Question 1

Which of the following statements describes a benefit of a product?

Accepted Answer

A) Get a car loan with no money down and a 0% interest rate. 
B) Our gyms are designed to make you feel comfortable and positive. 
C) Our food bank provides nutritious food to 200 homeless people everyday. 
D) This digital camera has a resolution of 8 megapixels. 
E) This cereal is fortified with 6 essential vitamins and minerals. 
A) Get a car loan with no money down and a 0% interest rate. 
B) Our gyms are designed to make you feel comfortable and positive. 
C) Our food bank provides nutritious food to 200 homeless people everyday. 
D) This digital camera has a resolution of 8 megapixels. 
E) This cereal is fortified with 6 essential vitamins and minerals.

Question 2

Briefly explain the difference between selling points and benefits,giving an example of each.

Accepted Answer

Selling points are the most attractive f

Question 3

What are the guidelines for developing an effective persuasive claim?

Accepted Answer

The key ingredients of a good persuasive

Question 4

In marketing and sales messages,what is the primary difference between selling points and benefits?

Accepted Answer

A) Selling points are ethical to use whereas benefits are not. 
B) Selling points focus on the user rather than the product. 
C) Selling points focus on the product rather than the user. 
D) Selling points are unethical to use whereas benefits are not. 
E) Selling points are abstract whereas benefits are concrete. 
A) Selling points are ethical to use whereas benefits are not. 
B) Selling points focus on the user rather than the product. 
C) Selling points focus on the product rather than the user. 
D) Selling points are unethical to use whereas benefits are not. 
E) Selling points are abstract whereas benefits are concrete.

Question 5

"You can rely on us to deliver on our promises because we are completely trustworthy." What is the best criticism for this statement?

Accepted Answer

A) It uses a faulty analogy. 
B) It fails to use jargon and is too simple. 
C) It makes hasty generalizations. 
D) It supports a claim by restating it in different words. 
E) It makes mistaken assumptions of cause and effect. 
A) It uses a faulty analogy. 
B) It fails to use jargon and is too simple. 
C) It makes hasty generalizations. 
D) It supports a claim by restating it in different words. 
E) It makes mistaken assumptions of cause and effect.

Question 6

Which of the following statements uses a deductive approach to persuasion?

Accepted Answer

A) Because the stock market is expected to fall next month, shares of our company stock will probably decline too. 
B) It is important for our department to operate like a well-oiled machine. 
C) We must see ourselves as marathon runners and progress toward our goals slowly but steadily. 
D) Eight out of the ten toddlers tested showed a preference for red-colored objects. Therefore, it is recommended that we incorporate that color in all the toys manufactured by our company. 
E) The unemployment rate is showing a consistent decline. This means that the economy is in the process of recovering from the recession. 
A) Because the stock market is expected to fall next month, shares of our company stock will probably decline too. 
B) It is important for our department to operate like a well-oiled machine. 
C) We must see ourselves as marathon runners and progress toward our goals slowly but steadily. 
D) Eight out of the ten toddlers tested showed a preference for red-colored objects. Therefore, it is recommended that we incorporate that color in all the toys manufactured by our company. 
E) The unemployment rate is showing a consistent decline. This means that the economy is in the process of recovering from the recession.

Question 7

Which of the following is a guideline for avoiding faulty logic in a persuasive message?

Accepted Answer

A) You should be able to isolate the impact of a specific factor before assuming that it's the cause of whatever effect you're discussing. 
B) You should try to support your claim by restating it in different words. 
C) You should try to attack your opponent's character, not the argument your opponent is making. 
D) You should try to reduce a complex situation to a simple "either/or" statement if the situation isn't that simple or clear-cut. 
E) You should attribute a causal relationship if one event precedes the other. 
A) You should be able to isolate the impact of a specific factor before assuming that it's the cause of whatever effect you're discussing. 
B) You should try to support your claim by restating it in different words. 
C) You should try to attack your opponent's character, not the argument your opponent is making. 
D) You should try to reduce a complex situation to a simple "either/or" statement if the situation isn't that simple or clear-cut. 
E) You should attribute a causal relationship if one event precedes the other.

Question 8

Which of the following scenarios presents the strategy of anticipating objections while developing persuasive business messages?

Accepted Answer

A) Gary, CEO of OnDemand Cars Inc., uses the AIDA model for indirect approach to introduce the new line of luxury cars for privileged customers of his company. 
B) Martha is the research advisor of a pharmaceutical company that has discovered a new infant milk formula. She decides to draft a message using words such as compassion, comfort, and freedom to call on the feelings of the audience, especially mothers. 
C) Hilda uses inductive reasoning to draft a message for her colleagues to persuade them to switch to a different production process that will increase profits. 
D) John is preparing to introduce a new line of "smart" cell phones and expects criticism about the phone's size and inbuilt memory capacity. He decides to add arguments to support phone specifications. 
E) Ben has worked out the basic elements of his argument for a new life insurance scheme for the employees of a leading manufacturing firm. He decides to use anecdotes to reinforce his position. 
A) Gary, CEO of OnDemand Cars Inc., uses the AIDA model for indirect approach to introduce the new line of luxury cars for privileged customers of his company. 
B) Martha is the research advisor of a pharmaceutical company that has discovered a new infant milk formula. She decides to draft a message using words such as compassion, comfort, and freedom to call on the feelings of the audience, especially mothers. 
C) Hilda uses inductive reasoning to draft a message for her colleagues to persuade them to switch to a different production process that will increase profits. 
D) John is preparing to introduce a new line of "smart" cell phones and expects criticism about the phone's size and inbuilt memory capacity. He decides to add arguments to support phone specifications. 
E) Ben has worked out the basic elements of his argument for a new life insurance scheme for the employees of a leading manufacturing firm. He decides to use anecdotes to reinforce his position.

Question 9

In a persuasive claim,it is important to ________.

Accepted Answer

A) avoid spelling out the desired resolution to the problem 
B) close on a threat to terminate the relationship if the case is not resolved 
C) avoid mentioning how the organization or individual is responsible for the problem 
D) maintain an intimidating tone 
E) give your reader a good reason for granting your claim 
A) avoid spelling out the desired resolution to the problem 
B) close on a threat to terminate the relationship if the case is not resolved 
C) avoid mentioning how the organization or individual is responsible for the problem 
D) maintain an intimidating tone 
E) give your reader a good reason for granting your claim

Question 10

The bulk of persuasive business messages will involve ________.

Accepted Answer

A) presentation of ideas 
B) requests for adjustment 
C) requests for action 
D) actionable claims 
E) persuasive claims 
A) presentation of ideas 
B) requests for adjustment 
C) requests for action 
D) actionable claims 
E) persuasive claims

Question 11

"After a grueling 5-hour hike up the hill,the Jungle Lodge seemed like heaven,only with a rather rough-hewn arch for the pearly-gates and an indifferent old man in overalls for St.Peter." This sentence creates logical appeal by using the reasoning method of ________.

Accepted Answer

A) deduction 
B) abductive reasoning 
C) induction 
D) extrapolation 
E) analogy 
A) deduction 
B) abductive reasoning 
C) induction 
D) extrapolation 
E) analogy

Question 12

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

Accepted Answer

A) defend 
B) desire 
C) deemphasize 
D) demonstrate 
E) deliver 
A) defend 
B) desire 
C) deemphasize 
D) demonstrate 
E) deliver

Question 13

Which of the following statements would be illegal to use in the message?

Accepted Answer

A) Only the "Essentials" diet will help you lose weight. 
B) The "Essentials" diet can give you a head-start on your fitness goals. 
C) See results in two weeks or get your money back! 
D) Our online community will support you in your mission to get fit. 
E) For best results, the diet should be supplemented with an exercise routine. 
A) Only the "Essentials" diet will help you lose weight. 
B) The "Essentials" diet can give you a head-start on your fitness goals. 
C) See results in two weeks or get your money back! 
D) Our online community will support you in your mission to get fit. 
E) For best results, the diet should be supplemented with an exercise routine.

Question 14

Describe ways in which you can minimize the importance of price in a sales letter.Also outline ways in which you can address audience objections to the price of your product.

Accepted Answer

If you wish to downplay price in your sa

Question 15

Which of the following persuasive messages would constitute a sales message?

Accepted Answer

A) a message introducing a new cell phone to potential customers 
B) a message educating potential customers about the benefits of a new cell phone 
C) a message requesting potential customers to place an order for a cell phone 
D) a message reminding potential customers that a particular cell phone is available 
E) a message encouraging potential customers to find out more about a new cell phone 
A) a message introducing a new cell phone to potential customers 
B) a message educating potential customers about the benefits of a new cell phone 
C) a message requesting potential customers to place an order for a cell phone 
D) a message reminding potential customers that a particular cell phone is available 
E) a message encouraging potential customers to find out more about a new cell phone

Question 16

The company has decided to downplay the pricing of the product.Which of the following lines would best serve this purpose? Where would you place the line in the marketing message?

Accepted Answer

A) "The Savannah Gold comes at a premium price of $50,000." Place this line at the end of the message, immediately before the call to action. 
B) "This premium product is loaded with state-of-the-art safety features and luxurious interiors." Place this line in the middle of the message, after the line that lists the technical features of the vehicle. 
C) "The Savannah Gold costs only a few thousand dollars more than the GT, but packs quite a punch." Place this line at the end of the message. 
D) "Rockford Motors announces the launch of the super-luxury, limited-edition Savannah Gold-a premium pickup truck that combines the ruggedness of a truck with the plushness of a high-end SUV!" This line should replace the opening statement in the message." 
E) "Priced at $50,000, Savannah Gold spells luxury." This line should be placed at the end of the message. 
A) "The Savannah Gold comes at a premium price of $50,000." Place this line at the end of the message, immediately before the call to action. 
B) "This premium product is loaded with state-of-the-art safety features and luxurious interiors." Place this line in the middle of the message, after the line that lists the technical features of the vehicle. 
C) "The Savannah Gold costs only a few thousand dollars more than the GT, but packs quite a punch." Place this line at the end of the message. 
D) "Rockford Motors announces the launch of the super-luxury, limited-edition Savannah Gold-a premium pickup truck that combines the ruggedness of a truck with the plushness of a high-end SUV!" This line should replace the opening statement in the message." 
E) "Priced at $50,000, Savannah Gold spells luxury." This line should be placed at the end of the message.

Question 17

When putting together persuasive arguments ________.

Accepted Answer

A) avoid compromising 
B) rely solely on great arguments 
C) recognize that persuasion is a one-shot effort 
D) communicate through vivid language 
E) use a hard sell 
A) avoid compromising 
B) rely solely on great arguments 
C) recognize that persuasion is a one-shot effort 
D) communicate through vivid language 
E) use a hard sell

Question 18

According to the FTC,offering a money-back guarantee or providing letters from satisfied customers constitutes evidence for claims made in a persuasive message.

Accepted Answer

A) True 
 B)False

Question 19

Keeping in mind FTC regulations,which of the following statements must be added to the message to best support the claim made in the message?

Accepted Answer

A) See results in two weeks or get your money back! 
B) Martin Lane from Illinois says that the "Essentials" diet helped him lose two pounds in just one week-just in time for his high-school reunion. 
C) 80% of customers who tried the "Essentials" diet reported that they were happy with the results. 
D) This diet is the only weight-loss program supported by Total Foods. 
E) This diet program has been launched in markets in Europe, Asia, and South America. 
A) See results in two weeks or get your money back! 
B) Martin Lane from Illinois says that the "Essentials" diet helped him lose two pounds in just one week-just in time for his high-school reunion. 
C) 80% of customers who tried the "Essentials" diet reported that they were happy with the results. 
D) This diet is the only weight-loss program supported by Total Foods. 
E) This diet program has been launched in markets in Europe, Asia, and South America.

Question 20

The price of a product can be a particularly tricky issue in any promotional message.You should always ________.

Accepted Answer

A) downplay the price 
B) highlight the price 
C) look for ways to increase the perceived value of the purchase 
D) avoid using words such as "luxurious" or "economical" to characterize the price 
E) leave out pricing information altogether 
A) downplay the price 
B) highlight the price 
C) look for ways to increase the perceived value of the purchase 
D) avoid using words such as "luxurious" or "economical" to characterize the price 
E) leave out pricing information altogether

Which of the following statements describes a benefit of a product?

Briefly explain the difference between selling points and benefits,giving an example of each.

What are the guidelines for developing an effective persuasive claim?

In marketing and sales messages,what is the primary difference between selling points and benefits?

"You can rely on us to deliver on our promises because we are completely trustworthy." What is the best criticism for this statement?

Which of the following statements uses a deductive approach to persuasion?

Which of the following is a guideline for avoiding faulty logic in a persuasive message?

Which of the following scenarios presents the strategy of anticipating objections while developing persuasive business messages?

In a persuasive claim,it is important to ________.

The bulk of persuasive business messages will involve ________.

"After a grueling 5-hour hike up the hill,the Jungle Lodge seemed like heaven,only with a rather rough-hewn arch for the pearly-gates and an indifferent old man in overalls for St.Peter." This sentence creates logical appeal by using the reasoning method of ________.

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

Which of the following statements would be illegal to use in the message?

Describe ways in which you can minimize the importance of price in a sales letter.Also outline ways in which you can address audience objections to the price of your product.

Which of the following persuasive messages would constitute a sales message?

The company has decided to downplay the pricing of the product.Which of the following lines would best serve this purpose? Where would you place the line in the marketing message?

When putting together persuasive arguments ________.

According to the FTC,offering a money-back guarantee or providing letters from satisfied customers constitutes evidence for claims made in a persuasive message.

Keeping in mind FTC regulations,which of the following statements must be added to the message to best support the claim made in the message?

The price of a product can be a particularly tricky issue in any promotional message.You should always ________.

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

Exam 9: Writing Persuasive Messages

Which of the following statements describes a benefit of a product?

Briefly explain the difference between selling points and benefits,giving an example of each.

What are the guidelines for developing an effective persuasive claim?

In marketing and sales messages,what is the primary difference between selling points and benefits?

"You can rely on us to deliver on our promises because we are completely trustworthy." What is the best criticism for this statement?

Which of the following statements uses a deductive approach to persuasion?

Which of the following is a guideline for avoiding faulty logic in a persuasive message?

Which of the following scenarios presents the strategy of anticipating objections while developing persuasive business messages?

In a persuasive claim,it is important to ________.

The bulk of persuasive business messages will involve ________.

"After a grueling 5-hour hike up the hill,the Jungle Lodge seemed like heaven,only with a rather rough-hewn arch for the pearly-gates and an indifferent old man in overalls for St.Peter." This sentence creates logical appeal by using the reasoning method of ________.

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

Which of the following statements would be illegal to use in the message?

Describe ways in which you can minimize the importance of price in a sales letter.Also outline ways in which you can address audience objections to the price of your product.

Which of the following persuasive messages would constitute a sales message?

The company has decided to downplay the pricing of the product.Which of the following lines would best serve this purpose? Where would you place the line in the marketing message?

When putting together persuasive arguments ________.

According to the FTC,offering a money-back guarantee or providing letters from satisfied customers constitutes evidence for claims made in a persuasive message.

Keeping in mind FTC regulations,which of the following statements must be added to the message to best support the claim made in the message?

The price of a product can be a particularly tricky issue in any promotional message.You should always ________.

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