Please use this identifier to cite or link to this item: http://hdl.handle.net/10397/68831
Title: Applying Markov Chain method to analyzing sales strategies
Other Titles: 应用Markov链方法分析销售策略
Authors: Chen, B
Ip, WH 
Sheng, P
Keywords: Markov chain
CRM
Relationship
Sales
Model
Issue Date: 2005
Publisher: 中國學術期刊 (光盤版) 電子雜誌社
Source: 運籌與管理 (Operations research and management science), 2005, v. 14, no. 2, p. 19-25 How to cite?
Journal: 運籌與管理 (Operations research and management science) 
Abstract: 本文简单地分析了销售的过程,利用认知心理得到的销售状态指标和Markov链在Pfeifer工作的基础上建立的客户关系模型,对几种不同的销售策略进行了比较。分析结果表明,在与客户关系不好的情况下,采用先改善与客户的关系、后实施销售活动效果比直接销售好些。
The sales process is shortly analyzed, and the model is established based on the sales states, Markov chain and Pfeifer’s work. Based on the model, several sales strategies are analyzed and compared. The result shows that a better sales strategy is first to improve the relationship with customers and then to promote pro-(ducts,) when a sales plant is not in good relationship with customers.
URI: http://hdl.handle.net/10397/68831
ISSN: 1007-3221
Rights: © 2005 中国学术期刊电子杂志出版社。本内容的使用仅限于教育、科研之目的。
© 2005 China Academic Journal Electronic Publishing House. It is to be used strictly for educational and research purposes.
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