The write stuff

To be successful in sales, a representative needs to be able to write effective proposals to customers. Writing sales proposals has never been easy, and today it is even more complex as salespeople need to appeal to a broader and time-sensitive customer base that is often looking for multiple soluti...

Full description

Saved in:
Bibliographic Details
Published in:Sales and Marketing Management 1998-01, Vol.150 (1), p.71
Main Author: Conlin, Joseph
Format: Article
Language:English
Subjects:
Effectiveness
Executives
Guidelines
Hominids
Professional development
Proposals
Salespeople
Skating
Skills
Writers
Writing
Online Access:Get full text
Tags: Add Tag
No Tags, Be the first to tag this record!
Description
Summary:To be successful in sales, a representative needs to be able to write effective proposals to customers. Writing sales proposals has never been easy, and today it is even more complex as salespeople need to appeal to a broader and time-sensitive customer base that is often looking for multiple solutions. Meanwhile, just as proposals have become more complex, the writing skills of salespeople seem to be languishing. However, the writing process can be simplified when a salesperson breaks down a proposal into its 5 distinct elements: 1. an executive summary, 2. a needs and benefits analysis, 3. a company's presentation, 4. product and pricing information, and 5. a sales agreement. Ways to write an effective proposal using these elements are discussed.
ISSN:0163-7517