Question 1

When you're composing a persuasive message, all of the following except ________ are common mistakes that you need to avoid.

Accepted Answer

A) using a hard-sell approach 
B) promoting compromise 
C) relying solely on great arguments 
D) assuming that persuasion is a one-shot effort 
A) using a hard-sell approach 
B) promoting compromise 
C) relying solely on great arguments 
D) assuming that persuasion is a one-shot effort B

Question 2

Demographic information includes people's psychological characteristics, such as personality, attitudes, and lifestyle.

Accepted Answer

A) True 
 B)False  False

Question 3

In the practice of ________, behaviorally targeted ads from one website follow an online shopper when he or she moves on to other websites.

Accepted Answer

remarketing
Explanation:In remarketing, behaviorally targeted ads follow users as they move from website to website.

Question 4

The desire phase of a conventional marketing or sales message should

Accepted Answer

A) cut through "the clutter" to get your audience's attention. 
B) build interest in the product or service that the message is promoting. 
C) expand on your explanation of how the product or service will benefit them. 
D) include a persuasive call to action. 
A) cut through "the clutter" to get your audience's attention. 
B) build interest in the product or service that the message is promoting. 
C) expand on your explanation of how the product or service will benefit them. 
D) include a persuasive call to action.

Question 5

When writing a persuasive claim letter, you should

Accepted Answer

A) assume that the other person has no interest in helping you. 
B) use a confident and positive tone. 
C) mention as many additional complaints as possible about the company. 
D) say you have already contacted an attorney (even if you really haven't). 
A) assume that the other person has no interest in helping you. 
B) use a confident and positive tone. 
C) mention as many additional complaints as possible about the company. 
D) say you have already contacted an attorney (even if you really haven't).

Question 6

________ are the particular advantages that readers will realize from the features of a product or idea.

Accepted Answer

Benefits
Explanation:One benef

Question 7

Most persuasive business messages involve requests for action.

Accepted Answer

A) True 
 B)False

Question 8

When is it a good idea to use the direct approach for persuasive messages?

Accepted Answer

Using the direct approach for persuasive

Question 9

An analogy lets you

Accepted Answer

A) reason from one specific piece of evidence to another specific piece of evidence. 
B) reason from one specific piece of evidence to a general conclusion. 
C) reason from a generalization to a specific conclusion. 
D) do all of the above. 
A) reason from one specific piece of evidence to another specific piece of evidence. 
B) reason from one specific piece of evidence to a general conclusion. 
C) reason from a generalization to a specific conclusion. 
D) do all of the above.

Question 10

Induction refers to reasoning from a generalization to a specific conclusion.

Accepted Answer

A) True 
 B)False

Question 11

One of the best ways to gain credibility for your message is to support it with objective evidence.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following is not an example of demographic information?

Accepted Answer

A) Age 
B) Occupation 
C) Lifestyle 
D) Income 
A) Age 
B) Occupation 
C) Lifestyle 
D) Income

Question 13

In marketing and sales messages, what is the primary difference between selling points and benefits?

Accepted Answer

A) Selling points are positive whereas benefits are not. 
B) Selling points focus on the user rather than the product. 
C) Selling points focus on the product rather than the user. 
D) None of the above is correct. 
A) Selling points are positive whereas benefits are not. 
B) Selling points focus on the user rather than the product. 
C) Selling points focus on the product rather than the user. 
D) None of the above is correct.

Question 14

The fact that the new hybrid car gets 56 miles per gallon in highway driving is a(n)________ point for the car.

Accepted Answer

selling
Explanation:A selling

Question 15

Briefly explain several guidelines for adapting marketing and sales messages for social media.

Accepted Answer

Use the following guidelines to adapt pr

Question 16

One way to overcome audience resistance to your message is to

Accepted Answer

A) use the hard-sell approach. 
B) address all possible concerns that your audience has. 
C) emphasize the positive. 
D) do all of the above. 
A) use the hard-sell approach. 
B) address all possible concerns that your audience has. 
C) emphasize the positive. 
D) do all of the above.

Question 17

If a supervisor tells a worker who consistently arrives late, "I know you don't want to have your pay docked," the supervisor is addressing the worker's need for

Accepted Answer

A) safety and security. 
B) acceptance. 
C) status and esteem. 
D) self-actualization. 
A) safety and security. 
B) acceptance. 
C) status and esteem. 
D) self-actualization.

Question 18

When your AIDA message uses an indirect approach and is delivered by email, what are two goals to keep in mind as you write the subject line?

Accepted Answer

One challenge in this situatio

Question 19

Why is it especially important in marketing and sales messages to avoid implying offers or promises you cannot fulfill?

Accepted Answer

In many states, marketing and sales mess

Question 20

The AIDA model can be used with both the direct and indirect approaches for persuasive messages.

Accepted Answer

A) True 
 B)False

Exam 12: Writing Persuasive Messages

When you're composing a persuasive message, all of the following except ________ are common mistakes that you need to avoid.

Demographic information includes people's psychological characteristics, such as personality, attitudes, and lifestyle.

In the practice of ________, behaviorally targeted ads from one website follow an online shopper when he or she moves on to other websites.

The desire phase of a conventional marketing or sales message should

When writing a persuasive claim letter, you should

________ are the particular advantages that readers will realize from the features of a product or idea.

Most persuasive business messages involve requests for action.

When is it a good idea to use the direct approach for persuasive messages?

An analogy lets you

Induction refers to reasoning from a generalization to a specific conclusion.

One of the best ways to gain credibility for your message is to support it with objective evidence.

Which of the following is not an example of demographic information?

In marketing and sales messages, what is the primary difference between selling points and benefits?

The fact that the new hybrid car gets 56 miles per gallon in highway driving is a(n)________ point for the car.

Briefly explain several guidelines for adapting marketing and sales messages for social media.

One way to overcome audience resistance to your message is to

If a supervisor tells a worker who consistently arrives late, "I know you don't want to have your pay docked," the supervisor is addressing the worker's need for

When your AIDA message uses an indirect approach and is delivered by email, what are two goals to keep in mind as you write the subject line?

Why is it especially important in marketing and sales messages to avoid implying offers or promises you cannot fulfill?

The AIDA model can be used with both the direct and indirect approaches for persuasive messages.

Achieving Success Through Effective Business Communication

Mastering Team Skills and Interpersonal Communication

Communicating in a World of Diversity

Planning Business Messages

Writing Business Messages

Completing Business Messages

Electronic Media

Social Media

Visual Media

Writing Routine and Positive Messages

Writing Negative Messages

Finding, Evaluating, and Processing Information

Planning Reports and Proposals

Writing and Completing Reports and Proposals

Developing Oral and Online Presentations

Enhancing Presentations with Slides and Other Visuals

Building Careers and Writing Résumés

Applying and Interviewing for Employment

Handbook of Grammar, Mechanics, and Usage

Format and Layout of Business Documents

Documentation of Report Sources

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