[go: up one dir, main page]
More Web Proxy on the site http://driver.im/ Skip to main content
Log in

Expert systems: The integrative sales management tool of the future

  • Published:
Journal of the Academy of Marketing Science Aims and scope Submit manuscript

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.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Subscribe and save

Springer+ Basic
£29.99 /Month
  • Get 10 units per month
  • Download Article/Chapter or eBook
  • 1 Unit = 1 Article or 1 Chapter
  • Cancel anytime
Subscribe now

Buy Now

Price includes VAT (United Kingdom)

Instant access to the full article PDF.

Similar content being viewed by others

References

  • Booker, J., Kick, R., and Gardner, J., (1986) “Expert Systems in Accounting: The Next Generation of Computer Technology.”Journal of Accountancy 161 (March): 101–104.

    Google Scholar 

  • Carrington, K., (1986) “Artificial Intelligence: Business Puts Thinking Cap on Computers.”The Hartford Courant Business Weekly (September 22):1,24.

    Google Scholar 

  • Collins, R. H., (1985a) “Microcomputer Systems to Handle Sales Leads: A Key to Increased Salesforce Productivity.”Journal of Personal Selling and Sales Management 5 1 (May):77–83.

    Google Scholar 

  • Collins, R. H., (1985b) “Enhancing Spreadsheets for Increased Productivity.”Journal of Personal Selling and Sales Management 5, 2 (November): 79–81.

    Google Scholar 

  • Collins, R. H., (1986) “Sales Training: A Microcomputer-Based Approach.”Journal of Personal Selling and Sales Management 6, 1 (May): 71–76.

    Google Scholar 

  • Dalrymple, J. Douglas, (1982)Sales Management: Concepts and Cases. New York: John Wiley and Sons, Inc.

    Google Scholar 

  • Dauner, J., and Johnson, E., (1980) Poor Utilization of Time and Planned Sales Efforts.”Training and Development Journal 34, 9 (January): 22–26.

    Google Scholar 

  • Duda, R., and Gaschnig, J., (1981) “Knowledge-based Expert Systems Come of Age.”Byte 6 (September): 34–37.

    Google Scholar 

  • Harmon, Paul and David King, (1985)Expert Systems. New York: John Wiley and Sons, Inc.

    Google Scholar 

  • Hayes-Roth, F., (1985) “Discover Expert Selling: Will Machines Be Better.”Direct Marketing 48, 2 (June):62–65.

    Google Scholar 

  • Hutt, M., and Speh, T., (1986)Industrial Marketing Management 2nd ed. New York: Dryden Press.

    Google Scholar 

  • Kennedy, J., (1984) “Want Higher Sales Productivity?: Start With a Data Base.”Sales and Marketing Management 133, 8 (December 3): 66–68.

    Google Scholar 

  • Kern, R., (1986) “Survey of Selling Costs: Onward and Ever Upward.”Sales and Marketing Management 136, 3 (February 17):12–13.

    Google Scholar 

  • Konopasek, M., and Jayaraman, S., (1984) “Expert Systems for Personal Computers.”Byte 9 (May): 137–138, 140, 144, 146, 152, 154.

    Google Scholar 

  • Oxman, S., (1985) “Expert Systems Represent Ultimate Goal of Strategic Decision Making.”Data Management 23, 4 (April):36–38.

    Google Scholar 

  • Sales and Marketing Management 137, 1 (1986) “Are Salespeople Gaining more Selling Time.” (July): 29.

  • Taylor, T. (1985) “PC’s Used by 1 in 10 Salespeople, Half of Marketing Staffs.”Sales and Marketing Management 134, 8 (June 3):116.

    Google Scholar 

  • Taylor, T., (1986a) “Electronic Call Reports Boost Productivity 25%.”Sales and Marketing Management 136, 5 (April): 72–73.

    Google Scholar 

  • Taylor, T., (1986b) “Marketers and the PC: Steady as She Goes.”Sales an Marketing Management 137, 3 (August): 53–55.

    Google Scholar 

  • Training 23 (1986) “Expert Systems: Artificial Intelligence in Action ...More or Less.” (January): 81–84.

Download references

Author information

Authors and Affiliations

Authors

Rights and permissions

Reprints and permissions

About this article

Cite this article

Steinberg, M., Plank, R.E. Expert systems: The integrative sales management tool of the future. JAMS 15, 55–62 (1987). https://doi.org/10.1007/BF02723403

Download citation

  • Issue Date:

  • DOI: https://doi.org/10.1007/BF02723403

Keywords

Navigation