Real-Life Communication
You're a sales engineer working for a company that produces solar
panels. You've just received a very interesting proposal from the International
Space Agency.
The agency is looking for a new type of solar panel to
be attached to small lunar exploration modules. At first glance, this sounds
intriguing. You begin to read through the formal request for proposal.
A
request for proposal is a document that outlines a client's requirements for
a product or service. From this, you can determine if your company might
be able to provide the product requested. If it can, you may eventually be
able to complete a sale of your product.
The proposal you send back
to them, regarding how and when you could deliver the product they request,
is called the tender.
This is the beginning of the request for proposal
that has just come in from the space agency:
Request for
Proposal
Tenders must be in sealed envelopes, clearly marked: Tender
for Solar Panels for Lunar Exploration Module at the International Space Agency.
Organization:
International Space Agency
Attention: Les Wibber
Deadline:
Tenders
must be received no later than 2 p.m. July 1 (local time). Proposals received
after the closing time will not be accepted. Proposals received by fax will
not be accepted.
Scope:
This request for proposal deals with a campaign
for a solar panel for a new type of small lunar exploration module. The panel
must supply 12 volts of electricity under challenging operating conditions.
The panel must be a maximum size of 10 cm x 25 cm x 0.5 cm, and be capable
of being mounted with three titanium alloy screws into holes 1 cm deep. The
project must be completed within six months.
You sit back
and scan the first page of the document again. It certainly does look interesting,
and is a high-profile project. And it just might be something your company
could handle.
You have plenty of reading to do and phone calls to make
before you can decide to go ahead with a proposal to make a sale. But this
type of communicating is all part of the job.
"Sales engineers must
be skilled communicators and excellent listeners," says Warren Viessman, professor
of engineering.
"A big part of the work is putting together proposals,
making quotes and that kind of thing," says Jackie Karastamatis. She is an
advanced marketing engineer.
Did you understand the proposal correctly?
- When must the tender must be completed and sent in?
- What is the maximum size of the panel?
- How many volts of electricity must the panel supply?