Exam 10: Persuasive and Sales Messages

Messages flowing downward such as information about procedures, equipment, or customer service generally use 

The first step when writing a sales letter is to analyze the product and the purpose for writing.

Last month our technical support personnel handled an additional 200 calls; that higher call volume increased our customer wait time per call by 15 percent is an example of an effective opener for a persuasive message recommending a solution to this problem.

Coleton has analyzed his purpose and his audience and has considered how he will adapt his message to meet his audience's needs. What should he do next according to the 3-x-3 writing process? 

Social media are well suited for overt selling.

Which of the following actions is unethical? 

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

Which of the following would be an effective persuasive technique for a manager attempting to persuade her employees to take part in a wellness program? 

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

In a sales letter promoting its new hybrid vehicle, a car company included this sentence: Our new hybrid model will save you hundreds of dollars annually on gasoline expenses. The company is focusing on indirect benefits of purchasing this vehicle.

In persuading the owner of your company to allow you to telecommute, which of the following illustrates an indirect benefit to the reader? 

Dwayne wants to adapt his sales message to his target audience. What question is his audience likely to ask while reading his message? 

Because managers are just as resistant to change as others are, subordinates should use the ____________________ organizational pattern when convincing management to adopt a procedure or to invest in a product or new equipment.

If a previous claim letter has been refused or ignored, then a more persuasive approach using the ____________________ organizational pattern might be appropriate.

An example of an emotional appeal is You can reduce your gasoline expenses by installing our fuel-efficient tires on your vehicle.

An effective location for your strongest motivator is in the postscript to a sales message.

You had a very negative experience at a restaurant where you were entertaining a potential client last week. You want to ask for your money back, but you expect reader resistance. Write a persuasive letter using the strategy you think will work best. Provide your own details as necessary. Write the body of the letter, omitting the letter addresses, salutation, complimentary close, and enclosure line.

When using the AIDA strategy, the closing paragraph of both persuasive requests and sales messages should motivate ____________________.

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

On a website 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