MGT 306 Chapter 9
Which of the following would help develop the emotional appeal of a new coffee shop targeted to young customers?
A description of the trendy atmosphere, late hours, and live music available at the coffee shop
Which of the following are common features of sales writing? (Choose every correct answer.)
A fast pace Sentence fragments A conversational tone
Which of the following is an example of a character-based persuasive appeal?
A superstar athlete endorsing a line of athletic clothing
Which statement best defines a persuasive message?
Any attempt to offer something to readers or listeners in exchange for some of their resources
In the United States, the law requiring that recipients of commercial email be given the chance to opt out of further messages is called the ______.
CAN-SPAM Act
A persuasive request should open with words that accomplish which of the following? (Choose every correct answer.)
Gain the reader's attention Set up the persuasive strategy
Which of the following are examples of intangible rewards? (Choose every correct answer.)
Gaining respect from coworkers Increased self-esteem
Which of the following are examples of demographic information? (Choose every correct answer.)
Income Age Gender
Which of the following subject lines would be most likely to get a reader's attention without being flagged as spam?
Keep your house warmer this winter.
Which of the following are the main goals of the opening of a persuasive request? (Choose every correct answer.)
Leading the reader toward the central strategy Gaining the reader's attention
What percentage of the U.S. population regularly uses the Internet?
Over 90 percent
Which of the following are common forms of content marketing? (Choose every correct answer.)
Podcasts Videos How-to guides
Which of the following suggestions should be followed when developing the appeal in a persuasive request? (Choose every correct answer.)
Project an appealing image. Use concise language. Use logical, engaging details.
Which of the following are ways in which Twitter can be used to promote a product or company? (Choose every correct answer.)
Retweets of useful or interesting information from others Direct dialog with other users Twitter chats
The desired action in a persuasive appeal should be which of the following in order to move readers toward compliance? (Choose every correct answer.)
Specific Easy to perform
When is it appropriate to end a message with a request?
When the request is simple, inexpensive, and likely to be accepted
A unique feature of Twitter is the ______.
brevity of each post
In order to gain a reader's attention and avoid being regarded as spam, the From field on an email message should ______.
clearly identify your company
In a commercial email message, the option to opt out of further messaging should be ______.
easy to identify
Email sales messages should include at least one ______.
link
The primary purpose of proposals is to ______.
persuade
A brief message that appears after the closing of a sales message is called a(n) _____.
postscript
After the opening, a persuasive request should ______.
present a compelling case for performing the requested action
In making a sales request, readers should be enticed to act ______.
immediately
A proposal written in response to a request from another business or organization is called a(n) ______.
solicited proposal
The request for action in a sales message should be ______.
specific
Saving money and acquiring a desired object are examples of ______ rewards.
tangible
The first step in preparing a sales message is to ______.
understand the product or service you are offering
A physical trainer who submits a proposal to the local sports team to provide training for the players, even though the team did not specifically invite proposals from trainers, is an example of a(n) ______.
unsolicited proposal
A persuasive request should develop the strategy using persuasive language and the ______-viewpoint.
you
Which of the following are techniques that make sales letters more effective? (Choose every correct answer.)
Combining them with other sales strategies Targeting them to a more receptive audience
An advertisement promising to make you more attractive and popular is based on which category of persuasive appeals?
Emotion
True or False: Most proposals are extremely long and require supporting materials such as an executive summary and a table of contents.
False
Which of the following is something that makes proposals different from formal reports?
They are meant to persuade.
Which of the following are reasons for including live links in email sales messages? (Choose every correct answer.)
They promote reader engagement. They drive readers to targeted products.
Which of the following are the goals in the opening of a sales message? (Choose every correct answer.)
To grab the reader's attention To motivate the reader to keep reading
True or False: Sales writing does not follow the conventions of other forms of business writing.
True
Which format is typically the most appropriate for internal proposals?
Which technique involves presenting a shared problem and casting the request as a solution to the problem?
The common-ground persuasion technique
The value of a company's name recognition and positive image is called ______.
brand equity
Which of the following should be avoided in the opening of a sales message?
Promises that you are unlikely to keep
Which of the following comes first in a persuasive request?
Reasons why the audience should comply with your request
Which of the following are reasons why sales messages are considered controversial? (Choose every correct answer.)
They rely on persuasive tactics that could be perceived as unethical. Many readers do not wish to receive them.
Which of the following are objectives of an unsolicited proposal? (Choose every correct answer.)
To describe a need and your ability to answer it To get the reader's attention To build your credibility
Which of the following are goals of content marketing? (Choose every correct answer.)
To impress customers with your knowledge To gain brand awareness To encourage customers to purchase your product when they're ready to buy
Which of the following should you determine before composing a sales message to be sent by email or mail?
Which additional pieces of information will be linked to or included
Which of the following is an effective request?
Your contribution of $20 or more will make a profound difference in the lives of children in need.
In order to make a reader more receptive, the opening of a persuasive request should be ______.
attention-getting and compelling
A persuasive appeal that is cast as a problem-solution message should begin with a(n) ______.
description of the problem and need for action
A sales message for a spa service promising a "refreshed, revitalized, rejuvenated you" is using a(n) ______ appeal.
emotional
Messages promoting intangible benefits most often rely on ______ appeals.
emotional
A sales message that includes a significant amount of information that could be helpful to potential customers but is not necessarily part of the central appeal should ______.
include the information in a separate page, brochure, attachment, or web link
Coordinated selling across several media is known as ______.
integrated marketing communications
A proposal written for other employees within your organization is called a(n) ______ proposal.
internal
Letters, emails, blog posts, Facebook pages, and other items persuading readers to purchase a product or service are known as ______.
sales messages
Unsolicited proposals should resemble ______.
sales messages
A grant request written by a business owner to the local government would be an example of a(n) ______.
external proposal
Which of the following are examples of a persuasive request? (Choose every correct answer.)
Asking your boss for an ergonomic keyboard Sending a fundraising newsletter Reminding employees to show up on time
Which of the following best characterizes the modern seller-buyer conversation about a product or service?
Both parties are well informed.
Which of the following are examples of psychographic information? (Choose every correct answer.)
Exercise habits Favorite foods
After grabbing the reader's attention in the opening, what are the next steps? (Choose every correct answer.)
Expanding on the main appeal Answering readers' likely questions Overcoming common objections
True or False: Persuasive messages are only intended to get readers or listeners to part with their money.
False
True or False: Sales messages are the most casual type of persuasive messaging, requiring little research or care to compose.
False
Which of the following can a postscript be used to accomplish in a sales message? (Choose every correct answer.)
Making note of attachments or other secondary materials Requesting that readers pass information to others Urging the reader to act
Which of the following is an important part of getting readers to comply with your desired request?
Making the desired action as clear as possible and easy to perform
The act of giving away interesting and useful information via social media to attract a loyal customer base is called ______.
content marketing
