Question 1

What are extrinsic benefits?

Accepted Answer

Extrinsic benefits are "added on"; they do not necessarily come from using the product,or doing the action.

Question 2

"Our workout plan makes it easy to get the exercise you need" is a:

Accepted Answer

A) strong reader benefit because it clearly states what the reader will get. 
B) strong reader benefit because it appeals to the reader's sense of health. 
C) weak reader benefit because it offers no specifics. 
D) weak reader benefit because it says nothing about cost savings. 
A) strong reader benefit because it clearly states what the reader will get. 
B) strong reader benefit because it appeals to the reader's sense of health. 
C) weak reader benefit because it offers no specifics. 
D) weak reader benefit because it says nothing about cost savings. C

Question 3

Identifying the obvious features of your product or policy is the first step in brainstorming when benefits are hard to identify.

Accepted Answer

A) True 
 B)False  False

Question 4

Psychological description is a technique you can use to develop vivid,specific reader benefits.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is true about the hierarchy of needs?

Accepted Answer

A) Whenever lower-level needs make themselves felt,they take priority. 
B) Physical needs are the highest level of needs as people need to eat to stay alive. 
C) People experience the hierarchy of needs sequentially. 
D) Self-fulfilment needs are the most basic needs. 
A) Whenever lower-level needs make themselves felt,they take priority. 
B) Physical needs are the highest level of needs as people need to eat to stay alive. 
C) People experience the hierarchy of needs sequentially. 
D) Self-fulfilment needs are the most basic needs.

Question 6

One-sentence reader benefits are the most effective.

Accepted Answer

A) True 
 B)False

Question 7

When reader benefits are difficult to identify,one should keep in mind the feelings and values of the audience and focus on the obvious features of your product or policy.

Accepted Answer

A) True 
 B)False

Question 8

One should use at least one benefit for each subgroup in the audience.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following does a psychological description use to prevent a technique from backfiring?

Accepted Answer

A) Indicative verbs 
B) Imperative verbs 
C) Transitive verbs 
D) Subjunctive verbs 
A) Indicative verbs 
B) Imperative verbs 
C) Transitive verbs 
D) Subjunctive verbs

Question 10

A _____ results from using a feature.

Accepted Answer

A) trait 
B) need 
C) purpose 
D) benefit 
A) trait 
B) need 
C) purpose 
D) benefit

Question 11

People prefer _______ rewards in comparison to tangible rewards.

Accepted Answer

A) low-level esteem 
B) expensive 
C) edible and tasty 
D) high-level esteem 
A) low-level esteem 
B) expensive 
C) edible and tasty 
D) high-level esteem

Question 12

If you are developing two or three reader benefits,you can use just a sentence or two for the most important benefits.

Accepted Answer

A) True 
 B)False

Question 13

"We offer competitive prices" is an example of a:

Accepted Answer

A) service offer. 
B) physical need. 
C) service feature. 
D) customer need. 
A) service offer. 
B) physical need. 
C) service feature. 
D) customer need.

Question 14

According to Abraham Maslow's hierarchy of needs,which of the following is the highest category of human needs?

Accepted Answer

A) Esteem,recognition 
B) Safety,security 
C) Love,belonging 
D) Self-actualization 
A) Esteem,recognition 
B) Safety,security 
C) Love,belonging 
D) Self-actualization

Question 15

According to Maslow's hierarchy of needs,which of the following categories does the need to understand the reasons for a supervisor's actions fall into?

Accepted Answer

A) Esteem,recognition 
B) Love,belonging 
C) Self-actualization 
D) Safety,security 
A) Esteem,recognition 
B) Love,belonging 
C) Self-actualization 
D) Safety,security

Question 16

Which of the following is a problem that reduces motivation?

Accepted Answer

A) People do their best only when the task is difficult. 
B) People may not understand the relationships among effort,performance,and reward. 
C) People always think of only the possible benefits. 
D) People always believe that they can succeed. 
A) People do their best only when the task is difficult. 
B) People may not understand the relationships among effort,performance,and reward. 
C) People always think of only the possible benefits. 
D) People always believe that they can succeed.

Question 17

A _____ is a part of the product or service itself.

Accepted Answer

A) feature 
B) need 
C) result 
D) benefit 
A) feature 
B) need 
C) result 
D) benefit

Question 18

Reader benefits are benefits or advantages the reader receives when:

Accepted Answer

A) generating your ideas. 
B) reading your policies. 
C) developing your products. 
D) using your services. 
A) generating your ideas. 
B) reading your policies. 
C) developing your products. 
D) using your services.

Question 19

Which of the following is a guideline to help you decide which reader benefits to use?

Accepted Answer

A) Use short,one-sentence benefits. 
B) Use the benefits you can develop most fully. 
C) Use a generalised benefit for all subgroups. 
D) Use extrinsic benefits. 
A) Use short,one-sentence benefits. 
B) Use the benefits you can develop most fully. 
C) Use a generalised benefit for all subgroups. 
D) Use extrinsic benefits.

Question 20

Reader benefits appeal only to the attitudes of your audience.

Accepted Answer

A) True 
 B)False

Exam 10: Composing Persuasive Messages

What are extrinsic benefits?

"Our workout plan makes it easy to get the exercise you need" is a:

Identifying the obvious features of your product or policy is the first step in brainstorming when benefits are hard to identify.

Psychological description is a technique you can use to develop vivid,specific reader benefits.

Which of the following is true about the hierarchy of needs?

One-sentence reader benefits are the most effective.

When reader benefits are difficult to identify,one should keep in mind the feelings and values of the audience and focus on the obvious features of your product or policy.

One should use at least one benefit for each subgroup in the audience.

Which of the following does a psychological description use to prevent a technique from backfiring?

A _____ results from using a feature.

People prefer _______ rewards in comparison to tangible rewards.

If you are developing two or three reader benefits,you can use just a sentence or two for the most important benefits.

"We offer competitive prices" is an example of a:

According to Abraham Maslow's hierarchy of needs,which of the following is the highest category of human needs?

According to Maslow's hierarchy of needs,which of the following categories does the need to understand the reasons for a supervisor's actions fall into?

Which of the following is a problem that reduces motivation?

A _____ is a part of the product or service itself.

Reader benefits are benefits or advantages the reader receives when:

Which of the following is a guideline to help you decide which reader benefits to use?

Reader benefits appeal only to the attitudes of your audience.

Introducing Business Communications

Adapting Your Messages to Your Audience

Communicating Across Cultures

Planning, Writing, and Revising

Designing Documents, Slides, and Screens

Formatting Hardcopy Letters and Memos

Writing Electronic Messages

Composing Informative and Positive Messages

Composing Negative Messages

Communicating Reader Benefits

Communicating With Positive Emphasis

Communicating You-Attitude

Researching Information

Synthesizing and Documenting Information

Writing Information Reports

Writing Proposals and Analytical Reports

Writing Formal Reports

Using Visuals

Listening

Working and Writing in Teams

Planning, Managing, and Recording Meetings

Making Oral Presentations

Researching Jobs

Creating Persuasive Résumés

Creating Persuasive Application Letters

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