Вебинар. Управление по приборам. Сегментация и анализ клиентов

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1

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ABCD -

D - ABC (20/80)

Dead

3

1b1

B AB = a1 / b1 = 4,3% % A8020B1616C464D00

VIP 1 1 10

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. 6 % , %VIP 351,6 74334,520B 64830,116C 76135,464 2 152100100 2 187

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. 14 VIPABC:163033236821242179233:1872511601

601 (28%)

. 15 (%)VIPABC10130582614,1183711452635,3146996813,5617827413037,1:35725576250

() 30 ( = 21 )

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() (IT)

23

: 1234 (7-10 )

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: = 10

1,,n ;1,,n 1,,n;1,n 1,,n;B1,,n , 1,,n(Ki Bi/Mi)Ki

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. A < . A . B . B

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21 ( 2009)2 (2005- 2008)3 (2000-2004)4 ( 2000)4Q .101 (81)3 51 (1-2)2 (3-5)3 (6)3Q 71 (1-2)2 2-5)4 (5)4 7,5

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27

28 VIP8,07A5,66B3,97C2,39

5,66

= 1,72 * [ 2]+ 0,68 * [ ]+ 2,80 * [ ] 0,61 * [ ]

. 29 (%) 8,075 8,07 5,6657 5,66 3,9728 3,9710 8,073 8,07 5,6615 5,66 3,9752 3,9730 8,072 8,07 5,665 5,66 3,9723 3,9770

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FMCG.

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+ : .

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:: 5-500 . $Q : 10

33

http://salesdrive.guru/

34

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http://event-bs.ru/dsup.php

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36

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