{ "meta": { "survey_id": "s004-btob-sales", "slug": "btob-sales-2026-09", "title": "BtoB営業で実際に成果につながったやり方（2026年9〜10月）", "kind": "single", "series_id": null, "series_title": null, "scope_note": "インターネットの公募に応じた方のうち、法人向けの営業（BtoB営業）の経験があると答えた方", "conductor": "AInformation編集部", "funder": "AInformation（藤井俊太）", "sponsor": null, "field_start": "2026-09-26", "field_end": "2026-10-07", "timezone": "Asia/Tokyo", "platform": "インターネット調査（ウェブアンケート）", "recruit_method": "インターネット上で回答者を公募（先着・1人1回・過去の回答実績が良好な方に限定）", "collection": { "window": "9月26日15時31分から10月7日21時43分までに35件", "peak": "いちばん多いのは9月26日の8件（35件のうち28件は最初の4日間）", "note": "受付は10月10日に締め切りました。最後の回答は10月7日です" }, "exclusion": { "label": "生成AIで書いた可能性がある回答", "note": "記入の言い回しと組み立てがほかの回答者とそろっていて、生成AIで書いた可能性がある回答を外しました。この基準は回収のあとに足したものです。" }, "article_url": "https://ainformation.jp/article/14868", "related": [ { "label": "BtoB営業AI", "url": "https://ainformation.jp/ai-eigyo", "note": "この調査の回答者が書いた現物を条件から探す" } ], "screening": "法人向けの営業（BtoB営業）の経験がある方", "short_screening": "法人営業の経験がある方", "participation": "任意。答えないことによる不利益はありません", "target_n": 100, "collected_n": 35, "excluded_n": 6, "held_n": 0, "valid_n": 29, "weighting": "なし（非加重）", "questionnaire_version": 1, "quality_rules_version": 1, "headline_questions": [ "q16_source", "q38_won_key", "q34_lost_reason" ], "version": "v1", "generated_at": "2026-10-11T07:29:59+09:00", "publisher": "AInformation", "source_url": "https://ainformation.jp/research/btob-sales-2026-09", "method_url": "https://ainformation.jp/research/btob-sales-2026-09#method", "data_url": "https://ainformation.jp/data/research/btob-sales-2026-09/v1.json", "latest_url": "https://ainformation.jp/data/research/btob-sales-2026-09/latest.json", "license": "CC BY 4.0", "license_url": "https://creativecommons.org/licenses/by/4.0/", "usage_info": "https://ainformation.jp/company#license", "attribution": "出典：AInformation「BtoB営業で実際に成果につながったやり方（2026年9〜10月）」（https://ainformation.jp/research/btob-sales-2026-09）2026年10月7日時点", "corrections": [] }, "definitions": {}, "questions": [ { "question_id": "q01_experience", "no": 1, "text": "法人を相手にする営業（BtoB営業）の経験はありますか", "type": "single", "metric_id": "s004-btob-sales/q01_experience/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "いまBtoB営業をしている", "count": 16, "share": 0.5517241379310345, "share_display": 55.2, "metric_id": "s004-btob-sales/q01_experience/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "過去にしていた（いまはしていない）", "count": 12, "share": 0.41379310344827586, "share_display": 41.4, "metric_id": "s004-btob-sales/q01_experience/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "営業の一部として法人も担当している", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q01_experience/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "BtoB営業の経験はない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q01_experience/overall/o4", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "この調査は法人向けの営業の経験がある方にうかがっています。経験のない方は対象外です。", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 29, "share": 1.0, "share_display": 100.0, "metric_id": "s004-btob-sales/q01_experience/overall/main_total", "excluded_option_ids": [ "o4" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q02_years", "no": 2, "text": "BtoB営業の経験年数", "type": "single", "metric_id": "s004-btob-sales/q02_years/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": true, "picks": 29, "options": [ { "option_id": "o1", "label": "1年未満", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q02_years/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "1〜3年", "count": 11, "share": 0.3793103448275862, "share_display": 37.9, "metric_id": "s004-btob-sales/q02_years/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "4〜9年", "count": 8, "share": 0.27586206896551724, "share_display": 27.6, "metric_id": "s004-btob-sales/q02_years/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "10〜19年", "count": 5, "share": 0.1724137931034483, "share_display": 17.2, "metric_id": "s004-btob-sales/q02_years/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "20年以上", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q02_years/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "経験がないので当てはまらない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q02_years/overall/o6", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 29, "share": 1.0, "share_display": 100.0, "metric_id": "s004-btob-sales/q02_years/overall/main_total", "excluded_option_ids": [ "o6" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q03_style", "no": 3, "text": "あなたの営業はどちらに近いですか", "type": "single", "metric_id": "s004-btob-sales/q03_style/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": true, "picks": 29, "options": [ { "option_id": "o1", "label": "新規のお客様を開拓するのが中心", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q03_style/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "既にお取引のあるお客様が中心", "count": 13, "share": 0.4482758620689655, "share_display": 44.8, "metric_id": "s004-btob-sales/q03_style/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "半々くらい", "count": 8, "share": 0.27586206896551724, "share_display": 27.6, "metric_id": "s004-btob-sales/q03_style/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "問い合わせに答えるのが中心（反響営業）", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q03_style/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "当てはまらない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q03_style/overall/o5", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 29, "share": 1.0, "share_display": 100.0, "metric_id": "s004-btob-sales/q03_style/overall/main_total", "excluded_option_ids": [ "o5" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q04_industry", "no": 4, "text": "お勤め先（または当時の勤め先）の業種", "type": "single", "metric_id": "s004-btob-sales/q04_industry/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": true, "picks": 29, "options": [ { "option_id": "o1", "label": "IT・ソフトウェア", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q04_industry/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "製造", "count": 5, "share": 0.1724137931034483, "share_display": 17.2, "metric_id": "s004-btob-sales/q04_industry/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "建設・不動産", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q04_industry/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "卸売・商社", "count": 5, "share": 0.1724137931034483, "share_display": 17.2, "metric_id": "s004-btob-sales/q04_industry/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "広告・マーケティング", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q04_industry/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "人材・派遣", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q04_industry/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "金融・保険", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q04_industry/overall/o7", "is_none": false, "is_dk": false }, { "option_id": "o8", "label": "医療・福祉", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q04_industry/overall/o8", "is_none": false, "is_dk": false }, { "option_id": "o9", "label": "運輸・物流", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q04_industry/overall/o9", "is_none": false, "is_dk": false }, { "option_id": "o10", "label": "その他のサービス", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q04_industry/overall/o10", "is_none": false, "is_dk": false }, { "option_id": "o11", "label": "当てはまらない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q04_industry/overall/o11", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true, "display_sum": 99.7 }, "flags": [ "rounding_not_100" ], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 29, "share": 1.0, "share_display": 100.0, "metric_id": "s004-btob-sales/q04_industry/overall/main_total", "excluded_option_ids": [ "o11" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q05_product", "no": 5, "text": "扱っている（いた）商材の種類", "type": "single", "metric_id": "s004-btob-sales/q05_product/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": true, "picks": 29, "options": [ { "option_id": "o1", "label": "月額で使うソフト・システム（SaaS）", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q05_product/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "買い切りのソフト・機械・設備", "count": 8, "share": 0.27586206896551724, "share_display": 27.6, "metric_id": "s004-btob-sales/q05_product/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "材料・部品・消耗品", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q05_product/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "人材の紹介・派遣", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q05_product/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "広告・集客の支援", "count": 5, "share": 0.1724137931034483, "share_display": 17.2, "metric_id": "s004-btob-sales/q05_product/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "コンサルティング・研修", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q05_product/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "工事・施工", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q05_product/overall/o7", "is_none": false, "is_dk": false }, { "option_id": "o8", "label": "その他", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q05_product/overall/o8", "is_none": false, "is_dk": false }, { "option_id": "o9", "label": "当てはまらない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q05_product/overall/o9", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 29, "share": 1.0, "share_display": 100.0, "metric_id": "s004-btob-sales/q05_product/overall/main_total", "excluded_option_ids": [ "o9" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q06_price", "no": 6, "text": "1件あたりの契約金額でいちばん多い価格帯", "type": "single", "metric_id": "s004-btob-sales/q06_price/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": true, "picks": 29, "options": [ { "option_id": "o1", "label": "10万円未満", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q06_price/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "10万〜50万円未満", "count": 8, "share": 0.27586206896551724, "share_display": 27.6, "metric_id": "s004-btob-sales/q06_price/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "50万〜100万円未満", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q06_price/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "100万〜500万円未満", "count": 9, "share": 0.3103448275862069, "share_display": 31.0, "metric_id": "s004-btob-sales/q06_price/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "500万〜1,000万円未満", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q06_price/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "1,000万〜5,000万円未満", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q06_price/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "5,000万円以上", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q06_price/overall/o7", "is_none": false, "is_dk": false }, { "option_id": "o8", "label": "当てはまらない", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q06_price/overall/o8", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "月額のものは年額に直してお答えください。", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 28, "share": 0.9655172413793104, "share_display": 96.6, "metric_id": "s004-btob-sales/q06_price/overall/main_total", "excluded_option_ids": [ "o8" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q07_cycle", "no": 7, "text": "初めて接触してから契約になるまで、いちばん多い期間", "type": "single", "metric_id": "s004-btob-sales/q07_cycle/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": true, "picks": 29, "options": [ { "option_id": "o1", "label": "1週間以内", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q07_cycle/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "1か月以内", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q07_cycle/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "1〜3か月", "count": 13, "share": 0.4482758620689655, "share_display": 44.8, "metric_id": "s004-btob-sales/q07_cycle/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "3〜6か月", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q07_cycle/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "半年〜1年", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q07_cycle/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "1年以上", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q07_cycle/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "当てはまらない", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q07_cycle/overall/o7", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 28, "share": 0.9655172413793104, "share_display": 96.6, "metric_id": "s004-btob-sales/q07_cycle/overall/main_total", "excluded_option_ids": [ "o7" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q08_counterpart", "no": 8, "text": "商談で主に会う相手の立場", "type": "single", "metric_id": "s004-btob-sales/q08_counterpart/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": true, "picks": 29, "options": [ { "option_id": "o1", "label": "現場の担当者", "count": 9, "share": 0.3103448275862069, "share_display": 31.0, "metric_id": "s004-btob-sales/q08_counterpart/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "主任・係長", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q08_counterpart/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "課長", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q08_counterpart/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "部長", "count": 5, "share": 0.1724137931034483, "share_display": 17.2, "metric_id": "s004-btob-sales/q08_counterpart/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "役員", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q08_counterpart/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "社長", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q08_counterpart/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "当てはまらない", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q08_counterpart/overall/o7", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 27, "share": 0.9310344827586207, "share_display": 93.1, "metric_id": "s004-btob-sales/q08_counterpart/overall/main_total", "excluded_option_ids": [ "o7" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q09_client_size", "no": 9, "text": "お客様の会社の規模でいちばん多いもの", "type": "single", "metric_id": "s004-btob-sales/q09_client_size/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": true, "picks": 29, "options": [ { "option_id": "o1", "label": "29人以下", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q09_client_size/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "30〜99人", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q09_client_size/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "100〜299人", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q09_client_size/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "300〜999人", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q09_client_size/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "1,000人以上", "count": 13, "share": 0.4482758620689655, "share_display": 44.8, "metric_id": "s004-btob-sales/q09_client_size/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "当てはまらない", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q09_client_size/overall/o6", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 28, "share": 0.9655172413793104, "share_display": 96.6, "metric_id": "s004-btob-sales/q09_client_size/overall/main_total", "excluded_option_ids": [ "o6" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q10_own_size", "no": 10, "text": "あなたのお勤め先の従業員数", "type": "single", "metric_id": "s004-btob-sales/q10_own_size/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": true, "picks": 29, "options": [ { "option_id": "o1", "label": "29人以下", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q10_own_size/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "30〜99人", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q10_own_size/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "100〜299人", "count": 7, "share": 0.2413793103448276, "share_display": 24.1, "metric_id": "s004-btob-sales/q10_own_size/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "300〜999人", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q10_own_size/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "1,000人以上", "count": 10, "share": 0.3448275862068966, "share_display": 34.5, "metric_id": "s004-btob-sales/q10_own_size/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "当てはまらない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q10_own_size/overall/o6", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 29, "share": 1.0, "share_display": 100.0, "metric_id": "s004-btob-sales/q10_own_size/overall/main_total", "excluded_option_ids": [ "o6" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q11_position", "no": 11, "text": "あなたの役職", "type": "single", "metric_id": "s004-btob-sales/q11_position/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": true, "picks": 29, "options": [ { "option_id": "o1", "label": "一般社員", "count": 18, "share": 0.6206896551724138, "share_display": 62.1, "metric_id": "s004-btob-sales/q11_position/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "主任・係長", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q11_position/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "課長", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q11_position/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "部長以上", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q11_position/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "役員・経営者", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q11_position/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "当てはまらない", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q11_position/overall/o6", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 28, "share": 0.9655172413793104, "share_display": 96.6, "metric_id": "s004-btob-sales/q11_position/overall/main_total", "excluded_option_ids": [ "o6" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q12_achieve", "no": 12, "text": "直近1年の目標（ノルマ）の達成ぐあい", "type": "single", "metric_id": "s004-btob-sales/q12_achieve/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": true, "picks": 29, "options": [ { "option_id": "o1", "label": "達成したことはほぼない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q12_achieve/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "半分くらいの月で達成", "count": 10, "share": 0.3448275862068966, "share_display": 34.5, "metric_id": "s004-btob-sales/q12_achieve/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "ほぼ毎月達成", "count": 9, "share": 0.3103448275862069, "share_display": 31.0, "metric_id": "s004-btob-sales/q12_achieve/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "毎月達成して、社内でも上位", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q12_achieve/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "目標が決まっていない", "count": 5, "share": 0.1724137931034483, "share_display": 17.2, "metric_id": "s004-btob-sales/q12_achieve/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "分からない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q12_achieve/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "当てはまらない", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q12_achieve/overall/o7", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 28, "share": 0.9655172413793104, "share_display": 96.6, "metric_id": "s004-btob-sales/q12_achieve/overall/main_total", "excluded_option_ids": [ "o7" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q13_meetings", "no": 13, "text": "1か月あたりの商談の件数（いちばん多いとき）", "type": "single", "metric_id": "s004-btob-sales/q13_meetings/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "5件未満", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q13_meetings/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "5〜9件", "count": 11, "share": 0.3793103448275862, "share_display": 37.9, "metric_id": "s004-btob-sales/q13_meetings/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "10〜19件", "count": 9, "share": 0.3103448275862069, "share_display": 31.0, "metric_id": "s004-btob-sales/q13_meetings/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "20〜29件", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q13_meetings/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "30〜49件", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q13_meetings/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "50件以上", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q13_meetings/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "当てはまらない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q13_meetings/overall/o7", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 29, "share": 1.0, "share_display": 100.0, "metric_id": "s004-btob-sales/q13_meetings/overall/main_total", "excluded_option_ids": [ "o7" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q14_winrate", "no": 14, "text": "商談のうち契約になる割合（受注率）", "type": "single", "metric_id": "s004-btob-sales/q14_winrate/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "1割未満", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q14_winrate/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "1〜2割", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q14_winrate/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "3〜4割", "count": 9, "share": 0.3103448275862069, "share_display": 31.0, "metric_id": "s004-btob-sales/q14_winrate/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "5〜6割", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q14_winrate/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "7割以上", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q14_winrate/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "数えていない", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q14_winrate/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "当てはまらない", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q14_winrate/overall/o7", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 27, "share": 0.9310344827586207, "share_display": 93.1, "metric_id": "s004-btob-sales/q14_winrate/overall/main_total", "excluded_option_ids": [ "o7" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q15_rank", "no": 15, "text": "同じ部署の営業の中で、あなたの成績の位置", "type": "single", "metric_id": "s004-btob-sales/q15_rank/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "上位1〜2番手", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q15_rank/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "上位のほう", "count": 9, "share": 0.3103448275862069, "share_display": 31.0, "metric_id": "s004-btob-sales/q15_rank/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "真ん中くらい", "count": 11, "share": 0.3793103448275862, "share_display": 37.9, "metric_id": "s004-btob-sales/q15_rank/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "下のほう", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q15_rank/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "分からない", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q15_rank/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "当てはまらない", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q15_rank/overall/o6", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true, "display_sum": 99.8 }, "flags": [ "rounding_not_100" ], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 27, "share": 0.9310344827586207, "share_display": 93.1, "metric_id": "s004-btob-sales/q15_rank/overall/main_total", "excluded_option_ids": [ "o6" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q16_source", "no": 16, "text": "いちばん受注につながっている見込み客の集め方", "type": "single", "metric_id": "s004-btob-sales/q16_source/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "電話（テレアポ）", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q16_source/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "メール・問い合わせフォームへの送信", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q16_source/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "飛び込み訪問", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q16_source/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "既存のお客様からの紹介", "count": 12, "share": 0.41379310344827586, "share_display": 41.4, "metric_id": "s004-btob-sales/q16_source/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "展示会・セミナー", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q16_source/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "会社への問い合わせ（広告・サイト経由）", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q16_source/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "交流会・人のつながり", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q16_source/overall/o7", "is_none": false, "is_dk": false }, { "option_id": "o8", "label": "SNS・LinkedInなど", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q16_source/overall/o8", "is_none": false, "is_dk": false }, { "option_id": "o9", "label": "代理店・パートナー経由", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q16_source/overall/o9", "is_none": false, "is_dk": false }, { "option_id": "o10", "label": "当てはまらない", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q16_source/overall/o10", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true, "display_sum": 99.7 }, "flags": [ "rounding_not_100" ], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 28, "share": 0.9655172413793104, "share_display": 96.6, "metric_id": "s004-btob-sales/q16_source/overall/main_total", "excluded_option_ids": [ "o10" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q17_telapo_rate", "no": 17, "text": "電話をかけたとき、アポイントが取れる割合", "type": "single", "metric_id": "s004-btob-sales/q17_telapo_rate/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "1%未満", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q17_telapo_rate/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "1〜3%", "count": 5, "share": 0.1724137931034483, "share_display": 17.2, "metric_id": "s004-btob-sales/q17_telapo_rate/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "4〜9%", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q17_telapo_rate/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "10〜19%", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q17_telapo_rate/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "20%以上", "count": 8, "share": 0.27586206896551724, "share_display": 27.6, "metric_id": "s004-btob-sales/q17_telapo_rate/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "電話はしていない", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q17_telapo_rate/overall/o6", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 25, "share": 0.8620689655172413, "share_display": 86.2, "metric_id": "s004-btob-sales/q17_telapo_rate/overall/main_total", "excluded_option_ids": [ "o6" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q18_mail_rate", "no": 18, "text": "メールや問い合わせフォームを送ったとき、返信が来る割合", "type": "single", "metric_id": "s004-btob-sales/q18_mail_rate/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "1%未満", "count": 5, "share": 0.1724137931034483, "share_display": 17.2, "metric_id": "s004-btob-sales/q18_mail_rate/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "1〜3%", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q18_mail_rate/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "4〜9%", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q18_mail_rate/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "10〜19%", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q18_mail_rate/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "20%以上", "count": 5, "share": 0.1724137931034483, "share_display": 17.2, "metric_id": "s004-btob-sales/q18_mail_rate/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "送っていない", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q18_mail_rate/overall/o6", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 23, "share": 0.7931034482758621, "share_display": 79.3, "metric_id": "s004-btob-sales/q18_mail_rate/overall/main_total", "excluded_option_ids": [ "o6" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q19_nogood", "no": 19, "text": "やってみたが受注につながらなかった集め方", "type": "multi", "metric_id": "s004-btob-sales/q19_nogood/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 41, "options": [ { "option_id": "o1", "label": "電話（テレアポ）", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q19_nogood/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "メール・問い合わせフォームへの送信", "count": 12, "share": 0.41379310344827586, "share_display": 41.4, "metric_id": "s004-btob-sales/q19_nogood/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "飛び込み訪問", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q19_nogood/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "展示会・セミナー", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q19_nogood/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "SNS・LinkedInなど", "count": 7, "share": 0.2413793103448276, "share_display": 24.1, "metric_id": "s004-btob-sales/q19_nogood/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "交流会", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q19_nogood/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "広告", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q19_nogood/overall/o7", "is_none": false, "is_dk": false }, { "option_id": "o8", "label": "郵送のDM", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q19_nogood/overall/o8", "is_none": false, "is_dk": false }, { "option_id": "o9", "label": "代理店・パートナー経由", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q19_nogood/overall/o9", "is_none": false, "is_dk": false }, { "option_id": "o10", "label": "当てはまるものはない", "count": 5, "share": 0.1724137931034483, "share_display": 17.2, "metric_id": "s004-btob-sales/q19_nogood/overall/o10", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": null, "none_with_other": 0 }, "flags": [ "multi_over_100" ], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "multi_pick_avg": 1.4137931034482758 }, { "question_id": "q20_first_channel", "no": 20, "text": "新しいお客様といちばん多く最初に接触する手段", "type": "single", "metric_id": "s004-btob-sales/q20_first_channel/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "電話", "count": 8, "share": 0.27586206896551724, "share_display": 27.6, "metric_id": "s004-btob-sales/q20_first_channel/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "メール", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q20_first_channel/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "問い合わせフォーム", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q20_first_channel/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "訪問", "count": 12, "share": 0.41379310344827586, "share_display": 41.4, "metric_id": "s004-btob-sales/q20_first_channel/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "紹介してもらって会う", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q20_first_channel/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "展示会やセミナーの場", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q20_first_channel/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "SNSのメッセージ", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q20_first_channel/overall/o7", "is_none": false, "is_dk": false }, { "option_id": "o8", "label": "当てはまらない", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q20_first_channel/overall/o8", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true, "display_sum": 99.8 }, "flags": [ "rounding_not_100" ], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 28, "share": 0.9655172413793104, "share_display": 96.6, "metric_id": "s004-btob-sales/q20_first_channel/overall/main_total", "excluded_option_ids": [ "o8" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q21_first_goal", "no": 21, "text": "最初の接触で、いちばん目指していること", "type": "single", "metric_id": "s004-btob-sales/q21_first_goal/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "とにかく会う約束を取る", "count": 9, "share": 0.3103448275862069, "share_display": 31.0, "metric_id": "s004-btob-sales/q21_first_goal/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "相手の困りごとを1つ聞き出す", "count": 10, "share": 0.3448275862068966, "share_display": 34.5, "metric_id": "s004-btob-sales/q21_first_goal/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "決裁者につないでもらう", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q21_first_goal/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "資料を見てもらう", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q21_first_goal/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "名前と顔を覚えてもらう", "count": 5, "share": 0.1724137931034483, "share_display": 17.2, "metric_id": "s004-btob-sales/q21_first_goal/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "その場で条件を伝えて判断してもらう", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q21_first_goal/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "当てはまらない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q21_first_goal/overall/o7", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 29, "share": 1.0, "share_display": 100.0, "metric_id": "s004-btob-sales/q21_first_goal/overall/main_total", "excluded_option_ids": [ "o7" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q22_first_mail", "no": 22, "text": "初めてのお客様へ実際に送っているメールや問い合わせフォームの文面を、そのまま書いてください", "type": "text", "metric_id": "s004-btob-sales/q22_first_mail/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 13, "na_n": 16, "attribute": false, "options": [], "checks": {}, "flags": [ "free_text_not_published_raw" ], "note": "会社名・お客様の名前・ご自身の名前は伏せてください（◯◯社のように置き換えてください）。返信が来た文面ほど役に立ちます。（自由記述。原文は公開していません）", "free_text": true }, { "question_id": "q23_first_call", "no": 23, "text": "電話をかけたとき、最初の15秒で実際に言っている言葉をそのまま書いてください", "type": "text", "metric_id": "s004-btob-sales/q23_first_call/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 17, "na_n": 12, "attribute": false, "options": [], "checks": {}, "flags": [ "free_text_not_published_raw" ], "note": "会社名は伏せてください。実際に口に出している言い方のままで結構です。（自由記述。原文は公開していません）", "free_text": true }, { "question_id": "q24_first_avoid", "no": 24, "text": "最初の接触で、やらないと決めていること", "type": "multi", "metric_id": "s004-btob-sales/q24_first_avoid/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 59, "options": [ { "option_id": "o1", "label": "商品の説明をする", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q24_first_avoid/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "価格の話をする", "count": 8, "share": 0.27586206896551724, "share_display": 27.6, "metric_id": "s004-btob-sales/q24_first_avoid/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "資料を送りつける", "count": 9, "share": 0.3103448275862069, "share_display": 31.0, "metric_id": "s004-btob-sales/q24_first_avoid/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "その場で契約を迫る", "count": 12, "share": 0.41379310344827586, "share_display": 41.4, "metric_id": "s004-btob-sales/q24_first_avoid/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "相手の会社を調べずに話す", "count": 12, "share": 0.41379310344827586, "share_display": 41.4, "metric_id": "s004-btob-sales/q24_first_avoid/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "長く話す", "count": 10, "share": 0.3448275862068966, "share_display": 34.5, "metric_id": "s004-btob-sales/q24_first_avoid/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "決裁者以外と深く話す", "count": 5, "share": 0.1724137931034483, "share_display": 17.2, "metric_id": "s004-btob-sales/q24_first_avoid/overall/o7", "is_none": false, "is_dk": false }, { "option_id": "o8", "label": "当てはまるものはない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q24_first_avoid/overall/o8", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": null, "none_with_other": 0 }, "flags": [ "multi_over_100" ], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "multi_pick_avg": 2.0344827586206895 }, { "question_id": "q25_meeting_time", "no": 25, "text": "初回の商談で、いちばん時間を使っていること", "type": "single", "metric_id": "s004-btob-sales/q25_meeting_time/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "相手の困りごとを聞く", "count": 13, "share": 0.4482758620689655, "share_display": 44.8, "metric_id": "s004-btob-sales/q25_meeting_time/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "自社と商品の説明", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q25_meeting_time/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "事例の紹介", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q25_meeting_time/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "相手の会社の中の事情を聞く（予算・決め方・時期）", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q25_meeting_time/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "世間話・関係づくり", "count": 8, "share": 0.27586206896551724, "share_display": 27.6, "metric_id": "s004-btob-sales/q25_meeting_time/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "次に何をするかを決める", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q25_meeting_time/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "当てはまらない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q25_meeting_time/overall/o7", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 29, "share": 1.0, "share_display": 100.0, "metric_id": "s004-btob-sales/q25_meeting_time/overall/main_total", "excluded_option_ids": [ "o7" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q26_hearing", "no": 26, "text": "ヒアリングで必ず聞いている質問を、実際の言い方のまま書いてください", "type": "text", "metric_id": "s004-btob-sales/q26_hearing/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 17, "na_n": 12, "attribute": false, "options": [], "checks": {}, "flags": [ "free_text_not_published_raw" ], "note": "いくつあってもかまいません。この質問で流れが変わったというものがあれば、それも書いてください。（自由記述。原文は公開していません）", "free_text": true }, { "question_id": "q27_decision_maker", "no": 27, "text": "決裁者に会うために、いちばん効いた方法", "type": "single", "metric_id": "s004-btob-sales/q27_decision_maker/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "担当者に頼んで連れてきてもらう", "count": 5, "share": 0.1724137931034483, "share_display": 17.2, "metric_id": "s004-btob-sales/q27_decision_maker/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "最初から決裁者へ直接連絡する", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q27_decision_maker/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "決裁者が出たくなる材料（他社の事例・数字）を用意する", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q27_decision_maker/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "紹介してもらう", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q27_decision_maker/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "担当者を味方にして社内で通してもらう", "count": 9, "share": 0.3103448275862069, "share_display": 31.0, "metric_id": "s004-btob-sales/q27_decision_maker/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "決裁者向けの資料を別に作る", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q27_decision_maker/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "会わずに進める", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q27_decision_maker/overall/o7", "is_none": false, "is_dk": false }, { "option_id": "o8", "label": "当てはまらない", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q27_decision_maker/overall/o8", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 27, "share": 0.9310344827586207, "share_display": 93.1, "metric_id": "s004-btob-sales/q27_decision_maker/overall/main_total", "excluded_option_ids": [ "o8" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q28_price_timing", "no": 28, "text": "価格を伝えるタイミング", "type": "single", "metric_id": "s004-btob-sales/q28_price_timing/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "最初の接触のとき", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q28_price_timing/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "初回の商談の中で", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q28_price_timing/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "相手の要望を聞き終えてから", "count": 7, "share": 0.2413793103448276, "share_display": 24.1, "metric_id": "s004-btob-sales/q28_price_timing/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "提案書を出すとき", "count": 10, "share": 0.3448275862068966, "share_display": 34.5, "metric_id": "s004-btob-sales/q28_price_timing/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "相手から聞かれたときだけ", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q28_price_timing/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "当てはまらない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q28_price_timing/overall/o6", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 29, "share": 1.0, "share_display": 100.0, "metric_id": "s004-btob-sales/q28_price_timing/overall/main_total", "excluded_option_ids": [ "o6" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q29_competitor", "no": 29, "text": "競合が入っていると分かったときにやること", "type": "single", "metric_id": "s004-btob-sales/q29_competitor/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "競合の名前を聞き出す", "count": 10, "share": 0.3448275862068966, "share_display": 34.5, "metric_id": "s004-btob-sales/q29_competitor/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "比べる基準を自社に有利な形で決めてもらう", "count": 12, "share": 0.41379310344827586, "share_display": 41.4, "metric_id": "s004-btob-sales/q29_competitor/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "値段を下げる", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q29_competitor/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "決裁者に直接会いに行く", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q29_competitor/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "競合の弱点を伝える", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q29_competitor/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "特に何もしない", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q29_competitor/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "当てはまらない", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q29_competitor/overall/o7", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 27, "share": 0.9310344827586207, "share_display": 93.1, "metric_id": "s004-btob-sales/q29_competitor/overall/main_total", "excluded_option_ids": [ "o7" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q30_next_step", "no": 30, "text": "商談の終わり方でいちばん気をつけていること", "type": "single", "metric_id": "s004-btob-sales/q30_next_step/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "その場で次の日程を決める", "count": 12, "share": 0.41379310344827586, "share_display": 41.4, "metric_id": "s004-btob-sales/q30_next_step/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "次までに相手がやることを決める", "count": 7, "share": 0.2413793103448276, "share_display": 24.1, "metric_id": "s004-btob-sales/q30_next_step/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "決裁の流れと時期を確かめる", "count": 5, "share": 0.1724137931034483, "share_display": 17.2, "metric_id": "s004-btob-sales/q30_next_step/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "議事録を送る約束をする", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q30_next_step/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "特に決めずに終わる", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q30_next_step/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "当てはまらない", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q30_next_step/overall/o6", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true, "display_sum": 99.8 }, "flags": [ "rounding_not_100" ], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 26, "share": 0.896551724137931, "share_display": 89.7, "metric_id": "s004-btob-sales/q30_next_step/overall/main_total", "excluded_option_ids": [ "o6" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q31_objection", "no": 31, "text": "いちばん多く言われる断り文句", "type": "single", "metric_id": "s004-btob-sales/q31_objection/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "予算がない", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q31_objection/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "いまは必要ない", "count": 11, "share": 0.3793103448275862, "share_display": 37.9, "metric_id": "s004-btob-sales/q31_objection/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "他社を使っている", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q31_objection/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "社内で検討する（そのまま返事がない）", "count": 7, "share": 0.2413793103448276, "share_display": 24.1, "metric_id": "s004-btob-sales/q31_objection/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "価格が高い", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q31_objection/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "上に相談しないと決められない", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q31_objection/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "忙しい", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q31_objection/overall/o7", "is_none": false, "is_dk": false }, { "option_id": "o8", "label": "当てはまらない", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q31_objection/overall/o8", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true, "display_sum": 99.8 }, "flags": [ "rounding_not_100" ], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 27, "share": 0.9310344827586207, "share_display": 93.1, "metric_id": "s004-btob-sales/q31_objection/overall/main_total", "excluded_option_ids": [ "o8" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q32_comeback", "no": 32, "text": "その断りに対して、実際に返している言葉をそのまま書いてください", "type": "text", "metric_id": "s004-btob-sales/q32_comeback/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 16, "na_n": 13, "attribute": false, "options": [], "checks": {}, "flags": [ "free_text_not_published_raw" ], "note": "これで話が戻ったという切り返しがあれば、それを書いてください。うまくいかなかった切り返しも役に立ちます。（自由記述。原文は公開していません）", "free_text": true }, { "question_id": "q33_giveup", "no": 33, "text": "追いかけるのをやめる基準", "type": "single", "metric_id": "s004-btob-sales/q33_giveup/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "3回連絡して返事がなければやめる", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q33_giveup/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "半年から1年おいて連絡し直す", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q33_giveup/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "予算がないと分かったらやめる", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q33_giveup/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "決裁者に会えないと分かったらやめる", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q33_giveup/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "やめずに連絡し続ける", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q33_giveup/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "決めていない", "count": 10, "share": 0.3448275862068966, "share_display": 34.5, "metric_id": "s004-btob-sales/q33_giveup/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "当てはまらない", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q33_giveup/overall/o7", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 28, "share": 0.9655172413793104, "share_display": 96.6, "metric_id": "s004-btob-sales/q33_giveup/overall/main_total", "excluded_option_ids": [ "o7" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q34_lost_reason", "no": 34, "text": "失注のいちばん多い理由（あとから分かった本当の理由）", "type": "single", "metric_id": "s004-btob-sales/q34_lost_reason/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "価格で負けた", "count": 7, "share": 0.2413793103448276, "share_display": 24.1, "metric_id": "s004-btob-sales/q34_lost_reason/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "決裁者に会えていなかった", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q34_lost_reason/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "相手の困りごとを取り違えていた", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q34_lost_reason/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "競合のほうが先に入っていた", "count": 7, "share": 0.2413793103448276, "share_display": 24.1, "metric_id": "s004-btob-sales/q34_lost_reason/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "社内で予算が通らなかった", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q34_lost_reason/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "話が止まって立ち消えになった", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q34_lost_reason/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "こちらの対応が遅かった", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q34_lost_reason/overall/o7", "is_none": false, "is_dk": false }, { "option_id": "o8", "label": "理由が分からない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q34_lost_reason/overall/o8", "is_none": false, "is_dk": false }, { "option_id": "o9", "label": "当てはまらない", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q34_lost_reason/overall/o9", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 27, "share": 0.9310344827586207, "share_display": 93.1, "metric_id": "s004-btob-sales/q34_lost_reason/overall/main_total", "excluded_option_ids": [ "o9" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q35_lost_case", "no": 35, "text": "直近で落とした案件について、何があったのかを書いてください", "type": "text", "metric_id": "s004-btob-sales/q35_lost_case/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 13, "na_n": 16, "attribute": false, "options": [], "checks": {}, "flags": [ "free_text_not_published_raw" ], "note": "会社名は伏せてください。どこで負けたと思うか、いま同じ案件が来たら何を変えるかまで書いていただけると助かります。（自由記述。原文は公開していません）", "free_text": true }, { "question_id": "q36_after_lost", "no": 36, "text": "失注したあとにやっていること", "type": "single", "metric_id": "s004-btob-sales/q36_after_lost/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "断られた理由を相手に直接聞く", "count": 18, "share": 0.6206896551724138, "share_display": 62.1, "metric_id": "s004-btob-sales/q36_after_lost/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "期間をおいて連絡し直す", "count": 8, "share": 0.27586206896551724, "share_display": 27.6, "metric_id": "s004-btob-sales/q36_after_lost/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "社内で振り返りをする", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q36_after_lost/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "別の部署にあたる", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q36_after_lost/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "特に何もしない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q36_after_lost/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "当てはまらない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q36_after_lost/overall/o6", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 29, "share": 1.0, "share_display": 100.0, "metric_id": "s004-btob-sales/q36_after_lost/overall/main_total", "excluded_option_ids": [ "o6" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q37_won_case", "no": 37, "text": "直近で受注した案件について、初めて接触してから契約までの流れを書いてください", "type": "text", "metric_id": "s004-btob-sales/q37_won_case/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 12, "na_n": 17, "attribute": false, "options": [], "checks": {}, "flags": [ "free_text_not_published_raw" ], "note": "会社名は伏せてください。何回会ったか・誰に会ったか・何が決め手になったかが分かると助かります。（自由記述。原文は公開していません）", "free_text": true }, { "question_id": "q38_won_key", "no": 38, "text": "受注できた案件に共通していること", "type": "single", "metric_id": "s004-btob-sales/q38_won_key/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "決裁者に早い段階で会えた", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q38_won_key/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "相手の困りごとを正しくつかめた", "count": 11, "share": 0.3793103448275862, "share_display": 37.9, "metric_id": "s004-btob-sales/q38_won_key/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "相手より先に動いて提案した", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q38_won_key/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "返事や対応が速かった", "count": 5, "share": 0.1724137931034483, "share_display": 17.2, "metric_id": "s004-btob-sales/q38_won_key/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "担当者が社内で味方になってくれた", "count": 5, "share": 0.1724137931034483, "share_display": 17.2, "metric_id": "s004-btob-sales/q38_won_key/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "価格で折り合えた", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q38_won_key/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "時期がたまたま合った", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q38_won_key/overall/o7", "is_none": false, "is_dk": false }, { "option_id": "o8", "label": "当てはまらない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q38_won_key/overall/o8", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 29, "share": 1.0, "share_display": 100.0, "metric_id": "s004-btob-sales/q38_won_key/overall/main_total", "excluded_option_ids": [ "o8" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q39_discount", "no": 39, "text": "値引きを求められたときにやっていること", "type": "single", "metric_id": "s004-btob-sales/q39_discount/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "条件をつけて応じる（数量・期間・支払い方法）", "count": 11, "share": 0.3793103448275862, "share_display": 37.9, "metric_id": "s004-btob-sales/q39_discount/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "内容を減らして価格を下げる", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q39_discount/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "応じない", "count": 7, "share": 0.2413793103448276, "share_display": 24.1, "metric_id": "s004-btob-sales/q39_discount/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "すぐ応じる", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q39_discount/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "なぜ高いと感じるのかを先に聞く", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q39_discount/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "上司に相談してから決める", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q39_discount/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "当てはまらない", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q39_discount/overall/o7", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 28, "share": 0.9655172413793104, "share_display": 96.6, "metric_id": "s004-btob-sales/q39_discount/overall/main_total", "excluded_option_ids": [ "o7" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q40_not_price", "no": 40, "text": "価格以外で選ばれた理由でいちばん多いもの", "type": "single", "metric_id": "s004-btob-sales/q40_not_price/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "返事や対応が速い", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q40_not_price/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "担当者を信用してもらえた", "count": 12, "share": 0.41379310344827586, "share_display": 41.4, "metric_id": "s004-btob-sales/q40_not_price/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "同じ業種の事例があった", "count": 5, "share": 0.1724137931034483, "share_display": 17.2, "metric_id": "s004-btob-sales/q40_not_price/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "導入後の支援がある", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q40_not_price/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "相手の社内事情まで分かっていた", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q40_not_price/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "会社の規模や知名度", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q40_not_price/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "提案の中身がよかった", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q40_not_price/overall/o7", "is_none": false, "is_dk": false }, { "option_id": "o8", "label": "当てはまらない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q40_not_price/overall/o8", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 29, "share": 1.0, "share_display": 100.0, "metric_id": "s004-btob-sales/q40_not_price/overall/main_total", "excluded_option_ids": [ "o8" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q41_upsell", "no": 41, "text": "既にお取引のあるお客様から、追加の受注をもらえるきっかけ", "type": "single", "metric_id": "s004-btob-sales/q41_upsell/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "定期的に顔を出している", "count": 13, "share": 0.4482758620689655, "share_display": 44.8, "metric_id": "s004-btob-sales/q41_upsell/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "別の部署を紹介してもらった", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q41_upsell/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "相手の困りごとが新しく出てきた", "count": 8, "share": 0.27586206896551724, "share_display": 27.6, "metric_id": "s004-btob-sales/q41_upsell/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "こちらから新しい提案を持っていった", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q41_upsell/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "担当者が異動・昇進した", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q41_upsell/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "追加の受注はほとんどない", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q41_upsell/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "当てはまらない", "count": 0, "share": 0.0, "share_display": 0.0, "metric_id": "s004-btob-sales/q41_upsell/overall/o7", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 29, "share": 1.0, "share_display": 100.0, "metric_id": "s004-btob-sales/q41_upsell/overall/main_total", "excluded_option_ids": [ "o7" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q42_referral", "no": 42, "text": "紹介をもらうために実際にやっていること", "type": "single", "metric_id": "s004-btob-sales/q42_referral/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "受注した直後に頼む", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q42_referral/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "成果が出たタイミングで頼む", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q42_referral/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "紹介してほしい会社の条件を具体的に伝える", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q42_referral/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "紹介の見返りを用意する", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q42_referral/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "特に頼んでいない（自然に来る）", "count": 16, "share": 0.5517241379310345, "share_display": 55.2, "metric_id": "s004-btob-sales/q42_referral/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "当てはまらない", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q42_referral/overall/o6", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 28, "share": 0.9655172413793104, "share_display": 96.6, "metric_id": "s004-btob-sales/q42_referral/overall/main_total", "excluded_option_ids": [ "o6" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q43_tools", "no": 43, "text": "営業で使っている道具", "type": "multi", "metric_id": "s004-btob-sales/q43_tools/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 92, "options": [ { "option_id": "o1", "label": "SFA・CRM（Salesforce・kintone など）", "count": 8, "share": 0.27586206896551724, "share_display": 27.6, "metric_id": "s004-btob-sales/q43_tools/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "Excel・スプレッドシート", "count": 23, "share": 0.7931034482758621, "share_display": 79.3, "metric_id": "s004-btob-sales/q43_tools/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "メール配信の仕組み（MA）", "count": 8, "share": 0.27586206896551724, "share_display": 27.6, "metric_id": "s004-btob-sales/q43_tools/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "名刺管理", "count": 18, "share": 0.6206896551724138, "share_display": 62.1, "metric_id": "s004-btob-sales/q43_tools/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "オンライン商談の録画・文字起こし", "count": 10, "share": 0.3448275862068966, "share_display": 34.5, "metric_id": "s004-btob-sales/q43_tools/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "生成AI（ChatGPT・Gemini など）", "count": 14, "share": 0.4827586206896552, "share_display": 48.3, "metric_id": "s004-btob-sales/q43_tools/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "紙とノート", "count": 10, "share": 0.3448275862068966, "share_display": 34.5, "metric_id": "s004-btob-sales/q43_tools/overall/o7", "is_none": false, "is_dk": false }, { "option_id": "o8", "label": "特に使っていない", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q43_tools/overall/o8", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": null, "none_with_other": 0 }, "flags": [ "multi_over_100" ], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "multi_pick_avg": 3.1724137931034484 }, { "question_id": "q44_ai_use", "no": 44, "text": "営業の仕事で生成AIを使っていますか", "type": "single", "metric_id": "s004-btob-sales/q44_ai_use/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "毎日使っている", "count": 13, "share": 0.4482758620689655, "share_display": 44.8, "metric_id": "s004-btob-sales/q44_ai_use/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "週に数回", "count": 5, "share": 0.1724137931034483, "share_display": 17.2, "metric_id": "s004-btob-sales/q44_ai_use/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "たまに使う", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q44_ai_use/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "使ったことはあるがやめた", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q44_ai_use/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "使っていない", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q44_ai_use/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "当てはまらない", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q44_ai_use/overall/o6", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true, "display_sum": 99.8 }, "flags": [ "rounding_not_100" ], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 26, "share": 0.896551724137931, "share_display": 89.7, "metric_id": "s004-btob-sales/q44_ai_use/overall/main_total", "excluded_option_ids": [ "o6" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q45_ai_task", "no": 45, "text": "生成AIを営業のどの場面で使っていますか", "type": "multi", "metric_id": "s004-btob-sales/q45_ai_task/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 79, "options": [ { "option_id": "o1", "label": "メールや提案文の下書き", "count": 19, "share": 0.6551724137931034, "share_display": 65.5, "metric_id": "s004-btob-sales/q45_ai_task/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "相手の会社を調べる", "count": 13, "share": 0.4482758620689655, "share_display": 44.8, "metric_id": "s004-btob-sales/q45_ai_task/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "商談の議事録・要約", "count": 10, "share": 0.3448275862068966, "share_display": 34.5, "metric_id": "s004-btob-sales/q45_ai_task/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "提案書・資料づくり", "count": 15, "share": 0.5172413793103449, "share_display": 51.7, "metric_id": "s004-btob-sales/q45_ai_task/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "断りへの切り返しを考える", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q45_ai_task/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "商談の練習相手", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q45_ai_task/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "見込み客のリストづくり", "count": 3, "share": 0.10344827586206896, "share_display": 10.3, "metric_id": "s004-btob-sales/q45_ai_task/overall/o7", "is_none": false, "is_dk": false }, { "option_id": "o8", "label": "数字の集計・分析", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q45_ai_task/overall/o8", "is_none": false, "is_dk": false }, { "option_id": "o9", "label": "使っていない", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q45_ai_task/overall/o9", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": null, "none_with_other": 0 }, "flags": [ "multi_over_100" ], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "multi_pick_avg": 2.7241379310344827 }, { "question_id": "q46_ai_notgood", "no": 46, "text": "生成AIに営業のことを聞いて、役に立たなかったと感じたこと", "type": "single", "metric_id": "s004-btob-sales/q46_ai_notgood/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 29, "na_n": 0, "attribute": false, "picks": 29, "options": [ { "option_id": "o1", "label": "一般論しか返ってこない", "count": 2, "share": 0.06896551724137931, "share_display": 6.9, "metric_id": "s004-btob-sales/q46_ai_notgood/overall/o1", "is_none": false, "is_dk": false }, { "option_id": "o2", "label": "自分の業界の事情を分かっていない", "count": 1, "share": 0.034482758620689655, "share_display": 3.4, "metric_id": "s004-btob-sales/q46_ai_notgood/overall/o2", "is_none": false, "is_dk": false }, { "option_id": "o3", "label": "教科書どおりで現場では使えない", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q46_ai_notgood/overall/o3", "is_none": false, "is_dk": false }, { "option_id": "o4", "label": "出てくる文面が不自然で使えない", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q46_ai_notgood/overall/o4", "is_none": false, "is_dk": false }, { "option_id": "o5", "label": "数字や事例がでたらめ", "count": 4, "share": 0.13793103448275862, "share_display": 13.8, "metric_id": "s004-btob-sales/q46_ai_notgood/overall/o5", "is_none": false, "is_dk": false }, { "option_id": "o6", "label": "役に立たないと感じたことはない", "count": 8, "share": 0.27586206896551724, "share_display": 27.6, "metric_id": "s004-btob-sales/q46_ai_notgood/overall/o6", "is_none": false, "is_dk": false }, { "option_id": "o7", "label": "使っていないので分からない", "count": 6, "share": 0.20689655172413793, "share_display": 20.7, "metric_id": "s004-btob-sales/q46_ai_notgood/overall/o7", "is_none": true, "is_dk": false } ], "checks": { "sum_equals_valid": true }, "flags": [], "note": "", "denominator": "設問有効回答数（この設問に答えた人）", "main_total": { "count": 23, "share": 0.7931034482758621, "share_display": 79.3, "metric_id": "s004-btob-sales/q46_ai_notgood/overall/main_total", "excluded_option_ids": [ "o7" ], "note": "「該当なし」と「分からない」を除いた合計" } }, { "question_id": "q47_stopped", "no": 47, "text": "営業でやってみたが、効果がなくてやめたことを書いてください", "type": "text", "metric_id": "s004-btob-sales/q47_stopped/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 12, "na_n": 17, "attribute": false, "options": [], "checks": {}, "flags": [ "free_text_not_published_raw" ], "note": "世間ではよいとされているのに自分には合わなかったこと、時間の無駄だったと感じたことなど。（自由記述。原文は公開していません）", "free_text": true }, { "question_id": "q48_myth", "no": 48, "text": "よく言われる営業のセオリーで、実際にやってみると違うと思うことを書いてください", "type": "text", "metric_id": "s004-btob-sales/q48_myth/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 10, "na_n": 19, "attribute": false, "options": [], "checks": {}, "flags": [ "free_text_not_published_raw" ], "note": "本や研修で教わるが現場では通用しないこと、逆のほうがうまくいくことなど。（自由記述。原文は公開していません）", "free_text": true }, { "question_id": "q49_newbie", "no": 49, "text": "新人に最初に教えるとしたら、何を教えますか", "type": "text", "metric_id": "s004-btob-sales/q49_newbie/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 13, "na_n": 16, "attribute": false, "options": [], "checks": {}, "flags": [ "free_text_not_published_raw" ], "note": "一言でなく、なぜそれを最初に教えるのかまで書いていただけると助かります。（自由記述。原文は公開していません）", "free_text": true }, { "question_id": "q50_biggest", "no": 50, "text": "成果が変わったきっかけになった出来事や、やり方の変更を書いてください", "type": "text", "metric_id": "s004-btob-sales/q50_biggest/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 12, "na_n": 17, "attribute": false, "options": [], "checks": {}, "flags": [ "free_text_not_published_raw" ], "note": "これを変えてから数字が変わったというものがあれば、その前後が分かるように書いてください。（自由記述。原文は公開していません）", "free_text": true }, { "question_id": "q51_sekkyaku", "no": 51, "text": "お客様に言われて忘れられない一言があれば書いてください", "type": "text", "metric_id": "s004-btob-sales/q51_sekkyaku/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 14, "na_n": 15, "attribute": false, "options": [], "checks": {}, "flags": [ "free_text_not_published_raw" ], "note": "よい意味でも悪い意味でもかまいません。（自由記述。原文は公開していません）", "free_text": true }, { "question_id": "q52_free", "no": 52, "text": "法人営業について、ほかに伝えておきたいことがあれば書いてください", "type": "text", "metric_id": "s004-btob-sales/q52_free/overall", "base": { "label": "全回答者", "n": 29, "is_all": true }, "valid_n": 12, "na_n": 17, "attribute": false, "options": [], "checks": {}, "flags": [ "free_text_not_published_raw" ], "note": "（自由記述。原文は公開していません）", "free_text": true } ], "cross": [], "notes": [ "割合は、その設問に答えた人を分母にしています（無回答は分母から外しています）。", "重みは付けていません。任意で参加した回答者の集まりで、日本全体を代表するものではありません。", "表示の割合は小数第1位で丸めています。足して100%にならないことがあります。", "複数回答の設問は、合計が100%を超えます。" ], "limits": [ "インターネットの公募に応じた方に聞いた調査です。法人営業をしている人の全体を代表するものではありません。", "有効回答は29人と少ないので、割合はすべて目安として読んでください。", "回収した35人のうち6人は、記入の言い回しと組み立てがほかの回答者とそろっていて、生成AIで書いた可能性があるため集計から外しました。この基準は回収のあとに足したものです。", "企画のときに決めていた成績の位置別・受注率別などの属性別の集計は、どの区分も人数が少なく比べられないため載せていません。", "回答はすべて自己申告です。成績・受注率・アポ率を、こちらで確かめたものではありません。", "募集の文で、回答の中身によっては別の依頼をご相談する場合があることを伝えています。そのため成果を実際より大きく答える方向に偏っている可能性があります。成績に関する数字は、この偏りを踏まえて読んでください。", "記入の設問は任意です。書いた方だけの中身なので、回答者全体の考えを表すものではありません。", "商談の進め方や断りへの切り返しは、答えた時点で本人がそう認識しているものです。実際にその通りに話しているかを確かめたものではありません。", "1人1回の制限をかけていますが、同じ方が別の登録で重ねて答えることを完全には防げません。", "回答者が日本在住の18歳以上かどうかは確かめていません。インターネットの公募に応じた方であることだけが分かっています。" ], "provenance": { "questionnaire_version": 1, "quality_rules_version": 1, "code_version": "91e677e924487df3", "tally_hash": "0d557f43ee898bc1986bc9a27e744dbf9033331c1f1a94fa1284d5d0d2d8c56d" } }