Question 1

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

Accepted Answer

Tangible rewards are those that can be m...

Question 2

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 3

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-viewpointF) C) and D)
G) B) and C)

Question 4

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 detailsF) A) and D)
G) B) and E) A

Question 5

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 consumersF) C) and E)
G) B) and C) C

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

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 8

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 trainingF) D) and E)
G) C) and D)

Question 9

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 acceptanceF) B) and D)
G) A) and B)

Question 10

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 approachF) A) and B)
G) C) and E)

Question 11

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 12

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 fraudF) None of the above
G) A) and C)

Question 13

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

Accepted Answer

The following are the steps involved in ...

Question 14

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

By definition, persuasive messages are w...

Question 15

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)   psychographicF) A) and D)
G) A) and C)

Question 16

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 emailF) A) and C)
G) C) and D)

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

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 serviceF) B) and C)
G) A) and E) E

Question 19

_____ 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-basedF) B) and C)
G) C) and E)

Question 20

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 ofF) None of the above
G) B) and C)

Exam 7: Writing Persuasive Messages Proposals

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

Correct AnswerverifiedTangible rewards are those that can be m...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedA

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

Correct AnswerverifiedC

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

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Proposals differ from reports in that proposals _____.

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedThe following are the steps involved in ...View AnswerShow Answer

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

Correct AnswerverifiedBy definition, persuasive messages are w...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedE

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct Answer
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A

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The following are the steps involved in ...
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By definition, persuasive messages are w...
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E

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