When evaluating written sales proposals, buyers use the concept of tangibles to judge how well the proposal enhances and supports the communication of the seller's message and invites readership by its overall appearance, content, and organization.

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Tangibles are physical or visual elements that are used to support a message or idea, such as the appearance, layout, and design of a written sales proposal. Buyers use these tangible elements to evaluate the overall effectiveness and readibility of the proposal.

When Evaluating Written Sales Proposals, Buyers Use the Concept of Tangibles