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    Data Mining in Sales Planning

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    sachin singh
    This document discusses how data mining can be used in sales planning and marketing in the retail industry. It defines data mining and explains why it is required. It then discusses several applications of data mining in retail including identifying customer buying behaviors, fraud detection, marketing, risk management, and customer acquisition and retention.

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    Data Mining in Sales Planning

    Uploaded by

    sachin singh
    144 views11 pages
    This document discusses how data mining can be used in sales planning and marketing in the retail industry. It defines data mining and explains why it is required. It then discusses several applications of data mining in retail including identifying customer buying behaviors, fraud detection, marketing, risk management, and customer acquisition and retention.

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    case study on data mining

    Original Title

    dwm_case_study

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    This document discusses how data mining can be used in sales planning and marketing in the retail industry. It defines data mining and explains why it is required. It then discusses several applications of data mining in retail including identifying customer buying behaviors, fraud detection, marketing, risk management, and customer acquisition and retention.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    144 views11 pages

    Data Mining in Sales Planning

    Uploaded by

    sachin singh
    This document discusses how data mining can be used in sales planning and marketing in the retail industry. It defines data mining and explains why it is required. It then discusses several applications of data mining in retail including identifying customer buying behaviors, fraud detection, marketing, risk management, and customer acquisition and retention.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 11

    Data Mining In Sales

    Planning

    Presented By-
    Name Roll No.
    1. Sachin Singh 15
    2. Sachin Lokre 60
    3. Nikhil Chauhan 63
    4. Deepak Jain 64
    Contents

     What is data mining?


     Why data mining is required?
     Data mining Applications
     Data mining in Sales Planning
     Marketing
     Risk Management
     Fraud Detection
     Customer Acquisition and Retention
    What is Data mining?

     Data mining refers to extracting or “mining”


    knowledge from large amounts of data. Also
    referred as Knowledge Discovery in Databases.
     It is a process of discovering interesting knowledge
    from large amounts of data stored either in
    databases, data warehouses, or other information
    repositories.
    Why data mining is required?

     Rapid computerization of businesses


    produce huge amount of data
     How to make best use of data?
     A growing realization: knowledge
    discovered from data can be used for
    competitive advantage.
    Data mining Applications

     Data mining is an interdisciplinary field with wide


    and diverse applications
     There exist nontrivial gaps between data mining
    principles and domain-specific applications
     Some application domains
    Financial data analysis
    Sales Planning
    Telecommunication industry
    Biological data and DNA analysis
    Data mining in Sales Planning
     Retail industry: huge amounts of data on sales,
    customer shopping history, etc.

     Applications of Sales data mining


     Identify customer buying behaviors
     Discover customer shopping patterns and trends
     Improve the quality of customer service
     Achieve better customer retention and satisfaction
     Enhance goods consumption ratios
     Design more effective goods transportation and
    distribution policies
    Marketing

     ‘Market basket analysis’ is a marketing method used by many


    retailers.
     The study of retail stock movement data recorded at a Point of Sale
    (PoS)—to support decisions on shelf-space allocation, store layout,
    product location and promotion effectiveness.
     Another marketing tactic employed by many retail stores is the use of
    ‘loyalty’ cards and coupons.
    Risk Management
     Retail organizations use data mining to understand
    which products may be vulnerable to competitive
    offers or changing customer purchasing patterns.
     Data mining enables retailers to remain competitive
    and reduce risks by helping them understand what
    their customers are really doing.
     Retailers can then target those customers who are
    more likely to buy a certain brand or product.
    Fraud Detection
     Retail shrink because of dishonest employees.
     Some super-markets use CCTV, along with data
    mining, to enable retail loss prevention to expose
    cashier stealing.
     Loss of data, credit card fraud, duplicate payment
    can be avoided with the help of data mining.
    Customer Acquisition and Retention

     Data mining helps in acquiring and retaining


    customers in the retail industry.
     Retail industry deals with high levels of
    competition, and can use data mining to
    better understand customers’ needs.
     Retailer can study customers’ past purchasing
    histories and know with what kinds of
    promotions and incentives to target
    customers.

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