GEB Exam 2 questions with complete
solutions
Three basic steps to planning your persuasion - correct answer ✔✔ 1) Know what you are
selling
2) Know your audience
3) Make sure you can clearly express how you want the audience to act
Know the Product - correct answer ✔✔ - doesn't matter if it an actual product, service or idea;
know the specifics
• How exactly will the product benefit the audience?
• What specific features make the product stand out?
• Customers want to see how your product is different from other products on the market
• How much does the product cost?
Know the Audience - correct answer ✔✔ -Needs/wishes of target audience?
-Choose an emotional or logical appeal
Logical - might tap into sense of durability, convenience, low price, etc.
Emotional - tap into desire to be praised, remembered, respected or appreciated (ex. prestige
gained by purchasing a luxury vehicle)
Know the Desired Action - correct answer ✔✔ What do you want the audience to do? Request
more information from you? Purchase the product? Make sure you know before you compose
the message
Understand the basics of your product - correct answer ✔✔ 1) How exactly will the product
benefit the audience?
,2) What specific features make the product stand out from its competitors?
3) How much does the product cost?
Emotional appeal - correct answer ✔✔ may work to connect people's desire to be respected,
praised, remembered, or appreciated
Logical appeal - correct answer ✔✔ tap into the consumer's desire for durability, convenience,
or low price
AIDA Format - correct answer ✔✔ A = Grab the reader's attention
I = Introduce and arouse interest in the product
D = Create a desire for the product through clear evidence
A = Request Action
When to use AIDA - correct answer ✔✔ preferred plan to use with audiences who have not
requested information
- Best strategy is to rely on clear scientific findings or basic concrete evidence that you state
accurately and objectively
Grabbing attention - correct answer ✔✔ - A provocative question
- A startling fact
- A striking story
- A powerful quote by an expert or famous person
-special bargains, free gifts, or product samples
Two primary objectives to accomplish in the opening of your AIDA message - correct answer
✔✔ 1. Bring up a central selling point in the beginning of your document
2. Take a unique approach
, Introducing and creating interest - correct answer ✔✔ - Make it action oriented
- Assert your central selling points (3-4)
Desire - correct answer ✔✔ - Objective and ethical language, watch your language don't have
incomplete comparisons
- Use evidence to convince
- Aim to include guarantees, enclosures, and testimonials
- Downplay the price
Request Action - correct answer ✔✔ last paragraph should request that your audience act on
your proposal
- Give specifics
- Consider restating your top selling point
- May want to add some type of incentive
Using self-esteem tactics-appeal to desire to stand out in a crowd - correct answer ✔✔ 1. Praise
actions from the past: "Your helpful donation last year has helped us"
2. Use quantitative info to show how an individual has helped the cause
3. Show how much support is needed "because of budget cuts to the state, we need donations
from passionate readers like you"
4. Give a compliment"extraordinary people like you wisely know how much building a
harmonious community of volunteers means to a city"
Principles of appealing to emotions - correct answer ✔✔ 1)Scarcity technique: "a limited
number of tickets to the first round of the tournament will be available at 500 dollar level"
2)Social proof strategy " angles list highly recommends our work on both residential and
business air conditioning systems
solutions
Three basic steps to planning your persuasion - correct answer ✔✔ 1) Know what you are
selling
2) Know your audience
3) Make sure you can clearly express how you want the audience to act
Know the Product - correct answer ✔✔ - doesn't matter if it an actual product, service or idea;
know the specifics
• How exactly will the product benefit the audience?
• What specific features make the product stand out?
• Customers want to see how your product is different from other products on the market
• How much does the product cost?
Know the Audience - correct answer ✔✔ -Needs/wishes of target audience?
-Choose an emotional or logical appeal
Logical - might tap into sense of durability, convenience, low price, etc.
Emotional - tap into desire to be praised, remembered, respected or appreciated (ex. prestige
gained by purchasing a luxury vehicle)
Know the Desired Action - correct answer ✔✔ What do you want the audience to do? Request
more information from you? Purchase the product? Make sure you know before you compose
the message
Understand the basics of your product - correct answer ✔✔ 1) How exactly will the product
benefit the audience?
,2) What specific features make the product stand out from its competitors?
3) How much does the product cost?
Emotional appeal - correct answer ✔✔ may work to connect people's desire to be respected,
praised, remembered, or appreciated
Logical appeal - correct answer ✔✔ tap into the consumer's desire for durability, convenience,
or low price
AIDA Format - correct answer ✔✔ A = Grab the reader's attention
I = Introduce and arouse interest in the product
D = Create a desire for the product through clear evidence
A = Request Action
When to use AIDA - correct answer ✔✔ preferred plan to use with audiences who have not
requested information
- Best strategy is to rely on clear scientific findings or basic concrete evidence that you state
accurately and objectively
Grabbing attention - correct answer ✔✔ - A provocative question
- A startling fact
- A striking story
- A powerful quote by an expert or famous person
-special bargains, free gifts, or product samples
Two primary objectives to accomplish in the opening of your AIDA message - correct answer
✔✔ 1. Bring up a central selling point in the beginning of your document
2. Take a unique approach
, Introducing and creating interest - correct answer ✔✔ - Make it action oriented
- Assert your central selling points (3-4)
Desire - correct answer ✔✔ - Objective and ethical language, watch your language don't have
incomplete comparisons
- Use evidence to convince
- Aim to include guarantees, enclosures, and testimonials
- Downplay the price
Request Action - correct answer ✔✔ last paragraph should request that your audience act on
your proposal
- Give specifics
- Consider restating your top selling point
- May want to add some type of incentive
Using self-esteem tactics-appeal to desire to stand out in a crowd - correct answer ✔✔ 1. Praise
actions from the past: "Your helpful donation last year has helped us"
2. Use quantitative info to show how an individual has helped the cause
3. Show how much support is needed "because of budget cuts to the state, we need donations
from passionate readers like you"
4. Give a compliment"extraordinary people like you wisely know how much building a
harmonious community of volunteers means to a city"
Principles of appealing to emotions - correct answer ✔✔ 1)Scarcity technique: "a limited
number of tickets to the first round of the tournament will be available at 500 dollar level"
2)Social proof strategy " angles list highly recommends our work on both residential and
business air conditioning systems
