Question 1

Which of the following is not an effective persuasion technique?

Accepted Answer

A)  Incite fear.
B)  Establish credibility.
C)  Recognize the power of loss.
D)  Make a reasonable,specific request.

Question 2

When price is an obstacle,the most effective sales messages reduce resistance by ________.

Accepted Answer

A)  mentioning the price right away to show that you have nothing to hide
B)  showing the price in smaller units
C)  not mentioning the price at all
D)  sending your readers to your competitors' websites to compare prices

Question 3

________ messages use persuasion to promote specific products and services.

Accepted Answer

The answer of ________ messages use persuasion to promote specific...

Question 4

Many charities rely in large part on ________ benefits to promote their causes,such as the feeling of helping those in need.

Accepted Answer

The answer of Many charities rely in large part on...

Question 5

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 6

AIDA applies to persuasive messages that are written using a direct organizational strategy.

Accepted Answer

A) True 
 B)False

Question 7

Which message would be most effective when organized indirectly?

Accepted Answer

A)  An e-mail message informing employees about a change in summer work hours
B)  An announcement about management training seminars being offered to employees
C)  An e-mail message asking employees to donate to a local charity through payroll deductions
D)  An e-mail message telling employees that carpools are being organized

Question 8

Heather wants to convince her supervisor to invest in new smartphones for the sales staff.What is the best thing Heather can do in her proposal?

Accepted Answer

A)  Tell her supervisor that the cost of the new smartphones is a good deal.
B)  Tell her supervisor how happy she and the others on the sales staff would be with new smartphones.
C)  Show how the smartphones will improve the ability of sales staff to stay in touch with clients,resulting in greater productivity and higher sales.
D)  Outline some of the features of the new smartphones.

Question 9

The most effective sales messages follow which pattern?

Accepted Answer

A)  Gain attention,build interest,elicit desire and reduce resistance,motivate action.
B)  Gain attention,motivate action,elicit desire and reduce resistance,build action.
C)  Gain attention,elicit desire and reduce resistance,build interest,motivate action.
D)  Build interest,gain attention,elicit desire and reduce resistance,motivate action.

Question 10

Paul wants to convince the members of his staff to begin exercising more.He should use an indirect organizational pattern to persuade the staff.

Accepted Answer

A) True 
 B)False

Question 11

Direct-mail (vs.e-mail)sales messages are shown to have higher customer response rates.

Accepted Answer

A) True 
 B)False

Question 12

The statement Did you know you can select five family members to enjoy free access to our newspaper with your online subscription? ________.

Accepted Answer

A)  builds interest with an expert opinion
B)  motivates action
C)  gains attention by asking a question that focuses on reader benefits
D)  presents an indirect benefit

Question 13

To establish ________,show your reader that you are truthful,experienced,and knowledgeable.

Accepted Answer

The answer of To establish ________,show your reader that you...

Question 14

Which of the following is an effective way for persuasive writers and speakers to establish credibility with an audience?

Accepted Answer

A)  Establish their expertise.
B)  Offer counterarguments.
C)  Request a response from the receiver.
D)  Suggest new ideas,directives,or recommendations for change that will be of interest to the audience.

Question 15

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 usually part of multichannel marketing campaigns.
C)  In terms of response rates,e-mail marketing is more effective than direct-mail letters.
D)  Virtual mail appears to have a greater emotional impact than tangible mail.

Question 16

When you are writing to complain about something and you're worried that your reader might be reluctant to grant your claim,you should use ________.

Accepted Answer

A)  the indirect strategy
B)  the direct strategy
C)  both direct and indirect appeals
D)  passionate appeals

Question 17

In a practical sense,effective persuasion shows how you can help solve a problem or make life easier for your audience.

Accepted Answer

A) True 
 B)False

Question 18

An effective way of dealing with price is to delay mentioning it until after you've created a desire for the product or service.

Accepted Answer

A) True 
 B)False

Question 19

The statement A Kodak all-in-one printer may cost a little more,but you'll pay far less for replacement ink than you will with other printers ________.

Accepted Answer

A)  builds interest in a product
B)  gains attention by describing a problem
C)  reduces resistance
D)  motivates action

Question 20

Which is the mostaccurate statement about today's digital-age corporations?

Accepted Answer

A)  The lines of authority are blurry in today's information-age workplaces,and the roles of executives are changing.
B)  Today's rank-and-file employees rely on their managers to be information providers.
C)  The direct pattern of persuasion should always be used when communicating with your immediate supervisor.
D)  Today's executives will likely rely on the power of position when issuing commands to subordinates.

Exam 10: Persuasive and Sales Messages

Many charities rely in large part on ________ benefits to promote their causes,such as the feeling of helping those in need.

Correct AnswerverifiedShow Answer

To establish ________,show your reader that you are truthful,experienced,and knowledgeable.

Correct AnswerverifiedShow Answer

The most effective sales messages follow which pattern?

Correct AnswerverifiedShow Answer

An effective way of dealing with price is to delay mentioning it until after you've created a desire for the product or service.

Correct AnswerverifiedShow Answer

In a practical sense,effective persuasion shows how you can help solve a problem or make life easier for your audience.

Correct AnswerverifiedShow Answer

When price is an obstacle,the most effective sales messages reduce resistance by ________.

Correct AnswerverifiedShow Answer

Which of the following is an effective way for persuasive writers and speakers to establish credibility with an audience?

Correct AnswerverifiedShow Answer

AIDA applies to persuasive messages that are written using a direct organizational strategy.

Correct AnswerverifiedShow Answer

Which is the mostaccurate statement about today's digital-age corporations?

Correct AnswerverifiedShow Answer

The statement A Kodak all-in-one printer may cost a little more,but you'll pay far less for replacement ink than you will with other printers ________.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which message would be most effective when organized indirectly?

Correct AnswerverifiedShow Answer

Heather wants to convince her supervisor to invest in new smartphones for the sales staff.What is the best thing Heather can do in her proposal?

Correct AnswerverifiedShow Answer

Paul wants to convince the members of his staff to begin exercising more.He should use an indirect organizational pattern to persuade the staff.

Correct AnswerverifiedShow Answer

The statement Did you know you can select five family members to enjoy free access to our newspaper with your online subscription? ________.

Correct AnswerverifiedShow Answer

Which of the following is not an effective persuasion technique?

Correct AnswerverifiedShow Answer

________ messages use persuasion to promote specific products and services.

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

Direct-mail (vs.e-mail)sales messages are shown to have higher customer response rates.

Correct AnswerverifiedShow Answer

When you are writing to complain about something and you're worried that your reader might be reluctant to grant your claim,you should use ________.

Correct AnswerverifiedShow Answer

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