Abstract:

Our paper emphasizes the way in which IT&C tools provide a real support to the managers which have a global vision on the key factors that assure business performances. The simulation process that we put in evidence reveals the advantages and opportunities of a specialized software - Balanced Scorecard Designer - in the determination of a sales project efficiency, based on four integrated dimensions in which we develop a set of specific objectives: financial perspective, customers’ perspective, internal business perspective and organizational learning. The information resulted after the simulation process can be considered precious knowledge that will allow a performing analysis at the top management level of a forward-looking company.