The present disclosure relates to a housing sales support device and the like for supporting sales activities related to housing.
Background technology
[0002]
As a system for supporting sales activities, Patent Document 1 discloses a technique for presenting the most effective sales activity plan according to the sales situation by accumulating sales know-how. Patent Literature 2 discloses a technique for predicting customer profits by taking into account the expected contract probability of a customer's product, the expected transaction amount when a product contract is made, and the impact on the transaction amount of other contracted products accompanying the product contract. do.
[0003]
In addition, Patent Documents 3 and 4 also disclose technologies related to the above.
prior art documents
patent literature
[0004]
Patent document 1: JP-A-10-124584
Patent Document 2: JP-A-2004-139196
Patent document 3: JP-A-2002-24523
Patent document 4: JP-A-2002-149958
SUMMARY OF THE INVENTION
Problems to be Solved by the Invention
[0005]
Patent document 1 generates business know-how rules and stores them in a database. Patent document 2 calculates the sum of the future profit for each product of the customer and the amount of increase/decrease in profit of other products at the time of the product contract, and predicts the net profit for each product of the customer. However, none of them are specialized for sales related to housing, and the above methods may not apply to housing sales that continue to sell to a single customer over several decades. In other words, the methods of Patent Documents 1 and 2 have a problem that they cannot appropriately support a salesperson who conducts housing sales activities.
[0006]
This disclosure has been made in view of the above problems, and one of the purposes is to provide a housing sales support device and the like for supporting sales activities related to housing.
Means to solve problems
[0007]
In view of the above problems, the housing business support device, which is the first aspect of the present disclosure,
A selection means that presents and selects products for extracting customer candidates from at least one of product information related to new construction, product information related to renovation, and product information related to aftercare services;
integrated information storage means for storing at least one of information on the customer, information on the merchandise, information on the residence of the customer, information on the salesperson who responds to the customer, and information on points of contact between the customer and the salesperson. When,
analysis means for analyzing customers who are related to the product based on the information necessary for extracting the customer candidates linked to the selected product, which is acquired from the integrated information storage means;
　As a result of the analysis, output means for outputting the customer candidate who satisfies a predetermined condition in relation to the product
and
[0008]
The housing business support system, which is the second aspect of this disclosure,
　The housing sales support device described above and
A robot that is communicatively connected to the housing sales support device and interacts with customers via voice or text
and
[0009]
The housing business support method, which is the third aspect of this disclosure,
From at least one of product information related to new construction, product information related to remodeling, and product information related to aftercare services, present and select products to extract customer candidates,
integrated information storage means for storing at least one of information on the customer, information on the merchandise, information on the residence of the customer, information on the salesperson who responds to the customer, and information on points of contact between the customer and the salesperson. Analyzing customers related to the product based on the information necessary for extracting the customer candidates linked to the selected product obtained from
As a result of the analysis, the customer candidate who satisfies a predetermined condition in relation to the product is output.
[0010]
The housing business support program, which is the fourth aspect of this disclosure,
From at least one of product information related to new construction, product information related to remodeling, and product information related to aftercare services, present and select products to extract customer candidates,
integrated information storage means for storing at least one of information on the customer, information on the merchandise, information on the residence of the customer, information on the salesperson who responds to the customer, and information on points of contact between the customer and the salesperson. Analyzing customers related to the product based on the information necessary for extracting the customer candidates linked to the selected product obtained from
　As a result of the analysis, output the customer candidate who satisfies a predetermined condition in relation to the product
Let the computer do it.
[0011]
The housing business support program may be stored in a computer-readable and writable non-temporary recording medium.
The invention's effect
[0012]
According to the present disclosure, it is possible to provide a housing sales support device or the like for supporting sales activities related to housing.
Brief description of the drawing
[0013]
1 is a block diagram showing a configuration example of a housing sales support system according to a first embodiment of the present disclosure; FIG.
2 is a block diagram showing a configuration example of a housing sales support device according to the first embodiment of the present disclosure; FIG.
3 is a diagram showing an example of the data structure of customer information; FIG.
4 is a diagram showing an example of state transitions of customer phases; FIG.
5 is a diagram showing an example of a customer type data structure; FIG.
6 is a diagram showing an example of the data structure of merchandise information; FIG.
7 is a diagram showing an example of the data structure of residence information; FIG.
8 is a diagram showing an example of the data structure of contact information; FIG.
9 is a diagram showing an example of the data structure of sales information; FIG.
10 is a diagram showing an example of a prediction model; FIG.
11 is a diagram showing an example of the data structure of a customer list; FIG.
12 is a flow chart showing an example of an information input operation of the housing sales support device; FIG.
13 is a flow chart showing an example of the operation of outputting a customer list by the housing sales support device; FIG.
14 is a block diagram showing a configuration example of a housing sales support device according to the second embodiment of the present disclosure; FIG.
15 is a block diagram showing a configuration example of an information processing apparatus applicable to each embodiment; FIG.
16 is a block diagram showing a configuration example of a general housing sales system; FIG.
MODE FOR CARRYING OUT THE INVENTION
[0014]
Fig. 16 shows a conceptual diagram of sales activities related to housing. Sales activities related to houses include, for example, those related to new construction, renovation, and after-care services (hereinafter also referred to as after-sales). Here, new construction mainly relates to the business of newly built detached houses (hereinafter also referred to as new construction), and refers to, for example, custom-built houses, built-for-sale houses, and rebuilding of houses. Renovation refers to remodeling after the sale of new construction, such as adding rooms, installing a new wooden deck, and replacing plumbing products such as kitchen and bath units. Merchandise refers to all products sold to customers, including newly built houses and kitchen systems (sets of sinks and counters). After-sales refers to matters related to the warranty of the target product after the sale of new construction, purchase of consumables and services, etc. In addition, after-sales warranty may also include products that are installed in new buildings (eg, disposers, ventilation fans). For after-sales, since a warranty contract (details of failures covered by the warranty and the warranty period) is concluded at the time of new sales or product construction, repairs and parts replacement will be free or at a discounted price if it is within the warranty, and is not covered by the warranty. If so, it will be paid.
[0015]
In sales activities, sales representatives from the new construction business, renovation business, and after-sales business often respond to customers. Each business maintains customer information in its own database. In addition, the quality of sales varies among salespeople, and these contribute to differences in sales performance.
[0016]
The customers who are the sales targets of these businesses are often the same person or member of the same household, although the timing of the response is different. For example, a customer purchases a new detached house, then purchases aftercare services, and then renovates the newly built detached house. This is the case of remodeling. However, because the data held by each salesperson is not centralized, customers disclose the same information and give the same explanations to different salespersons each time they purchase a new detached house, renovate a home, or purchase aftercare services. I had to do it and it was complicated. This is a characteristic of the housing-related business, and the period from one customer's service purchase to the next service purchase is long, and the services purchased are often different for each phase. For example, after purchasing a newly built detached house, it may take several decades to rebuild and purchase the newly built detached house, making it difficult to maintain the freshness of customer information and utilize it across phases at the appropriate timing. However, even for customers who have purchased a newly built detached house, aftercare services and renovations are often performed over a span of several years, so even if the sales representative changes, it is important to integrate and centrally manage customer information. , all salespeople can see all purchase histories (construction histories) of the customer, which is convenient for the customer as there is no need to repeatedly explain the same thing to each salesperson. Also, for sales staff, if they can view the purchase history (construction history) and customer information of the customer they are in charge of, they will be able to respond to customers smoothly. Also, the customer information held by each sales person in charge can be made uniform among the salespeople, and the sales quality can be made uniform.
[0017]
In addition, depending on the customer, when renovating their home after purchasing a new detached house, they would prefer a company whose sales staff provided appropriate product information at the time they were considering it, even if it was the company that purchased the newly built detached house. Even if it is another company, it may ask for reform. This is because a company (salesperson) that provides information on a favorite product at the right time is preferable for a customer who is considering remodeling because it saves them the trouble of visiting a showroom or the like. In other words, whether it is the purchase of a new detached house, the purchase of remodeling products, or the purchase of aftercare services, providing interested customers with information on appropriate products at the appropriate timing will lead to sales promotion.
[0018]
Therefore, in each embodiment of the present disclosure, a method for improving sales efficiency by centrally managing information on customers and providing customers with information on appropriate products at appropriate timing will be described.
[0019]
Although the following explanation will focus on detached houses, it is also possible to apply it to collective housing such as condominiums.
[0020]
Each embodiment will be described in detail below with reference to the drawings. In the following description of the drawings, the same or similar parts are denoted by the same or similar reference numerals. However, the drawings schematically represent the configuration in the embodiment of the present invention. Furthermore, the embodiment of the present invention described below is an example, and can be changed as appropriate within the scope of having the same essence.
[0021]

(Housing sales support system)
The housing sales support system 100 according to the first embodiment of the present disclosure will be described below with reference to the drawings.
[0022]
FIG. 1 is a diagram showing a schematic configuration of a housing sales support system 100. FIG. As shown in FIG. 1 , the housing sales support system 100 includes an automatic response robot 1 and a housing sales support device 10 . Housing business support device 10 includes integrated information storage unit 2 and prediction model storage unit 3 . For example, when the sales staff of each business acquires customer information, residence information, contact information with customers, sales information related to sales staff, product information (hereinafter referred to as customer information, etc.), they are integrated via the terminal 4 Stored in the information storage unit 2 . The automatic response robot 1 is a machine-learned artificial intelligence model related to housing sales, and interacts with customers at housing exhibition halls, renovation exhibition halls, housing sales homepages on the Internet, etc., and customer information obtained through dialogue. are stored in the integrated information storage unit 2 . In addition, the automatic response robot 1 may conduct sales activities to customers. For example, the automatic response robot 1 may be made to conduct sales activities for inexpensive products or products with high sales frequency, and a salesperson may be made to carry out sales activities for expensive products or products with low sales frequency. In addition, the content of the dialogue with the customer in the automatic response robot 1, the content and results of sales activities are fed back.
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5,000 character limit. Use the arrows to translate more.It is preferable to train an artificial intelligence model. Automated answering robots are also referred to as robots.
[0023]
The prediction model storage unit 3 stores prediction models. The prediction model is a machine-learned model of data related to housing sales. Based on information such as customers stored in the integrated information storage unit 2, the prediction model executes contract prediction for a certain product, and the prediction result is used as a customer list. Output. The customer list contains information about customers who are likely to purchase a given product at a given timing. Each salesperson acquires the customer list of the merchandise for which he/she is in charge of sales via the terminal 4 held by him/her, and conducts sales activities to the customers presented in the customer list, thereby providing the appropriate merchandise to the customer at the appropriate timing. offer. This will improve the sales closing rate.
[0024]
(housing sales support device)
The prediction model storage unit 3 stores prediction models for predicting customer purchases. As the prediction model, one that has undergone training with teacher data is used. It should be noted that the execution result of the purchase prediction (whether or not the customers on the predicted customer list actually purchased the product, etc.) may be fed back to the prediction model.
[0025]
As shown in FIG. 2, the housing sales support device 10 includes an automatic response control unit 11, a data management unit 12, a selection unit 13, an acquisition unit 14, a processing unit 15, an analysis unit 16, an output unit 17, and a prediction model storage unit 3. and integrated information storage unit 2 . Integrated information storage unit 2 includes customer information storage unit 21 , product information storage unit 22 , house information storage unit 23 , contact information storage unit 24 and sales information storage unit 25 .
[0026]
The customer information storage unit 21 stores customer information. The customer information, as shown in FIG. 3, is data consisting of items such as key information, attribute information, additional information, and rank information. The key information is a number that can be the primary key of data, and includes, for example, a customer number, business number, and house number.
[0027]
A customer number is an identifier (ID: IDentifier) that can uniquely identify a customer. A sales number is an ID that can uniquely identify a salesperson. A mansion number is an ID that can uniquely identify a mansion owned by a customer.
[0028]
Attribute information is information that represents the attributes of a customer. For example, it is data consisting of items such as name, gender, age, current address, past address, place of work, annual income, family structure, owned car, and so on. Attribute information may include the customer's email address and telephone number. The past address is information indicating the place where the customer previously lived, and does not have to be a specific address. For example, it may be the prefecture of origin. The owned car is information indicating the type of car owned, etc., but may be left blank if the car is not owned.
[0029]
Additional information is customer's additional information that is not included in the above attribute information. data. A cost plan is a plan for procuring funds for the purchase of products, and specifically refers to the results of examinations of owned assets and bank loans. Land ownership indicates the presence or absence of land owned by the customer. For example, if there is land owned, the details such as the address and the number of square meters may be entered, and if there is no land owned, the fields may be left blank. Competitor indicates whether the competitor is selling to the customer. For example, if there is a competitor, enter the company name, sales person name, etc. If there is no competitor, the field may be left blank. There may be multiple competitors. The introducer indicates whether or not there is another customer who introduced the customer. For example, if there is an introducer, information such as the introducer's name (customer information) may be entered, and if there is no introducer, the field may be left blank. A plurality of introducers may exist. Questionnaire responses are items for inputting information about personal wishes/conditions, products of interest, etc., obtained from customers via paper or electronic media. The purchase history is a history of purchases of commercial materials (such as new detached houses) from the company or other companies.
[0030]
Rank information is information for categorizing customers. For example, it is data consisting of items such as customer rank, customer phase, and customer type. The customer rank refers to the attribute rank of the customer who purchases the housing product. For example, in the purchase of a new detached house, customers who have a thorough cost plan or who own land are ranked higher, and customers who do not have a cost plan and do not own land are ranked lower.
[0031]
Customer phase information is information that indicates whether a customer can become a customer candidate (customer phase) for new construction, renovation, or after-sales products. For example, as shown in Figure 4, customers who do not own a newly built house but are considering it are phase A, customers who own a newly built house but are considering after-sales service are phase B, and customers who are considering remodeling after after-sales service. Phase C is for customers who are considering renovating another part after renovation, Phase D is for customers who are considering rebuilding a new house after renovation is Phase E. In addition, customers who are considering rebuilding a new house after after-sales are in phase F, customers who are considering after-sales after renovation are in phase G, and customers who are considering renovation after new construction (including rebuilding) are in phase H. A plurality of phases may be applied to one customer. For example, a customer who owns a newly built house and is considering after-sales or renovation may apply both Phase B and Phase H.
[0032]
A customer type is a customer categorized mainly based on the customer's attribute information. For example, as shown in FIG. ) classify the types of guests according to their preferences. For example, a man in his 50s with an annual income of 10 million yen, a wife and three children, a hobby of driving, owns a car, and prefers a conservative house and interior is an α type.
[0033]
The merchandise information storage unit 22 stores merchandise information. Merchandise information consists of a high class, a middle class that is a detailed version of the high class, and a low class that is a detailed version of the medium class. Note that the number of classes is not limited to this, and may be divided into three or more hierarchies. As shown in FIG. 6, the product information is classified into, for example, new products, reform products, and after-sales products as upper classes. In the middle class, for example, newly built products include custom-built houses and built-for-sale homes, for example, renovation products include bath units and wooden decks, and aftermarket products include roofs and exterior walls. As low-level classes, the product ID, product name, product features, and flags of each product are provided below the middle class. Each item is an individual salable unit of product. For example, if it is a product in the "door" part of the "renovation" product, a specific door (for example, product ID: 123, product name: Rakuchin Door DX, product feature: the door can be opened and closed with a light force ) corresponds to this. Note that the selection unit 13 may select any one of the upper class, the middle class, and the lower class as the product for generating the customer list. For example, in FIG. 6, the selection unit 13 may select the upper class "new construction", and the output unit 17 may output a customer list of predicted purchase customers for new construction. The middle class "kitchen set" may be selected by the selection unit 13, and the output unit 17 may output a customer list of predicted kitchen set purchase customers. The lower class "Rakuchin door" may be selected by the selection unit 13, and the output unit 17 may output a customer list of Rakuchin door purchase prediction customers. It should be noted that a plurality of products may be selected, and a customer list of prospective purchase customers for a plurality of products may be generated. The refurbishment and aftermarket products may comprise the same mid-tier items. For example, in the case of a bath unit, it may be remodeled or after-sales service may be required due to a water leak, so it may be included in any middle class. A flag is information for distinguishing between a product handled by a salesperson and a product handled by the automatic response robot 1 . For example, an expensive product or a product that requires a complicated explanation is put in charge of a salesperson, and an inexpensive product that does not require an explanation is put in charge of the automatic response robot 1 so that the customer can easily purchase it. A flag (for example, "0" if the person in charge is a salesperson, "1" if it is an automatic response robot, and "2" if it is a salesperson and an automatic response robot) is attached to the product ID.
[0034]
The mansion information storage unit 23 stores mansion information. The mansion information, as shown in FIG. 7, is data including key information, land information, building information, and facility information as items. The land information is detailed information about land for construction, and is data including, for example, the building site, building coverage ratio, floor area ratio, land use district, ground information, square footage, etc. as items. The building information is information about a mansion (building), and includes building structure, total floor area, building area, floor plan, direction, sales price, cost rate, housing performance information, construction schedule, completion date, renovation history, construction history, and so on. This data includes the number of years and the like as items. Equipment information is information about equipment (products, etc.) provided in a mansion, and is data including, for example, equipment products, product IDs, features of products, construction history (of facilities), etc. as items. The product ID is the same as the ID of the product information shown in FIG.
[0035]
The contact information storage unit 24 stores contact information. Contact information is information when a customer and a salesperson contact each other, and as shown in FIG. 8, it is data including key information, sales contact information, robot compatibility information, access information, and the like as items.
Sales contact information includes contact date and time, contact method (interview, telephone, email, etc.), contact location (exhibition hall, guest house, etc.), contact source (introduction from affiliated companies, etc.), contact destination (other departments of the company) It is data that includes items such as introduction to the customer) and activity details (such as explaining the product). The robot correspondence information is information when the automatic response robot 1 contacts the customer via voice or chat. home page, etc.). The access information is a history of access when the customer browses the Internet home page of the housing company.
[0036]
The sales information storage unit 25 stores sales information. The sales information is information about the sales staff of the housing company, and as shown in FIG. 9, it is data having items such as key information, sales staff information, corresponding new construction information, corresponding remodeling information, and corresponding after-sales information.
[0037]
Salesperson information is data that includes items such as the name of the salesperson, gender, age, department, title, length of service, current address, past address, family structure, qualifications, and sales type. . The past address is information indicating the place where the salesperson previously lived, and does not have to be a specific address. For example, it may be the prefecture of origin. Note that the past address is also included in the customer information. This makes it possible to know in advance that the customer and the salesperson are from the same hometown, and that the customer's current address is the place where the salesperson used to live, and that the salesperson is familiar with the area. This can be useful when a salesperson creates an opportunity for dialogue with a customer.
[0038]
Corresponding new construction information is information on sales of new construction that a specific salesperson has been in charge of so far. Data. The corresponding remodeling information is information about remodeling sales that a specific salesperson has been in charge of so far, and the corresponding after-sales information is also information about after-sales sales that a specific salesperson has been in charge of so far. The corresponding remodeling information and the corresponding after-sales information are data having the same items as the corresponding new construction information.
[0039]
　In FIG. 2 again, the automatic response control unit 11 is communicably connected to the automatic response robot 1 and controls the automatic response robot 1. Communications may be wireless, wired, or a combination thereof. Specifically, if there is information necessary for dialogue between the automatic response robot 1 and the customer via voice, text, image, video, etc., the automatic response control unit 11 stores the information in the integrated information storage unit 2. customer information, product information, house information
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5,000 character limit. Use the arrows to translate more., the information necessary for the dialogue is acquired from the sales information and the contact information, and handed over to the automatic response robot 1 . The information necessary for the dialogue can be determined based on the learned machine learning model. Further, the automatic response control unit 11 analyzes information obtained by interacting with the customer. In the analysis, the automatic response control unit 11 identifies whether the information from the dialogue is customer information, product information, house information, sales information, or contact information, and stores the identified information in the integrated information storage unit 2. are distributed and stored in each storage unit. The automatic response control unit 11 makes the automatic response robot 1 ask the customer about the information of the item when there is an uninput item in each item of the customer information and the residence information or when the information of each item becomes outdated. may control the interaction of For example, when the information on the family composition item in the customer information is insufficient, the automatic response control unit 11 may cause the automatic response robot 1 to ask, "By the way, how many people does Mr. XX have in his family?" The automatic response control unit 11 may make the automatic response robot 1 ask questions such as "What are Mr. XX's recent hobbies?"
[0040]
The automatic response robot 1 may sell the product to the customer. If the product is handled by the robot 1 (for example, "1" for an automatic response robot), the product is recommended to the customer. When the customer answers that they will purchase the product, the automatic response control unit 11 requests an external electronic payment server (not shown) for electronic money or credit card payment, or requests an external product shipping business server (not shown) after payment. (illustrated) may be requested to ship the purchased merchandise.
[0041]
The data management unit 12 manages data in the integrated information storage unit 2. The data management unit 12 receives requests for searching and updating information from the terminal 4 and the automatic response control unit 11 of the salesperson, searches the information in the integrated information storage unit 2, and handed over to or updated. The data management unit 12 receives an information search request from the acquisition unit 14 and hands over the retrieved information to the acquisition unit 14 .
[0042]
The selection unit 13 selects products from which customer candidates (customer list) are extracted from at least one of product information on new construction, product information on renovation, and product information on aftercare services. The selection unit 13 presents the customer list related to which product is required on the display unit (not shown) of the housing sales support device 10, the display unit 4a of the terminal 4 provided by the salesperson, etc., to the salesperson or the operator. , select products that require a customer list. After acquiring the selected product, the selection unit 13 delivers it to the acquisition unit 14 .
[0043]
The acquisition unit 14 acquires from the integrated information storage unit 2 via the data management unit 12 information necessary for generating a customer list linked to the selected product. It is assumed that information necessary for generating a customer list linked to a product is set in advance by a designer or the like. If there are different products A and B, the information necessary for generating the customer list for product A and the information necessary for generating the customer list for product B may be different. The acquisition unit 14 transfers to the processing unit 15 information necessary for generating a customer list linked to the acquired product.
[0044]
The processing unit 15 processes (pre-processes) the information acquired from the acquisition unit 14 and necessary for generating the customer list linked to the product. For example, if the current address is included in the information necessary to generate a certain customer list, the Kanto region such as Tokyo, Kanagawa, Saitama, Chiba, etc. is processed to a numerical value of "0.8", and Osaka, Kyoto, Kobe, Nara, etc. The Kansai area of ​​is processed to a numerical value of “-0.1”. It is assumed that the information required for processing is set in advance by a designer or the like. The processed information is handed over to the analysis unit 16 .
[0045]
The analysis unit 16 analyzes customers who are related to the product based on the information obtained from the integrated information storage unit 2 and necessary for extracting customer candidates linked to the selected product. Specifically, the analysis unit 16 analyzes the customers who are related to the merchandise based on the processed information (information necessary for generating the customer list) acquired from the processing unit 15 . The analysis unit 16 acquires the prediction model from the prediction model storage unit 3, inputs the processed information into the prediction model as a parameter, and obtains an output value. The analysis unit 16 analyzes the output values and extracts customers who are related to the product. When extracting a customer, the analysis unit 16 preferably also extracts the reason why the customer was extracted, that is, the parameter that causes the customer to have a high score.
[0046]
An example of simplified prediction by the prediction model will be described with reference to FIG. For example, when the product is a new detached house and the score is calculated from the customer's "age" and "family composition" included in the customer information, the information obtained from the processing unit 15 is as follows.
[0047]
・The parameter "age" is a variable "1" when the age is 48 years or older, a coefficient "5.7", and a variable "0" below that
・The parameter "family composition" is variable "2" and coefficient "7.2" when the number of households is less than 3, and variable "3" and coefficient "8.5" when the number of households is 3 or more.
and A variable is a numerical value given to each parameter, and a coefficient is a numerical value given as a degree of contribution to the parameter. Any numerical value shall be designed in advance by the designer. Also, as an example, the score calculation formula is
　Score = Variable 1 x Coefficient 1 + Variable 2 x Coefficient 2 + Variable 3 x Coefficient 3... (Formula 1)
and A pattern n (n is a natural number: n=1, 2, 3, . . . ) shown in FIG. In this case, in pattern 1, the score for customers aged 48 or younger is 0, and for pattern 2, the score for customers aged 48 or older and less than 3 household members is 5.7 + 2 x 7.2 = 20.1. In pattern 3, the score of a customer who is 48 years old or older and whose household size is 3 or more is 5.7+3×8.5=31.2.
[0048]
The score calculation method is not limited to the above. For example, the score may be calculated by dividing the parameter into two stages. At the first stage, the customers are classified into patterns 1, 2, and 3 using the parameters "age" and "number of household members" (see FIG. 10). In the second stage, the customer's score is calculated using other parameters of the customer in each of the classified patterns. For example, if the other parameters are annual income, site area, and whether or not there are children, the value of each parameter is calculated by normalization processing (the value is processed so that the average is 0 and the variance is 1). The customer's score is obtained by summing the values obtained. At this time, the calculated parameter values may be weighted, and the weighted values may be added up to obtain the customer's score.
[0049]
The above calculation method is an example, and the score may be calculated using more parameters.
[0050]
The analysis unit 16 considers that customers with higher scores are more likely to purchase new detached houses, and generates a customer list by arranging the customers in descending order from those with the highest scores. The generated customer list is handed over to the output unit 17 .
[0051]
As a result of the analysis by the analysis unit 16, the output unit 17 outputs customer candidates that satisfy predetermined conditions in relation to the product. Here, the customer who is related to the merchandise refers to, for example, a customer who is likely to be interested in the merchandise, a customer whose taste matches the merchandise, or a customer who has a high probability of purchasing the merchandise. A customer who satisfies a predetermined condition means, for example, that the score calculated by the analysis unit 16 is equal to or greater than a predetermined value. When the output unit 17 receives the customer list in which the customer candidates are listed and generated by the analysis unit 16, the output unit 17 displays it on the display unit (not shown) of the housing sales support device 10 or the display unit 4a of the terminal 4 of the salesperson. do. The output unit 17 outputs the customer list shown in FIG. 11, for example. The customer list shown in FIG. 11 is a list of information of customers who have purchased "bath unit" or "kitchen set" among the renovation products of the product information, or who are likely to purchase both of them at the same time. The customer list includes items such as customer ranking, customer number, customer name, expectations for bathroom unit remodeling, kitchen set remodeling expectations, expectations for simultaneous remodeling of bathroom units and kitchen sets, grounds, and information on products. It is the data to The customer ranking is the ranking in which customers are arranged in descending order of scores. The degree of expectation for renovation is obtained by classifying the scores of each product into five ranks and expressing them as stars. For example, a score of 0-20 is 1 star, a score of 21-40 is 2 stars, a score of 41-60 is 3 stars, a score of 61-80 is 4 stars, and a score of 81-100 is 5 stars. Simultaneous remodeling expectation is a value obtained by summing the remodeling expectations of the bath unit and the kitchen set after performing some kind of calculation processing. Alternatively, it may be a value obtained by quantifying the grounds and products and weighting the above-mentioned sum of the numerical values. The value of the degree of expectation for simultaneous renovation is also ranked by score and displayed as a star mark in the same manner as the degree of expectation for renovation described above. The rationale is the parameter that had the greatest impact on the calculation of the score. For example, in the score calculation formula for remodeling bathroom units and kitchen sets, the age of the house, the number of square meters, and the floor plan, as well as the age and family composition of the customer information, are parameters that have had a significant impact. It is displayed as the basis (basis 1, basis 2, basis 3) linked to the number. As products, B-ID (product ID for bath unit) and K-ID (product ID for kitchen set) are displayed together with the characteristics of these products (for example, simple, functional, and modern).
[0052]
(Operation of housing sales support device)
The operation of the housing sales support device 10 will be explained. The operation of the housing sales support device 10 can be roughly divided into the operation of inputting and updating information in the integrated information storage unit 2 and the operation of outputting a customer list that predicts customer purchases based on the information in the integrated information storage unit 2. There is. These will be described below with reference to the drawings.
[0053]
(Information input operation)
The operation of the housing sales support device 10 for inputting and updating information in the integrated information storage unit 2 will be described with reference to the flowchart of FIG.
[0054]
In step S101, the data management unit 12 of the housing sales support device 10 accepts a request to read or write data from the automatic response control unit 11 or the terminal 4 to the integrated information storage unit 2.
[0055]
In step S102, the data management unit 12 determines whether the request from the automatic response robot 1 via the automatic response control unit 11 or the request from the terminal 4 is to read or write data to the integrated information storage unit 2. to decide. If data is to be read, the process proceeds to step S103. If data is to be written, the process proceeds to step S104.
[0056]
In step S103, the data management unit 12 executes the reading process requested by the automatic response robot 1 or the reading process requested by the terminal 4 via the automatic response control unit 11. Specifically, the data management unit 12 acquires the information requested by the automatic response control unit 11 or the terminal 4 from the integrated information storage unit 2, and the data management unit 12 transmits the acquired information to the terminal 4 and the automatic response control unit 11. Send. The automatic response control unit 11 transmits the acquired information to the automatic response robot 1 .
[0057]
In step S104, the data management unit 12 executes the write processing requested by the automatic response robot 1 or the write processing requested by the terminal 4 via the automatic response control unit 11. Specifically, the data management unit 12 writes (newly inputs or updates) the information requested by the automatic response robot 1 or the terminal 4 to the integrated information storage unit 2 . The data management unit 12 may send a write completion notification to the terminal 4 and the automatic response robot 1 .
[0058]
With the above, the housing sales support device 10 completes the information input operation.
[0059]
(Customer list output behavior)
The operation of the housing sales support device 10 for outputting a customer list that predicts customer purchases based on the information in the integrated information storage unit 2 will be described with reference to the flowchart of FIG.
[0060]
In step S201, the selection unit 13 of the housing sales support device 10
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5,000 character limit. Use the arrows to translate more.From at least one of product information on construction, product information on remodeling, and product information on aftercare service, the user selects products from which customer candidates (customer list) are extracted. The selection unit 13 allows the salesperson to select a product for which a customer list is required on the display unit 4a of the salesperson's terminal 4 or the like. After acquiring the selected product, the selection unit 13 delivers it to the acquisition unit 14 .
[0061]
In step S202, the acquisition unit 14 acquires from the integrated information storage unit 2 information necessary for generating a customer list linked to the selected product. The acquisition unit 14 transfers to the processing unit 15 information necessary for generating a customer list linked to the acquired product.
[0062]
In step S203, the processing unit 15 processes (pre-processes) the information acquired from the acquisition unit 14 and necessary for generating a customer list linked to the product. The processing unit 15 hands over the processed information to the analysis unit 16 .
[0063]
In step S204, the analysis unit 16 analyzes customers who are related to the product based on the processed information (information necessary for generating the customer list) acquired from the processing unit 15. A customer related to a product is a customer who is expected to purchase the product. The analysis unit 16 delivers the customer candidates obtained as a result of the analysis to the output unit 17 as a customer list.
[0064]
In step S205, the output unit 17 transmits the acquired customer list to the terminal 4 of the salesperson.
[0065]
This completes the operation of the housing sales support device 10 outputting the customer list.
[0066]
(Effect of the first embodiment)
According to the first embodiment of the present disclosure, sales activities related to housing can be supported. The reason for this is that the selection unit 13 selects products from which customer candidates (customer list) are extracted from at least one of product information related to new construction, renovation, and aftercare services, and the analysis unit 16 extracts customer candidates. This is because the customer who is related to the product is analyzed based on the necessary information, and the output unit 17 outputs customer candidates based on the analysis result.
[0067]

A housing sales support device 30 according to the second embodiment of the present disclosure includes an integrated information storage unit 31, a selection unit 32, an analysis unit 33, and an output unit 34, as shown in FIG. The housing sales support device 30 is a minimum configuration example of the housing sales support device 10 in the first embodiment.
[0068]
The integrated information storage unit 31 stores at least one of information on the customer, information on the product, information on the customer's house, information on the salesperson who responds to the customer, and information on the point of contact between the customer and the salesperson. to store
[0069]
The selection unit 32 presents and selects products from which customer candidates are extracted from at least one of product information on new construction, product information on renovation, and product information on aftercare services.
[0070]
The analysis unit 33 analyzes customers who are related to the product based on the information necessary for extracting customer candidates linked to the selected product, which is acquired from the integrated information storage unit 31 .
[0071]
As a result of the analysis, the output unit 34 outputs customers who satisfy predetermined conditions in terms of relevance to the product as candidate customers.
[0072]
According to the second embodiment of the present disclosure, sales activities related to housing can be supported. The reason for this is that the selection unit 32 selects products for extracting customer candidates (customer list) from at least one of product information on new construction, renovation, and aftercare services, and the analysis unit 33 stores integrated information. This is because the customer who is related to the product is analyzed based on the information necessary for extracting the customer candidate acquired from the unit 31, and the output unit 34 outputs the customer candidate based on the analysis result.
[0073]
(information processing device)
In each embodiment of the present disclosure described above, part or all of each component in the housing sales support device shown in FIGS. It is also possible to implement using The information processing apparatus 500 includes, as an example, the following configuration.
[0074]
· CPU (Central Processing Unit) 501
· ROM (Read Only Memory) 502
· RAM (Random Access Memory) 503
· Storage device 505 for storing program 504 and other data
· A drive device 507 that reads and writes the recording medium 506
· A communication interface 508 that connects to the communication network 509
· Input/output interface 510 for data input/output
· Bus 511 connecting each component
Each component of the housing sales support device in each embodiment of the present application is implemented by the CPU 501 acquiring and executing the program 504 that implements these functions. A program 504 that implements the function of each component of the housing sales support apparatus is stored in advance in the storage device 505 or the RAM 503, for example, and read by the CPU 501 as necessary. The program 504 may be supplied to the CPU 501 via the communication network 509 or may be stored in the recording medium 506 in advance, and the drive device 507 may read the program and supply it to the CPU 501 .
[0075]
There are various modifications to the implementation method of each device. For example, the housing sales support device may be implemented by any combination of an information processing device and a program that are separate for each component. Also, a plurality of components included in the housing sales support device may be realized by any combination of one information processing device 500 and a program.
[0076]
In addition, part or all of each component of the housing business support device is realized by other general-purpose or dedicated circuits, processors, etc., or combinations thereof. These may be composed of a single chip, or may be composed of multiple chips connected via a bus.
[0077]
A part or all of each component of the housing business support device may be realized by a combination of the above-described circuits and the like and programs.
[0078]
When part or all of each component of the housing sales support device is realized by a plurality of information processing devices, circuits, etc., the plurality of information processing devices, circuits, etc. may be centrally arranged or distributed. may be For example, the information processing device, circuits, and the like may be implemented as a client-and-server system, a cloud computing system, or the like, each of which is connected via a communication network.
[0079]
Although the present invention has been described with reference to the present embodiment, the present invention is not limited to the above embodiment. Various changes that can be understood by those skilled in the art can be made to the configuration and details of the present invention within the scope of the present invention.
[0080]
This application claims priority based on Japanese Patent Application No. 2020-053502 filed on March 25, 2020, and the entire disclosure thereof is incorporated herein.
Code explanation
[0081]
1 Automatic response robot
2 Integrated information storage unit
3 Prediction model storage unit
4 terminal
10 Housing business support device
11 automatic response control unit
12 Data management department
13 selection part
14 Acquisition unit
15 processing department
16 Analysis Department
17 Output section
21 Customer information storage unit
22 Merchandise information storage unit
23 Residence information storage unit
24 contact information storage unit
25 Sales information storage unit
30 Housing sales support device
31 integrated information storage unit
32 selection part
33 Analysis department
34 Output section
100 Housing sales support system
500 Information processing device
504 program
505 storage device
506 Recording medium
507 drive device
508 communication interface
509 communication network
510 input/output interface
511 bus.

we claims

The scope of the claims
[Claim 1]
A selection means that presents and selects products for extracting customer candidates from at least one of product information related to new construction, product information related to renovation, and product information related to aftercare services;
integrated information storage means for storing at least one of information on the customer, information on the merchandise, information on the residence of the customer, information on the salesperson who responds to the customer, and information on points of contact between the customer and the salesperson. When,
analysis means for analyzing customers who are related to the product based on the information necessary for extracting the customer candidates linked to the selected product, which is acquired from the integrated information storage means;
　As a result of the analysis, output means for outputting the customer candidate who satisfies a predetermined condition in relation to the product
and a housing business support device.
[Claim 2]
The product information consists of a high-level class, a middle-level class that is a detailed version of the high-level class, and a low-level class that is a detailed level of the medium-level class.
　The selection means selects the product from one of the upper class, the middle class, and the lower class
The housing sales support device according to claim 1.
[Claim 3]
Multiple items are selected from the item information
3. The housing sales support device according to claim 1 or 2.
[Claim 4]
The information about the customer includes customer phase information indicating that the customer is a customer candidate for at least one of the new construction, renovation, and aftercare services.
The housing sales support device according to claim 1.
[Claim 5]
　The housing sales support device according to any one of claims 1 to 4 and
A robot that is communicatively connected to the housing sales support device and interacts with customers via voice or text
and a housing business support system.
[Claim 6]
The housing sales support device includes automatic response control means for controlling the robot, and the automatic response control means
integrated information storage means for storing at least one of information on the customer, information on the merchandise, information on the residence of the customer, information on the salesperson who responds to the customer, and information on points of contact between the customer and the salesperson. acquires information from the robot, causes the robot to interact with the customer, and stores the information obtained as a result of the interaction in integrated information storage means
The housing sales support system according to claim 5.
[Claim 7]
The information on the above products includes the products handled by the sales staff and the products handled by the robot.
The housing business support system according to claim 5 or claim 6.
[Claim 8]
From at least one of product information related to new construction, product information related to remodeling, and product information related to aftercare services, present and select products to extract customer candidates,
integrated information storage means for storing at least one of information on the customer, information on the merchandise, information on the residence of the customer, information on the salesperson who responds to the customer, and information on points of contact between the customer and the salesperson. Analyzing customers related to the product based on the information necessary for extracting the customer candidates linked to the selected product obtained from
　As a result of the analysis, output the customer candidate who satisfies a predetermined condition in relation to the product
A housing sales support method comprising:
[Claim 9]
From at least one of product information related to new construction, product information related to remodeling, and product information related to aftercare services, present and select products to extract customer candidates,
integrated information storage means for storing at least one of information on the customer, information on the merchandise, information on the residence of the customer, information on the salesperson who responds to the customer, and information on points of contact between the customer and the salesperson. Analyzing customers related to the product based on the information necessary for extracting the customer candidates linked to the selected product obtained from
　As a result of the analysis, output the customer candidate who satisfies a predetermined condition in relation to the product
A recording medium that stores a program that makes a computer implement something.