The Drive for Action in the Close of a Sales

question 31

Multiple Choice

The drive for action in the close of a sales message _____.

• A) should take the reader through the steps of what he or she must do
• B) should only hint at the desired action
• C) should never be followed by a postscript
• D) must not use hard-sell tactics by urging immediacy
• E) is unnecessary if the rest of the message is well written

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Definitions:

Environmental Punishment

A consequence resulting from the natural consequences of an action, rather than a direct intervention from another party.

Projective Measure

A psychological assessment technique where individuals reveal their unconscious thoughts and feelings through the interpretation of ambiguous stimuli.

Self-report Measure

A type of psychological assessment where individuals provide evaluative information about themselves, often in the form of questionnaires.

Unconscious Motivations

Drives and desires operating below the level of conscious awareness, influencing behavior and decision-making.