Which of the following is the proper sequence for a persuasive message using the indirect
plan?
Attention, Interest, Desire, Action
Correct.
Action, Interest, Attention, Desire
Incorrect.
Attention, Desire, Interest, Action
Incorrect.
Interest, Attention, Desire, Action
Incorrect.
Which of the following is NOT a guide to be used when constructing the desire section of
persuasive messages?
Cause receiver to read or listen to the rest of the message
Correct.
Build on receiver's attention by providing proof of benefits
Incorrect.
Downplay any negative points or obstacles
Incorrect.
Re-emphasize benefits to the receiver
Incorrect.
The indirect plan should NOT be used for a
routine claim.
Correct.
recommendation.
Incorrect.
collection message.
Incorrect.
letter of application.
Incorrect.
Which of the following comments best describes a collection message in the appeal
stage?
Uses the indirect persuasive outline
Correct.
Is a reminder for a customer who forgot to pay
Incorrect.
Is written from the writer's point of view
Incorrect.
Is not concerned with customer goodwill
Incorrect.
Which of the following sentence beginnings best asks for action in a collection appeal
stage?
Please send . . .
Correct.
You must send . . .
Incorrect.
I appeal to you to . . .
Incorrect.
I expect your . . .
Incorrect.
Persuasive messages are seldom used for internal communication.
False
Correct.
True
Incorrect.
The direct plan can be used effectively to persuade the reader to act before he or she has
time to think of negative responses.
False
Correct.
True
Incorrect.
Sentence fragments may be used to gain the receiver's attention in a sales message.
True
Correct.
False
Incorrect.
Special claims are unique and should use the direct plan.
False
Correct.
True
Incorrect.
Receivers of all requests will need to be persuaded to take action.
False
Correct.
True
Incorrect.
The warning stage of collection messages is used only when the other stages have failed.
True
Correct.
False
Incorrect.
To maintain an honest reputation, you should mention your product's weaknesses to the
customer.
False
Correct.
True
Incorrect.
A careful analysis of the product or service should be completed before composing the
sales message.
True
Correct.
False
Incorrect.
A salutation is frequently omitted from a sales message.
True
Correct.
False
Incorrect.
The number of steps in each collection stage should be consistent from customer to
customer to ensure unbiased treatment.
False
Correct.
True
Incorrect.