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Persuasive business proposals : writing to win more customers, clients, and contracts / Tom Sant.

Authors: Sant, Tom.
Call number: 651.74 SAN 2012
Publisher: New York : AMACOM, c2012.
Publication date: c2012.
Subject: Proposal writing in business.
Persuasion (Rhetoric)
Title: Persuasive business proposals : writing to win more customers, clients, and contracts / Tom Sant.
Edition: 3rd ed.
Physical description: viii, 280 p. : ill. ; 23 cm.
Contents note: Preface -- Seven deadly sins -- A good proposal is hard to find : but it's worth looking -- Recognizing reality -- Rushing to the exits -- A primer on persuasion -- Understanding persuasion -- Winning by a nose: the structure of persuasion -- Seven magic questions : how to develop a client-centered message -- Why the inuit hunt whales and other secrets of customer behavior -- The cicero principle : how to avoid talking to yourself in print -- Fluff, guff, geek and weasel : the art of saying what you mean -- Weaving your web : how to pull it all together from the start -- The art of the part : where to put your effort -- Letter proposals -- The structure and key elements of formal proposals -- Writing the business case -- Recommending and substantiating your solution -- Persuasive answers to rfp questions -- Presenting evidence and proving your points -- Gathering and tailoring reusable content -- How to manage the process without losing your sanity -- Deal or no deal? : qualifying the opportunity -- An overview of the proposal development process -- The pursuit of perfection : editing your proposal -- The packaging is part of the product -- Presenting your proposal -- Tracking your success -- Creating a proposal center of excellence -- Special challenges -- Index.
Notes: Includes index.
ISBN: 9780814417850 (pbk.)
081441785X (pbk.)
LCCN: 2011052025
Url for this record: http://sherloc.imcpl.org/?itemid=|library/marc/dynix|1339487
Bib No.: 1339487

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