Deck 8: Preparing Persuasive Business Proposals

Question 1

You run a branch of a very technologically savvy real estate agency in a large city. The company employs a powerful database to enable realtors to pinpoint the properties that most accurately meet their clients' specifications. Realtors currently consult the database with clients in the office, to create a list of desirable properties to view. But you think it would be even more effective and lead to quicker transactions if realtors could access the database outside the office with clients. After some research you find that the purchase of iPads for the realtors would make this possible.
By definition, a(n) ________ proposal is one your audience has asked you to submit.

A) external
B) internal
C) solicited
D) unsolicited
E) noncompetitive

Answer 1

C
Explanation: C) A solicited proposal is one your audience has asked you to submit.

Question 2

As you begin to write your proposal you think about its purpose. In this case, how do you propose to meet the need you are addressing?

A) by continuing to oversee the technology needs yourself
B) by allowing technology issues to go unaddressed
C) by asking your boss to provide you some additional training so that you can oversee the technology needs yourself
D) by hiring a technology company to oversee the technology needs
E) by training some employees in the company to handle the technical issues

Answer 2

D
Explanation: D) You propose to meet the need of inefficient handling of technology issues by hiring a technology company to oversee these issues.

Question 3

Brendan's boss asks him to respond to an RFP. Right away Brendan knows that ________.

A) the proposal is noncompetitive
B) his audience will not be considering any offers except his
C) his audience is not aware that a problem or opportunity exists
D) the indirect approach is preferred since he will first need to prepare his audience for his idea
E) the important criteria for the proposal will be provided to him

Answer 3

E
Explanation: E) Proposals that respond to RFPs are always competitive. The RFP will outline the important criteria on which Brendan will compete. An RFP is a solicited proposal, so Brendan's audience has already identified a problem or need and has requested a solution. Therefore the direct organizational approach is appropriate.

Question 4

Which of the following is an external proposal?

A) a proposal suggesting a new volunteer program to your HR department
B) a proposal asking your boss to implement a flex-time schedule
C) a proposal seeking the business of a new customer
D) a proposal recommending a new process to your supervisor
E) a proposal requesting that your department be allocated funds for a new project

Question 5

In a(n) ________ proposal situation, your audience will not be considering any offers other than yours.

A) solicited
B) noncompetitive
C) unsolicited
D) competitive
E) external

Question 6

The first step in preparing a proposal is to ________.

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 7

Which of the following is an internal proposal?

A) a proposal asking another company to do a joint venture
B) a proposal asking local businesses if they will sponsor your charity event
C) a proposal asking a client to select your firm for an upcoming project
D) a proposal asking your supervisor to implement a new initiative
E) a proposal asking a foundation to fund a program for your community

Question 8

Understanding the need your proposal meets and how to meet that need is involved in the first step of preparing a proposal, defining its ________.

A) content
B) context
C) purpose
D) format
E) medium

Question 9

You work in a small office of fewer than 20 employees that has no dedicated IT staff. As the resident technical expert you are called on to deal with computer issues and technology-related decisions. Lately this has been taking up more of your time and you feel that it is no longer an efficient arrangement. You want to suggest to your boss that your company should consider contracting with an IT company to oversee these needs.
As you begin to write your proposal you think about its purpose. In this case, which of the following best articulates the need your proposal is addressing?

A) the company's need to effectively handle technology-related issues
B) your need to shorten your working hours
C) the company's need to get some employees trained for handling technical issues
D) the company's need to contract with an external vendors
E) your boss's need to ensure that you are able to get your work done early

Question 10

Which of the following questions is used to identify the level of persuasion necessary for the proposal, as well as its appropriate form?

A) What are the benefits of my proposal for the audience?
B) What content must I include?
C) How can I establish credibility?
D) Is my proposal solicited or unsolicited?
E) What are the possible objections to this proposal?

Question 11

You run a branch of a very technologically savvy real estate agency in a large city. The company employs a powerful database to enable realtors to pinpoint the properties that most accurately meet their clients' specifications. Realtors currently consult the database with clients in the office, to create a list of desirable properties to view. But you think it would be even more effective and lead to quicker transactions if realtors could access the database outside the office with clients. After some research you find that the purchase of iPads for the realtors would make this possible.
Writing a proposal to request this from the company owners would be an example of a(n) ________.

A) unsolicited sales proposal
B) solicited sales proposal
C) competitive proposal for grants
D) internal proposal
E) external proposal

Question 12

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

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 13

Proposals that respond to RFPs are ________ competitive.

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

Question 14

You work at a small local bookstore that is losing business to big chain stores as well as to online booksellers. In order to improve your business, you plan to propose a new story hour for children to your boss.
What is the purpose of your proposal?

A) to conduct a social gathering for small children
B) to highlight the importance of reading to the whole community
C) to teach children some effective reading techniques
D) to determine the average literacy level among children
E) to bring more potential customers into the store

Question 15

Which of the following is true of a proposal?

A) It is simple to prepare.
B) It need not provide details on how to implement the proposal.
C) It requires you to develop a persuasive appeal.
D) It must meet your personal needs irrespective of whether it meets your audience's need or not.
E) It should not address costs.

Question 16

Which of the following tasks would require a proposal?

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 17

You are sending a proposal in response to an RFP from a local elementary school that is seeking a provider for an after-school enrichment program promoting physical fitness.
Which of the following is NOT required for you to do?

A) Convince the school that you have understood what they are looking for in the enrichment program.
B) Give the audience confidence that your program helps accomplish the goals the school is trying to achieve.
C) Show the school that your program meets their requirements.
D) Grab the school's attention and convince them that an enrichment program would be a good idea.
E) Build your credibility along with that of your program in your audience's eyes.

Question 18

You are sending a proposal in response to an RFP from a local elementary school that is seeking a provider for an after-school enrichment program promoting physical fitness.
Which of the following would be the best to include in your executive summary?

A) Almost half of American children aren't getting enough exercise to develop healthy hearts and lungs.
B) Our program stimulates young minds and at the same time it strengthens their bodies.
C) Childhood obesity is a growing epidemic.
D) Many people don't realize just how important physical fitness is.
E) Current guidelines say that children should get 60 minutes or more of moderate to vigorous exercise each day.

Question 19

Which of the following is NOT expected by your audience?

A) a response to an RFP
B) a solicited proposal
C) an unsolicited proposal
D) a competitive proposal
E) a noncompetitive proposal

Question 20

By considering the ________, you can identify the level of persuasion necessary as well as the appropriate form for the proposal.

A) purpose
B) need
C) context
D) content
E) medium

Question 21

After reading the ________ of your proposal, your audience should understand your main ideas without having to read the entire proposal.

A) analysis
B) introduction
C) overview
D) context
E) requirements

Question 22

In a proposal, when you write about what you propose, use ________ tense and when you write about your capabilities, use ________ tense.

A) present; present
B) present; future
C) future; future
D) future; present
E) future; past

Question 23

Internal proposals ________.

A) are typically structured like a formal report
B) cannot take the form of an email
C) should not be casual or unstructured
D) always take the form of a proposal letter
E) do not need to be convincing or detailed

Question 24

Providing which of the following in your proposal would help build your credibility with the audience?

A) the timeline for the project
B) descriptions of similar projects you have completed
C) a list of the deliverables you are agreeing to provide
D) an explanation of when and how the work will be completed
E) a delineation of your costs

Question 25

In an unsolicited proposal, summarizing the problem, need, or opportunity ________.

A) gives the audience confidence that you have listened to them carefully
B) shows the audience that you truly understand what they have asked you to address
C) shows the audience that you are able to present an appropriate solution to a problem they have identified
D) builds your credibility in your audience's eyes
E) helps convince the audience that they will benefit from continuing to read so they can learn about your proposed solution or idea

Question 26

In a proposal, identifying the audience's gain ________ identifying the audience's pain.

A) is just as important as
B) is much more difficult than
C) should be secondary to
D) is far more important than
E) should never be done in conjunction with

Question 27

Because a proposal is a(n) ________ document, it must not only provide information but also motivate your audience to act.

A) formal
B) persuasive
C) solicited
D) informative
E) noncompetitive

Question 28

Which of the following statements would be the best to use in a proposal?

A) Our equipment does the job in half the time it takes for our competitor's equipment.
B) Our equipment will do the job in half the time it will take for our competitor's equipment.
C) Our equipment did the job in half the time it took for our competitor's equipment.
D) Our equipment had done the job in half the time it had taken for our competitor's equipment.
E) Our equipment has done the job in half the time it has taken for our competitor's equipment.

Question 29

Dave and his team are creating a proposal to recommend to their supervisor that the company's database should be redesigned.
Dave is working on a succinct description of the database proposal, which encapsulates in it the opportunity for cost savings and increased functionality the new system presents, as well as its other key ideas. He is struggling to create content that, while being brief, will enable his audience to understand the proposal's main ideas without having to read the whole document. Dave is working on the proposal's ________.

A) introduction
B) executive summary
C) body
D) references
E) closing

Question 30

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

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

Question 31

Including customer testimonials with a proposal ________.

A) is unprofessional
B) is unethical
C) establishes credibility
D) undermines the effectiveness of your proposal
E) is ethical but ineffective

Question 32

"The proposed developer employed only certified programmers. Over the past five years, they have redesigned more than 50 databases for local businesses. They will add innovative new functionality to our system, while increasing the efficiency of our current system's capabilities." Which of the following options best improves the section of Dave's text excerpted above?

A) replacing "employed" in the first sentence with "used to employ"
B) replacing "employed" in the first sentence with "employs"
C) replacing "have redesigned" in the second sentence with "will redesign"
D) replacing "will add" in the third sentence with "can add"
E) replacing "will add" in the third sentence with "would add"

Question 33

Conducting research to develop your proposal ________.

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 34

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

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 35

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

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 36

In the context of the proposal, which of the following terms refers to the items you are agreeing to provide to the audience?

A) references
B) appendices
C) competitive advantages
D) deliverables
E) schemes

Question 37

When a proposal is unsolicited ________.

A) the audience will explicitly state their requirements
B) the audience will hint at their requirements
C) you will not be able to address audience requirements
D) you will need to brainstorm the audience's requirements
E) the audience benefits are not expected to be addressed

Question 38

Dave and his team are creating a proposal to recommend to their supervisor that the company's database should be redesigned.
Dave is in the process of determining how to state the opportunity for capturing additional information and more efficient data processing that this redesign will present. He also wants to explain how the database that his team proposes will be different from their current one. He is planning out the details as to how the new database will be created and rolled out, as well as how much the development, hardware and software, and training will cost. Dave is engaged in which of the following aspects of the composing stage?

A) choosing the best medium for his proposal
B) deciding what content must be included in his proposal
C) determining how his proposal should best be organized
D) determining the appropriate writing style for his proposal
E) determining the purpose of his proposal

Question 39

In a proposal, use ________ to describe services you will provide and the activities your audience must complete.

A) passive voice rather than active voice
B) active voice rather than passive voice
C) "you" language rather than "I" language
D) "I" language rather than "you" language
E) abstract language rather than concrete language

Question 40

When preparing a competitive proposal in response to an RFP, ________ for judging.

A) price is never the most important criterion
B) your ability to meet very specific requirements is always the top priority
C) your ability to deliver your product or service quickly will always be viewed as the most important criteria
D) you won't know what criteria will be used
E) the RFP will outline the important criteria used

Question 41

A(n) ________ is essentially a targeted marketing letter directed to someone who you believe may benefit from your products or services.

A) internal proposal
B) unsolicited sales proposal
C) RFP
D) competitive proposal
E) solicited sales proposal

Question 42

A sales proposal ________.

A) is used exclusively as a persuasive tool
B) cannot serve as a sales contract
C) represents a commitment between both parties when signed by a client
D) is always an unsolicited proposal
E) should not mention the details of the schedule and budget

Question 43

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

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.

Question 44

Establishing ________ means showing that you have the ability to deliver what you propose.

A) feasibility
B) agreeability
C) credibility
D) assimilability
E) adaptability

Question 45

Jennie is sending unsolicited sales proposals to several local vendors regarding her company's marketing services. Jennie's goal in sending these proposals is that these vendors should ________.

A) authorize the attached contracts
B) inform her about the amount of money they are currently spending on marketing services
C) tell her who currently provides marketing services to them
D) file away her information for future reference
E) arrange a meeting with her or call her for further discussion

Question 46

According to businesspeople in the United States, which of the following is most likely to be the biggest benefit to stress in a business proposal?

A) gain in status
B) relationship with people
C) benefit for the society
D) profit
E) gain in power

Question 47

Courtney chooses a letter format and uses a formal tone for the proposal she is creating. Most likely ________.

A) this is a sales proposal which is around ten pages long
B) this is a proposal of less than a paragraph to the administrative department in her company
C) it is an internal proposal for a coworker with whom she has worked closely before
D) it is an internal proposal of less than a page to her supervisor
E) this is an external proposal to a new client that is two or three pages long

Question 48

The best way to address feasibility is to ________.

A) present realistic implementation plans
B) highlight your qualifications
C) demonstrate your expertise
D) provide a customer testimonial
E) describe similar projects which you have completed in the past

Question 49

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?

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

Question 50

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

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 51

In China, signed contracts ________.

A) mean a final agreement
B) must be honored
C) are not open to renegotiation
D) signal interest in doing business
E) are a binding commitment

Question 52

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

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

Question 53

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

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 54

A cover letter for a grant proposal ________.

A) is not necessary
B) should avoid mentioning the specific amount of money you are requesting
C) should specify how your request addresses the agency's mission
D) should end with a request that the reader consider your proposal, but wait for them to suggest a meeting
E) should be brief and not address issues like the feasibility of the project

Question 55

To make your proposal persuasive you want to establish the feasibility of the program with the school. Which of the following will attest to the feasibility of the program?

A) biographical sketches of your fitness instructors
B) testimonials from satisfied customers and authorities in the field
C) a timeline for getting the program up and running at the school
D) descriptions of similar programs you are operating in other schools
E) information about the resources you have access to that can make the program a success

Question 56

You are sending a proposal in response to an RFP from a local elementary school that is seeking a provider for an after-school enrichment program promoting physical fitness.
Including which of the following in your summary would likely establish the most confidence in your audience that you listened to them, understand what they are trying to accomplish, and have an appropriate solution?

A) Our instructors are top notch and have much experience putting high school students on the road to better nutrition and physical fitness.
B) Our program focuses primarily on creative expression, which also has some physical fitness benefits.
C) The key to our program's success is getting kids to exercise early in the day, which keeps them energized and focused for the rest of their day's work.
D) Our program is great for high school kids and will really get the kids moving!
E) Our program is designed for grades K-4 and has greatly improved fitness at the many schools where it is offered at the end of the day.

Question 57

Which of the following is NOT an example of a grant proposal?

A) a soup kitchen requesting funding from the city to update its equipment
B) a music school requesting funding from the local arts council to support an after-school orchestra program
C) a school requesting funding from an environmental foundation for a gardening and composting project on school grounds
D) a branch office requesting funding from headquarters for video-conferencing equipment
E) an animal rescue group seeking funding from the ASPCA for a pet adoption drive

Question 58

If a proposal is a few pages long, then which of the following components is most likely to help the reader see the structure of the document at a glance?

A) references
B) headings
C) appendices
D) glossary
E) foot notes

Question 59

Which of the following is a guideline for writing grant proposals?

A) Send proposals to any agency that has funds to distribute, regardless of its relevance to your organization's project.
B) Arrange a personal meeting only after you have submitted your grant proposal.
C) Omit a cover letter, as it is not expected from most funding agencies.
D) Never submit a proposal online.
E) Draft a proposal that addresses each topic area.

Question 60

Organizations increasingly require proposals to be submitted ________.

A) as text messages
B) through an online form
C) as posts on social networking sites
D) on blogs
E) by an instant messenger

Question 61

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.

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 62

Unlike other persuasive communication, a proposal does not require in-depth analysis.

Question 63

In a noncompetitive proposal situation, your audience will not be considering any offers other than yours.

Question 64

Which of the following statements is true about a cover message?

A) It takes the form of a cover letter for an internal proposal.
B) It need not provide an overview of the content.
C) It provides the reader with an overview of the content.
D) It fails to convince the audience to read the proposal carefully.
E) It allows readers to find the information that interests them.

Question 65

Samantha is putting together a formal proposal and she finds that some of the tables she wants to include will not fit on one page. She should ________.

A) omit them from the proposal
B) include them in the executive summary
C) include them in an appendix
D) provide a hyperlink that will direct readers to these tables on the Internet
E) delete some of the rows and columns to make them fit on one page

Question 66

A(n) ________ allows readers to find the material that interests them. It should be a complete and accurate listing of the headings covered in the proposal.

A) appendix
B) executive summary
C) glossary
D) table of contents
E) cover letter

Question 67

Internal proposals are often informal, taking the form of an email.

Question 68

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.

Question 69

A proposal sent to a client is an example of an internal proposal.

Question 70

________ allow you to include additional information that may interest the reader but is too detailed to include in the body of the proposal.

A) Glossaries
B) Executive summaries
C) Cover messages
D) Appendices
E) Tables of contents

Question 71

An appendix in a proposal consists of supplemental information and often includes examples of past projects, client testimonials, and technical specifications.

Question 72

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

Question 73

A(n) ________ briefly summarizes the most important information in the proposal and key decision makers might read only this document and, based on how persuasive it is, decide whether or not to read the entire document.

A) appendix
B) title page
C) executive summary
D) table of contents
E) glossary

Question 74

Examples of previous work you have done, biographies, and testimonials are most likely to be included in the ________.

A) cover message
B) executive summary
C) appendices
D) deliverables
E) title page

Question 75

Which of the following terms is most likely to refer to a situation in which an application is not saved on your computer but is hosted by the software company and is available on the Internet, often for a monthly fee?

A) parallel computing
B) peer-to-peer computing
C) mainframe computing
D) software as a service
E) grid computing

Question 76

For a proposal to be effective, it only needs to persuade your audience that your idea is feasible.

Question 77

Unsolicited proposals usually take the form of a letter, memo, or email.

Question 78

Which of the following is most likely to be included in the title page?

A) the suggested solutions
B) name of the recipient of the proposal
C) important implementation details
D) a project management plan and timetable
E) total project budget

Question 79

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

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 80

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.