Business Systems and Knowledge Modelling Lab

In everyday life we like to get as much information on a product or a resource before making an investment on it. Likewise, an organization would like to get as much information on a salesperson/customer service/sales support personnel before making an investment on them in terms of salary, training, and management time. In this direction Sales Recruitment System (SRS) evaluates the selling/service behavior profile of the candidates on 17 different areas related to selling, customer service and sales support. SMS at present can produce 30 unique selling behavior profiles of a candidate. SRS has been developed through active collaboration with various companies in Melbourne (e.g. Ford, Siemens and Hewlett Packard). The present version of SRS is a synthesis of behavioural science, domain experience of the senior sales managers in the industry, Intelligent methodologies, and AHP techniques.

Practical Outcome: Commercialization of SRS software in Australia and overseas, and research publications. The SRS software is the first software in the world which has successfully integrated Artificial Intelligence with psychology based models of behavior in the area of sales management. Most if not all behavioral profiling products (e.g. Myers- Briggs) in the industry profile general behavior (as against selling behavior in SRS) and are based on psychometric techniques only. Most behavior profiling products in the industry can only be used by human resource professionals whereas SRS can be used by human resource as well as line managers (e.g. sales and customer service managers). Further research in employing alternative soft computing techniques for predicting behavior profiles is being developed.