Question 1

Which of the following is a guideline to address audience objections in a persuasive message?

Accepted Answer

A) Avoid addressing objections not pointed out by the audience. 
B) When presenting the pros and cons of each option in a situation, avoid making a recommendation to the audience. 
C) Anticipate as many objections as you can and address them before your audience brings them up. 
D) It is important to offer a sincere apology for each objection raised by the audience. 
E) If you expect a hostile audience that is biased against your plan, be sure to focus purely on your side of the situation. 
A) Avoid addressing objections not pointed out by the audience. 
B) When presenting the pros and cons of each option in a situation, avoid making a recommendation to the audience. 
C) Anticipate as many objections as you can and address them before your audience brings them up. 
D) It is important to offer a sincere apology for each objection raised by the audience. 
E) If you expect a hostile audience that is biased against your plan, be sure to focus purely on your side of the situation.

Question 2

Given below are the closing statements of some persuasive messages.Judging from the call to action made in each,which of the following constitutes a sales message?

Accepted Answer

A) To know more about this product, please visit our website at akme/new.com. 
B) To order this product, call 345-1234 or visit our online store at akme/store.com. 
C) To receive a free product demo, call Alex at 345-1234, or email him at alex@akme.com. 
D) To receive a free trial pack, visit our website at akme/new.com. 
E) To view customer testimonials, visit our website at akme/feedback.com. 
A) To know more about this product, please visit our website at akme/new.com. 
B) To order this product, call 345-1234 or visit our online store at akme/store.com. 
C) To receive a free product demo, call Alex at 345-1234, or email him at alex@akme.com. 
D) To receive a free trial pack, visit our website at akme/new.com. 
E) To view customer testimonials, visit our website at akme/feedback.com.

Question 3

When using an analogy to create logical appeal,you ________.

Accepted Answer

A) work from specific evidence to a general conclusion 
B) work from a generalization to a specific conclusion 
C) reason from specific evidence to specific evidence 
D) present a specific problem using words such as freedom, success, and free 
E) present evidence for a claim by repeating the claim 
A) work from specific evidence to a general conclusion 
B) work from a generalization to a specific conclusion 
C) reason from specific evidence to specific evidence 
D) present a specific problem using words such as freedom, success, and free 
E) present evidence for a claim by repeating the claim

Question 4

When writing promotional messages for social media,you should not ________.

Accepted Answer

A) use automated tools to help listen to online conversations 
B) use a conversational style of communicating 
C) initiate conversations within the community, but only respond to them 
D) respond to conversations within the community, as this is unethical 
E) provide information to people through "advertising speak" 
A) use automated tools to help listen to online conversations 
B) use a conversational style of communicating 
C) initiate conversations within the community, but only respond to them 
D) respond to conversations within the community, as this is unethical 
E) provide information to people through "advertising speak"

Question 5

Sales messages ________.

Accepted Answer

A) usher potential buyers through the purchasing process without asking them to make an immediate decision 
B) focus on such tasks as introducing new brands to the public and reminding buyers that a particular product is available 
C) encourage customers to seek more information about a product 
D) encourage potential buyers to make a purchase decision then and there 
E) primarily involve a mere presentation of ideas and do not make a call to action 
A) usher potential buyers through the purchasing process without asking them to make an immediate decision 
B) focus on such tasks as introducing new brands to the public and reminding buyers that a particular product is available 
C) encourage customers to seek more information about a product 
D) encourage potential buyers to make a purchase decision then and there 
E) primarily involve a mere presentation of ideas and do not make a call to action

Question 6

Information about the personality,attitudes,lifestyle,and other psychological characteristics of a group of individuals constitutes their ________.

Accepted Answer

A) psychographics 
B) demographics 
C) psychogenesis 
D) psychogeography 
E) geography 
A) psychographics 
B) demographics 
C) psychogenesis 
D) psychogeography 
E) geography

Question 7

The first task in planning persuasive messages is to ________.

Accepted Answer

A) gather information 
B) select the right medium 
C) organize your information 
D) analyze the situation 
E) choose the format for your message 
A) gather information 
B) select the right medium 
C) organize your information 
D) analyze the situation 
E) choose the format for your message

Question 8

Which of the following terms stands for the first phase in the AIDA model of organizing persuasive messages?

Accepted Answer

A) attention 
B) action 
C) analysis 
D) assessment 
E) appraisal 
A) attention 
B) action 
C) analysis 
D) assessment 
E) appraisal

Question 9

A persuasive claim should close ________.

Accepted Answer

A) with a clear indication of the unfavorable consequences of denying the claim 
B) on a positive note that reflects how a successful resolution of the situation will repair or maintain a mutually beneficial working relationship 
C) with a sincere apology that acknowledges the trouble caused to the reader due to the claim 
D) by outlining the problem and continue by reviewing what has been done about it so far 
E) with specific details about how you would like to see the situation resolved 
A) with a clear indication of the unfavorable consequences of denying the claim 
B) on a positive note that reflects how a successful resolution of the situation will repair or maintain a mutually beneficial working relationship 
C) with a sincere apology that acknowledges the trouble caused to the reader due to the claim 
D) by outlining the problem and continue by reviewing what has been done about it so far 
E) with specific details about how you would like to see the situation resolved

Question 10

While planning marketing and sales messages,the benefits of a product focus on ________.

Accepted Answer

A) the return on investment to the seller 
B) what the user experiences or gains from the product 
C) the less attractive features of a product 
D) the difference between the cost of production and sales price 
E) how the product helps the selling company meet its goals 
A) the return on investment to the seller 
B) what the user experiences or gains from the product 
C) the less attractive features of a product 
D) the difference between the cost of production and sales price 
E) how the product helps the selling company meet its goals

Question 11

Which of the following is an example of an analogy?

Accepted Answer

A) The results of this survey showed that people like our product more than our competitor's product. 
B) There is a national trend toward healthier eating; as a result we should see an increase in the sales of our low-fat items. 
C) Our office operates like a pride of lions with one Alpha male on top and everyone else answering to him. 
D) All employees have health coverage. Therefore, since Tom is an employee, he must have health coverage. 
E) All large multinational corporations have offices in Japan. Therefore, we should also consider doing the same. 
A) The results of this survey showed that people like our product more than our competitor's product. 
B) There is a national trend toward healthier eating; as a result we should see an increase in the sales of our low-fat items. 
C) Our office operates like a pride of lions with one Alpha male on top and everyone else answering to him. 
D) All employees have health coverage. Therefore, since Tom is an employee, he must have health coverage. 
E) All large multinational corporations have offices in Japan. Therefore, we should also consider doing the same.

Question 12

Logical appeal uses one of three types of reasoning-analogy,induction,and deduction.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following statements describes only a selling feature of a product,and not a benefit?

Accepted Answer

A) This toothpaste tastes so good, your child will look forward to brushing. 
B) The baby-sitting services on our cruises allow you to reconnect with your partner. 
C) The superior suspension on this SUV will help you take on any terrain. 
D) With over 15 low-fat items on the buffet, you can eat all you want and not feel guilty about it. 
E) This computer features a 4 GB RAM and an integrated graphic card. 
A) This toothpaste tastes so good, your child will look forward to brushing. 
B) The baby-sitting services on our cruises allow you to reconnect with your partner. 
C) The superior suspension on this SUV will help you take on any terrain. 
D) With over 15 low-fat items on the buffet, you can eat all you want and not feel guilty about it. 
E) This computer features a 4 GB RAM and an integrated graphic card.

Question 14

An effective persuasive claim should avoid ________.

Accepted Answer

A) reviewing the facts of the case 
B) using an intimidating tone 
C) being specific about how the problem should be resolved 
D) closing on a positive note 
E) showing how the individual is responsible for the problem 
A) reviewing the facts of the case 
B) using an intimidating tone 
C) being specific about how the problem should be resolved 
D) closing on a positive note 
E) showing how the individual is responsible for the problem

Question 15

Which of the following is true about the use of the AIDA model in organizing persuasive messages?

Accepted Answer

A) AIDA is a unidirectional method that essentially talks at audiences, not with them. 
B) The AIDA model can only use the indirect approach to persuasive messages. 
C) AIDA is especially useful for building a mutually beneficial, long-term relationship with the audience. 
D) The AIDA model is tailor-made for using the direct approach in persuasive messages. 
E) When an AIDA message uses the indirect approach and is delivered by memo or email, the subject line should reveal the main idea. 
A) AIDA is a unidirectional method that essentially talks at audiences, not with them. 
B) The AIDA model can only use the indirect approach to persuasive messages. 
C) AIDA is especially useful for building a mutually beneficial, long-term relationship with the audience. 
D) The AIDA model is tailor-made for using the direct approach in persuasive messages. 
E) When an AIDA message uses the indirect approach and is delivered by memo or email, the subject line should reveal the main idea.

Question 16

A company seeking to maintain high ethical and legal standards in marketing and sales communications should ________.

Accepted Answer

A) opt to leave out important information 
B) use letters from satisfied customers as the only proof for their claims 
C) make deceptive claims as long as they are not stated explicitly 
D) attract buyers by using bait-and-switch advertising 
E) collect information from children under the age of 13 only with consent from their parents 
A) opt to leave out important information 
B) use letters from satisfied customers as the only proof for their claims 
C) make deceptive claims as long as they are not stated explicitly 
D) attract buyers by using bait-and-switch advertising 
E) collect information from children under the age of 13 only with consent from their parents

Question 17

Marketing messages usher potential buyers through the purchasing process without asking them to make an immediate decision.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following approaches is more compatible with persuasive messages for today's social media?

Accepted Answer

A) conversational approach 
B) AIDA approach 
C) unidirectional approach 
D) formal approach 
E) advertising approach 
A) conversational approach 
B) AIDA approach 
C) unidirectional approach 
D) formal approach 
E) advertising approach

Question 19

An advertisement for a luxury car will appeal to consumers who are motivated by ________.

Accepted Answer

A) safety and security 
B) basic physiological requirements 
C) achievement 
D) helping others 
E) self-actualization 
A) safety and security 
B) basic physiological requirements 
C) achievement 
D) helping others 
E) self-actualization

Question 20

You are developing a sales message for the range of cell phones manufactured by your company.Which of the following closing lines would be most effective in persuading readers to take action?

Accepted Answer

A) For a complete price list, visit your nearest retailer or company outlet. 
B) Call us at 987-1234 to order a cell phone. 
C) To know more about our range of cell phones, you can view product details and customer reviews at cellphones.com. 
D) To order a cell phone, call us at 987-1234-the first 100 customers get a 2 GB memory card free. 
E) To order a cell phone look for our advertisement and discount coupon in the next issue of "TechNext" magazine. 
A) For a complete price list, visit your nearest retailer or company outlet. 
B) Call us at 987-1234 to order a cell phone. 
C) To know more about our range of cell phones, you can view product details and customer reviews at cellphones.com. 
D) To order a cell phone, call us at 987-1234-the first 100 customers get a 2 GB memory card free. 
E) To order a cell phone look for our advertisement and discount coupon in the next issue of "TechNext" magazine.

Which of the following is a guideline to address audience objections in a persuasive message?

Given below are the closing statements of some persuasive messages.Judging from the call to action made in each,which of the following constitutes a sales message?

When using an analogy to create logical appeal,you ________.

When writing promotional messages for social media,you should not ________.

Sales messages ________.

Information about the personality,attitudes,lifestyle,and other psychological characteristics of a group of individuals constitutes their ________.

The first task in planning persuasive messages is to ________.

Which of the following terms stands for the first phase in the AIDA model of organizing persuasive messages?

A persuasive claim should close ________.

While planning marketing and sales messages,the benefits of a product focus on ________.

Which of the following is an example of an analogy?

Logical appeal uses one of three types of reasoning-analogy,induction,and deduction.

Which of the following statements describes only a selling feature of a product,and not a benefit?

An effective persuasive claim should avoid ________.

Which of the following is true about the use of the AIDA model in organizing persuasive messages?

A company seeking to maintain high ethical and legal standards in marketing and sales communications should ________.

Marketing messages usher potential buyers through the purchasing process without asking them to make an immediate decision.

Which of the following approaches is more compatible with persuasive messages for today's social media?

An advertisement for a luxury car will appeal to consumers who are motivated by ________.

You are developing a sales message for the range of cell phones manufactured by your company.Which of the following closing lines would be most effective in persuading readers to take action?

Understanding Business Communication in Todays Workplace

Mastering Team Skills and Interpersonal Communication

Planning Business Messages

Writing Business Messages

Completing Business Messages

Crafting Messages for Electronic Media

Writing Routine and Positive Messages

Writing Negative Messages

Understanding and Planning Reports and Proposals

Writing and Completing Reports and Proposals

Developing Oral and Online Presentations

Building Careers and Writing Résumés

Applying and Interviewing for Employment

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Exam 9: Writing Persuasive Messages

Which of the following is a guideline to address audience objections in a persuasive message?

Given below are the closing statements of some persuasive messages.Judging from the call to action made in each,which of the following constitutes a sales message?

When using an analogy to create logical appeal,you ________.

When writing promotional messages for social media,you should not ________.

Sales messages ________.

Information about the personality,attitudes,lifestyle,and other psychological characteristics of a group of individuals constitutes their ________.

The first task in planning persuasive messages is to ________.

Which of the following terms stands for the first phase in the AIDA model of organizing persuasive messages?

A persuasive claim should close ________.

While planning marketing and sales messages,the benefits of a product focus on ________.

Which of the following is an example of an analogy?

Logical appeal uses one of three types of reasoning-analogy,induction,and deduction.

Which of the following statements describes only a selling feature of a product,and not a benefit?

An effective persuasive claim should avoid ________.

Which of the following is true about the use of the AIDA model in organizing persuasive messages?

A company seeking to maintain high ethical and legal standards in marketing and sales communications should ________.

Marketing messages usher potential buyers through the purchasing process without asking them to make an immediate decision.

Which of the following approaches is more compatible with persuasive messages for today's social media?

An advertisement for a luxury car will appeal to consumers who are motivated by ________.

You are developing a sales message for the range of cell phones manufactured by your company.Which of the following closing lines would be most effective in persuading readers to take action?

Understanding Business Communication in Todays Workplace

Mastering Team Skills and Interpersonal Communication

Planning Business Messages

Writing Business Messages

Completing Business Messages

Crafting Messages for Electronic Media

Writing Routine and Positive Messages

Writing Negative Messages

Understanding and Planning Reports and Proposals

Writing and Completing Reports and Proposals

Developing Oral and Online Presentations

Building Careers and Writing Résumés

Applying and Interviewing for Employment

Filters