Deck 18: Technical Descriptions, Specifications, and Marketing Materials

Question 1

RFPs usually provide

A)a complete list of criteria that will be used to evaluate submitted proposals.
B)detailed specifications for a requested product or service.
C)a basic overview of the requested product or service, together with contact information, deadline dates, and the source of detailed project requirements.
D)the exact project cost that a proposal must meet.

Answer 1

C

Question 2

Line graphs and bar graphs in proposals can send the message that

A)"our system or equipment does the job."
B)"our plan is logical."
C)"we offer high performance at low costs."
D)"we can meet the schedule."

Answer 2

C

Question 3

The Action Gradient discussed in Chapter 18

A)describes how to turn a theoretical proposal into action.
B)equates emotional responses with productive behaviour.
C)equates rational responses with productive behaviour.
D)says that internal improvement proposals are often disruptive.

Answer 3

C

Question 4

The acronym RFP stands for

A)regulated form proposals.
B)request for proposal.
C)reader friendly proposals.
D)referred formal proposal.

Question 5

A reader will likely react negatively to a proposal that

A)presents reams of supportive data.
B)argues in favour of the proposed solution.
C)provides just enough information to outline the general plan.
D)treats contingencies and limitations realistically.

Question 6

Budgets presented in proposals are considered

A)the most important item in the proposal.
B)legally binding.
C)the starting point for negotiations.
D)general guidelines that will be modified as a project progresses.

Question 7

Formal proposals differ from informal proposals primarily in

A)the formal proposal's formal writing style.
B)the professional appearance of formal proposals.
C)the use of additional photos, charts, and other visuals found in formal proposals.
D)the length and complexity and additional sections found in formal proposals.

Question 8

Standard informal proposals usually include

A)only an introduction and a project description.
B)an introduction, background section, project description, and supporting arguments and data.
C)a transmittal document, a project description, and a proposal summary.
D)an introduction, background section project description, supporting materials, supporting arguments, a budget, and an authorization request.

Question 9

Which of the following criteria is generally not used to evaluate a proposal?

A)how well the proposal shows that it understands the client's needs
B)the quality of the proposed project's organization and management
C)the length of the proposal
D)the qualifications of the staff assigned to the project

Question 10

The main difference between solicited and unsolicited proposals is

A)who prepares the proposal.
B)who requests the proposal.
C)who initiates the proposal process.
D)who evaluates the submitted proposals.

Question 11

The following document type is not one of the main types of proposals:

A)improvement proposals.
B)research proposals.
C)recommendations.
D)sales proposals.

Question 12

Few informal proposals contain the following section

A)a transmittal letter or memo.
B)an introduction and background.
C)a project description.
D)supporting information and arguments.

Question 13

Proposal writers usually believe that an RFP provides

A)very little guidance for a proposal that responds to the RFP.
B)general guidelines for creative solutions to problems or challenges.
C)specific requirements of actions that must be carried out, exactly as described in the RFP or in documents that accompany the RFP.
D)specific requirements that guide creative solutions to identified problems or challenges.

Question 14

A critical path diagram in a proposal sends the message that

A)"our system or equipment does the job."
B)"our plan is logical."
C)"we offer high performance at low costs."
D)"we can meet the schedule."

Question 15

Formal proposals usually do not include the following section

A)a separate summary.
B)a title page.
C)a list of symbols.
D)a table of contents.

Question 16

The main factor in writing successful sales proposals is

A)making a competitive bid that other firms will likely not match.
B)looking at the situation from the reader's point of view.
C)having a strong action plan.
D)clearly stating the proposed actions and supporting arguments.

Question 17

The authorization section of a proposal

A)lists the proposed items and actions that have already been authorized.
B)always appears in a proposal's closing paragraph.
C)always appears in the transmittal document.
D)requests that the reader approve the proposal plan.

Question 18

Flowcharts in proposals send the message that

A)"our system or equipment does the job."
B)"our plan is logical."
C)"we offer high performance at low costs."
D)"we can meet the schedule."

Question 19

Proposal supplements are useful for

A)addressing the levels of technical knowledge possessed by diverse readers.
B)presenting arguments and evidence that the reader will not likely accept.
C)presenting cost estimates, which should never appear in the main body of a proposal.
D)presenting graphs and other graphics, which should never appear in the main body of a proposal.

Question 20

A formal proposal

A)seldom includes a transmittal message.
B)is accompanied by a transmittal in the form of a letter, memo, or email.
C)incorporates a transmittal message in the proposal's front matter.
D)incorporates a transmittal message in the proposal's introduction section.

Question 21

Grant proposals

A)differ very little from business sales proposals.
B)must align with the stated mission statement and priorities of the government department or private foundation to which the proposal is directed.
C)do not need to present cost estimates.
D)should always be written in serious academic language.