The discriminant analysis of salesman transferring to sales manager using data envelopment analysis: A F motor Co.

• Main Authors: Wu wen shi, 吳文喜
• Other Authors: 翁瑞聰
• Format: Others
• Language: zh-TW
• Published: 2014
• Online Access: http://ndltd.ncl.edu.tw/handle/u5a5h4

碩士 === 實踐大學 === 企業管理學系碩士在職專班 === 102 === Abstract In recent years, many scholars to explore research activities related managers’ personality traits and job performance, but seldom with car salesmen and sales manager for the study. Automobile sales staff shouldering the mission of the company to achieve sales targets, the sales manager is to reach the target key figures. With the evolution of automotive technology and the complexity of trafficking activities, the current corporate staff in dealing with the problem has not been promoted to a set of standard operating procedures and effective scientific methods, however, are elected and nurturing to spend a lot in the education and training of executives as not long remain in business, which is undoubtedly a waste of corporate costs. Therefore, this study to determine the main advantage of data envelopment analysis method (data envelopment analysis - discriminant analysis, DEA-DA) to explore appropriate managers to find out from the staff to determine the key criteria, construct a staff promotion can forecast whether or not the appropriate mode, enabling enterprises to quickly and correctly determine the appropriate managers. The study also by data mining, decision tree, and K-means clustering to identify appropriate vocational automotive business executives discriminant model. The results show that DEA-DA in charge of determining the appropriate business does have a higher accuracy.