Question 1

A recommended way to subordinate the price of a product is to reveal it in a sentence that also refers to the central selling point.

Accepted Answer

This is a commonly used marketing technique known as "anchoring," where the price is mentioned alongside a key selling point to make the price seem more reasonable or secondary to the value provided by the product.

Question 2

While the majority of claims against companies come from unethical individuals,companies must still respond because of the few who believe they have a legitimate claim.

Accepted Answer

The majority of claims against companies do not necessarily come from unethical individuals; people may file claims for a variety of reasons, including genuine grievances or misunderstandings, not just unethical motives. Companies must respond to all claims appropriately, assessing each on its own merits.

Question 3

Santosh,a computer service firm owner,has drafted a sales letter to area businesses in which he has emphasized his central selling point: immediate,personal service: in each paragraph.To keep the recipient's interest,he should edit his message to include the idea of his central selling point in only one paragraph.

Accepted Answer

Repeating the central selling point, such as immediate, personal service, throughout the sales letter can reinforce the message and ensure it is clearly communicated to the reader. This repetition can help keep the reader's interest by consistently reminding them of the value being offered.

Question 4

The principles used in selling an idea are similar to those used in selling products.

Accepted Answer

The principles of selling an idea and selling a product involve understanding the needs and preferences of the audience, highlighting the benefits and value, overcoming objections, and creating a persuasive presentation or pitch.

Question 5

An effective persuasive appeal includes a central selling point that is woven throughout the entire message.

Accepted Answer

An effective persuasive appeal uses a central selling point that is consistently conveyed throughout the message to convince the audience.

Question 6

Will Frazier has written you to inquire about the features of your company's new netbook; you should begin your reply with an attention-getting sentence to build interest in owning a netbook.

Accepted Answer

The answer of Will Frazier has written you to inquire...

Question 7

An effective persuasive message employs concrete and specific language to create an accurate representation of the product,service,or idea.

Accepted Answer

Concrete and specific language helps to clarify the benefits and features of the product or service being promoted, making the persuasive message more compelling and convincing to the target audience.

Question 8

Common types of persuasive requests include claim messages and requests for special favors and information.

Accepted Answer

Claim messages and requests for special favors and information are indeed common types of persuasive requests.

Question 9

A response that is sent to someone who has invited a persuasive message requires an attention-getting sentence to start the message.

Accepted Answer

A response to a persuasive message typically begins with an acknowledgment of the received message, rather than an attention-getting sentence, as the main purpose is to address the points made rather than to capture attention anew.

Question 10

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

Accepted Answer

Understanding the characteristics of the audience is an important step in preparing a persuasive message, as it helps the speaker tailor their message to appeal to their audience. By understanding what goals and educational background these business owners share, Ken can create a message that speaks directly to their needs and interests.

Question 11

When requesting action in a persuasive message,wording such as "I hope you will ..." and "If you agree ..." is recommended as a courteous way to present the recipient with the choice of whether to respond favorably.

Accepted Answer

The answer of When requesting action in a persuasive message,wording...

Question 12

Bonita wants to sell her consulting abilities to a potential client.She should use principles that are similar to those used in selling products and services.

Accepted Answer

Selling consulting abilities involves understanding the client's needs, demonstrating the value of the services, and building a relationship based on trust and communication, which are principles similar to those used in selling products and services.

Question 13

The first step in the selling process is to introduce the foremost feature of the product,service,or idea.

Accepted Answer

The first step in the selling process is actually to establish rapport and build a relationship with the potential customer before introducing any features or benefits of the product, service, or idea. This helps to create a sense of trust and connection, which can increase the likelihood of the customer being interested in what you have to offer.

Question 14

Gabrielle writes a sales message in the AIDA approach.She should Announce her intention,Infer the central selling point,Deal with objections,and ask the reader to take Action.

Accepted Answer

The AIDA model stands for Attention, Interest, Desire, and Action, not Announce, Infer, Deal, and Ask.

Question 15

An effective action paragraph in a sales message reminds the recipient of the benefit,which may be another referral to the central selling point.

Accepted Answer

An effective action paragraph in a sales message should remind the recipient of the benefit, which often refers back to the central selling point. By doing so, it reinforces the value of the product or service being offered and encourages the recipient to take action.

Question 16

Only communication directed to individuals outside the organization requires use of the inductive approach.

Accepted Answer

This statement is false. The inductive approach can be used for communication within the organization as well, depending on the context and purpose of the communication.

Question 17

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

Accepted Answer

An effective request for action should be clear, direct, and encourage immediate response, such as "Subscribe now to start your adventure!" Eduardo's message is passive and does not prompt an immediate action.

Question 18

Rhamel writes a sales message in the AIDA approach.He gets the receivers Attention,creates an Inference,creates a Decision for the receiver,and encourages Action.

Accepted Answer

The correct sequence for the AIDA model is Attention, Interest, Desire, and Action, not Inference.

Question 19

Paragraphs in a persuasive message are typically long in order to achieve the writer's persuasive purpose.

Accepted Answer

Paragraphs in a persuasive message should be concise and focused to capture the audience's attention and convey the main points effectively. It is important to use short and impactful sentences and paragraphs to maintain the reader's interest and persuade them to take action. Long paragraphs can lead to information overload and cause the reader to lose interest or miss important details.

Question 20

Knowing the needs of the receiver is essential to preparing an effective sales message.

Accepted Answer

To have an effective sales message, it is important to know the needs of the intended recipient or audience. This allows the salesperson to tailor their message and offer solutions that will address specific pain points or concerns, making it more likely that the message will resonate and lead to a successful sale.

Quiz 8: Delivering Persuasive Messages