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Exam 10: Persuasive and Sales Messages

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Question 21

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Which of the following will most likely require persuasion within an organization?

A) A supervisor tells her staff that they must work overtime to complete a project by the deadline.
B) A team leader tells other team members how to upload information to the company website.
C) An employee proposes a tuition reimbursement program to the company's board of directors.
D) The CEO invites all employees to a holiday party.

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Question 22

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When you expect your reader to resist your request,it's best to use the ________ organizational pattern.

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Question 23

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Persuasion becomes ________ when facts are distorted,overlooked,or manipulated with an intent to deceive.

Which of the following statements would be the best closing for a persuasive claim or complaint letter?

E-mail marketing is less expensive than direct-mail marketing.

A claim message should be developed ________;that is,it should open with an objective statement of the problem before explaining precisely what happened or why your claim is legitimate.

Persuasion is defined as a ________ process in which communicators try to convince other people to change their attitudes or behaviors regarding an issue through the transmission of a message in an atmosphere of free choice.

Which of the following is true about persuasion in the digital age?

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

An effective opener for a press release might be WB Lending Corporation supports the community by sponsoring Dunwoody Elementary School's Read-to-Learn Program.

Byron has ended a sales message with the sentence Book your vacation by May 15 to receive a seventh night free.What technique is he using to motivate action?

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 ________.

Successful businesspeople create persuasive memos,letters,e-mail messages,reports,and presentations that get the results they want.Your textbook presents six techniques that can help you persuade 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 to invest in a product or new equipment.

Adam is writing a proposal to the board of directors about an idea he has for a new product line.What should he do to best persuade the members to adopt his idea?

Which of the following statements about complaint messages is mostaccurate?

Sheila is writing a persuasive message to potential customers and opens with this sentence You can reduce your monthly energy bill by 30 percent or more.She is gaining the reader's attention by using what type of opening statement?

Use facts,figures,expert opinions,and examples in a persuasive message to build __________ in your product or idea.

All the effort you put into a sales message goes to waste if the reader fails to act.Identify three types of motivators that you might include to give the reader an extra "push" and provide an example of each.

Which of the following situations requires use of the AIDA (indirect) strategy?