Question 1

The request for action in the close of a sales message

Accepted Answer

A)   should take the reader through the steps of what he or she must do.
B)   should only hint at the desired action.
C)   should never be followed by a postscript.
D)   must not use hard-sell tactics by urging immediacy.
E)   is unnecessary if the rest of the message is well written.

Question 2

Which of the following applies not only to proposals but also to all other types of messages?

Accepted Answer

A)   There is a set pattern that must be followed.
B)   The content must be adapted to the reader of the message.
C)   The you-viewpoint should be avoided.
D)   Initialisms,abbreviations,and contractions are forbidden.
E)   Formal language is required.

Question 3

Which of the following,despite being incorrect and inappropriate in other forms of business writing,is commonly used in sales writing?

Accepted Answer

A)   a conversational style
B)   the you-viewpoint
C)   visual emphasis devices
D)   active voice
E)   sentence fragments

Question 4

Which of the following is an example of an internal proposal?

Accepted Answer

A)   a manager's email persuading her superiors to hire an additional team member to ease workloads
B)   a vendor's email proposing an internal-communication platform for a company
C)   an email from the head of one company to another proposing to share resources on similar projects
D)   an email from the owner of one company to the owner of another company proposing that they trade services
E)   an email from the founder of an organization to the local government proposing a partnership to clean up a green area

Question 5

The main place for getting attention in email messages is the

Accepted Answer

A)   first line of the concluding paragraph.
B)   subject line.
C)   body of the message.
D)   end of the opening paragraph.
E)   final sentence of the message.

Question 6

Which of the following sentences best illustrates effective sales writing?

Accepted Answer

A)   We've introduced two new flavors for the season: spicy jalapeno and roasted garlic and herb.
B)   Apollo hummus is now available in spicy jalapeno and roasted garlic and herb.
C)   Spicy jalapeno and roasted garlic and herb are the two new Apollo hummus flavors to watch out for this season.
D)   You can now enjoy the great taste of Apollo hummus in two new flavors-spicy jalapeno and roasted garlic and herb.
E)   Our ever-loyal customer base has grown larger after the introduction of Apollo Spicy Jalapeno and Apollo Roasted Garlic and Herb.

Question 7

Which of the following is an example of an internal proposal?

Accepted Answer

A)   an employee's email persuading her superior to replace the outdated phone system
B)   a vendor's email proposing to handle the storage of a company's products
C)   an email from the head of one company to another proposing to share resources on similar projects
D)   an email from a department manager to an auditing firm scheduling an internal audit for her department
E)   an email from the founder of an organization to the general public denying a charge of fraud

Question 8

The value of your company's positive image and name recognition is referred to as

Accepted Answer

A)   brand equity.
B)   content marketing.
C)   logos appeal.
D)   ethos appeal.
E)   persuasive value.

Question 9

The first step in creating a persuasive request is

Accepted Answer

A)   stating the request.
B)   developing appealing details.
C)   determining a strategy.
D)   creating a positive ethos.
E)   planning the layout and any visual elements.

Question 10

Knowledge of sales message techniques helps in writing business messages because

Accepted Answer

A)   most jobs in business are sales related.
B)   sales messages restrict the use of ethically dubious persuasive tactics.
C)   most business messages directly or indirectly involve selling something.
D)   most sales messages are regarded as spam by readers.
E)   most persuasive messages used by businesses are unbiased.

Question 11

The persuasive appeals identified by Aristotle that are based on emotions are referred to as

Accepted Answer

A)   ethos.
B)   grandiose.
C)   logos.
D)   hamartia.
E)   pathos.

Question 12

Consider the following statement which is a part of a proposal: "By accepting the proposal,you will have not only saved $1,500 off the standard price but also taken the first step toward a more efficient,productive organization."
This statement primarily focuses on the

Accepted Answer

A)   background of the proposal.
B)   features of the product.
C)   description of the plan of the proposal.
D)   terms and conditions related to the proposal.
E)   benefits of the proposal.

Question 13

Content marketing involves overt selling.

Accepted Answer

A) True 
 B)False

Question 14

Define the common-ground persuasion technique and give a brief example.

Accepted Answer

The common-ground persuasion technique c...

Question 15

Andre's company has a blog and a Facebook account that it uses to interact with and provide information to potential customers.None of the posts on either the blog or Facebook page are used to actively sell to customers.Andre's company is engaging in

Accepted Answer

A)   content marketing.
B)   integrated marketing.
C)   permission-based marketing.
D)   central appeal marketing.
E)   common-ground explicit selling.

Question 16

Which of the following best illustrates an advertisement based on emotional appeal?

Accepted Answer

A)   an advertisement primarily stressing how a product can make a person more interesting
B)   an advertisement emphasizing a product's lifetime guarantee
C)   an advertisement primarily stressing the limited-time low price of a product
D)   an advertisement comparing a product's enhanced features to those of the competitor's product
E)   an advertisement listing three practical uses of the product

Question 17

Appeals to the sense of taste and smell are classified as logical appeals.

Accepted Answer

A) True 
 B)False

Question 18

By definition,a proposal is in written form.

Accepted Answer

A) True 
 B)False

Question 19

Sales efforts often begin before the actual sales message does.

Accepted Answer

A) True 
 B)False

Question 20

It is best to organize persuasive messages using the _____ because you will be writing to potentially uncooperative readers.

Accepted Answer

A)   mixed construction
B)   unstructured order
C)   indirect order
D)   we-viewpoint
E)   nonlinear order

Exam 10: Writing Persuasive Messages and Proposals

The main place for getting attention in email messages is the

Correct AnswerverifiedShow Answer

Which of the following,despite being incorrect and inappropriate in other forms of business writing,is commonly used in sales writing?

Correct AnswerverifiedShow Answer

Which of the following best illustrates an advertisement based on emotional appeal?

Correct AnswerverifiedShow Answer

The request for action in the close of a sales message

Correct AnswerverifiedShow Answer

Which of the following is an example of an internal proposal?

Correct AnswerverifiedShow Answer

Consider the following statement which is a part of a proposal: "By accepting the proposal,you will have not only saved $1,500 off the standard price but also taken the first step toward a more efficient,productive organization." This statement primarily focuses on the

Correct AnswerverifiedShow Answer

Andre's company has a blog and a Facebook account that it uses to interact with and provide information to potential customers.None of the posts on either the blog or Facebook page are used to actively sell to customers.Andre's company is engaging in

Correct AnswerverifiedShow Answer

Which of the following sentences best illustrates effective sales writing?

Correct AnswerverifiedShow Answer

Content marketing involves overt selling.

Correct AnswerverifiedShow Answer

The persuasive appeals identified by Aristotle that are based on emotions are referred to as

Correct AnswerverifiedShow Answer

Knowledge of sales message techniques helps in writing business messages because

Correct AnswerverifiedShow Answer

Which of the following applies not only to proposals but also to all other types of messages?

Correct AnswerverifiedShow Answer

The value of your company's positive image and name recognition is referred to as

Correct AnswerverifiedShow Answer

Appeals to the sense of taste and smell are classified as logical appeals.

Correct AnswerverifiedShow Answer

Sales efforts often begin before the actual sales message does.

Correct AnswerverifiedShow Answer

By definition,a proposal is in written form.

Correct AnswerverifiedShow Answer

Define the common-ground persuasion technique and give a brief example.

Correct AnswerverifiedThe common-ground persuasion technique c...View AnswerShow Answer

It is best to organize persuasive messages using the _____ because you will be writing to potentially uncooperative readers.

Correct AnswerverifiedShow Answer

Which of the following is an example of an internal proposal?

Correct AnswerverifiedShow Answer

The first step in creating a persuasive request is

Correct AnswerverifiedShow Answer

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The common-ground persuasion technique c...
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