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1. 发明授权

US07979305B2 Method of assisting a sales representative in selling 有权
公开(公告)号：US07979305B2
公开(公告)日：2011-07-12
申请号：US11790928
申请日：2007-04-30
申请人： Keith T. Thompson , Christopher P. Hamoen , Christopher S. Fales , Darka O. Migus
发明人： Keith T. Thompson , Christopher P. Hamoen , Christopher S. Fales , Darka O. Migus
IPC分类号： G06F17/30
CPC分类号： G06Q10/10 , G06Q10/063 , G06Q10/0637 , G06Q30/00 , G06Q30/0201 , G06Q30/0202
摘要： A computer implemented method of providing feedback to a sales representative for a sales opportunity to a customer, comprising: determining, in dependence on information received from the sales representative, a probability that the sales opportunity will result in a sale by the sales representative; determining, in dependence on information received from the sales representative, a location on a sales cycle time line for the sales opportunity; assigning a priority to the sales opportunity in dependence on the location on the sales cycle time line and the probability that the sales opportunity will result in a sale; and rendering on a display a visual representation of the probability and the priority.

2. 发明授权

US07216087B2 Method of assisting a sales representative in selling 有权
标题翻译：协助销售代表出售的方法
公开(公告)号：US07216087B2
公开(公告)日：2007-05-08
申请号：US09983180
申请日：2001-10-23
申请人： Keith T. Thompson , Christopher P. Hamoen , Christopher S. Fales , Darka O. Migus
发明人： Keith T. Thompson , Christopher P. Hamoen , Christopher S. Fales , Darka O. Migus
IPC分类号： G06F17/30
CPC分类号： G06Q10/10 , G06Q10/063 , G06Q10/0637 , G06Q30/00 , G06Q30/0201 , G06Q30/0202
摘要： A method and system of assisting a sales representative to manage a sales opportunity. The method includes the steps of establishing an actual sales cycle for an actual sales opportunity, establishing a degree of focus curve for each of the sales skills of probing, proving, and closing as a function of time within the actual sales cycle, and dividing the sales cycle into probe, prove, and close phases in which the probing, proving and closing degree of focus curves are respectively greater than the other degree of focus curves; comparing actual data relating to the actual sales opportunity with model data relating to a model sales opportunity and determining the nature and extent of any gap between the actual data and the model data; and providing a response to the sales representative to assist the sales representative in modifying activities and strategies for closing any gap or for winning the sale. The response is based, at least in part, on the phase of the sales cycle. The method also includes a means of determining the “probability” that a sale will be won based on the sales representative's assessment on two issues that affect probability. The system calculates a unique value based on this information. A “priority” associated with a sales opportunity is calculated based on the combination of probability and the point of time in the sales cycle.
摘要翻译：一种协助销售代表管理销售机会的方法和系统。该方法包括以下步骤：建立实际销售机会的实际销售周期，为在实际销售周期内作为时间的函数的每个探测，验证和关闭的销售技能建立焦点曲线的程度，销售周期成为探测，证明和关闭阶段，其中焦点曲线的探测，证明和闭合程度分别大于其他焦点曲线; 将与实际销售机会相关的实际数据与模型销售机会相关的模型数据进行比较，并确定实际数据与模型数据之间的任何差距的性质和范围; 并向销售代表提供答复，协助销售代表修改关闭任何差距或获胜销售的活动和策略。响应至少部分地基于销售周期的阶段。该方法还包括根据销售代表对影响概率的两个问题的评估来确定销售将获得的“概率”的方法。系统根据该信息计算一个唯一的值。基于销售周期中概率与时间点的组合计算与销售机会相关联的“优先级”。

3. 发明申请

US20130024224A1 METHOD OF ASSISTING A SALES REPRESENTATIVE IN SELLING 有权
标题翻译：协助销售代表的方法
公开(公告)号：US20130024224A1
公开(公告)日：2013-01-24
申请号：US13622081
申请日：2012-09-18
申请人： Keith T. THOMPSON , Christopher P. Hamoen , Christopher S. FALES , Darka 0. MIGUS
发明人： Keith T. THOMPSON , Christopher P. Hamoen , Christopher S. FALES , Darka 0. MIGUS
IPC分类号： G06Q30/00
CPC分类号： G06Q10/10 , G06Q10/063 , G06Q10/0637 , G06Q30/00 , G06Q30/0201 , G06Q30/0202
摘要： A computer implemented method of providing feedback to a sales representative for a sales opportunity to a customer, comprising: determining, in dependence on information received from the sales representative, a probability that the sales opportunity will result in a sale by the sales representative; determining, in dependence on information received from the sales representative, a location on a sales cycle time line for the sales opportunity; assigning a priority to the sales opportunity in dependence on the location on the sales cycle time line and the probability that the sales opportunity will result in a sale; and rendering on a display a visual representation of the probability and the priority.
摘要翻译：一种向销售代表提供反馈给客户销售机会的计算机实现方法，包括：根据从销售代表接收到的信息，确定销售机会将导致销售代表进行销售的概率; 根据从销售代表收到的信息确定销售机会的销售周期时间线上的位置; 根据销售周期时间线上的位置以及销售机会导致销售的可能性，将优先级分配给销售机会; 并且在显示器上呈现概率和优先级的视觉表示。

4. 发明授权

US08271317B2 Method of assisting a sales representative in selling 失效
标题翻译：协助销售代表出售的方法
公开(公告)号：US08271317B2
公开(公告)日：2012-09-18
申请号：US13067952
申请日：2011-07-11
申请人： Keith T. Thompson , Christopher P. Hamoen , Christopher S. Fales , Darka O. Migus
发明人： Keith T. Thompson , Christopher P. Hamoen , Christopher S. Fales , Darka O. Migus
IPC分类号： G06Q10/00
CPC分类号： G06Q10/10 , G06Q10/063 , G06Q10/0637 , G06Q30/00 , G06Q30/0201 , G06Q30/0202
摘要： A computer implemented method of providing feedback to a sales representative for a sales opportunity to a customer, comprising: determining, in dependence on information received from the sales representative, a probability that the sales opportunity will result in a sale by the sales representative; determining, in dependence on information received from the sales representative, a location on a sales cycle time line for the sales opportunity; assigning a priority to the sales opportunity in dependence on the location on the sales cycle time line and the probability that the sales opportunity will result in a sale; and rendering on a display a visual representation of the probability and the priority.
摘要翻译：一种向销售代表提供反馈给客户销售机会的计算机实现方法，包括：根据从销售代表接收到的信息，确定销售机会将导致销售代表进行销售的概率; 根据从销售代表收到的信息确定销售机会的销售周期时间线上的位置; 根据销售周期时间线上的位置以及销售机会导致销售的可能性，将优先级分配给销售机会; 并且在显示器上呈现概率和优先级的视觉表示。

5. 发明申请

US20110270638A1 Method of assisting a sales representative in selling 失效
标题翻译：协助销售代表出售的方法
公开(公告)号：US20110270638A1
公开(公告)日：2011-11-03
申请号：US13067952
申请日：2011-07-11
申请人： Keith T. Thompson , Christopher P. Hamoen , Christopher S. Fales , Darka O. Migus
发明人： Keith T. Thompson , Christopher P. Hamoen , Christopher S. Fales , Darka O. Migus
IPC分类号： G06Q10/00
CPC分类号： G06Q10/10 , G06Q10/063 , G06Q10/0637 , G06Q30/00 , G06Q30/0201 , G06Q30/0202
摘要： A computer implemented method of providing feedback to a sales representative for a sales opportunity to a customer, comprising: determining, in dependence on information received from the sales representative, a probability that the sales opportunity will result in a sale by the sales representative; determining, in dependence on information received from the sales representative, a location on a sales cycle time line for the sales opportunity; assigning a priority to the sales opportunity in dependence on the location on the sales cycle time line and the probability that the sales opportunity will result in a sale; and rendering on a display a visual representation of the probability and the priority.
摘要翻译：一种向销售代表提供反馈给客户销售机会的计算机实现方法，包括：根据从销售代表接收到的信息，确定销售机会将导致销售代表进行销售的概率; 根据从销售代表收到的信息确定销售机会的销售周期时间线上的位置; 根据销售周期时间线上的位置以及销售机会导致销售的可能性，将优先级分配给销售机会; 并且在显示器上呈现概率和优先级的视觉表示。

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