Question 1

Which of the following best illustrates a proposal?

Accepted Answer

A)  A company's written defense for the use of hazardous material 
B)  An email to the employees in a company detailing the changes in company policy 
C)  A routine letter to a supplier acknowledging the receipt of raw materials 
D)  A report containing an employee's quarterly performance review 
E)  A supplier's presentation to encourage a company to do business with him 
A)  A company's written defense for the use of hazardous material 
B)  An email to the employees in a company detailing the changes in company policy 
C)  A routine letter to a supplier acknowledging the receipt of raw materials 
D)  A report containing an employee's quarterly performance review 
E)  A supplier's presentation to encourage a company to do business with him

Question 2

Which of the following is true about the use of postscripts in sales messages?

Accepted Answer

A)  It is illegal to add postscripts in sales messages. 
B)  The use of postscripts in sales messages de-emphasizes its major appeal. 
C)  A sales message can use a postscript as a part of its design. 
D)  The use of postscripts in business messages is restricted to memos. 
E)  Postscripts should be avoided in sales messages as they divert attention from other enclosures in the message. 
A)  It is illegal to add postscripts in sales messages. 
B)  The use of postscripts in sales messages de-emphasizes its major appeal. 
C)  A sales message can use a postscript as a part of its design. 
D)  The use of postscripts in business messages is restricted to memos. 
E)  Postscripts should be avoided in sales messages as they divert attention from other enclosures in the message.

Question 3

The main difference between reports and proposals is that reports are based on research.

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

Sales messages are a controversial area

Question 5

Intrinsic benefits are more short-lived than extrinsic benefits.

Accepted Answer

A) True 
 B)False

Question 6

In writing a persuasive message to an audience that demands getting to the point of a message at the earliest, 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 7

The persuasive appeals identified by Aristotle that are based on emotions are referred to as _____.

Accepted Answer

A)  ethos 
B)  pathos 
C)  logos 
D)  hamartia 
E)  grandiose 
A)  ethos 
B)  pathos 
C)  logos 
D)  hamartia 
E)  grandiose

Question 8

One of the goals of the opening of a persuasive request is to gain attention.

Accepted Answer

A) True 
 B)False

Question 9

It is best to organize persuasive messages using the _____ because you will be proposing something that your reader probably does not already agree with or want to do.

Accepted Answer

A)  mixed construction 
B)  unstructured order 
C)  indirect order 
D)  we-viewpoint 
E)  nonlinear order 
A)  mixed construction 
B)  unstructured order 
C)  indirect order 
D)  we-viewpoint 
E)  nonlinear order

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

The most appropriate attention-gaining opening for a sales message is:

Accepted Answer

A)  a brief description of an organization's history and its various products. 
B)  a statement that introduces a need that the product will satisfy. 
C)  a question that is written mostly from a we-viewpoint. 
D)  a statement that places the writer at the central position 
E)  a statement that is independent of the central selling point. 
A)  a brief description of an organization's history and its various products. 
B)  a statement that introduces a need that the product will satisfy. 
C)  a question that is written mostly from a we-viewpoint. 
D)  a statement that places the writer at the central position 
E)  a statement that is independent of the central selling point.

Question 12

Which of the following is a characteristic of a strong sales message?

Accepted Answer

A)  A vague subject line open to multiple interpretations 
B)  A heavy use of sensational words 
C)  Absence of visual elements 
D)  A deviation from a writer's point of view to that of the reader 
E)  Emphasis on the we-viewpoint 
A)  A vague subject line open to multiple interpretations 
B)  A heavy use of sensational words 
C)  Absence of visual elements 
D)  A deviation from a writer's point of view to that of the reader 
E)  Emphasis on the we-viewpoint

Question 13

The first step in creating a persuasive request is:

Accepted Answer

A)  making a positive request. 
B)  developing an appeal. 
C)  determining a strategy. 
D)  making a clear request. 
E)  summarizing a plan for requests. 
A)  making a positive request. 
B)  developing an appeal. 
C)  determining a strategy. 
D)  making a clear request. 
E)  summarizing a plan for requests.

Question 14

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 15

Statements urging the readers to take action are best avoided in sales messages as they tend to be harsh and serve no purpose.

Accepted Answer

A) True 
 B)False

Question 16

A sales description based on factual material will most likely:

Accepted Answer

A)  have an emotional appeal. 
B)  avoid using the logical appeal. 
C)  have a rational appeal. 
D)  use pathos to attract consumers. 
E)  avoid using logos to attract consumers. 
A)  have an emotional appeal. 
B)  avoid using the logical appeal. 
C)  have a rational appeal. 
D)  use pathos to attract consumers. 
E)  avoid using logos to attract consumers.

Question 17

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 18

Information such as a person's social, political, and personal preferences are called _____.

Accepted Answer

A)  physiographic information 
B)  geographic information 
C)  angiographic information 
D)  demographic information 
E)  psychographic information 
A)  physiographic information 
B)  geographic information 
C)  angiographic information 
D)  demographic information 
E)  psychographic information

Question 19

List the eight topics that are expected to be covered in a proposal.

Accepted Answer

Proposals must, in some form or the othe

Question 20

The difference between solicited proposals and unsolicited proposals is that:

Accepted Answer

A)  solicited proposals are persuasive. 
B)  unsolicited proposals are persuasive. 
C)  unsolicited proposals use the direct method of organizing content. 
D)  solicited proposals use the indirect method of organizing content. 
E)  unsolicited proposals are written and submitted without any invitation. 
A)  solicited proposals are persuasive. 
B)  unsolicited proposals are persuasive. 
C)  unsolicited proposals use the direct method of organizing content. 
D)  solicited proposals use the indirect method of organizing content. 
E)  unsolicited proposals are written and submitted without any invitation.

Which of the following best illustrates a proposal?

Which of the following is true about the use of postscripts in sales messages?

The main difference between reports and proposals is that reports are based on research.

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

Intrinsic benefits are more short-lived than extrinsic benefits.

In writing a persuasive message to an audience that demands getting to the point of a message at the earliest, it is best to use the _____.

The persuasive appeals identified by Aristotle that are based on emotions are referred to as _____.

One of the goals of the opening of a persuasive request is to gain attention.

It is best to organize persuasive messages using the _____ because you will be proposing something that your reader probably does not already agree with or want to do.

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

The most appropriate attention-gaining opening for a sales message is:

Which of the following is a characteristic of a strong sales message?

The first step in creating a persuasive request is:

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

Statements urging the readers to take action are best avoided in sales messages as they tend to be harsh and serve no purpose.

A sales description based on factual material will most likely:

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.

Information such as a person's social, political, and personal preferences are called _____.

List the eight topics that are expected to be covered in a proposal.

The difference between solicited proposals and unsolicited proposals is that:

Understanding Workplace Communication

Communicating Across Cultures

Adapting Your Words to Your Readers

Constructing Clear Sentences and Paragraphs

Writing for a Positive Effect

Developing Your Writing Process and Choosing the Best Form

Getting to the Point in Good-News and Neutral Messages

Maintaining Goodwill in Bad-News Messages

Conducting a Winning Job Campaign

Preparing Informative and Influential Business Reports

Choosing the Right Type of Report

Conducting Research for Decision Makers

Using Visuals to Make Your Point

Communicating Effectively in Meetings and Conversations

Delivering Oral Reports and Business Speeches

Leveraging Technology for Better Writing

Conveying Professionalism Through Correctness

Filters

Exam 9: Making Your Case With Persuasive Messages and Proposals

Which of the following best illustrates a proposal?

Which of the following is true about the use of postscripts in sales messages?

The main difference between reports and proposals is that reports are based on research.

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

Intrinsic benefits are more short-lived than extrinsic benefits.

In writing a persuasive message to an audience that demands getting to the point of a message at the earliest, it is best to use the _____.

The persuasive appeals identified by Aristotle that are based on emotions are referred to as _____.

One of the goals of the opening of a persuasive request is to gain attention.

It is best to organize persuasive messages using the _____ because you will be proposing something that your reader probably does not already agree with or want to do.

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

The most appropriate attention-gaining opening for a sales message is:

Which of the following is a characteristic of a strong sales message?

The first step in creating a persuasive request is:

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

Statements urging the readers to take action are best avoided in sales messages as they tend to be harsh and serve no purpose.

A sales description based on factual material will most likely:

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.

Information such as a person's social, political, and personal preferences are called _____.

List the eight topics that are expected to be covered in a proposal.

The difference between solicited proposals and unsolicited proposals is that:

Understanding Workplace Communication

Communicating Across Cultures

Adapting Your Words to Your Readers

Constructing Clear Sentences and Paragraphs

Writing for a Positive Effect

Developing Your Writing Process and Choosing the Best Form

Getting to the Point in Good-News and Neutral Messages

Maintaining Goodwill in Bad-News Messages

Conducting a Winning Job Campaign

Preparing Informative and Influential Business Reports

Choosing the Right Type of Report

Conducting Research for Decision Makers

Using Visuals to Make Your Point

Communicating Effectively in Meetings and Conversations

Delivering Oral Reports and Business Speeches

Leveraging Technology for Better Writing

Conveying Professionalism Through Correctness

Filters