Question 1

Which of the following is the suggested four-step sequence for an inductive outline?

Accepted Answer

The suggested four-step sequence for an inductive outline includes getting the reader's attention, introducing the product or idea, presenting evidence to support claims, and then asking for action. Option C follows this sequence correctly. Option A mentions the product or service before getting the reader's attention, while option B asks for action before presenting evidence. Option D starts with the reason for writing, which is not necessary in an inductive outline.

Question 2

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

Accepted Answer

The principles of selling involve understanding the needs and interests of the audience, highlighting the benefits of the idea or product, and addressing any potential objections or concerns. These principles apply to both selling products and selling ideas.

Question 3

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

Accepted Answer

A central selling point helps to focus the message and make it more persuasive. When this point is repeated and reinforced throughout the message, it can increase the likelihood of the audience accepting the persuasive appeal.

Question 4

A message that is sent in response to a sales information request requires an attention-getting sentence.

Accepted Answer

A message sent in response to a sales information request should prioritize providing the requested information clearly and concisely, rather than focusing on grabbing attention.

Question 5

The attention-getter in a sales message should achieve several important objectives: introduce a relationship, focus on a central selling feature, and use an original approach.

Accepted Answer

The attention-getter in a sales message should accomplish these objectives, as introducing a relationship can establish trust and rapport with potential customers, focusing on a central selling feature can highlight the product's unique value proposition, and using an original approach can help the message stand out and be memorable.

Question 6

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

Accepted Answer

Understanding the common characteristics of the target audience is an important step in preparing a persuasive message that will effectively communicate with them.

Question 7

_____ is the ability of a sender to influence others to accept his or her point of view.

Accepted Answer

Persuasion is the ability to influence others and convince them to accept a certain point of view or idea. It involves using effective communication skills and techniques to convince others of the validity of one's argument or position. Stimulation refers to the process of arousing or exciting someone, integration refers to the process of combining or merging different things or ideas, and accession refers to the act of attaining or acquiring something, such as a position or title.

Question 8

Santosh, a manager at a computer service center, has drafted a sales letter to area businesses in which he has emphasized his central selling point- immediate, personal service-in each paragraph. To make the message effective, 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 in each paragraph can reinforce the message and make it more memorable to the reader, enhancing the effectiveness of the sales letter.

Question 9

As indicated by Maslow's need hierarchy, some people respond favorably to sales promotions that target their sense of belonging, their ability to be remembered, and their need to be appreciated. The needs that are being targeted are _____.

Accepted Answer

The needs being targeted are self-actualizing needs, which include the desire for belonging, recognition, and appreciation.

Question 10

Which of the following is a feature of persuasive communication?

Accepted Answer

A feature of persuasive communication is that it involves an honest presentation of information. Persuasive communication is not about tricking or trapping someone into taking a favorable action, but rather presenting compelling information that encourages them to take action on their own. Hard sell techniques may be used in some cases, but they are not a necessary feature of persuasive communication. Additionally, persuasive communication can take many forms, including verbal, written, and visual communication.

Question 11

Companies should not welcome claims as a majority of them are from unethical individuals.

Accepted Answer

This statement is too broad and unfair. While it is true that some claims may come from unethical individuals, not all claims should be dismissed or assumed to be false without proper investigation. Companies should still prioritize and address all claims to ensure ethical and fair practices are being maintained.

Question 12

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

Accepted Answer

Using concrete and specific language helps the audience understand the details and benefits of the product, service, or idea being presented, which makes the message more persuasive.

Question 13

Mary wants to write a memo to a team of people who will help her launch a new product line for the company. She wants to convince them that their extensive commitment is justified because the product is important to the company's future. She should employ the deductive approach while writing the memo.

Accepted Answer

The deductive approach starts with the main idea or conclusion and then provides supporting details. In this case, Mary should use the inductive approach, which builds up to the conclusion by first presenting evidence and reasoning to convince the team of the product's importance.

Question 14

When a deductive approach is used in a persuasive situation, chances of getting cooperation are maximum.

Accepted Answer

In a persuasive situation, an inductive approach, which starts with specific observations and builds towards a general conclusion, can often be more effective in gaining cooperation because it allows the audience to follow the reasoning and arrive at the conclusion themselves, making them more likely to be persuaded. Deductive reasoning, starting with a general statement and moving towards a specific conclusion, might not always engage the audience in the same way.

Question 15

Will has written to the sales manager of a company that manufactures computers to inquire about the features of the company's new netbook. The manager should begin his reply with an attention-getting sentence to build interest in owning a netbook.

Accepted Answer

The answer of Will has written to the sales manager...

Question 16

AIDA refers to the four basic steps of the persuasive process, including announcing the intention, inferring the central appeal, dealing with objections, and asking the reader to take action.

Accepted Answer

AIDA stands for Attention, Interest, Desire, and Action, which are the four steps of the persuasive process in marketing and advertising.

Question 17

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

Accepted Answer

This request is vague and passive. An effective request for action should be clear, direct, and provide specific instructions on how to proceed.

Question 18

It is helpful to write very long paragraphs in persuasive messages to achieve the writer's persuasive purpose.

Accepted Answer

Long paragraphs can make it difficult for readers to stay engaged and may decrease the impact of the persuasive message. It's better to use concise and clear paragraphs with strong arguments and evidence to achieve the persuasive purpose.

Question 19

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

Accepted Answer

This statement is true. Common types of persuasive requests include claim requests (such as complaints or demands for a refund) and messages that ask for special favors or information.

Question 20

Josef responds to product advertisements that focus on convenience, durability, and service. These benefits of the advertised products appeal to his _____ needs of Maslow's need hierarchy.

Accepted Answer

The needs of security and safety are at the base of Maslow's hierarchy, and convenience, durability, and service are all characteristics that promote a sense of security and safety in products.

Quiz 8: Delivering Persuasive Messages