Question 1

What is scenario painting? Compose a message for a product or service of your choice by using this technique.

Accepted Answer

Scenario painting is a description that pictures the reader in a sample situation enjoying the promised benefits. Examples will vary, but the message must focus more on the benefits to a reader than on the features of the selected product or service.

Question 2

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. C

Question 3

A sales message that implies that customers who purchase a specific product will save money and time is using intangible benefits as a persuasive tool.

Accepted Answer

A) True 
 B)False  False

Question 4

Of the following, the most appropriate attention-gaining opening for a sales message is

Accepted Answer

A)   a brief description of the company's history.
B)   a statement that introduces a need that the product will satisfy.
C)   a description of the company's products or services.
D)   a statement that brings credit to the company.
E)   any kind of surprising statement.

Question 5

Which of the following is true about proposals?

Accepted Answer

A)   They should describe the product or service and let the readers decide how it will benefit them.
B)   Proposals can be in the form of oral presentations.
C)   A solicited proposal is one that you submit without an official invitation to do so.
D)   They have the same basic goal as reports to inform or solve problems.
E)   They are not similar to sales messages.

Question 6

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 7

Consider the following statement: "Our newest television model comes with OLED technology in addition to all the functionality of high-end televisions in the current market." This statement primarily focuses on

Accepted Answer

A)   scenario painting.
B)   the common-ground persuasion technique.
C)   character-based appeals.
D)   reader benefits.
E)   product features.

Question 8

Appeals to the sense of taste and smell are classified as logical appeals.

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A)   an employee's email persuading his superiors to choose his team over an external agency for a particular project
B)   an email from the head of a cleaning service seeking to convince a company to be his client
C)   an email from an employee to his manager stressing the need for additional team members for a project
D)   an email from the HR manager of a technology firm to their finance department containing the pay structure for new employees
E)   a memo from an employee to her manager requesting Six Sigma training

Question 10

Which of the following best illustrates an advertisement based on emotional appeal?

Accepted Answer

A)   an advertisement primarily stressing how a product can make a person more interesting
B)   an advertisement emphasizing a product's lifetime guarantee
C)   an advertisement primarily stressing the limited-time low price of a product
D)   an advertisement comparing a product's enhanced features to those of the competitor's product
E)   an advertisement listing three practical uses of the product

Question 11

Which of the following statements is true of solicited and unsolicited proposals?

Accepted Answer

A)   Solicited proposals should be objective, not persuasive.
B)   Unsolicited proposals should be objective, not 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.

Question 12

Explain the main types of appeals used in sales messages. Give an example for each type of appeal.

Accepted Answer

The answer of Explain the main types of appeals used...

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

In the common-ground persuasion technique, you first present a problem that you and the readers share and then show how doing as you propose will solve the problem for all concerned.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following qualifies as a proposal?

Accepted Answer

A)   a company's written defense of an environmental problem
B)   a company's written list of tasks for an upcoming project
C)   an analysis of the potential market for a product
D)   an office manager's request to purchase new computers
E)   an urban planner's report on the current conditions of the city's sewage system

Question 16

The main place for getting attention in email messages is the

Accepted Answer

A)   first line of the concluding paragraph.
B)   subject line.
C)   body of the message.
D)   end of the opening paragraph.
E)   final sentence of the message.

Question 17

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

Accepted Answer

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

Question 18

Sales messages are highly susceptible to the use of unethical tactics.

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

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

Question 20

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 put off a purchase.
E)   they help readers understand how to make a purchase.

Exam 10: Writing Persuasive Messages and Proposals

What is scenario painting? Compose a message for a product or service of your choice by using this technique.

The first step in creating a persuasive request is

A sales message that implies that customers who purchase a specific product will save money and time is using intangible benefits as a persuasive tool.

Of the following, the most appropriate attention-gaining opening for a sales message is

Which of the following is true about proposals?

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.

Consider the following statement: "Our newest television model comes with OLED technology in addition to all the functionality of high-end televisions in the current market." This statement primarily focuses on

Appeals to the sense of taste and smell are classified as logical appeals.

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

Which of the following best illustrates an advertisement based on emotional appeal?

Which of the following statements is true of solicited and unsolicited proposals?

Explain the main types of appeals used in sales messages. Give an example for each type of appeal.

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

In the common-ground persuasion technique, you first present a problem that you and the readers share and then show how doing as you propose will solve the problem for all concerned.

Which of the following qualifies as a proposal?

The main place for getting attention in email messages is the

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

Sales messages are highly susceptible to the use of unethical tactics.

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

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