Question 1

You can effectively build interest in a sales message by

Accepted Answer

A)  including your credentials.
B)  motivating action in the closing.
C)  emphasizing central selling points identified in the prewriting analysis.
D)  suggesting the reader lacks good judgment if he or she doesn't buy today.

Question 2

The most effective sales messages follow the AIDA strategy, which seeks to elicit desire in the closing.

Accepted Answer

A) True 
 B)False

Question 3

Learning how to write sales messages can help you as both professional communicator and a consumer.

Accepted Answer

A) True 
 B)False  True

Question 4

Lynette received unsatisfactory service at a recent business dinner. In her persuasive claim message to the restaurant manager, she should enclose a copy of her restaurant receipt.

Accepted Answer

A) True 
 B)False

Question 5

To capture the reader's attention and interest in a persuasive request, you can make an unexpected statement, suggest reader benefits, offer praise or compliments, or ask a stimulating question.

Accepted Answer

A) True 
 B)False

Question 6

Mikhail's claim has been denied once. Now, he is writing a second persuasive claim message to his digital media services company asking for a promised rebate package. Because he expects resistance, what should he do?

Accepted Answer

A)  Appeal to the receiver's sense of responsibility and pride in the company's good name.
B)  Begin by presenting his resolution to the problem.
C)  Address the message to a department or "To Whom It May Concern."
D)  Show specifically how the receiver or the receiver's company caused the problem.

Question 7

Persuasive requests are generally more effective when they are organized directly.

Accepted Answer

A) True 
 B)False

Question 8

A(n)________________ appeal focuses on status, ego, and sensual feelings.

Accepted Answer

The answer of A(n)________________ appeal focuses on status, ego, and...

Question 9

The opening of a persuasive request should gain your reader's attention and interest.

Accepted Answer

A) True 
 B)False

Question 10

Michelle needs to sell her idea to remodel their business waiting room to her boss. Michelle is more likely to succeed if she can base her argument on saving or earning money.

Accepted Answer

A) True 
 B)False  True

Question 11

In the body of a persuasive request, you can reduce resistance by

Accepted Answer

A)  focusing exclusively on benefits to the writer of the request.
B)  shifting reader attention through praise and compliments.
C)  avoiding any potential reasons for resistance.
D)  anticipating objections and offering counterarguments.

Question 12

Which of the following is most accurate about the use of persuasion in business?

Accepted Answer

A)  Honesty is not just the best policy ; it's the only policy.
B)  The goal is to manipulate employees into accepting a message.
C)  Some puffery and skillful misrepresentation make persuasive messages more effective.
D)  The key to persuasion is proving the weakness of the receiver's position.

Question 13

When developing a claim message, you should

Accepted Answer

A)  close the message by clearly specifying what you want done.
B)  describe the problem without providing a long, detailed account of the issue.
C)  include copies of relevant materials.
D)  All answer choices are correct. D

Question 14

Which statement about persuasion in business communication today is  most accurate?

Accepted Answer

A)  The number of persuasive messages Americans receive per day has declined.
B)  Effective persuasion focuses on manipulating others.
C)  Social media is not an effective means of persuasion in the eyes of many businesses.
D)  Persuasive tactics are more impersonal today than they were many years ago.

Question 15

Which statement about direct-mail messages is most accurate?

Accepted Answer

A)  Direct mail is an effective channel for personalized, tangible, three-dimensional messages that are less invasive than telephone solicitations.
B)  Today's companies no longer send direct-mail messages to market their products or services; they rely exclusively on electronic media instead.
C)  Direct-mail marketing is less effective than online marketing.
D)  All answer choices are accurate statements about direct-mail messages.

Question 16

As a manager, Mary must inform her production employees that they will need to work extra hours to meet a customer's order. Mary's message will be most effective if she uses warm words and a conversational tone.

Accepted Answer

A) True 
 B)False

Question 17

Social networks are an integral part of the way businesses of all sizes aim to persuade today.

Accepted Answer

A) True 
 B)False

Question 18

Choose the best closing for a message requesting the receiver's support for a proposed change in a benefits plan.

Accepted Answer

A)  Please e-mail me at your earliest convenience with your decision.
B)  Contacting me by December 1 about your support of this new benefits plan will allow me to present this proposal at the next strategic planning session.
C)  If you have any further questions about this new benefits plan, please do not hesitate to contact me.
D)  We really need to implement this new benefits plan soon.

Question 19

Most persuasive requests should be organized

Accepted Answer

A)  directly.
B)  chronologically.
C)  quickly.
D)  indirectly.

Question 20

Effective sales messages follow the AIDA strategy, which focuses on gaining attention, building interest, eliciting desire, and motivating _________________________.

Accepted Answer

The answer of Effective sales messages follow the AIDA strategy,...

Exam 8: Persuasive Messages

You can effectively build interest in a sales message by

Correct AnswerverifiedShow Answer

The most effective sales messages follow the AIDA strategy, which seeks to elicit desire in the closing.

Correct AnswerverifiedShow Answer

Learning how to write sales messages can help you as both professional communicator and a consumer.

Correct AnswerverifiedTrue

Lynette received unsatisfactory service at a recent business dinner. In her persuasive claim message to the restaurant manager, she should enclose a copy of her restaurant receipt.

Correct AnswerverifiedShow Answer

To capture the reader's attention and interest in a persuasive request, you can make an unexpected statement, suggest reader benefits, offer praise or compliments, or ask a stimulating question.

Correct AnswerverifiedShow Answer

Mikhail's claim has been denied once. Now, he is writing a second persuasive claim message to his digital media services company asking for a promised rebate package. Because he expects resistance, what should he do?

Correct AnswerverifiedShow Answer

Persuasive requests are generally more effective when they are organized directly.

Correct AnswerverifiedShow Answer

A(n)________________ appeal focuses on status, ego, and sensual feelings.

Correct AnswerverifiedShow Answer

The opening of a persuasive request should gain your reader's attention and interest.

Correct AnswerverifiedShow Answer

Michelle needs to sell her idea to remodel their business waiting room to her boss. Michelle is more likely to succeed if she can base her argument on saving or earning money.

Correct AnswerverifiedTrue

In the body of a persuasive request, you can reduce resistance by

Correct AnswerverifiedShow Answer

Which of the following is most accurate about the use of persuasion in business?

Correct AnswerverifiedShow Answer

When developing a claim message, you should

Correct AnswerverifiedD

Which statement about persuasion in business communication today is most accurate?

Correct AnswerverifiedShow Answer

Which statement about direct-mail messages is most accurate?

Correct AnswerverifiedShow Answer

As a manager, Mary must inform her production employees that they will need to work extra hours to meet a customer's order. Mary's message will be most effective if she uses warm words and a conversational tone.

Correct AnswerverifiedShow Answer

Social networks are an integral part of the way businesses of all sizes aim to persuade today.

Correct AnswerverifiedShow Answer

Choose the best closing for a message requesting the receiver's support for a proposed change in a benefits plan.

Correct AnswerverifiedShow Answer

Most persuasive requests should be organized

Correct AnswerverifiedShow Answer

Effective sales messages follow the AIDA strategy, which focuses on gaining attention, building interest, eliciting desire, and motivating _________________________.

Correct AnswerverifiedShow Answer

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