53) Discuss how you can increase your credibility when writing a business report.
54) The general purpose of a ________ is to persuade the audience to do something.
A) proposal
B) presentation
C) press release
D) research report
E) report summary
55) How is the scope and organization of a solicited proposal usually determined?
A) Based only on content
B) Based only on the working relationship with the audience
C) Based only on the motivating action you wish to achieve
D) Based only on whether a direct or indirect format is used
E) Based only on the audience’s guidelines in the request for the proposal
56) Which of the following is the general purpose of any proposal?
A) To inform
B) To persuade
C) To seek approval
D) To solve a problem
E) To establish need
57) Which of the following can be used to strengthen your persuasive argument in a proposal?
A) Generalized information
B) Several alternatives the audience can choose from
C) A demonstration of your knowledge of the recipient’s challenges or opportunities
D) An indication why your competitors are not qualified
E) Relating the audience’s products and services to your needs
58) Which of the following will help prove that your proposal is workable and feasible for your
audience?
A) Show it is consistent with the audience’s capabilities
B) Include a plan of action with a generic task list
C) Make the proposal letter perfect, inviting, and readable
D) Hire management consultants to convince the audience you have the skills and knowledge
needed
E) Use proposal-writing software
59) Why is it important to package your proposal attractively and make it inviting and readable?
A) It is an indication of hands-on experience
B) Readers will prejudge the quality of your products by the quality of the proposal
C) Readers are more likely to be convinced because of the AIDA format
D) It is an indication that you cared enough to create the proposal from scratch instead of using
boilerplate text
E) Information from databases will be easier to notice and understand
60) Which of the following is one of the advantages of using proposal-writing software for
routine proposals?
A) It prevents integration with sales databases
B) It prevents solutions from being given away free to the audience
C) It ensures proper structure
D) It explains your unique skills and knowledge needed to solve the problem
E) It emphasizes the “you” attitude in the creation of the document
61) Which of the following should be presented in the introduction of an unsolicited proposal?
A) Requirements specified in the RFP
B) Details on the proposed solution
C) Anticipated results of the solution
D) A summary of the problem you want to solve or the opportunity you want to pursue
E) A confident, passionate expression of your skills and abilities
62) Where should you explain the factors that led you to submit an unsolicited proposal, such as
conversations with members of the recipient’s organization?
A) In the body
B) In the preview section
C) In the close
D) In the summary section
E) In the introduction
63) Where should the anticipated results of the proposed solution be indicated in an unsolicited
proposal?
A) In the body
B) In the preview section
C) In the close
D) In the summary section
E) In the introduction
64) Which section of an unsolicited proposal should restate why you and your firm are the right
organization to provide a solution?
A) The body
B) The preview
C) The close
D) The explanation of your credentials
E) The introduction
65) Which of the following is found in the close of a proposal, but NOT in the close of a report?
A) An indication of what should happen next
B) A request for a decision
C) Key points you want to remind the reader of
D) A restatement of your conclusions
E) Recommendations
66) The writing approach for a proposal is similar to the approach used for persuasive sales
messages, so you can
A) follow the AIDA model.
B) follow the good-news message plan.
C) minimize the “you” attitude.
D) open with a buffer statement.
E) follow a journalistic approach.
67) In a formal proposal, the work plan section
A) reviews the situation at hand and explains the need for action.
B) describes your action plan for accomplishing the work that must be done.
C) describes your organization’s experience, personnel, and facilities.
D) emphasizes the benefits and advantages of your proposed solution.
E) is only necessary when the report will be sent outside the organization.
68) Describing your organization’s qualifications in a formal proposal is
A) considered arrogant and should be avoided.
B) appropriate, but only in the introduction.
C) an essential part of the body section of the proposal.
D) a good idea only when your recommendations are controversial.
E) necessary only when you have not worked with the reader in the past.
69) In a proposal to install an air conditioning system, statements such as, “Our company has
over 25 years of experience installing heating, plumbing, and air conditioning systems,” should
appear in what section?
A) Introduction
B) Body
C) Close
D) Appendix
E) Recommendations
70) The close of a proposal should
A) summarize how your proposed solution will benefit the reader.
B) reemphasize why your firm is the right choice for the job.
C) ask for a decision from the reader.
D) do all of the above.
71) As used in the introductory section of a proposal, the ________ states the boundaries of the
proposal.
A) scope
B) purpose
C) index
D) mission
E) limitations
72) Which of the following is found in the body of a report but NOT the body of a proposal?
A) Analysis of action
B) Facts and evidence to support conclusions
C) Proposed approaches to problem solving
D) Work plan
E) Costs
73) The introductory section of a formal proposal includes all of the following EXCEPT
A) a statement of your qualifications.
B) the scope or boundaries of the proposal.
C) background information or a problem statement.
D) an overview of how the document is organized.
74) Which one of the following is NOT an element of a work plan in the body of an unsolicited
proposal?
A) An explanation of the steps you’ll take, their timing, and the methods or resources you’ll use
B) Persuasive material to convince readers that a problem or an opportunity exists
C) Information about when work will start, how it will be monitored, and when it will end
D) A description of how you’ll accomplish what must be done
75) When writing a proposal, where should a review of the situation and an indication of a need
for action be discussed?
A) Background or statement of the problem
B) Solution
C) Scope
D) Report organization
E) Limitations
76) Your writing approach for a proposal should be similar to that used for persuasive messages.
77) In a formal report, the index provides a list of secondary sources used to prepare the report.
78) An unsolicited proposal has more latitude in the scope of the document than a solicited
proposal.
79) The components of a formal proposal are entirely different from those of other formal
reports.
80) Describe six strategies (in addition to using the AIDA format) for strengthening your
argument in business proposals.
81) What four topics areas are commonly covered in the introduction to a business proposal?
Briefly explain each one.
82) In a formal proposal, where does the Work Plan section normally appear, and what
information does it contain?
83) In researching a proposal to expand your division, you find evidence that does not support
your line of reasoning. Should you include it in your report? Why or why not?
84) What does it mean to “package your proposal attractively”? Why is it important to do so?
85) Discuss information that should be included in the introduction of solicited and unsolicited
proposals.
86) Which of the following is one way to improve the readability of a report or proposal?
A) Keep all the sentences the same length
B) Use long, detailed paragraphs
C) Use lists and bullets
D) Eliminate subheadings where possible
E) Make sure the writing is clear and oriented towards the writer
87) Which of the following should you verify when you evaluate the organization of content in
your document?
A) A variety of sentence lengths
B) Paragraphs are short and easy to find
C) Bullets and lists are incorporated
D) Clarity, logic, and a reader orientation
E) Descriptive headings and subheadings
88) Which of the following is a brief overview of a report’s most important points?
A) Introduction
B) Appendix
C) Synopsis or abstract
D) Table of contents
E) Title fly