The Pitch-Proposal, Tender, and Presentation

Marketing and sales are essential aspects of any business; marketing manages the customer experience, while sales focuses on the customer relationship. In today's quickly changing world, marketing and sales have had to adapt to virtual selling, social media communication, digital marketing, and more. Nevertheless, some things have remained the same, including the need for consistent branding, the focus on the customer, and the collaboration between marketing and sales. This text looks at these issues in depth. Written for marketing and sales professionals and students, Seamless offers expert opinion, academic theory, real-world experience, and practical advice with explanatory graphics and "Dos and Don'ts" lists to educate and guide readers through the marketing, sales, and account management process to business success. Chapter 5 considers how and when to put together the sales proposal or tender and what it might contain. The salesperson must make the case to be the right supplier, in the most professional possible. Many salespeople, under constant pressure to reach quotas, undervalue this communication to the prospective buyer. This chapter examines the importance of value-based selling (VBS), getting the timing right in this part of the sales process, and how to present the proposal to the target audience. Experienced businesspeople will discuss the lessons they learned in the field, and the chapter offers some insights on how to approach this vital part of the sales process.

• Target markets
• Strategy
• Sales and marketing
• Market research
• Market segmentation
• Marketing
• Marketing strategy