An expert system predevelopment test for assessment of sales territory difficulty

Abstract Since expert systems (ESS) are costly and risky to develop, it is important to evaluate both technical feasibility and management benefits prior to ES development. ES research has emphasized the technical feasibility of system development. This paper discusses a predevelopment test used to assess management benefits. In particular, this research considers the potential of an ES to aid sales managers in making salesforce evaluations. The predevelopment test compares ES output with alternative decision aids.

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