Page 1
1.
According to Chapter 16, what are the two kinds of deliverables that typically result
from proposals? (Select both answers.)
A)
a progress report
B)
a tangible product, a service, or some combination of the two
C)
transfer of real property
D)
a research report
E)
None of the responses are correct.
2.
To be persuasive, proposal writers must demonstrate that they understand readers’
needs. According to Chapter 16, what two other qualities must they demonstrate?
(Select both answers.)
A)
that they are able to do what they plan to do
B)
that they understand how the proposal/procurement process operates within a
particular field or profession
C)
that they are committed to fulfilling their promises
D)
that they are well financed
3.
According to Chapter 16, the introduction to a proposal must answer seven questions,
one of which is “What is the problem or opportunity?” What is another question the
introduction must answer?
A)
What are your qualifications to carry out the proposed project?
B)
How much will the proposed project cost?
C)
What are your sources of information?
D)
What methods will you use to carry out the proposed project?
E)
What quality-control measures will you use to ensure that the proposed project
results in a suitable deliverable?
4.
According to Chapter 16, what must you demonstrate to show that your organization
can complete the work described in a proposal?
A)
efficiency
B)
qualifications and experience
C)
program information
D)
certification and authorization
5.
According to Chapter 16, which of these is NOT a useful guideline for creating a
proposal for an audience in a different culture?
A)
Budget time for translation.
B)
Understand that what makes an argument persuasive can differ from one culture to
another.
C)
Focus on costs.
D)
Ask if the prospective customer will do a read-through.
Page 2
6.
According to Chapter 16, what is a common name for the leader of a proposed research
project?
A)
principal investigator
B)
research lead
C)
investigator-in-principle
D)
project principal
7.
According to Chapter 16, which of these is NOT a subject of a goods and services
proposal?
A)
offering to provide 150 computers to a state agency
B)
offering to install new landscaping around a government building
C)
asking for resources to study how a new pesticide affects lettuce and cabbage crops
D)
asking for a contract to provide cleaning and janitorial services to a government
building for one year
8.
According to Chapter 16, what is the best way to describe the problem or opportunity
behind a proposal?
A)
in terms as general as possible
B)
using economic principles of supply, demand, and opportunity cost
C)
in general financial terms
D)
in specific monetary terms
9.
According to Chapter 16, which of these is an example of an indirect cost associated
with a proposal?
A)
travel costs for personnel going to a remote work site
B)
cost of insurance benefits for personnel going to a remote work site
C)
cost of supplies used at a remote work site
D)
cost of operating a company’s telephone system
10.
ABC Electronics wants someone to install a top-of-the-line burglar-alarm system for its
two buildings, a system that not only sounds an alarm but also simultaneously notifies
authorities and the company president. Video surveillance of the premises should also
be a capability of the security system. In order to obtain price quotes, what should ABC
Electronics write?
A)
an unsolicited proposal
B)
an internal proposal
C)
an external proposal
D)
a request for proposals
Page 3
11.
Which of the following does the proposed program section of a proposal NOT
customarily include?
A)
an explanation of the work intended
B)
references to appropriate research or scholarship
C)
a justification of your claims
D)
a budget
12.
Hardy Grocery Store has published an RFP for the construction of a two-story
warehouse addition to its main store. The warehouse must be built on 5,000 square feet
of adjacent property, but it must have up to 9,000 square feet of storage space and have
loading platforms for both North and East Street entrances. R&F Architects has
responded with a proposal acknowledging the grocery’s property restrictions and space
requirements. R&F’s proposal includes a sketch of the warehouse they propose to build,
with multiple entrances to the exterior as well as entrances to the existing building. The
proposal has a chart showing the phases of the project, including the completion date,
and a section describing R&F’s staff and similar past projects. The proposal ends with a
bid. What should R&F add to the proposal to better compete with other organizations
bidding on the project?
A)
a description of its quality-control measures
B)
a listing of the research methods to be used
C)
a description of the problem or opportunity
D)
a clearer focus on the readers’ needs in an internal proposal
13.
Which of these types of proposals is NOT discussed in Chapter 16?
A)
solicited external proposals
B)
unsolicited external proposals
C)
unsolicited internal proposals
D)
None of the responses are correct.
14.
Which of the following is an important part of persuading the reader of a proposal that
you can complete the proposed work successfully?
A)
You must show readers that you understand how to submit the proposal.
B)
You must show readers that you sympathize with their frustrations.
C)
You must show readers that you are enthusiastic.
D)
You must show readers that they can trust you to do a good job.
15.
What are the main categories of resources required for completing a proposed project?
A)
personnel, potential, and qualifications
B)
personnel, facilities, and equipment
C)
qualifications and experience
D)
personnel, budget, and tangential resources
Page 4
16.
Which of these is NOT a common deliverable for the end of a research project?
A)
completion report
B)
progress report
C)
recommendation report
D)
project report
17.
You are writing an internal proposal to suggest that your company purchase a new
ticket-tracking system, called Tick-Track, for the company’s information-technology
help desk. Which of the following is the best point to make in the introduction of your
proposal?
A)
Tick-Track is made by a company that was just bought by Google.
B)
Tick-Track is designed to take advantage of the latest developments in
database-search technology.
C)
We estimate that the response delays caused by our current ticket-tracking system
are costing the company $1,000 per day in lost productivity.
D)
Tick-Track is a web-based system.
18.
In which of the following situations would a school district be likely to issue a request
for quotation (RFQ)?
A)
A school district needs to purchase 30 iPad tablet computers for an elementary
school.
B)
A school district needs landscaping for the new district headquarters building.
C)
A school district needs someone to provide training for more than 1,000 teachers
on developing curricula to meet Common Core standards.
D)
A school district needs to refurbish an older building and bring it in line with
current building codes.
19.
Which of the following is NOT an example of a quality-control measure?
A)
a formative evaluation conducted by members of the project team
B)
a performance test conducted by a third party
C)
a list of all the heavy equipment used in a construction project
D)
an on-site evaluation conducted by the customer
20.
In which situation might you present your proposal as a memo?
A)
when your proposal is lengthy—more than 10 pages
B)
when your audience is external
C)
when your audience is internal
D)
None of the responses are correct.
Page 5
21.
The proposed program section of a proposal contains an itemization of the costs
associated with the project you are proposing.
A)
True
B)
False
22.
Indirect costs are intangible expenses such as general secretarial and clerical expenses
not devoted exclusively to any one project, as well as operating expenses such as
utilities and maintenance.
A)
True
B)
False
23.
Formative evaluations are intended to assess the quality of a completed project.
A)
True
B)
False
24.
A task schedule is almost always drawn in one of three graphical formats: table, bar
chart, or network diagram.
A)
True
B)
False
25.
According to Chapter 16, some readers might not consider a proposal if it does not
provide an effective summary.
A)
True
B)
False
26.
A solicited proposal is one that you send to a customer who has not requested it.
A)
True
B)
False
27.
According to Chapter 16, both internal proposals and external proposals are arguments
that an organization needs to do something.
A)
True
B)
False
28.
According to Chapter 16, proposals are not expensive to write, so companies submit
unsolicited proposals often.
A)
True
B)
False
Page 6
29.
According to Chapter 16, one way to demonstrate professionalism in a proposal is to
discuss your work history.
A)
True
B)
False
30.
According to Chapter 16, proposals are usually written by a single writer.
A)
True
B)
False
31.
Proposals have two kinds of deliverables. What are they?
32.
To be persuasive, proposal writers must demonstrate that they understand readers’
needs. According to Chapter 16, what other two things must they demonstrate?
33.
According to Chapter 16, the introduction to a proposal must answer seven questions,
one of which is “What is the problem or opportunity?” What is another question the
introduction should answer?
34.
What are indirect costs?
35.
Which type of graphic commonly used to portray task schedules communicates
interdependence between various activities?
36.
What is the difference between formative evaluations and summative evaluations?
37.
In the sample internal proposal presented at the end of Chapter 16, what are the authors
proposing to do?
38.
What do the initials IFB stand for?
39.
What do the initials RFP stand for?
40.
Which type of graphic best shows the interdependence among various tasks in a project?
Page 7
Page 8
Answer Key
Page 9