Selling Today: Partnering to Create Value, 14/e

Preparing Written Proposals

Written proposals are frequently part of the salesperson’s product strategy. It is only natural that some buyers want the proposed solution put in writing. “Written proposals” can be defined as a specific plan of action based on the facts, assumptions, and supporting documentation included in the sales presentation.13 A well-written proposal adds value to the product solution and can set you apart from the competition. It offers the buyer reassurance that you will deliver what has been promised. Written proposals, which are often accompanied by a sales letter, vary in terms of format and content. Many government agencies, and some large companies, issue a request for proposal (RFP) that specifies the format of the ...