Classification of Automotive Industry Salesmen

Abstract

Looking at the total ratio of Japan’s top 10 exports, the total export value in 2018 was 81,478.8 billion yen, of which automobiles accounted for the top of the total export value. In addition, automobiles and automobiles Assuming that parts and prime movers are related to automobiles, automobile-related accounts for 23.6% of Japan’s total exports. It turns out that the automobile industry has been in a very large position in Japan’s domestic economy in recent years, and the automobile industry is It can be said that it is the cornerstone of Japanese industry. However, when checking the number of automobiles in Japan, it is on a downward trend, and in terms of ownership rate, it can be confirmed that the passenger automobile ownership rate has been on a downward trend after peaking in 2013. From the above, in order not to shrink or decline the automobile industry in the future, it is necessary to respond more reliably to the decreasing demand than ever before. For that purpose, the automobile dealers first classified sales positions, but since there was a problem with the classification, we will create a classification standard in this research. Sales position classification is performed by three methods: hierarchical cluster analysis, non-hierarchical cluster analysis, and EM algorithm. The data classified by this classification is divided by salespeople classified by three methods. Multiple regression analysis is performed on each result, comparison is made between excellent sales staff and non-excellent sales staff, and proposals are made as specific sales methods.