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89) Unlike reports focused on conclusions or recommendations, reports focusing on logical
arguments
A) use an indirect approach.
B) are not very convincing.
C) emphasize the positive.
D) do not include outside evidence.
E) focus on creating a strong introduction and summary.
90) The 2 + 2 = 4 approach
A) generally works only with lengthy, non-routine reports.
B) is the first logical argument strategy to try.
C) is far more complicated than any other organizational strategy.
D) is the only approach that is appropriate for any business report.
E) allows the writer to open with a summary of their research.
91) Because of its natural feel and versatility, the ________ approach is generally the most
persuasive way to develop an analytical report for skeptical readers.
A) 2 + 2 = 4
B) yardstick
C) direct
D) hypothetical
E) persuasive
92) One drawback of using the yardstick approach to structure business reports is that
A) you must discuss all the alternatives, even if many of them turn out to be irrelevant and/or
unproductive.
B) this approach is generally considered old-fashioned.
C) it forces you to ignore the fact that the problem may have multiple causes.
D) it is impractical in most business settings.
E) it is easier for the audience to skim, and they might miss critical information.
93) You’re writing an analytical report outlining the benefits of starting a recycling program. You
need to explain how the program meets numerous criteria including reasonable cost, ease of
implementation, and long-term impact. The ________ approach will probably be the best way to
organize your report.
A) 2 + 2 = 4
B) scientific
C) direct
D) yardstick
E) failure analysis
94) A ________ studies events that happened in the past, with the hope of learning how to avoid
similar failures in the future.
A) market analysis report
B) due diligence report
C) failure-analysis report
D) feasibility report
E) baseline report
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95) When you speculate about the cause of a problem, you are forming a ________, a potential
explanation that needs to be tested.
A) hypothesis
B) prospectus
C) quandary
D) supposition
E) direct analysis
96) If you expect your audience to disagree with you, use the 2 + 2 = 4 approach or the yardstick
approach to focus on
A) logical arguments.
B) your conclusions.
C) your recommendations.
D) feelings and opinions.
E) opinions from industry experts.
97) The ________ is useful when you need to use a number of criteria to evaluate one or more
possible solutions.
A) 2 + 2 = 4 approach
B) unilateral approach
C) yardstick approach
D) crowdsourcing approach
E) matrix approach
98) A group of managers who must make an important decision can request a ________ to
explore the implications of that decision.
A) failure analysis report
B) due diligence report
C) market analysis report
D) feasibility report
99) If your audience will be receptive to what you have to say, use the direct approach to focus
attention on conclusions and recommendations.
100) In reports focused on recommendations, it is best to avoid the direct approach.
101) The yardstick approach is best for organizing reports when you and your audience do not
agree on the criteria you’re using in your analysis.
102) List the three most common strategies for structuring analytical reports.
103) Explain the three basic categories of analytical business reports and provide at least one
example of each type.
104) Discuss the three categories of analytical reports.
105) Why are analytical reports more challenging to write than informational reports?
106) Discuss guidelines for writing an analytical report that focuses on conclusions.
107) Discuss guidelines for writing an analytical report that focuses on recommendations.
108) Which of the following types of proposals are generally prepared at the request of an
external
party that requires a product or service?
A) Grant
B) Solicited
C) Unsolicited
D) Sales
E) Internal
109) Which of the following is the most significant factor to consider when planning a proposal?
A) If the government will have access to the proposal
B) Whether the proposal is internal or external
C) Whether the recipient asked you to submit the proposal
D) What type of good or service the proposal identifies
E) Who the deciding manager will be
110) Any risks involved with your recommendations should
A) not be addressed, since they may discourage your audience.
B) be discussed in your report, but only in vague, general terms.
C) be addressed clearly in your report.
D) be outlined before you reveal the benefits that can be achieved.
E) be addressed in the summary and conclusion section of the report.
111) A ________ suggests an individualized solution for a potential customer and requests a
purchase decision.
A) grant proposal
B) sales proposal
C) solicited proposal
D) project proposal
E) yardstick proposal
112) If you’re writing an unsolicited proposal, you may have to
A) convince readers that a problem exists that must be addressed.
B) analyze the client’s business in light of the competition.
C) use a style approved by the American Association of Business Writers.
D) enumerate the client’s options regarding such business decisions as product-line expansion.
E) explain why your organization is the most capable of solving the problem.
113) Whereas ________ proposals are used to request decisions from managers within an
organization, ________ proposals are directed to parties outside the organization.
A) formal; informal
B) internal; external
C) solicited; unsolicited
D) external; internal
E) solicited; formal
114) ________ are initiated by a company that is trying to obtain business or funding on its own,
without a specific request from a client.
A) Internal proposals
B) External proposals
C) Unsolicited proposals
D) Solicited proposals
E) White paper proposals
115) In the workplace, a formal invitation to bid on a contract is called a
A) business offering.
B) request for proposals.
C) bid requisition.
D) project invitation.
E) white paper.
116) If you’re writing an unsolicited proposal, you won’t need to
A) convince readers that a problem or opportunity exists.
B) prove that you can solve the problem or opportunity.
C) explain why readers should take action.
D) follow every detail of the request-for-proposals format.
E) establish your qualifications in solving the problem.
117) Which writing format would help you quickly get the reader’s attention when the proposal
is unsolicited?
A) Direct
B) Sales
C) AIDA
D) Grant
E) External
118) Which of the following would be an effective opening statement for an external, unsolicited
proposal?
A) A list of issues the reader needs to correct
B) A logical solution to a problem
C) A statement about what competitors are doing
D) An attention-getter
E) Your list of qualifications
119) Which of the following should be the focus when writing a solicited proposal?
A) Why your solution is unique and deserves consideration
B) Faults in the logic of others who are responding to the RFP
C) Cost of complying with the needs identified in the RFP
D) The nature of your relationship with the audience
E) A strong and meaningful attention getter
120) When writing an unsolicited proposal, which of the following should be established first if
you are unknown to the audience?
A) Other customers who have worked with you in the past
B) Your credibility and ability to solve the problem
C) The level of receptiveness from the audience
D) An understanding of the problem
E) Strong recommendations to solve the issue
121) The primary purpose of an internal proposal is either to request funds and management
support for new projects or to obtain permission to take action on specific projects.
122) Proposals are classified in two ways: internal versus external, and solicited versus
unsolicited.
123) How do unsolicited proposals differ from solicited proposals?
124) How can you determine the best structure for writing a proposal?
125) Briefly describe the circumstances in which the yardstick approach would be particularly
useful for organizing your proposal and provide an example of a report that would benefit from
this organizational approach.