Building Interest in a Sales Message Can Effectively Be Done

question 12

Multiple Choice

Building interest in a sales message can effectively be done by

• A) appealing to the seller's ego, status, or senses in a rational appeal.
• B) motivating action in the closing.
• C) emphasizing central selling points identified in the prewriting analysis.
• D) suggesting the reader would be foolish to ignore this offer.

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Definitions:

Ingroup Bias

The tendency to favor and extend loyalty to members of one's own group over those from different groups.

Outgroup Derogation

A psychological phenomenon where people tend to view and judge members of a group to which they do not belong less favorably than their own group (ingroup).

Self-Serving Attributions

A cognitive bias where individuals attribute their successes to internal or personal factors while attributing failures to external or situational factors.

Implicit Prejudice

Negative attitudes or affective reactions associated with an outgroup, for which the individual has little or no conscious awareness and which can be automatically activated in intergroup encounters.