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Q:
Which of the following reports contains data, facts, and feedback but not analysis or recommendations?
A) policy implementation reports
B) investment proposals
C) due diligence reports
D) funding proposals
E) troubleshooting reports
Q:
Why do unsolicited proposals offer more flexibility than solicited proposals? Can unsolicited proposals be sent within an organization? If yes, draft the introduction for one such unsolicited internal proposal. If not, explain your answer and draft an introduction for an unsolicited external proposal. Do proposals require secondary research and why?
Q:
After the substantial increases in productivity seen at their Phoenix plant, Delta Automobiles implemented similar upgrades at their Tampa plant. But the productivity at Tampa did not show any improvement. So the team that designed the upgrades was asked to prepare a troubleshooting report. What is the purpose of this troubleshooting report? Would a failure analysis report help in a similar situation? How? Which category of reports do the trouble shooting and failure analysis reports belong to?
Q:
As a researcher, evaluating the sources of information carefully is vital because wrong information makes you lose credibility and taints your reputation. What points should you keep in mind while evaluating the validity of your information? If you quote information from a secondary research source such as Wikipedia and credit the source, would your information be considered credible? Explain your answer.
Q:
Describe a work plan and list the elements of a detailed work plan.
Q:
Describe the ways in which analytical reports and proposals differ.
Q:
When addressing a potentially skeptical or hostile audience, it is best to use the direct approach and focus on the conclusions or recommendations to convey the main idea.
Q:
In interviews, open-ended questions which can't be answered with a simple yes or no, can provide deeper insights, opinions, and information.
Q:
To make the best use of any search tool, use more search terms to find more results and use fewer search terms to find fewer results.
Q:
Quoting a source means paraphrasing the content and indicating the exact content which was paraphrased.
Q:
A work plan for reports helps make the best use of your time. For simpler reports, the work plan can be an informal list of tasks and a simple schedule.
Q:
Regardless of its format and structure, a good proposal ________.
A) will focus on the direct approach
B) will highlight the problems that the company might be facing
C) does not discuss costs right away
D) allows the reader to be in command, by letting him plan the course of action
E) explains how the recipient and his or her organization will benefit
Q:
A(n) ________ includes instructions that specify exactly the type of work to be performed or products to be delivered, along with budgets, deadlines, and other requirements.
A) unsolicited report
B) market analysis report
C) due diligence report
D) policy report
E) request for proposal
Q:
________ are generally prepared at the request of external parties that require a product or a service.
A) Business plans
B) Solicited proposals
C) Request for proposals
D) Policy papers
E) Due diligence reports
Q:
Proposals that present solutions for potential customers and request purchase decisions are called ________.
A) investment proposals
B) grant proposals
C) sales proposals
D) policy papers
E) operative proposals
Q:
The 2 + 2 = 4 approach for logical arguments ________.
A) attempts to convince readers by demonstrating that everything adds up to your conclusions
B) uses a number of criteria to decide which option to select from two or more possibilities
C) establishes the need for action in the introduction by briefly describing the problem or opportunity
D) communicates the main idea quickly by oversimplifying the situation.
E) describes the structure and navigational flow of all the parts of a website
Q:
Rupert is planning a report which will be presented to his colleagues at the company summit. Most conclusions in the report are summarized suggestions from his colleagues. While presenting he should use the direct approach and focus on ________.
A) keeping the issues simple
B) all the issues at hand
C) prioritizing the issues
D) not highlighting the methods
E) the conclusions
Q:
Which of the following analytical reports assesses opportunities?
A) market analysis report
B) failure analysis report
C) troubleshooting report
D) feasibility report
E) justification report
Q:
Which of the following should a website designer do in order to ensure that her site is organized effectively?
A) Plan the site structure and navigation before she writes.
B) Take a survey directed at the targeted audience to make the site user-friendly.
C) Make a note of similar Websites and attempt to create a similar atmosphere.
D) Give the sequence of the content more importance than the navigation.
E) Ensure insertion of various promotions and ads in order to make the site look more commercial.
Q:
________ is a term used by website designers to describe the structure and navigational flow of all the parts of a website.
A) Topical organization
B) Metacrawlers
C) Search engine optimization
D) Informational design
E) Information architecture
Q:
The introduction of e-book readers like Kindle and iPad has created a dramatic shift in reading habits. Which of the following, if true, would weaken the argument that most busy business professionals prefer online reports to offline reports?
A) Bad reading postures can cause repetitive strain injuries. Ergonomically designed chairs could help reduce these injuries.
B) If they can't find what they're looking for in a few minutes, most readers will not read through the entire report.
C) When browsing through reports posted online, readers can proceed in any order they please.
D) Reading speeds are 25 percent faster on paper than on an electronic screen.
E) With most reports being emailed, organizations are turning into paperless environments.
Q:
Which of the following informational reports outlines policies and procedures that need to be implemented?
A) personal activity reports
B) position papers
C) operating reports
D) business plans
E) progress reports
Q:
________ provide feedback on a wide variety of an organization's functions, including sales, inventories, expenses, shipments, and so on.
A) Business plans
B) Personal activity reports
C) Policy reports
D) Operating reports
E) Position papers
Q:
________ provide the feedback that employees, managers, and others need in order to make decisions, take action, and respond to changes.
A) Informational reports
B) Market analysis reports
C) Troubleshooting reports
D) Due diligence reports
E) Analytical reports
Q:
Justin needs to conduct and record interviews with potential customers, for a recently launched product. Which of these suggestions would you give him?
A) Focus generally on open-ended questions and provide the questionnaire before recording.
B) Focus generally on closed questions and these need not be recorded.
C) Use surveys to ask questions that include descriptors such as "often" or "frequently".
D) Never confuse the customer with both open and close questions.
E) Ask open-ended and closed questions but record with permission.
Q:
In a survey questionnaire, if we need to formulate questions to provide answers that are easy to analyze, we should ________.
A) not provide instructions
B) include leading questions
C) ask for opinions
D) base answers on numbers and facts
E) include compound questions
Q:
Pam needs to conduct primary research on the effects of networking in organizations. Which of the following techniques is suitable for this?
A) electronic databases
B) trade journals
C) statistical databases
D) surveys
E) directories
Q:
Apart from regular Boolean operators and natural language searches, forms-based searches help you create powerful queries by ________.
A) using advanced Boolean operators
B) using metacrawlers which draw out hidden data
C) listing the specific steps needed to achieve the results
D) simply filling out an online form
E) providing keywords for searches
Q:
Mark wants to overcome the differences in multiple search engines, so he decides to format his search request for multiple search engines. For this he needs to use ________.
A) search engine optimization techniques
B) human editors
C) open directories
D) metasearch engines
E) online-databases
Q:
________ help(s) boost website rankings in search results, but the ranking algorithms are kept secret to prevent unfair manipulation of the results.
A) Strategically-placed website logos
B) Search engine optimization techniques
C) Real-time customer feedback
D) Aggressive advertising strategies
E) Boolean operators
Q:
Internet research tools fall into two categories: search tools and ________.
A) search engines
B) multipurpose tools
C) monitoring tools
D) optimization tools
E) web directories
Q:
________ provide in-depth analysis coverage and analysis that often can't be found anywhere else, although they are less timely than newspapers, periodicals and online sources.
A) Directories
B) Almanacs
C) Business books
D) Government publications
E) Online databases
Q:
Which of the following is true of recommendations?
A) It interprets information without suggesting an action.
B) It is based on information outside the scope of the test.
C) It presents the gist of the material in fewer words than the original.
D) It suggests what to do about the information.
E) It is presenting someone else's words as your own.
Q:
Summarizing is similar to paraphrasing but ________.
A) it is generally used to conclude the document
B) it distills content to fewer words
C) it focuses only on relevant examples
D) it provides more details than conclusions
E) usually requires lesser source documentation
Q:
Which of the following sources would you use for secondary research?
A) telephone interviews
B) surveys
C) public websites
D) experiments
E) questionnaires
Q:
Seamus has to conduct market research on the viability of his company's new product. While planning his research he needs to define its purposethe conclusion he needs to reach at the end of the process. He should therefore develop a(n) ________.
A) problem statement
B) work plan
C) objectives document
D) statement of scope
E) statement of purpose
Q:
Which of the following is the concluding step in the process of conducting an effective business research?
A) efficient management of information
B) accurate referencing
C) search optimization
D) result visualization
E) data simplification
Q:
Keeping in mind the importance of media requirements on her reports and how that reflects on her skills, Susan dresses up a routine marketing report in extensive multimedia. This act would be viewed as ________.
A) a confirmation of her technical skills
B) a good use of company resources
C) giving attention to detail
D) an expression of creativity
E) a waste of valuable company resources
Q:
"To update the board of directors on the progress of the research project," explains why you are preparing the report. This would typically be the ________.
A) title of the report
B) subject of the report
C) proposal statement
D) statement of purpose
E) executive summary
Q:
Fred has to prepare a detailed report on the status of his project. However, he is short on time and energy, your suggestion to him would be to start ________.
A) with the recommendations and work his way up
B) by visualizing the finished product and listing sources
C) by analyzing the situation and develop a work plan
D) by selecting effective design elements and a suitable layout for a professional appearance
E) by defining his main idea and narrowing down his scope
Q:
________ include reports to assess opportunities, solve problems, and support decisions.
A) Operating reports
B) Policy reports
C) Compliance reports
D) Progress reports
E) Analytical reports
Q:
Ron needs to show the regulation authorities that his company meets stipulated requirements. For this he needs to prepare a report to ________.
A) show project status
B) control operations
C) implement policies
D) demonstrate compliance
E) support decisions
Q:
________ include reports to document progress, demonstrate compliance, and monitor and control operations.
A) Informational reports
B) Market analysis reports
C) Due diligence reports
D) Troubleshooting reports
E) Feasibility reports
Q:
________ are documents which present persuasive recommendations to audiences, often involving investments or purchases.
A) Position papers
B) Operating reports
C) General project proposals
D) Due diligence reports
E) Market analysis reports
Q:
________ judge the merits of past decisions.
A) General project proposals
B) Feasibility reports
C) Compliance reports
D) Due diligence reports
E) Operating reports
Q:
If you are an employee writing to the CEO of the company, your persuasive message should use the direct approach.
Q:
The first task in planning persuasive messages is to gather information.
Q:
"Do you want to get in shape before summer without starving yourself and without giving up your favorite foods? The "Essentials" cereal diet from Total Foods will help you do just that.
All you need to do to lose those pounds is to have one bowl of "Essentials" whole-grains cereal with a small bowl of fruit for dinner on alternate days for two weeks. "Essentials" is a low-fat, sugar-free wheat cereal that is fortified with 8 essential vitamins and minerals to meet all your nutritional requirements. Kendra Jones, a mother of three from New Jersey, lost 4 pounds and dropped a dress size after 10 days on the "Essentials" diet. "I lost weight on the "'Essentials'" diet without feeling tired and hungry. I now fit into the jeans I wore in college!" Kendra says. This diet is guaranteed to work!
To get a personalized diet plan and free coupons, visit us at totalfoods/essentials/diet_plan.com." What is bait-and-switch advertising?
A) It involves an attempt to persuade customers to buy a certain product by offering huge discounts to undercut the competition.
B) It involves offering customers baits in the form of money-back guarantees and offers to exchange the product if customers are not satisfied.
C) It involves using unsubstantiated claims and false customer testimonials to sell a product.
D) It involves an attempt to attract buyers by advertising a product that you don't intend to sell and then trying to sell them another product.
E) It involves the use of implied claims to attract customers and then refusing to accept responsibility for the claim.
Q:
"Rockford Motors announces the launch of the limited-edition Savannah Golda pickup truck that combines the ruggedness of a truck with the comfort of an SUV!
The Savannah Gold is a completely redesigned version of the Savannah GTAmerica's most trusted pickup for the past two decades. However, with a next-generation V8 engine, 6-speed automatic transmission, in-dash computer, and advanced GPS system, this is not the truck that your dad drove. The Savannah Gold comes with advanced safety features like ABS, front- and side-airbags, reverse sensors, and LED fog lamps. The interiors with a high-tech audio system, heated seats, and a wood finish dash and trims offer car-like comforts. This stunner comes in two stylish metallic shades, with a distinctive chrome-colored front grille, alloy wheels, and a special limited-edition logo at the back. The body of the truck is crafted from a light polyfiber material that improves fuel economy by at least 10 percent. Only 1000 Savannah Gold trucks will ever be produced.
To test-drive the Savannah Gold, call us at 333-543, or visit our website at rockfordmotors/savannah-gold.com for a virtual drive."
The company anticipates potential customers to raise objections to the relatively high price of the product and wants to ensure that the marketing message addresses the issue sensitively. According to the FTC, ________.
A) letters from satisfied customers are the best evidence to support claims
B) failing to include important information is considered deceptive
C) marketing messages and websites cannot target children
D) offering a money-back guarantee is illegal
E) bait-and-switch advertising is legal
Q:
Which of the following statements describes only a selling feature of a product, and not a benefit?
A) This toothpaste tastes so good, your child will look forward to brushing.
B) The baby-sitting services on our cruises allow you to reconnect with your partner.
C) The superior suspension on this SUV will help you take on any terrain.
D) With over 15 low-fat items on the buffet, you can eat all you want and not feel guilty about it.
E) This computer features a 4 GB RAM and an integrated graphic card.
Q:
A product's selling points ________.
A) refer to the specific locations at which the product is sold
B) are the particular advantages that purchasers can realize from the product
C) focus on what the user experiences or gains
D) refer to its different prices at various sales locations
E) are its most attractive features
Q:
While planning marketing and sales messages, the benefits of a product focus on ________.
A) the return on investment to the seller
B) what the user experiences or gains from the product
C) the less attractive features of a product
D) the difference between the cost of production and sales price
E) how the product helps the selling company meet its goals
Q:
In marketing and sales messages, what is the primary difference between selling points and benefits?
A) Selling points are ethical to use whereas benefits are not.
B) Selling points focus on the user rather than the product.
C) Selling points focus on the product rather than the user.
D) Selling points are unethical to use whereas benefits are not.
E) Selling points are abstract whereas benefits are concrete.
Q:
Which of the following persuasive messages would constitute a sales message?
A) a message introducing a new cell phone to potential customers
B) a message educating potential customers about the benefits of a new cell phone
C) a message requesting potential customers to place an order for a cell phone
D) a message reminding potential customers that a particular cell phone is available
E) a message encouraging potential customers to find out more about a new cell phone
Q:
Marketing messages ________.
A) encourage potential buyers to make a purchase decision then and there
B) are synonymous with sales messages
C) focus on such tasks as introducing new brands to the public and providing product information
D) do not follow the AIDA model
E) make a specific request for people to place an order for a particular product or service
Q:
In a claim letter, the opening should ________.
A) specify a deadline for action
B) clearly indicate to the reader the unfavorable consequences of denying the claim
C) outline the problem
D) reflect how a successful resolution of the situation will repair or maintain a mutually beneficial working relationship
E) give your reader a good reason for granting your claim
Q:
In a persuasive claim, it is important to ________.
A) avoid spelling out the desired resolution to the problem
B) close on a threat to terminate the relationship if the case is not resolved
C) avoid mentioning how the organization or individual is responsible for the problem
D) maintain an intimidating tone
E) give your reader a good reason for granting your claim
Q:
A good persuasive claim should ________.
A) always include a sincere apology for the trouble caused to the receiver
B) avoid wasting the receiver's time by reviewing the case in the message
C) be specific about how one would like to see the situation resolved
D) assume that the recipient already has information about the case
E) avoid showing how the individual or organization is responsible for the problem
Q:
Persuasive presentations of ideas are made in situations where you ________.
A) simply want to change attitudes or beliefs about a particular topic
B) wish to influence readers to take a particular course of action immediately
C) seek to influence the reader to make a decision in your favor
D) want to present your proposals so as to gain the approval of the audience
E) present various ideas so that the best course of action can be determined
Q:
Which of the following is true of persuasive requests for action?
A) They should always use the direct approach.
B) They must begin with a request for some specific action.
C) The suggested course of action in these messages should be as easy to follow as possible.
D) They should avoid specifying the action required; leave the decision to the audience.
E) This category of persuasive messages is rarely used.
Q:
The bulk of persuasive business messages will involve ________.
A) presentation of ideas
B) requests for adjustment
C) requests for action
D) actionable claims
E) persuasive claims
Q:
Which of the following is a common mistake made when developing persuasive arguments?
A) connecting with your audience on an emotional level
B) resisting compromise
C) using a conversational approach
D) using vivid language
E) using a soft sell approach
Q:
Which of the following is a guideline to address audience objections in a persuasive message?
A) Avoid addressing objections not pointed out by the audience.
B) When presenting the pros and cons of each option in a situation, avoid making a recommendation to the audience.
C) Anticipate as many objections as you can and address them before your audience brings them up.
D) It is important to offer a sincere apology for each objection raised by the audience.
E) If you expect a hostile audience that is biased against your plan, be sure to focus purely on your side of the situation.
Q:
"Shortly after Annie's Craft Store advertised in 'The Ridgewood Chronicle,' their sales went up by 10 percent." Which of the following facts, if true, would prove the cause and effect relationship implied in this message?
A) Annie's Craft Store had advertised in several newspapers, including the "The Ridgewood Chronicle."
B) Some of Annie's Craft Store's new customers said that they visited the store after seeing the advertisement in "The Ridgewood Chronicle."
C) Annie's Craft Store had its winter clearance sale shortly after it advertised in "The Ridgewood Chronicle."
D) The increase in sales at Annie's Craft Store was preceded by the appearance of their advertisement in "The Ridgewood Chronicle."
E) Annie's Craft Store reported being very happy with the advertising rates and terms they received from "The Ridgewood Chronicle."
Q:
"You can rely on us to deliver on our promises because we are completely trustworthy." What is the best criticism for this statement?
A) It uses a faulty analogy.
B) It fails to use jargon and is too simple.
C) It makes hasty generalizations.
D) It supports a claim by restating it in different words.
E) It makes mistaken assumptions of cause and effect.
Q:
Which of the following statements uses a deductive approach to persuasion?
A) Because the stock market is expected to fall next month, shares of our company stock will probably decline too.
B) It is important for our department to operate like a well-oiled machine.
C) We must see ourselves as marathon runners and progress toward our goals slowly but steadily.
D) Eight out of the ten toddlers tested showed a preference for red-colored objects. Therefore, it is recommended that we incorporate that color in all the toys manufactured by our company.
E) The unemployment rate is showing a consistent decline. This means that the economy is in the process of recovering from the recession.
Q:
An individual works from a generalization to a specific conclusion when creating logical appeal with ________.
A) inductive reasoning
B) abductive reasoning
C) analogies
D) metaphors
E) deductive reasoning
Q:
In a bid to persuade consumers to buy your product, you quote the results of a taste test in which most individuals preferred your product over the competitor's. Which kind of reasoning device are you using in this case?
A) analogy
B) induction
C) deduction
D) circular reasoning
E) abductive reasoning
Q:
Using an induction to create logical appeal in a persuasive message involves ________.
A) working from a generalization to a specific conclusion
B) working from specific evidence to a general conclusion
C) presenting a specific problem using words such as freedom, success, and free
D) reasoning from specific evidence to specific evidence
E) supporting a claim by restating it in different words
Q:
"After a grueling 5-hour hike up the hill, the Jungle Lodge seemed like heaven, only with a rather rough-hewn arch for the pearly-gates and an indifferent old man in overalls for St. Peter." This sentence creates logical appeal by using the reasoning method of ________.
A) deduction
B) abductive reasoning
C) induction
D) extrapolation
E) analogy
Q:
Which of the following is true about the use of emotional and logical appeals in persuasive messages?
A) A good persuasive business message should rely solely on logical appeals.
B) All persuasive appeals are either purely logical or purely emotional.
C) The use of emotional appeals in marketing and sales messages is unethical.
D) Using words such as freedom, success, and compassion calls on feelings and audience sympathies.
E) An emotional appeal uses analogies, inductive reasoning, and deductive reasoning.
Q:
Which of the following approaches is more compatible with persuasive messages for today's social media?
A) conversational approach
B) AIDA approach
C) unidirectional approach
D) formal approach
E) advertising approach
Q:
When your AIDA message uses the indirect approach and is delivered by memo or email, your subject line should ________.
A) be of a routine nature
B) reveal the main idea
C) be interesting
D) not be relevant to the main idea
E) be left blank
Q:
Which of the following terms stands for the third phase in the AIDA model of organizing persuasive messages?
A) defend
B) desire
C) deemphasize
D) demonstrate
E) deliver
Q:
Which of the following terms stands for the second phase in the AIDA model of organizing persuasive messages?
A) intensity
B) investment
C) information
D) intimation
E) interest
Q:
Which of the following scenarios presents the strategy of anticipating objections while developing persuasive business messages?
A) Gary, CEO of OnDemand Cars Inc., uses the AIDA model for indirect approach to introduce the new line of luxury cars for privileged customers of his company.
B) Martha is the research advisor of a pharmaceutical company that has discovered a new infant milk formula. She decides to draft a message using words such as compassion, comfort, and freedom to call on the feelings of the audience, especially mothers.
C) Hilda uses inductive reasoning to draft a message for her colleagues to persuade them to switch to a different production process that will increase profits.
D) John is preparing to introduce a new line of "smart" cell phones and expects criticism about the phone's size and inbuilt memory capacity. He decides to add arguments to support phone specifications.
E) Ben has worked out the basic elements of his argument for a new life insurance scheme for the employees of a leading manufacturing firm. He decides to use anecdotes to reinforce his position.
Q:
To establish your credibility when persuading a hostile or skeptical audience, you should do all of the following except ________.
A) use jargon and technical terms
B) identify and name your sources
C) display your willingness to keep your audience's best interests at heart
D) establish common ground with the audience
E) provide objective evidence for the claims and promises you make
Q:
When writing a persuasive message ________.
A) imply how the audience has made poor choices in the past
B) be forthright and direct regardless of the cultural context
C) use complex language to show the audience you know what you are talking about
D) persuade with logic, evidence, and compelling narratives
E) use high-pressure, hard-sell tactics
Q:
Using an indirect approach in persuasive messages involves ________.
A) presenting a problem without suggesting a solution
B) explaining your reasons and building interest before asking for a decision or for action
C) avoiding attention-grabbing statements in the introduction
D) merely implying the purpose of the message, without stating it clearly
E) making a clear call to action at the outset and supporting it in later paragraphs
Q:
An advertisement for a luxury car will appeal to consumers who are motivated by ________.
A) safety and security
B) basic physiological requirements
C) achievement
D) helping others
E) self-actualization