Question 1

The body of a persuasive request should motivate action.

Accepted Answer

A) True 
 B)False

Question 2

Online sales messages are generally shorter than direct-mail messages.

Accepted Answer

A) True 
 B)False

Question 3

A manager's goals in writing a persuasive memo to employees using the indirect strategy are to present a strong but honest argument and to avoid manipulation or trickery.

Accepted Answer

A) True 
 B)False

Question 4

A successful persuasive message is typically longer than a direct message.

Accepted Answer

A) True 
 B)False

Question 5

As a manager, Corbin must inform his staff that all employees must now contribute more to their health insurance premiums. What advice should Corbin follow when delivering his message?

Accepted Answer

A)  Avoid telling the employees the reason for the decision.
B)  Use a threatening tone so that employees know that this is a serious matter.
C)  Be honest and provide the important reasons for the increase in individual contributions.
D)  Tell the employees to "Suck it up" and deal with the increased individual costs.E) None of the above
F) B) and C)

Question 6

Which of the following is true about short persuasive messages submitted online?

Accepted Answer

A)  All four parts of the AIDA strategy must be incorporated.
B)  Social media are primarily suited for overt selling.
C)  Twitter should be avoided because the 140-character limit prevents messages from being effective.
D)  Tweets and other online posts can be used to project a professional, positive image.E) A) and C)
F) C) and D)

Question 7

AIDA, the indirect strategy for persuasive messages, seeks to gain the attention, interest, ________, and action of the audience.

Accepted Answer

A)  direction
B)  desire
C)  devotion
D)  discernmentE) A) and D)
F) B) and C)

Question 8

Purposes of e-mail marketing include attracting new customers, keeping existing customers, encouraging future sales, cross-selling, and

Accepted Answer

A)  seeking new employees.
B)  lobbying local legislators.
C)  cutting costs.
D)  importing products from international businesses.E) A) and B)
F) A) and C)

Question 9

Persuasive claim messages are also called

Accepted Answer

A)  inquiries.
B)  adjustment messages.
C)  sales messages
D)  complaint messages.E) A) and B)
F) All of the above

Question 10

Persuasion used in today's business environment focuses on manipulating others.

Accepted Answer

A) True 
 B)False

Question 11

Persuasive ____________________ messages, also called complaint messages, are used to complain about damaged products, mistaken billing, inaccurate shipments, warranty problems, limited return policies, insurance snafus, faulty merchandise, and other problems.

Accepted Answer

The answer of Persuasive ____________________ messages, also called complaint messages,...

Question 12

Which statement about today's organizations and their employees is most accurate?

Accepted Answer

A)  Organizations are establishing more levels of management to conduct operations and to oversee employees.
B)  Executives today rely on persuasion to achieve buy-in from subordinates.
C)  There have been few changes in today's organizations for employees.
D)  Today's information-age workers rely on managers to be their information providers.E) C) and D)
F) None of the above

Question 13

An effective persuasive technique is to tie the facts to writer benefits.

Accepted Answer

A) True 
 B)False

Question 14

You must write a sales message to prospective customers. What should you do in the opening of your sales message?

Accepted Answer

A)  Offer something valuable, promise a benefit to the reader, or use some other technique to gain your reader's attention.
B)  Convince your reader of the superiority of the product or service being sold.
C)  Motivate your reader to take action.
D)  Promise an incentive for responding by a specific date.E) A) and B)
F) A) and C)

Question 15

Emotional appeals

Accepted Answer

A)  focus on making or saving money.
B)  explain how to increase efficiency or protect resources.
C)  solve workplace problems.
D)  focus on status, ego, and sensual feelings.E) A) and D)
F) A) and C)

Question 16

Messages such as information about procedures, equipment, or customer service should be organized using the ____________ strategy.

Accepted Answer

The answer of Messages such as information about procedures, equipment,...

Question 17

When creating a persuasive message, you should expect and overcome resistance.

Accepted Answer

A) True 
 B)False

Question 18

The opening of a sales message is less important than the body.

Accepted Answer

A) True 
 B)False

Question 19

An effective direct-mail sales letter

Accepted Answer

A)  uses only rational appeals.
B)  uses only emotional appeals.
C)  presents information completely, using a personalized tone.
D)  is designed for a general audience.E) B) and D)
F) A) and C)

Question 20

The number of persuasive messages the average consumer receives has increased drastically within the last decade.

Accepted Answer

A) True 
 B)False

Exam 8: Persuasive Messages

Persuasive ____________________ messages, also called complaint messages, are used to complain about damaged products, mistaken billing, inaccurate shipments, warranty problems, limited return policies, insurance snafus, faulty merchandise, and other problems.

Correct AnswerverifiedShow Answer

Which of the following is true about short persuasive messages submitted online?

Correct AnswerverifiedShow Answer

A successful persuasive message is typically longer than a direct message.

Correct AnswerverifiedShow Answer

You must write a sales message to prospective customers. What should you do in the opening of your sales message?

Correct AnswerverifiedShow Answer

Purposes of e-mail marketing include attracting new customers, keeping existing customers, encouraging future sales, cross-selling, and

Correct AnswerverifiedShow Answer

Persuasive claim messages are also called

Correct AnswerverifiedShow Answer

A manager's goals in writing a persuasive memo to employees using the indirect strategy are to present a strong but honest argument and to avoid manipulation or trickery.

Correct AnswerverifiedShow Answer

Messages such as information about procedures, equipment, or customer service should be organized using the ____________ strategy.

Correct AnswerverifiedShow Answer

The opening of a sales message is less important than the body.

Correct AnswerverifiedShow Answer

Emotional appeals

Correct AnswerverifiedShow Answer

The body of a persuasive request should motivate action.

Correct AnswerverifiedShow Answer

Persuasion used in today's business environment focuses on manipulating others.

Correct AnswerverifiedShow Answer

The number of persuasive messages the average consumer receives has increased drastically within the last decade.

Correct AnswerverifiedShow Answer

An effective persuasive technique is to tie the facts to writer benefits.

Correct AnswerverifiedShow Answer

Which statement about today's organizations and their employees is most accurate?

Correct AnswerverifiedShow Answer

When creating a persuasive message, you should expect and overcome resistance.

Correct AnswerverifiedShow Answer

Online sales messages are generally shorter than direct-mail messages.

Correct AnswerverifiedShow Answer

An effective direct-mail sales letter

Correct AnswerverifiedShow Answer

As a manager, Corbin must inform his staff that all employees must now contribute more to their health insurance premiums. What advice should Corbin follow when delivering his message?

Correct AnswerverifiedShow Answer

AIDA, the indirect strategy for persuasive messages, seeks to gain the attention, interest, ________, and action of the audience.

Correct AnswerverifiedShow Answer

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