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What Customer Wants to Read in Your Proposal

Author

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  • Vijay Kumar

    (MBA, Institute of Management Development & Research, Mumbai, Mumbai, India)

Abstract

Earlier sales executives using their interpersonal - social skills built and cemented relationships with procurement officials over golf games, theatre outings and major events. That era is slowly but surely coming to an end. Today in the digital age, the context is completely different. Every organisation has access to vendors across the globe. Thanks to Artificial Intelligence (AI), organisations can compare their procurement performance in unprecedented detail. Procurement teams have relevant tools and technology to gather insights about seller’s product or service offerings to the minutest detail. However, organisations are also under constant pressure to generate value to their stakeholders on quarter-on-quarter basis. Organisations are looking towards sellers to create value to their stakeholders. Sellers should innovate and help organisations grow in multiple dimensions. Empower organisations generate value to their stakeholders. In short become their strategic partner. In this new arrangement, seller-buyer relationship is no more a transactional, order- taking and resource supplying activity. Selling process is transformed with focus on value creation. Value proposition is the core of value creation. Infact it is a disciplined concept. Sellers who use it as strategic asset create win - win situation. This research paper walks through value creation process and details how value propositions are developed.

Suggested Citation

  • Vijay Kumar, 2021. "What Customer Wants to Read in Your Proposal," European Journal of Marketing and Economics Articles, Revistia Research and Publishing, vol. 4, ejme_v4_i.
    • Handle: RePEc:eur:ejmejr:89
    DOI: 10.26417/707udn47c
    as

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    References listed on IDEAS

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    1. Kamil Serto lu & Sevin Ugural & Festus Victor Bekun, 2017. "The Contribution of Agricultural Sector on Economic Growth of Nigeria," International Journal of Economics and Financial Issues, Econjournals, vol. 7(1), pages 547-552.
    2. Ogundipe, Adeyemi & Ogundipe, Oluwatomisin, 2013. "Oil Price and Exchange Rate Volatility in Nigeria," MPRA Paper 51668, University Library of Munich, Germany.
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