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Chapter 10 Writing Persuasive Messages and Proposals Answer Key
True / False Questions
1.
The best organizational pattern for a persuasive message is to say what you want your
readers to do right away and then use the rest of the message to support your point.
2.
A sales message that implies that customers who purchase a specific product will save
money and time is using intangible benefits as a persuasive tool.
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3.
Requests that are likely to encounter resistance require a slow, deliberate approach.
4.
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.
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5.
One of the goals of the opening of a persuasive request is to gain attention.
6.
You should
not
open a persuasive request with a question.
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7.
One of the most widely disseminated forms of business communication is the sales
message.
8.
Sales messages are highly susceptible to the use of unethical tactics.
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9.
Permission-based email allows marketers to tailor their message to customers and
prevents spam.
10.
Appeals to the sense of taste and smell are classified as logical appeals.
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11.
Every product has a single appeal that is used to target the product’s audience.
12.
Sales efforts often begin before the actual sales message does.
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13.
The subject line of a sales message should typically contain sensational words.
14.
Over the years, sales writers have developed a formula that one must follow to write sales
messages.
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15.
Content marketing involves overt selling.
16.
By definition, a proposal is in written form.
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17.
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.
18.
In the context of soliciting proposals, RFP stands for “request for proposals.”
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19.
Unsolicited proposals should resemble a sales message.
20.
The heart of a proposal is the discussion of the problem that the proposed product or
service is intended to solve.
Multiple Choice Questions
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21.
It is best to organize persuasive messages using the _____ because you will be writing to
potentially uncooperative readers.
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22.
Demographic information includes details such as
23.
Information such as a person’s social, political, and personal preferences is called _____
information.
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24.
Measurable rewards, such as saving time or money or acquiring a desired object, are also
called _____ rewards.
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25.
Rewards that fulfill a reader’s desire to gain prestige or have more freedom are called
_____ rewards.
26.
Which of the following statements about product benefits is true?
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27.
Consider the following statement: “Our newest television model comes with OLED
technology in addition to all the functionality of high-end televisions in the current
market.” This statement primarily focuses on
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28.
Which of the following is true about the technique of scenario painting as used in
advertisements?
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29.
The persuasive appeals identified by Aristotle that are based on emotions are referred to
as
30.
The first step in creating a persuasive request is
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31.
Rebecca is the office manager for a medium-sized production company. She writes to her
boss asking if one of the office assistants can complete the weekly sales report on
Monday mornings. She begins her persuasive argument by pointing out that her other
responsibilities mean the report is several hours late every week, which delays her boss
from sending his own report to the company executives. This is an example of the
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32.
Knowledge of sales message techniques helps in writing business messages because
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33.
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.
34.
Which of the following applies to all persuasive messages?