What are you selling (the details of the product)
What are you selling (the details of the product)You have been selected to put together a Sales Proposal for selling a high cost and a high involvement product to an organization. The proposal needs to address the following key issues:
– What are you selling (the details of the product)
– Who is selling (the details of the selling organization)
– Who is buying (the details of the buyer organization)
– Identify the needs of the buyer (now and in the future). This is critical as sometimes even buyers are not aware of their needs and hence the needs have to be clearly identified and outlined for them.
– The strengths of your organization in satisfying the needs of the buyer (i.e. the strengths of your product and organization and how these will be used in providing an effective solution to the buyer/customer).
– Comparison with your main competitor(s) to justify how your solution is better than theirs.
– The potential shortcomings of your solution compared to your competitor (i.e. weaknesses of your solution and how these can be eliminated or reduced).
– Details of the after sales support and service
You sales proposal must be about a real product and a real customer . As a suggestion, a list of suitable product and buyers could be:
a. A car pool (from Honda, Toyota etc.) for the Banking sector (such as QNB, Commercial Bank etc)
b. X-ray equipment (from Siemens, Philips etc) for healthcare sector (such as Hamad Medical Corporation, Doha Clinic Hospital, Alahli Hospital etc.)
c. Commercial aircrafts (such as Air Bus A380, Boeing 787 Dream liner etc) for Airline Industry (such as Qatar Airways, Gulf Air, Emirates etc.)
d. Air Conditioning Systems (from Zamil Air-conditioning Systems, White Westinghouse) for construction sector (such as Nakheel Property Developers, Qatari Diar Property developers etc.)
You are at total liberty to choose your own product and your own customer.
The proposal should involve a considerable amount of research where gathered data and information should give you a clear idea of what the customer wants in a product and how you can satisfy their needs. Therefore try to do some primary research by getting in touch with managers from organizations such as Qatar Airways, Hamad Hospital Corporation, Honda etc) to get the first-hand knowledge about the needs of the customer. Manager (and similar other purchasing decision makers) may give you valuable and useful information which may help you in putting together a practical and a realistic proposal.
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