000			02623nam a22003374a 4500
005			20250918231857.0
008			131107s2012 nyua 001 0 eng
020			_a9780814417850 (pbk.) _cRM65.95
020			_a081441785X (pbk.)
039		9	_a201311211539 _brosli _c201311070958 _drahah _y11-07-2013 _zrahah
040			_aDLC _beng _cDLC _dYDX _dBTCTA _dUKMGB _dIAD _dVP@ _dYDXCP _dBWX _dCDX _dDLC _dUKM
090			_aHF5718.5.S236 2012
090			_aHF5718.5 _b.S236 2012
100	1		_aSant, Tom.
245	1	0	_aPersuasive business proposals : _bwriting to win more customers, clients, and contracts / _cTom Sant.
250			_a3rd ed.
260			_aNew York : _bAMACOM, _c2012.
300			_aviii, 280 p. : _bill. ; _c23 cm.
500			_aIncludes index.
505	0		_aPreface -- 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.
650		0	_aProposal writing in business.
650		0	_aPersuasion (Rhetoric).
907			_a.b15764588 _b2019-11-12 _c2019-11-12
942			_c01 _n0 _kHF5718.5.S236 2012
914			_avtls003544054
990			_ark4
991			_aFakulti Ekonomi & Pengurusan
998			_at _b2013-07-11 _cm _da _feng _gnyu _y0 _z.b15764588
999			_c556611 _d556611