Date of Graduation

Fall 2018

Document Type

Honors Research Project

Degree Name

Bachelor of Business Administration

Major

Marketing: Sales Management Program

Research Sponsor

Frederik Beuk

First Reader

Frederik Beuk

Second Reader

Michelle Little

Abstract

Artificial intelligence (AI) is defined as “machines that respond to stimulation consistent with traditional responses from humans, given the human capacity for contemplation, judgment, and intention” by Brookings Institute. According to Amazon, AI is “the field of computer science dedicated to solving cognitive problems commonly associated with human intelligence, such as learning, problem solving, and pattern recognition”. AI has the ability to transform business as there are many applications of AI technology available today that could improve the operations and financials of a business. AI has turned capabilities that previously were only thought about as futuristic into a reality which businesses can capitalize on today. The goal of this paper is to simplify the complex topic of artificial intelligence into a sales proposal to communicate value to business leaders and other decision makers to both educate and sell these individuals on AI programs for their business. In educating the audience, I will be able to create an understanding of these complex systems. Potential buyers will be guided through information that will address the four main questions which decision makers are likely to want when assessing the potential of investing in AI for their business. These questions include, what application AI has in business, what impacts these systems will have for our business, how could our business potentially be limited by AI, and what is the future of AI technology. In answering these four core questions, potential buyers will be provided the information necessary to make a purchasing decision to implement AI within their organization. From a sales perspective, a sales manager will have the necessary research and insight into how to present AI technology to decision makers in order to close these potential customers on purchasing AI technology.

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