LEADER 02976nam 2200577 a 450 001 9910828175603321 005 20200520144314.0 010 $a1-62198-337-4 010 $a1-283-68837-9 010 $a0-8144-1786-8 035 $a(CKB)2670000000162087 035 $a(EBL)881958 035 $a(OCoLC)782916582 035 $a(SSID)ssj0000639656 035 $a(PQKBManifestationID)12266236 035 $a(PQKBTitleCode)TC0000639656 035 $a(PQKBWorkID)10605090 035 $a(PQKB)11022890 035 $a(Au-PeEL)EBL881958 035 $a(CaPaEBR)ebr10551817 035 $a(CaONFJC)MIL400087 035 $a(CaSebORM)9780814417850 035 $a(MiAaPQ)EBC881958 035 $a(EXLCZ)992670000000162087 100 $a20111228d2012 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aPersuasive business proposals $ewriting to win more customers, clients, and contracts /$fTom Sant 205 $a3rd ed. 210 $aNew York $cAMACOM$dc2012 215 $a1 online resource (289 p.) 300 $aIncludes index. 311 $a0-8144-1785-X 327 $aPreface -- 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. 330 $aNow in a third edition-the bestselling guide to writing better proposals and landing more clients. 606 $aProposal writing in business 606 $aPersuasion (Rhetoric) 615 0$aProposal writing in business. 615 0$aPersuasion (Rhetoric) 676 $a658.15/224 700 $aSant$b Tom$01681556 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910828175603321 996 $aPersuasive business proposals$94051038 997 $aUNINA