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Exam 7: Persuasive Messages

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Question 41

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Which of the following is the least effective opening statement for an unsolicited sales letter?

A) Last month, one million business travelers enjoyed the friendly, on-time service of Alpha Beta Airlines. (promoting new services for corporate customers)
B) If you and your family drink one gallon of water a day, you may be consuming too many minerals. (promoting a water purifier system)
C) Are you interested in leading a long and happy life? (promoting a new exercise program)
D) How much extra money would you have if you didn't have to pay 21% interest on your credit cards? (promoting a new credit card)
E) Six months ago, he was unemployed with few qualifications. Today, he's a website designer for a major corporation. (promoting training courses in website development)

F) A) and C)
G) A) and D)

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Question 42

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Which of the following statements at the end of a sales letter would most effectively motivate the reader to take action?

A) If you are at all interested in trying our product, please call me soon.
B) Act now! Don't delay! Smart shoppers know that time is running out!
C) Why not try our new computer software free for 15 days?
D) Simply return the enclosed order card by October 1 to reserve your copy of this limited-edition poster.

E) All of the above
F) B) and D)

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Question 43

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How should you deal with obstacles when writing a persuasive message?

Before you begin writing,you should always ask yourself,"What is my purpose for writing?"

For sales letters you must provide evidence to show why or how the product is great.

Why is audience analysis so critical when you are planning a persuasive request?

A persuasive message selling an idea will be more effective if you

What should you do to motivate action in a persuasive request?

When using a sales letter to promote a high-priced item,one idea is to involve the reader in a demonstration.

What three types of evidence are often used to create interest or justify a persuasive request?

In a sales letter,you may offer an incentive to motivate the reader to respond by a due date.

All business communication involves persuasion.

Which of the following does not contribute to creating interest and justifying your position in a persuasive message?

When an author uses passive voice and only implies what the message may be,it is called the "indirect organizational plan."

What is a rhetorical question? How can you use it in a persuasive message? What are some concerns about using it?

Why should you emphasize the reader rather than the product or idea you are proposing?

When using the direct or the indirect organizational plan,clarify the specific action you want the reader to take.

What is a central selling theme for a sales letter? Why is it important that you choose one? What are some examples of central selling themes?

Proposing to your supervisor that the company decentralize the reimbursement of travel expenses is an example of selling an idea.

Persuasion is the process of motivating people to do or believe something despite their initial resistance.