Question 1

A message that is sent in response to a sales information request requires an attention-getting sentence.

Accepted Answer

A) True 
 B)False

Question 2

An effective persuasive message should use concrete and specific language to create an accurate representation of the product, service, or idea.

Accepted Answer

A) True 
 B)False

Question 3

Marcus is writing a persuasive message asking his employees to complete an online company survey. Which of the following suggestions should he follow while writing this message?

Accepted Answer

A)  Keep paragraphs long and detailed.
B)  Use concrete nouns and active verbs.
C)  Focus the spotlight on benefits to the company.
D)  Use the deductive outline. B

Question 4

Which of the following is a feature of persuasive communication?

Accepted Answer

A)  It is only applicable to verbal communication.
B)  It is an attempt to trap someone into taking action favorable to the communicator.
C)  It involves an honest presentation of information.
D)  It always utilizes the hard sell technique.

Question 5

Which of the following is effective for gaining attention in an unsolicited sales message?

Accepted Answer

A)  A request for action
B)  A startling announcement
C)  A long and detailed procedure
D)  An abundance of technical facts

Question 6

Explain how Maslow's need hierarchy can help a person write a more effective persuasive message to the receiver.

Accepted Answer

Some people might respond favorably to a...

Question 7

In a sales message, the last paragraph should:

Accepted Answer

A)  include an attention getter to propel the reader into action.
B)  include testimonials and guarantees.
C)  be detailed to convince the reader to make a purchase decision.
D)  ask confidently for action, avoiding "I hope" and "if" phrasing.

Question 8

Outline the inductive pattern used while writing persuasive messages.

Accepted Answer

AIDA comprises the four basic steps of t...

Question 9

Which of the following is an effective statement for requesting action?

Accepted Answer

A)  Make your purchase before December 15, and receive your rebate.
B)  Make a decision soon and you might get your product delivered immediately.
C)  Let us hear from you about your purchase decision.
D)  We hope you will fill out your preferences for us to customize the product. A

Question 10

Josef responds to product advertisements that focus on convenience, durability, and service. These benefits of the advertised products appeal to his _____ needs of Maslow's need hierarchy.

Accepted Answer

A)  security
B)  social
C)  ego
D)  self-actualization A

Question 11

A company is faced with the challenge of communicating to its employees a significant change in its policies. How should the management effectively communicate this change to its employees?

Accepted Answer

A)  Inform employees directly that they must accept the change.
B)  Coerce the employees to accept the change.
C)  Give the employees monetary compensation in order to accept the change.
D)  Emphasize the benefits employees gain from the change.

Question 12

The principles used in selling an idea are similar to those used in selling products.

Accepted Answer

A) True 
 B)False

Question 13

Eduardo concludes his sales message for video game subscriptions by instructing receivers, "Let us hear from you if you are interested in subscribing to our service," which is an effective request for action.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is a difference between solicited and unsolicited sales messages?

Accepted Answer

A)  Unlike solicited sales messages, unsolicited sales messages are always subjective.
B)  Unlike solicited sales messages, unsolicited sales messages require attention-getters.
C)  Unlike solicited sales messages, unsolicited sales messages offer guarantees.
D)  Unlike solicited sales messages, unsolicited sales messages follow the deductive outline.

Question 15

Mary wants to write a memo to a team of people who will help her launch a new product line for the company. She wants to convince them that their extensive commitment is justified because the product is important to the company's future. She should employ the deductive approach while writing the memo.

Accepted Answer

A) True 
 B)False

Question 16

A persuasive email message to promote pop-up blocker software has as its central selling point protection of children from pornography. The central selling point should:

Accepted Answer

A)  appear only when the product is introduced.
B)  appear only at the end to reinforce the requested action.
C)  be reinforced throughout the message.
D)  be implied as the product is described.

Question 17

Which of the following is true of claim messages?

Accepted Answer

A)  They have legal obligations attached to the message.
B)  They help companies identify problem areas.
C)  They always require the use of persuasion.
D)  They are usually received from unethical individuals.

Question 18

Which of the following is a difference between routine and persuasive claim messages?

Accepted Answer

A)  Unlike routine claims, persuasive claims do not use the inductive sequence.
B)  Unlike routine claims, persuasive claims decrease goodwill toward the company.
C)  Unlike routine claims, persuasive claims do not begin with an adjustment request.
D)  Unlike routine claims, persuasive claims are unjustifiable and cannot avoid problems.

Question 19

Which of the following suggestions should be followed while writing an effective persuasive claim message?

Accepted Answer

A)  Use a deductive sequence.
B)  Begin by asking for an adjustment.
C)  Stress an appeal throughout the message.
D)  Take advantage of the adjusters.

Question 20

Describe persuasive communication within an organization.

Accepted Answer

The majority of memos are of a routine n...

Exam 8: Delivering Persuasive Messages

A message that is sent in response to a sales information request requires an attention-getting sentence.

Correct Answer
verified

An effective persuasive message should use concrete and specific language to create an accurate representation of the product, service, or idea.

Correct Answer
verified

Marcus is writing a persuasive message asking his employees to complete an online company survey. Which of the following suggestions should he follow while writing this message?

Correct Answer
verified
B

Which of the following is a feature of persuasive communication?

Correct Answer
verified

Which of the following is effective for gaining attention in an unsolicited sales message?

Correct Answer
verified

Explain how Maslow's need hierarchy can help a person write a more effective persuasive message to the receiver.

Correct Answer
verified
Some people might respond favorably to a...
View Answer

In a sales message, the last paragraph should:

Correct Answer
verified

Outline the inductive pattern used while writing persuasive messages.

Correct Answer
verified
AIDA comprises the four basic steps of t...
View Answer

Which of the following is an effective statement for requesting action?

Correct Answer
verified
A

Josef responds to product advertisements that focus on convenience, durability, and service. These benefits of the advertised products appeal to his _____ needs of Maslow's need hierarchy.

Correct Answer
verified
A

A company is faced with the challenge of communicating to its employees a significant change in its policies. How should the management effectively communicate this change to its employees?

Correct Answer
verified

The principles used in selling an idea are similar to those used in selling products.

Correct Answer
verified

Eduardo concludes his sales message for video game subscriptions by instructing receivers, "Let us hear from you if you are interested in subscribing to our service," which is an effective request for action.

Correct Answer
verified

Which of the following is a difference between solicited and unsolicited sales messages?

Correct Answer
verified

Correct Answer
verified

A persuasive email message to promote pop-up blocker software has as its central selling point protection of children from pornography. The central selling point should:

Correct Answer
verified

Which of the following is true of claim messages?

Correct Answer
verified

Which of the following is a difference between routine and persuasive claim messages?

Correct Answer
verified

Which of the following suggestions should be followed while writing an effective persuasive claim message?

Correct Answer
verified

Describe persuasive communication within an organization.

Correct Answer
verified
The majority of memos are of a routine n...
View Answer

Exam 8: Delivering Persuasive Messages

A message that is sent in response to a sales information request requires an attention-getting sentence.

Correct AnswerverifiedShow Answer

An effective persuasive message should use concrete and specific language to create an accurate representation of the product, service, or idea.

Correct AnswerverifiedShow Answer

Marcus is writing a persuasive message asking his employees to complete an online company survey. Which of the following suggestions should he follow while writing this message?

Correct AnswerverifiedB

Which of the following is a feature of persuasive communication?

Correct AnswerverifiedShow Answer

Which of the following is effective for gaining attention in an unsolicited sales message?

Correct AnswerverifiedShow Answer

Explain how Maslow's need hierarchy can help a person write a more effective persuasive message to the receiver.

Correct AnswerverifiedSome people might respond favorably to a...View AnswerShow Answer

In a sales message, the last paragraph should:

Correct AnswerverifiedShow Answer

Outline the inductive pattern used while writing persuasive messages.

Correct AnswerverifiedAIDA comprises the four basic steps of t...View AnswerShow Answer

Which of the following is an effective statement for requesting action?

Correct AnswerverifiedA

Josef responds to product advertisements that focus on convenience, durability, and service. These benefits of the advertised products appeal to his _____ needs of Maslow's need hierarchy.

Correct AnswerverifiedA

A company is faced with the challenge of communicating to its employees a significant change in its policies. How should the management effectively communicate this change to its employees?

Correct AnswerverifiedShow Answer

The principles used in selling an idea are similar to those used in selling products.

Correct AnswerverifiedShow Answer

Eduardo concludes his sales message for video game subscriptions by instructing receivers, "Let us hear from you if you are interested in subscribing to our service," which is an effective request for action.

Correct AnswerverifiedShow Answer

Which of the following is a difference between solicited and unsolicited sales messages?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

A persuasive email message to promote pop-up blocker software has as its central selling point protection of children from pornography. The central selling point should:

Correct AnswerverifiedShow Answer

Which of the following is true of claim messages?

Correct AnswerverifiedShow Answer

Which of the following is a difference between routine and persuasive claim messages?

Correct AnswerverifiedShow Answer

Which of the following suggestions should be followed while writing an effective persuasive claim message?

Correct AnswerverifiedShow Answer

Describe persuasive communication within an organization.

Correct AnswerverifiedThe majority of memos are of a routine n...View AnswerShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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B

Correct Answer
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Correct Answer
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Correct Answer
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Some people might respond favorably to a...
View Answer

Correct Answer
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Correct Answer
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AIDA comprises the four basic steps of t...
View Answer

Correct Answer
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A

Correct Answer
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A

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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The majority of memos are of a routine n...
View Answer