V Skill HF-D8.2-003 cross-sector 9 umiejętności
Customer segmentation and targeting
Divides customers and prospects into groups with comparable needs and value and chooses which groups the organisation will target.
W jaki sposób serwis hrmforce to mierzy
- Metoda oceny
- Work sample test · rho 0.33 (SD 0.09)
- hrmforce narzędzie
- Work sample test
- Kompetencje (50-ramowe)
- Market Orientation
- Możliwość szkolenia
- high
- Prognoza popytu na lata 2026–2030
- rising
The candidate performs a representative work sample under standardised conditions.
Kotwice behawioralne
| Poziom | Zachowanie na tym poziomie |
|---|---|
| N1 Guided | Assigns customers to existing segments using recorded characteristics and reports doubtful cases. works under supervision and follows instruction · routine, one variable at a time · own task |
| N3 Proficient | Builds a segmentation from customer data and behaviour and explains the need and the value for each segment. sets own approach and seeks input proactively · several variables, some ambiguity · own team or process |
| N5 Leading | Establishes the segmentation model for the organisation, links it to offering and channels and revises it when markets shift. sets the standard and the policy · strategic, under high uncertainty · organisation, value chain or profession |
N2 i N4 celowo nie zostały przypisane do konkretnych punktów odniesienia. Oceniający umieszczają je pomiędzy punktami odniesienia, zgodnie z konwencją O*NET.
Podstawowe umiejętności
Umiejętności te dziedziczą ścieżkę oceny oraz punkty odniesienia behawioralne tej konstrukcji.
| T | Umiejętności | Definicja | Prognoza popytu na lata 2026–2030 |
|---|---|---|---|
| V | Building a customer segmentation Customer segmentation | Divides the customer base into groups with comparable needs, behaviour or value for the organisation. | rising |
| V | Creating a buyer persona Buyer persona | Describes a typical customer with role, goals, objections and information behaviour to guide choices. | rising |
| V | Defining the ideal customer profile Ideal customer profile | Determines with characteristics such as size, sector and need which customers fit best. | rising |
| V | Performing an RFM analysis RFM analysis | Scores customers on recency, frequency and monetary value of purchases and splits them into action groups. | rising |
| V | Prioritising segments on value Segment prioritisation | Ranks segments on revenue potential, margin and feasibility and chooses where effort goes. | rising |
| V | Enriching market data with external sources Data enrichment | Supplements customer data with sector, size and location data from external files and registers. | rising |
| T | Recording segmentation in the CRM CRM segmentation | Records segments, labels and selections in the customer system so campaigns can run on them. | rising |
| V | Postcode and demographic selection Geodemographic selection | Selects target groups on location, age, household and income for a targeted campaign. | rising |
| V | B2B segmentation on firmographics Firmographic segmentation | Divides business customers by sector, size, legal form and headcount into workable groups. | rising |