Business Intelligence as a Strategic Support for Decision-Making in Sales Management
Business Intelligence as a Strategic Support for Decision-Making in Sales Management
Author(s): Jhudith Burga-Diaz, Elizabeth Rodriguez-Ubaldo, Jorge Isaac Necochea-ChamorroSubject(s): Business Economy / Management, ICT Information and Communications Technologies
Published by: UIKTEN - Association for Information Communication Technology Education and Science
Keywords: Business intelligence; sales management; decision making; number of sales; average sales
Summary/Abstract: The objective of this study was to assess the impact of implementing Business Intelligence (BI) on sales management. The dependent variable was sales management, which was assessed through two indicators: Number of sales and average sales. A pre-experimental design was employed, comparing results before and after the BI implementation. The present study employed a quantitative and applied approach. The population and sample sets encompassed all sales transactions within a one-month timeframe. The BI solution was developed using the Kimball methodology, a systematic approach to data integration that has been shown to facilitate efficient implementation processes. MySQL was utilized as the database management system, and Looker Studio (a Google tool) was employed to create the analytical dashboard. The results indicated a 19% increase in sales and a 79.7% increase in average sales. These findings suggest that the utilization of BI tools has the potential to enhance sales management by providing effective decision-support mechanisms.
Journal: TEM Journal
- Issue Year: 14/2025
- Issue No: 4
- Page Range: 2990-2997
- Page Count: 8
- Language: English
