Question 1

Which of the following statements is true regarding an unsolicited sales proposal?

Accepted Answer

A)  It does not attempt to persuade the audience. 
B)  It avoids using headings and subheadings. 
C)  It avoids emphasizing audience benefits. 
D)  It does not discuss any contractual arrangements. 
E)  It does not end with a call to action. 
A)  It does not attempt to persuade the audience. 
B)  It avoids using headings and subheadings. 
C)  It avoids emphasizing audience benefits. 
D)  It does not discuss any contractual arrangements. 
E)  It does not end with a call to action. D

Question 2

After you've done all you can to make a persuasive case for your program, which of the following is most appropriate to include in your message as part of your call to action?

Accepted Answer

A)  a request to tell other schools about your program. 
B)  an invitation to observe one of your classes 
C)  a fact sheet about a competitor's program 
D)  an authorization sheet for your audience to sign 
E)  additional statistics about the importance of exercise 
A)  a request to tell other schools about your program. 
B)  an invitation to observe one of your classes 
C)  a fact sheet about a competitor's program 
D)  an authorization sheet for your audience to sign 
E)  additional statistics about the importance of exercise D

Question 3

The process of negotiating an agreement in China can take a long time because ________ Chinese businesspeople.

Accepted Answer

A)  relationships are very important to 
B)  unsolicited sales proposals are not entertained by 
C)  financial advantage and profit are not important to 
D)  oral commitments are not recognized by 
E)  written agreements are never used by 
A)  relationships are very important to 
B)  unsolicited sales proposals are not entertained by 
C)  financial advantage and profit are not important to 
D)  oral commitments are not recognized by 
E)  written agreements are never used by A

Question 4

Jane is preparing a proposal for an audience that has invited her to do so. This means that ________.

Accepted Answer

A)  it is an unsolicited proposal 
B)  Jane should submit her final report as an email 
C)  Jane will need to explain her experience and qualifications 
D)  the direct organizational approach would be appropriate 
E)  Jane's audience is not aware that a problem or opportunity exists 
A)  it is an unsolicited proposal 
B)  Jane should submit her final report as an email 
C)  Jane will need to explain her experience and qualifications 
D)  the direct organizational approach would be appropriate 
E)  Jane's audience is not aware that a problem or opportunity exists

Question 5

Which of the following is an example of a grant proposal?

Accepted Answer

A)  a supervisor requesting funding from her boss for new computers, monitors, and printers to enable her department to function more efficiently 
B)  an academic organization requesting funding from a foundation to support a math, science, and technology competition 
C)  a bookstore employee suggesting to the bookstore owner that they start organizing family-friendly programs, like a story hour 
D)  a chef in a restaurant requesting that the restaurant start offering a line of light and healthy menu choices 
E)  an employee asking for approval to work in a flex-time schedule 
A)  a supervisor requesting funding from her boss for new computers, monitors, and printers to enable her department to function more efficiently 
B)  an academic organization requesting funding from a foundation to support a math, science, and technology competition 
C)  a bookstore employee suggesting to the bookstore owner that they start organizing family-friendly programs, like a story hour 
D)  a chef in a restaurant requesting that the restaurant start offering a line of light and healthy menu choices 
E)  an employee asking for approval to work in a flex-time schedule

Question 6

Which of the following is most likely to be included in the executive summary?

Accepted Answer

A)  title of the proposal 
B)  the problem necessitating the proposal 
C)  name of the recipient of the proposal 
D)  name of the writer of the proposal 
E)  date the proposal was submitted 
A)  title of the proposal 
B)  the problem necessitating the proposal 
C)  name of the recipient of the proposal 
D)  name of the writer of the proposal 
E)  date the proposal was submitted

Question 7

Which of the following tasks would require a proposal?

Accepted Answer

A)  to persuade your manager to approve your leave 
B)  to persuade a retailer to repair damage not covered under your warranty 
C)  to persuade your boss to approve a project 
D)  to persuade a retailer to provide you a discount 
E)  to persuade your friend to lend you some money 
A)  to persuade your manager to approve your leave 
B)  to persuade a retailer to repair damage not covered under your warranty 
C)  to persuade your boss to approve a project 
D)  to persuade a retailer to provide you a discount 
E)  to persuade your friend to lend you some money

Question 8

Dylan is creating a proposal to ask his supervisor to invest in some new software and hardware for their department. Dylan doesn't need to worry about making his proposal very convincing or detailed, because casual and unstructured proposals are acceptable for all internal proposals.

Accepted Answer

A) True 
 B)False

Question 9

Conducting research to develop your proposal ________.

Accepted Answer

A)  should not be considered during your analysis of content needs 
B)  is never necessary to propose realistic costs 
C)  must wait until the composing stage of the ACE process 
D)  could be necessary to learn more about competitors submitting competitive proposals 
E)  will take away valuable time which you should have spent on more important issues 
A)  should not be considered during your analysis of content needs 
B)  is never necessary to propose realistic costs 
C)  must wait until the composing stage of the ACE process 
D)  could be necessary to learn more about competitors submitting competitive proposals 
E)  will take away valuable time which you should have spent on more important issues

Question 10

The first step in preparing a proposal is to ________.

Accepted Answer

A)  identify the level of persuasion it will require 
B)  develop a clear idea of your purpose 
C)  determine the appropriate form of the proposal 
D)  establish audience benefits 
E)  counter potential objections 
A)  identify the level of persuasion it will require 
B)  develop a clear idea of your purpose 
C)  determine the appropriate form of the proposal 
D)  establish audience benefits 
E)  counter potential objections

Question 11

If the proposal is unsolicited, your audience has not asked for the proposal and may not even be aware that a problem or opportunity exists.

Accepted Answer

A) True 
 B)False

Question 12

Proposals that respond to RFPs are ________ competitive.

Accepted Answer

A)  always 
B)  never 
C)  sometimes 
D)  most likely 
E)  rarely 
A)  always 
B)  never 
C)  sometimes 
D)  most likely 
E)  rarely

Question 13

Any proposal longer than five or six pages should include an executive summary, which briefly summarizes the most important information.

Accepted Answer

A) True 
 B)False

Question 14

By sending an unsolicited sales proposal, you aim to ________.

Accepted Answer

A)  understand the needs of your audience 
B)  generate interest in your business proposal and to encourage further discussions 
C)  acquire information from your audience about which products and services they are using at present 
D)  acquire information from your audience about expected future trends in the market 
E)  acquire details about your competitor's proposals from your audience 
A)  understand the needs of your audience 
B)  generate interest in your business proposal and to encourage further discussions 
C)  acquire information from your audience about which products and services they are using at present 
D)  acquire information from your audience about expected future trends in the market 
E)  acquire details about your competitor's proposals from your audience

Question 15

The term ________ refers to the supplemental information provided in a proposal. It often includes examples of past projects, client testimonials, and technical specifications.

Accepted Answer

A)  overview 
B)  introduction 
C)  references 
D)  executive summary 
E)  appendices 
A)  overview 
B)  introduction 
C)  references 
D)  executive summary 
E)  appendices

Question 16

A proposal must provide details about how it will be implemented and explain costs.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following statements is most likely to be true regarding a competitive proposal?

Accepted Answer

A)  In a competitive proposal situation, your audience will not be considering any offers other than yours. 
B)  A competitive proposal is the one you initiate without receiving any request from the audience. 
C)  While developing a competitive proposal, you will need to identify audience requirements, as the requirements will not be stated explicitly. 
D)  While developing a competitive proposal, you should consider the benefits you provide compared to your competition 
E)  Proposals that respond to RFPs are never competitive. 
A)  In a competitive proposal situation, your audience will not be considering any offers other than yours. 
B)  A competitive proposal is the one you initiate without receiving any request from the audience. 
C)  While developing a competitive proposal, you will need to identify audience requirements, as the requirements will not be stated explicitly. 
D)  While developing a competitive proposal, you should consider the benefits you provide compared to your competition 
E)  Proposals that respond to RFPs are never competitive.

Question 18

If a proposal is ________, you need to provide some extra structure so that readers can navigate the document and easily find the information they are looking for.

Accepted Answer

A)  between two to four paragraphs long 
B)  less than a page 
C)  two pages or less 
D)  longer than three or four pages 
E)  just one paragraph long 
A)  between two to four paragraphs long 
B)  less than a page 
C)  two pages or less 
D)  longer than three or four pages 
E)  just one paragraph long

Question 19

Which of the following statements would be best for Dave to include in his proposal?

Accepted Answer

A)  After the database redesign is approved, the developer will be contacted. 
B)  The developer will be contacted after the database redesign is approved. 
C)  After you approve the database redesign, the developer will be contacted. 
D)  After you approve the database redesign, I will contact the developer. 
E)  I will contact the developer after the database redesign is approved. 
A)  After the database redesign is approved, the developer will be contacted. 
B)  The developer will be contacted after the database redesign is approved. 
C)  After you approve the database redesign, the developer will be contacted. 
D)  After you approve the database redesign, I will contact the developer. 
E)  I will contact the developer after the database redesign is approved.

Question 20

Which do you think is easier, writing an RFP or writing an unsolicited proposal?

Accepted Answer

Students' answers may vary. Both have th

Which of the following statements is true regarding an unsolicited sales proposal?

After you've done all you can to make a persuasive case for your program, which of the following is most appropriate to include in your message as part of your call to action?

The process of negotiating an agreement in China can take a long time because ________ Chinese businesspeople.

Jane is preparing a proposal for an audience that has invited her to do so. This means that ________.

Which of the following is an example of a grant proposal?

Which of the following is most likely to be included in the executive summary?

Which of the following tasks would require a proposal?

Dylan is creating a proposal to ask his supervisor to invest in some new software and hardware for their department. Dylan doesn't need to worry about making his proposal very convincing or detailed, because casual and unstructured proposals are acceptable for all internal proposals.

Conducting research to develop your proposal ________.

The first step in preparing a proposal is to ________.

If the proposal is unsolicited, your audience has not asked for the proposal and may not even be aware that a problem or opportunity exists.

Proposals that respond to RFPs are ________ competitive.

Any proposal longer than five or six pages should include an executive summary, which briefly summarizes the most important information.

By sending an unsolicited sales proposal, you aim to ________.

The term ________ refers to the supplemental information provided in a proposal. It often includes examples of past projects, client testimonials, and technical specifications.

A proposal must provide details about how it will be implemented and explain costs.

Which of the following statements is most likely to be true regarding a competitive proposal?

If a proposal is ________, you need to provide some extra structure so that readers can navigate the document and easily find the information they are looking for.

Which of the following statements would be best for Dave to include in his proposal?

Which do you think is easier, writing an RFP or writing an unsolicited proposal?

Becoming a Successful Business Communicator

Working With Others: Interpersonal, Intercultural, and Team Communication

Managing the Communication Process

Communicating Routine Messages and Building Goodwill

Communicating Persuasive Messages

Communicating Bad News

Finding and Evaluating Business Information

Preparing Business Reports

Preparing and Delivering Business Presentations

Communicating Your Professional Brand: Social Media, Résumés,

Getting the Job Interviewing and Following up

Filters

Exam 8: Preparing Persuasive Business Proposals

Which of the following statements is true regarding an unsolicited sales proposal?

After you've done all you can to make a persuasive case for your program, which of the following is most appropriate to include in your message as part of your call to action?

The process of negotiating an agreement in China can take a long time because ________ Chinese businesspeople.

Jane is preparing a proposal for an audience that has invited her to do so. This means that ________.

Which of the following is an example of a grant proposal?

Which of the following is most likely to be included in the executive summary?

Which of the following tasks would require a proposal?

Dylan is creating a proposal to ask his supervisor to invest in some new software and hardware for their department. Dylan doesn't need to worry about making his proposal very convincing or detailed, because casual and unstructured proposals are acceptable for all internal proposals.

Conducting research to develop your proposal ________.

The first step in preparing a proposal is to ________.

If the proposal is unsolicited, your audience has not asked for the proposal and may not even be aware that a problem or opportunity exists.

Proposals that respond to RFPs are ________ competitive.

Any proposal longer than five or six pages should include an executive summary, which briefly summarizes the most important information.

By sending an unsolicited sales proposal, you aim to ________.

The term ________ refers to the supplemental information provided in a proposal. It often includes examples of past projects, client testimonials, and technical specifications.

A proposal must provide details about how it will be implemented and explain costs.

Which of the following statements is most likely to be true regarding a competitive proposal?

If a proposal is ________, you need to provide some extra structure so that readers can navigate the document and easily find the information they are looking for.

Which of the following statements would be best for Dave to include in his proposal?

Which do you think is easier, writing an RFP or writing an unsolicited proposal?

Becoming a Successful Business Communicator

Working With Others: Interpersonal, Intercultural, and Team Communication

Managing the Communication Process

Communicating Routine Messages and Building Goodwill

Communicating Persuasive Messages

Communicating Bad News

Finding and Evaluating Business Information

Preparing Business Reports

Preparing and Delivering Business Presentations

Communicating Your Professional Brand: Social Media, Résumés,

Getting the Job Interviewing and Following up

Filters