{"id":27916,"date":"2025-12-13T06:32:29","date_gmt":"2025-12-12T22:32:29","guid":{"rendered":"https:\/\/www.zdsztech.com\/blog\/erp-system-sales-customers-deeply-apply-rfm-model-improve-performance\/"},"modified":"2025-12-13T06:32:29","modified_gmt":"2025-12-12T22:32:29","slug":"erp-system-sales-customers-deeply-apply-rfm-model-improve-performance","status":"publish","type":"post","link":"https:\/\/www.zdsztech.com\/blog\/erp-system-sales-customers-deeply-apply-rfm-model-improve-performance\/","title":{"rendered":"ERP\u7cfb\u7edf\u9500\u552e\u5ba2\u6237\u5982\u4f55\u6df1\u5ea6\u5e94\u7528RFM\u6a21\u578b\u63d0\u5347\u4e1a\u7ee9\uff1f"},"content":{"rendered":"<p><img decoding=\"async\" src=\"https:\/\/www.zdsztech.com\/wp-content\/uploads\/2025\/12\/1765578748-57f136a2067103af113151d11554f4ba.jpeg\" alt=\"ERP\u7cfb\u7edf\u9500\u552e\u5ba2\u6237\u5982\u4f55\u6df1\u5ea6\u5e94\u7528RFM\u6a21\u578b\u63d0\u5347\u4e1a\u7ee9\uff1f\"><\/p>\n<p>\u5728\u5f53\u4eca\u7ade\u4e89\u6fc0\u70c8\u7684\u5546\u4e1a\u73af\u5883\u4e2d\uff0c\u4f01\u4e1a\u8d44\u6e90\u89c4\u5212\uff08ERP\uff09\u7cfb\u7edf\u5df2\u6210\u4e3a\u8fd0\u8425\u7ba1\u7406\u7684\u4e2d\u67a2\u795e\u7ecf\u3002\u7136\u800c\uff0c\u4e00\u4e2a\u666e\u904d\u5b58\u5728\u7684\u6311\u6218\u662f\uff0c\u7edd\u5927\u591a\u6570\u4f01\u4e1a\u4ec5\u4ec5\u5c06ERP\u4f5c\u4e3a\u4ea4\u6613\u8bb0\u5f55\u7684\u201c\u6570\u5b57\u4ed3\u5e93\u201d\uff0c\u5176\u4e2d\u6c89\u7761\u7740\u6d77\u91cf\u7684\u5ba2\u6237\u8ba2\u5355\u3001\u652f\u4ed8\u4e0e\u4ea4\u4e92\u6570\u636e\uff0c\u5374\u672a\u80fd\u6709\u6548\u5c06\u5176\u8f6c\u5316\u4e3a\u9a71\u52a8\u9500\u552e\u589e\u957f\u7684\u5546\u4e1a\u6d1e\u5bdf\u3002\u4f5c\u4e3a\u9996\u5e2d\u884c\u4e1a\u5206\u6790\u5e08\uff0c\u6211\u4eec\u89c2\u5bdf\u5230\uff0c\u8bb8\u591a\u4f01\u4e1a\u51b3\u7b56\u8005\u6b63\u9762\u4e34\u7740\u201c\u6570\u636e\u5bcc\u88d5\uff0c\u6d1e\u5bdf\u8d2b\u4e4f\u201d\u7684\u56f0\u5883\u3002\u8425\u9500\u6d3b\u52a8\u4f9d\u65e7\u4f9d\u8d56\u4e8e\u7c97\u653e\u7684\u5ba2\u6237\u5212\u5206\uff0c\u5bfc\u81f4\u8d44\u6e90\u9519\u914d\u4e0e\u673a\u4f1a\u6d41\u5931\u3002\u8981\u6253\u7834\u8fd9\u4e00\u50f5\u5c40\uff0c\u5173\u952e\u5728\u4e8e\u6fc0\u6d3bERP\u7cfb\u7edf\u4e2d\u7684\u6c89\u7761\u6570\u636e\u3002RFM\u6a21\u578b\uff0c\u4e00\u4e2a\u5386\u7ecf\u5e02\u573a\u68c0\u9a8c\u3001\u5b8c\u5168\u7531\u6570\u636e\u9a71\u52a8\u7684\u5ba2\u6237\u5206\u5c42\u4e0e\u4ef7\u503c\u8bc4\u4f30\u6846\u67b6\uff0c\u6b63\u662f\u89e3\u5f00\u8fd9\u628a\u9501\u7684\u94a5\u5319\u3002\u5b83\u901a\u8fc7\u4e09\u4e2a\u6838\u5fc3\u7ef4\u5ea6\u2014\u2014\u6700\u8fd1\u4e00\u6b21\u6d88\u8d39\uff08Recency\uff09\u3001\u6d88\u8d39\u9891\u7387\uff08Frequency\uff09\u548c\u6d88\u8d39\u91d1\u989d\uff08Monetary\uff09\uff0c\u4e3a\u6211\u4eec\u63d0\u4f9b\u4e86\u4e00\u4e2a\u91cf\u5316\u3001\u52a8\u6001\u4e14\u6781\u5177\u7a7f\u900f\u529b\u7684\u89c6\u89d2\u6765\u5ba1\u89c6\u5ba2\u6237\u4ef7\u503c\u3002\u672c\u6587\u65e8\u5728\u4e3a\u4f01\u4e1a\u51b3\u7b56\u8005\u63d0\u4f9b\u4e00\u5957\u7cfb\u7edf\u6027\u7684\u64cd\u4f5c\u6307\u5357\uff0c\u8be6\u7ec6\u9610\u8ff0\u5982\u4f55\u5728\u73b0\u6709\u7684ERP\u4f53\u7cfb\u5185\uff0c\u4ece\u6570\u636e\u63d0\u53d6\u3001\u6a21\u578b\u6784\u5efa\u5230\u7b56\u7565\u6267\u884c\uff0c\u6df1\u5ea6\u5e94\u7528RFM\u6a21\u578b\uff0c\u6700\u7ec8\u5b9e\u73b0\u4ece\u201c\u7ba1\u7406\u5ba2\u6237\u201d\u5230\u201c\u7ecf\u8425\u5ba2\u6237\u4ef7\u503c\u201d\u7684\u6218\u7565\u8dc3\u8fc1\uff0c\u9a71\u52a8\u4f01\u4e1a\u5b9e\u73b0\u7cbe\u51c6\u8425\u9500\u4e0e\u4e1a\u7ee9\u7684\u500d\u589e\u3002<\/p>\n<h2><span class=\"ez-toc-section\" id=\"%E4%B8%80%E3%80%81%E4%BB%80%E4%B9%88%E6%98%AFRFM%E6%A8%A1%E5%9E%8B%EF%BC%9F%E4%B8%BA%E4%BB%80%E4%B9%88%E5%AE%83%E6%98%AFERP%E7%B3%BB%E7%BB%9F%E5%AE%A2%E6%88%B7%E7%AE%A1%E7%90%86%E7%9A%84%E2%80%9C%E9%BB%84%E9%87%91%E6%A0%87%E5%B0%BA%E2%80%9D%EF%BC%9F\"><\/span>\u4e00\u3001\u4ec0\u4e48\u662fRFM\u6a21\u578b\uff1f\u4e3a\u4ec0\u4e48\u5b83\u662fERP\u7cfb\u7edf\u5ba2\u6237\u7ba1\u7406\u7684\u201c\u9ec4\u91d1\u6807\u5c3a\u201d\uff1f<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>\u5728\u6df1\u5165\u63a2\u8ba8\u5982\u4f55\u5e94\u7528\u4e4b\u524d\uff0c\u6211\u4eec\u5fc5\u987b\u9996\u5148\u6e05\u6670\u5730\u7406\u89e3RFM\u6a21\u578b\u7684\u6784\u6210\u53ca\u5176\u4e0eERP\u7cfb\u7edf\u7684\u5185\u5728\u8054\u7cfb\u3002RFM\u6a21\u578b\u5e76\u975e\u4e00\u4e2a\u590d\u6742\u7684\u7b97\u6cd5\uff0c\u800c\u662f\u4e00\u79cd\u76f4\u89c2\u4e14\u9ad8\u6548\u7684\u5ba2\u6237\u5206\u6790\u65b9\u6cd5\uff0c\u5b83\u4e4b\u6240\u4ee5\u88ab\u8a89\u4e3a\u5ba2\u6237\u7ba1\u7406\u7684\u201c\u9ec4\u91d1\u6807\u5c3a\u201d\uff0c\u5728\u4e8e\u5176\u7b80\u6d01\u6027\u4e0e\u6df1\u523b\u6d1e\u5bdf\u529b\u7684\u5b8c\u7f8e\u7ed3\u5408\u3002<\/p>\n<h3><span class=\"ez-toc-section\" id=\"1_RFM%E6%A8%A1%E5%9E%8B%E4%B8%89%E5%A4%A7%E6%A0%B8%E5%BF%83%E6%8C%87%E6%A0%87%E8%A7%A3%E8%AF%BB%EF%BC%9AR%E3%80%81F%E3%80%81M\"><\/span>1. RFM\u6a21\u578b\u4e09\u5927\u6838\u5fc3\u6307\u6807\u89e3\u8bfb\uff1aR\u3001F\u3001M<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>RFM\u6a21\u578b\u901a\u8fc7\u4e09\u4e2a\u76f8\u4e92\u5173\u8054\u7684\u6307\u6807\uff0c\u4ece\u4e0d\u540c\u89d2\u5ea6\u91cf\u5316\u5ba2\u6237\u884c\u4e3a\uff0c\u5171\u540c\u63cf\u7ed8\u51fa\u5ba2\u6237\u7684\u5b8c\u6574\u4ef7\u503c\u753b\u50cf\u3002<\/p>\n<ul>\n<li><strong>R (Recency - \u6700\u8fd1\u4e00\u6b21\u6d88\u8d39\u65f6\u95f4)<\/strong>\uff1a\u8be5\u6307\u6807\u8861\u91cf\u7684\u662f\u5ba2\u6237\u8ddd\u79bb\u73b0\u5728\u6700\u8fd1\u4e00\u6b21\u4ea7\u751f\u8d2d\u4e70\u884c\u4e3a\u7684\u65f6\u95f4\u3002R\u503c\u8d8a\u5c0f\uff08\u5373\u6d88\u8d39\u65f6\u95f4\u8d8a\u8fd1\uff09\uff0c\u4ee3\u8868\u5ba2\u6237\u7684\u6d3b\u8dc3\u5ea6\u8d8a\u9ad8\uff0c\u5bf9\u54c1\u724c\u6216\u4ea7\u54c1\u7684\u8bb0\u5fc6\u8d8a\u6e05\u6670\uff0c\u54cd\u5e94\u8425\u9500\u6d3b\u52a8\u7684\u6982\u7387\u4e5f\u8d8a\u5927\u3002\u5b83\u662f\u5224\u65ad\u5ba2\u6237\u662f\u5426\u5904\u4e8e\u201c\u6d3b\u8dc3\u671f\u201d\u6216\u201c\u6c89\u7761\u671f\u201d\u7684\u5173\u952e\u98ce\u5411\u6807\u3002<\/li>\n<li><strong>F (Frequency - \u6d88\u8d39\u9891\u7387)<\/strong>\uff1a\u8be5\u6307\u6807\u7edf\u8ba1\u7684\u662f\u5728\u7279\u5b9a\u65f6\u95f4\u7a97\u53e3\u5185\uff0c\u5ba2\u6237\u8d2d\u4e70\u7684\u6b21\u6570\u3002F\u503c\u8d8a\u9ad8\uff0c\u8bf4\u660e\u5ba2\u6237\u4e0e\u4f01\u4e1a\u7684\u4ea4\u4e92\u8d8a\u9891\u7e41\uff0c\u5176\u5fe0\u8bda\u5ea6\u4e5f\u76f8\u5bf9\u66f4\u9ad8\u3002\u9ad8\u9891\u6b21\u8d2d\u4e70\u7684\u5ba2\u6237\u901a\u5e38\u662f\u4ea7\u54c1\u6216\u670d\u52a1\u7684\u5fe0\u5b9e\u62e5\u8db8\uff0c\u662f\u4f01\u4e1a\u7a33\u5b9a\u6536\u5165\u7684\u57fa\u77f3\u3002<\/li>\n<li><strong>M (Monetary - \u6d88\u8d39\u91d1\u989d)<\/strong>\uff1a\u8be5\u6307\u6807\u8ba1\u7b97\u7684\u662f\u5728\u7279\u5b9a\u65f6\u95f4\u7a97\u53e3\u5185\uff0c\u5ba2\u6237\u7d2f\u8ba1\u7684\u6d88\u8d39\u603b\u91d1\u989d\u3002M\u503c\u8d8a\u9ad8\uff0c\u76f4\u63a5\u53cd\u6620\u4e86\u5ba2\u6237\u4e3a\u4f01\u4e1a\u5e26\u6765\u7684\u7ecf\u6d4e\u4ef7\u503c\u8d21\u732e\u8d8a\u5927\u3002\u5b83\u662f\u8861\u91cf\u5ba2\u6237\u201c\u542b\u91d1\u91cf\u201d\u6700\u76f4\u63a5\u7684\u6807\u5c3a\u3002<\/li>\n<\/ul>\n<p>\u8fd9\u4e09\u4e2a\u6307\u6807\u7684\u5f3a\u5927\u4e4b\u5904\u5728\u4e8e\u5b83\u4eec\u7684\u7ec4\u5408\u6548\u5e94\u3002\u4e00\u4e2aR\u503c\u9ad8\u3001F\u503c\u9ad8\u3001M\u503c\u9ad8\u7684\u5ba2\u6237\uff0c\u65e0\u7591\u662f\u4f01\u4e1a\u7684\u201c\u8d85\u7ea7\u7528\u6237\u201d\uff1b\u800c\u4e00\u4e2aR\u503c\u4f4e\u3001F\u503c\u4f4e\u3001M\u503c\u9ad8\u7684\u5ba2\u6237\uff0c\u5219\u53ef\u80fd\u662f\u5373\u5c06\u6d41\u5931\u7684\u9ad8\u4ef7\u503c\u5ba2\u6237\uff0c\u9700\u8981\u7acb\u5373\u91c7\u53d6\u633d\u7559\u63aa\u65bd\u3002\u901a\u8fc7\u8fd9\u4e09\u4e2a\u7ef4\u5ea6\u7684\u7ec4\u5408\uff0c\u4f01\u4e1a\u80fd\u591f\u8d85\u8d8a\u7b80\u5355\u7684\u201c\u5927\u5ba2\u6237\u201d\u6216\u201c\u5c0f\u5ba2\u6237\u201d\u7684\u7c97\u7565\u5212\u5206\uff0c\u5b9e\u73b0\u5bf9\u5ba2\u6237\u5f53\u524d\u4ef7\u503c\u4e0e\u672a\u6765\u6f5c\u529b\u7684\u7cbe\u51c6\u6d1e\u5bdf\u3002<\/p>\n<h3><span class=\"ez-toc-section\" id=\"2_ERP%E7%B3%BB%E7%BB%9F%E4%B8%8ERFM%E6%A8%A1%E5%9E%8B%E7%9A%84%E5%A4%A9%E7%84%B6%E5%A5%91%E5%90%88%E6%80%A7\"><\/span>2. ERP\u7cfb\u7edf\u4e0eRFM\u6a21\u578b\u7684\u5929\u7136\u5951\u5408\u6027<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>\u8981\u8fdb\u884c\u7cbe\u51c6\u7684RFM\u5206\u6790\uff0c\u9ad8\u8d28\u91cf\u7684\u6570\u636e\u6e90\u662f\u6210\u529f\u7684\u57fa\u77f3\u3002\u800cERP\u7cfb\u7edf\uff0c\u6b63\u662f\u5b9e\u65bdRFM\u6a21\u578b\u6700\u7406\u60f3\u3001\u6700\u53ef\u9760\u7684\u6570\u636e\u6e90\u3002\u8fd9\u79cd\u5929\u7136\u7684\u5951\u5408\u6027\u4f53\u73b0\u5728\uff1aERP\u7cfb\u7edf\u4f5c\u4e3a\u4f01\u4e1a\u8fd0\u8425\u7684\u6838\u5fc3\uff0c\u8bb0\u5f55\u4e86\u6bcf\u4e00\u7b14\u4ea4\u6613\u7684\u5b8c\u6574\u751f\u547d\u5468\u671f\u3002\u4ece\u5ba2\u6237\u4e0b\u5355\u3001\u5408\u540c\u7b7e\u8ba2\u3001\u4ed3\u5e93\u53d1\u8d27\u3001\u8d22\u52a1\u6536\u6b3e\u5230\u53ef\u80fd\u53d1\u751f\u7684\u9000\u8d27\u9000\u6b3e\uff0c\u6240\u6709\u4e0eR\u3001F\u3001M\u4e09\u4e2a\u6307\u6807\u76f4\u63a5\u76f8\u5173\u7684\u6570\u636e\u2014\u2014\u5ba2\u6237ID\u3001\u8ba2\u5355\u65e5\u671f\u3001\u8ba2\u5355\u91d1\u989d\u2014\u2014\u90fd\u88ab\u5b8c\u6574\u3001\u51c6\u786e\u5730\u8bb0\u5f55\u5728\u6848\u3002\u8fd9\u786e\u4fdd\u4e86RFM\u5206\u6790\u6240\u4f9d\u8d56\u7684\u6570\u636e\u662f\u7b2c\u4e00\u624b\u7684\u3001\u672a\u7ecf\u6c61\u67d3\u7684\u201c\u4e8b\u5b9e\u6570\u636e\u201d\u3002\u76f8\u6bd4\u4e8e\u4eceCRM\u3001\u7535\u5546\u540e\u53f0\u7b49\u591a\u4e2a\u5206\u6563\u7cfb\u7edf\u4e2d\u62bd\u53d6\u6570\u636e\u53ef\u80fd\u9762\u4e34\u7684\u6570\u636e\u53e3\u5f84\u4e0d\u4e00\u3001\u8bb0\u5f55\u5ef6\u8fdf\u6216\u6570\u636e\u4e22\u5931\u7b49\u95ee\u9898\uff0c\u76f4\u63a5\u4eceERP\u4e2d\u63d0\u53d6\u6570\u636e\uff0c\u80fd\u591f\u4ece\u6e90\u5934\u4e0a\u4fdd\u8bc1\u5206\u6790\u7684\u51c6\u786e\u6027\u4e0e\u4e00\u81f4\u6027\uff0c\u4e3a\u540e\u7eed\u7684\u5ba2\u6237\u5206\u5c42\u4e0e\u7cbe\u51c6\u8425\u9500\u5960\u5b9a\u575a\u5b9e\u7684\u57fa\u7840\u3002<\/p>\n<h2><span class=\"ez-toc-section\" id=\"%E4%BA%8C%E3%80%81%E5%AE%9E%E6%88%98%E7%AC%AC%E4%B8%80%E6%AD%A5%EF%BC%9A%E4%BB%8EERP%E7%B3%BB%E7%BB%9F%E4%B8%AD%E6%8F%90%E5%8F%96%E5%B9%B6%E6%B8%85%E6%B4%97RFM%E5%88%86%E6%9E%90%E6%89%80%E9%9C%80%E7%9A%84%E6%A0%B8%E5%BF%83%E6%95%B0%E6%8D%AE\"><\/span>\u4e8c\u3001\u5b9e\u6218\u7b2c\u4e00\u6b65\uff1a\u4eceERP\u7cfb\u7edf\u4e2d\u63d0\u53d6\u5e76\u6e05\u6d17RFM\u5206\u6790\u6240\u9700\u7684\u6838\u5fc3\u6570\u636e<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>\u7406\u8bba\u7684\u4ef7\u503c\u5728\u4e8e\u5b9e\u8df5\u3002\u6210\u529f\u5e94\u7528RFM\u6a21\u578b\u7684\u7b2c\u4e00\u6b65\uff0c\u4e5f\u662f\u81f3\u5173\u91cd\u8981\u7684\u4e00\u6b65\uff0c\u4fbf\u662f\u4ece\u5e9e\u6742\u7684ERP\u6570\u636e\u6d77\u6d0b\u4e2d\uff0c\u51c6\u786e\u5730\u6355\u635e\u51fa\u6784\u5efa\u6a21\u578b\u6240\u9700\u7684\u6838\u5fc3\u6570\u636e\uff0c\u5e76\u5bf9\u5176\u8fdb\u884c\u4e25\u683c\u7684\u201c\u51c0\u5316\u201d\u5904\u7406\u3002\u8fd9\u4e2a\u8fc7\u7a0b\u5982\u540c\u4e3a\u9ad8\u7ea7\u6599\u7406\u51c6\u5907\u98df\u6750\uff0c\u539f\u6599\u7684\u54c1\u8d28\u76f4\u63a5\u51b3\u5b9a\u4e86\u6700\u7ec8\u6210\u54c1\u7684\u5473\u9053\u3002<\/p>\n<h3><span class=\"ez-toc-section\" id=\"1_%E5%85%B3%E9%94%AE%E6%95%B0%E6%8D%AE%E5%AD%97%E6%AE%B5%E5%AE%9A%E4%BD%8D%E4%B8%8E%E6%8F%90%E5%8F%96\"><\/span>1. \u5173\u952e\u6570\u636e\u5b57\u6bb5\u5b9a\u4f4d\u4e0e\u63d0\u53d6<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>\u5728\u5178\u578b\u7684ERP\u7cfb\u7edf\u4e2d\uff0c\u65e0\u8bba\u662fSAP\u3001Oracle\u8fd8\u662f\u56fd\u5185\u7684\u7528\u53cb\u3001\u91d1\u8776\u7b49\uff0cRFM\u5206\u6790\u6240\u9700\u7684\u6570\u636e\u901a\u5e38\u5206\u5e03\u5728\u8ba2\u5355\u7ba1\u7406\uff08OM\uff09\u548c\u8d22\u52a1\uff08FI\/AR\uff09\u6a21\u5757\u4e2d\u3002\u60a8\u7684\u9996\u8981\u4efb\u52a1\u662f\u4e0eIT\u90e8\u95e8\u6216ERP\u7ba1\u7406\u5458\u534f\u4f5c\uff0c\u7cbe\u51c6\u5b9a\u4f4d\u5e76\u63d0\u53d6\u4ee5\u4e0b\u4e09\u4e2a\u6838\u5fc3\u6570\u636e\u5b57\u6bb5\u7684\u96c6\u5408\uff1a<\/p>\n<ul>\n<li><strong>\u5ba2\u6237\u552f\u4e00\u6807\u8bc6\uff08Customer ID\uff09<\/strong>\uff1a\u8fd9\u662f\u5173\u8054\u6240\u6709\u4ea4\u6613\u8bb0\u5f55\u5230\u5177\u4f53\u5ba2\u6237\u7684\u201c\u4e3b\u952e\u201d\u3002\u52a1\u5fc5\u786e\u4fdd\u4f7f\u7528\u7684\u662f\u7cfb\u7edf\u4e2d\u552f\u4e00\u7684\u5ba2\u6237\u7f16\u7801\uff0c\u907f\u514d\u56e0\u5ba2\u6237\u540d\u79f0\u76f8\u4f3c\u6216\u8bb0\u5f55\u4e0d\u89c4\u8303\u5bfc\u81f4\u7684\u6df7\u6dc6\u3002<\/li>\n<li><strong>\u8ba2\u5355\u65e5\u671f\uff08Order Date\uff09<\/strong>\uff1a\u8fd9\u662f\u8ba1\u7b97R\u503c\uff08Recency\uff09\u7684\u57fa\u7840\u3002\u9700\u8981\u660e\u786e\u4e1a\u52a1\u4e0a\u5b9a\u4e49\u7684\u201c\u6d88\u8d39\u65f6\u70b9\u201d\uff0c\u662f\u4ee5\u4e0b\u5355\u65e5\u671f\u3001\u652f\u4ed8\u65e5\u671f\u8fd8\u662f\u53d1\u8d27\u65e5\u671f\u4e3a\u51c6\u3002\u5efa\u8bae\u9009\u62e9\u6700\u80fd\u4ee3\u8868\u5ba2\u6237\u5b8c\u6210\u8d2d\u4e70\u610f\u56fe\u7684\u65f6\u70b9\uff0c\u901a\u5e38\u662f\u652f\u4ed8\u65e5\u671f\u6216\u53d1\u8d27\u65e5\u671f\uff0c\u5e76\u786e\u4fdd\u8be5\u5b57\u6bb5\u683c\u5f0f\u7edf\u4e00\u3002<\/li>\n<li><strong>\u8ba2\u5355\u91d1\u989d\uff08Order Amount\uff09<\/strong>\uff1a\u8fd9\u662f\u8ba1\u7b97M\u503c\uff08Monetary\uff09\u7684\u57fa\u7840\u3002\u9700\u8981\u63d0\u53d6\u7684\u662f\u5ba2\u6237\u5b9e\u9645\u652f\u4ed8\u7684\u51c0\u91d1\u989d\uff0c\u5373\u5546\u54c1\u603b\u4ef7\u6263\u9664\u6298\u6263\u3001\u4f18\u60e0\u5238\u7b49\u4e4b\u540e\u7684\u91d1\u989d\u3002<\/li>\n<\/ul>\n<p>\u5728\u63d0\u53d6\u6570\u636e\u65f6\uff0c\u5fc5\u987b\u5f3a\u8c03\u6570\u636e\u7684\u5b8c\u6574\u6027\uff0c\u786e\u4fdd\u6240\u9009\u65f6\u95f4\u8303\u56f4\uff08\u4f8b\u5982\uff0c\u8fc7\u53bb\u4e24\u5e74\uff09\u5185\u7684\u6240\u6709\u76f8\u5173\u4ea4\u6613\u8bb0\u5f55\u90fd\u88ab\u5b8c\u6574\u5bfc\u51fa\u3002\u4efb\u4f55\u6570\u636e\u7684\u9057\u6f0f\u90fd\u53ef\u80fd\u5bfc\u81f4\u5bf9\u5ba2\u6237\u4ef7\u503c\u7684\u4e25\u91cd\u8bef\u5224\u3002<\/p>\n<h3><span class=\"ez-toc-section\" id=\"2_%E6%95%B0%E6%8D%AE%E9%A2%84%E5%A4%84%E7%90%86%E4%B8%8E%E6%B8%85%E6%B4%97\"><\/span>2. \u6570\u636e\u9884\u5904\u7406\u4e0e\u6e05\u6d17<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>\u4eceERP\u5bfc\u51fa\u7684\u539f\u59cb\u6570\u636e\u5f80\u5f80\u5e76\u975e\u201c\u5f00\u7bb1\u5373\u7528\u201d\uff0c\u5176\u4e2d\u53ef\u80fd\u5305\u542b\u566a\u97f3\u548c\u4e0d\u4e00\u81f4\u6027\u3002\u56e0\u6b64\uff0c\u5728\u8fdb\u884c\u5206\u6790\u4e4b\u524d\uff0c\u5fc5\u987b\u8fdb\u884c\u4e25\u8c28\u7684\u6570\u636e\u9884\u5904\u7406\u4e0e\u6e05\u6d17\u3002\u4ee5\u4e0b\u662f\u51e0\u4e2a\u5173\u952e\u7684\u64cd\u4f5c\u6b65\u9aa4\uff1a<\/p>\n<ul>\n<li><strong>\u5904\u7406\u9000\u8d27\u8ba2\u5355<\/strong>\uff1a\u8fd9\u662f\u6700\u5bb9\u6613\u88ab\u5ffd\u7565\u4f46\u53c8\u6781\u5176\u91cd\u8981\u7684\u4e00\u6b65\u3002\u5fc5\u987b\u8bc6\u522b\u51fa\u9000\u8d27\u6216\u9000\u6b3e\u7684\u8bb0\u5f55\u3002\u6b63\u786e\u7684\u505a\u6cd5\u662f\u4ece\u5ba2\u6237\u7684\u603b\u6d88\u8d39\u91d1\u989d\uff08M\uff09\u4e2d\u6263\u9664\u9000\u8d27\u91d1\u989d\uff0c\u5e76\u5c06\u5bf9\u5e94\u7684\u9000\u8d27\u8ba2\u5355\u4ece\u6d88\u8d39\u9891\u7387\uff08F\uff09\u7684\u8ba1\u6570\u4e2d\u6392\u9664\u3002\u5426\u5219\uff0c\u4f1a\u9ad8\u4f30\u5ba2\u6237\u7684\u5b9e\u9645\u4ef7\u503c\u3002<\/li>\n<li><strong>\u8bc6\u522b\u5e76\u5408\u5e76\u91cd\u590d\u5ba2\u6237<\/strong>\uff1a\u7531\u4e8e\u5386\u53f2\u539f\u56e0\u6216\u4eba\u4e3a\u64cd\u4f5c\u5931\u8bef\uff0cERP\u4e2d\u53ef\u80fd\u5b58\u5728\u540c\u4e00\u5ba2\u6237\u62e5\u6709\u591a\u4e2aID\u7684\u60c5\u51b5\uff08\u4f8b\u5982\uff0c\u516c\u53f8\u540d\u79f0\u7684\u5fae\u5c0f\u5dee\u5f02\u3001\u8054\u7cfb\u4eba\u4e0d\u540c\u7b49\uff09\u3002\u9700\u8981\u901a\u8fc7\u5ba2\u6237\u540d\u79f0\u3001\u8054\u7cfb\u7535\u8bdd\u3001\u7a0e\u53f7\u7b49\u8f85\u52a9\u4fe1\u606f\u8fdb\u884c\u6392\u67e5\uff0c\u5c06\u91cd\u590d\u7684\u5ba2\u6237\u8bb0\u5f55\u5408\u5e76\uff0c\u786e\u4fdd\u4e00\u4e2a\u5b9e\u4f53\u5ba2\u6237\u5bf9\u5e94\u4e00\u4e2a\u552f\u4e00\u7684Customer ID\u3002<\/li>\n<li><strong>\u7edf\u4e00\u6570\u636e\u683c\u5f0f<\/strong>\uff1a\u68c0\u67e5\u5e76\u7edf\u4e00\u6240\u6709\u6570\u636e\u7684\u683c\u5f0f\uff0c\u7279\u522b\u662f\u65e5\u671f\u683c\u5f0f\uff08\u5982 <code>YYYY-MM-DD<\/code>\uff09\u548c\u91d1\u989d\u683c\u5f0f\uff08\u786e\u4fdd\u4e3a\u6570\u503c\u7c7b\u578b\uff0c\u65e0\u8d27\u5e01\u7b26\u53f7\u6216\u5343\u5206\u4f4d\u7b26\uff09\u3002<\/li>\n<li><strong>\u5904\u7406\u5f02\u5e38\u503c<\/strong>\uff1a\u68c0\u67e5\u662f\u5426\u5b58\u5728\u91d1\u989d\u4e3a0\u6216\u8d1f\u6570\u7684\u5f02\u5e38\u8ba2\u5355\u8bb0\u5f55\uff0c\u5e76\u6839\u636e\u4e1a\u52a1\u903b\u8f91\u5224\u65ad\u662f\u4e88\u4ee5\u5254\u9664\u8fd8\u662f\u4fee\u6b63\u3002<\/li>\n<\/ul>\n<p>\u5b8c\u6210\u4e0a\u8ff0\u6e05\u6d17\u6b65\u9aa4\u540e\uff0c\u60a8\u5c06\u5f97\u5230\u4e00\u4efd\u5e72\u51c0\u3001\u89c4\u6574\u3001\u53ef\u4fe1\u8d56\u7684\u6570\u636e\u96c6\uff0c\u8fd9\u662f\u6784\u5efa\u7cbe\u51c6RFM\u6a21\u578b\u7684\u575a\u5b9e\u5730\u57fa\u3002<\/p>\n<h2><span class=\"ez-toc-section\" id=\"%E4%B8%89%E3%80%81%E5%AE%9E%E6%88%98%E7%AC%AC%E4%BA%8C%E6%AD%A5%EF%BC%9A%E6%9E%84%E5%BB%BARFM%E8%AF%84%E5%88%86%E4%BD%93%E7%B3%BB%EF%BC%8C%E4%B8%BA%E5%AE%A2%E6%88%B7%E7%B2%BE%E5%87%86%E7%94%BB%E5%83%8F\"><\/span>\u4e09\u3001\u5b9e\u6218\u7b2c\u4e8c\u6b65\uff1a\u6784\u5efaRFM\u8bc4\u5206\u4f53\u7cfb\uff0c\u4e3a\u5ba2\u6237\u7cbe\u51c6\u753b\u50cf<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>\u62e5\u6709\u4e86\u5e72\u51c0\u7684\u6570\u636e\u96c6\u540e\uff0c\u6211\u4eec\u4fbf\u8fdb\u5165\u4e86RFM\u6a21\u578b\u6784\u5efa\u7684\u6838\u5fc3\u73af\u8282\uff1a\u5c06\u539f\u59cb\u7684\u4ea4\u6613\u6570\u636e\u8f6c\u5316\u4e3a\u53ef\u91cf\u5316\u3001\u53ef\u6bd4\u8f83\u7684\u5ba2\u6237\u8bc4\u5206\u3002\u8fd9\u4e2a\u8fc7\u7a0b\u5206\u4e3a\u4e24\u6b65\uff1a\u9996\u5148\u8ba1\u7b97\u6bcf\u4e2a\u5ba2\u6237\u7684R\u3001F\u3001M\u539f\u59cb\u503c\uff0c\u7136\u540e\u57fa\u4e8e\u4e1a\u52a1\u7279\u6027\u8bbe\u5b9a\u8bc4\u5206\u6807\u51c6\uff0c\u4e3a\u5ba2\u6237\u6253\u5206\uff0c\u4ece\u800c\u5b8c\u6210\u7cbe\u51c6\u753b\u50cf\u3002<\/p>\n<h3><span class=\"ez-toc-section\" id=\"1_%E8%AE%A1%E7%AE%97R%E3%80%81F%E3%80%81M%E5%8E%9F%E5%A7%8B%E5%80%BC\"><\/span>1. \u8ba1\u7b97R\u3001F\u3001M\u539f\u59cb\u503c<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>\u57fa\u4e8e\u9884\u5904\u7406\u540e\u7684\u6570\u636e\uff0c\u6211\u4eec\u9700\u8981\u4e3a\u6bcf\u4e00\u4e2a\u552f\u4e00\u7684\u5ba2\u6237ID\u8ba1\u7b97\u51fa\u5176\u5bf9\u5e94\u7684R\u3001F\u3001M\u4e09\u4e2a\u539f\u59cb\u6570\u503c\u3002\u8ba1\u7b97\u65b9\u6cd5\u5982\u4e0b\uff1a<\/p>\n<ul>\n<li>\n<p><strong>\u8ba1\u7b97R\u503c (Recency)<\/strong>\uff1a\u9996\u5148\uff0c\u786e\u5b9a\u4e00\u4e2a\u5206\u6790\u7684\u622a\u6b62\u65e5\u671f\uff0c\u901a\u5e38\u662f\u201c\u4eca\u5929\u201d\u6216\u6570\u636e\u63d0\u53d6\u7684\u5f53\u5929\u3002\u7136\u540e\uff0c\u5bf9\u4e8e\u6bcf\u4e2a\u5ba2\u6237\uff0c\u627e\u5230\u4ed6\u4eec\u6240\u6709\u8ba2\u5355\u4e2d\u6700\u8fd1\u7684\u4e00\u7b14\u8ba2\u5355\u65e5\u671f\uff08Last Purchase Date\uff09\u3002R\u503c\u5373\u4e3a\uff1a<code>R = \u5206\u6790\u622a\u6b62\u65e5\u671f - \u5ba2\u6237\u6700\u540e\u6d88\u8d39\u65e5\u671f<\/code>\u8fd9\u4e2a\u7ed3\u679c\u901a\u5e38\u4ee5\u201c\u5929\u201d\u4e3a\u5355\u4f4d\u3002R\u503c\u8d8a\u5c0f\uff0c\u4ee3\u8868\u5ba2\u6237\u6700\u8fd1\u6709\u6d88\u8d39\uff0c\u6d3b\u8dc3\u5ea6\u8d8a\u9ad8\u3002<\/p>\n<\/li>\n<li>\n<p><strong>\u8ba1\u7b97F\u503c (Frequency)<\/strong>\uff1a\u5728\u8bbe\u5b9a\u7684\u5206\u6790\u65f6\u95f4\u7a97\u53e3\u5185\uff08\u4f8b\u5982\uff0c\u8fc7\u53bb\u4e00\u5e74\u6216\u4e24\u5e74\uff09\uff0c\u7edf\u8ba1\u6bcf\u4e2a\u5ba2\u6237\u7684\u6709\u6548\u8ba2\u5355\u603b\u6570\u3002<code>F = \u7279\u5b9a\u65f6\u95f4\u6bb5\u5185\u7684\u8ba2\u5355\u603b\u6570<\/code>F\u503c\u8d8a\u9ad8\uff0c\u4ee3\u8868\u5ba2\u6237\u8d2d\u4e70\u8d8a\u9891\u7e41\uff0c\u5fe0\u8bda\u5ea6\u8d8a\u9ad8\u3002<\/p>\n<\/li>\n<li>\n<p><strong>\u8ba1\u7b97M\u503c (Monetary)<\/strong>\uff1a\u5728\u540c\u4e00\u5206\u6790\u65f6\u95f4\u7a97\u53e3\u5185\uff0c\u5c06\u6bcf\u4e2a\u5ba2\u6237\u6240\u6709\u6709\u6548\u8ba2\u5355\u7684\u5b9e\u9645\u652f\u4ed8\u91d1\u989d\u8fdb\u884c\u52a0\u603b\u3002<code>M = \u7279\u5b9a\u65f6\u95f4\u6bb5\u5185\u7684\u6d88\u8d39\u603b\u91d1\u989d<\/code>M\u503c\u8d8a\u9ad8\uff0c\u4ee3\u8868\u5ba2\u6237\u7684\u4ef7\u503c\u8d21\u732e\u8d8a\u5927\u3002<\/p>\n<\/li>\n<\/ul>\n<p>\u5b8c\u6210\u8fd9\u4e00\u6b65\u540e\uff0c\u60a8\u7684\u6570\u636e\u8868\u5c06\u65b0\u589e\u4e09\u5217\uff0c\u6bcf\u4e00\u884c\u4ee3\u8868\u4e00\u4e2a\u5ba2\u6237\uff0c\u5e76\u6e05\u6670\u5730\u6807\u6ce8\u4e86\u4ed6\u4eec\u7684R\uff08\u5929\u6570\uff09\u3001F\uff08\u6b21\u6570\uff09\u3001M\uff08\u91d1\u989d\uff09\u539f\u59cb\u503c\u3002<\/p>\n<h3><span class=\"ez-toc-section\" id=\"2_%E8%AE%BE%E5%AE%9A%E8%AF%84%E5%88%86%E6%A0%87%E5%87%86%E5%B9%B6%E4%B8%BARFM%E6%89%93%E5%88%86\"><\/span>2. \u8bbe\u5b9a\u8bc4\u5206\u6807\u51c6\u5e76\u4e3aR\/F\/M\u6253\u5206<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>\u539f\u59cb\u503c\u672c\u8eab\u96be\u4ee5\u76f4\u63a5\u6bd4\u8f83\uff0c\u4f8b\u5982\uff0cR\u503c\u4e3a10\u5929\u548c20\u5929\u90fd\u7b97\u201c\u8fd1\u671f\u201d\uff0c\u4f46\u5982\u4f55\u91cf\u5316\u5176\u5dee\u5f02\uff1f\u56e0\u6b64\uff0c\u6211\u4eec\u9700\u8981\u5efa\u7acb\u4e00\u4e2a\u8bc4\u5206\u4f53\u7cfb\uff0c\u5c06\u8fde\u7eed\u7684\u539f\u59cb\u503c\u8f6c\u5316\u4e3a\u79bb\u6563\u7684\u8bc4\u5206\u7b49\u7ea7\uff08\u4f8b\u59821-5\u5206\uff09\u3002<\/p>\n<p>\u6700\u5e38\u7528\u4e14\u76f8\u5bf9\u5ba2\u89c2\u7684\u65b9\u6cd5\u662f<strong>\u7b49\u5206\u4f4d\u6cd5<\/strong>\u3002\u4f8b\u5982\uff0c\u4f7f\u7528\u4e94\u5206\u5236\uff0c\u60a8\u53ef\u4ee5\u5c06\u6240\u6709\u5ba2\u6237\u6309R\u503c\u4ece\u5c0f\u5230\u5927\u6392\u5e8f\uff0c\u524d20%\u7684\u5ba2\u6237R\u8bc4\u5206\u5f975\u5206\uff0c21%-40%\u7684\u5ba2\u6237\u5f974\u5206\uff0c\u4ee5\u6b64\u7c7b\u63a8\u3002\u5bf9F\u503c\u548cM\u503c\u4e5f\u8fdb\u884c\u540c\u6837\u7684\u64cd\u4f5c\uff08\u901a\u5e38F\u548cM\u503c\u8d8a\u5927\uff0c\u5f97\u5206\u8d8a\u9ad8\uff09\u3002<\/p>\n<p>\u7136\u800c\uff0c\u66f4\u8d34\u5408\u4e1a\u52a1\u5b9e\u9645\u7684\u505a\u6cd5\u662f<strong>\u6839\u636e\u4e1a\u52a1\u7ecf\u9a8c\u81ea\u5b9a\u4e49\u8bc4\u5206\u533a\u95f4<\/strong>\u3002\u4f01\u4e1a\u9700\u8981\u6839\u636e\u81ea\u8eab\u7684\u4ea7\u54c1\u5468\u671f\u3001\u5ba2\u6237\u6d88\u8d39\u4e60\u60ef\u6765\u5b9a\u4e49\u201c\u9ad8\u201d\u4e0e\u201c\u4f4e\u201d\u7684\u6807\u51c6\u3002\u4f8b\u5982\uff0c\u5bf9\u4e8e\u5feb\u6d88\u54c1\u884c\u4e1a\uff0c\u201c30\u5929\u672a\u6d88\u8d39\u201d\u53ef\u80fd\u5c31\u7b97\u6d41\u5931\u98ce\u9669\u5ba2\u6237\uff1b\u800c\u5bf9\u4e8e\u8010\u7528\u6d88\u8d39\u54c1\uff0c\u201c\u4e00\u5e74\u5185\u6d88\u8d39\u4e00\u6b21\u201d\u53ef\u80fd\u5df2\u7ecf\u7b97\u5f97\u4e0a\u662f\u6d3b\u8dc3\u5ba2\u6237\u3002<\/p>\n<p>\u4ee5\u4e0b\u662f\u4e00\u4e2a\u5236\u9020\u4e1aB2B\u4f01\u4e1a\u53ef\u80fd\u7684R\/F\/M\u8bc4\u5206\u6807\u51c6\u793a\u4f8b\u8868\u683c\uff0c\u60a8\u53ef\u4ee5\u6839\u636e\u81ea\u8eab\u60c5\u51b5\u8fdb\u884c\u8c03\u6574\uff1a<\/p>\n<table>\n<thead>\n<tr>\n<th>\u6307\u6807<\/th>\n<th>5\u5206<\/th>\n<th>4\u5206<\/th>\n<th>3\u5206<\/th>\n<th>2\u5206<\/th>\n<th>1\u5206<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td><strong>R (\u5929)<\/strong><\/td>\n<td>0-30<\/td>\n<td>31-90<\/td>\n<td>91-180<\/td>\n<td>181-365<\/td>\n<td>&gt;365<\/td>\n<\/tr>\n<tr>\n<td><strong>F (\u6b21)<\/strong><\/td>\n<td>&gt;10<\/td>\n<td>6-10<\/td>\n<td>3-5<\/td>\n<td>2<\/td>\n<td>1<\/td>\n<\/tr>\n<tr>\n<td><strong>M (\u5143)<\/strong><\/td>\n<td>&gt;100000<\/td>\n<td>50001-100000<\/td>\n<td>10001-50000<\/td>\n<td>1001-10000<\/td>\n<td>&lt;1000<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p>\u901a\u8fc7\u8fd9\u4e2a\u8bc4\u5206\u4f53\u7cfb\uff0c\u6bcf\u4e2a\u5ba2\u6237\u90fd\u4f1a\u5f97\u5230\u4e00\u4e2a\u7531\u4e09\u4f4d\u6570\u5b57\u7ec4\u6210\u7684\u201cRFM\u8bc4\u5206\u201d\uff0c\u4f8b\u5982\u201c555\u201d\u4ee3\u8868R\u3001F\u3001M\u4e09\u9879\u5747\u4e3a\u6700\u9ad8\u5206\u3002\u8fd9\u4e2a\u8bc4\u5206\u5c31\u662f\u5ba2\u6237\u7684\u6570\u5b57\u5316\u753b\u50cf\uff0c\u4e3a\u4e0b\u4e00\u6b65\u7684\u5ba2\u6237\u5206\u5c42\u5960\u5b9a\u4e86\u57fa\u7840\u3002<\/p>\n<h2><span class=\"ez-toc-section\" id=\"%E5%9B%9B%E3%80%81%E5%AE%9E%E6%88%98%E7%AC%AC%E4%B8%89%E6%AD%A5%EF%BC%9A%E5%AE%A2%E6%88%B7%E5%88%86%E5%B1%82%E4%B8%8E%E5%B7%AE%E5%BC%82%E5%8C%96%E8%90%A5%E9%94%80%E7%AD%96%E7%95%A5%E5%88%B6%E5%AE%9A\"><\/span>\u56db\u3001\u5b9e\u6218\u7b2c\u4e09\u6b65\uff1a\u5ba2\u6237\u5206\u5c42\u4e0e\u5dee\u5f02\u5316\u8425\u9500\u7b56\u7565\u5236\u5b9a<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>\u83b7\u5f97\u4e86\u6bcf\u4e2a\u5ba2\u6237\u7684RFM\u8bc4\u5206\u540e\uff0c\u6211\u4eec\u5c31\u62e5\u6709\u4e86\u5bf9\u5ba2\u6237\u7fa4\u4f53\u8fdb\u884c\u7cbe\u7ec6\u5316\u5206\u5c42\u7684\u80fd\u529b\u3002\u8fd9\u4f7f\u5f97\u4f01\u4e1a\u80fd\u591f\u6446\u8131\u201c\u4e00\u5200\u5207\u201d\u7684\u7c97\u653e\u5f0f\u8425\u9500\uff0c\u8f6c\u800c\u5b9e\u65bd\u9488\u5bf9\u6027\u5f3a\u3001\u8d44\u6e90\u5229\u7528\u7387\u9ad8\u7684\u5dee\u5f02\u5316\u7b56\u7565\u3002<\/p>\n<h3><span class=\"ez-toc-section\" id=\"1_%E5%AE%9A%E4%B9%898%E5%A4%A7%E6%A0%B8%E5%BF%83%E5%AE%A2%E6%88%B7%E7%BE%A4%E4%BD%93\"><\/span>1. \u5b9a\u4e498\u5927\u6838\u5fc3\u5ba2\u6237\u7fa4\u4f53<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>\u7406\u8bba\u4e0a\uff0c\u4e00\u4e2a5\u5206\u5236\u7684RFM\u4f53\u7cfb\u53ef\u4ee5\u7ec4\u5408\u51fa 5x5x5=125 \u79cd\u5ba2\u6237\u7c7b\u578b\uff0c\u4f46\u8fd9\u8fc7\u4e8e\u590d\u6742\uff0c\u4e0d\u5229\u4e8e\u7b56\u7565\u6267\u884c\u3002\u5728\u5b9e\u8df5\u4e2d\uff0c\u6211\u4eec\u901a\u5e38\u5c06R\u3001F\u3001M\u7684\u8bc4\u5206\u7b80\u5316\u4e3a\u201c\u9ad8\u201d\u548c\u201c\u4f4e\u201d\u4e24\u4e2a\u6863\u6b21\uff08\u4f8b\u5982\uff0c4-5\u5206\u4e3a\u9ad8\uff0c1-3\u5206\u4e3a\u4f4e\uff09\uff0c\u4ece\u800c\u7ec4\u5408\u6210 2x2x2=8 \u4e2a\u5177\u6709\u5178\u578b\u4e1a\u52a1\u542b\u4e49\u7684\u5ba2\u6237\u7fa4\u4f53\u3002<\/p>\n<p>\u4e0b\u8868\u8be6\u7ec6\u5217\u51fa\u4e86\u8fd98\u4e2a\u6838\u5fc3\u5ba2\u6237\u7fa4\u4f53\u7684\u5b9a\u4e49\u3001RFM\u8bc4\u5206\u7279\u5f81\u53ca\u5176\u4e1a\u52a1\u89e3\u8bfb\uff1a<\/p>\n<table>\n<thead>\n<tr>\n<th>\u5ba2\u6237\u7fa4\u4f53<\/th>\n<th>R\u8bc4\u5206<\/th>\n<th>F\u8bc4\u5206<\/th>\n<th>M\u8bc4\u5206<\/th>\n<th>\u5ba2\u6237\u7279\u5f81<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td><strong>\u91cd\u8981\u4ef7\u503c\u5ba2\u6237<\/strong><\/td>\n<td>\u9ad8<\/td>\n<td>\u9ad8<\/td>\n<td>\u9ad8<\/td>\n<td>\u6700\u8fd1\u6d88\u8d39\u3001\u9891\u7387\u9ad8\u3001\u91d1\u989d\u5927\u3002\u4f01\u4e1a\u7684\u201c\u660e\u661f\u5ba2\u6237\u201d\uff0c\u8d21\u732e\u6700\u5927\u3001\u6700\u6d3b\u8dc3\u7684\u6838\u5fc3\u7528\u6237\u3002<\/td>\n<\/tr>\n<tr>\n<td><strong>\u91cd\u8981\u4fdd\u6301\u5ba2\u6237<\/strong><\/td>\n<td>\u4f4e<\/td>\n<td>\u9ad8<\/td>\n<td>\u9ad8<\/td>\n<td>\u6d88\u8d39\u9891\u7387\u548c\u91d1\u989d\u90fd\u5f88\u9ad8\uff0c\u4f46\u8fd1\u671f\u6ca1\u6709\u6d88\u8d39\u3002\u662f\u4ef7\u503c\u5f88\u9ad8\u4f46\u5904\u4e8e\u6c89\u7761\u6216\u6d41\u5931\u8fb9\u7f18\u7684\u5ba2\u6237\u3002<\/td>\n<\/tr>\n<tr>\n<td><strong>\u91cd\u8981\u53d1\u5c55\u5ba2\u6237<\/strong><\/td>\n<td>\u9ad8<\/td>\n<td>\u4f4e<\/td>\n<td>\u9ad8<\/td>\n<td>\u6700\u8fd1\u6709\u6d88\u8d39\uff0c\u6d88\u8d39\u91d1\u989d\u9ad8\uff0c\u4f46\u9891\u7387\u4e0d\u9ad8\u3002\u6709\u6f5c\u529b\u6210\u4e3a\u4ef7\u503c\u5ba2\u6237\uff0c\u53ef\u80fd\u662f\u65b0\u664b\u7684\u5927\u5ba2\u6237\u3002<\/td>\n<\/tr>\n<tr>\n<td><strong>\u91cd\u8981\u633d\u7559\u5ba2\u6237<\/strong><\/td>\n<td>\u4f4e<\/td>\n<td>\u4f4e<\/td>\n<td>\u9ad8<\/td>\n<td>\u6d88\u8d39\u91d1\u989d\u9ad8\uff0c\u4f46\u5f88\u4e45\u6ca1\u6765\uff0c\u9891\u7387\u4e5f\u4f4e\u3002\u662f\u9ad8\u4ef7\u503c\u7684\u6d41\u5931\u5ba2\u6237\uff0c\u633d\u56de\u6210\u672c\u9ad8\u4f46\u56de\u62a5\u4e5f\u9ad8\u3002<\/td>\n<\/tr>\n<tr>\n<td><strong>\u4e00\u822c\u4ef7\u503c\u5ba2\u6237<\/strong><\/td>\n<td>\u9ad8<\/td>\n<td>\u9ad8<\/td>\n<td>\u4f4e<\/td>\n<td>\u6700\u8fd1\u6d88\u8d39\uff0c\u9891\u7387\u4e5f\u9ad8\uff0c\u4f46\u6d88\u8d39\u91d1\u989d\u4f4e\u3002\u662f\u5fe0\u8bda\u7684\u201c\u5e38\u5ba2\u201d\uff0c\u4f46\u5ba2\u5355\u4ef7\u6709\u5f85\u63d0\u5347\u3002<\/td>\n<\/tr>\n<tr>\n<td><strong>\u4e00\u822c\u4fdd\u6301\u5ba2\u6237<\/strong><\/td>\n<td>\u4f4e<\/td>\n<td>\u9ad8<\/td>\n<td>\u4f4e<\/td>\n<td>\u8fc7\u53bb\u6d88\u8d39\u9891\u7387\u9ad8\uff0c\u4f46\u8fd1\u671f\u672a\u6d88\u8d39\uff0c\u4e14\u91d1\u989d\u4e0d\u9ad8\u3002\u5c5e\u4e8e\u5fe0\u8bda\u5ea6\u6b63\u5728\u4e0b\u964d\u7684\u666e\u901a\u5ba2\u6237\u3002<\/td>\n<\/tr>\n<tr>\n<td><strong>\u4e00\u822c\u53d1\u5c55\u5ba2\u6237<\/strong><\/td>\n<td>\u9ad8<\/td>\n<td>\u4f4e<\/td>\n<td>\u4f4e<\/td>\n<td>\u6700\u8fd1\u6709\u6d88\u8d39\uff0c\u4f46\u9891\u7387\u548c\u91d1\u989d\u90fd\u4f4e\u3002\u901a\u5e38\u662f\u65b0\u5ba2\u6237\u6216\u5c1d\u8bd5\u6027\u8d2d\u4e70\u7684\u5ba2\u6237\u3002<\/td>\n<\/tr>\n<tr>\n<td><strong>\u4e00\u822c\u6d41\u5931\u5ba2\u6237<\/strong><\/td>\n<td>\u4f4e<\/td>\n<td>\u4f4e<\/td>\n<td>\u4f4e<\/td>\n<td>\u6700\u8fd1\u6ca1\u6765\uff0c\u9891\u7387\u548c\u91d1\u989d\u90fd\u4f4e\u3002\u662f\u4ef7\u503c\u6700\u4f4e\u7684\u6d41\u5931\u6216\u4f4e\u6d3b\u8dc3\u5ea6\u5ba2\u6237\u3002<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<h3><span class=\"ez-toc-section\" id=\"2_%E9%92%88%E5%AF%B9%E4%B8%8D%E5%90%8C%E5%AE%A2%E6%88%B7%E7%BE%A4%E4%BD%93%E7%9A%84%E7%B2%BE%E5%87%86%E8%90%A5%E9%94%80%E7%AD%96%E7%95%A5\"><\/span>2. \u9488\u5bf9\u4e0d\u540c\u5ba2\u6237\u7fa4\u4f53\u7684\u7cbe\u51c6\u8425\u9500\u7b56\u7565<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>\u5bf9\u5ba2\u6237\u8fdb\u884c\u5206\u5c42\u540e\uff0c\u4e0b\u4e00\u6b65\u5c31\u662f\u5c06\u6d1e\u5bdf\u8f6c\u5316\u4e3a\u884c\u52a8\u3002\u9488\u5bf9\u4e0d\u540c\u5ba2\u6237\u7fa4\u4f53\u7684\u7279\u5f81\uff0c\u5236\u5b9a\u5e76\u6267\u884c\u5dee\u5f02\u5316\u7684\u8425\u9500\u548c\u670d\u52a1\u7b56\u7565\uff0c\u662f\u63d0\u5347ROI\u7684\u5173\u952e\u3002\u4ee5\u4e0b\u662f\u9488\u5bf9\u56db\u7c7b\u5173\u952e\u5ba2\u6237\u7fa4\u4f53\u7684\u7b56\u7565\u5efa\u8bae\uff1a<\/p>\n<ul>\n<li>\n<p><strong>\u91cd\u8981\u4ef7\u503c\u5ba2\u6237 (\u9ad8R\/\u9ad8F\/\u9ad8M)<\/strong>\uff1a<\/p>\n<ul>\n<li><strong>\u7b56\u7565\u76ee\u6807<\/strong>\uff1a\u6781\u81f4\u5173\u6000\uff0c\u63d0\u5347\u5fe0\u8bda\u5ea6\u4e0e\u53e3\u7891\u3002<\/li>\n<li><strong>\u5177\u4f53\u884c\u52a8<\/strong>\uff1a\u63d0\u4f9b\u4e00\u5bf9\u4e00\u7684\u5ba2\u6237\u7ecf\u7406\u670d\u52a1\u3001\u8bbe\u7acbVIP\u4e13\u5c5e\u901a\u9053\u3001\u65b0\u54c1\u4f18\u5148\u4f53\u9a8c\u6743\u3001\u5b9a\u671f\u8d60\u9001\u5b9a\u5236\u5316\u793c\u54c1\u3001\u9080\u8bf7\u53c2\u52a0\u9ad8\u7aef\u5ba2\u6237\u7b54\u8c22\u4f1a\u3002\u907f\u514d\u7528\u901a\u7528\u7684\u6298\u6263\u4fe1\u606f\u6253\u6270\u4ed6\u4eec\uff0c\u66f4\u5e94\u6ce8\u91cd\u63d0\u4f9b\u589e\u503c\u670d\u52a1\u548c\u5c0a\u8d35\u611f\u3002<\/li>\n<\/ul>\n<\/li>\n<li>\n<p><strong>\u91cd\u8981\u53d1\u5c55\u5ba2\u6237 (\u9ad8R\/\u4f4eF\/\u9ad8M)<\/strong>\uff1a<\/p>\n<ul>\n<li><strong>\u7b56\u7565\u76ee\u6807<\/strong>\uff1a\u63d0\u5347\u590d\u8d2d\u7387\uff0c\u57f9\u517b\u5fe0\u8bda\u5ea6\u3002<\/li>\n<li><strong>\u5177\u4f53\u884c\u52a8<\/strong>\uff1a\u5728\u5ba2\u6237\u5b8c\u6210\u9996\u6b21\u9ad8\u4ef7\u503c\u8d2d\u4e70\u540e\uff0c\u4e3b\u52a8\u8fdb\u884c\u6ee1\u610f\u5ea6\u56de\u8bbf\uff0c\u4e86\u89e3\u5176\u9700\u6c42\u3002\u901a\u8fc7\u90ae\u4ef6\u6216\u77ed\u4fe1\u63a8\u9001\u4e0e\u5176\u8d2d\u4e70\u4ea7\u54c1\u76f8\u5173\u7684\u4ea4\u53c9\u9500\u552e\u6216\u5347\u7ea7\u4ea7\u54c1\u4fe1\u606f\u3002\u63d0\u4f9b\u5c0f\u989d\u5ea6\u7684\u590d\u8d2d\u4e13\u4eab\u4f18\u60e0\u5238\uff0c\u9f13\u52b1\u5176\u518d\u6b21\u6d88\u8d39\u3002<\/li>\n<\/ul>\n<\/li>\n<li>\n<p><strong>\u91cd\u8981\u633d\u7559\u5ba2\u6237 (\u4f4eR\/\u4f4eF\/\u9ad8M)<\/strong>\uff1a<\/p>\n<ul>\n<li><strong>\u7b56\u7565\u76ee\u6807<\/strong>\uff1a\u4e3b\u52a8\u6fc0\u6d3b\uff0c\u9632\u6b62\u5f7b\u5e95\u6d41\u5931\u3002<\/li>\n<li><strong>\u5177\u4f53\u884c\u52a8<\/strong>\uff1a\u8fd9\u662f\u6700\u9ad8\u4f18\u5148\u7ea7\u7684\u633d\u56de\u5bf9\u8c61\u3002\u5e94\u7acb\u5373\u7531\u8d44\u6df1\u9500\u552e\u6216\u5ba2\u670d\u4eba\u5458\u8fdb\u884c\u7535\u8bdd\u56de\u8bbf\uff0c\u4e86\u89e3\u5176\u8fd1\u671f\u672a\u8d2d\u4e70\u7684\u539f\u56e0\uff08\u662f\u8f6c\u5411\u7ade\u4e89\u5bf9\u624b\uff0c\u8fd8\u662f\u9700\u6c42\u53d1\u751f\u53d8\u5316\uff1f\uff09\u3002\u63d0\u4f9b\u6781\u5177\u5438\u5f15\u529b\u7684\u201c\u56de\u5f52\u4e13\u5c5e\u4f18\u60e0\u201d\uff08\u5982\u5927\u989d\u6298\u6263\u5238\u3001\u8d60\u54c1\uff09\uff0c\u5e76\u627f\u8bfa\u89e3\u51b3\u5176\u4e4b\u524d\u53ef\u80fd\u9047\u5230\u7684\u95ee\u9898\u3002<\/li>\n<\/ul>\n<\/li>\n<li>\n<p><strong>\u4e00\u822c\u6d41\u5931\u5ba2\u6237 (\u4f4eR\/\u4f4eF\/\u4f4eM)<\/strong>\uff1a<\/p>\n<ul>\n<li><strong>\u7b56\u7565\u76ee\u6807<\/strong>\uff1a\u4f4e\u6210\u672c\u53ec\u56de\u6216\u5224\u65ad\u662f\u5426\u653e\u5f03\u3002<\/li>\n<li><strong>\u5177\u4f53\u884c\u52a8<\/strong>\uff1a\u5bf9\u4e8e\u8fd9\u7c7b\u5ba2\u6237\uff0c\u4e0d\u5b9c\u6295\u5165\u9ad8\u6210\u672c\u7684\u4eba\u5de5\u8ddf\u8fdb\u3002\u53ef\u4ee5\u5c06\u5176\u7eb3\u5165\u81ea\u52a8\u5316\u7684\u90ae\u4ef6\u8425\u9500\u5217\u8868\uff0c\u5b9a\u671f\u53d1\u9001\u666e\u9002\u6027\u7684\u4fc3\u9500\u6d3b\u52a8\u4fe1\u606f\u3002\u5982\u679c\u591a\u6b21\u8425\u9500\u540e\u4ecd\u65e0\u54cd\u5e94\uff0c\u53ef\u8003\u8651\u5c06\u5176\u6807\u8bb0\u4e3a\u201c\u4f11\u7720\u5ba2\u6237\u201d\uff0c\u6682\u65f6\u51cf\u5c11\u8425\u9500\u9891\u7387\uff0c\u4ee5\u8282\u7ea6\u6210\u672c\u3002<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>\u901a\u8fc7\u8fd9\u79cd\u65b9\u5f0f\uff0c\u4f01\u4e1a\u80fd\u591f\u5c06\u6709\u9650\u7684\u8425\u9500\u8d44\u6e90\u7cbe\u51c6\u5730\u6295\u5165\u5230\u6700\u6709\u53ef\u80fd\u4ea7\u751f\u56de\u62a5\u7684\u5ba2\u6237\u8eab\u4e0a\uff0c\u5b9e\u73b0\u8425\u9500\u6548\u7387\u7684\u6700\u5927\u5316\u3002<\/p>\n<h2><span class=\"ez-toc-section\" id=\"%E4%BA%94%E3%80%81%E8%87%AA%E5%8A%A8%E5%8C%96%E4%B8%8E%E5%8D%87%E7%BA%A7%EF%BC%9A%E5%A6%82%E4%BD%95%E5%88%A9%E7%94%A8%E7%8E%B0%E4%BB%A3%E5%B7%A5%E5%85%B7%E5%B9%B3%E5%8F%B0%E5%AE%9E%E7%8E%B0RFM%E6%A8%A1%E5%9E%8B%E7%9A%84%E5%8A%A8%E6%80%81%E5%BA%94%E7%94%A8\"><\/span>\u4e94\u3001\u81ea\u52a8\u5316\u4e0e\u5347\u7ea7\uff1a\u5982\u4f55\u5229\u7528\u73b0\u4ee3\u5de5\u5177\u5e73\u53f0\u5b9e\u73b0RFM\u6a21\u578b\u7684\u52a8\u6001\u5e94\u7528<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>\u81f3\u6b64\uff0c\u6211\u4eec\u5df2\u7ecf\u8d70\u5b8c\u4e86\u624b\u52a8\u6267\u884cRFM\u5206\u6790\u4e0e\u7b56\u7565\u5236\u5b9a\u7684\u5168\u8fc7\u7a0b\u3002\u7136\u800c\uff0c\u4ece\u6218\u7565\u9ad8\u5ea6\u5ba1\u89c6\uff0c\u8fd9\u79cd\u4f9d\u8d56\u4eba\u5de5\u5bfc\u51fa\u6570\u636e\u3001\u4f7f\u7528Excel\u7b49\u5de5\u5177\u8fdb\u884c\u8ba1\u7b97\u548c\u5206\u5c42\u7684\u65b9\u5f0f\uff0c\u5b58\u5728\u660e\u663e\u7684\u74f6\u9888\uff1a\u6548\u7387\u4f4e\u4e0b\u3001\u66f4\u65b0\u5468\u671f\u957f\uff0c\u65e0\u6cd5\u5b9e\u65f6\u54cd\u5e94\u5ba2\u6237\u884c\u4e3a\u7684\u53d8\u5316\u3002\u4e00\u4f4d\u91cd\u8981\u4ef7\u503c\u5ba2\u6237\u53ef\u80fd\u5728\u672c\u5468\u5c31\u53d8\u4e3a\u91cd\u8981\u4fdd\u6301\u5ba2\u6237\uff0c\u5982\u679c\u7b49\u5230\u4e0b\u4e2a\u6708\u7684\u62a5\u8868\u51fa\u6765\u624d\u53d1\u73b0\uff0c\u6700\u4f73\u7684\u5e72\u9884\u65f6\u673a\u65e9\u5df2\u9519\u5931\u3002<\/p>\n<p>\u8981\u771f\u6b63\u8ba9RFM\u6a21\u578b\u6210\u4e3a\u9a71\u52a8\u4e1a\u52a1\u589e\u957f\u7684\u52a8\u6001\u5f15\u64ce\uff0c\u5c31\u5fc5\u987b\u5f15\u5165\u81ea\u52a8\u5316\u5de5\u5177\u3002\u65e0\u4ee3\u7801\/\u4f4e\u4ee3\u7801\u5e73\u53f0\uff0c\u7279\u522b\u662f\u50cf<strong>\u652f\u9053\u5e73\u53f0<\/strong>\u8fd9\u6837\u96c6\u6210\u4e86\u5f3a\u5927\u6570\u636e\u5904\u7406\u4e0e\u4e1a\u52a1\u6d41\u7a0b\u80fd\u529b\u7684\u5e73\u53f0\uff0c\u4e3a\u4f01\u4e1a\u5b9e\u73b0RFM\u6a21\u578b\u7684\u81ea\u52a8\u5316\u3001\u52a8\u6001\u5316\u5e94\u7528\u63d0\u4f9b\u4e86\u6781\u5177\u6027\u4ef7\u6bd4\u7684\u89e3\u51b3\u65b9\u6848\u3002\u5b83\u901a\u8fc7\u4ee5\u4e0b\u6838\u5fc3\u80fd\u529b\uff0c\u8d4b\u80fd\u4f01\u4e1a\u4e2d\u7684\u4e1a\u52a1\u4eba\u5458\uff0c\u800c\u975e\u4ec5\u4ec5\u662fIT\u4e13\u5bb6\uff0c\u6765\u6784\u5efa\u548c\u8fd0\u8425\u8fd9\u5957\u4f53\u7cfb\uff1a<\/p>\n<ul>\n<li>\n<p><strong>\u62a5\u8868\u5f15\u64ce<\/strong>\uff1a\u65e0\u9700\u7f16\u5199\u4efb\u4f55\u4ee3\u7801\uff0c\u4e1a\u52a1\u4eba\u5458\u53ef\u4ee5\u901a\u8fc7\u7b80\u5355\u7684\u62d6\u62c9\u62fd\u64cd\u4f5c\uff0c\u5c06\u6e05\u6d17\u540e\u7684ERP\u6570\u636e\u6e90\u8fde\u63a5\u5230\u5e73\u53f0\u3002\u5229\u7528\u5176\u4e30\u5bcc\u7684\u56fe\u8868\u7ec4\u4ef6\uff08\u5982\u67f1\u72b6\u56fe\u3001\u997c\u56fe\u3001\u6307\u6807\u5361\uff09\uff0c\u5feb\u901f\u642d\u5efa\u51fa\u52a8\u6001\u7684RFM\u5206\u6790\u770b\u677f\u3002\u8fd9\u4e2a\u770b\u677f\u53ef\u4ee5\u5b9e\u65f6\u5c55\u793a\u5404\u7c7b\u5ba2\u6237\u7fa4\u4f53\u7684\u6570\u91cf\u3001\u5360\u6bd4\u53ca\u5176\u53d8\u5316\u8d8b\u52bf\uff0c\u8ba9\u51b3\u7b56\u8005\u5bf9\u5ba2\u6237\u7ed3\u6784\u5065\u5eb7\u5ea6\u4e00\u76ee\u4e86\u7136\u3002<\/p>\n<\/li>\n<li>\n<p><strong>\u89c4\u5219\u5f15\u64ce<\/strong>\uff1a\u8fd9\u662f\u5b9e\u73b0\u201c\u81ea\u52a8\u5316\u201d\u7684\u5173\u952e\u3002\u60a8\u53ef\u4ee5\u9884\u8bbe\u4e00\u7cfb\u5217\u81ea\u52a8\u5316\u89c4\u5219\u3002\u4f8b\u5982\uff0c\u8bbe\u7f6e\u4e00\u6761\u89c4\u5219\uff1a\u201c\u5f53\u4e00\u4e2a\u5ba2\u6237\u7684R\u503c\u4ece\u2018\u9ad8\u2019\u53d8\u4e3a\u2018\u4f4e\u2019\uff0c\u4e14\u5176F\u3001M\u8bc4\u5206\u4e3a\u2018\u9ad8\u2019\u65f6\uff08\u5373\u4ece\u2018\u91cd\u8981\u4ef7\u503c\u5ba2\u6237\u2019\u53d8\u4e3a\u2018\u91cd\u8981\u4fdd\u6301\u5ba2\u6237\u2019\uff09\uff0c\u7cfb\u7edf\u81ea\u52a8\u89e6\u53d1\u4e00\u4e2a\u2018\u9ad8\u4ef7\u503c\u5ba2\u6237\u6d41\u5931\u9884\u8b66\u2019\u4efb\u52a1\u201d\u3002\u8fd9\u4e2a\u4efb\u52a1\u53ef\u4ee5\u81ea\u52a8\u5411\u8be5\u5ba2\u6237\u7684\u4e13\u5c5e\u9500\u552e\u53d1\u9001\u4e00\u6761\u5f85\u529e\u63d0\u9192\uff0c\u6216\u8005\u81ea\u52a8\u901a\u8fc7\u96c6\u6210\u7684\u77ed\u4fe1\/\u90ae\u4ef6\u7f51\u5173\uff0c\u5411\u5ba2\u6237\u53d1\u9001\u4e00\u5c01\u5b9a\u5236\u5316\u7684\u5173\u6000\u90ae\u4ef6\u3002<\/p>\n<\/li>\n<li>\n<p><strong>\u6d41\u7a0b\u5f15\u64ce<\/strong>\uff1a\u5c06\u9488\u5bf9\u4e0d\u540c\u5ba2\u6237\u7fa4\u4f53\u7684\u8425\u9500\u7b56\u7565\uff0c\u56fa\u5316\u4e3a\u6807\u51c6\u7684\u7ebf\u4e0a\u4e1a\u52a1\u6d41\u7a0b\u3002\u4f8b\u5982\uff0c\u9488\u5bf9\u201c\u91cd\u8981\u633d\u7559\u5ba2\u6237\u201d\u7684\u6fc0\u6d3b\u6d41\u7a0b\u53ef\u4ee5\u8bbe\u8ba1\u4e3a\uff1a\u7cfb\u7edf\u81ea\u52a8\u751f\u6210\u633d\u7559\u4efb\u52a1 -&gt; \u6307\u6d3e\u7ed9\u5927\u5ba2\u6237\u9500\u552e -&gt; \u9500\u552e\u6267\u884c\u7535\u8bdd\u56de\u8bbf\u5e76\u8bb0\u5f55\u7ed3\u679c -&gt; \u5982\u5ba2\u6237\u540c\u610f\u56de\u5f52\uff0c\u6d41\u7a0b\u81ea\u52a8\u89e6\u53d1\u4f18\u60e0\u5238\u53d1\u653e -&gt; 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class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>\u7efc\u4e0a\u6240\u8ff0\uff0c\u6df1\u5ea6\u5e94\u7528RFM\u6a21\u578b\uff0c\u662f\u76d8\u6d3b\u4f01\u4e1aERP\u7cfb\u7edf\u6d77\u91cf\u6570\u636e\u8d44\u4ea7\u3001\u4ece\u7c97\u653e\u5f0f\u7ba1\u7406\u8fc8\u5411\u7cbe\u7ec6\u5316\u5ba2\u6237\u8fd0\u8425\u7684\u5173\u952e\u4e00\u6b65\u3002\u5b83\u63d0\u4f9b\u4e86\u4e00\u5957\u903b\u8f91\u6e05\u6670\u3001\u53ef\u6267\u884c\u7684\u6846\u67b6\uff0c\u5e2e\u52a9\u4f01\u4e1a\u5c06\u62bd\u8c61\u7684\u4ea4\u6613\u8bb0\u5f55\u8f6c\u5316\u4e3a\u5177\u8c61\u7684\u5ba2\u6237\u4ef7\u503c\u6d1e\u5bdf\uff0c\u5e76\u4ee5\u6b64\u4e3a\u4f9d\u636e\uff0c\u5236\u5b9a\u51fa\u8d44\u6e90\u5229\u7528\u7387\u6700\u5927\u5316\u7684\u8425\u9500\u7b56\u7565\u3002<\/p>\n<p>\u4f5c\u4e3a\u4f01\u4e1a\u7684\u51b3\u7b56\u8005\uff0c\u6211\u4eec\u5fc5\u987b\u8ba4\u8bc6\u5230\uff0c\u5728\u6570\u5b57\u5316\u65f6\u4ee3\uff0c\u6570\u636e\u5206\u6790\u80fd\u529b\u4e0d\u518d\u662fIT\u90e8\u95e8\u7684\u4e13\u5c5e\u804c\u80fd\uff0c\u800c\u662f\u5173\u4e4e\u4f01\u4e1a\u751f\u5b58\u4e0e\u53d1\u5c55\u7684\u6838\u5fc3\u7ade\u4e89\u529b\u3002\u5c06\u6570\u636e\u6d1e\u5bdf\u878d\u5165\u65e5\u5e38\u4e1a\u52a1\u51b3\u7b56\u6d41\u7a0b\uff0c\u662f\u5b9e\u73b0\u53ef\u6301\u7eed\u589e\u957f\u7684\u5fc5\u7531\u4e4b\u8def\u3002<\/p>\n<p>\u56e0\u6b64\uff0c\u6211\u4eec\u5728\u6b64\u53d1\u51fa\u660e\u786e\u7684\u884c\u52a8\u53f7\u53ec\uff1a\u8bf7\u7acb\u5373\u7740\u624b\u8bc4\u4f30\u60a8\u4f01\u4e1a\u5f53\u524d\u7684\u5ba2\u6237\u6570\u636e\u5229\u7528\u7387\uff0c\u5ba1\u89c6\u6c89\u7761\u5728ERP\u7cfb\u7edf\u4e2d\u7684\u5de8\u5927\u4ef7\u503c\u3002\u5e76\u79ef\u6781\u8003\u8651\u501f\u52a9\u5982<strong>\u652f\u9053\u5e73\u53f0<\/strong>\u8fd9\u6837\u7684\u73b0\u4ee3\u5316\u3001\u9ad8\u6027\u4ef7\u6bd4\u7684\u5de5\u5177\uff0c\u5feb\u901f\u6784\u5efa\u8d77\u5c5e\u4e8e\u60a8\u81ea\u5df1\u7684\u3001\u80fd\u591f\u6301\u7eed\u4f18\u5316\u548c\u8fed\u4ee3\u7684\u5ba2\u6237\u4ef7\u503c\u589e\u957f\u4f53\u7cfb\uff0c\u8ba9\u60a8\u7684ERP\u7cfb\u7edf\u771f\u6b63\u4ece\u4e00\u4e2a\u6210\u672c\u4e2d\u5fc3\uff0c\u8f6c\u53d8\u4e3a\u9a71\u52a8\u4e1a\u7ee9\u589e\u957f\u7684\u6838\u5fc3\u5f15\u64ce\u3002<\/p>\n<p>\u60f3\u8981\u4e86\u89e3\u5982\u4f55\u5feb\u901f\u642d\u5efa\u60a8\u7684\u4e13\u5c5e\u5ba2\u6237\u5206\u6790\u770b\u677f\u5417\uff1f\u6b22\u8fce\u8bbf\u95ee\u652f\u9053\u5e73\u53f0\u5b98\u7f51\uff0c\u7acb\u5373\u514d\u8d39\u8bd5\u7528\u3002<\/p>\n<h2><span class=\"ez-toc-section\" id=\"%E5%85%B3%E4%BA%8E%E5%9C%A8ERP%E4%B8%AD%E5%BA%94%E7%94%A8RFM%E6%A8%A1%E5%9E%8B%E7%9A%84%E5%B8%B8%E8%A7%81%E9%97%AE%E9%A2%98\"><\/span>\u5173\u4e8e\u5728ERP\u4e2d\u5e94\u7528RFM\u6a21\u578b\u7684\u5e38\u89c1\u95ee\u9898<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<h3><span class=\"ez-toc-section\" id=\"1_RFM%E6%A8%A1%E5%9E%8B%E9%80%82%E7%94%A8%E4%BA%8E%E6%89%80%E6%9C%89%E8%A1%8C%E4%B8%9A%E5%90%97%EF%BC%9F\"><\/span>1. RFM\u6a21\u578b\u9002\u7528\u4e8e\u6240\u6709\u884c\u4e1a\u5417\uff1f<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>RFM\u6a21\u578b\u5e76\u975e\u4e07\u80fd\u94a5\u5319\uff0c\u4f46\u5176\u9002\u7528\u6027\u975e\u5e38\u5e7f\u6cdb\u3002\u5b83\u5c24\u5176\u9002\u7528\u4e8e\u90a3\u4e9b\u5ba2\u6237\u4f1a\u4ea7\u751f\u91cd\u590d\u8d2d\u4e70\u884c\u4e3a\u7684\u884c\u4e1a\uff0c\u4f8b\u5982B2C\u9886\u57df\u7684\u96f6\u552e\u3001\u7535\u5b50\u5546\u52a1\u3001\u8ba2\u9605\u5236\u670d\u52a1\uff0c\u4ee5\u53caB2B\u9886\u57df\u7684\u8017\u6750\u91c7\u8d2d\u3001\u5907\u54c1\u5907\u4ef6\u9500\u552e\u3001\u5e38\u89c4\u670d\u52a1\u7eed\u7ea6\u7b49\u3002\u5728\u8fd9\u4e9b\u884c\u4e1a\uff0c\u6d88\u8d39\u9891\u7387\uff08F\uff09\u548c\u6700\u8fd1\u4e00\u6b21\u6d88\u8d39\uff08R\uff09\u662f\u8861\u91cf\u5ba2\u6237\u5173\u7cfb\u5065\u5eb7\u5ea6\u7684\u6709\u6548\u6307\u6807\u3002\u7136\u800c\uff0c\u5bf9\u4e8e\u4e00\u4e9b\u4ea4\u6613\u5468\u671f\u6781\u957f\u3001\u5ba2\u6237\u8d2d\u4e70\u9891\u7387\u6781\u4f4e\u7684\u884c\u4e1a\uff0c\u5982\u5927\u578b\u8bbe\u5907\u5236\u9020\u3001\u623f\u5730\u4ea7\u3001\u9879\u76ee\u5236\u5de5\u7a0b\u670d\u52a1\u7b49\uff0c\u5355\u7eaf\u7684RFM\u6a21\u578b\u53ef\u80fd\u6548\u679c\u6709\u9650\u3002\u5728\u8fd9\u4e9b\u60c5\u51b5\u4e0b\uff0c\u53ef\u80fd\u9700\u8981\u5bf9\u6a21\u578b\u8fdb\u884c\u8c03\u6574\uff08\u4f8b\u5982\uff0c\u5c06F\u6307\u6807\u66ff\u6362\u4e3a\u4e92\u52a8\u9891\u7387\uff09\uff0c\u6216\u8005\u7ed3\u5408\u5ba2\u6237\u751f\u547d\u5468\u671f\u4ef7\u503c\uff08CLV\uff09\u3001\u5ba2\u6237\u6ee1\u610f\u5ea6\u7b49\u5176\u4ed6\u5206\u6790\u65b9\u6cd5\uff0c\u5171\u540c\u8bc4\u4f30\u5ba2\u6237\u4ef7\u503c\u3002<\/p>\n<h3><span class=\"ez-toc-section\" id=\"2_RFM%E5%88%86%E6%9E%90%E5%BA%94%E8%AF%A5%E5%A4%9A%E4%B9%85%E8%BF%9B%E8%A1%8C%E4%B8%80%E6%AC%A1%EF%BC%9F\"><\/span>2. RFM\u5206\u6790\u5e94\u8be5\u591a\u4e45\u8fdb\u884c\u4e00\u6b21\uff1f<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>RFM\u5206\u6790\u7684\u9891\u7387\u6838\u5fc3\u53d6\u51b3\u4e8e\u60a8\u6240\u5728\u884c\u4e1a\u7684\u4e1a\u52a1\u7279\u6027\u548c\u5ba2\u6237\u6d88\u8d39\u5468\u671f\u3002\u5bf9\u4e8e\u5ba2\u6237\u8d2d\u4e70\u51b3\u7b56\u5feb\u3001\u6d88\u8d39\u9891\u7387\u9ad8\u7684\u5feb\u6d88\u54c1\u6216\u7535\u5546\u884c\u4e1a\uff0cRFM\u8bc4\u5206\u53ef\u80fd\u9700\u8981\u6bcf\u5468\u751a\u81f3\u6bcf\u5929\u8fdb\u884c\u52a8\u6001\u66f4\u65b0\uff0c\u4ee5\u4fbf\u53ca\u65f6\u6355\u6349\u5ba2\u6237\u884c\u4e3a\u53d8\u5316\u5e76\u505a\u51fa\u5feb\u901f\u53cd\u5e94\u3002\u5bf9\u4e8e\u6c7d\u8f66\u3001\u5bb6\u7535\u7b49\u8010\u7528\u6d88\u8d39\u54c1\u884c\u4e1a\uff0c\u5ba2\u6237\u7684\u8d2d\u4e70\u5468\u671f\u8f83\u957f\uff0c\u6bcf\u6708\u6216\u6bcf\u5b63\u5ea6\u66f4\u65b0\u4e00\u6b21RFM\u5206\u6790\u901a\u5e38\u5c31\u8db3\u591f\u4e86\u3002\u5bf9\u4e8eB2B\u4e1a\u52a1\uff0c\u66f4\u65b0\u9891\u7387\u53ef\u80fd\u4e0e\u5ba2\u6237\u7684\u91c7\u8d2d\u5468\u671f\u76f8\u5339\u914d\u3002\u8fd9\u91cc\u7684\u5173\u952e\u5728\u4e8e\uff0c\u5206\u6790\u7684\u9891\u7387\u5e94\u5feb\u4e8e\u5ba2\u6237\u72b6\u6001\u53d1\u751f\u663e\u8457\u53d8\u5316\u7684\u901f\u5ea6\u3002\u800c\u8fd9\u6b63\u662f\u81ea\u52a8\u5316\u5de5\u5177\u7684\u4ef7\u503c\u6240\u5728\uff0c\u5b83\u4eec\u53ef\u4ee5\u5b9e\u73b0\u6570\u636e\u7684\u5b9e\u65f6\u6216\u51c6\u5b9e\u65f6\u66f4\u65b0\uff0c\u5f7b\u5e95\u6446\u8131\u4e86\u624b\u52a8\u5206\u6790\u7684\u5468\u671f\u9650\u5236\u3002<\/p>\n<h3><span class=\"ez-toc-section\" id=\"3_%E9%99%A4%E4%BA%86RFM%EF%BC%8C%E8%BF%98%E6%9C%89%E5%93%AA%E4%BA%9B%E5%B8%B8%E7%94%A8%E7%9A%84%E5%AE%A2%E6%88%B7%E5%88%86%E6%9E%90%E6%A8%A1%E5%9E%8B%EF%BC%9F\"><\/span>3. \u9664\u4e86RFM\uff0c\u8fd8\u6709\u54ea\u4e9b\u5e38\u7528\u7684\u5ba2\u6237\u5206\u6790\u6a21\u578b\uff1f<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>RFM\u6a21\u578b\u662f\u5ba2\u6237\u4ef7\u503c\u5206\u6790\u7684\u7ecf\u5178\u5165\u95e8\u5de5\u5177\uff0c\u4f46\u5b83\u5e76\u975e\u5b64\u7acb\u5b58\u5728\u3002\u4e00\u4e2a\u6210\u719f\u7684\u5ba2\u6237\u5206\u6790\u4f53\u7cfb\u901a\u5e38\u662f\u591a\u79cd\u6a21\u578b\u7684\u7ec4\u5408\u3002\u9664\u4e86RFM\uff0c\u5176\u4ed6\u5e38\u7528\u7684\u6a21\u578b\u5305\u62ec\uff1a<\/p>\n<ul>\n<li><strong>\u5ba2\u6237\u751f\u547d\u5468\u671f\u4ef7\u503c\uff08CLV\/LTV\uff09\u6a21\u578b<\/strong>\uff1a\u9884\u6d4b\u4e00\u4e2a\u5ba2\u6237\u5728\u672a\u6765\u53ef\u80fd\u4e3a\u4f01\u4e1a\u5e26\u6765\u7684\u603b\u5229\u6da6\uff0c\u66f4\u4fa7\u91cd\u4e8e\u5ba2\u6237\u7684\u957f\u671f\u548c\u672a\u6765\u4ef7\u503c\u3002<\/li>\n<li><strong>\u7528\u6237\u753b\u50cf\uff08Persona\uff09<\/strong>\uff1a\u57fa\u4e8e\u4eba\u53e3\u7edf\u8ba1\u5b66\u7279\u5f81\u3001\u884c\u4e3a\u3001\u52a8\u673a\u548c\u76ee\u6807\uff0c\u521b\u5efa\u865a\u62df\u7684\u3001\u4ee3\u8868\u67d0\u4e00\u7c7b\u7528\u6237\u7684\u5178\u578b\u5f62\u8c61\uff0c\u5e2e\u52a9\u56e2\u961f\u66f4\u597d\u5730\u7406\u89e3\u7528\u6237\u3002<\/li>\n<li><strong>AARRR\u6a21\u578b\uff08\u6d77\u76d7\u6a21\u578b\uff09<\/strong>\uff1a\u4ece\u83b7\u5ba2\u3001\u6fc0\u6d3b\u3001\u7559\u5b58\u3001\u6536\u5165\u3001\u63a8\u8350\u4e94\u4e2a\u73af\u8282\uff0c\u5168\u9762\u8ddf\u8e2a\u7528\u6237\u751f\u547d\u5468\u671f\uff0c\u5e38\u7528\u4e8e\u4e92\u8054\u7f51\u4ea7\u54c1\u589e\u957f\u5206\u6790\u3002\u8fd9\u4e9b\u6a21\u578b\u4e0eRFM\u6a21\u578b\u53ef\u4ee5\u4e92\u4e3a\u8865\u5145\u3002\u4f8b\u5982\uff0cRFM\u53ef\u4ee5\u5e2e\u52a9\u6211\u4eec\u8bc6\u522b\u51fa\u9ad8\u4ef7\u503c\u5ba2\u6237\uff0c\u800cCLV\u53ef\u4ee5\u9884\u6d4b\u8fd9\u4e9b\u9ad8\u4ef7\u503c\u5ba2\u6237\u672a\u6765\u7684\u6f5c\u529b\uff0c\u7528\u6237\u753b\u50cf\u5219\u80fd\u5e2e\u52a9\u6211\u4eec\u66f4\u751f\u52a8\u5730\u7406\u89e3\u4ed6\u4eec\u662f\u8c01\u3002<\/li>\n<\/ul>\n<h3><span 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class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>\u5728\u8fc7\u53bb\uff0c\u5b9e\u65bdRFM\u6a21\u578b\u786e\u5b9e\u9700\u8981\u5177\u5907\u4e00\u5b9a\u7684\u6570\u636e\u5904\u7406\u548c\u7edf\u8ba1\u5206\u6790\u6280\u80fd\uff0c\u8fd9\u5f80\u5f80\u9700\u8981\u4e13\u4e1a\u7684\u6570\u636e\u5206\u6790\u5e08\u6765\u5b8c\u6210\u3002\u7136\u800c\uff0c\u6280\u672f\u7684\u8fdb\u6b65\u6b63\u5728\u6253\u7834\u8fd9\u4e00\u58c1\u5792\u3002\u73b0\u4ee3\u5316\u7684\u65e0\u4ee3\u7801\/\u4f4e\u4ee3\u7801\u5e73\u53f0\uff0c\u4f8b\u5982<strong>\u652f\u9053\u5e73\u53f0<\/strong>\uff0c\u5176\u6838\u5fc3\u8bbe\u8ba1\u7406\u5ff5\u5c31\u662f\u8d4b\u80fd\u4e1a\u52a1\u4eba\u5458\u3002\u901a\u8fc7\u5176\u53ef\u89c6\u5316\u7684\u754c\u9762\u548c\u9884\u7f6e\u7684\u529f\u80fd\u6a21\u5757\uff08\u5982\u62a5\u8868\u5f15\u64ce\u3001\u89c4\u5219\u5f15\u64ce\uff09\uff0c\u4f01\u4e1a\u4e2d\u7684\u5e02\u573a\u3001\u9500\u552e\u6216\u8fd0\u8425\u4eba\u5458\uff0c\u53ea\u9700\u7ecf\u8fc7\u7b80\u5355\u7684\u57f9\u8bad\uff0c\u5c31\u80fd\u901a\u8fc7\u62d6\u62c9\u62fd\u7684\u65b9\u5f0f\u8fde\u63a5\u6570\u636e\u6e90\u3001\u914d\u7f6e\u5206\u6790\u903b\u8f91\u3001\u642d\u5efa\u4eea\u8868\u76d8\u548c\u81ea\u52a8\u5316\u6d41\u7a0b\u3002\u8fd9\u4f7f\u5f97RFM\u6a21\u578b\u7684\u5e94\u7528\u95e8\u69db\u88ab\u524d\u6240\u672a\u6709\u5730\u964d\u4f4e\uff0c\u8ba9\u4e0d\u5177\u5907\u7f16\u7a0b\u80cc\u666f\u7684\u56e2\u961f\u4e5f\u80fd\u4eab\u53d7\u5230\u6570\u636e\u9a71\u52a8\u51b3\u7b56\u5e26\u6765\u7684\u7ea2\u5229\uff0c\u5b9e\u73b0\u4e86\u5206\u6790\u80fd\u529b\u7684\u666e\u60e0\u5316\u3002<\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u6df1\u5165\u4e86\u89e3\u5982\u4f55\u4f7f\u7528RFM\u6a21\u578b\u5728ERP\u7cfb\u7edf\u4e2d\u63d0\u5347\u9500\u552e\u4e1a\u7ee9\u3002\u6587\u7ae0\u5305\u62ec\u6570\u636e\u63d0\u53d6\u3001RFM\u8bc4\u5206\u4f53\u7cfb\u7684\u6784\u5efa\u3001\u5ba2\u6237\u5206\u5c42\u3001\u7cbe\u51c6\u8425\u9500\u7b56\u7565\u7684\u5236\u5b9a\uff0c\u4ee5\u53ca\u5229\u7528\u73b0\u4ee3\u5de5\u5177\u5e73\u53f0\u5b9e\u73b0\u81ea\u52a8\u5316\u548c\u52a8\u6001\u5e94\u7528\u3002\u901a\u8fc7\u8fd9\u4e9b\u6b65\u9aa4\uff0c\u4f01\u4e1a\u53ef\u4ee5\u5c06ERP\u7cfb\u7edf\u4e2d\u7684\u6570\u636e\u8f6c\u5316\u4e3a\u6709\u4ef7\u503c\u7684\u5546\u4e1a\u6d1e\u5bdf\uff0c\u4ece\u800c\u5b9e\u73b0\u7cbe\u51c6\u8425\u9500\u548c\u4e1a\u7ee9\u589e\u957f\u3002<\/p>\n","protected":false},"author":7,"featured_media":27914,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[7],"tags":[],"class_list":["post-27916","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-docs"],"yoast_head":"<!-- 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