Question 1

Traditional ____________________-mail marketing involves the sale of goods and services through letters, catalogs, brochures, envelope stuffers, and other messages delivered by land mail.

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The answer of Traditional ____________________-mail marketing involves the sale of...

Question 2

Successful businesspeople create persuasive memos, letters, e-mail messages, reports, and presentations that get the results they want.Your textbook presents six persuasion techniques that can help you be effective in getting your ideas accepted by your fellow workers, superiors, and clients.List and explain four of these techniques.

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The answer of Successful businesspeople create persuasive memos, letters, e-mail...

Question 3

Your textbook outlines several techniques to gain your reader's attention in the opening of a persuasive message.List two of these techniques and write an original example of each.

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The answer of Your textbook outlines several techniques to gain...

Question 4

If a previous claim letter has been refused or ignored, then a more persuasive approach using the ____________________ organizational pattern might be appropriate.

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The answer of If a previous claim letter has been...

Question 5

Instructions or directives to subordinates often require little persuasion and are, therefore, usually arranged in a(n)____________________ pattern.

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The answer of Instructions or directives to subordinates often require...

Question 6

____________________ appeals related to reason and intellect are often translated into making money and increasing efficiency.

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The answer of ____________________ appeals related to reason and intellect...

Question 7

When employees are asked to perform in a capacity outside their work roles or to accept changes that are not in their best interests, the ____________________ pattern is most effective.

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The answer of When employees are asked to perform in...

Question 8

____________________ appeals used to build interest in a sales message relate to status, ego, and sensual feelings.

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Question 9

You had a very negative experience at a restaurant where you were entertaining a potential client last week.You want to ask for your money back, but you expect reader resistance.Write a persuasive letter using the strategy you think will work best.Provide your own details as necessary.Write the body of the letter, omitting the letter addresses, salutation, complimentary close, and enclosure line.

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The answer of You had a very negative experience at...

Question 10

Describe the difference between rational appeals and emotional appeals and explain when you would use each.Then write an example of each type of appeal.

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Question 11

You would like to invite a local forensic accountant to speak about this exciting field at the next monthly meeting of your student business club.Write a persuasive request letter to the accountant.Write the body of the letter, omitting the letter addresses, salutation, complimentary close, and enclosure line.

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The answer of You would like to invite a local...

Question 12

Because managers are just as resistant to change as others are, subordinates should use the ____________________ organizational pattern when convincing management to adopt a procedure or invest in a product or new equipment.

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The answer of Because managers are just as resistant to...

Question 13

People from ____________________-context cultures will respond better to indirectness and politeness than to directness.

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Question 14

One way to overcome resistance in a sales message is to include a(n)____________________, which is a comment made by a satisfied customer.

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The answer of One way to overcome resistance in a...

Question 15

News (or press)____________________ announce company information such as new products, new facilities, donations, or participation in community projects to the media.

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The answer of News (or press)____________________ announce company information such...

Quiz 10: Persuasive and Sales Messages