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.
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