Sales activity support apparatus and sales activity support method

A sales activity support method implemented by an information processing apparatus, comprising:

• holding, in a storage device, pieces of information on a sales target organization and a sales activity for the organization;
• and
• executing
• processing to calculate a predicted value of a KPI about the organization by applying information to a predetermined KPI prediction model obtained through learning based on part of the pieces of information, the information applied to the predetermined KPI prediction model being information in the pieces of information other than the part of the pieces of information,
• processing to calculate a weight corresponding to a degree by which the predicted value exceeds a track record value related to the sales activity for the organization,
• processing to generate a determination model for determining a policy value indicating direction of a sales activity related to the organization, the determination model being generated through learning based on the information on the organization as an explanatory variable, the KPI related to the sales activity for the organization, and the weight,
• processing to determine the policy value by applying the information on the organization to the determination model,
• processing to determine an unweighted policy value by applying the information on the organization to a determination model which is the determination model learned with no weight applied, and
• processing to output the policy value and the unweighted policy value obtained about the organization.