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Record Nr. |
UNINA9910828175603321 |
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Autore |
Sant Tom |
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Titolo |
Persuasive business proposals : writing to win more customers, clients, and contracts / / Tom Sant |
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Pubbl/distr/stampa |
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New York, : AMACOM, c2012 |
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ISBN |
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1-62198-337-4 |
1-283-68837-9 |
0-8144-1786-8 |
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Edizione |
[3rd ed.] |
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Descrizione fisica |
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1 online resource (289 p.) |
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Disciplina |
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Soggetti |
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Proposal writing in business |
Persuasion (Rhetoric) |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Nota di contenuto |
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Preface -- Seven deadly sins -- A good proposal is hard to find : but it's worth looking -- Recognizing reality -- Rushing to the exits -- A primer on persuasion -- Understanding persuasion -- Winning by a nose: the structure of persuasion -- Seven magic questions : how to develop a client-centered message -- Why the inuit hunt whales and other secrets of customer behavior -- The cicero principle : how to avoid talking to yourself in print -- Fluff, guff, geek and weasel : the art of saying what you mean -- Weaving your web : how to pull it all together from the start -- The art of the part : where to put your effort -- Letter proposals -- The structure and key elements of formal proposals -- Writing the business case -- Recommending and substantiating your solution -- Persuasive answers to rfp questions -- Presenting evidence and proving your points -- Gathering and tailoring reusable content -- How to manage the process without losing your sanity -- Deal or no deal? : qualifying the opportunity -- An overview of the proposal development process -- The pursuit of perfection : editing your proposal -- The packaging is part of the product -- Presenting your proposal -- Tracking your success -- Creating a proposal center of excellence -- Special challenges -- Index. |
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Sommario/riassunto |
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Now in a third edition-the bestselling guide to writing better proposals |
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