Chapter 8 Biz Comm

Which of the following situations would require composing a persuasive claim letter?

All the answer choices reflect situations that would require writing a persuasive claim letter.

Jon is a manager of a large software company. Which of the following situations would most likely require Jon to use persuasion within his company?

Asking employees to change their working hours to meet the new customer demands.

Professional marketers and salespeople follow the AIDA strategy in their sales letters because it is effective. What does the acronym AIDA stand for?

Attention, Interest, Desire, Action

Which of the following statements about persuasion and persuasive messages in today's digital age is least accurate?

Because of technology, the number of persuasive messages has decreased.

The opening of a persuasive request should _________

Capture the reader's attention and interest.

You have decided to ask your supervisor to authorize the purchase of new smartphones for your sales staff. The most important item for you to include in your request is ___________.

Clear documentation, including facts, figures, and evidence that proves how most smartphones will increase productivity.

Effective persuaders use all of the following techniques to influence other except _____________

Emphasizing benefits to them rather than to their audience.

Direct sales letters are no longer an effective tool to sell products or services.

False.

Effective e-mail sales messages should focus on at least three or four central selling points.

False.

Persuasive request are generally more effective when they're organized using the direct strategy.

False.

Persuasive skills are not as important in today's business world.

False.

When writing a persuasive claim letter, you should clearly indicate that your receiver or his/her company intentionally created the problem to establish blame & to ensure that you receive an appropriate adjustment to your claim.

False.

Which of the following represents a rational appeal?

For a limited time, you can get employee pricing on any new Ford Motor Company vehicle.

Which of the following illustrates a testimonial?

Here's what a new user has to say: "The Apple iPhone surpasses other smartphones on the market."

When creating online sales messages, what advice should you follow?

Include a statement that tells readers how to be removed from your mailing database.

The closing of a persuasive request should ________

Make a specific request and motivate action.

Which of the following statements about persuasive messages and social networking sites is most accurate?

Many indivduals and companies now use social media to send persuasive messages.

Which statement about online sales messages is most accurate?

Online sales messages offer a richer experience than direct-mail messages because readers can click hyperlinks at will to access content that interests them.

What is the best advice when composing a persuasive complaint message?

Open with a statement of sincere praise, an objective statement of the problem, or a point of agreement.

"Leave your worries behind as you escape to our secluded island facility that offers beautiful sunsets, white beaches, relaxing massages, personal concierges, and authentic island cuisines" is an example of an emotional appeal.

True.

Although savvy businesses and individuals understand the value of some social networks to promote their businesses and to persuade others, they do not use Twitter bc only 140 characters can be included in a tweet.

True.

The body of a persuasive request should reduce resistance.

True.

When selling an idea to management, try to connect your idea to saving money or other benefits.

True.

Your primary goal in writing a sales message is get someone to devote a few moments of attention to it.

True.

Persuasive requests are generally more effective when they are organized ____________

indirectly.