Sales Proposals Should Target A Business Prospect And Demonstrate An Understanding Of Their Unique Requirements: Sales Management Assignment, GMIT, Ireland

Sales proposals should target a business prospect and demonstrate an understanding of their unique requirements.

Using secondary research, you will need to gather information about your chosen business and its product/service, and the needs of your prospective buyer.

Assignment Structure –

Executive Summary

The summary should include the major details of your report. This is the time to grab your reader’s attention and let the person know what it is you do and why he or she should read the rest of your proposal.

Budget and overview

Tell the prospect the cost of the solution you have prescribed.  Be specific as you describe the product or service features to be provided and specify the price.  When you confirm pricing with a proposal, misunderstandings and mistakes can be avoided.

Objective

The objective should be expressed in terms of benefits.  A tangible objective might be ‘to reduce payroll expense by 10%’. An intangible objective might be stated as ‘increased business security offered by a company with a reputation for dependability. Focus on benefits that relate directly to the customer’s needs.

Briefly describe how you will meet your objective.  How will you fulfill the obligations you have described in your proposal?  In some cases, this section of your proposal includes specific language: ‘Your account will be assigned to Susan Murray, our senior lease representative’.

Schedule

Establish a time frame for meeting your objective.  This might involve the confirmation of dates with regard to acquisition, shipping, or installation.

Rationale

With a mixture of logic and emotion, present your rationale for taking action now.  Once again, the emphasis should be on benefits, not features.