Question 1

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)   avoid using logos to attract consumers
E)   avoid specific details A

Question 2

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 C

Question 3

The first step in writing a sales message is to _____.

Accepted Answer

A)   choose the appropriate medium of transmission
B)   determine the makeup of the mailing
C)   choose the most persuasive channel for the message
D)   determine the central appeal for the message
E)   make a careful study of the product or service E

Question 4

When _____ a proposal, one 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

Question 5

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

Accepted Answer

A)   An employee's email persuading her superior to replace her desktop with a laptop
B)   A vendor's email proposing to handle the distribution 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 6

List the steps involved in creating a persuasive request. Also, define the common-ground persuasion technique.

Accepted Answer

The answer of List the steps involved in creating a...

Question 7

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

Accepted Answer

A)   An email from an employee to the CEO about creating an employee volunteer program
B)   A presentation by the founder of an organization to local business leaders about ways to attract international talent to the city
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 of new employees
E)   A memo from an employee to her manager requesting Six Sigma training

Question 8

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 9

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)   Seeing the proposed product or service through the reader's point of view
E)   Emphasis on the we-viewpoint

Question 10

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 or goals to fulfill.

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

_____ appeals predominate in messages for goods and services that do not perform any discernible rational function.

Accepted Answer

A)   Emotional
B)   Logical
C)   Practical
D)   Ethical
E)   Feature-based

Question 13

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

Question 14

An important job at the beginning of any unsolicited proposal is 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

Question 15

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 16

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

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

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

Question 18

Why is information generally organized in an indirect order for persuasive messages? When is it appropriate to organize information in a direct order?

Accepted Answer

The answer of Why is information generally organized in an...

Question 19

Differentiate tangible rewards from intangible rewards and intrinsic benefits from extrinsic benefits.

Accepted Answer

The answer of Differentiate tangible rewards from intangible rewards and...

Question 20

Proposals differ from reports in that proposals _____.

Accepted Answer

A)   use the we-viewpoint
B)   use prefatory material
C)   present information in a useful form
D)   are intentionally persuasive
E)   use the direct approach

Exam 7: Writing Persuasive Messages Proposals

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

A sales description based on factual material will most likely _____.

The first step in writing a sales message is to _____.

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

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

List the steps involved in creating a persuasive request. Also, define the common-ground persuasion technique.

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

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

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

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 or goals to fulfill.

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

_____ appeals predominate in messages for goods and services that do not perform any discernible rational function.

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.

An important job at the beginning of any unsolicited proposal is to _____.

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.

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

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

Why is information generally organized in an indirect order for persuasive messages? When is it appropriate to organize information in a direct order?

Differentiate tangible rewards from intangible rewards and intrinsic benefits from extrinsic benefits.

Proposals differ from reports in that proposals _____.