Prepare the chart for the Distribution of the fmcg company
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WHAT TO EXPECTWriting a sales proposal is a very important step in gaining a new client, or selling to a current one. There are some basic features to a winning sales proposal. In this Business Builder you will learn what those steps are and how to use them effectively.
The purpose of the Business Builder is to describe how to develop a proposal that gets the sale, wins the bid, is awarded the contract. This Business Builder will guide you through the necessary steps of developing a proposal that best promotes your firm’s capabilities.
WHAT YOU SHOULD KNOW BEFORE GETTING STARTED [top]
A good proposal is a big investment in time, but when done properly can mean additional business and, therefore, added revenues for your firm. You should consider writing a proposal when —
there is an identifiable chance that you will get the business. If it’s a long-shot, you may be wasting your time when it can be better spent on more likely prospects.
when the proposal can be used with other prospects, but personalized to represent their special needs.
when you must use a proposal to get onto authorized bidders lists.
A sales proposal has three basic objectives.
First, it educates the prospective client about the full nature of his need. Often, a prospective client may be aware of only a portion of his need. This may be a perfect opportunity for you to demonstrate your ability to see “the forest from the trees” as an objective third-party expert.
Second, the proposal convinces the prospect that you have the competence to deliver what he needs, better than he can himself.
Third, the proposal provides justification for the prospect’s investment in terms that are useful and understandable to the client.
However, to convince your client that you are the best person for the job, you must get him to read your proposal. So how do you get this busy executive to lay aside other pressing issues and pick up your proposal? The answer is to write a proposal that satisfies his needs, not one that sells your services. And to do that, you must have a full understanding of the nature, scope and needs of the prospect and present your ideas in a manner that convinces the prospect that your product or service represents the best way to handle his needs.
Keep in mind…You must convey the feeling that you are the expert to all who read the proposal.
The proposal must showcase your value to your prospect’s organization. You have to convince your prospect why he cannot fulfill his needs with resources internal to his organization.
You must differentiate your goods or services from the competition — if you can first show your prospect that he needs external resources to satisfy his needs, then you must convince him that you are the best choice for the job.
The proposal offers value-added solutions. Organizations are not interested in novelty approaches. They have problems that need solutions…quick! The winning proposal will outline how a client can solve his problems and achieve his objectives, as well as look good to the rest of the organization — especially his boss.