Strategic Proposals identifies the critical linkages between consultative selling and writing a proposal that communicates value to a buyer It shows how to position the proposed product or service as a perfect match to the buyer's carefully defined needs and objectives Strategic Proposals explains how integrating the sales and proposal development ожкуд processes will help sales professionals: - refine and focus information-gathering activities - develop consultative, long-term relationships with buyers - write winning proposals that can dramatically increase their Proposal Close Ratios This book will provide you with proven structures, guidelines, and examples for writing sales proposals that get results After you read this book, you will never be able to give a customer just another "boilerplate" proposal Bob Kantin is president of KEI & Associates, a consulting firm specializing in sales and proposal integration and automation.  В последнееISBN 0533126576.