Persuasive business proposals : writing to win more customers, clients, and contracts (eBook, 2012) [WVU Libraries]
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Persuasive business proposals : writing to win more customers, clients, and contracts

Author: Tom Sant
Publisher: New York : AMACOM, American Management Association, [2012]
Edition/Format:   eBook : Document : English : Third editionView all editions and formats
Summary:
Writing a winning proposal has always been an important part of sales. In recent years it has become vital. But many companies are still cranking out confusing, unpersuasive proposals and RFPs-few of which result in new clients or contracts. Now everyone can dramatically boost their success rate with the third edition of Persuasive Business Proposals. This classic guide explains how to craft compelling messages and  Read more...
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Details

Genre/Form: Electronic books
Additional Physical Format: Print version:
Persuasive business proposals
New York : AMACOM, c2012.
(DLC) 2011052025
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Tom Sant
ISBN: 9780814417867 0814417868 9781621983378 1621983374
OCLC Number: 782916582
Notes: Includes index.
Description: 1 online resource
Contents: Seven deadly sins --
A good proposal is hard to find : but it's worth looking --
Recognizing reality --
Rushing to the exits --
A primer on persuasion --
Understanding persuasion --
Winning by a nose: the structure of persuasion --
Seven magic questions : how to develop a client-centered message --
Why the inuit hunt whales and other secrets of customer behavior --
The cicero principle : how to avoid talking to yourself in print --
Fluff, guff, geek and weasel : the art of saying what you mean --
Weaving your web : how to pull it all together from the start --
The art of the part : where to put your effort --
Letter proposals --
The structure and key elements of formal proposals --
Writing the business case --
Recommending and substantiating your solution --
Persuasive answers to rfp questions --
Presenting evidence and proving your points --
Gathering and tailoring reusable content --
How to manage the process without losing your sanity --
Deal or no deal? : qualifying the opportunity --
An overview of the proposal development process --
The pursuit of perfection : editing your proposal --
The packaging is part of the product --
Presenting your proposal --
Tracking your success --
Creating a proposal center of excellence --
Special challenges --
Index.
Responsibility: Tom Sant.

Abstract:

Companies are still producing confusing, unpersuasive business proposals--few of which result in new clients or contracts. Learn how to craft a powerful proposal that increases your sales success.  Read more...
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