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GEB 3213 Chapter 9 Questions and Answers 100% Solved
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GEB 3213 Chapter 9 Questions and Answers 100% Solved
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GEB 3213 Chapter 9 Questions andAnswers 100% Solved
1. A sales message is the central message that intrigues, informs, persuades, calls to
action, and closes the sale.
a. natural
b. topical
c. persuasive
d. neutral
e. refusal ✔✔ c. persuasive
2. Sales messages are often discussed in terms of:
a. reason versus faith.
b. reason versus excuse.
c. reason versus belief.
, d. reason versus loyalty.
e. reason versus emotion. ✔✔ e. reason versus emotion.
3. Which of the following is false about sales messages?
a. Buyers make purchase decisions on emotion as well as reason.
b. If your sales message does not appear to have credibility, the message will be dismissed.
c. If your sales message focuses exclusively on emotion, with little or no substance, it may not
be taken seriously.
d. Even if buyers have researched all the relevant facts about competing products, the decision
may still come down to impulse, emotion, and desire.
e. If your sales message focuses exclusively on reason and nothing but the facts, you may appeal
to the majority of the audience. ✔✔ e. If your sales message focuses exclusively on reason
and nothing but the facts, you may appeal to the majority of the audience.
4. In a sales message, the should use humor, novelty, surprise, or the unusual to get
noticed.
a. introduction
b. attention statement
c. body
d. conclusion
e. residual message ✔✔ b. attention statement
5. A(n) is what the buyer gains with the purchase and is central to your sales message. a.
appeal
b. idea
c. gift
d. benefit
e. reward ✔✔ d. benefit
6. Which of the following is a sales message strategy for success?
a. Know your audience
b. Take big steps and give the audience a lot of information
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