Exercises
Ⅰ.Please determine whether the following statements are true or false.
1.A proposal puts the seller's requirements in a context that favors the buyers'products and services，and educates the seller about the capabilities of the seller in satisfying their needs.
2.RFPs provide detailed specifications of what the customer wants to buy and sometimes include directions for preparing the proposal，as well as evaluation criteria the customer will use to evaluate offers.
3.Sometimes after a customer issues an RFP or RFQ or IFB，the customer will issue a Request for Information（RFI).
4.The purpose of the RFI is to gain“marketing intelligence”about what products，services，and vendors are available.
5.RFIs are used to change final RFPs，RFQs，and IFBs，so potential vendors take great care in responding to these requests，hoping to shape the eventual formal solicitation toward their products or services.
6.Unsolicited proposals are marketing brochures.They are always generic，with no direct connection between customer needs or specified requirements.
7.Writing a successful proposal can be made easier through the development of a proposal checklist that contains the necessary standardized information that is typically contained in 80%of all of sales proposals.
8.If you use the jargon they use and if you show familiarity in the cover letter and executive summary with what's going on in their business and industry，they will assume that the entire proposal has been personalized to them.
9.The Primacy Principle refers to the tendency we all have to judge future experiences based on our first one.You might call it the principle of first impressions.
10.You can give customers a boilerplate proposal in today's market.
Ⅱ.Answer following questions.
1.What are the key elements of winning business proposals?
2.Why does customer want the business proposal?
3.Generally，how to classify the business proposal into different categories?
Ⅲ.Try your best to make a business proposal for opening a bar.