A Proposal to the City Council for a Contract to Design

question 20

Multiple Choice

A proposal to the city council for a contract to design and develop a new downtown community entertainment complex would be classified as

• A) a solicited, internal research proposal.
• B) an unsolicited, external planning proposal.
• C) a solicited, internal planning proposal.
• D) a solicited sales proposal.
• E) None of these answers are correct.

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Definitions:

Curiosity

An eager desire to know or learn about something.

AIDA Approach

A classic marketing model that outlines the customer journey through four stages: Attention, Interest, Desire, and Action.

SPIN Approach

A sales technique that focuses on Situation, Problem, Implication, and Need-payoff to better understand and address customer needs.

FAB Presentation

A selling approach focusing on Features, Advantages, and Benefits of a product or service to persuade customers.