车险电销客户投保体验迫切改进点的数据挖掘

本文旨在从车险电话销售客户体验调研数据中寻找到车险电话销售客户投保体验的最迫切改进点,以期用较低的成本投入有效地提高车险电话销售成功率和产能。使用SPSS MODELER数据挖掘软件,遵从CRISP—DM数据挖掘方法论,对调研数据进行数据挖掘,得到车险电话销售客户体验最迫切的改进点,并相应提出改进的政策建议。政策建议包...     

A two‐step system for direct bank telemarketing outcome classification

A two‐step system is presented to improve prediction of telemarketing outcomes and to help the marketing management team effectively manage customer relationships in the banking industry. In the first step, several neural networks are trained with different categories of information to make initial predictions. In the second step, all initial predictions are combined by a single neural network to make a final prediction. Particle swarm optimization is employed to optimize the initial weights of each neural network in the ensemble system. Empirical results indicate that the two‐step system presented performs better than all its individual components. In addition, the two‐step system outperforms a baseline one where all categories of marketing information are used to train a single neural network. As a neural networks ensemble model, the proposed two‐step system is robust to noisy and nonlinear data, easy to interpret, suitable for large and heterogeneous marketing databases, fast and easy to implement.     

电话营销发展解析

电话营销在欧美一些经济发达国家已被广泛应用,在我国还处于起步阶段,文章分析了电话营销中的几个问题,主要包括要正确认识电话营销、要重视客户数据库的建设、正确把握心态、正确认识技巧等几方面。     

Application of Telemarketing in University Foodservices

Abstract

One of the downsides of university foodservice operations is that non-mandated students are less likely to participate in the meal plan program. This paper discusses the development and use of telemarketing as a means of increasing student participation in non-mandated meal plans. Three goals were established for the telemarketing program: Increase revenues; define student participation factors; and generate goodwill. An analysis of revenues and costs attributed to the program showed that telemarketing was an effective means of increasing sales and generating profits.     

保险业客户关系管理问题及对策研究 ——以太平洋保险公司为例

近年来,随着我国经济的快速发展,我国保险业一直保持着持续、快速的发展态势.太平洋保险公司作为一家以电销为主营业务的人寿险公司,在保费收入不断增长的同时,客户流失率却一直居高不下,严重制约了公司的发展.论文以太平洋保险公司电销客户关系管理为研究对象,深入剖析电销客户关系管理存在的问题与原因,并提出相应的改进策略,以助于改...