GEB 3213 Exam 2 (Trammell)
questions with correct answers
1. Know the Product- benefits, key features, cost
2. Know the Audience- commonalties and the emotional vs logical appeal
3. Know the Desired Action - correct answer ✔✔ What are the 3 key steps to persuasive
messages (what must you know)?
A- grab attention
I- introduce and arouse interest
D- create desire through evidence
A- request action - correct answer ✔✔ What is the AIDA Format?
1. Provocative Question
2. Startling Fact
3. Striking Story
4. Powerful Quote by Expert/Famous person - correct answer ✔✔ What some ways to Grab
Attention?
1. Praise past action
2. Use quantitative info
3. Show how much support is needed
4. Give a compliment - correct answer ✔✔ What are the 4 Self-Esteem Appeals?
1. Use Scarcity
, 2. Use Social Proof
3. Use Reciprocity - correct answer ✔✔ What are the 3 other Emotional Appeals?
1. Patriotism
2. Vanity
3. Nationalism - correct answer ✔✔ In the US what 3 rhetorical appeals found in sales letters?
Canada avoids emotional language, where as US uses "dear friend" and "congratulations" to
create a friendly bond - correct answer ✔✔ How does US and Canadian sales letters compare?
Direct Approach. Email is used for internal Messages - correct answer ✔✔ In the US what is the
common form for routine messages?
Internal: memo format
External: letter format - correct answer ✔✔ What is the format for internal vs external
messages?
1. Clear Content
2. Proper Form
3. Positive Tone - correct answer ✔✔ What are the 3 good letter writing standards in the US?
1st P: main purpose
2nd P: description or explanation
3rd P: Positive or Natural courteous closing that asks for action - correct answer ✔✔ What is the
basic format for using the direct approach in routine messages?
1. Information Requests
questions with correct answers
1. Know the Product- benefits, key features, cost
2. Know the Audience- commonalties and the emotional vs logical appeal
3. Know the Desired Action - correct answer ✔✔ What are the 3 key steps to persuasive
messages (what must you know)?
A- grab attention
I- introduce and arouse interest
D- create desire through evidence
A- request action - correct answer ✔✔ What is the AIDA Format?
1. Provocative Question
2. Startling Fact
3. Striking Story
4. Powerful Quote by Expert/Famous person - correct answer ✔✔ What some ways to Grab
Attention?
1. Praise past action
2. Use quantitative info
3. Show how much support is needed
4. Give a compliment - correct answer ✔✔ What are the 4 Self-Esteem Appeals?
1. Use Scarcity
, 2. Use Social Proof
3. Use Reciprocity - correct answer ✔✔ What are the 3 other Emotional Appeals?
1. Patriotism
2. Vanity
3. Nationalism - correct answer ✔✔ In the US what 3 rhetorical appeals found in sales letters?
Canada avoids emotional language, where as US uses "dear friend" and "congratulations" to
create a friendly bond - correct answer ✔✔ How does US and Canadian sales letters compare?
Direct Approach. Email is used for internal Messages - correct answer ✔✔ In the US what is the
common form for routine messages?
Internal: memo format
External: letter format - correct answer ✔✔ What is the format for internal vs external
messages?
1. Clear Content
2. Proper Form
3. Positive Tone - correct answer ✔✔ What are the 3 good letter writing standards in the US?
1st P: main purpose
2nd P: description or explanation
3rd P: Positive or Natural courteous closing that asks for action - correct answer ✔✔ What is the
basic format for using the direct approach in routine messages?
1. Information Requests
