GEB 3213 EXAM 2 (TRAMMELL UPDATED ACTUAL
QUESTIONS AND CORRECT ANSWERS
Question:
1. What are the 3 key steps to persuasive messages (what must you know)?
Answer:
1. Know the Product- benefits, key features, cost
2. Know the Audience- commonalties and the emotional vs logical appeal
3. Know the Desired Action
Question:
2. What is the AIDA Format?
Answer:
A- grab attention I- introduce and arouse interest D- create desire through evidence A- request action
Question:
3. What some ways to Grab Attention?
Answer:
1. Provocative Question
2. Startling Fact
3. Striking Story
4. Powerful Quote by Expert/Famous person
Question:
4. What are the 4 Self-Esteem Appeals?
Answer:
1. Praise past action
2. Use quantitative info
3. Show how much support is needed
4. Give a compliment
Question:
5. What are the 3 other Emotional Appeals?
Answer:
1. Use Scarcity
2. Use Social Proof
3. Use Reciprocity
Question:
6. In the US what 3 rhetorical appeals found in sales letters?
Answer:
1. Patriotism
2. Vanity
3. Nationalism
, Question:
7. How does US and Canadian sales letters compare?
Answer:
Canada avoids emotional language, where as US uses "dear friend" and "congratulations" to create a
friendly bond
Question:
8. In the US what is the common form for routine messages?
Answer:
Direct Approach. Email is used for internal Messages
Question:
9. What is the format for internal vs external messages?
Answer:
Internal: memo format External: letter format
Question:
10. What are the 3 good letter writing standards in the US?
Answer:
1. Clear Content
2. Proper Form
3. Positive Tone
Question:
11. What is the basic format for using the direct approach in routine messages?
Answer:
1st P: main purpose 2nd P: description or explanation 3rd P: Positive or Natural courteous closing that asks
for action
Question:
12. What are some common types of Direct Requests?
Answer:
1. Information Requests
2. Order Requests
3. Claim Requests
Do not need to use a question mark
Question:
13. How do you format Granting a Claim?
Answer:
1. Open with Positive
2. Explain the Situation
3. Close response to claim
Question:
14. What are the top 4 things to avoid in the body of a letter?
QUESTIONS AND CORRECT ANSWERS
Question:
1. What are the 3 key steps to persuasive messages (what must you know)?
Answer:
1. Know the Product- benefits, key features, cost
2. Know the Audience- commonalties and the emotional vs logical appeal
3. Know the Desired Action
Question:
2. What is the AIDA Format?
Answer:
A- grab attention I- introduce and arouse interest D- create desire through evidence A- request action
Question:
3. What some ways to Grab Attention?
Answer:
1. Provocative Question
2. Startling Fact
3. Striking Story
4. Powerful Quote by Expert/Famous person
Question:
4. What are the 4 Self-Esteem Appeals?
Answer:
1. Praise past action
2. Use quantitative info
3. Show how much support is needed
4. Give a compliment
Question:
5. What are the 3 other Emotional Appeals?
Answer:
1. Use Scarcity
2. Use Social Proof
3. Use Reciprocity
Question:
6. In the US what 3 rhetorical appeals found in sales letters?
Answer:
1. Patriotism
2. Vanity
3. Nationalism
, Question:
7. How does US and Canadian sales letters compare?
Answer:
Canada avoids emotional language, where as US uses "dear friend" and "congratulations" to create a
friendly bond
Question:
8. In the US what is the common form for routine messages?
Answer:
Direct Approach. Email is used for internal Messages
Question:
9. What is the format for internal vs external messages?
Answer:
Internal: memo format External: letter format
Question:
10. What are the 3 good letter writing standards in the US?
Answer:
1. Clear Content
2. Proper Form
3. Positive Tone
Question:
11. What is the basic format for using the direct approach in routine messages?
Answer:
1st P: main purpose 2nd P: description or explanation 3rd P: Positive or Natural courteous closing that asks
for action
Question:
12. What are some common types of Direct Requests?
Answer:
1. Information Requests
2. Order Requests
3. Claim Requests
Do not need to use a question mark
Question:
13. How do you format Granting a Claim?
Answer:
1. Open with Positive
2. Explain the Situation
3. Close response to claim
Question:
14. What are the top 4 things to avoid in the body of a letter?
