1.1 Explain how to write a proposal that differentiates the offer from that of a competitor and promotes organisational strengths

Title: Developing Sales Proposals Unit number: 8622-424

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Learning Outcomes

Assessment Criteria

The learner will:

The learner can:

  1. Understand how to write sales proposals

1.1  Explain how to write a proposal that differentiates the offer from that of a competitor and promotes organisational strengths

1.2  Describe how to put together a persuasive argument based on quantitative and qualitative evidence

1.3  Explain the importance of addressing the brief in tender documentation

1.4  Explain the importance of using the ‘house style’ in proposals

1.5  Explain the legal and ethical issues relating to sales proposals

1.6  Explain the client’s procedures for submitting sales proposals

  1. Be able to develop sales proposals

2.1  Ensure the prospect’s or customer’s requirements are addressed in the proposal

2.2  Ensure that all identified issues requiring clarification are resolved before the proposal is finalised

2.3  Identify the conditions and constraints which need to be included within the proposal in order to protect the organisation’s interests

2.4  Present the proposal in ‘house style’

2.5  Ensure that the proposal is based on market factors

2.6  Provide the required level of detail as briefed by the prospect or customer

2.7  Ensure that the price reflects the value within the proposal

2.8  Gain internal approval before submission

2.9  Supply the proposal within the agreed timescale

  1. Be able to evaluate the proposal

3.1  Obtain feedback from colleagues and the customer on the proposal

3.2  Evaluate the outcome of the proposal and recommend improvements for the future

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