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High-Profit Selling: Win the Sale Without Compromising on Price by Mark Hunter

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CHAPTER 14RFPs and RFQs: The Bidding Process

WHETHER IT’S A REQUEST for proposal (RFP), request for quotation (RFQ), or one of the other methods companies use to ask vendors to submit a proposal, the challenge for the seller can be daunting. Nearly every salesperson has had to deal with an RFP or similar process. These documents can be as simple as a single-page letter or as complex as a 200-page report requiring input from multiple partners.

For many salespeople, responding to an RFP is more painful than writing even the most difficult college term paper. The amount of time it takes to complete an RFP can easily consume many days of precious time. As painful as it is to respond to an RFP, waiting for a response can be even harder. Even if the ...

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