Question 1

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 to establish rapport with the customer and identify their needs, not necessarily to introduce the foremost feature of the product, service, or idea.

Question 2

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 services involves understanding the client's needs, presenting the benefits of the services, building rapport, and overcoming objections - all of which are similar principles used in selling products and services.

Question 3

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

Accepted Answer

Understanding the needs and preferences of the receiver is crucial in creating a sales message that will resonate with them and lead to a successful outcome.

Question 4

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 5

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

Accepted Answer

An effective persuasive appeal should have a consistent central selling point that is presented throughout the entire message. This helps to reinforce the main message and make it more memorable to 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

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 8

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

Accepted Answer

Paragraphs in a persuasive message are typically shorter, concise, and to the point to keep the reader engaged and focused on the main arguments. Long paragraphs can disengage the reader and make the message less persuasive.

Question 9

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 10

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,...

Question 11

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 common characteristics of the audience is an important step in preparing a persuasive message. It allows the communicator to tailor the message to the specific needs and interests of the audience, increasing the chances of the message being well-received and effective.

Question 12

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

Accepted Answer

The inductive approach is a method of organizational communication in which information is presented first and then followed by the explanation or context. This approach can be used for both internal and external communication, depending on the situation and audience. Therefore, communication directed to individuals within the organization may also require the use of the inductive approach.

Question 13

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

By incorporating the price along with highlighting the main benefit or selling point, it helps to shift the focus from just the price to the overall value of the product.

Question 14

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 15

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 16

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

Accepted Answer

In both cases, the seller needs to understand the needs and desires of the buyer and effectively communicate how their idea or product can fulfill those needs. Additionally, building rapport, presenting a compelling argument, and addressing potential objections are all important principles in both selling ideas and products.

Question 17

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 should remind the recipient of the benefit and encourage them to take action, which may include referring others to the central selling point. Therefore, the statement is true.

Question 18

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 create a clear and accurate representation of the product, service, or idea. When the audience understands exactly what is being offered and how it will benefit them, they are more likely to be persuaded. Vague or unclear language can result in confusion and a lack of interest in the message.

Question 19

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

Accepted Answer

This is true. Persuasive requests can be of different types, such as claim messages where the requester is seeking some form of compensation or resolution, and requests for special favors or information where the requester is seeking some kind of assistance or support.

Question 20

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.

Quiz 8: Delivering Persuasive Messages