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Student
Title
Supervisor
Faculty
Educational Programme
Final Grade
Year of Graduation
Yulia Aprelkova
Using Cognitive Technology in the Analysis of Ways to Increase Sales Based on the IT Company's CRM System Data
Business Informatics
(Master’s programme)
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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