Engineering for profit: successful marketing of hi-tech products and systems
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Boca Raton u.a.
CRC Press
1994
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XI, 242 S. graph. Darst. |
| ISBN: | 0849389747 |
Internformat
MARC
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| 100 | 1 | |a Strock, O. J. |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Engineering for profit |b successful marketing of hi-tech products and systems |c O. Judson Strock |
| 264 | 1 | |a Boca Raton u.a. |b CRC Press |c 1994 | |
| 300 | |a XI, 242 S. |b graph. Darst. | ||
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| 650 | 4 | |a Ingenieurwissenschaften | |
| 650 | 4 | |a Engineering services marketing | |
| 650 | 4 | |a Engineering |x Management | |
| 650 | 4 | |a High technology industries |x Marketing | |
| 650 | 4 | |a High technology |x Marketing | |
| 650 | 4 | |a Service industries |x Marketing | |
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Datensatz im Suchindex
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| adam_text | Contents
Preface xi
1. Finding and Understanding Your Customer 1
Organization 3
What Is a Customer? 7
Know Your Customer 8
Hypothetical Examples ll
Further Activities 11
2. Bid Decisions and Marketing Strategy 13
Sales Proposal and Success—or Failure 13
The Bid Decision 14
Strategy for a Win 17
Your Proposal Budget 17
Small, Medium, and Large Proposals 17
v
CONTENTS
Proposal Plan Checklist 18
Developing the Subject—Some Exercises 19
3. Getting Started 21
Proposal Manager 21
The Proposal Team 22
Work Breakdown Structure 24
You Versus Your Competitors—
The Significant Differences 25
Kickoff Meeting 26
Storyboarding 29
Outline 32
Suggestions for Review 36
4. Your Proposal—The Technical Parts 37
Proposal Resource File 37
Writing the Abstract 38
Writing the Introduction 39
Writing the System Description 42
Writing the Technical Description 43
Specification Compliance and Exceptions 48
Personnel Resumes 50
Use of Tables and Graphics 51
Developing This Subject 60
5. Your Proposal—Those Other Parts 61
Defining Your Program Management Approach 61
Capability Factors 62
System Design and Schedule 64
CONTENTS
Writing Your Assurance of Quality 65
Corporate Capabilities 66
Technical Manuals, Training, and Service 68
Using an Appendix 68
Developing This Subject 69
6. Cost Estimating and Pricing Strategy 71
Scheduling and Organization 71
Price Checklist 72
7. Putting It All Together 75
Proposal—Final Reading 75
Production Details 76
Cover Letter 77
Time and Money Savers to Use in Proposal Work 78
Checklists 82
Developing This Subject 91
8. After the Proposal Is Mailed—The Follow up 93
After the Smoke Clears 93
Formal Presentation 94
Post Award Analysis 96
Developing This Subject 96
9. Case History of a Winning Proposal 97
Advance Work on This Opportunity 97
Bid Set from the Customer and Bid Decision 99
Strategy 99
Preparation and Proposal Kickoff 100
CONTENTS
Technical Proposal 115
Presentation 115
Award 115
Post Award Analysis 117
10. Product Planning and Marketing 119
Product Planning 119
Questions to Answer about the Product 120
Condensed Catalog 128
Applications Notes and Other Technical Aids 129
Conclusion 131
Developing This Subject 132
11. Advertising and Sales Promotion 133
Magazine or Space Advertising—
A Blessing or a Curse? 133
How Should You Pick an Agency? 137
What Should You Expect from Advertising? 139
Choosing an Advertising Medium for Your Company 139
Free Advertising through New Product Releases 140
If You Insist on Doing It Yourself 142
Follow Up 144
Trade Shows 146
Developing This Subject 148
12. Your Technical Paper as a Sales Tool 149
Why the Technical Paper? 149
Writing Your Technical Paper 151
Presenting Your Paper 152
CONTENTS
Visual Aids in Technical Presentations 153
Developing This Subject 157
13. Sample Proposal 159
Section 1: Introduction 160
Section 2: System Description 164
Section 3: Equipment Description 168
Section 4: Program Management 190
Section 5: Specification Compliance 211
Section 6: Corporate Capabilities 212
Proposal Appendix A 224
Proposal Appendix B 224
14. Sample Proposal Instructions
from a Government Procurement 227
1.1 Proposal 228
1.2 Evaluation Factors 233
Suggestions for Additional Study 237
Index 241
|
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| illustrated | Illustrated |
| indexdate | 2024-07-09T17:48:17Z |
| institution | BVB |
| isbn | 0849389747 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-006776455 |
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| physical | XI, 242 S. graph. Darst. |
| publishDate | 1994 |
| publishDateSearch | 1994 |
| publishDateSort | 1994 |
| publisher | CRC Press |
| record_format | marc |
| spelling | Strock, O. J. Verfasser aut Engineering for profit successful marketing of hi-tech products and systems O. Judson Strock Boca Raton u.a. CRC Press 1994 XI, 242 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Ingenieurwissenschaften Engineering services marketing Engineering Management High technology industries Marketing High technology Marketing Service industries Marketing Marketing (DE-588)4037589-4 gnd rswk-swf Spitzentechnologie (DE-588)4124236-1 gnd rswk-swf Spitzentechnologie (DE-588)4124236-1 s Marketing (DE-588)4037589-4 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=006776455&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Strock, O. J. Engineering for profit successful marketing of hi-tech products and systems Ingenieurwissenschaften Engineering services marketing Engineering Management High technology industries Marketing High technology Marketing Service industries Marketing Marketing (DE-588)4037589-4 gnd Spitzentechnologie (DE-588)4124236-1 gnd |
| subject_GND | (DE-588)4037589-4 (DE-588)4124236-1 |
| title | Engineering for profit successful marketing of hi-tech products and systems |
| title_auth | Engineering for profit successful marketing of hi-tech products and systems |
| title_exact_search | Engineering for profit successful marketing of hi-tech products and systems |
| title_full | Engineering for profit successful marketing of hi-tech products and systems O. Judson Strock |
| title_fullStr | Engineering for profit successful marketing of hi-tech products and systems O. Judson Strock |
| title_full_unstemmed | Engineering for profit successful marketing of hi-tech products and systems O. Judson Strock |
| title_short | Engineering for profit |
| title_sort | engineering for profit successful marketing of hi tech products and systems |
| title_sub | successful marketing of hi-tech products and systems |
| topic | Ingenieurwissenschaften Engineering services marketing Engineering Management High technology industries Marketing High technology Marketing Service industries Marketing Marketing (DE-588)4037589-4 gnd Spitzentechnologie (DE-588)4124236-1 gnd |
| topic_facet | Ingenieurwissenschaften Engineering services marketing Engineering Management High technology industries Marketing High technology Marketing Service industries Marketing Marketing Spitzentechnologie |
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