Question 1

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. 
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. B

Question 2

The opening of a sales message is one of its most critical elements.

Accepted Answer

A) True 
 B)False  True

Question 3

You want to propose a workplace change to your employer. Which of these is the best advice for you?

Accepted Answer

A)  Because your supervisor should already be aware of the pros of changing the procedure, avoid providing any evidence. 
B)  Stress your own needs and how you will benefit from the change because this is your proposal. 
C)  Avoid words like suggest and recommend because these words make you look weak. 
D)  Focus on how much money the proposed change will save the company. 
A)  Because your supervisor should already be aware of the pros of changing the procedure, avoid providing any evidence. 
B)  Stress your own needs and how you will benefit from the change because this is your proposal. 
C)  Avoid words like suggest and recommend because these words make you look weak. 
D)  Focus on how much money the proposed change will save the company. D

Question 4

To capture the reader's attention and interest in a persuasive request, you can make an unexpected statement, suggest reader benefits, offer praise or compliments, or ask a stimulating question.

Accepted Answer

A) True 
 B)False

Question 5

The closing of a persuasive request should

Accepted Answer

A)  establish your credibility and demonstrate your competence. 
B)  meet governmental regulations. 
C)  describe the problem. 
D)  motivate action. 
A)  establish your credibility and demonstrate your competence. 
B)  meet governmental regulations. 
C)  describe the problem. 
D)  motivate action.

Question 6

A sales message is wasted if your reader fails to act.

Accepted Answer

A) True 
 B)False

Question 7

Rational appeals focus on making or saving money, increasing efficiency, and

Accepted Answer

A)  soothing the egos of managers. 
B)  making good use of resources. 
C)  identifying status in the workplace or community. 
D)  enjoying sensory input. 
A)  soothing the egos of managers. 
B)  making good use of resources. 
C)  identifying status in the workplace or community. 
D)  enjoying sensory input.

Question 8

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. 
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.

Question 9

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 10

Which statement about direct-mail messages is most accurate?

Accepted Answer

A)  Direct mail is an effective channel for personalized, tangible, three-dimensional messages that are less invasive than telephone solicitations. 
B)  Today's companies no longer send direct-mail messages to market their products or services; they rely exclusively on electronic media instead. 
C)  Direct-mail marketing is less effective than online marketing. 
D)  All answer choices are accurate statements about direct-mail messages. 
A)  Direct mail is an effective channel for personalized, tangible, three-dimensional messages that are less invasive than telephone solicitations. 
B)  Today's companies no longer send direct-mail messages to market their products or services; they rely exclusively on electronic media instead. 
C)  Direct-mail marketing is less effective than online marketing. 
D)  All answer choices are accurate statements about direct-mail messages.

Question 11

Choose the best advice to craft an effective direct-mail sales letter.

Accepted Answer

A)  Use slightly illegal sales tactics to get the desired sale. 
B)  Develop and present a strong rational selling point early in the body of the letter. Later, add emotional appeals, using each appeal only once. 
C)  Present information completely, using a personalized tone. 
D)  Design your message for a general audience. 
A)  Use slightly illegal sales tactics to get the desired sale. 
B)  Develop and present a strong rational selling point early in the body of the letter. Later, add emotional appeals, using each appeal only once. 
C)  Present information completely, using a personalized tone. 
D)  Design your message for a general audience.

Question 12

Persuasive claim or complaint messages are often written when

Accepted Answer

A)  products are damaged. 
B)  wrong shipments are delivered. 
C)  mistakes in billing occur. 
D)  All answer choices are correct. 
A)  products are damaged. 
B)  wrong shipments are delivered. 
C)  mistakes in billing occur. 
D)  All answer choices are correct.

Question 13

Choose the best closing for a message requesting the receiver's support for a proposed change in a benefits plan.

Accepted Answer

A)  Please e-mail me at your earliest convenience with your decision. 
B)  Contacting me by December 1 about your support of this new benefits plan will allow me to present this proposal at the next strategic planning session. 
C)  If you have any further questions about this new benefits plan, please do not hesitate to contact me. 
D)  We really need to implement this new benefits plan soon. 
A)  Please e-mail me at your earliest convenience with your decision. 
B)  Contacting me by December 1 about your support of this new benefits plan will allow me to present this proposal at the next strategic planning session. 
C)  If you have any further questions about this new benefits plan, please do not hesitate to contact me. 
D)  We really need to implement this new benefits plan soon.

Question 14

The most important points in an e-mail sales message should be placed at the end of the message where they will be remembered the most.

Accepted Answer

A) True 
 B)False

Question 15

When developing a claim message, you should

Accepted Answer

A)  close the message by clearly specifying what you want done. 
B)  describe the problem without providing a long, detailed account of the issue. 
C)  include copies of relevant materials. 
D)  All answer choices are correct. 
A)  close the message by clearly specifying what you want done. 
B)  describe the problem without providing a long, detailed account of the issue. 
C)  include copies of relevant materials. 
D)  All answer choices are correct.

Question 16

Persuasive claim messages are also called

Accepted Answer

A)  inquiries. 
B)  adjustment messages. 
C)  sales messages 
D)  complaint messages. 
A)  inquiries. 
B)  adjustment messages. 
C)  sales messages 
D)  complaint messages.

Question 17

When writing persuasive claim or complaint messages, you should

Accepted Answer

A)  suggest that the receiver intentionally deceived you or intentionally created the problem. 
B)  use a moderate tone. 
C)  inform the reader that you will contact the Better Business Bureau if your claim is not granted. 
D)  use a strong tone with accusatory language to demonstrate your dissatisfaction. 
A)  suggest that the receiver intentionally deceived you or intentionally created the problem. 
B)  use a moderate tone. 
C)  inform the reader that you will contact the Better Business Bureau if your claim is not granted. 
D)  use a strong tone with accusatory language to demonstrate your dissatisfaction.

Question 18

____________________ or directives moving downward from superiors to subordinates usually require little persuasion.

Accepted Answer

The answer of ____________________ or directives moving downward from superiors...

Question 19

In the body of a persuasive request, you can reduce resistance by

Accepted Answer

A)  focusing exclusively on benefits to the writer of the request. 
B)  shifting reader attention through praise and compliments. 
C)  avoiding any potential reasons for resistance. 
D)  anticipating objections and offering counterarguments. 
A)  focusing exclusively on benefits to the writer of the request. 
B)  shifting reader attention through praise and compliments. 
C)  avoiding any potential reasons for resistance. 
D)  anticipating objections and offering counterarguments.

Question 20

Claim messages should include a blow-by-blow chronology of the details of the problem to adequately inform the reader of the problem.

Accepted Answer

A) True 
 B)False

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

The opening of a sales message is one of its most critical elements.

You want to propose a workplace change to your employer. Which of these is the best advice for you?

To capture the reader's attention and interest in a persuasive request, you can make an unexpected statement, suggest reader benefits, offer praise or compliments, or ask a stimulating question.

The closing of a persuasive request should

A sales message is wasted if your reader fails to act.

Rational appeals focus on making or saving money, increasing efficiency, and

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

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.

Which statement about direct-mail messages is most accurate?

Choose the best advice to craft an effective direct-mail sales letter.

Persuasive claim or complaint messages are often written when

Choose the best closing for a message requesting the receiver's support for a proposed change in a benefits plan.

The most important points in an e-mail sales message should be placed at the end of the message where they will be remembered the most.

When developing a claim message, you should

Persuasive claim messages are also called

When writing persuasive claim or complaint messages, you should

____________________ or directives moving downward from superiors to subordinates usually require little persuasion.

In the body of a persuasive request, you can reduce resistance by

Claim messages should include a blow-by-blow chronology of the details of the problem to adequately inform the reader of the problem.

Communicating in the Digital Age Workplace

Planning Business Messages

Organizing and Drafting Business Messages

Revising Business Messages

Short Workplace Messages and Digital Media

Positive Messages

Negative Messages

Informal Reports

Proposals and Formal Reports

Professionalism at Work: Business Etiquette, Ethics, Teamwork, and Meetings

Business Presentations

the Job Search and Resumes in the Digital Age

Interviewing and Following up

Correction Symbols and Proofreading Marks

Document Format Guide

Documentation Formats

Filters

Exam 8: Persuasive Messages

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

The opening of a sales message is one of its most critical elements.

You want to propose a workplace change to your employer. Which of these is the best advice for you?

To capture the reader's attention and interest in a persuasive request, you can make an unexpected statement, suggest reader benefits, offer praise or compliments, or ask a stimulating question.

The closing of a persuasive request should

A sales message is wasted if your reader fails to act.

Rational appeals focus on making or saving money, increasing efficiency, and

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

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.

Which statement about direct-mail messages is most accurate?

Choose the best advice to craft an effective direct-mail sales letter.

Persuasive claim or complaint messages are often written when

Choose the best closing for a message requesting the receiver's support for a proposed change in a benefits plan.

The most important points in an e-mail sales message should be placed at the end of the message where they will be remembered the most.

When developing a claim message, you should

Persuasive claim messages are also called

When writing persuasive claim or complaint messages, you should

____________________ or directives moving downward from superiors to subordinates usually require little persuasion.

In the body of a persuasive request, you can reduce resistance by

Claim messages should include a blow-by-blow chronology of the details of the problem to adequately inform the reader of the problem.

Communicating in the Digital Age Workplace

Planning Business Messages

Organizing and Drafting Business Messages

Revising Business Messages

Short Workplace Messages and Digital Media

Positive Messages

Negative Messages

Informal Reports

Proposals and Formal Reports

Professionalism at Work: Business Etiquette, Ethics, Teamwork, and Meetings

Business Presentations

the Job Search and Resumes in the Digital Age

Interviewing and Following up

Correction Symbols and Proofreading Marks

Document Format Guide

Documentation Formats

Filters