论文标题
销售和客户参与中的情况意识和信息融合：范式转变
Situation Awareness and Information Fusion in Sales and Customer Engagement: A Paradigm Shift
论文作者
论文摘要
有了当今精明而有能力的客户，销售需要更多的判断力，并且比以往任何时候都变得更加认知。我们认为，情况意识（SA）是这个新时代有效销售和客户参与的中心，信息融合（如果）是开发下一代数字和AI转换决策支持系统的关键，利用了无处不在的销售和客户参与度的虚拟虚拟存在，从而提供了更丰富的能力来访问信息。我们提出了从客户关系管理（CRM）转变为if的新范式的范式转变的愿景和途径。我们认为，这种新范式解决了当前CRM范式的主要问题：（1）它减轻了手动数据输入的负担，并使更可靠，全面和最新的数据和知识更加可靠，全面和最新的数据和知识，（2）它可以增强个人和团队，并减轻信息筒仓的知识传递性，并通过提供更强大的知识来提供逐步的知识，并通过提供更强大的知识。
With today's savvy and empowered customers, sales requires more judgment and becomes more cognitively intense than ever before. We argue that Situation Awareness (SA) is at the center of effective sales and customer engagement in this new era, and Information Fusion (IF) is the key for developing the next generation of decision support systems for digital and AI transformation, leveraging the ubiquitous virtual presence of sales and customer engagement which provides substantially richer capacity to access information. We propose a vision and path for the paradigm shift from Customer Relationship Management (CRM) to the new paradigm of IF. We argue this new paradigm solves major problems of the current CRM paradigm: (1) it reduces the burden of manual data entry and enables more reliable, comprehensive and up-to-date data and knowledge, (2) it enhances individual and team SA and alleviates information silos with increased knowledge transferability, and (3) it enables a more powerful ecosystem of applications by providing common shared layer of computable knowledge assets.
