A University Is Evaluating Options for an Enterprise Information System

question 9

Essay

A university is evaluating options for an enterprise information system to replace their antiquated systems.The CIO has developed the following criteria:
At a minimum,the system (or system provider)must be capable of:
Technical support available 24/7
Have successfully installed and maintained systems in universities of similar size.
Beyond this,systems will be evaluated according to initial cost,annual maintenance and support costs,and ease of use.
The three companies that are vying for the university's business supplied the following information about their performance on these criteria.
Create and analyze a graph showing each competitor's performance with regards to order winners and order qualifiers.Which firm should get the business and why? If you were consulting with the three potential system providers,what advice would you give each one?

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Definitions:

Clearwater Hampers

A brand or company known for providing gift hampers, potentially filled with gourmet foods, wines, and other luxury items.

Hidden Objections

Consumer uncertainties or concerns regarding a product or service that are not openly expressed during the sales process.

Clearwater Hampers

A company known for creating and delivering gift baskets and hampers filled with various goods, often for specific occasions such as holidays or celebrations.

Trial Close

A sales technique where the seller asks the prospect a question that assumes the sale has been made, to gauge their readiness to complete the purchase.