K- Means Clustering on Based Classification Method of Sales Agent

Abstract

Agent is one of very important assets for distributors. A better knowledge of the agents and their behavior is required, particularly to support decisions related to the company's business strategy and to manage a better relationship with distributors. Such knowledge can be obtained by classifying agents based on their behavior through historical data, such as the sale and purchase transaction data. One approach that can be done is a segmentation approach can be done by dividing the agents into several segments. In this paper, Data Mining techniques i.e. K-means clustering method is exploredto classify sales agents. By implementing k-means, the knowledge about the best agents can be acquired along with the agents that have least contribution to the distributor.

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“…K-means clustering is one of the data mining modeling in grouping data according to their closest characteristics [6]. This method also uses a descriptive model to explain the algorithm for grouping objects with similar characteristics.…”