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Representation and Reuse of Design Knowledge: An Application for Sales Call Support

Julian R. Eichhoff; Wolfgang Maaß
In: Knowledge-Based and Intelligent Information and Engineering Systems - 15th International Conference, KES 2011, Kaiserslautern, Germany, September 12-14, 2011, Proceedings, Part I. International Conference on Knowledge-Based and Intelligent Information & Engineering Systems (KES), Pages 387-396, Springer, 2011.


This paper presents a Bayesian network representation of the function-behavior-structure (FBS) framework [10], which is used to guide salespersons through conceptual design tasks in lead qualification situations. After we outline the lead qualification situation and state the need of design support for salespersons, a review of the related works shows the necessity for a knowledge representation, which explicitly addresses the uncertainty of design decisions. In the remainder we propose a representation, which is capable of this, and close with an application example for sales call support.

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