Question 1

____________________ appeals used to build interest in a sales message relate to status, ego, and sensual feelings.

Accepted Answer

The answer of ____________________ appeals used to build interest in...

Question 2

One of the best ways to persuade management to adopt an idea is to show how the idea will save the company money.

Accepted Answer

A) True 
 B)False

Question 3

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

Accepted Answer

A)  Motivate action, gain attention, build interest, request order 
B)  Gain attention, build interest, reduce resistance, motivate action 
C)  Build interest, gain attention, motivate action, reduce resistance 
D)  Gain attention, build interest, motivate action, request order 
A)  Motivate action, gain attention, build interest, request order 
B)  Gain attention, build interest, reduce resistance, motivate action 
C)  Build interest, gain attention, motivate action, reduce resistance 
D)  Gain attention, build interest, motivate action, request order

Question 4

Amanda is writing a claim letter about unsatisfactory service she received at a recent business dinner.She should enclose a copy of her restaurant receipt.

Accepted Answer

A) True 
 B)False

Question 5

You should show anger and frustration in a claim letter to show that you are serious about the matter.

Accepted Answer

A) True 
 B)False

Question 6

The manager of a bookstore plant to use e-mail to send an online sales message announcing a special sale.What is the best advice to make this e-marketing campaign successful?

Accepted Answer

A)  Leave the subject line blank so that readers will be curious enough to open the message. 
B)  Build interest by placing the most important information near the end of the message. 
C)  Send your e-mail sales message only to those who have given permission. 
D)  Include at least eight to ten central selling points to overcome any resistance. 
A)  Leave the subject line blank so that readers will be curious enough to open the message. 
B)  Build interest by placing the most important information near the end of the message. 
C)  Send your e-mail sales message only to those who have given permission. 
D)  Include at least eight to ten central selling points to overcome any resistance.

Question 7

The statement Driving while under the influence of alcohol is dangerous to everyone on the road because it is unsafe is an example of

Accepted Answer

A)  circular reasoning. 
B)  logical reasoning. 
C)  begging the question. 
D)  post hoc (after, thus, because). 
A)  circular reasoning. 
B)  logical reasoning. 
C)  begging the question. 
D)  post hoc (after, thus, because).

Question 8

Describe the difference between rational appeals and emotional appeals and explain when you would use each.Then write an example of each type of appeal.

Accepted Answer

Student answers will vary.
Rational appe

Question 9

When you expect your reader to be resistant to your request, it's best to use the ____________________ organizational pattern.

Accepted Answer

The answer of When you expect your reader to be...

Question 10

On a Web site 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

Accepted Answer

A)  indirect benefits to the reader. 
B)  expert opinion. 
C)  facts and statistics. 
D)  problem description. 
A)  indirect benefits to the reader. 
B)  expert opinion. 
C)  facts and statistics. 
D)  problem description.

Question 11

If you enclose unsolicited merchandise with a sales letter, the receiver must either pay for it or return it.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following statements about direct mail marketing is most accurate?

Accepted Answer

A)  With the increasing popularity of e-marketing, direct mail marketing has become obsolete. 
B)  Sales letters are generally written by specialists. 
C)  Direct mail marketing is more invasive than telephone solicitations and more hated than unsolicited e-mail. 
D)  Because marketing is such a science, very few people ever have the opportunity to write anything considered a sales letter. 
A)  With the increasing popularity of e-marketing, direct mail marketing has become obsolete. 
B)  Sales letters are generally written by specialists. 
C)  Direct mail marketing is more invasive than telephone solicitations and more hated than unsolicited e-mail. 
D)  Because marketing is such a science, very few people ever have the opportunity to write anything considered a sales letter.

Question 13

In a letter advertising its recycling services, The Greenfield Recycling Company stresses that customers will feel the satisfaction of knowing that they have helped to preserve the environment.This persuasive technique relies on

Accepted Answer

A)  direct benefits to the reader. 
B)  expert opinion. 
C)  facts and statistics. 
D)  indirect benefits to the reader. 
A)  direct benefits to the reader. 
B)  expert opinion. 
C)  facts and statistics. 
D)  indirect benefits to the reader.

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

Mallory was just hired as a sales rep for a large telecommunications company.She knows her new job will require her to be persuasive.Which of the following is a persuasion technique that Mallory should use on her new job?

Accepted Answer

A)  Make her requests realistic, doable, and attainable. 
B)  Create trust in her readers and listeners. 
C)  Use printed resources, statistics, and examples to support her view. 
D)  Mallory should do all of these. 
A)  Make her requests realistic, doable, and attainable. 
B)  Create trust in her readers and listeners. 
C)  Use printed resources, statistics, and examples to support her view. 
D)  Mallory should do all of these.

Question 16

For all businesspeople, persuasion is a critical skill.

Accepted Answer

A) True 
 B)False

Question 17

A successful and practical persuasive message shows receivers how your request will help them solve a problem, achieve a personal or work objective, or make life easier.

Accepted Answer

A) True 
 B)False

Question 18

A manager who persuades employees to accept pay cuts because of low profits but fails to reveal executive bonuses is demonstrating ethical behavior.

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

A)  Open with an objective statement of the problem. 
B)  Open with a detailed chronology of what happened. 
C)  Open with a statement that clearly shows your frustration with the situation. 
D)  All of these choices would be effective ways to begin a persuasive claim letter. 
A)  Open with an objective statement of the problem. 
B)  Open with a detailed chronology of what happened. 
C)  Open with a statement that clearly shows your frustration with the situation. 
D)  All of these choices would be effective ways to begin a persuasive claim letter.

Question 20

Which of the following situations would require a persuasive claim or complaint letter?

Accepted Answer

A)  Melanie noticed that the charger cord for an iPhone that she purchased last month is starting to split open. 
B)  Gus ordered business cards that were printed on the wrong color of cardstock. 
C)  Chelsea's transmission failed two months after her car warranty expired. 
D)  Mike's December credit card statement contains a $65 charge that he didn't make. 
A)  Melanie noticed that the charger cord for an iPhone that she purchased last month is starting to split open. 
B)  Gus ordered business cards that were printed on the wrong color of cardstock. 
C)  Chelsea's transmission failed two months after her car warranty expired. 
D)  Mike's December credit card statement contains a $65 charge that he didn't make.

____________________ appeals used to build interest in a sales message relate to status, ego, and sensual feelings.

One of the best ways to persuade management to adopt an idea is to show how the idea will save the company money.

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

Amanda is writing a claim letter about unsatisfactory service she received at a recent business dinner.She should enclose a copy of her restaurant receipt.

You should show anger and frustration in a claim letter to show that you are serious about the matter.

The manager of a bookstore plant to use e-mail to send an online sales message announcing a special sale.What is the best advice to make this e-marketing campaign successful?

The statement Driving while under the influence of alcohol is dangerous to everyone on the road because it is unsafe is an example of

Describe the difference between rational appeals and emotional appeals and explain when you would use each.Then write an example of each type of appeal.

When you expect your reader to be resistant to your request, it's best to use the ____________________ organizational pattern.

On a Web site 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

If you enclose unsolicited merchandise with a sales letter, the receiver must either pay for it or return it.

Which of the following statements about direct mail marketing is most accurate?

In a letter advertising its recycling services, The Greenfield Recycling Company stresses that customers will feel the satisfaction of knowing that they have helped to preserve the environment.This persuasive technique relies on

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

Mallory was just hired as a sales rep for a large telecommunications company.She knows her new job will require her to be persuasive.Which of the following is a persuasion technique that Mallory should use on her new job?

For all businesspeople, persuasion is a critical skill.

A successful and practical persuasive message shows receivers how your request will help them solve a problem, achieve a personal or work objective, or make life easier.

A manager who persuades employees to accept pay cuts because of low profits but fails to reveal executive bonuses is demonstrating ethical behavior.

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

Which of the following situations would require a persuasive claim or complaint letter?

Effective and Ethical Communication at Work

Professionalism: Team, Meeting, Listening, Nonverbal, and Etiquette Skills

Intercultural Communication

Planning Business Messages

Organizing and Writing Business Messages

Revising Business Messages

Electronic Messages and Digital Media

Positive Messages

Negative Messages

Report and Research Basics

Informal Business Reports

Proposals, Business Plans, and Formal Business Reports

Business Presentations

The Job Search, Resumes, and Cover Letters

Interviewing and Following Up

Filters

Exam 10: Persuasive and Sales Messages

____________________ appeals used to build interest in a sales message relate to status, ego, and sensual feelings.

One of the best ways to persuade management to adopt an idea is to show how the idea will save the company money.

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

Amanda is writing a claim letter about unsatisfactory service she received at a recent business dinner.She should enclose a copy of her restaurant receipt.

You should show anger and frustration in a claim letter to show that you are serious about the matter.

The manager of a bookstore plant to use e-mail to send an online sales message announcing a special sale.What is the best advice to make this e-marketing campaign successful?

The statement Driving while under the influence of alcohol is dangerous to everyone on the road because it is unsafe is an example of

Describe the difference between rational appeals and emotional appeals and explain when you would use each.Then write an example of each type of appeal.

When you expect your reader to be resistant to your request, it's best to use the ____________________ organizational pattern.

On a Web site 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

If you enclose unsolicited merchandise with a sales letter, the receiver must either pay for it or return it.

Which of the following statements about direct mail marketing is most accurate?

In a letter advertising its recycling services, The Greenfield Recycling Company stresses that customers will feel the satisfaction of knowing that they have helped to preserve the environment.This persuasive technique relies on

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

Mallory was just hired as a sales rep for a large telecommunications company.She knows her new job will require her to be persuasive.Which of the following is a persuasion technique that Mallory should use on her new job?

For all businesspeople, persuasion is a critical skill.

A successful and practical persuasive message shows receivers how your request will help them solve a problem, achieve a personal or work objective, or make life easier.

A manager who persuades employees to accept pay cuts because of low profits but fails to reveal executive bonuses is demonstrating ethical behavior.

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

Which of the following situations would require a persuasive claim or complaint letter?

Effective and Ethical Communication at Work

Professionalism: Team, Meeting, Listening, Nonverbal, and Etiquette Skills

Intercultural Communication

Planning Business Messages

Organizing and Writing Business Messages

Revising Business Messages

Electronic Messages and Digital Media

Positive Messages

Negative Messages

Report and Research Basics

Informal Business Reports

Proposals, Business Plans, and Formal Business Reports

Business Presentations

The Job Search, Resumes, and Cover Letters

Interviewing and Following Up

Filters