Question 1

What are three methods of reasoning you can use when making a logical appeal?

Accepted Answer

Logical appeals can take place through a...

Question 2

Establishing credibility in persuasive messages

Accepted Answer

A)   is impossible unless the audience is already familiar with you.
B)   is a waste of time, since data and evidence are the only things audiences find convincing.
C)   requires a condescending, "know-it-all" tone.
D)   works only when you make negative comments about your company's competitors.
E)   is essential when you are trying to persuade a hostile or skeptical audience.F) None of the above
G) C) and D)

Question 3

Briefly explain the difference between conversation marketing and social commerce.

Accepted Answer

Conversation marketing involves companie...

Question 4

________ information includes age,gender,occupation,income,and education.

Accepted Answer

Demographic
Explanation: The demographic...

Question 5

List three categories of common persuasive business messages.

Accepted Answer

Most persuasive business messages fall i...

Question 6

________ is reasoning from a generalization to a specific conclusion.

Accepted Answer

Deduction
Explanation: With deductive re...

Question 7

An advertisement stating that a new resort offers "freedom and comfort along with great value" is using

Accepted Answer

A)   an emotional appeal.
B)   an analogy.
C)   an inductive appeal.
D)   both logical and emotional appeals.
E)   circular reasoning.F) A) and B)
G) B) and D)

Question 8

When writing a persuasive request for action,you should

Accepted Answer

A)   use the direct approach.
B)   demonstrate that helping you will indeed solve a significant problem.
C)   ask for more than you actually want so that you'll have a cushion for negotiation.
D)   avoid flattery.
E)   make fantastic claims about the benefits of complying, since no one is likely to follow up.F) B) and D)
G) B) and E)

Question 9

Most persuasive business messages involve requests for action.

Accepted Answer

A) True 
 B)False

Question 10

What kinds of information should you research as you prepare to write marketing and sales messages?

Accepted Answer

In part,writing marketing and sales mess...

Question 11

Briefly define social commerce.

Accepted Answer

Social commerce refers to any aspect of ...

Question 12

The interest phase of a sales message should

Accepted Answer

A)   begin with a "hard sell" that makes audiences want to hear more.
B)   help the audience understand how your idea will benefit them.
C)   emphasize the relevance of your message to your audience.
D)   avoid any attempts at answering potential objections.
E)   suggest that anyone who is not interested in hearing more is foolish.F) A) and B)
G) A) and C)

Question 13

Emotional appeals

Accepted Answer

A)   have no place in persuasive business messages.
B)   can help audiences care enough to respond positively to your persuasive message.
C)   often backfire, and should be used only when addressing internal audiences.
D)   are usually sufficient, on their own, to convince the audience to make important decisions.
E)   are most effective in persuasive messages designed for international audiences.F) B) and D)
G) C) and D)

Question 14

If price is one of your strong selling points,you should

Accepted Answer

A)   mention special offers, such as volume discounts, before actually stating the price.
B)   compare the price to the cost of some other product or activity ("This exercise equipment costs less than a health club membership") .
C)   break the total price into smaller units ("Just six easy payments of $19.95 each will bring you this lovely collector's item") .
D)   give it a position of prominence, such as in the headline or as the last item in a paragraph.
E)   not overemphasize it, since you might need to fall back on it later.F) A) and B)
G) B) and E)

Question 15

Which of the following uses a deductive approach to persuasion?

Accepted Answer

A)   Because the stock market is expected to fall next month, shares of our company stock will probably also decline.
B)   It is important for our sales force to operate like a well-oiled machine.
C)   Our stock price is like a marathon runner, slowly making progress towards our goal.
D)   Have you heard what happened to stock prices last week?
E)   None of the above.F) B) and E)
G) None of the above

Question 16

One way to overcome audience resistance to your message is to

Accepted Answer

A)   use the hard-sell approach.
B)   present all sides of the issue before making the case for your position.
C)   emphasize your impeccable logic.
D)   speak negatively about your competitors.
E)   do all of the above.F) All of the above
G) C) and E)

Question 17

Using simple language in persuasive messages usually increases your credibility.

Accepted Answer

A) True 
 B)False

Question 18

Using simple language in persuasive messages

Accepted Answer

A)   helps avoid suspicions of fantastic claims and emotional manipulation.
B)   reduces your credibility, since jargon and complex terminology are impressive.
C)   confuses the audience, since they expect you to show how much you know.
D)   is harmful when addressing external audiences.
E)   is fine as long as you overwhelm the audience with complicated charts and diagrams.F) C) and D)
G) A) and D)

Question 19

Induction refers to reasoning from a generalization to a specific conclusion.

Accepted Answer

A) True 
 B)False

Question 20

________ ________ are the most attractive features of an idea or product.

Accepted Answer

Selling points
Explanation: Selling poin...

Exam 10: Writing Persuasive Messages

Establishing credibility in persuasive messages

Correct AnswerverifiedShow Answer

Most persuasive business messages involve requests for action.

Correct AnswerverifiedShow Answer

When writing a persuasive request for action,you should

Correct AnswerverifiedShow Answer

Using simple language in persuasive messages

Correct AnswerverifiedShow Answer

Briefly explain the difference between conversation marketing and social commerce.

Correct AnswerverifiedConversation marketing involves companie...View AnswerShow Answer

What are three methods of reasoning you can use when making a logical appeal?

Correct AnswerverifiedLogical appeals can take place through a...View AnswerShow Answer

________ is reasoning from a generalization to a specific conclusion.

Correct AnswerverifiedDeductionExplanation: With deductive re...View AnswerShow Answer

What kinds of information should you research as you prepare to write marketing and sales messages?

Correct AnswerverifiedIn part,writing marketing and sales mess...View AnswerShow Answer

________ ________ are the most attractive features of an idea or product.

Correct AnswerverifiedSelling pointsExplanation: Selling poin...View AnswerShow Answer

________ information includes age,gender,occupation,income,and education.

Correct AnswerverifiedDemographicExplanation: The demographic...View AnswerShow Answer

Which of the following uses a deductive approach to persuasion?

Correct AnswerverifiedShow Answer

One way to overcome audience resistance to your message is to

Correct AnswerverifiedShow Answer

Using simple language in persuasive messages usually increases your credibility.

Correct AnswerverifiedShow Answer

Emotional appeals

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If price is one of your strong selling points,you should

Correct AnswerverifiedShow Answer

List three categories of common persuasive business messages.

Correct AnswerverifiedMost persuasive business messages fall i...View AnswerShow Answer

An advertisement stating that a new resort offers "freedom and comfort along with great value" is using

Correct AnswerverifiedShow Answer

Briefly define social commerce.

Correct AnswerverifiedSocial commerce refers to any aspect of ...View AnswerShow Answer

The interest phase of a sales message should

Correct AnswerverifiedShow Answer

Induction refers to reasoning from a generalization to a specific conclusion.

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Conversation marketing involves companie...
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Logical appeals can take place through a...
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Correct Answer
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Deduction
Explanation: With deductive re...
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In part,writing marketing and sales mess...
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are the most attractive features of an idea or product.

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Selling points
Explanation: Selling poin...
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Correct Answer
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Demographic
Explanation: The demographic...
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Most persuasive business messages fall i...
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Social commerce refers to any aspect of ...
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