Question 1

In the AIDA plan for sales letters,AIDA stands for

Accepted Answer

A)   attention, interest, desire, and action.
B)   action, interest, direct benefits, and attention.
C)   action, information, desire, and acknowledgement.
D)   awareness, information, data, and alertness.
E)   added interest, desired action.

Question 2

Determining whether a reader might be resistant to your message,and why,helps you prepare a more persuasive message.

Accepted Answer

A) True 
 B)False

Question 3

Providing credible evidence such as current statistics is a positive way to influence the reader.

Accepted Answer

A) True 
 B)False

Question 4

To be successful when writing a persuasive message you must overcome resistance.

Accepted Answer

A) True 
 B)False

Question 5

To overcome resistance,you must show how your argument benefits the reader.

Accepted Answer

A) True 
 B)False

Question 6

The process of persuasion begins with

Accepted Answer

A)   telling the reader what to do.
B)   analyzing the reader.
C)   offering a discount on a product or service.
D)   expecting your audience to understand your idea.

Question 7

In the textual content of your persuasive message you must explain your rationale for presenting a new procedure or idea.

Accepted Answer

A) True 
 B)False

Question 8

Use an indirect organizational plan for persuasive messages when

Accepted Answer

A)   writing to superiors within the organization.
B)   the audience is predisposed to listen objectively to your presentation.
C)   strong persuasion is needed.
D)   the proposal is long and complex.
E)   the recommendations must be given in the beginning.

Question 9

In persuasive requests,the opening of a sales letter should be interesting,short,and original.

Accepted Answer

A) True 
 B)False

Question 10

Define the difference between a "solicited sales letter," and an "unsolicited sales letter."

Accepted Answer

A solicited sales letter is a reply to a...

Question 11

What are four techniques to use to open sales letters? Provide an example of at least four of the six techniques.

Accepted Answer

(Students should list at least four of t...

Question 12

You need persuasion when requesting a favor from someone you don't know because

Accepted Answer

A)   expert opinion and statistical data are not enough.
B)   the reader needs sufficient evidence to make an informed decision.
C)   you want to make the desired action as clear and easy as possible.
D)   the reader is getting no tangible benefits from granting the favor.
E)   this is a routine request that is likely to be granted automatically.

Question 13

If your reader is predisposed against the idea you are promoting,you should do all of the following except

Accepted Answer

A)   provide sufficient objective, verifiable evidence about the topic.
B)   offer more supporting reasons than you would if the reader's attitude were neutral.
C)   use the direct organizational plan to show how the topic is relevant to the reader.
D)   analyze the reader's resistance so you can write a counterargument.
E)   use the "you" attitude to tailor the letter based on audience analysis.

Question 14

When is the indirect organizational plan appropriate for persuasive messages?

Accepted Answer

The indirect plan is used when...

Question 15

You may provide incentive for a prompt reply to your persuasive sales message by

Accepted Answer

A)   offering a gift to the first 100 people who respond by the due date.
B)   using cautious, hesitant language to avoid discouraging your reader.
C)   giving information about new products added to your website.
D)   repeatedly sending the same message for a week.

Question 16

A routine complaint letter requires an attention-getting opener and more evidence than a persuasive claim letter.

Accepted Answer

A) True 
 B)False

Question 17

Unlike a routine claim letter,a persuasive claim letter

Accepted Answer

A)   mentions how the reader will benefit from doing what the writer asks.
B)   uses emotional or exaggerated language for emphasis.
C)   states the request immediately.
D)   uses clear explanations and an appropriate tone.

Question 18

Which sentence most effectively interprets a product's features?

Accepted Answer

A)   The Rocket Laser 3000 warms up in 20 seconds and prints documents at 1,200 dpi.
B)   Both the ergonomic keyboard and the wireless mouse were designed to help computer users.
C)   Baking bread is easy with a BreadWinner.
D)   Our digital music player can store up to 5,000 songs.
E)   Finish your woodworking projects quickly with this high-torque battery-powered drill.

Question 19

Advertising and persuasion are different in what way?

Accepted Answer

A)   Advertising gives something to the reader.
B)   Persuasion admits failure and apologizes.
C)   Persuasion is more personalized.
D)   Advertising includes pricing information; persuasion does not.

Question 20

The essence of persuasion is

Accepted Answer

A)   overcoming the reader's initial resistance.
B)   selling your product to a reader.
C)   convincing a reader to take a specific action.
D)   motivating your reader to believe something.
E)   stressing reader benefits.

Exam 7: Persuasive Messages

In the AIDA plan for sales letters,AIDA stands for

Correct AnswerverifiedShow Answer

To be successful when writing a persuasive message you must overcome resistance.

Correct AnswerverifiedShow Answer

Advertising and persuasion are different in what way?

Correct AnswerverifiedShow Answer

Determining whether a reader might be resistant to your message,and why,helps you prepare a more persuasive message.

Correct AnswerverifiedShow Answer

In the textual content of your persuasive message you must explain your rationale for presenting a new procedure or idea.

Correct AnswerverifiedShow Answer

What are four techniques to use to open sales letters? Provide an example of at least four of the six techniques.

Correct Answerverified(Students should list at least four of t...View AnswerShow Answer

Providing credible evidence such as current statistics is a positive way to influence the reader.

Correct AnswerverifiedShow Answer

A routine complaint letter requires an attention-getting opener and more evidence than a persuasive claim letter.

Correct AnswerverifiedShow Answer

Use an indirect organizational plan for persuasive messages when

Correct AnswerverifiedShow Answer

To overcome resistance,you must show how your argument benefits the reader.

Correct AnswerverifiedShow Answer

The essence of persuasion is

Correct AnswerverifiedShow Answer

Which sentence most effectively interprets a product's features?

Correct AnswerverifiedShow Answer

If your reader is predisposed against the idea you are promoting,you should do all of the following except

Correct AnswerverifiedShow Answer

You need persuasion when requesting a favor from someone you don't know because

Correct AnswerverifiedShow Answer

Unlike a routine claim letter,a persuasive claim letter

Correct AnswerverifiedShow Answer

The process of persuasion begins with

Correct AnswerverifiedShow Answer

In persuasive requests,the opening of a sales letter should be interesting,short,and original.

Correct AnswerverifiedShow Answer

When is the indirect organizational plan appropriate for persuasive messages?

Correct AnswerverifiedThe indirect plan is used when...View AnswerShow Answer

You may provide incentive for a prompt reply to your persuasive sales message by

Correct AnswerverifiedShow Answer

Define the difference between a "solicited sales letter," and an "unsolicited sales letter."

Correct AnswerverifiedA solicited sales letter is a reply to a...View AnswerShow Answer

Correct Answer
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(Students should list at least four of t...
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The indirect plan is used when...
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Correct Answer
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A solicited sales letter is a reply to a...
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