Question 1

In the context of the persuasive process, which of the following best describes AIDA?&#10;A)Gaining attention, instigating action, creating desire, and encouraging acceptance&#10;B)Gaining acceptance, inviting questions, instigating action, and attracting attention&#10;C) Gaining attention, generating interest, creating desire, and motivating action&#10;D) Gaining acceptance, instigating action, discussing benefits, and attracting attention

Accepted Answer

AIDA stands for Attention, Interest, Desire, and Action, which are the four stages of a persuasive process. Therefore, the best choice is C, which aligns with the original AIDA model. Option A is close, but it replaces Interest with Creating Desire. Option B replaces Interest with Inviting Questions, which is not part of the original model. Option D replaces Interest with Discussing Benefits, which is not necessarily the same as generating interest.

Question 2

While writing a persuasive message, you can obtain information about your product, service, or idea by:&#10;A)conducting tests and experiments.&#10;B)formulating marketing strategies.&#10;C) assessing audience characteristics.&#10;D) engaging in inventory management.

Accepted Answer

Conducting tests and experiments is the best way to obtain specific and accurate information about your product, service, or idea. This can include things like user testing, surveys, or focus groups. This information can then be used to create a persuasive message that speaks directly to your target audience's needs and interests.

Question 3

Which of the following questions should you ask before writing a persuasive message to identify the desired action?&#10;A)What will your product, service, or idea do for the reader?&#10;B)What do you want the reader to do?&#10;C) How might cultural differences affect your message?&#10;D) What is the cost to the receiver?

Accepted Answer

Before writing a persuasive message, it is important to clearly identify the desired action you want the reader to take. This helps to focus the message and ensure that it is structured in a way that will encourage the reader to take that action. options A and D are also important to consider, but they do not directly address the need to identify the desired action. Option C may also be important, but it is not directly related to identifying the desired action.

Question 4

Which of the following questions should you ask before writing a persuasive message to know your audience?&#10;A)What will your product, service, or idea do for the reader?&#10;B)What do you want the audience to do?&#10;C) How might cultural differences affect your message?&#10;D) How is your product or service different from its competition?

Accepted Answer

Understanding cultural differences can greatly impact the effectiveness of a persuasive message. Knowing who your audience is and what their cultural backgrounds are can help the writer tailor their message to better resonate with the readers. Options A, B, and D are also important to consider, but do not necessarily relate specifically to knowing your audience.

Question 5

Marcus is writing a persuasive message asking his employees to complete an online survey. Which of the following guidelines should he follow when writing his message?&#10;A)He should keep the paragraphs long and detailed.&#10;B)He should use concrete nouns and active verbs.&#10;C) He should focus on aspects that benefit the company.&#10;D) He should use a deductive outline.

Accepted Answer

Using concrete nouns and active verbs helps to make the message clear and engaging for the reader. Option A is incorrect as shorter paragraphs are easier to read and comprehend. Option C is not the best strategy as employees may not be motivated by aspects that only benefit the company. Option D is also incorrect as an inductive outline may be more effective in persuading the audience.

Question 6

Which of the following can make persuasion effective?&#10;A)Avoiding comparisons with other alternatives&#10;B)Writing generalized messages&#10;C) Knowing your audience&#10;D) Using the deductive approach

Accepted Answer

Knowing your audience is important because it allows you to tailor your message to their needs and interests, which makes it more persuasive. Avoiding comparisons with other alternatives and writing generalized messages can actually make persuasion less effective, while using the deductive approach can be effective but is not the only factor in successful persuasion.

Question 7

One of the objectives of _____ in an unsolicited sales message is to introduce a relationship between the audience and the product, service, or idea.&#10;A)the salutation&#10;B)the attention-getter&#10;C) a counterproposal&#10;D) an enclosure

Accepted Answer

The attention-getter is used to grab the attention of the audience and create interest in the product, service, or idea being presented. By doing this, it also introduces a potential relationship between the audience and the offering. The salutation and enclosure may be used in a sales message but do not necessarily focus on introducing a relationship. A counterproposal is not typically used in an unsolicited sales message.

Question 8

Identify a true statement about persuasion.&#10;A)It does not need to be a hard sell.&#10;B)It is an attempt to trap someone into taking action favorable to the communicator.&#10;C) It involves the communicator taking the spotlight.&#10;D) It does not involve elaborate preparations such as conducting tests and experiments on products.

Accepted Answer

Persuasion does not necessarily involve a hard sell or tricking someone into taking action. It can be done in a respectful and ethical manner, using logical arguments and appeals to emotions.

Question 9

A(n) _____ is needed in a sales message when the audience is not known to have expressed an interest in a product, idea, or service previously.&#10;A)resale&#10;B)counterproposal&#10;C) buffer&#10;D) attention-getter

Accepted Answer

An attention-getter is needed in a sales message when the audience is not known to have expressed an interest in a product, idea, or service previously. It helps to capture the attention of the audience and draw them into the message.

Question 10

While writing a persuasive message, you need information about your:&#10;A)legal rights.&#10;B)company's shareholders.&#10;C) product, service, or idea.&#10;D) initial public offering.

Accepted Answer

When writing a persuasive message, having information about the product, service, or idea you are trying to promote is crucial in order to effectively convince the audience of its merits. Knowing the features, benefits, and unique selling points of what you are offering will allow you to effectively communicate why it is valuable and persuade your audience to take action. Legal rights, company shareholders, and initial public offerings are not necessarily pertinent to a persuasive message.

Question 11

As indicated by Maslow's hierarchy of needs, some people respond favorably to advertisements that target their need to be entertained, remembered, appreciated, or respected. The needs that are being targeted are social, ego, and _____ needs.

A)physiological
B)security
C) self-actualizing
D) safety

Accepted Answer

The answer of As indicated by Maslow's hierarchy of needs,...

Question 12

To get a reader's attention and interest using a sales message, you must:&#10;A)place the central selling feature of a product in the middle paragraph of the message.&#10;B)choose an anecdote that is likely to be familiar to the reader.&#10;C) organize the message using the deductive outline.&#10;D) use a unique combination of words to describe how a product can solve the reader's problem.

Accepted Answer

The answer of To get a reader's attention and interest...

Question 13

Which of the following is the main idea of a persuasive message written using the AIDA approach?&#10;A)The request for action&#10;B)The product's features&#10;C) The factual evidence&#10;D) The product's cost

Accepted Answer

The answer of Which of the following is the main...

Question 14

Unlike solicited sales messages, unsolicited sales messages:&#10;A)are requested by potential buyers.&#10;B)require attention-getters.&#10;C) include multiple selling features.&#10;D) follow a deductive outline.

Accepted Answer

The answer of Unlike solicited sales messages, unsolicited sales messages:&#10;A)are...

Question 15

_____ can be included in unsolicited sales messages for gaining attention.&#10;A)Clich&#233;s&#10;B)Personal experiences&#10;C) Technical jargons&#10;D) Counterproposals

Accepted Answer

The answer of _____ can be included in unsolicited sales...

Question 16

In a persuasive message, an effective introduction of a product, service, or idea:&#10;A)is cohesive and action centered.&#10;B)uses abstract nouns and passive verbs.&#10;C) is written using a deductive outline.&#10;D) describes an anecdote that is likely familiar to the audience.

Accepted Answer

The answer of In a persuasive message, an effective introduction...

Question 17

Which of the following questions should you ask before writing a persuasive message to know your product, service, or idea?&#10;A)Who are the people to whom the persuasive message is directed?&#10;B)What do you want the reader to do?&#10;C) How might cultural differences affect your message?&#10;D) What is the cost to the receiver?

Accepted Answer

The answer of Which of the following questions should you...

Question 18

For persuasion to be effective, you must:&#10;A)accept your audience's point of view.&#10;B)coerce someone into taking action favorable to him or her.&#10;C) have a rational and logical response to your audience's arguments.&#10;D) use abstract nouns and passive verbs in your message.

Accepted Answer

The answer of For persuasion to be effective, you must:&#10;A)accept...

Question 19

Josef often camps with his friends. He responds to an advertisement for a tent that can be set up with ease, is spacious, is resistant to harsh climatic conditions, and can be mended easily if damaged. According to Maslow's hierarchy of needs, the advertised benefits of the product appeal to Josef's _____, security, and safety needs.

A)physiological
B)social
C) ego
D) self-actualization

Accepted Answer

The answer of Josef often camps with his friends. He...

Question 20

Which of the following principles is helpful in preparing persuasive messages?&#10;A)Keep paragraphs long and detailed.&#10;B)Use passive verbs.&#10;C) Use general language.&#10;D) Stress a central selling point.

Accepted Answer

The answer of Which of the following principles is helpful...

Question 21

Which of the following techniques can help in subordinating the price of a product in a sales message?&#10;A)Introducing the price early in the message&#10;B)Introducing the price before creating a desire for the product&#10;C) Mentioning the price in a simple sentence&#10;D) Stating the price in terms of small units

Accepted Answer

The answer of Which of the following techniques can help...

Question 22

_____ convey the message that a seller has a definite plan for ensuring that buyers get value for money spent.&#10;A)Agendas&#10;B)Counterproposals&#10;C) Guarantees&#10;D) Copyrights

Accepted Answer

The answer of _____ convey the message that a seller...

Question 23

To overcome people's natural resistance to price, _____.&#10;A)do not state price in terms of small units&#10;B)invite comparison of like products, services, or ideas with similar features&#10;C) do not illustrate the price using figures&#10;D) introduce the price early in the message, and mention it only in a simple sentence

Accepted Answer

The answer of To overcome people's natural resistance to price,...

Question 24

Unlike routine claims, persuasive claims:&#10;A)use a deductive sequence.&#10;B)are granted quickly and willingly.&#10;C) do not begin by asking for an adjustment.&#10;D) do not require logical arguments.

Accepted Answer

The answer of Unlike routine claims, persuasive claims:&#10;A)use a deductive...

Question 25

Bioplus Inc. has introduced a new anti-aging cream in the market with a price that is higher than those of similar products from its competitors. At which position should Bioplus Inc. include the price in its sales message?

A)At the beginning of the message as an attention-getter
B)Late in the message after discussing the product's benefits
C) In the closing sentence of the message as the reason for taking action
D) Throughout the message as a central selling point

Accepted Answer

The answer of Bioplus Inc. has introduced a new anti-aging...

Question 26

An effective sales message:&#10;A)is written using a deductive outline.&#10;B)asks confidently for action.&#10;C) includes well-known anecdotes and jargon.&#10;D) uses general language.

Accepted Answer

The answer of An effective sales message:&#10;A)is written using a...

Question 27

Claim messages are often routine because the basis for the claim is a _____.&#10;A)buffer&#10;B)memo&#10;C) testimonial&#10;D) guarantee

Accepted Answer

The answer of Claim messages are often routine because the...

Question 28

The _____ of a sales message should be introduced early in the message, interwoven throughout the evidence section, and included in the last paragraph as an emphatic, final reminder of the reason for taking action.

A)attention-getter
B)central selling point
C) problem statement
D) counterproposal

Accepted Answer

The answer of The _____ of a sales message should...

Question 29

A sales message to promote pop-up blocker software has protection of children from pornography as its central selling point. The central selling point should be:&#10;A)emphasized using abstract nouns and passive verbs.&#10;B)written using the deductive approach.&#10;C) reinforced throughout the message.&#10;D) implied when the product is described.

Accepted Answer

The answer of A sales message to promote pop-up blocker...

Question 30

A commonly used appeal in a sales message for getting quick action is to encourage customers to buy:&#10;A)while prices are not in effect.&#10;B)when the company will receive benefits.&#10;C) when a rebate is being offered.&#10;D) on business days.

Accepted Answer

The answer of A commonly used appeal in a sales...

Question 31

_____ makes a sales message sound authentic.&#10;A)A clich&#233;&#10;B)A general remark&#10;C) Jargon&#10;D) Concrete language

Accepted Answer

The answer of _____ makes a sales message sound authentic.&#10;A)A...

Question 32

Which of the following is an effective statement for requesting action using a sales message?&#10;A)&#34;Make your purchase before December 15, and receive your rebate.&#34;&#10;B)&#34;If you make a decision, you might be eligible for a discount.&#34;&#10;C) &#34;Let us hear from you about your purchase decision.&#34;&#10;D) &#34;We hope you will fill out your preferences for us to customize the product.&#34;

Accepted Answer

The answer of Which of the following is an effective...

Question 33

A way to increase your chances of convincing your audience is to include _____ in your statements.&#10;A)jargon&#10;B)research evidence&#10;C) a trite expression&#10;D) a clich&#233;

Accepted Answer

The answer of A way to increase your chances of...

Question 34

Identify a true statement about the last paragraph of a sales message.&#10;A)It should be relatively short for proper clarity and emphasis.&#10;B)It should include testimonials, guarantees, and enclosures.&#10;C) It should include a detailed description of the product to be sold.&#10;D) It should not restate the central selling point.

Accepted Answer

The answer of Identify a true statement about the last...

Question 35

In a sales message, _____.&#10;A)a well-known anecdote should be included to gain the reader's attention&#10;B)cliched statements should be included to make the message sound authentic&#10;C) general remarks about a product's durability and appearance should be included to create desire&#10;D) the desired action should be defined in specific terms that are easy to complete

Accepted Answer

The answer of In a sales message, _____.&#10;A)a well-known anecdote...

Question 36

Persuasion is an attempt to trap someone into taking action favorable to the communicator.

Accepted Answer

The answer of Persuasion is an attempt to trap someone...

Question 37

Ken is preparing a persuasive message for business owners in his community. Before he writes his message, he should try to understand the characteristics these owners have in common, such as their goals and their educational status.

Accepted Answer

The answer of Ken is preparing a persuasive message for...

Question 38

Which of the following can help make a sales message objective?&#10;A)Writing inductively&#10;B)Avoiding specific language&#10;C) Including superlatives&#10;D) Avoiding exaggerations

Accepted Answer

The answer of Which of the following can help make...

Question 39

Which of the following is true of the last paragraph of a sales message?&#10;A)It should include testimonials, guarantees, and enclosures.&#10;B)It should be written using a deductive outline.&#10;C) It should restate the central selling point.&#10;D) It should be relatively long and detailed.

Accepted Answer

The answer of Which of the following is true of...

Question 40

Which of the following is true of persuasive requests?&#10;A)They are granted quickly and willingly.&#10;B)They invite action only after attempting to create a desire to take action.&#10;C) They begin by asking for an adjustment.&#10;D) They exclude arguments as they do not anticipate any resistance.

Accepted Answer

The answer of Which of the following is true of...

Question 41

If you put readers to work using your product, service, or idea to solve problems, they will be the subject of most of the sentences of your sales message.

Accepted Answer

The answer of If you put readers to work using...

Question 42

Using a personal experience as an attention-getting tool in an unsolicited sales message is ineffective in gaining the attention of the readers.

Accepted Answer

The answer of Using a personal experience as an attention-getting...

Question 43

In a persuasive message, abstract nouns and passive verbs help readers see a product, service, or idea and its benefits more vividly than do concrete nouns and active verbs.

Accepted Answer

The answer of In a persuasive message, abstract nouns and...

Question 44

Like sales messages, persuasive claims should use a deductive sequence.

Accepted Answer

The answer of Like sales messages, persuasive claims should use...

Question 45

An outstanding feature of a product mentioned in the first sentence of a sales message might go unnoticed, but it will stand out if mentioned in the middle of the message.

Accepted Answer

The answer of An outstanding feature of a product mentioned...

Question 46

One of the most effective ways to emphasize a central selling point in a sales message is by its position in the message.

Accepted Answer

The answer of One of the most effective ways to...

Question 47

A message that is sent in response to a sales information request requires an attention-getting sentence.

Accepted Answer

The answer of A message that is sent in response...

Question 48

Will has written a letter to the sales manager of a computer manufacturing company inquiring about the features of the company's new netbook. In response to the query, the manager's letter should begin with an attention-getting sentence to invoke Will's interest in owning a netbook.

Accepted Answer

The answer of Will has written a letter to the...

Question 49

Using general preposterous statements in a sales message makes the message sound authentic.

Accepted Answer

The answer of Using general preposterous statements in a sales...

Question 50

If a product is not superior to its competition in some respects, factors such as favorable price, fast delivery, or superior service can be used as the primary appeal in a sales message.

Accepted Answer

The answer of If a product is not superior to...

Question 51

In a sales message, to get a reader's attention and interest, you must use an original approach.

Accepted Answer

The answer of In a sales message, to get a...

Question 52

An effective sales message promoting a service uses complete sentences rather than a series of phrases to gain attention.

Accepted Answer

The answer of An effective sales message promoting a service...

Question 53

A solicited sales message is a letter, memo, or email message written to someone who has not requested it.

Accepted Answer

The answer of A solicited sales message is a letter,...

Question 54

Jensen, a manager at a computer service center, has prepared a sales letter directed at small business firms. In the letter, he has emphasized the central selling point-immediate, personal service-in each paragraph. To make the message effective, he should edit his message to include the idea of the central selling point in only one paragraph of the message.

Accepted Answer

The answer of Jensen, a manager at a computer service...

Question 55

Companies should not welcome claims as the majority of claims are from unethical individuals.

Accepted Answer

The answer of Companies should not welcome claims as the...

Question 56

A customized email message that is sent to customers who may be interested in a product is an effective sales message promoting the product.

Accepted Answer

The answer of A customized email message that is sent...

Question 57

Eduardo concludes his sales message for video game subscriptions by instructing receivers, &#34;Let us hear from you if you are interested in subscribing to our service.&#34; This is an effective request for action.

Accepted Answer

The answer of Eduardo concludes his sales message for video...

Question 58

An enclosure or link in a sales message is best referred to in a sentence that is a clich&#233;.

Accepted Answer

The answer of An enclosure or link in a sales...

Question 59

When using an original approach in a sales message, choose an anecdote likely familiar to your audience.

Accepted Answer

The answer of When using an original approach in a...

Question 60

By stressing one main point in a sales message, you limit the message to that point.

Accepted Answer

The answer of By stressing one main point in a...

Question 61

Discuss how the inclusion of guarantees and enclosures in a sales message can convince prospective customers to like your product, service, or idea.

Accepted Answer

The answer of Discuss how the inclusion of guarantees and...

Question 62

Discuss how information about a product, service, or idea can be obtained before writing a persuasive message.

Accepted Answer

The answer of Discuss how information about a product, service,...

Question 63

Write a short note on claim messages.

Accepted Answer

The answer of Write a short note on claim messages....

Question 64

Briefly explain some common used attention-getting devices used in sales messages.

Accepted Answer

The answer of Briefly explain some common used attention-getting devices...

Deck 8: Delivering Persuasive Messages