Question 1

Describe each of the four phases of the AIDA model for persuasive messages.

Accepted Answer

(1) Attention: Make your audience want to hear about your idea. Find some common ground on which to build your case. (2) Interest: Explain the relevance of your message to your audience. (3) Desire: Make readers want to change by explaining how the change will benefit them. Answer in advance questions that your audience might have, and back up your claims with relevant evidence. (4) Action: Ask your audience to take the specific action you suggest.

Question 2

When writing a persuasive claim letter, you should

Accepted Answer

A)  mention as many additional complaints as possible about the company. 
B)  assume that the other person has no interest in helping you. 
C)  use a confident and positive tone. 
D)  say you have already contacted an attorney (even if you really haven't). 
A)  mention as many additional complaints as possible about the company. 
B)  assume that the other person has no interest in helping you. 
C)  use a confident and positive tone. 
D)  say you have already contacted an attorney (even if you really haven't). C

Question 3

The AIDA model for persuasive messages works only with audiences who are receptive to your message.

Accepted Answer

A) True 
 B)False  False

Question 4

When writing a persuasive request for action, you should

Accepted Answer

A)  demonstrate that helping you will solve a significant problem. 
B)  ask for more than you actually want so that you'll have a cushion for negotiation. 
C)  use the hard-sell approach. 
D)  avoid flattery. 
A)  demonstrate that helping you will solve a significant problem. 
B)  ask for more than you actually want so that you'll have a cushion for negotiation. 
C)  use the hard-sell approach. 
D)  avoid flattery.

Question 5

In marketing, ________ are enthusiastic fans of your company and its products.

Accepted Answer

The answer of In marketing, ________ are enthusiastic fans of...

Question 6

In marketing and sales messages, you can deemphasize the price of your product by

Accepted Answer

A)  commenting on how wealthy your readers probably are. 
B)  mentioning it in the middle of a paragraph. 
C)  stating it right at the beginning. 
D)  doing all of the above. 
A)  commenting on how wealthy your readers probably are. 
B)  mentioning it in the middle of a paragraph. 
C)  stating it right at the beginning. 
D)  doing all of the above.

Question 7

A good way to gain attention for a persuasive campaign for an electric car would be a series of graphs and technical data that show how efficient the car is.

Accepted Answer

A) True 
 B)False

Question 8

When your AIDA message uses an indirect approach and is delivered by email, what are two goals to keep in mind as you write the subject line?

Accepted Answer

One challenge in this situatio

Question 9

To devise an effective persuasive message, you need to analyze audience members and then appeal to their desires and interests.

Accepted Answer

A) True 
 B)False

Question 10

Social ________ refers to any aspect of buying and selling products and services or supporting customers through the use of social media.

Accepted Answer

The answer of Social ________ refers to any aspect of...

Question 11

In general, the best persuasive messages ________ the audience's motivations.

Accepted Answer

A)  dismiss 
B)  downplay 
C)  avoid mentioning 
D)  openly address 
A)  dismiss 
B)  downplay 
C)  avoid mentioning 
D)  openly address

Question 12

A common effective approach to presenting the benefits of a product is to

Accepted Answer

A)  list the features, and challenge the audience to figure out the benefits. 
B)  describe them with highly complex terms. 
C)  choose one direct benefit and one indirect benefit. 
D)  show them in a list or a table. 
A)  list the features, and challenge the audience to figure out the benefits. 
B)  describe them with highly complex terms. 
C)  choose one direct benefit and one indirect benefit. 
D)  show them in a list or a table.

Question 13

________ is the process of changing an audience's attitudes, beliefs, or actions.

Accepted Answer

The answer of ________ is the process of changing an...

Question 14

Describe several ways you can de-emphasize price in sales messages.

Accepted Answer

You can leave out any mention of price o

Question 15

Most persuasive messages combine

Accepted Answer

A)  current and very old evidence. 
B)  logical and emotional factors. 
C)  truth and falsehood. 
D)  many major points all at once. 
A)  current and very old evidence. 
B)  logical and emotional factors. 
C)  truth and falsehood. 
D)  many major points all at once.

Question 16

If a supervisor tells a worker who consistently arrives late, "I know you don't want to have your pay docked," the supervisor is addressing the worker's need for

Accepted Answer

A)  self-actualization. 
B)  safety and security. 
C)  acceptance. 
D)  status and esteem. 
A)  self-actualization. 
B)  safety and security. 
C)  acceptance. 
D)  status and esteem.

Question 17

The AIDA approach for persuasive messages should be used with

Accepted Answer

A)  the direct approach only. 
B)  the indirect approach only. 
C)  either the direct or the indirect approach. 
D)  neither the direct nor the indirect approach. 
A)  the direct approach only. 
B)  the indirect approach only. 
C)  either the direct or the indirect approach. 
D)  neither the direct nor the indirect approach.

Question 18

Most persuasive messages take the direct approach.

Accepted Answer

A) True 
 B)False

Question 19

Induction refers to reasoning from a generalization to a specific conclusion.

Accepted Answer

A) True 
 B)False

Question 20

One of the best ways to gain credibility for your message is to support it with objective evidence.

Accepted Answer

A) True 
 B)False

Exam 10: Writing Persuasive Messages

Describe each of the four phases of the AIDA model for persuasive messages.

When writing a persuasive claim letter, you should

The AIDA model for persuasive messages works only with audiences who are receptive to your message.

When writing a persuasive request for action, you should

In marketing, ________ are enthusiastic fans of your company and its products.

In marketing and sales messages, you can deemphasize the price of your product by

A good way to gain attention for a persuasive campaign for an electric car would be a series of graphs and technical data that show how efficient the car is.

When your AIDA message uses an indirect approach and is delivered by email, what are two goals to keep in mind as you write the subject line?

To devise an effective persuasive message, you need to analyze audience members and then appeal to their desires and interests.

Social ________ refers to any aspect of buying and selling products and services or supporting customers through the use of social media.

In general, the best persuasive messages ________ the audience's motivations.

A common effective approach to presenting the benefits of a product is to

________ is the process of changing an audience's attitudes, beliefs, or actions.

Describe several ways you can de-emphasize price in sales messages.

Most persuasive messages combine

If a supervisor tells a worker who consistently arrives late, "I know you don't want to have your pay docked," the supervisor is addressing the worker's need for

The AIDA approach for persuasive messages should be used with

Most persuasive messages take the direct approach.

Induction refers to reasoning from a generalization to a specific conclusion.

One of the best ways to gain credibility for your message is to support it with objective evidence.

Achieving Success Through Effective Business Communication

Mastering Interpersonal Communication

Communicating in a World of Diversity

Planning Business Messages

Writing Business Messages

Completing Business Messages

Crafting Messages for Electronic Media

Writing Routine and Positive Messages

Writing Negative Messages

Finding, Evaluating, and Processing Information

Designing Visual Communication

Planning Reports and Proposals

Writing Reports and Proposals

Completing Reports and Proposals

Developing Oral and Online Presentations

Enhancing Presentations With Slides and Other Visuals

Building Careers and Writing Résumés

Applying and Interviewing for Employment

Format and Layout of Business Documents

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