Expert systems: The integrative sales management tool of the future
Margery Steinberg, Richard E. Plank
Journal of the Academy of Marketing Science · 1987 · Volume 15 · Issue 2
Abstract
Personal computer technology has provided a major opportunity to develop revolutionary approaches to the solution of business problems. While applications of artificial intelligence and expert systems are rapidly emerging, few have been developed in the sales management area. Specifically, this paper proposes the creation of an expert system to enhance sales management activities and their coordination with the entire marketing function within an organization.
Keywords
Expert System, Decision Support System, Motivational Score, Inference Engine, Sales Management
Enable JavaScript for citation tools and additional paper interactions.