Answer to Question 1
Answer: In the United States, business people are conditioned to think that profit and financial advantage are the biggest benefits to emphasize. However, in the case of proposals in countries like Brazil, where many consider gains in status and power to be more important than those in profit, social, and status benefits should be identified along with financial benefits. For most Americans, a signed proposal or contract means a final agreement that must be honored. However, in other cultures this signifies an interest rather than a commitment. In China, for example, contracts are always open to renegotiation. For most Americans an agreement is not finalized until it is put in writing. In other cultures, like Italy, it is expected that oral commitments will be honored. Signing a contract is a mere formality, reflecting the commitment between business partners.
Answer to Question 2
Answer: Businesses that routinely write formal proposals often invest in proposal-writing software that makes the writing process more efficient. This software allows a business to create a customized template for a proposal (including all the sections that are important to the business), write multiple versions of text for each section and store the text along with pricing information in an online catalog, select text from the catalog for each proposal, and deliver the completed proposal as a web document. This software can store your templates as well as the text and pricing information that you have prepared. You simply need to click on the content, insert it into the template, and then customize it using a typing interface that is similar to Microsoft Word. By repurposing contentreusing content you have already createdyou save a good deal of time. The software can also deliver the proposal electronically, as a web document or as a PDF. When your proposal is a web-based document, it can include links to websites and to multimedia, such as videos that may include persuasive content. A writer can use this software to track and analyze proposals. Because the web-based proposal remains on the server, you can track whetherand how many timessomeone has opened the document to read it. You can also receive data about how much time people spend viewing each section. These data analytics help you understand what most interests your audience so you can create targeted proposals in the future. If you find that a particular persuasive appeal captures audience interest in one proposal, you can add that to your catalog and use it for future proposals. Finally, this software supports online signing for faster agreements. Clients can read, review, and sign proposals online. If clients request changes, you can make the changes instantly.
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Business Analytics, 2nd Edition
Quartic First Differences
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