Exam 10: Persuasive and Sales Messages

Instructions or directives moving downward from superiors to subordinates usually require

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

Successful businesspeople create persuasive memos, letters, e-mail messages, reports, and presentations that get the results they want.Your textbook presents six persuasion techniques that can help you be effective in getting your ideas accepted by your fellow workers, superiors, and clients.List and explain four of these techniques.

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 invest in a product or new equipment.

An effective press release focuses on benefits to the audience of the target media and is written in the style of the targeted publication or newscast.

To best overcome resistance, bring up every possible objection your reader might have.

In persuading a busy executive to visit a college class, which of the following illustrates a direct benefit to the reader?

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

To start your home water delivery service immediately, call us at 1-800-555-1111 is an example of

Showing customers how your product or service specifically solves a problem, achieves a personal or work objective, or makes life easier is accomplished by

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.

The opening paragraph of a persuasive request should gain the ____________________ of the reader.

The statement Did you know you can get home delivery of The Wall Street Journal for 40 percent less than the newsstand price?

In which of the following situations is the writer being unethical?

When you are writing to complain about something and you're worried that your reader might be reluctant to grant your claim, you should use