Options
Information Quality in Complex Sales: Increasing Sales Proposal Information Quality through Corresponding Customer Account Plan Elements
Type
conference paper
Date Issued
2004-11-05
Author(s)
Hyams, Roland M.
Abstract
This paper highlights an area where the quality of information, beyond the quality of data, is of critical importance for business success. The quality of sales information can be the determining factor between winning and losing accounts. In complex sales, sales proposals must meet the information needs of multiple decision makers at multiple levels of the prospect’s organization. Sales proposals are a key information product within the complex sales process. Creating sales proposals with high information quality can be contingent on the information quality of another information product, the customer account plan. Therefore, account plans should evolve to include elements that contribute to the information quality of sales proposals. The interdependence between the qualities of these two information products is developed in this paper. The paper builds on the research findings by matching IQ criteria with sales proposal and account plan elements. It is based on the sales information quality analysis of five companies leading in their respective industries.
Language
English
HSG Classification
not classified
Refereed
Yes
Book title
Proceedings of the 9th MIT Information Quality Conference
Start page
1
Event Title
9th International Conference on Information Quality (ICIQ)
Event Location
05.-07.11.2004
Event Date
MIT
Subject(s)
Division(s)
Eprints ID
54898