Business Intelligence

Data Mining Using Decision Tree for Sales Force Optimization

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Executive Summary

Every organization implements a CRM system internally that may be computer based or manual. However, with the increase in the market competition and the advent of big players, the customer is spoilt with wide range of options to choose from. In this paper, the application of Decision Tree to optimize the sales, by identification of most prospective leads, is studied. The probability of the conversion of the lead into an account or the customer is calculated on the basis of previous data of customers such as their demographic attributes, age, gender etc. that can help the end-user in deciding which leads to follow up.

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