A Written Proposal Should Have an Executive Summary,a Brief Description

question 54

Multiple Choice

A written proposal should have an executive summary,a brief description of the problem and solution,and:

• A) a description of the current situation relative to the proposed solution.
• B) a collection of testimonials from satisfied customers.
• C) a statement of support from the buying committee.
• D) photographs of the selling company's offices and buildings.
• E) the selling firm's pro-forma balance sheet.

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Definitions:

Central Route Persuasion

A method of persuasion that involves deeply processing the content of a message, evaluating the arguments and evidence in support of a particular stance.

Cognitive Dissonance

The state of having inconsistent thoughts, beliefs, or attitudes, especially relating to behavioral decisions and attitude change.

Fundamental Attribution Error

The tendency for people to over-emphasize dispositional or personality-based explanations for behaviors observed in others while under-emphasizing situational explanations.

Central Persuasion

A method of influencing that relies on direct, logical, and thought-provoking messages aiming at the central route of the cognitive process.