Microcomputer Applications--Sales Technology Applications--Information Systems--Automation

January 1997
Journal of Personal Selling & Sales Management;Winter97, Vol. 17 Issue 1, p74
Academic Journal
This article discusses several articles related to the use of microcomputer applications in sales, published in various journals. The article "Building Expert Systems From the Selling Scripts of Multiple Experts," by Thomas L. Ainscough, Thomas E. DeCarle and Thomas W. Leigh, presents a methodology to develop expert systems based in the cognitive script and if-then contingency rules of multiple experts. Several marketing expert systems have been developed and used. The article "CAPPLAN: A Decision-Support System for Planning the Pricing and Sales Effort Policy of a Salesforce," by SÖnke Albers presents a decision-support system CAPPLAN, developed to address the problems associated with the negotiation of prices by salespeople as they work within the negotiation of prices by sales management as well as the allocation of their sales effort. According to the article "EDI and EDI Alliances: Implications for the Sales Forecasting Function," by Kenneth B. Kahn and John T. Mentzer, published in the Journal of Marketing Theory and Practice, electronic data interchange is a linkage between the computer systems of two trading partners that allows instantaneous transmitting of information between the companies.


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