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Winning Proposal Strategies

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  • 开课时间:2011年09月23日 09:00 周五 已结束
  • 结束时间:2011年09月24日 17:00 周六
  • 课程时长:16小时
  • 招生进展:
  • 开课地点:上海市
  • 授课讲师: 杰里米波拉德
  • 课程编号:121920
  • 课程分类:销售管理
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  • 收藏 人气:907
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培训受众:

Who Should Attend
* Sales Managers
* Account Managers
* Business Development Managers
* Marketing
* Bid Specialists
* Proposal developer/writer

课程收益:

Improve your sales effectiveness with proven winning proposal framework method;
Learn how to position, plan and develop responsive, customer-focused proposals that sell & win;
Learn how to organize a clear and persuasive message leveraging your existing sales techniques focusing on customer needs;
Adapt best-practices guidelines to reduce rework, rewrites, and waste.

课程大纲:

Course Processing Methods

30% lecture +20% discussion + 50% simulation exercise and case study

Workshop Material

Workbook with Capture Management Tools
Shipley “Capture Guide 3rd Edition”

Course Content Highlight
* How to develop superior proposal that stands out from competitors
* Put yourself in the proposal evaluator’s seat to better understand what a proposal evaluator is looking for.
* Cost/Pricing strategy and how to price to win.
* Develop effective value proposition from sales strategy.
* How to emphasize your strength, mitigation your weakness and downplay your competitors strength
* User of Shipley tools to ensure compliance to all requirements
* Techniques for preparing winning proposal with design, theme, callout, graphics that addresses the customer’s needs.
* Tips on how to increase your chances of winning.

培训师介绍:

 
About Instructor
Shipley Certified Consultants are highly achieved and experienced professionals in business development and proposal management, qualified with applied expertise in the Shipley winning processes for million or billion-dollar projects. Workshop will be conducted by assigned instructor at the scheduled class time of a specific instructor’s availability.

本课程名称: Winning Proposal Strategies

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