Definition Of

Proposal solicitation

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.

Share it:

More from this Section

  • Marketing channel
    Marketing channel (or distribution channel) is a set of interdependent organizations that help make a product or service available for use or consumption...
  • Markup chain
    Markup chain is the sequence of markups used by firms at each level in a channel.
  • Profiles of major media types
    Profiles of major media types are mentioned below:
  • Problem recognition
    Problem recognition- the first stage of the business buying process in which someone in the company recognizes a problem or need that can be met by acquiring...
  • Allowances
    Allowances are the type of reduction from the list price. It also refers to promotional money paid by manufacturers to retailers in return for an agreement...
  • Marketing control
    Refers measuring and evaluating the results of marketing strategies and plans and taking corrective action to ensure that the objectives are achieved.
  • Captive product pricing
    Captive product pricing— setting a price for products that must be used along with a main product, such as blade for razor, games for a videogame console and printer cartridges.