Which of the following excerpts from a sales message is an example of the social proof technique?
A) Act now Our special limited time offer expires soon
B) Did you know that our product has almost twice the computing power of the other handheld devices available today?
C) Be the envy of your friends and coworkers by purchasing this first-generation product today.
D) This device gives you the functionality of a laptop and the portability of a PDA.
E) Several Fortune 500 companies have purchased over 200,000 of these devices for their top executives.
Ques. 2How will establishing a clear vision and concrete goals help the team reach their goals?
A) By reminding the team why the work is important.
B) By helping others feel pride in their work
C) By displaying an understanding of the emotions of team members.
D) By acknowledging the frustrations of team members
E) By making it possible for team members to succeed.
Ques. 3With reference to Cialdini's techniques for appealing to emotion, which of the following is most likely to be involved in the technique of scarcity?
A) Including names and testimonials
B) Reminding your audience that they have made similar decisions in the past
C) Highlighting the exclusivity of your offer
D) Showing that you appreciate your audience
E) Giving people a gift with purchase
Ques. 4The AIDA approach ________ situations when you know the audience.
A) is never used in
B) will be less powerful in
C) can be used only in those
D) can be more effective in
E) is not applicable in
Ques. 5By showing appreciation and acknowledging team members' contribution, you _____.
A) remind the team why the work is important
B) acknowledge the emotions of team members
C) make it possible for a team member to succeed
D) help others feel pride in their work
E) understand the emotions of team members
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