Persistent Link:
http://hdl.handle.net/10150/185326
Title:
BETTER SALES CALLS USING A DECISION SUPPORT SYSTEM.
Author:
SCHACHT, JOHN FRANCIS.
Issue Date:
1982
Publisher:
The University of Arizona.
Rights:
Copyright © is held by the author. Digital access to this material is made possible by the University Libraries, University of Arizona. Further transmission, reproduction or presentation (such as public display or performance) of protected items is prohibited except with permission of the author.
Abstract:
The primary focus of the research is the application of computer technology to the field sales function. A review of the literature, a survey of an industry and a study of a geographic market indicate the general lack of direct computer support currently available to the field salesman. At the same time, selling costs are increasing and capable sales people are scarce. Computer support that results in better sales calls meets an existing and important need. A model of the sales decision process was developed. It addresses the two major questions all field salesmen ask: on whom to call and how to prepare. The information content of the model was identified and a decision support system was designed and developed to provide the needed data. A number of organizations were studied to test the implementations. These case studies formed the basis for the results. The computer based system collects, maintains and retrieves data on customers, prospects and sales calls. This information helps the salesman to select daily those companies on which to call and to better prepare for those calls. Management control of sales activity is improved and the data becomes a company resource. The system does not make decisions for the salesman. It does provide information to help the salesman manage his territory and it offers continuity to the organization when responsibility is transferred. The research also investigates the behavior of system users and the iterative nature of the design process. The system provides a convenient vehicle to do this as its five implementations have spanned four and a half years and have included six organizations, seventeen salesmen and real-time, batch and service bureau modes of operation.
Type:
text; Dissertation-Reproduction (electronic)
Keywords:
Selling -- Decision making -- Data processing.
Degree Name:
Ph.D.
Degree Level:
doctoral
Degree Program:
Philosophy; Graduate College
Degree Grantor:
University of Arizona

Full metadata record

DC FieldValue Language
dc.language.isoenen_US
dc.titleBETTER SALES CALLS USING A DECISION SUPPORT SYSTEM.en_US
dc.creatorSCHACHT, JOHN FRANCIS.en_US
dc.contributor.authorSCHACHT, JOHN FRANCIS.en_US
dc.date.issued1982en_US
dc.publisherThe University of Arizona.en_US
dc.rightsCopyright © is held by the author. Digital access to this material is made possible by the University Libraries, University of Arizona. Further transmission, reproduction or presentation (such as public display or performance) of protected items is prohibited except with permission of the author.en_US
dc.description.abstractThe primary focus of the research is the application of computer technology to the field sales function. A review of the literature, a survey of an industry and a study of a geographic market indicate the general lack of direct computer support currently available to the field salesman. At the same time, selling costs are increasing and capable sales people are scarce. Computer support that results in better sales calls meets an existing and important need. A model of the sales decision process was developed. It addresses the two major questions all field salesmen ask: on whom to call and how to prepare. The information content of the model was identified and a decision support system was designed and developed to provide the needed data. A number of organizations were studied to test the implementations. These case studies formed the basis for the results. The computer based system collects, maintains and retrieves data on customers, prospects and sales calls. This information helps the salesman to select daily those companies on which to call and to better prepare for those calls. Management control of sales activity is improved and the data becomes a company resource. The system does not make decisions for the salesman. It does provide information to help the salesman manage his territory and it offers continuity to the organization when responsibility is transferred. The research also investigates the behavior of system users and the iterative nature of the design process. The system provides a convenient vehicle to do this as its five implementations have spanned four and a half years and have included six organizations, seventeen salesmen and real-time, batch and service bureau modes of operation.en_US
dc.typetexten_US
dc.typeDissertation-Reproduction (electronic)en_US
dc.subjectSelling -- Decision making -- Data processing.en_US
thesis.degree.namePh.D.en_US
thesis.degree.leveldoctoralen_US
thesis.degree.disciplinePhilosophyen_US
thesis.degree.disciplineGraduate Collegeen_US
thesis.degree.grantorUniversity of Arizonaen_US
dc.identifier.proquest8306456en_US
dc.identifier.oclc686762055en_US
All Items in UA Campus Repository are protected by copyright, with all rights reserved, unless otherwise indicated.