Question 1

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

Accepted Answer

A)  reducing resistance.
B)  motivating action.
C)  gaining attention.
D)  building interest.

Question 2

Nicole wants to ask her boss if she can telecommute two days a week, but she's afraid her boss will oppose her request. What should she do first in her written request?

Accepted Answer

A)  Reduce resistance 
B)  Gain attention 
C)  Motivate action 
D)  Build interest

Question 3

The best persuasive requests anticipate audience resistance.

Accepted Answer

A) True 
 B)False

Question 4

Persuasive techniques in the digital age are more subtle and misleading.

Accepted Answer

A) True 
 B)False

Question 5

When promoting products and writing sales letters, which of the following is legal?

Accepted Answer

A)  Including a "puffery" statement such as We offer the best service in the industry! 
B)  Using a celebrity's name or likeness in a sales message without his or her permission 
C)  Telling people they are sweepstakes winners or finalists when they really aren't 
D)  All of these choices are legal.

Question 6

The first step in planning a persuasive message is determining the purpose since it establishes the strategy of the message.

Accepted Answer

A) True 
 B)False

Question 7

If you are asking for something that you know will be approved, use the ____________________ organizational pattern.

Accepted Answer

The answer of If you are asking for something that...

Question 8

To be persuasive in a claim letter, you should suggest that the receiver intentionally deceived you or intentionally created the problem.

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A)  Make her requests realistic, doable, and attainable.
B)  Show that she is truthful, experienced, and knowledgeable.
C)  Use plausible support such as statistics, reasons, and analogies to support her view.
D)  Janice should do all of these.

Question 10

The statement A Kodak all-in-one printer may cost a little more, but you'll pay far less for replacement ink than you will with other printers

Accepted Answer

A)  builds interest in a product.
B)  gains attention by describing a problem.
C)  reduces resistance.
D)  motivates action.

Question 11

Paul wants to convince the members of his staff to begin exercising more. He should use an indirect organizational pattern.

Accepted Answer

A) True 
 B)False

Question 12

According to Robert B. Cialdini, six psychological triggers prompt us to act and to believe Which of the following is not one of these triggers?

Accepted Answer

A)  Reciprocation 
B)  Fear 
C)  Social proof 
D)  Scarcity

Question 13

The direct pattern is best when a past claim has been refused or ignored or if you anticipate reluctance to your claim.

Accepted Answer

A) True 
 B)False

Question 14

____________________ appeals related to reason and intellect are often translated into making money and increasing efficiency.

Accepted Answer

The answer of ____________________ appeals related to reason and intellect...

Question 15

The manager of a bookstore plans 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 the 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 16

The best persuasive requests

Accepted Answer

A)  offer a product more cheaply than all other competitors.
B)  anticipate audience resistance.
C)  focus solely on direct benefits.
D)  are spoken rather than written.

Question 17

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

Accepted Answer

A)  You will be helping students learn about the finance field.
B)  You will receive a $500 honorarium.
C)  We would appreciate your giving up your time, and we are grateful for your efforts.
D)  You would earn the respect of all your colleagues.

Question 18

The statement Did you know you can get home delivery of your local newspaper for 40 percent less than the newsstand price?

Accepted Answer

A)  builds interest with an expert opinion.
B)  motivates action.
C)  gains attention by asking a question that focuses on reader benefits.
D)  presents an indirect benefit.

Question 19

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.

Question 20

Which of the following statements about complaint messages is least accurate?

Accepted Answer

A)  If the goal of your complaint letter is to change something, then persuasion is necessary.
B)  An effective complaint message makes a reasonable and valid request and presents a logical case with clear facts.
C)  Anger and emotion are effective persuaders in complaint messages.
D)  Some complaint messages just vent anger.

Exam 10: Persuasive and Sales Messages

The best persuasive requests

Correct AnswerverifiedShow Answer

Paul wants to convince the members of his staff to begin exercising more. He should use an indirect organizational pattern.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Nicole wants to ask her boss if she can telecommute two days a week, but she's afraid her boss will oppose her request. What should she do first in her written request?

Correct AnswerverifiedShow Answer

According to Robert B. Cialdini, six psychological triggers prompt us to act and to believe Which of the following is not one of these triggers?

Correct AnswerverifiedShow Answer

Which of the following statements about complaint messages is least accurate?

Correct AnswerverifiedShow Answer

____________________ appeals related to reason and intellect are often translated into making money and increasing efficiency.

Correct AnswerverifiedShow Answer

If you are asking for something that you know will be approved, use the ____________________ organizational pattern.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The direct pattern is best when a past claim has been refused or ignored or if you anticipate reluctance to your claim.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The manager of a bookstore plans 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?

Correct AnswerverifiedShow Answer

The first step in planning a persuasive message is determining the purpose since it establishes the strategy of the message.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

When promoting products and writing sales letters, which of the following is legal?

Correct AnswerverifiedShow Answer

The best persuasive requests anticipate audience resistance.

Correct AnswerverifiedShow Answer

To be persuasive in a claim letter, you should suggest that the receiver intentionally deceived you or intentionally created the problem.

Correct AnswerverifiedShow Answer

The statement A Kodak all-in-one printer may cost a little more, but you'll pay far less for replacement ink than you will with other printers

Correct AnswerverifiedShow Answer

The statement Did you know you can get home delivery of your local newspaper for 40 percent less than the newsstand price?

Correct AnswerverifiedShow Answer

Persuasive techniques in the digital age are more subtle and misleading.

Correct AnswerverifiedShow Answer

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