Question 1

Which of the following is the BEST introduction of a product or service in a sales message?

Accepted Answer

A) Feel the warmth of the sun and the rush of the wind as you cruise through town in your new Trinity convertible. 
B) This is your year to buy a new car, and we can help. 
C) Wow...do we have the car for you! 
D) The Trinity convertible has the power and style that few others can offer. 
A) Feel the warmth of the sun and the rush of the wind as you cruise through town in your new Trinity convertible. 
B) This is your year to buy a new car, and we can help. 
C) Wow...do we have the car for you! 
D) The Trinity convertible has the power and style that few others can offer. A

Question 2

A recommended way to subordinate the price of a product is to reveal it in a sentence that also refers to the central selling point.

Accepted Answer

A) True 
 B)False  True

Question 3

Businesses have learned that unethical behavior

Accepted Answer

A) is sometimes required when persuading people in lower socioeconomic groups. 
B) is sometimes justified when the desired action is achieved. 
C) is always followed by negative legal repercussions. 
D) is not good for business in the long run. 
A) is sometimes required when persuading people in lower socioeconomic groups. 
B) is sometimes justified when the desired action is achieved. 
C) is always followed by negative legal repercussions. 
D) is not good for business in the long run. D

Question 4

Which of the following would be the most effective action-request statement?

Accepted Answer

A) Make your purchase before December 15 and receive your valuable money-saving rebate. 
B) Don't hesitate another minute over the wisdom of this decision. 
C) Purchasing your Zoom mower within the next few weeks will assure you of paying the lowest price this season. 
D) Please send your payment today before the present inventory is sold out. 
A) Make your purchase before December 15 and receive your valuable money-saving rebate. 
B) Don't hesitate another minute over the wisdom of this decision. 
C) Purchasing your Zoom mower within the next few weeks will assure you of paying the lowest price this season. 
D) Please send your payment today before the present inventory is sold out.

Question 5

Bonita wants to sell her consulting abilities to a potential client.She should use principles that are similar to those used in selling products and services.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following is the BEST beginning to a persuasive claim message to Ruth's Catering?

Accepted Answer

A) Please reimburse a total of $1,500 for serving the wrong meal at our recent company dinner. 
B) Because you served the wrong menu at our recent company dinner, I am requesting that you reimburse us a total of $1,500. 
C) A problem occurred with the catering we recently received from Ruth's Catering. 
D) Satisfying customer needs has obviously been a cornerstone in the success of Ruth's Catering. 
A) Please reimburse a total of $1,500 for serving the wrong meal at our recent company dinner. 
B) Because you served the wrong menu at our recent company dinner, I am requesting that you reimburse us a total of $1,500. 
C) A problem occurred with the catering we recently received from Ruth's Catering. 
D) Satisfying customer needs has obviously been a cornerstone in the success of Ruth's Catering.

Question 7

While the majority of claims against companies come from unethical individuals,companies must still respond because of the few who believe they have a legitimate claim.

Accepted Answer

A) True 
 B)False

Question 8

An effective persuasive appeal includes a central selling point that is woven throughout the entire message.

Accepted Answer

A) True 
 B)False

Question 9

Archco Inc.and Suage Enterprises share a lobby where Suage has been storing computer equipment.Martha,CEO of Archco Inc.,is writing a letter to Suage asking that the equipment be removed.She should make her point in the first paragraph and follow with supporting details.

Accepted Answer

A) True 
 B)False

Question 10

A new product to reduce cholesterol is on the market,with a price that is higher than that of competitors.Where should a writer or speaker introduce price in his or her sales message?

Accepted Answer

A) At the beginning, as an intention getter 
B) Late in the message, associated with benefit 
C) As the final thought of the message to prompt action 
D) Nowhere in the message 
A) At the beginning, as an intention getter 
B) Late in the message, associated with benefit 
C) As the final thought of the message to prompt action 
D) Nowhere in the message

Question 11

Under the Federal Trade Commission's Telemarketing Sales Rule,callers must disclose the company's identity,the purpose of the call,the product or service offered,and any requirements for obtaining it.

Accepted Answer

A) True 
 B)False

Question 12

A persuasive email message to promote pop-up ad blocker software has as its central selling point the protection of children from pornography.The central selling point should

Accepted Answer

A) appear early in the message when the product is introduced. 
B) appear at the end to reinforce the requested action. 
C) be reinforced throughout the message. 
D) be implied as the product is described. 
A) appear early in the message when the product is introduced. 
B) appear at the end to reinforce the requested action. 
C) be reinforced throughout the message. 
D) be implied as the product is described.

Question 13

A restaurant is faced with the challenge of communicating to its employees a significant change in service and style.Which method is LEAST effective for communicating this change?

Accepted Answer

A) Inform employees directly that they must accept the change. 
B) Emphasize reasons the changes were made. 
C) Explain the employees' important role in implementing the change. 
D) Emphasize the benefits employees gain from the change. 
A) Inform employees directly that they must accept the change. 
B) Emphasize reasons the changes were made. 
C) Explain the employees' important role in implementing the change. 
D) Emphasize the benefits employees gain from the change.

Question 14

Habitat for Humanity

Accepted Answer

A) has eliminated direct mailings to donors and uses only electronic communication. 
B) relies on donor gifts of time, talent, and money. 
C) expects each donor to contribute both time and resources. 
D) uses a single method to persuade donors to contribute. 
A) has eliminated direct mailings to donors and uses only electronic communication. 
B) relies on donor gifts of time, talent, and money. 
C) expects each donor to contribute both time and resources. 
D) uses a single method to persuade donors to contribute.

Question 15

Ken is preparing a persuasive message to business owners in his community.Before he writes his message he should try to understand what characteristics these owners have in common,such as the goals and educational status.

Accepted Answer

A) True 
 B)False

Question 16

When preparing a claim message for which the answer is in question,you should

Accepted Answer

A) use a deductive sequence. 
B) use the first-person pronoun throughout. 
C) always provide a comfortable way for the receiver to say "no." 
D) suggest benefits the receiver will derive from complying. 
A) use a deductive sequence. 
B) use the first-person pronoun throughout. 
C) always provide a comfortable way for the receiver to say "no." 
D) suggest benefits the receiver will derive from complying.

Question 17

To overcome receiver resistance to a persuasive appeal,the price typically should be

Accepted Answer

A) mentioned early in the message to avoid the impression of deception. 
B) delayed in the message until reader benefits have been established. 
C) implied or stated in broad terms. 
D) omitted from the sales message. 
A) mentioned early in the message to avoid the impression of deception. 
B) delayed in the message until reader benefits have been established. 
C) implied or stated in broad terms. 
D) omitted from the sales message.

Question 18

You must develop a persuasive sales message about your company's new universal remote for use with personal media centers.Develop a list of specific questions that you need answers to before you can write this message.

Accepted Answer

1.What will the product do for

Question 19

The central selling point in a persuasive message

Accepted Answer

A) appears only once in the message and should, therefore, be carefully placed for best effect. 
B) is usually price. 
C) can be thought of as the message's theme and appears throughout the message as a common thread. 
D) appears only in the attention and action stages. 
A) appears only once in the message and should, therefore, be carefully placed for best effect. 
B) is usually price. 
C) can be thought of as the message's theme and appears throughout the message as a common thread. 
D) appears only in the attention and action stages.

Question 20

Discuss several types of persuasive communication you might be required to write or present in your professional and personal life.

Accepted Answer

In a person's professional life,he or sh

Which of the following is the BEST introduction of a product or service in a sales message?

A recommended way to subordinate the price of a product is to reveal it in a sentence that also refers to the central selling point.

Businesses have learned that unethical behavior

Which of the following would be the most effective action-request statement?

Bonita wants to sell her consulting abilities to a potential client.She should use principles that are similar to those used in selling products and services.

Which of the following is the BEST beginning to a persuasive claim message to Ruth's Catering?

While the majority of claims against companies come from unethical individuals,companies must still respond because of the few who believe they have a legitimate claim.

An effective persuasive appeal includes a central selling point that is woven throughout the entire message.

Archco Inc.and Suage Enterprises share a lobby where Suage has been storing computer equipment.Martha,CEO of Archco Inc.,is writing a letter to Suage asking that the equipment be removed.She should make her point in the first paragraph and follow with supporting details.

A new product to reduce cholesterol is on the market,with a price that is higher than that of competitors.Where should a writer or speaker introduce price in his or her sales message?

Under the Federal Trade Commission's Telemarketing Sales Rule,callers must disclose the company's identity,the purpose of the call,the product or service offered,and any requirements for obtaining it.

A persuasive email message to promote pop-up ad blocker software has as its central selling point the protection of children from pornography.The central selling point should

A restaurant is faced with the challenge of communicating to its employees a significant change in service and style.Which method is LEAST effective for communicating this change?

Habitat for Humanity

Ken is preparing a persuasive message to business owners in his community.Before he writes his message he should try to understand what characteristics these owners have in common,such as the goals and educational status.

When preparing a claim message for which the answer is in question,you should

To overcome receiver resistance to a persuasive appeal,the price typically should be

You must develop a persuasive sales message about your company's new universal remote for use with personal media centers.Develop a list of specific questions that you need answers to before you can write this message.

The central selling point in a persuasive message

Discuss several types of persuasive communication you might be required to write or present in your professional and personal life.

Establishing a Framework for Business Communication

Focusing on Interpersonal and Group Communication

Planning Spoken and Written Messages

Preparing Spoken and Written Messages

Communicating Electronically

Delivering Good and Neutral News Messages

Delivering Bad-News Messages

Understanding the Report Process and Research Methods

Managing Data and Using Graphics

Organizing and Preparing Reports and Proposals

Designing and Delivering Business Presentations

Preparing Résumés and Application Letters

Interviewing for a Job and Preparing Employment Messages

Document Format and Layout Guide

Referencing Styles

Language Review and Exercises

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Exam 8: Delivering Persuasive Messages

Which of the following is the BEST introduction of a product or service in a sales message?

A recommended way to subordinate the price of a product is to reveal it in a sentence that also refers to the central selling point.

Businesses have learned that unethical behavior

Which of the following would be the most effective action-request statement?

Bonita wants to sell her consulting abilities to a potential client.She should use principles that are similar to those used in selling products and services.

Which of the following is the BEST beginning to a persuasive claim message to Ruth's Catering?

While the majority of claims against companies come from unethical individuals,companies must still respond because of the few who believe they have a legitimate claim.

An effective persuasive appeal includes a central selling point that is woven throughout the entire message.

Archco Inc.and Suage Enterprises share a lobby where Suage has been storing computer equipment.Martha,CEO of Archco Inc.,is writing a letter to Suage asking that the equipment be removed.She should make her point in the first paragraph and follow with supporting details.

A new product to reduce cholesterol is on the market,with a price that is higher than that of competitors.Where should a writer or speaker introduce price in his or her sales message?

Under the Federal Trade Commission's Telemarketing Sales Rule,callers must disclose the company's identity,the purpose of the call,the product or service offered,and any requirements for obtaining it.

A persuasive email message to promote pop-up ad blocker software has as its central selling point the protection of children from pornography.The central selling point should

A restaurant is faced with the challenge of communicating to its employees a significant change in service and style.Which method is LEAST effective for communicating this change?

Habitat for Humanity

Ken is preparing a persuasive message to business owners in his community.Before he writes his message he should try to understand what characteristics these owners have in common,such as the goals and educational status.

When preparing a claim message for which the answer is in question,you should

To overcome receiver resistance to a persuasive appeal,the price typically should be

You must develop a persuasive sales message about your company's new universal remote for use with personal media centers.Develop a list of specific questions that you need answers to before you can write this message.

The central selling point in a persuasive message

Discuss several types of persuasive communication you might be required to write or present in your professional and personal life.

Establishing a Framework for Business Communication

Focusing on Interpersonal and Group Communication

Planning Spoken and Written Messages

Preparing Spoken and Written Messages

Communicating Electronically

Delivering Good and Neutral News Messages

Delivering Bad-News Messages

Understanding the Report Process and Research Methods

Managing Data and Using Graphics

Organizing and Preparing Reports and Proposals

Designing and Delivering Business Presentations

Preparing Résumés and Application Letters

Interviewing for a Job and Preparing Employment Messages

Document Format and Layout Guide

Referencing Styles

Language Review and Exercises

Extension Course Posttest

Extension Course Pretest

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