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Functional Design Space Representations for Lead Qualification Situations

Julian R. Eichhoff; Wolfgang Maaß
In: Fifth International Conference on Design Computing And Cognition. International Conference on Design Computing And Cognition, Springer, 2012.


For businesses offering complex customized solutions the capability of their sales force to engage in problem-solution discovery is a crucial success factor in selling. In this context we investigate the application of functional representations to model design spaces related to situations where a salesperson is screening for potential customers (lead qualification). Therefore we present a conceptual approach on how to cast functional representations in the domain of lead qualification. We propose computational design space representations based on probability theory that take account for the uncertainties inherent in lead qualification. And we show results from a case study in which we test the practicability of the presented approach.

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