Using Cognitive Technology in the Analysis of Ways to Increase Sales Based on the IT Company's CRM System Data

Student: Aprelkova Yulia

Educational Programme: Business Informatics (Master)

Year of Graduation: 2018

Within the framework of this work, the analysis of data that recorded the success of the transaction from its parameters was carried out. As a result of the analysis, some parameters were discarded based on the results of the variables’ correlation analysis. On the next step, the analysis of various models that were based on the remaining variables was performed. As a result, models were chosen with a forecast accuracy of more than 80%. Based on these models, if there are several alternative offers, sales staff will be able to obtain probabilistic estimates of successful closing of the transaction, as a result they will be able to put forward a proposal.

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