Question 1

If you put readers to work using your product, service, or idea to solve problems, they will be the subject of most of the sentences of your sales message.

Accepted Answer

A) True 
 B)False

Question 2

In a sales message, _____.

Accepted Answer

A)  a well-known anecdote should be included to gain the reader's attention
B)  cliched statements should be included to make the message sound authentic
C)   general remarks about a product's durability and appearance should be included to create desire
D)   the desired action should be defined in specific terms that are easy to completeE) All of the above
F) B) and C)

Question 3

Which of the following is true of the last paragraph of a sales message?

Accepted Answer

A)  It should include testimonials, guarantees, and enclosures.
B)  It should be written using a deductive outline.
C)   It should restate the central selling point.
D)   It should be relatively long and detailed.E) A) and D)
F) A) and B)

Question 4

When a deductive approach is used in a persuasive situation, chances of getting cooperation are maximum.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is an effective statement for requesting action using a sales message?

Accepted Answer

A)  "Make your purchase before December 15, and receive your rebate."
B)  "If you make a decision, you might be eligible for a discount."
C)   "Let us hear from you about your purchase decision."
D)   "We hope you will fill out your preferences for us to customize the product."E) A) and C)
F) All of the above

Question 6

To get a reader's attention and interest using a sales message, you must:

Accepted Answer

A)  place the central selling feature of a product in the middle paragraph of the message.
B)  choose an anecdote that is likely to be familiar to the reader.
C)   organize the message using the deductive outline.
D)   use a unique combination of words to describe how a product can solve the reader's problem.E) None of the above
F) B) and D)

Question 7

Marcus is writing a persuasive message asking his employees to complete an online survey. Which of the following guidelines should he follow when writing his message?

Accepted Answer

A)  He should keep the paragraphs long and detailed.
B)  He should use concrete nouns and active verbs.
C)   He should focus on aspects that benefit the company.
D)   He should use a deductive outline.E) A) and B)
F) A) and C)

Question 8

Briefly explain some common used attention-getting devices used in sales messages.

Accepted Answer

Answers will vary. Various techniques ha...

Question 9

Which of the following questions should you ask before writing a persuasive message to identify the desired action?

Accepted Answer

A)  What will your product, service, or idea do for the reader?
B)  What do you want the reader to do?
C)   How might cultural differences affect your message?
D)   What is the cost to the receiver?E) B) and C)
F) A) and D)

Question 10

Identify a true statement about the last paragraph of a sales message.

Accepted Answer

A)  It should be relatively short for proper clarity and emphasis.
B)  It should include testimonials, guarantees, and enclosures.
C)   It should include a detailed description of the product to be sold.
D)   It should not restate the central selling point.E) C) and D)
F) None of the above

Question 11

An outstanding feature of a product mentioned in the first sentence of a sales message might go unnoticed, but it will stand out if mentioned in the middle of the message.

Accepted Answer

A) True 
 B)False

Question 12

Discuss the characteristics of an effective persuasive claim.

Accepted Answer

Answers will vary. Like sales messages, ...

Question 13

Discuss how an effective sales message can provide an incentive for quick action.

Accepted Answer

Answers will vary. If the reader waits t...

Question 14

Unlike routine claims, persuasive claims:

Accepted Answer

A)  use a deductive sequence.
B)  are granted quickly and willingly.
C)   do not begin by asking for an adjustment.
D)   do not require logical arguments.E) C) and D)
F) B) and C)

Question 15

A commonly used appeal in a sales message for getting quick action is to encourage customers to buy:

Accepted Answer

A)  while prices are not in effect.
B)  when the company will receive benefits.
C)   when a rebate is being offered.
D)   on business days.E) C) and D)
F) B) and C)

Question 16

An effective sales message promoting a service uses complete sentences rather than a series of phrases to gain attention.

Accepted Answer

A) True 
 B)False

Question 17

Persuasive memos and email messages are shorter than most routine messages.

Accepted Answer

A) True 
 B)False

Question 18

A(n)  _____ is needed in a sales message when the audience is not known to have expressed an interest in a product, idea, or service previously.

Accepted Answer

A)  resale
B)  counterproposal
C)   buffer
D)   attention-getterE) C) and D)
F) B) and C)

Question 19

One of the objectives of _____ in an unsolicited sales message is to introduce a relationship between the audience and the product, service, or idea.

Accepted Answer

A)  the salutation
B)  the attention-getter
C)   a counterproposal
D)   an enclosureE) B) and D)
F) B) and C)

Question 20

Using a personal experience as an attention-getting tool in an unsolicited sales message is ineffective in gaining the attention of the readers.

Accepted Answer

A) True 
 B)False

Exam 8: Delivering Persuasive Messages

Unlike routine claims, persuasive claims:

Correct AnswerverifiedShow Answer

An effective sales message promoting a service uses complete sentences rather than a series of phrases to gain attention.

Correct AnswerverifiedShow Answer

One of the objectives of _____ in an unsolicited sales message is to introduce a relationship between the audience and the product, service, or idea.

Correct AnswerverifiedShow Answer

When a deductive approach is used in a persuasive situation, chances of getting cooperation are maximum.

Correct AnswerverifiedShow Answer

Briefly explain some common used attention-getting devices used in sales messages.

Correct AnswerverifiedAnswers will vary. Various techniques ha...View AnswerShow Answer

Persuasive memos and email messages are shorter than most routine messages.

Correct AnswerverifiedShow Answer

Discuss the characteristics of an effective persuasive claim.

Correct AnswerverifiedAnswers will vary. Like sales messages, ...View AnswerShow Answer

An outstanding feature of a product mentioned in the first sentence of a sales message might go unnoticed, but it will stand out if mentioned in the middle of the message.

Correct AnswerverifiedShow Answer

Which of the following is true of the last paragraph of a sales message?

Correct AnswerverifiedShow Answer

Identify a true statement about the last paragraph of a sales message.

Correct AnswerverifiedShow Answer

Which of the following is an effective statement for requesting action using a sales message?

Correct AnswerverifiedShow Answer

A(n) _____ is needed in a sales message when the audience is not known to have expressed an interest in a product, idea, or service previously.

Correct AnswerverifiedShow Answer

Marcus is writing a persuasive message asking his employees to complete an online survey. Which of the following guidelines should he follow when writing his message?

Correct AnswerverifiedShow Answer

To get a reader's attention and interest using a sales message, you must:

Correct AnswerverifiedShow Answer

If you put readers to work using your product, service, or idea to solve problems, they will be the subject of most of the sentences of your sales message.

Correct AnswerverifiedShow Answer

A commonly used appeal in a sales message for getting quick action is to encourage customers to buy:

Correct AnswerverifiedShow Answer

Using a personal experience as an attention-getting tool in an unsolicited sales message is ineffective in gaining the attention of the readers.

Correct AnswerverifiedShow Answer

Which of the following questions should you ask before writing a persuasive message to identify the desired action?

Correct AnswerverifiedShow Answer

In a sales message, _____.

Correct AnswerverifiedShow Answer

Discuss how an effective sales message can provide an incentive for quick action.

Correct AnswerverifiedAnswers will vary. If the reader waits t...View AnswerShow Answer

Correct Answer
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Answers will vary. Various techniques ha...
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Correct Answer
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Correct Answer
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Answers will vary. Like sales messages, ...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Answers will vary. If the reader waits t...
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