mobile phone 3 is used. The illustrated screen 60 is an example of a screen displayed on the mobile phone 3. Here, a customer input field 61, an action content input field 62, a cause input field 63, and a cause person address input field 64 are provided. In the customer input column 61, for example, a customer selected from the customers displayed in the customer list 71 is input. In the action content input column 62, a selected one from the data 72 listing the action content is input. The cause input column 63 is used to input the item selected from the cause list 73.
[0043]
In the cause person address input field 64, the one selected from the received mail list 70 is input. Suppose that there is a request from a customer Y visited by a sales representative A to hear a specific explanation about a product. Sales person A sends another person B an email. The person in charge B who has received the e-mail inputs the cause to the cause input column 63 by a third party. Then, a cause person address is acquired from the received mail list 70. The address of the salesperson A is input. As a result, the behavior that caused the behavior and its subject are specified. When a third party inputs a cause in the cause input column 63, a numerical level is obtained from the causal relation table 74. This becomes causal relationship information. The customer, the contents of the action, the cause, and the address of the person causing the cause may be entered in any character if there is no prepared option.
[0044]
When data is transmitted after necessary data is input to the mobile phone 3, the data is received by the server 10. The action report acquisition means 31 of the server 10 automatically obtains the employee code of the owner of the mobile phone as the subject from the obtained mobile phone number. In addition, the action time data 68 is automatically obtained from the transmission date and time 67 of the mobile phone. The action time data 68 is recorded as attribute information for all data. That is, among the data stored in the storage device 11, the data indicating the subject can be automatically acquired on the server side, and the salesperson can input necessary information to this system by a simple operation.
[0045]
FIG. 6 is a flowchart showing an operation from reporting an action from a mobile phone to registering information in a server.
Steps S1 to S5 in the figure are processes executed by the mobile phone 3. First, in step S1, information regarding a customer is input, and in step S2, information regarding an action is input. Next, information on the cause is input in step S3, and a cause person address is input in step S4. Then, in step S5, the data is transmitted from the mobile phone 3 to the server 10.
[0046]
The server 10 receives necessary information from the mobile phone 3 through the network 1, and first obtains a sender telephone number in step S6. In step S7, subject information is generated. Next, in step S8, customer and behavior information is acquired, and in step S9, behavior information is generated. In the example of FIG. 3, information indicating that the sales representative A has visited company Y is generated in step S9. Further, the cause is acquired in step S10, and causal relationship information is generated in step S11. This causal relationship information is a numerical value indicating a certain level, as shown in the example of FIG. Therefore, based on the cause input from the mobile phone, the result is digitized by referring to the causal relationship level table 74 having the contents shown in FIG. In step S12, it is determined whether or not the cause person address has been obtained. If the action is an event, the process ends because there is no cause. If there is a cause person who caused the action, the process proceeds from step S12 to step S13, where the action information of the subject is acquired, and a certain link is generated in step S14.
[0047]
FIG. 7 is a flowchart showing an operation of searching for a chain and obtaining behavior information and event information included in the chain.
For example, it is assumed that a chain related to a business negotiation with a customer is taken out. In this case, the customer is specified in step S21, and the negotiation is specified in step S22. In step S23, the level of the causal relationship is specified. As a result, a limited chain included in the alternate long and short dash line L shown in FIG. 2C can be obtained. At this time, the length of the chain can also be specified, for example, less than a certain length from the starting behavior. Further, the range of the chain may be specified according to the number of included actions and events.
[0048]
In step S24, a search execution instruction is input, and the search is started. In step S25, any action information for the corresponding customer is acquired. With this behavior information as a starting point, a search is made for Chen. In step S26, other action information and events linked to this action information are searched, and those having a relationship equal to or higher than the specified level are selected while checking the level of the causal relation information. In step S27, it is determined whether another piece of behavior information has been selected. If another action information is found, the process returns to step S26, and a link is selected again. Step S28 is a process for acquiring event information.
[0049]
In short, from step S26 to step S28, the action information and the event information having the causal relationship at a certain level or higher, which are mutually connected by the link, are searched and acquired. As a result, a chain is obtained in which action information and event information with a causal relationship level relating to a certain business negotiation with a certain customer are at least a certain level. In step S29, it is determined whether or not all the links have been checked. If there are other links, the processing from step S26 to step S29 is repeated. When all links have been checked, an image of the entire chain is output. In step S30, the image is edited. Thus, the drawing as shown in FIG. 2C or the drawing as shown in FIG. 4 is edited. In step S31, it is determined whether a person to be evaluated has been designated. In the case of evaluating each person in charge related to a certain business negotiation with a certain customer, the person in charge is designated. The process proceeds from step S31 to step S32, and when the evaluation points of the corresponding person are totaled, the result is displayed on a display or a printer in step S33.
[0050]
In the embodiment described above, when a certain action is taken, for example, after a certain person calls a certain customer, the call is triggered, and another person in charge is called from the customer. If there is an inquiry or a question about a specific product, or if there is an event or an action, data obtained by organizing each action and the event, including a causal relationship, can be obtained. When evaluating a person who has performed an action, the group of actions and events that are connected to the action are evaluated. If any of these chains have achieved significant results, their sales representatives can be appreciated. These chains can also be used to educate other salespeople. If an action results in a failure, the chain can be helpful and prevent other sales representatives from making similar failures. This chain is free size and can be cut and used at any place. In the above embodiment, the evaluation was mainly performed by the sales representatives. However, it is possible to evaluate not only the sales representatives, but also those who are performing business in various fields or groups.
[0051]
In addition, the computer programs installed in the arithmetic processing device may be configured by combining independent program modules, or may be configured by an integrated program as a whole. All or part of the processing controlled by the computer program may be configured by hardware having equivalent functions. Further, the above-described computer program may be used by being incorporated into an existing application program. The computer program for realizing the present invention as described above can be recorded on a computer-readable recording medium such as a CD-ROM, and installed and used in an arbitrary information processing apparatus. In addition, it can be downloaded and used in the memory of any computer through a network.
[Brief description of the drawings]
FIG. 1 is a block diagram showing a specific example of a behavior evaluation system.
FIG. 2 is an explanatory diagram illustrating a relationship between an action, an event, and a chain.
FIG. 3 is an explanatory diagram showing a specific example of information stored in a storage device 11;
4 shows an example of data in another format stored in the storage device 11. FIG.
FIG. 5 is an operation explanatory diagram when an action report is made from the mobile phone 3;
FIG. 6 is an operation flowchart from an action report to server information registration.
FIG. 7 is an operation flowchart for obtaining behavior information and the like included in the chain.
Reference Signs List 1 network, 2 base station, 3 mobile phone, 10 server, 11 storage device, 12 arithmetic processing device, 13 terminal device, 21 action information, 22 subject, 23 evaluation points, 25 causal relation information, 31 action report acquisition means, 32 Information generating means, 33 chain search means, 34 totaling means, 35 output control means

Claims (11)

Means for accumulating action information indicating the content of the executed action;
Means for storing information indicating the subject of the action;
Means for storing event information indicating the content of an event that has occurred as a result of the action;
Means for accumulating causal relationship information indicating a causal relationship between the action and an event that has occurred as a result of the action;
Acquiring a group of action information and event information included in the chain of action information and event information linked by the causal relationship information, and summing up the evaluation points assigned to each action information and event information A behavior evaluation system comprising means for performing an evaluation process of the subject of the behavior. Means for accumulating action information indicating the content of the executed action;
Means for storing information indicating the subject of the action;
Means for accumulating causal relationship information indicating a causal relationship of the behavior and a new behavior created as a result of the behavior;
Acquires a group of behavior information included in the chain of behavior information linked by the causal relationship information, collects the evaluation points assigned to each behavior information, and executes an evaluation process of the subject of the behavior A behavior evaluation system, comprising: Means for accumulating action information indicating the content of the executed action;
Means for storing information indicating the subject of the action;
Means for storing event information indicating the content of an event that has occurred as a result of the action;
Means for accumulating causal relation information indicating a causal relation between the behavior and an event resulting from the behavior or a new behavior caused as a result of the behavior;
Acquisition of a group of action information and event information included in the action information and event information or the action information and action information chain linked by the causal relationship information, and the action information and event information respectively assigned A behavior evaluation system, comprising: means for totalizing evaluation points and executing an evaluation process of the subject of the behavior. In the behavior evaluation system according to any one of claims 1 to 3,
An action evaluation system, wherein a chain of information linked by the causal relationship information, the chain having a length equal to or less than a predetermined length is extracted and an evaluation process is executed. In the behavior evaluation system according to any one of claims 1 to 3,
For the chain of information linked by the causal relationship information, the longer the chain length, the higher the score given, the higher the score given to each piece of information, and the total score of the chain, A behavior evaluation system, comprising: means for executing an evaluation process of the subject of the behavior. In the behavior evaluation system according to claim 3,
A behavior evaluation system comprising an evaluation point assigning means for extracting a predetermined keyword from the accumulated actions and events, and automatically giving a predetermined evaluation point to the actions and events including the predetermined keyword. . In the behavior evaluation system according to any one of claims 1 to 3,
An action evaluation system, characterized in that information indicating a level of a causal relationship is added to causal relationship information, a chain of information connected by a causal relationship having a certain level or more is extracted, and an evaluation process is executed. In the behavior evaluation system according to any one of claims 1 to 3,
A behavior evaluation system characterized by the fact that chains are distinguished and accumulated for each business negotiation. In the behavior evaluation system according to any one of claims 1 to 3,
A behavior evaluation system characterized by storing and distinguishing chains according to customers. Means for accumulating action information indicating the content of the executed action;
Means for storing information indicating the subject of the action;
Means for storing event information indicating the content of an event that has occurred as a result of the action;
Means for accumulating causal relation information indicating a causal relation between the behavior and an event resulting from the behavior or a new behavior caused as a result of the behavior;
Acquisition of a group of action information and event information included in the action information and event information or the action information and action information chain linked by the causal relationship information, and the relationship between the action by a specific subject and the chain And a means for outputting the behavior characteristic of the subject. A process of accumulating action information indicating the content of the executed action;
A process of storing information indicating a subject of the action;
A process of accumulating event information indicating the content of an event that has occurred as a result of the action;
A process of accumulating causal relationship information indicating a causal relationship between the action and an event generated as a result of the action;
Acquiring a group of action information and event information included in the chain of action information and event information linked by the causal relationship information, and summing up the evaluation points assigned to each action information and event information A behavior evaluation program characterized by causing a computer to execute a process of evaluating the behavior subject.

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