应用Markov链方法分析销售策略

Applying Markov Chain Method to Analyzing Sales Strategies

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.