Question 1

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

Accepted Answer

A)  Conversational style of writing 
B)  You-viewpoint 
C)  Visual emphasis devices 
D)  Active voice 
E)  Sentence fragments 
A)  Conversational style of writing 
B)  You-viewpoint 
C)  Visual emphasis devices 
D)  Active voice 
E)  Sentence fragments

Question 2

What is the main difference between proposals and reports? Explain the approach to be taken when writing unsolicited proposals.

Accepted Answer

The main difference between proposals an

Question 3

Explain how to drive for the sale at the end of a sales message.

Accepted Answer

The primary purpose of any sales message

Question 4

Intrinsic benefits are those that _____.

Accepted Answer

A)  a reader gets directly by complying with a request 
B)  a reader gets indirectly and are measurable 
C)  a reader gets indirectly over time and are intangible 
D)  are short-lived as compared to extrinsic benefits 
E)  are added on to an extrinsic benefit 
A)  a reader gets directly by complying with a request 
B)  a reader gets indirectly and are measurable 
C)  a reader gets indirectly over time and are intangible 
D)  are short-lived as compared to extrinsic benefits 
E)  are added on to an extrinsic benefit

Question 5

Intrinsic benefits are more short-lived than extrinsic benefits.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following is true about the scenario painting technique 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E)  It is an outdated technique and is no longer used by advertisers.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E)  It is an outdated technique and is no longer used by advertisers.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 7

Consider the following statement which is a part of a proposal: "By accepting the proposal, you will not only have saved $3000 off the standard price but will also have taken the first step toward a more efficient, productive organization."
This statement primarily focuses on the _____.

Accepted Answer

A)  background of the proposal 
B)  features of the product 
C)  description of the plan of the proposal 
D)  terms and conditions related to the proposal 
E)  benefits of the proposal 
A)  background of the proposal 
B)  features of the product 
C)  description of the plan of the proposal 
D)  terms and conditions related to the proposal 
E)  benefits of the proposal

Question 8

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

Accepted Answer

A)  An employee's email persuading his superiors to choose his team over an external agency for a particular project 
B)  A vendor's email proposing an internal-communication platform for a company 
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 his superiors to choose his team over an external agency for a particular project 
B)  A vendor's email proposing an internal-communication platform for a company 
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 9

The first step in creating a persuasive request is _____.

Accepted Answer

A)  stating the request 
B)  developing appealing details 
C)  determining a strategy 
D)  creating a positive ethos 
E)  planning the layout and any visual elements 
A)  stating the request 
B)  developing appealing details 
C)  determining a strategy 
D)  creating a positive ethos 
E)  planning the layout and any visual elements

Question 10

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 11

The best organizational pattern for a persuasive message is to say what you want your readers to do right away and then use the rest of the message to support your point.

Accepted Answer

A) True 
 B)False

Question 12

Phrases such as "Do it now" and "Act today" should be used to urge immediate action because _____.

Accepted Answer

A)  readers prefer the commanding tone of such words 
B)  they emphasize the we-viewpoint 
C)  readers expect these words in all sales messages 
D)  a persuaded reader may otherwise tend to put off a purchase 
E)  they help readers understand how to make a purchase 
A)  readers prefer the commanding tone of such words 
B)  they emphasize the we-viewpoint 
C)  readers expect these words in all sales messages 
D)  a persuaded reader may otherwise tend to put off a purchase 
E)  they help readers understand how to make a purchase

Question 13

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

Accepted Answer

Since sales messages must gain a reader'

Question 14

In writing a persuasive message to readers who would prefer to know the point of the message right away, it is best to use the _____.

Accepted Answer

A)  direct order 
B)  roundabout order 
C)  mixed construction 
D)  we-viewpoint 
E)  cluttered phrase 
A)  direct order 
B)  roundabout order 
C)  mixed construction 
D)  we-viewpoint 
E)  cluttered phrase

Question 15

The subject line of a sales message should typically contain sensational words.

Accepted Answer

A) True 
 B)False

Question 16

In the context of soliciting proposals, RFP stands for "request for proposals."

Accepted Answer

A) True 
 B)False

Question 17

The main purpose of enclosures, attachments, or links that accompany the main sales message is to _____.

Accepted Answer

A)  summarize all the information stated in the main message 
B)  provide helpful information that does not fit into the main message 
C)  function as the main source of persuading a customer 
D)  duplicate and reiterate all the contents of the main letter 
E)  enable a reader to reply to the main sales letter 
A)  summarize all the information stated in the main message 
B)  provide helpful information that does not fit into the main message 
C)  function as the main source of persuading a customer 
D)  duplicate and reiterate all the contents of the main letter 
E)  enable a reader to reply to the main sales letter

Question 18

Which of the following sentences is most positively worded?

Accepted Answer

A)  Jell yogurt has nine grams of fat per serving. 
B)  Jell yogurt is ninety five percent fat free. 
C)  Jell yogurt does not contain more than nine grams of fat per serving. 
D)  Jell yogurt is not fully fat free. 
E)  Jell yogurt contains five percent fat. 
A)  Jell yogurt has nine grams of fat per serving. 
B)  Jell yogurt is ninety five percent fat free. 
C)  Jell yogurt does not contain more than nine grams of fat per serving. 
D)  Jell yogurt is not fully fat free. 
E)  Jell yogurt contains five percent fat.

Question 19

Unsolicited proposals should resemble a sales message.

Accepted Answer

A) True 
 B)False

Question 20

Demographic information includes details such as _____.

Accepted Answer

A)  social, political, and personal preferences 
B)  legal and sociocultural implications 
C)  per capita income and gross national income 
D)  current market trends and foreign exchange rates 
E)  age, gender, income, and geographic location 
A)  social, political, and personal preferences 
B)  legal and sociocultural implications 
C)  per capita income and gross national income 
D)  current market trends and foreign exchange rates 
E)  age, gender, income, and geographic location

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

What is the main difference between proposals and reports? Explain the approach to be taken when writing unsolicited proposals.

Explain how to drive for the sale at the end of a sales message.

Intrinsic benefits are those that _____.

Intrinsic benefits are more short-lived than extrinsic benefits.

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

Consider the following statement which is a part of a proposal: "By accepting the proposal, you will not only have saved $3000 off the standard price but will also have taken the first step toward a more efficient, productive organization." This statement primarily focuses on the _____.

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

The first step in creating a persuasive request is _____.

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

The best organizational pattern for a persuasive message is to say what you want your readers to do right away and then use the rest of the message to support your point.

Phrases such as "Do it now" and "Act today" should be used to urge immediate action because _____.

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

In writing a persuasive message to readers who would prefer to know the point of the message right away, it is best to use the _____.

The subject line of a sales message should typically contain sensational words.

In the context of soliciting proposals, RFP stands for "request for proposals."

The main purpose of enclosures, attachments, or links that accompany the main sales message is to _____.

Which of the following sentences is most positively worded?

Unsolicited proposals should resemble a sales message.

Demographic information includes details such as _____.

Communicating in the Workplace

Understanding the Writing Process and the Main Forms of Business Messages

Using Visuals in Written and Oral Communication

Using an Appropriate Style

Writing Good-News and Neutral Messages

Writing Bad-News Messages

Researching Writing Reports

Writing Short Reports

Communicating Orally

Communicating in the Job Search

Filters

Exam 7: Writing Persuasive Messages Proposals

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

What is the main difference between proposals and reports? Explain the approach to be taken when writing unsolicited proposals.

Explain how to drive for the sale at the end of a sales message.

Intrinsic benefits are those that _____.

Intrinsic benefits are more short-lived than extrinsic benefits.

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

Consider the following statement which is a part of a proposal: "By accepting the proposal, you will not only have saved $3000 off the standard price but will also have taken the first step toward a more efficient, productive organization." This statement primarily focuses on the _____.

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

The first step in creating a persuasive request is _____.

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

The best organizational pattern for a persuasive message is to say what you want your readers to do right away and then use the rest of the message to support your point.

Phrases such as "Do it now" and "Act today" should be used to urge immediate action because _____.

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

In writing a persuasive message to readers who would prefer to know the point of the message right away, it is best to use the _____.

The subject line of a sales message should typically contain sensational words.

In the context of soliciting proposals, RFP stands for "request for proposals."

The main purpose of enclosures, attachments, or links that accompany the main sales message is to _____.

Which of the following sentences is most positively worded?

Unsolicited proposals should resemble a sales message.

Demographic information includes details such as _____.

Communicating in the Workplace

Understanding the Writing Process and the Main Forms of Business Messages

Using Visuals in Written and Oral Communication

Using an Appropriate Style

Writing Good-News and Neutral Messages

Writing Bad-News Messages

Researching Writing Reports

Writing Short Reports

Communicating Orally

Communicating in the Job Search

Filters