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. © 2011 Springer-Verlag.
CITATION STYLE
Eichhoff, J. R., & Maass, W. (2011). Representation and reuse of design knowledge: An application for sales call support. In Lecture Notes in Computer Science (including subseries Lecture Notes in Artificial Intelligence and Lecture Notes in Bioinformatics) (Vol. 6881 LNAI, pp. 387–396). https://doi.org/10.1007/978-3-642-23851-2_40
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