As this chapter notes, A sales proposal is sometimes like an iceberg. The customer sees the tip

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As this chapter notes, “A sales proposal is sometimes like an iceberg. The customer sees the tip of the iceberg (price) but does not see the value-added features below the surface.”

List the value-added components to the product or service that reflect and reinforce the prospects’ perceptions of price and value.

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Selling Today Partnering To Create Value

ISBN: 9781292458632

15th Global Edition

Authors: Gerald Manning, Michael Ahearne

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Question Posted: Mar 09, 2024 12:00 PM

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As this chapter notes, A sales proposal is sometimes like an iceberg. The customer sees the tip

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Certainly when crafting a sales proposal its crucial to emphasize not just the price but also the valueadded components that justify that price and en...View the full answer

Selling Today Partnering To Create Value

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