JP2005301396A - Integrated sales management cooperation system and method - Google Patents

Abstract

<P>PROBLEM TO BE SOLVED: To provide a sales management cooperation system and method for operating the unitary management and integrative linking of the contents of the database of a slip prepared in estimation concerning their order reception, sales and claims in the sales management of merchandise sales. <P>SOLUTION: The unitary management of the data of a database in estimation is operated cooperatively with their order reception, sales and claims, and the order reception sales certainty of merchandise is rationally calculated according to a decided rule from three certainty, that is, investment certainty in merchandise by a customer, the order reception competition priority of an intermediate agent when any agent who arranges the sales of merchandise without directly selling merchandise and competition certainty showing the priority of a sales company itself to a rival, and monthly and periodical order reception sales prediction and budget management can be carried out according to the business contents of an enterprise. <P>COPYRIGHT: (C)2006,JPO&NCIPI

Description

  In the series of sales management from the estimate of product sales to order receipt, sales, and billing, the contents of the form database created at the time of quotation is used to order, sales, and billing, and the monthly development and forecast of sales are divided into departments. It is related to technology that is integrated from separate tabulation to company-wide development.

  In general, merchandise sales are generally performed by a series of sales management from estimation work to order receipt, sales, and billing. The documents handled in the estimation work are a collection of slips describing the product name (subject name), customer name, estimated amount, estimated date, etc. of the sales product. In order to follow this estimation work, the slip is further organized into a form, and it is possible to manage it by grouping by product name, by date of estimation, or by person in charge of estimation. It is common. In this estimation work, the idea of the accuracy of order sales from estimation to closing is not shown, but only the estimated results are summarized. The order is based on the estimated order of the product, and the amount of the ordered product is summarized, or the product that could not be ordered is clarified. This is also organized by product name, by date of order, or by person in charge. As for sales, the amount of sales is summarized as well as orders, and products that could not be sold are clarified. In the same way as for orders, it is possible to manage the whole by grouping by product name, by date of sales, or by person in charge. Billing is to collect sales merchandise and work in a form that can manage the sales amount, payment status, etc.

  The series of operations up to the above estimation, order receipt, sales, and billing have a long history and are managed by various forms. These operations and forms have been computerized, and have been managed and used in networks with the use of the Internet for product sales. However, work and forms from quotation to order receipt, sales, and billing are not integrated and managed, but each work is managed independently, and each work such as quotation is completed management, and the form is also completed. The form is a form, and everything from estimation to billing is not managed in an integrated manner through a series of ideas. In addition, the order sales accuracy is not rationally developed in the form, and the management depends on the intuition of individuals and the like. Therefore, even if individual operations such as quotations are managed accurately, it is possible to overlook from estimate sales to the order sales accuracy, and to be able to manage the overall forecast from the order sales forecast to the product. is not.

JP-A-06-139260 JP 11-328256 A

  The present invention has been made in consideration of the above circumstances. The purpose of the present invention is to receive the contents of the database of the form database created at the time of quotation in a series of sales management from estimation of sales of goods to order reception, sales, and billing. , It is possible to integrate and link from quotes to orders, sales, and bills, and to link and promote a series of sales management tasks in an integrated manner, and the accuracy of investment in customer products. If there is a company that collects product sales without direct sales, the order sales of the product will be calculated based on the three orders of competitiveness that indicates the competitiveness of the intermediate company and the competitiveness of the sales company. To provide an integrated sales management cooperation system and method for predicting and managing an order sales forecast of a product by reasonably calculating the accuracy according to a determined law. That.

  In order to achieve the above object, the present invention proposes the following means. That is, the invention described in claim 1 relates to the contents of the database of the form created at the time of quotation in the series of sales management from the estimate of merchandise sales to orders, sales, and billing while using the order, sales, and billing. It features an integrated sales management linkage system and method that uses a form system that centrally manages everything from quotations to orders, sales, and billing, and links and promotes a series of sales management operations. .

  As a result, the operations from estimate to order, sales, and billing, which used to be separate for each individual task, are centrally managed in the form database created at the time of estimation, and the link from quote to order, sales, and bill is integrated. To manage sales.

  According to the second aspect of the present invention, in the sales management, when there is a trader who summarizes product sales without direct sales, there is an order competitive advantage of the intermediate trader, and a rival. Based on the accuracy of the competitiveness that represents the superiority of the sales company itself over the market, the order sales accuracy of the product is reasonably calculated according to the determined rules, and the order sales forecast for each month and period is summarized. An integrated sales management cooperation system and method according to claim 1 calculated.

  As a result, if there is a company that does not sell directly to the customer's products, and there is a company that collects the products with the customer for system products, etc., this intermediate company's order competitive advantage and its competitors Assuming the three accuracy of competitive accuracy that represents the superiority of the sales company itself, it is possible to automatically calculate the order sales accuracy of the product according to the rules determined as described later and use it for forecast sales .

  According to the invention described in claim 3, in the sales management, the sales order contents are integratedly developed from a business type, a department, a business site, etc. to a company-level document based on a database at the time of estimation. The integrated sales management cooperation system and method according to claim 1, wherein the fulfillment relationship with the budget is reasonably related based on the result of summarizing the order sales results for each month and each period and the order sales forecast of claim 2. Features.

  As a result, it is possible to develop and summarize the order sales performance and the order sales forecast from the business type, department, business site, etc. to the company level.

  In the invention described in claim 4, in the sales management, a product that has not been sold even after the scheduled sales month is displayed in a form developed according to the business type, department, establishment, etc. described in claim 3. The integrated sales management cooperation system and method according to claim 1, wherein an abnormality is notified by a distinguishable mark so that a new sales month of the product can be corrected to a form.

  As a result, not only management of the sold products but also management of products that have not been sold even after the scheduled sales month has passed, so prior crisis management becomes possible.

  According to the present invention, it is possible to use a series of sales management from estimation to order reception, sales, and billing in an integrated manner based on a database at the time of estimation, and integrate from estimation to order reception, sales, and billing in cooperation. Sales management becomes possible. In addition, assuming the investment accuracy of the customer's products, the competitive advantage of the middle order in the system products when not selling directly, and the competitive accuracy that represents the superiority of the sales company itself over the rival, Accordingly, since the order sales accuracy of the product is calculated, it is possible to rationally manage the order sales forecast.

The best mode for carrying out the present invention will be described below with reference to the drawings.

  In the sales management system for orders, sales, and bills from quotations, quotations, orders, sales, and billing are originally separate operations, but as shown in FIG. These can be broadly classified into order sales systems from sales 3 to billing 4. In the present invention, the estimate system and the order sales system are linked and handled from the estimate 1 to the order 2, the sales 3, and the bill 4 in an integrated manner. Further, since these estimation systems and order sales systems are computerized and configured by a network and are handled in an integrated manner within the company, as shown in FIG. 2, there are 13 terminals A for each department (office, etc.). The terminal 10 from the terminal B to the terminal N 15 handles data such as an estimate as an operation terminal. The data handled here is, for example, a network server 10 that is grouped company-wide and installed in the head office or the like. Are stored together in the database 11. Since the data of the estimation system and the order sales system is important for the security of the company, FIG. 2 shows the network by the in-house LAN 12, but when security is not so important, the Internet is used instead of the in-house LAN 12. It can also be used with existing network systems. When an operation terminal is installed at a remote office using the in-house LAN 12, the in-house LAN 12 uses a dedicated telephone line with high security for security reasons. On the other hand, when the network is configured by the Internet, the network corresponding to the in-house LAN 12 in FIG. 2 is the Internet, and the configuration is simple and the cost is low. Whether to use the in-house LAN 12 or the Internet network is determined by the company's approach to security and cost.

  FIG. 3 shows the accuracy of investment in a customer's product, the competitiveness of orders received by an intermediate trader when there is a trader that summarizes product sales without direct sales, and the competitive advantage of the sales company itself over competitors. The equation for deriving the order sales accuracy of the product from the three accuracy levels of the competition accuracy is shown in a chart form. When the customer's investment probability for the product is large, 1 for the medium, 2 for the medium, and 3 for the small, and the superiority of the middleman over other companies when selling the product without direct sales R is the case where there is an advantage or if there is no dealer who sells only the middleman, S is the case where the middleman is equal compared to other traders, and T is the case where the middleman is inferior compared to other traders. The case of selling without existing is set to 0. In addition, the case where the competitiveness of the sales company itself is superior to the rival is A, the case B is equal to the rival, and the case C is inferior to the rival. The customer's product investment accuracy 1, 2 and 3 are plotted on the horizontal axis, and the competitive accuracy A, B and C representing the competitive advantage of the sales company itself over competitors are plotted in a matrix on the vertical axis. When the degree is R or 0, the order sales accuracy is calculated for the case where the middle contractor's order competitive advantage is S, and the case where the middle trader's order competitive advantage is T. From this matrix table, a is calculated when the order sales accuracy is 70% or more, b is calculated when the order sales accuracy is 50% or more, and c is calculated when the order sales accuracy is 30% or more. The sales order accuracy is reasonably derived from the investment accuracy of the company, the competitive advantage of the middle-order companies, and the competitiveness of the sales company itself against the competitors. The portion of the matrix table shown in FIG. 3 that is represented as a hand is not taken up as an order sales accuracy at this time, but is managed as data at hand, and is not managed by the order sales accuracy. However, with the passage of time from the estimated time, when the order sales environment of the product changes and the order sales accuracy a, b, or c in the matrix table is met, the order sales accuracy is managed. This order sales accuracy is used in subsequent estimate materials and order sales materials.

  FIG. 4 shows a sample estimate list for an estimate operation which is the first operation of the present invention. This table summarizes the estimated results for each estimated person in charge, and finally aggregates them. Estimated projects assume the accuracy of investment in customer products, the competitive advantage of intermediate contractors (shown as intermediate contractors in the table), and the competitive accuracy indicating the superiority of sales companies over competitors. The order sales accuracy shown in FIG. 3 calculated from one accuracy is expressed. The same estimate NO is used for the estimate NO through the last sales request. The business category represents the contents of the business classified by company.

  FIG. 5 shows a list of remaining orders received for a period of one month, for example, for a limited period. Here again, the order amount and the contents of the order backlog can be identified for each person in charge who estimated the product. An order number is newly assigned to the order item, and the estimate number used here is the same as the estimate number in FIG. Therefore, the content of FIG. 5 means that the product of the estimate NO shown in FIG. 4 has been received, and FIG. 5 can be said to be a table showing the details of the estimate of FIG. For this reason, this order backlog does not show the accuracy of investment in the customer's product, the competitive advantage of the middleman, and the competitive accuracy indicating the superiority of the sales company itself over the rival. In this table as well, the final total is summed up as in FIG.

  FIG. 6 shows an example of an order sales development table by rank of order sales accuracy. Orders that have been confirmed to be sold are ranked first, then the remaining orders are summarized, and the order sales accuracy a case calculated from the estimate case in FIG. The following items are collected every month and used as management data for order sales. In the case of this table, it is also possible to know the accuracy of investment in the customer's products, the competitive advantage of the middle-order contractor, and the competitiveness of the sales company itself against the rival, so that it can be managed in conjunction with the initial estimate NO. Yes. For example, if the creation of this table is at the end of May, the contents of April and May are sold cases, and the forecasted order sales calculated from the order sales accuracy are included from June to September. If there is an order backlog in April and May, this should be a sold-out item, which is a warning. In this way, by taking the grand total from April to September, it is possible to manage the sales orders received in the six months from April to September. This sales order forecast is reasonably derived from the customer's investment accuracy in the products, the competitiveness of the middle-order's orders, and the sales company's own competitiveness against the rival. It can be managed accurately as a value. Here too, integrated sales management is performed by using the estimate NO at the time of the first estimate. Even if the order and the planned sales month are scheduled at the time of the quotation, the case where the order sales are not actually completed can be marked by marking the sales month of the case to alert The table has been revised to change the transaction to the expected final sales month, and the final table with the revised sales month has been prepared. Although the estimate NO is not shown in this table, the original estimate material is used in the process of deriving the order sales accuracy.

  Fig. 7 shows an example of monthly development by establishment. For example, it represents monthly order sales forecasts and period totals classified by business details of the Tokyo office. In FIG. 7, the business of the Tokyo office is classified into a computer application system and an information application system, the computer application system is composed of a WEB business and a network business, and the information application system is composed of an information equipment business. The monthly order sales budget and monthly order sales development of these businesses are developed using the order sales accuracy. For example, if this table is created at the end of May, the contents of April and May are sold, and the relationship with the budget is also determined. From June to September, including orders received for orders received by business, order sales accuracy a, order sales accuracy b, and order sales accuracy c are used together to expand the monthly total. . At this time, the order sales accuracy a adds 70% to the estimated sales amount, the order sales accuracy b adds 50% to the estimated sales amount, and the received order sales accuracy c adds 30% to the estimated sales amount. The estimated order sales are calculated by accumulating. In this way, it is possible to calculate the order sales forecast for the budget for each business, and rational forecast management of the order sales forecast for the order sales budget for each system that summarizes the business and for the entire office that summarizes this system. If the sales forecast is less than the budget, a shortage is recorded and the sales plan for the product can be revised in advance. Although this table does not show an estimate NO, the original estimate data is used in the process of deriving the sales accuracy.

  FIG. 8 shows an example of monthly sales expansion of orders for the entire company. For example, if the office is composed of the Tokyo office, Osaka office, and Nagoya office, the figure shows the data for the grand total of the relationship between order sales and budget for the Tokyo office shown in the example of Fig. 7 on a monthly basis. 8 is also posted in the column of Tokyo office, and similarly, the sales order plan is developed for the data of the Osaka office and Nagoya office using FIG. 7, and this is posted in FIG. In this way, the data for each business site in FIG. 8 is aggregated to predict the order sales forecast for the total order sales budget in the same manner as in FIG. 7, and finally the forecast management for the order sales plan for the entire company is performed. It becomes possible. Although the estimate NO is not shown in this table, the original estimate data is used in the process of deriving the order sales accuracy.

  FIG. 9 shows a sales request list relating to sales requests for the products sold. A billing NO is assigned for each product sold, and the customer name, subject (product name), sales date, sales amount, etc. are entered, so that the relationship with the initially estimated NO is clearly identified. The estimate NO is described.

  As shown in the examples of FIGS. 3 to 9 above, the database of the estimate contents estimated first is integratedly managed, and the sales management is performed in cooperation with the estimate 1, the order 2, the sales 3, and the bill 4. Yes. Also, in this integrated management database, the investment accuracy of the customer's products, if there is a company that collects products without direct sales, the intermediate order competitive advantage of this intermediate company, and the superiority of the sales company itself over the rival The order sales accuracy is reasonably calculated from the three accuracies of the competition accuracy, and is used for order sales forecasting and budget management. Further, the tables in FIGS. 3 to 9 are examples showing the contents of the present invention in an easy-to-understand manner, and may be not necessarily in the form of these tables as long as the meaning of the present invention can be understood. .

  According to the present invention, in a series of sales management from estimation of product sales to order reception, sales, and billing, the contents of the form database created at the time of estimation are centrally managed from estimate 1, order 2, sales 3, billing 4, and sales As a sales management technology that can manage the budget while developing the order sales results and forecasts for each month by integrating the contents into office-wide, departmental, and business-level forms. Available.

It is the figure which showed the content of the sales management system which concerns on embodiment of this invention. It is the figure which showed the structure of the company LAN which concerns on embodiment of this invention. It is a figure explaining the order sales accuracy which concerns on embodiment of this invention. It is the figure which showed the estimate list which concerns on embodiment of this invention. It is the figure which showed the backorder list which concerns on embodiment of this invention. It is the figure which showed the order sales expansion table according to order sales rank which concerns on embodiment of this invention. It is the figure which showed the order sales expansion according to the month according to the embodiment of this invention. It is the figure which showed the company-wide monthly order sales development which concerns on embodiment of this invention. It is the figure which showed the sales claim list which concerns on embodiment of this invention.

Explanation of symbols

1 Estimate 2 Order 3 Sales 4 Billing 10 Server 11 Database 12 Internal LAN
13 Terminal A
14 Terminal B
15 Terminal N

Claims (4)

  In a series of sales management from product sales quotation to order receipt, sales, and billing, the contents of the form database created at the time of quotation are linked while using order, sales, and billing, and links from quotation to order receipt, sales, and billing are linked. Integrated sales management cooperation system and method using a form system that centrally manages and integrates and links a series of sales management work.   In the above sales management, if there is a company that does not sell directly, but there is a company that summarizes product sales without direct sales, this intermediate company's order competitive advantage, and a competition that represents the superiority of the sales company over its competitors The integrated claim according to claim 1, wherein the order sales accuracy of the product is rationally calculated from the three accuracy levels according to the determined rules, and the order sales forecasts for each month and period are collectively calculated. Sales management linkage system and method.   In the above sales management, based on the database at the time of estimation, the order sales details are integrated into business-level reports from business types, departments, offices, etc. The integrated sales management cooperation system and method according to claim 1, wherein the satisfaction relationship with the budget is reasonably related based on the result of collecting the sales order forecasts according to claim 2. In the sales management, a product that has not been sold even after the scheduled sales month is notified of an abnormality with a distinguishable mark on a form developed for each business type, department, business location, etc. The integrated sales management cooperation system and method according to claim 1, wherein a month in which the product can be newly sold can be corrected to a form.

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