<?xml version="1.0" encoding="ISO-8859-1"?><article xmlns:mml="http://www.w3.org/1998/Math/MathML" xmlns:xlink="http://www.w3.org/1999/xlink" xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance">
<front>
<journal-meta>
<journal-id>1646-9895</journal-id>
<journal-title><![CDATA[RISTI - Revista Ibérica de Sistemas e Tecnologias de Informação]]></journal-title>
<abbrev-journal-title><![CDATA[RISTI]]></abbrev-journal-title>
<issn>1646-9895</issn>
<publisher>
<publisher-name><![CDATA[AISTI - Associação Ibérica de Sistemas e Tecnologias de Informação]]></publisher-name>
</publisher>
</journal-meta>
<article-meta>
<article-id>S1646-98952021000200046</article-id>
<article-id pub-id-type="doi">10.17013/risti.42.46-61</article-id>
<title-group>
<article-title xml:lang="pt"><![CDATA[Arquitetura de sistemas de recomendação para apoio ao vendedor no uso de sistemas de força de vendas em empresa com grande portfólio de produtos]]></article-title>
<article-title xml:lang="en"><![CDATA[Recommender System Architecture to support salesperson using Sales Force Automation Systems In large product portfolio companies]]></article-title>
</title-group>
<contrib-group>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Ohashi]]></surname>
<given-names><![CDATA[Fabio Kazuo]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Gaspar]]></surname>
<given-names><![CDATA[Marcos Antonio]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Costa]]></surname>
<given-names><![CDATA[Ivanir]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Martins]]></surname>
<given-names><![CDATA[Fellipe Silva]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Magalhães]]></surname>
<given-names><![CDATA[Fábio Luís Falchi de]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
</contrib-group>
<aff id="Af1">
<institution><![CDATA[,Universidade Nove de Julho  ]]></institution>
<addr-line><![CDATA[São Paulo SP]]></addr-line>
<country>Brazil</country>
</aff>
<aff id="Af2">
<institution><![CDATA[,Universidade Federal de São Paulo  ]]></institution>
<addr-line><![CDATA[São José dos Campos SP]]></addr-line>
<country>Brazil</country>
</aff>
<pub-date pub-type="pub">
<day>30</day>
<month>06</month>
<year>2021</year>
</pub-date>
<pub-date pub-type="epub">
<day>30</day>
<month>06</month>
<year>2021</year>
</pub-date>
<numero>42</numero>
<fpage>46</fpage>
<lpage>61</lpage>
<copyright-statement/>
<copyright-year/>
<self-uri xlink:href="http://scielo.pt/scielo.php?script=sci_arttext&amp;pid=S1646-98952021000200046&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://scielo.pt/scielo.php?script=sci_abstract&amp;pid=S1646-98952021000200046&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://scielo.pt/scielo.php?script=sci_pdf&amp;pid=S1646-98952021000200046&amp;lng=en&amp;nrm=iso"></self-uri><abstract abstract-type="short" xml:lang="pt"><p><![CDATA[Resumo Empresas que fazem distribuição de produtos no atacado normalmente têm grande quantidade de itens comercializados de diversos fabricantes em seu portfólio de produtos. Assim, encontrar e recomendar produtos ao cliente entre milhares de possibilidades se caracteriza num desafio para a equipe de vendas. O objetivo deste artigo é mostrar uma arquitetura de sistema de recomendação para implantação em ferramentas de sistema de automação de força de vendas e suportado por Inteligência Artificial que possa recomendar produtos online a cada interação no processo de venda. Foram usados os seguintes os métodos e materiais: revisão sistemática da literatura, pesquisa exploratória quali-quantitativa, experimentos computacionais, estudo de caso, prova de conceito do sistema e pesquisa com o método Delphi junto a especialistas com aplicação de questionários. A arquitetura foi aplicada construindo-se uma prova de conceito numa empresa de distribuição de autopeças na qual o sistema foi capaz de fornecer recomendações de quatro algoritmos diferentes.]]></p></abstract>
<abstract abstract-type="short" xml:lang="en"><p><![CDATA[Abstract Wholesale distribution companies usually have a large number of items sold by different manufacturers in their product portfolio. Finding and recommending products to the customer among thousands of possibilities is a challenge for the sales team. In addition, there are also new product releases and promotions that are added to the portfolio frequently. This paper proposes to develop an architecture to implement a Sales Force Automation system supported by Artificial Intelligence that can recommend products online to a sales professional when making a purchase order. To achieve this objective, the following methods and experiments were used: systematic literature review, qualitative and quantitative exploratory research, experiments, case study, proof of concept, and survey with the Delphi method. The proposed architecture was applied by building a proof of concept in an auto parts distribution company in which the system was able to provide recommendations for four different algorithms.1cm.]]></p></abstract>
<kwd-group>
<kwd lng="pt"><![CDATA[Sistemas de recomendação]]></kwd>
<kwd lng="pt"><![CDATA[Automação de força de vendas]]></kwd>
<kwd lng="pt"><![CDATA[Gestão do conhecimento]]></kwd>
<kwd lng="pt"><![CDATA[Disseminação do conhecimento]]></kwd>
<kwd lng="en"><![CDATA[Recommender systems]]></kwd>
<kwd lng="en"><![CDATA[Sales force automation]]></kwd>
<kwd lng="en"><![CDATA[Knowledge management]]></kwd>
<kwd lng="en"><![CDATA[Knowledge dissemination]]></kwd>
</kwd-group>
</article-meta>
</front><back>
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