In an increasingly customer-centric business environment, effective communication between marketing and senior management is crucial for success. With the rise of globalization and increased competition, utilizing new data mining techniques to identify potential customers is essential for direct marketing efforts. This paper proposes a data mining preprocessing method for developing a customer profiling system to improve sales performance, including customer equity estimation and customer action prediction. The RFM-analysis methodology is used to evaluate client capital and a boosting tree for prediction. The study highlights the importance of customer segmentation methods and algorithms to increase the accuracy of the prediction. The main result of this study is the creation of a customer profile and forecast for the sale of goods.
翻译:在日益以客户为中心的商业环境中,市场营销和高级管理层之间的有效沟通对于成功至关重要,随着全球化的兴起和竞争的加剧,利用新的数据挖掘技术确定潜在客户对直接营销工作至关重要,本文件提议采用数据挖掘前处理方法,开发客户特征分析系统,以提高销售业绩,包括客户股本估计和客户行动预测;使用RFM分析方法评价客户资本和预测树;研究强调客户分割方法和算法的重要性,以提高预测的准确性;这项研究的主要成果是为货物销售建立客户概况和预测。