Marko Jurvansuu

Predicting sales offer success of industrial configure-to-order equipment: evaluating explainable AI approach with B2B sales experts

Abstract This study investigates the use of explainable artificial intelligence (AI) for predicting sales offer success in the business-to-business (B2B) context of configure-to-order industrial equipment. Using real sales data from over 400 sales cases and extracted from custome...