Proposal Writing The Art of Friendly and Winning Persuasion

ISBN-10: 0136582133

ISBN-13: 9780136582137

Edition: 2000

Authors: Charles H. Keller, William S. Pfeiffer

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Description:

For undergraduate/graduate-level courses in Technical Writing. This text examines the current trends in proposal writingthe important work of the professionals who develop them, effects of the global economy, advances in computer technology, and communications improvements. A focus on the real-world of business offers students information to help them acquire the basic skills, and some advanced skills, to develop any type of proposal.
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Book details

List price: $110.80
Copyright year: 2000
Publisher: Prentice Hall PTR
Publication date: 11/8/1999
Binding: Paperback
Pages: 335
Size: 7.25" wide x 9.00" long x 0.50" tall
Weight: 1.188
Language: English

Marketing and Proposal Strategy
Building Personal Relationships
The Sales Proposal Process: 12 Steps to Success
Breaking In
Getting Known
Clinching the Job
Following Through
The In-House Proposal Process: Five Steps to Success
The Bid/No Bid Process: An Informed Decision
The Strategy Process: Seven Steps for a Winning Plan
Summary
Exercises
Proposal Management
Proposal Functions
Proposal Organizations
Control of Proposal Development Costs
Organization and Staffing Approaches
Process Definition, Training, and Scheduling
The Documented Process
Training
Scheduling
The Proposal Management Process
Effective Meetings
Summary
Exercises
Preparing to Write
The Summary Outline and Requirements Matrix
The Amplified Outline
Storyboards
The Benefits of Storyboards
The Challenges of Storyboards
Mock-Ups
Summary
Exercises
Writing
Understanding Your Reader
Obstacles Readers Face
Preproposal Communication with the Customer
Analyzing Reader Needs
The Principles of Organization
Basic Writing Rules
Proposal Writing Rules
Overcoming Writer's Block
Summary
Exercises
Graphics
Factors That Influence the Use of Graphics
General Rule for Graphics
Specific Rules for Nine Common Graphics
Rules for Pie Charts
Rules for Bar Graphs
Rules for Line Graphs
Rules for Schedules
Rules for Flow Diagrams
Rules for Organization Charts
Rules for Formal Tables
Rules for Drawings
Rules for Photos
Summary
Exercises
Sales Letters and the Executive Summary
Why and When to Write Sales Letters
Rules for Writing Sales Letters
Tips for Writing Transmittal Letters
Examples of Effective Sales Letters
Letter of First Contact (Cold Call Letter)
Letter After a Phone Call
Letter After a Meeting
Letter of Reacquaintance (Refresher Letter)
Transmittal Letter (Cover Letter)
Rules for Developing Executive Summaries
Summary
Exercises
Formal Proposals
Formal Proposal Features
Solicitation Instructions
U.S. Government Customers
Grant Providers
Other Customers
Rules for RFP Support and Use
Formal Proposal Rules
An Example and a Critique of a Formal Proposal
Summary
Exercises
Informal Proposals
Letter Proposals
Rules for Developing Letter Proposals
An Example and a Critique of a Letter Proposal
Memo Proposals
Rules for Writing Memo Proposals
An Example and a Critique of a Memo Proposal
Summary
Exercises
Reviews
Rules for Holding a Formal Review
Summary
Exercises
Editing
The Editing Process
Levels of Edit
Scheduling Edits
Assigning an Editor
Editing Tools and Policy
Rules for Improving Style
Rules for Correcting Grammar
Rules for Proofreading
Summary
Exercises
After Proposal Submittal
Rules for Responding to Customer Questions
Oral Presentations
Preparation and Delivery Rules
Rules for Making and Using Oral Presentation Graphics
Tips for Overcoming Nervousness
Negotiating
Rules for Negotiating
Strategies for a Best and Final Offer
Post-award Rules
Summary
Exercises
Bibliography
Exercise Solicitation and Evaluation Criteria
Index
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