From data to information to decision making

As the saying goes, to forget history is to betray oneself, today this article use this to start again suitable.

This article will be based on a virtual story to explain how the historical data to help a sales person to find regular information to assist him to make some decision-making information.

The protagonist of this article is tim,tim in a sales department, the department recently decided to make a new round of sales plan, and then according to the end of the plan, the sales performance of each salesperson for KPI assessment.

Tim's Department, after confirming the sales task, quickly went to the store's sales work, while Tim went to the company's IT maintenance department and asked the IT department for a history of customer data.

At this point already someone is blaming Tim, said you a sales do not go outside to run business, how to run to IT department "do not Work" come, and, specifically to the previous customer data, incredibly do not care about new customers.

In fact, Tim also has an IT friend, James, he is a data analyst, in the retail industry has some experience. Tim's first thought was to ask James for advice.

In the course of chatting with two people, James told Tim countless times about business intelligence. Although Tim is a salesman, but by James's constant indoctrination, he had some impressions of his knowledge, such as data mining, which, of course, was a Greek book for a sales Tim, a so-called interlacing as Foster, but he understood it very well: from data to information, i.e. To get information from the data .

So, at the beginning of the sales task, Tim ran to the IT department and asked for such a piece of data to see what kind of information James could get from here, which would help Tim more accurately know what kind of person to recommend the product to be more reliable.

After James got the data from Tim, he glanced around:

The specific structure of the data is as follows:

From the data, James saw that it contained basic information about the client's gender, marital status, yearly income, and family-related and education. One of the last column's key messages is whether the customer has purchased the product. If you have purchased it, write it as 1 or 0.

James, come here. This Excel file, first done a key impact factor analysis.