Proposal solicitation is a stage of the business buying process in which the buyer invites qualified suppliers to submit proposals. In response, some suppliers will send only catalog or a salesperson. However, when the item is complex or expensive, the buyer will usually require detailed written proposals or formal presentations from each potential supplier.
Business marketers must be skilled in researching, writing, and presenting proposals in response to buyer proposal solicitations. Proposals should be marketing documents, not just technical documents. Presentations should inspire confidence and make the marketer’s company stand out from the competition.
More from this Section
- Commission merchant
Commission merchant refers to that wholesaler who take physical possession of products and negotiate sales. Used most often in agricultural marketing by farmers...
- Discount store
Discount store refers to a retail operation that sells standard merchandise at lower prices by accepting lower margins and selling at higher volumes.
- Marketing intermediaries
Firms that help the company to promote, sell, and distribute its products to final buyers.
- Non personal communication channels
Non personal communication channels are media that carry message without personal contact or feedback. They include major media, atmospheres, and events.
- Customer lifetime value
Customer lifetime value is the value of the entire stream of purchases that the customer would make over a lifetime of patronage.
- Environmental threat
An environmental threat is a challenge posed by an unfavorable trend or development that. In the absence of defensive marketing action, would lead to ...
- Personal communication channels
Personal communication channels- channels through which two or more people communicate directly with each other, including face to face, on the phone...