MKTG 1218 Inside Sales- A Pricing And Sales Agreement

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MKTG 1218 Inside Sales

Task

A written sales proposal is complete self-contained sales presentation on paper, often accompanied by other verbal sales presentations (the Sales Pitch) before or after the proposal is delivered. 

The elements of the written proposal include the following: 

1. An executive summary: Outlines the customer’s problems, the nature of the proposed solution, and the resulting benefits to the customer. 

2. A customer needs and proposed solution which includes:

a. A situation analysis that explains the salesperson’s understanding of the customer’s situation, problem, and needs (your perspective).

b. A recommended solution, which is supported with illustrations and evidence 

3. A seller profile: Information the customer wants to know about the selling company 

4. A Pricing and sales agreement: Presents pricing information and delivery options

5. Suggested action and timetable:

a. A contract, order form, or instructions on whom to call to place an order.

b. A timetable with a schedule of key implementation events. 

Tips for Creating Effective Sales Proposals 

  • When writing a proposal, pretend you are one of the buyer’s decision makers and decide what you need to know to make a decision.
  • Think of the proposal as an in-depth conversation with the buyer’s decision makers.
  • Give the decision makers all the information they need to make an informed decision.
  • Avoid boilerplate proposals that use the same wording for all customers.
  • Avoid so-what proposals that do not give customers the financial justification for buying your product.
  • Realize that you must educate the buyer and provide information accordingly. 

MKTG 1218 Inside Sales

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