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Preface
Section One: Seven Deadly Sins
1:A Good Proposal Is Hard to Find...But It's Worth Looking
2:Recognizing Reality
3:Rushing to the Exit
Section Two: A Primer on Persuasion
4:Understanding Persuasion
5:Winning by a NOSE: The Structure of Persuasion
6:Seven Magic Questions: How To Develop a Client-Centered Message
7:Why the Inuit Hunt Whales and Other Secrets ?of Customer Behavior
8:The Cicero Principle:How to Avoid Talking to Yourself in Print
9:Fluff, Guff, Geek, and Weasel: The Art of Saying What You Mean
10:Weaving Your Web: How to Pull It All Together Right from the Start
Section Three: The Art of the Part: Where to Put Your Effort
11:Letter Proposals
12: The Structure and Key Elements of Formal ?Proposals
13:Writing the Business Case
14:Recommending and Substantiating Your Solution
15:Persuasive Answers to RFP Questions
16:Presenting Evidence and Proving Your Points
17:Gathering and Tailoring Reusable Content
Section Four: How to Manage the Process Without Losing Your Sanity
18:Deal or No Deal?:Qualifying the Opportunity
19:An Overview of the Proposal Development Process
20:The Pursuit of Perfection: ?Editing Your Proposal
21:The Packaging Is Part of the Product
22:Presenting Your Proposal
23:Tracking Your Success
24:Creating a Proposal Center of Excellence
25:Special Challenges
Index
| Erscheinungsjahr: | 2012 |
|---|---|
| Fachbereich: | Werbung & Marketing |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Seiten: | 290 |
| ISBN-13: | 9780814417850 |
| ISBN-10: | 081441785X |
| Sprache: | Englisch |
| Ausstattung / Beilage: | Paperback |
| Einband: | Kartoniert / Broschiert |
| Autor: | Sant, Tom |
| Auflage: | Third Edition |
| Hersteller: | AMACOM |
| Maße: | 229 x 152 x 18 mm |
| Von/Mit: | Tom Sant |
| Erscheinungsdatum: | 30.04.2012 |
| Gewicht: | 0,474 kg |
Preface
Section One: Seven Deadly Sins
1:A Good Proposal Is Hard to Find...But It's Worth Looking
2:Recognizing Reality
3:Rushing to the Exit
Section Two: A Primer on Persuasion
4:Understanding Persuasion
5:Winning by a NOSE: The Structure of Persuasion
6:Seven Magic Questions: How To Develop a Client-Centered Message
7:Why the Inuit Hunt Whales and Other Secrets ?of Customer Behavior
8:The Cicero Principle:How to Avoid Talking to Yourself in Print
9:Fluff, Guff, Geek, and Weasel: The Art of Saying What You Mean
10:Weaving Your Web: How to Pull It All Together Right from the Start
Section Three: The Art of the Part: Where to Put Your Effort
11:Letter Proposals
12: The Structure and Key Elements of Formal ?Proposals
13:Writing the Business Case
14:Recommending and Substantiating Your Solution
15:Persuasive Answers to RFP Questions
16:Presenting Evidence and Proving Your Points
17:Gathering and Tailoring Reusable Content
Section Four: How to Manage the Process Without Losing Your Sanity
18:Deal or No Deal?:Qualifying the Opportunity
19:An Overview of the Proposal Development Process
20:The Pursuit of Perfection: ?Editing Your Proposal
21:The Packaging Is Part of the Product
22:Presenting Your Proposal
23:Tracking Your Success
24:Creating a Proposal Center of Excellence
25:Special Challenges
Index
| Erscheinungsjahr: | 2012 |
|---|---|
| Fachbereich: | Werbung & Marketing |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Seiten: | 290 |
| ISBN-13: | 9780814417850 |
| ISBN-10: | 081441785X |
| Sprache: | Englisch |
| Ausstattung / Beilage: | Paperback |
| Einband: | Kartoniert / Broschiert |
| Autor: | Sant, Tom |
| Auflage: | Third Edition |
| Hersteller: | AMACOM |
| Maße: | 229 x 152 x 18 mm |
| Von/Mit: | Tom Sant |
| Erscheinungsdatum: | 30.04.2012 |
| Gewicht: | 0,474 kg |
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