紀錄類型 ： 書目-語言資料,印刷品: 單行本

副題名 ： your guide to landing the client, making the sale, persuading the boss

作者 ： FreedRichard C., 1946-

其他作者 ： FreedShervin,

其他作者 ： RomanoJoseph D.,

出版地 ： New York

出版者 ： McGrawHill;

出版年 ： 2003

版本 ： Rev. & fully updated

面頁冊數 ： xv, 302 p.ill. : 23 cm;

標題 ： Proposal writing in business. -

標題 ： Business report writing. -

ISBN ： 007139687X

內容註 ： Understanding generic structure logic -- The slots in a proposal's generic structure -- Slots speaking to slots -- Slots are not necessarily sections -- All slots should be filled or accounted for -- One review: understanding generic structure logic -- Work session opportunity at the abc company, a division of Consolidated Industries understanding the baseline logic -- The three kinds of current situations, desired results, objectives and benefits -- Assessing the baseline logic's alignment -- Are the overriding problem, effects, and benefits aligned? are the deliverables aligned with the desired result and active? are the deliverables aligned with the benefits? -- Are the desired result and objective aligned with the benefits? -- Testing the baseline logic the baseline logic and your value proposition -- The relationship among the generic structure slots, the baseline logic, and your proposed project -- Chapter two review: understanding the baseline logic -- Work session constructing the baseline logic for the situation at abc using a measurable results orientation -- Measurable-results orientation: the insight project -- Measurable-results orientation: the planning project -- Measurable-results orientation: the implementation project -- Three review: using a measurable results orientation -- Work session measurable results orientation for abc constructing a logical methodology -- The pyramid principle using pyramid logic -- Step 1: clearly identify the objective(s), based upon the overriding question(s) -- Step 2: place each objective atop a pyramid and order the actions necessary to achieve it -- Step 3: sequence the actions -- Step 4: identify and integrate the activities necessary for planning and communicating your proposed actions -- The pyramid, deliverables and the logics worksheets -- Chapter four review: constructing a logical methodology -- Work session pyramid for abc, part two: proposal psychologics analyzing the buyers: the four buying roles -- A fifth buying role beyond s1 ' s2 ' -- Chapter five review: analyzing the buyers -- Work session generating benefits for abc -- For abc persons as individuals -- Selecting and developing themes: determining what to weave in your web of persuasion what themes are where themes come from -- Selecting the themes, developing the themes -- Chapter six review: selecting and developing themes work -- Session competition, and developing the themes for abc green team reviews: collaborating to improve your odds of winning the strategic premise of green team collaboration.