Question 1

Proposals differ from reports in that proposals

Accepted Answer

A)  use the we-viewpoint. 
B)  use prefatory material. 
C)  present information in a useful form. 
D)  are intentionally persuasive. 
E)  use the direct approach. 
A)  use the we-viewpoint. 
B)  use prefatory material. 
C)  present information in a useful form. 
D)  are intentionally persuasive. 
E)  use the direct approach.

Question 2

Explain how to request action at the end of a sales message.

Accepted Answer

After you have developed your reader's i

Question 3

Sales messages are highly susceptible to the use of unethical tactics.

Accepted Answer

A) True 
 B)False

Question 4

Phrases such as "Do it now" and "Act today" should be used to urge immediate action because

Accepted Answer

A)  readers prefer the commanding tone of such words. 
B)  they emphasize the we-viewpoint. 
C)  readers expect these words in all sales messages. 
D)  a persuaded reader may otherwise put off a purchase. 
E)  they help readers understand how to make a purchase. 
A)  readers prefer the commanding tone of such words. 
B)  they emphasize the we-viewpoint. 
C)  readers expect these words in all sales messages. 
D)  a persuaded reader may otherwise put off a purchase. 
E)  they help readers understand how to make a purchase.

Question 5

Every product has a single appeal that is used to target the product's audience.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A)  an employee's email persuading his superiors to choose his team over an external agency for a particular project 
B)  an email from the head of a cleaning service seeking to convince a company to be his client 
C)  an email from an employee to his manager stressing the need for additional team members for a project 
D)  an email from the HR manager of a technology firm to their finance department containing the pay structure for new employees 
E)  a memo from an employee to her manager requesting Six Sigma training 
A)  an employee's email persuading his superiors to choose his team over an external agency for a particular project 
B)  an email from the head of a cleaning service seeking to convince a company to be his client 
C)  an email from an employee to his manager stressing the need for additional team members for a project 
D)  an email from the HR manager of a technology firm to their finance department containing the pay structure for new employees 
E)  a memo from an employee to her manager requesting Six Sigma training

Question 7

What is the main difference between proposals and reports? Explain the approach to take when writing unsolicited proposals.

Accepted Answer

The main difference between proposals an

Question 8

At the beginning of any unsolicited proposal,it is important to

Accepted Answer

A)  give background information. 
B)  state the dire consequences of ignoring the proposal. 
C)  gain attention. 
D)  present the writer's credentials. 
E)  request acceptance. 
A)  give background information. 
B)  state the dire consequences of ignoring the proposal. 
C)  gain attention. 
D)  present the writer's credentials. 
E)  request acceptance.

Question 9

Which of the following is true about the technique of scenario painting as used in advertisements?

Accepted Answer

A)  It focuses on the we-viewpoint rather than the you-viewpoint. 
B)  It uses the common-ground persuasion technique. 
C)  It restricts the use of emotional appeals. 
D)  It puts the reader in a simulated context that brings out a product's appeal. 
E)  It is an outdated technique and is no longer used by advertisers. 
A)  It focuses on the we-viewpoint rather than the you-viewpoint. 
B)  It uses the common-ground persuasion technique. 
C)  It restricts the use of emotional appeals. 
D)  It puts the reader in a simulated context that brings out a product's appeal. 
E)  It is an outdated technique and is no longer used by advertisers.

Question 10

When _____ a proposal,you should consider urging or suggesting the desired action.

Accepted Answer

A)  presenting cost of 
B)  describing the plan of 
C)  providing evidence of ability to deliver 
D)  developing the conclusion of 
E)  stating the benefits of 
A)  presenting cost of 
B)  describing the plan of 
C)  providing evidence of ability to deliver 
D)  developing the conclusion of 
E)  stating the benefits of

Question 11

Rewards that fulfill a reader's desire to gain prestige or have more freedom are called _____ rewards.

Accepted Answer

A)  intangible 
B)  measurable 
C)  concrete 
D)  quantifiable 
E)  tangible 
A)  intangible 
B)  measurable 
C)  concrete 
D)  quantifiable 
E)  tangible

Question 12

A sales message that implies that customers who purchase a specific product will save money and time is using intangible benefits as a persuasive tool.

Accepted Answer

A) True 
 B)False

Question 13

The coordination of sales messages across several forms of media is known as

Accepted Answer

A)  social media linking. 
B)  brand equity. 
C)  content marketing. 
D)  integrated marketing communications. 
E)  permission-based marketing. 
A)  social media linking. 
B)  brand equity. 
C)  content marketing. 
D)  integrated marketing communications. 
E)  permission-based marketing.

Question 14

Why are sales messages considered a controversial area of business communication? How has the widespread use of emails added to the controversy?

Accepted Answer

There are two main reasons for sales mes

Question 15

If you select a rational appeal as your central theme,you should

Accepted Answer

A)  describe your product based on what it can do for your reader. 
B)  describe your product based on how it appeals to the senses. 
C)  use pathos to attract consumers. 
D)  use ethos to attract consumers. 
E)  avoid specific details. 
A)  describe your product based on what it can do for your reader. 
B)  describe your product based on how it appeals to the senses. 
C)  use pathos to attract consumers. 
D)  use ethos to attract consumers. 
E)  avoid specific details.

Question 16

Which social media platform is primarily for photo and video posts?

Accepted Answer

A)  Instagram 
B)  Facebook 
C)  Twitter 
D)  LinkedIn 
E)  Snapchat 
A)  Instagram 
B)  Facebook 
C)  Twitter 
D)  LinkedIn 
E)  Snapchat

Question 17

The first step in writing a sales message is

Accepted Answer

A)  choosing the appropriate medium of transmission. 
B)  determining the makeup of the mailing. 
C)  choosing the most persuasive channel for the message. 
D)  determining the central appeal for the message. 
E)  making a careful study of the product or service. 
A)  choosing the appropriate medium of transmission. 
B)  determining the makeup of the mailing. 
C)  choosing the most persuasive channel for the message. 
D)  determining the central appeal for the message. 
E)  making a careful study of the product or service.

Question 18

A sales description based on factual material will most likely

Accepted Answer

A)  have an emotional appeal. 
B)  avoid using a logical appeal. 
C)  have a rational appeal. 
D)  use pathos to attract consumers. 
E)  avoid using character-based appeals. 
A)  have an emotional appeal. 
B)  avoid using a logical appeal. 
C)  have a rational appeal. 
D)  use pathos to attract consumers. 
E)  avoid using character-based appeals.

Question 19

Demographic information includes details such as

Accepted Answer

A)  social,political,and personal preferences. 
B)  legal and sociocultural implications. 
C)  per capita income and gross national income. 
D)  current market trends and foreign exchange rates. 
E)  age,gender,income,and geographic location. 
A)  social,political,and personal preferences. 
B)  legal and sociocultural implications. 
C)  per capita income and gross national income. 
D)  current market trends and foreign exchange rates. 
E)  age,gender,income,and geographic location.

Question 20

In the context of soliciting proposals,RFP stands for "request for proposals."

Accepted Answer

A) True 
 B)False

Proposals differ from reports in that proposals

Explain how to request action at the end of a sales message.

Sales messages are highly susceptible to the use of unethical tactics.

Phrases such as "Do it now" and "Act today" should be used to urge immediate action because

Every product has a single appeal that is used to target the product's audience.

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

What is the main difference between proposals and reports? Explain the approach to take when writing unsolicited proposals.

At the beginning of any unsolicited proposal,it is important to

Which of the following is true about the technique of scenario painting as used in advertisements?

When _____ a proposal,you should consider urging or suggesting the desired action.

Rewards that fulfill a reader's desire to gain prestige or have more freedom are called _____ rewards.

A sales message that implies that customers who purchase a specific product will save money and time is using intangible benefits as a persuasive tool.

The coordination of sales messages across several forms of media is known as

Why are sales messages considered a controversial area of business communication? How has the widespread use of emails added to the controversy?

If you select a rational appeal as your central theme,you should

Which social media platform is primarily for photo and video posts?

The first step in writing a sales message is

A sales description based on factual material will most likely

Demographic information includes details such as

In the context of soliciting proposals,RFP stands for "request for proposals."

Communicating in the Workplace

Writing Effectively for Your Audience, Purpose, and Medium

Designing Documents With Visual Appeal

Communicating With Visuals

Crafting Effective Sentences and Paragraphs

Building Positive Relationships Through Communication

Communicating Across Cultures

Writing Good-News and Neutral Messages

Writing Bad-News Messages

Researching Writing Reports

Creating the Right Type of Report

Delivering Business Presentations and Speeches

Putting Interpersonal Communication Skills to Work in Conversations and Meetings

Communicating in the Job Search

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Exam 10: Writing Persuasive Messages and Proposals

Proposals differ from reports in that proposals

Explain how to request action at the end of a sales message.

Sales messages are highly susceptible to the use of unethical tactics.

Phrases such as "Do it now" and "Act today" should be used to urge immediate action because

Every product has a single appeal that is used to target the product's audience.

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

What is the main difference between proposals and reports? Explain the approach to take when writing unsolicited proposals.

At the beginning of any unsolicited proposal,it is important to

Which of the following is true about the technique of scenario painting as used in advertisements?

When _____ a proposal,you should consider urging or suggesting the desired action.

Rewards that fulfill a reader's desire to gain prestige or have more freedom are called _____ rewards.

A sales message that implies that customers who purchase a specific product will save money and time is using intangible benefits as a persuasive tool.

The coordination of sales messages across several forms of media is known as

Why are sales messages considered a controversial area of business communication? How has the widespread use of emails added to the controversy?

If you select a rational appeal as your central theme,you should

Which social media platform is primarily for photo and video posts?

The first step in writing a sales message is

A sales description based on factual material will most likely

Demographic information includes details such as

In the context of soliciting proposals,RFP stands for "request for proposals."

Communicating in the Workplace

Writing Effectively for Your Audience, Purpose, and Medium

Designing Documents With Visual Appeal

Communicating With Visuals

Crafting Effective Sentences and Paragraphs

Building Positive Relationships Through Communication

Communicating Across Cultures

Writing Good-News and Neutral Messages

Writing Bad-News Messages

Researching Writing Reports

Creating the Right Type of Report

Delivering Business Presentations and Speeches

Putting Interpersonal Communication Skills to Work in Conversations and Meetings

Communicating in the Job Search

Filters