Chapter 9 Self-Quiz

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. What should persuasive business messages NOT do?

break down reader resistance correct incorrect

coerce readers to do something correct incorrect

appeal to reader needs, interests, values, and logic correct incorrect

motivate readers to act or change their minds correct incorrect

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. What should a writer do to encourage readers to say "yes" to a request?

Direct the reader to take action. correct incorrect

Dedicate significant message space to all reader objections. correct incorrect

Address serious objections at the end of the message. correct incorrect

Indicate how money spent can result in long-term savings. correct incorrect

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. Which strategy should be avoided to counter resistance to a request?

pointing out short-term pain can lead to long-term gain correct incorrect

pointing out advantages outweigh disadvantages correct incorrect

pointing out money spent can save money or time in the long run correct incorrect

pointing out the expense and time needed for implementation correct incorrect

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. Which of the following is NOT a type of persuasive appeal?

appeal to emotion correct incorrect

appeal to reason correct incorrect

appeal to currency correct incorrect

appeal to ethics correct incorrect

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. What would NOT help writers establish trust with the reader?

citing experts correct incorrect

including their business titles correct incorrect

identifying a mutual interest correct incorrect

using sarcasm correct incorrect

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. What does an effective persuasive writer consider?

how the reader is motivated correct incorrect

how much money the reader makes correct incorrect

how writer-based language can be incorporated correct incorrect

how information can be distorted to achieve the goal correct incorrect

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. Which of the following is NOT an example of a persuasive message?

a claim request correct incorrect

a claim refusal correct incorrect

a collection letter correct incorrect

a sales message correct incorrect

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. Which is not a step in the indirect writing plan for persuasive messages?

Prove the benefit to the reader. correct incorrect

Ask for an apology. correct incorrect

Ask for action. correct incorrect

Obtain interest. correct incorrect

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. Which of the following would contribute to an ineffective persuasive memo?

a specific subject line correct incorrect

statistical evidence to support the problem explanation correct incorrect

an aggressive closing correct incorrect

an acknowledgement of potential drawbacks correct incorrect

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. When asking for a specific action from the reader, what should the writer NOT do?

Set a deadline. correct incorrect

Be firm. correct incorrect

Be polite. correct incorrect

Withhold incentives. correct incorrect

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. What does an effective claim request do?

ends angrily to emphasize writer dissatisfaction correct incorrect

gives a threat about next steps the writer will take correct incorrect

opens positively correct incorrect

avoids asking for a specific action correct incorrect

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. Which of the following is NOT a stage of collection letters?

survey correct incorrect

reminder correct incorrect

inquiry correct incorrect

demand correct incorrect

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. What will a good sales message avoid?

market research to develop a reader profile correct incorrect

a "Dear Occupant" salutation correct incorrect

objective language and facts correct incorrect

limited-time and special offers correct incorrect

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. Which of the following is NOT a technique to help writers gain attention in a sales letter?

a product feature correct incorrect

a special offer correct incorrect

news that makes the reader feel important correct incorrect

an opening with a long story correct incorrect

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. What is a postscript?

a film script that is posted through social media correct incorrect

a cost-effective way to mail business messages correct incorrect

a short message added to the end of letter correct incorrect

a handwritten message transmitted by the postal system correct incorrect

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. Where is a postscript located in a sales letter?

in the complimentary close correct incorrect

in the opening correct incorrect

after the sender's signature correct incorrect

wherever it can attract the most attention correct incorrect

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. Why are postscripts used in a sales letter?

to spotlight free offers correct incorrect

to add information forgotten in the main message correct incorrect

to urge readers to take their time in making decisions correct incorrect

to de-emphasize information correct incorrect

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. What does a fundraising package typically include?

a donation, a reply form, and a non-disclosure agreement correct incorrect

an appeal for a donation, a reply form, and a postage-paid envelope correct incorrect

an appeal for a donation, a do-not-reply form, and an e-mail address correct incorrect

a donation, a consent form, and an envelope correct incorrect

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. Which of the following is true about persuasion through social media?

It can drive support for causes and social good. correct incorrect

It is not effective for online marketing strategies. correct incorrect

It cannot generate as much support as traditional non-electronic methods. correct incorrect

It depends on establishing oneself as an actual expert rather than a perceived one. correct incorrect

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. Which techniques are used to persuade through social media?

social proof, liking, and scarcity correct incorrect

social compensation, disliking, and abundance correct incorrect

social work, authority, commonness correct incorrect

social loafing, inferiority, and surplus correct incorrect

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. Which technique is NOT used to persuade audiences through social media?

establishing yourself as an expert correct incorrect

offering subscriptions to unlimited numbers of people correct incorrect

offering subscriptions to limited numbers of people correct incorrect

mirroring other people's posts correct incorrect

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. Which term refers to a social media persuasion technique that involves opening up subscriptions to limited numbers of people?

reciprocation correct incorrect

liking correct incorrect

scarcity correct incorrect

social proof correct incorrect

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. Which term refers to third-party endorsers who have relationships with online communities, and with whom organizations often partner?

social media infiltrators correct incorrect

social media influencers correct incorrect

social media instigators correct incorrect

social media investigators correct incorrect

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. Which of the following is true about social media influencers?

They have limited value to organizations. correct incorrect

They never produce marketing content for the brands to which they attach themselves. correct incorrect

They have limited influence on marketing target audiences. correct incorrect

They allow organizations to access solid relationships of trust to attract consumers. correct incorrect

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. Who are NOT typical social media influencers?

entertainers correct incorrect

students correct incorrect

teachers and tutors correct incorrect

visionaries correct incorrect