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A company has selected your organization to be one of a few on a short list to submit a proposal The core requirements of a good proposal are covered in the following section of this chapter, but there are two considerations to heed at this juncture in the sales process: 1 Understand the competition Just as there s such a difference between bad business and good business, there are times to submit proposals and times to abstain If you re one of 10 firms submitting proposals and lack a strong relationship with the buyer, chances are you ve been invited simply for comparative purposes and are wasting your time Knowing the competitive environment will help to differentiate 2 When it makes sense, do your homework.

ACTIVE LISTENING TIPS As you listen to others whether in a one-on-one discussion or during a meeting practice these behaviors to maximize your ability to understand their message 1 Focus yourself physically To the degree possible, eliminate environmental distractions Provide the speaker an environment conducive to listening 2 Use nonverbal cues to show you are involved in what the speaker is saying, including nodding your head, making eye contact, and leaning forward 3 Provide feedback, paraphrasing or summarizing the speaker s statements to ensure that you understand them as the speaker intended 4 Ask relevant follow-up or clarifying questions 5 Listen for the idea behind the facts and data 6 Suspend judgment on the speaker s statements Understand his or her point first As you ask questions or acknowledge points, remain neutral in your responses So, what you are saying is From your point of view .

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An excellent directory of people to call in Afghanistan was listed by the Afghan Wireless Communications Company (AWCC) but was recently removed Hopefully, they will restore this information Telephone usage is actually dropping, since in 1996 there were 29,000 lines available and in 1998 there were only 21,000 lines Of course, Taliban bans on Internet use didn t exactly spur telecom growth My sources in the CIA have stated that in 1997, telecommunications links were established between Mazar-e Sharif, Herat, Kandahar, Jalalabad, and Kabul through satellite and microwave systems (wwwciagov/cia/publications/ factbook/indexhtml) Two telecommunications companies from China, Zhongxing Telecom and Huawei Technologies, were attempting to install a switching network that could handle 130,000 lines in the capital city of Kabul The status of this project is unknown at the current time Most of the existing exchanges are based on electromechanical switches that are 40 years old.

These old exchanges are using Siemens Strowger switches Completing calls on these exchanges is very difficult New equipment using digital switches is being installed In order to place calls to the older switches, one must have the operator service in Kabul complete the call for you You can reach the operator service by dialing +93-2-290090 Then give them a five digit phone number and the call may have a slight chance of being completed Parts of the country have digital exchanges, which can be dialed directly without the operator The various city codes are: 02 Kabul, 03 Kandahar, 04 Herat, 05 Mazar-iSherif, 06 Kunduz, 07 Jalalabad, and 08 AWCC Mobile Telephone Network Regarding international telecommunications links, this is primarily done through satellite communications A company called Telephone Systems International SA provides international connectivity.

Demonstrate that you understand without revealing whether you agree or disagree During active listening, here are some behaviors you should work to avoid 1 Don t try to solve the problem or give advice until it is asked for Analyzing a problem with questions shifts the focus from the speaker to your hypothesis Have you tried What happened before Are you sure that is the issue You may be able to help the speaker solve a problem, but first you need to listen 2 Don t judge what you are hearing, either positive or negative Particularly don t share a judgment, as in, That s not logical 3 Don t shift the attention to yourself This happens when we try to relate to the speaker, but end up talking about our own experiences, ideas, or emotions 4 Finally, be aware of resistance and defensiveness by the speaker.

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