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1
Chapter 6 Quiz
6. Which of Maslow’s hierarchy of needs should you consider when you are writing a fundraising letter?
Answer: self-actualization needs
10. Which type of persuasive writing is best suited to an electronic medium: sales letters, collection
letters, or letters of request?
Answer: letters of request
11. Which approach works best for most persuasive writing: direct or indirect?
Answer: indirect, because it prepares the reader
12. In the AIDA sequence, name three strategies for capturing the reader’s attention.
Answer: a startling fact, a stimulus to the imagination, an anecdote, a bargain, an offer, a question, visual
attention-getters
13. In a sales letter, one way to deemphasize the cost is to put it in the ____________ part of the
sentence.
Answer: subordinate
14. A collection series usually consists of _____ letters sent over a period of _______________ months.
Answer: Three to five; one to four
15. What is the first step in deciding what kind of collection letter to send?
Answer: assess the debtor
16. What is the aim of most collection letters: to impose some penalty or to get the debtor to pay?
Answer: to get the debtor to pay
FOOTNOTES: