如何撰寫好的項目建議書英文(ppt 17頁)

Why Have Proposals Become So Important?
Consultative selling methodologies
Increasing complexity of goods and services
Desire to sell high
Need to sell to teams or committees
Increasing use of consultants, especially for RFPs
Selling in Today’s Environment
Team decision process
Intense cost pressures
Mandate for provable positive business impact
Stronger competitors
Competition for mind- share of decision makers
Fear of change
The more pervasively a solution touches the enterprise...
the higher up the organizational ladder the decision will be made
the longer the decision cycle will be
the greater the perception of risk
the deeper the analysis of impact and value
and the better the proposal has to be!
NOT a price quote
NOT a technical spec
NOT a bill of materials
NOT a company overview or history
The proposal is a sales document--
Its purpose is to move the sale toward closure.
“If you wish to persuade me, you must think my thoughts, feel my feelings, and speak my words.”
--Cicero

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