Acceptance criteria
The observable conditions used to decide whether an agreed output or customer outcome is acceptable.
SaleQMS glossary
A shared language for sales and quality.
Clear definitions reduce ambiguity across commercial, quality and delivery teams. Search the terms below and use the same meaning in process design, training and review.
Affected opportunity value
The annual qualified opportunity value whose outcome could reasonably be influenced by an improvement.
Commercial commitment
An authorised promise to a customer covering intended outcome, scope, terms, timing, assumptions or dependencies.
Commercial risk
Uncertainty that may affect customer outcomes, feasibility, margin, obligations, reputation or delivery.
Controlled information
Information maintained and protected so the correct, approved version is available where needed.
Corrective action
Action that addresses the cause of a nonconformity to reduce the likelihood of recurrence.
Cost of poor quality
The avoidable cost created by failures, rework, corrections, complaints, credits and lost customer value.
Customer requirement
A stated, implied or obligatory need that has been understood sufficiently to guide a decision or commitment.
Evidence
Verifiable information showing what was decided, performed, achieved or reviewed.
Failure demand
Additional work created because an earlier activity or decision did not produce a usable result.
Feasibility review
A proportionate check that the organisation can fulfil the proposed customer commitment under known constraints.
Gross margin
Revenue minus the direct cost associated with producing the sold goods or services, expressed as a share of revenue.
Handover readiness
The condition in which the receiving function confirms that accepted requirements, commitments and open points are sufficient to proceed.
Interested party
A person or organisation that can affect, be affected by or perceive itself to be affected by the sales process.
Nonconformity
Failure to fulfil a requirement, including an agreed internal process requirement or customer commitment.
Objective evidence
Information based on facts that can be verified through records, observation, measurement or other reliable means.
Process owner
The person accountable for the purpose, performance, interfaces and improvement of an end-to-end process.
Pursuit
A qualified opportunity receiving meaningful sales effort such as discovery, solution design, proposal or negotiation.
Risk-based thinking
Using uncertainty, consequence and opportunity to determine proportionate attention and control.
Sales quality
The capability to understand the right need, make the right commitment and reliably create the intended outcome.