Practice improvising your way through a sales problem.

1. SkimaTalk Official Course
Advanced Improvisation – Business Problems
Lesson 5: Submitting a Software Bid

2. Story: Submitting a Software Bid
2
You are a sales rep for XYZ Industries. You are finalizing two proposals to sell software to
ABC Co., a potential new customer. ABC Co. is a well known brand, so XYZ very much wants
to win this business.
As a publicly traded company, it is important for XYZ to show strong revenue growth over
the next several years. Your boss is pushing you to submit the proposal with the higher
price point.
A summary of the two proposals is listed in the table below.
Proposal A Proposal B
Price / License / Year $500 $800
# Licenses 100 100
Projected Revenue / Year $50,000 $80,000
Likelihood of Winning the Bid 95% 50%
Includes Support? No Yes

3. 3
End of Lesson
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