Sustavi zasnovani na znanju u procesu odlučivanja u prodaji
Knowledge based systems in sales decision making

Summary/Abstract: The paper deals with modeling knowledge based systems with the aim of increasing the quality of decisionmaking in the segment of wholesales. Expert systems, as a technique of knowledge based systems, are computer programs that use the knowledge from an expert in a specialized area in purpose of decision support. A review of previous research of knowledge based systems in sales is given in the paper, as well as the possibilities of their adjustment to the user needs and preferences. In order to test those abilities,an expert system aimed for decision support in the process of selling goods to a certain customer is designed. The suggested knowledge base uses production rules to represent knowledge. By using the expert system shell ExSys Corvid, an expert system is built which showed in its testing phase that it is possible to make the sale process faster and more efficient. Some benefits and limitations of the suggested system are discussed in the paper.

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