Question 1

Define integrated marketed communications and explain how you might use this technique in an email.

Accepted Answer

Integrated marketing communica

Question 2

Why are sales messages considered a controversial area of business communication? How has the widespread use of emails added to the controversy?

Accepted Answer

There are two main reasons for sales mes

Question 3

Which of the following, despite being incorrect and inappropriate in other forms of business writing, is commonly used in sales writing?

Accepted Answer

A)  a conversational style 
B)  the you-viewpoint 
C)  visual emphasis devices 
D)  active voice 
E)  sentence fragments 
A)  a conversational style 
B)  the you-viewpoint 
C)  visual emphasis devices 
D)  active voice 
E)  sentence fragments

Question 4

A form of email sales message that is gaining respectability and acceptance is called _____ because it requires customers to sign up for email promotions on a company's website.

Accepted Answer

A)  spam 
B)  instant messaging 
C)  broadcast email 
D)  selective spam 
E)  permission-based email 
A)  spam 
B)  instant messaging 
C)  broadcast email 
D)  selective spam 
E)  permission-based email

Question 5

One of the most widely disseminated forms of business communication is the sales message.

Accepted Answer

A) True 
 B)False

Question 6

Requests that are likely to encounter resistance require a slow, deliberate approach.

Accepted Answer

A) True 
 B)False

Question 7

A solicited proposal is written in response to an explicit invitation offered by a company, foundation, or government agency that has certain needs to meet.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is true about emotional appeals?

Accepted Answer

A)  Emotional appeals are best suited for selling useful products. 
B)  Emotional appeals should be avoided when selling to male readers. 
C)  Emotional appeals typically engage our senses. 
D)  Emotional appeals should be avoided when advertising products that do not perform any discernible practical function. 
E)  Emotional appeals are mainly based on logic. 
A)  Emotional appeals are best suited for selling useful products. 
B)  Emotional appeals should be avoided when selling to male readers. 
C)  Emotional appeals typically engage our senses. 
D)  Emotional appeals should be avoided when advertising products that do not perform any discernible practical function. 
E)  Emotional appeals are mainly based on logic.

Question 9

How can you get readers to open your sales letter? Your email sales message?

Accepted Answer

Since sales messages must gain a reader'

Question 10

Permission-based email allows marketers to tailor their message to customers and prevents spam.

Accepted Answer

A) True 
 B)False

Question 11

The primary means by which organizations solicit proposals is the RFP. RFP stands for

Accepted Answer

A)  requested financial proposition. 
B)  regulations for proposals. 
C)  request for proposals. 
D)  request for price. 
E)  rules for proposals. 
A)  requested financial proposition. 
B)  regulations for proposals. 
C)  request for proposals. 
D)  request for price. 
E)  rules for proposals.

Question 12

If you select a rational appeal as your central theme, you should

Accepted Answer

A)  describe your product based on what it can do for your reader. 
B)  describe your product based on how it appeals to the senses. 
C)  use pathos to attract consumers. 
D)  use ethos to attract consumers. 
E)  avoid specific details. 
A)  describe your product based on what it can do for your reader. 
B)  describe your product based on how it appeals to the senses. 
C)  use pathos to attract consumers. 
D)  use ethos to attract consumers. 
E)  avoid specific details.

Question 13

Content marketing involves overt selling.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is true about the technique of scenario painting as used in advertisements?

Accepted Answer

A)  It focuses on the we-viewpoint rather than the you-viewpoint. 
B)  It uses the common-ground persuasion technique. 
C)  It restricts the use of emotional appeals. 
D)  It puts the reader in a simulated context that brings out a product's appeal. 
E)  It is an outdated technique and is no longer used by advertisers. 
A)  It focuses on the we-viewpoint rather than the you-viewpoint. 
B)  It uses the common-ground persuasion technique. 
C)  It restricts the use of emotional appeals. 
D)  It puts the reader in a simulated context that brings out a product's appeal. 
E)  It is an outdated technique and is no longer used by advertisers.

Question 15

Unsolicited proposals should resemble a sales message.

Accepted Answer

A) True 
 B)False

Question 16

At the beginning of any unsolicited proposal, it is important to

Accepted Answer

A)  give background information. 
B)  state the dire consequences of ignoring the proposal. 
C)  gain attention. 
D)  present the writer's credentials. 
E)  request acceptance. 
A)  give background information. 
B)  state the dire consequences of ignoring the proposal. 
C)  gain attention. 
D)  present the writer's credentials. 
E)  request acceptance.

Question 17

When _____ a proposal, you should consider urging or suggesting the desired action.

Accepted Answer

A)  presenting cost of 
B)  describing the plan of 
C)  providing evidence of ability to deliver 
D)  developing the conclusion of 
E)  stating the benefits of 
A)  presenting cost of 
B)  describing the plan of 
C)  providing evidence of ability to deliver 
D)  developing the conclusion of 
E)  stating the benefits of

Question 18

Which of the following is an example of an internal proposal?

Accepted Answer

A)  an employee's email persuading her superior to replace the outdated phone system 
B)  a vendor's email proposing to handle the storage of a company's products 
C)  an email from the head of one company to another proposing to share resources on similar projects 
D)  an email from a department manager to an auditing firm scheduling an internal audit for her department 
E)  an email from the founder of an organization to the general public denying a charge of fraud 
A)  an employee's email persuading her superior to replace the outdated phone system 
B)  a vendor's email proposing to handle the storage of a company's products 
C)  an email from the head of one company to another proposing to share resources on similar projects 
D)  an email from a department manager to an auditing firm scheduling an internal audit for her department 
E)  an email from the founder of an organization to the general public denying a charge of fraud

Question 19

Measurable rewards, such as saving time or money or acquiring a desired object, are also called _____ rewards.

Accepted Answer

A)  spiritual 
B)  emotional 
C)  tangible 
D)  abstract 
E)  unquantifiable 
A)  spiritual 
B)  emotional 
C)  tangible 
D)  abstract 
E)  unquantifiable

Question 20

Messages for goods and services that offer intangible benefits primarily use ______ appeals.

Accepted Answer

A)  emotional 
B)  logical 
C)  practical 
D)  ethical 
E)  feature-based 
A)  emotional 
B)  logical 
C)  practical 
D)  ethical 
E)  feature-based

Define integrated marketed communications and explain how you might use this technique in an email.

Why are sales messages considered a controversial area of business communication? How has the widespread use of emails added to the controversy?

Which of the following, despite being incorrect and inappropriate in other forms of business writing, is commonly used in sales writing?

A form of email sales message that is gaining respectability and acceptance is called _____ because it requires customers to sign up for email promotions on a company's website.

One of the most widely disseminated forms of business communication is the sales message.

Requests that are likely to encounter resistance require a slow, deliberate approach.

A solicited proposal is written in response to an explicit invitation offered by a company, foundation, or government agency that has certain needs to meet.

Which of the following is true about emotional appeals?

How can you get readers to open your sales letter? Your email sales message?

Permission-based email allows marketers to tailor their message to customers and prevents spam.

The primary means by which organizations solicit proposals is the RFP. RFP stands for

If you select a rational appeal as your central theme, you should

Content marketing involves overt selling.

Which of the following is true about the technique of scenario painting as used in advertisements?

Unsolicited proposals should resemble a sales message.

At the beginning of any unsolicited proposal, it is important to

When _____ a proposal, you should consider urging or suggesting the desired action.

Which of the following is an example of an internal proposal?

Measurable rewards, such as saving time or money or acquiring a desired object, are also called _____ rewards.

Messages for goods and services that offer intangible benefits primarily use ______ appeals.

Communicating in the Workplace

Writing Effectively for Your Audience, Purpose, and Medium

Designing Documents With Visual Appeal

Communicating With Visuals

Crafting Effective Sentences and Paragraphs

Building Positive Relationships Through Communication

Communicating Across Cultures

Writing Good-News and Neutral Messages

Writing Bad-News Messages

Researching Writing Reports

Creating the Right Type of Report

Delivering Business Presentations and Speeches

Putting Interpersonal Communication Skills to Work in Conversations and Meetings

Communicating in the Job Search

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Exam 10: Writing Persuasive Messages and Proposals

Define integrated marketed communications and explain how you might use this technique in an email.

Why are sales messages considered a controversial area of business communication? How has the widespread use of emails added to the controversy?

Which of the following, despite being incorrect and inappropriate in other forms of business writing, is commonly used in sales writing?

A form of email sales message that is gaining respectability and acceptance is called _____ because it requires customers to sign up for email promotions on a company's website.

One of the most widely disseminated forms of business communication is the sales message.

Requests that are likely to encounter resistance require a slow, deliberate approach.

A solicited proposal is written in response to an explicit invitation offered by a company, foundation, or government agency that has certain needs to meet.

Which of the following is true about emotional appeals?

How can you get readers to open your sales letter? Your email sales message?

Permission-based email allows marketers to tailor their message to customers and prevents spam.

The primary means by which organizations solicit proposals is the RFP. RFP stands for

If you select a rational appeal as your central theme, you should

Content marketing involves overt selling.

Which of the following is true about the technique of scenario painting as used in advertisements?

Unsolicited proposals should resemble a sales message.

At the beginning of any unsolicited proposal, it is important to

When _____ a proposal, you should consider urging or suggesting the desired action.

Which of the following is an example of an internal proposal?

Measurable rewards, such as saving time or money or acquiring a desired object, are also called _____ rewards.

Messages for goods and services that offer intangible benefits primarily use ______ appeals.

Communicating in the Workplace

Writing Effectively for Your Audience, Purpose, and Medium

Designing Documents With Visual Appeal

Communicating With Visuals

Crafting Effective Sentences and Paragraphs

Building Positive Relationships Through Communication

Communicating Across Cultures

Writing Good-News and Neutral Messages

Writing Bad-News Messages

Researching Writing Reports

Creating the Right Type of Report

Delivering Business Presentations and Speeches

Putting Interpersonal Communication Skills to Work in Conversations and Meetings

Communicating in the Job Search

Filters