Decision support for real-time telemarketing operations through Bayesian network learning
Decision Support Systems - Special issue: knowledge discovery and its applications to business decision making
Mastering Data Mining: The Art and Science of Customer Relationship Management
Mastering Data Mining: The Art and Science of Customer Relationship Management
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Record-high transportation costs and unprecedented travel difficulties are driving up the expenses and uncertainties associated with use of an outside sales team. As a result, sales managers operating in today's high-cost and high-risk environment need to invest in sophisticated data analytics to support inside sales teams that do not travel. This paper describes how predictive analytics, data mining, and other business intelligence tools help inside sales teams to effectively manage their costs and generate sales.