Question 1

For all businesspeople, persuasion is a critical skill.

Accepted Answer

A) True 
 B)False

Question 2

One of the best ways to persuade management to adopt an idea is to show how the idea will save the company money.

Accepted Answer

A) True 
 B)False

Question 3

In a letter advertising its recycling services, The Greenfield Recycling Company stresses that customers will feel the satisfaction of knowing that they have helped to preserve the environment.This persuasive technique relies on

Accepted Answer

A)   direct benefits to the reader.
B)   expert opinion.
C)   facts and statistics.
D)   indirect benefits to the reader.

Question 4

If you enclose unsolicited merchandise with a sales letter, the receiver must either pay for it or return it.

Accepted Answer

A) True 
 B)False

Question 5

Mallory was just hired as a sales rep for a large telecommunications company.She knows her new job will require her to be persuasive.Which of the following is a persuasion technique that Mallory should use on her new job?

Accepted Answer

A)   Make her requests realistic, doable, and attainable.
B)   Create trust in her readers and listeners.
C)   Use printed resources, statistics, and examples to support her view.
D)   Mallory should do all of these.

Question 6

Which of the following would be the best way to begin a persuasive claim or complaint letter?

Accepted Answer

A)   Open with an objective statement of the problem.
B)   Open with a detailed chronology of what happened.
C)   Open with a statement that clearly shows your frustration with the situation.
D)   All of these choices would be effective ways to begin a persuasive claim letter.

Question 7

A manager who persuades employees to accept pay cuts because of low profits but fails to reveal executive bonuses is demonstrating ethical behavior.

Accepted Answer

A) True 
 B)False

Question 8

On a Web site advertising its LSAT preparation classes, The Princeton Review includes this sentence: Since 1998, more than 99% of our surveyed students have said they would recommend Law Preview to entering law students.This persuasive technique relies on

Accepted Answer

A)   indirect benefits to the reader.
B)   expert opinion.
C)   facts and statistics.
D)   problem description.

Question 9

A successful and practical persuasive message shows receivers how your request will help them solve a problem, achieve a personal or work objective, or make life easier.

Accepted Answer

A) True 
 B)False

Question 10

If you expect resistance or need to educate the reader, use the direct approach for your persuasive message.

Accepted Answer

A) True 
 B)False

Question 11

Amanda is writing a claim letter about unsatisfactory service she received at a recent business dinner.She should enclose a copy of her restaurant receipt.

Accepted Answer

A) True 
 B)False

Question 12

Describe the difference between rational appeals and emotional appeals and explain when you would use each.Then write an example of each type of appeal.

Accepted Answer

Student answers will vary.
Rational appe...

Question 13

The manager of a bookstore plant to use e-mail to send an online sales message announcing a special sale.What is the best advice to make this e-marketing campaign successful?

Accepted Answer

A)   Leave the subject line blank so that readers will be curious enough to open the message.
B)   Build interest by placing the most important information near the end of the message.
C)   Send your e-mail sales message only to those who have given permission.
D)   Include at least eight to ten central selling points to overcome any resistance.

Question 14

When you expect your reader to be resistant to your request, it's best to use the ____________________ organizational pattern.

Accepted Answer

The answer of When you expect your reader to be...

Question 15

The statement Driving while under the influence of alcohol is dangerous to everyone on the road because it is unsafe is an example of

Accepted Answer

A)   circular reasoning.
B)   logical reasoning.
C)   begging the question.
D)   post hoc (after, thus, because) .

Question 16

____________________ appeals used to build interest in a sales message relate to status, ego, and sensual feelings.

Accepted Answer

The answer of ____________________ appeals used to build interest in...

Question 17

Which of the following sequences works best for most persuasive messages?

Accepted Answer

A)   Motivate action, gain attention, build interest, request order
B)   Gain attention, build interest, reduce resistance, motivate action
C)   Build interest, gain attention, motivate action, reduce resistance
D)   Gain attention, build interest, motivate action, request order

Question 18

You should show anger and frustration in a claim letter to show that you are serious about the matter.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following statements about direct mail marketing is most accurate?

Accepted Answer

A)   With the increasing popularity of e-marketing, direct mail marketing has become obsolete.
B)   Sales letters are generally written by specialists.
C)   Direct mail marketing is more invasive than telephone solicitations and more hated than unsolicited e-mail.
D)   Because marketing is such a science, very few people ever have the opportunity to write anything considered a sales letter.

Question 20

Which of the following situations would require a persuasive claim or complaint letter?

Accepted Answer

A)   Melanie noticed that the charger cord for an iPhone that she purchased last month is starting to split open.
B)   Gus ordered business cards that were printed on the wrong color of cardstock.
C)   Chelsea's transmission failed two months after her car warranty expired.
D)   Mike's December credit card statement contains a $65 charge that he didn't make.

Exam 10: Persuasive and Sales Messages

A successful and practical persuasive message shows receivers how your request will help them solve a problem, achieve a personal or work objective, or make life easier.

Correct AnswerverifiedShow Answer

For all businesspeople, persuasion is a critical skill.

Correct AnswerverifiedShow Answer

One of the best ways to persuade management to adopt an idea is to show how the idea will save the company money.

Correct AnswerverifiedShow Answer

Describe the difference between rational appeals and emotional appeals and explain when you would use each.Then write an example of each type of appeal.

Correct AnswerverifiedStudent answers will vary.Rational appe...View AnswerShow Answer

____________________ appeals used to build interest in a sales message relate to status, ego, and sensual feelings.

Correct AnswerverifiedShow Answer

Which of the following would be the best way to begin a persuasive claim or complaint letter?

Correct AnswerverifiedShow Answer

You should show anger and frustration in a claim letter to show that you are serious about the matter.

Correct AnswerverifiedShow Answer

A manager who persuades employees to accept pay cuts because of low profits but fails to reveal executive bonuses is demonstrating ethical behavior.

Correct AnswerverifiedShow Answer

The statement Driving while under the influence of alcohol is dangerous to everyone on the road because it is unsafe is an example of

Correct AnswerverifiedShow Answer

Which of the following statements about direct mail marketing is most accurate?

Correct AnswerverifiedShow Answer

Which of the following situations would require a persuasive claim or complaint letter?

Correct AnswerverifiedShow Answer

Mallory was just hired as a sales rep for a large telecommunications company.She knows her new job will require her to be persuasive.Which of the following is a persuasion technique that Mallory should use on her new job?

Correct AnswerverifiedShow Answer

Which of the following sequences works best for most persuasive messages?

Correct AnswerverifiedShow Answer

When you expect your reader to be resistant to your request, it's best to use the ____________________ organizational pattern.

Correct AnswerverifiedShow Answer

In a letter advertising its recycling services, The Greenfield Recycling Company stresses that customers will feel the satisfaction of knowing that they have helped to preserve the environment.This persuasive technique relies on

Correct AnswerverifiedShow Answer

On a Web site advertising its LSAT preparation classes, The Princeton Review includes this sentence: Since 1998, more than 99% of our surveyed students have said they would recommend Law Preview to entering law students.This persuasive technique relies on

Correct AnswerverifiedShow Answer

Amanda is writing a claim letter about unsatisfactory service she received at a recent business dinner.She should enclose a copy of her restaurant receipt.

Correct AnswerverifiedShow Answer

The manager of a bookstore plant to use e-mail to send an online sales message announcing a special sale.What is the best advice to make this e-marketing campaign successful?

Correct AnswerverifiedShow Answer

If you enclose unsolicited merchandise with a sales letter, the receiver must either pay for it or return it.

Correct AnswerverifiedShow Answer

If you expect resistance or need to educate the reader, use the direct approach for your persuasive message.

Correct AnswerverifiedShow Answer

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Student answers will vary.
Rational appe...
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