SALES PROPOSAL OUTLINE

Instructions:

 Use these outline to have a general idea of what’s to be included in your proposal.
 Customizations have to be made in order to tailor your proposal to your customer and,
depending on the product/service you’re selling, you’ll have to include additional information.
 Check the templates I’ve uploaded to have more ideas on what to include and further
explanation of each section, plus they have examples of wording.
 Most importantly, you are the sales person and your objective is to create a mutually beneficial
relationship with your customer, so prepare, think ahead of your customer – answer their
questions before they have a chance to make them -, do your research and be creative!

OUTLINE

I) OVERVIEW/INTRODUCTION/EXECUTIVE SUMMARY
II) COMPANY BACKGROUD
a) Information about the company
b) Brief experience of team leader or CEO
c) Brief experience and qualifications of account manager
d) Information about the technical/support team
e) Client testimonials
III) Scope
a) Objectives
b) Opportunities
c) Solution (not specific to the client)
IV) Product/Service/Proposed Solution – “OUR PROPOSAL”
a) Current situation of the customer (what resources, technology, etc. what is the current scenario,
describe)
b) Market research (industry, competitors, benchmarks)
c) Description of the product/service
d) How the product/service aligns with the customer’s mission
V) EXECUTION STRATEGY/METHODOLOGY (describe in detail what the customer is getting, when, who
is responsible – from both sides-, this has to paint a very clear picture of what the customer is paying
for and, also, what they are NOT paying for – what’s not included has to be clear as well)
a) Your resources and your client’s resources (needed to implement the solution)
b) Timeline of project deliverables (from beginning – since they say yes – to post-purchase
evaluation and beyond)
VI) EXPECTED RESULTS
a) Financial benefits
b) Technical benefits
c) Other benefits
VII) FINANCIAL OFFER/PRICING
 a) Prices (looks like an invoice: amount/description/unit price/tax/total)
b) Terms
i) Contract (looks for one online and modify)
ii) Payment
iii) Warranty
VIII) “UNIQUE SELLING PROPOSITION” - QUALIFICATIONS/COMPETITIVE ADVANTAGE/WHAT MAKES
YOU DIFFERENT
IX) CONCLUSION AND AGREEMENT