Study On Cigarette Client Classification In Chang Ji Based On Data Analysis

As the market-driven reform of tobacco business extends to further depth,client relations management is the top focus of business.Detailed classification of regional markets and construction of client classification system are not only the core missions,but also the ultimate goals of client relations management.Playing an important part in marketing strategy of tobacco business,construction of retail client classification affects the improvements of soft and hard power in cigarette retail terminal,and the stabilization of business-client relationships as well as economic performances.Especially in the background of economic-downturning pressure on tobacco business,promotion of market-driven reform and development of unified marketing strategy,the value of cigarette retail clients relies heavily on consumer recognition and consuming behaviors.Analyzing from the standing point of building tobacco retail client classification with a focus on tobacco retail terminals,the authors of this presented thesis launched market research on tobacco retail clients and consumers in ChangJi area to ameliorate terminal resource allocation.Meanwhile,the authors examined existing problems for building retail client classification according to regional market research via information technologies,and investigated the client classification system of tobacco companies in ChangJi area as well as historical sales data and basic characteristics of tobacco retail clients,to understand client classification indexes from the dimensions of client basic information,client values and terminal resource allocation.Corresponding service standards have been proposed based on distinctive client features to construct classification and rating system appropriate for tobacco retail clients in ChangJi area,and further discussions have been made to improve the work of tobacco retail client classification and visiting services.In addition,based on client classification,a deep market analysis should be conducted and the contents of client services should be delineated to fulfill personalized client needs,and improve tobacco retail client satisfaction and loyalty to tobacco companies,the efficiency of client manager terminal visits and the quality of client services.