Question 1

The direct pattern is best when a past claim has been refused or ignored or if you anticipate reluctance to your claim.

Accepted Answer

A) True 
 B)False

Question 2

The statement A Kodak all-in-one printer may cost a little more, but you'll pay far less for replacement ink than you will with other printers

Accepted Answer

A) builds interest in a product. 
B) gains attention by describing a problem. 
C) reduces resistance. 
D) motivates action. 
A) builds interest in a product. 
B) gains attention by describing a problem. 
C) reduces resistance. 
D) motivates action.

Question 3

The statement Did you know you can get home delivery of your local newspaper for 40 percent less than the newsstand price?

Accepted Answer

A) builds interest with an expert opinion. 
B) motivates action. 
C) gains attention by asking a question that focuses on reader benefits. 
D) presents an indirect benefit. 
A) builds interest with an expert opinion. 
B) motivates action. 
C) gains attention by asking a question that focuses on reader benefits. 
D) presents an indirect benefit.

Question 4

Nicole wants to ask her boss if she can telecommute two days a week, but she's afraid her boss will oppose her request. What should she do first in her written request?

Accepted Answer

A) Reduce resistance 
B) Gain attention 
C) Motivate action 
D) Build interest 
A) Reduce resistance 
B) Gain attention 
C) Motivate action 
D) Build interest

Question 5

To be persuasive in a claim letter, you should suggest that the receiver intentionally deceived you or intentionally created the problem.

Accepted Answer

A) True 
 B)False

Question 6

____________________ appeals related to reason and intellect are often translated into making money and increasing efficiency.

Accepted Answer

The answer of ____________________ appeals related to reason and intellect...

Question 7

Paul wants to convince the members of his staff to begin exercising more. He should use an indirect organizational pattern.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following statements about complaint messages is least accurate?

Accepted Answer

A) If the goal of your complaint letter is to change something, then persuasion is necessary. 
B) An effective complaint message makes a reasonable and valid request and presents a logical case with clear facts. 
C) Anger and emotion are effective persuaders in complaint messages. 
D) Some complaint messages just vent anger. 
A) If the goal of your complaint letter is to change something, then persuasion is necessary. 
B) An effective complaint message makes a reasonable and valid request and presents a logical case with clear facts. 
C) Anger and emotion are effective persuaders in complaint messages. 
D) Some complaint messages just vent anger.

Question 9

The best persuasive requests anticipate audience resistance.

Accepted Answer

A) True 
 B)False

Question 10

In a letter advertising its recycling services, The Greenfield Recycling Company stresses that customers will feel the satisfaction of knowing that they have helped to preserve the environment. This persuasive technique relies on

Accepted Answer

A) direct benefits to the reader. 
B) expert opinion. 
C) facts and statistics. 
D) indirect benefits to the reader. 
A) direct benefits to the reader. 
B) expert opinion. 
C) facts and statistics. 
D) indirect benefits to the reader.

Question 11

According to Robert B. Cialdini, six psychological triggers prompt us to act and to believe Which of the following is not one of these triggers?

Accepted Answer

A) Reciprocation 
B) Fear 
C) Social proof 
D) Scarcity 
A) Reciprocation 
B) Fear 
C) Social proof 
D) Scarcity

Question 12

The first step in planning a persuasive message is determining the purpose since it establishes the strategy of the message.

Accepted Answer

A) True 
 B)False

Question 13

To start your home water delivery service immediately, call us at 1-800-555-1111 is an example of

Accepted Answer

A) reducing resistance. 
B) motivating action. 
C) gaining attention. 
D) building interest. 
A) reducing resistance. 
B) motivating action. 
C) gaining attention. 
D) building interest.

Question 14

If you are asking for something that you know will be approved, use the ____________________ organizational pattern.

Accepted Answer

The answer of If you are asking for something that...

Question 15

Janice was just hired as a sales rep for a large retail company. She knows her new job will require her to be persuasive. Which of the following is a persuasion technique that Janice should use on her new job?

Accepted Answer

A) Make her requests realistic, doable, and attainable. 
B) Show that she is truthful, experienced, and knowledgeable. 
C) Use plausible support such as statistics, reasons, and analogies to support her view. 
D) Janice should do all of these. 
A) Make her requests realistic, doable, and attainable. 
B) Show that she is truthful, experienced, and knowledgeable. 
C) Use plausible support such as statistics, reasons, and analogies to support her view. 
D) Janice should do all of these.

Question 16

Persuasive techniques in the digital age are more subtle and misleading.

Accepted Answer

A) True 
 B)False

Question 17

When promoting products and writing sales letters, which of the following is legal?

Accepted Answer

A) Including a "puffery" statement such as We offer the best service in the industry! 
B) Using a celebrity's name or likeness in a sales message without his or her permission 
C) Telling people they are sweepstakes winners or finalists when they really aren't 
D) All of these choices are legal. 
A) Including a "puffery" statement such as We offer the best service in the industry! 
B) Using a celebrity's name or likeness in a sales message without his or her permission 
C) Telling people they are sweepstakes winners or finalists when they really aren't 
D) All of these choices are legal.

Question 18

The best persuasive requests

Accepted Answer

A) offer a product more cheaply than all other competitors. 
B) anticipate audience resistance. 
C) focus solely on direct benefits. 
D) are spoken rather than written. 
A) offer a product more cheaply than all other competitors. 
B) anticipate audience resistance. 
C) focus solely on direct benefits. 
D) are spoken rather than written.

Question 19

In persuading a busy executive to visit a college class, which of the following illustrates a direct benefit to the reader?

Accepted Answer

A) You will be helping students learn about the finance field. 
B) You will receive a $500 honorarium. 
C) We would appreciate your giving up your time, and we are grateful for your efforts. 
D) You would earn the respect of all your colleagues. 
A) You will be helping students learn about the finance field. 
B) You will receive a $500 honorarium. 
C) We would appreciate your giving up your time, and we are grateful for your efforts. 
D) You would earn the respect of all your colleagues.

Question 20

The manager of a bookstore plans to use e-mail to send an online sales message announcing a special sale. What is the best advice to make this e-marketing campaign successful?

Accepted Answer

A) Leave the subject line blank so that readers will be curious enough to open the message. 
B) Build interest by placing the most important information near the end of the message. 
C) Send the e-mail sales message only to those who have given permission. 
D) Include at least eight to ten central selling points to overcome any resistance. 
A) Leave the subject line blank so that readers will be curious enough to open the message. 
B) Build interest by placing the most important information near the end of the message. 
C) Send the e-mail sales message only to those who have given permission. 
D) Include at least eight to ten central selling points to overcome any resistance.

The direct pattern is best when a past claim has been refused or ignored or if you anticipate reluctance to your claim.

The statement A Kodak all-in-one printer may cost a little more, but you'll pay far less for replacement ink than you will with other printers

The statement Did you know you can get home delivery of your local newspaper for 40 percent less than the newsstand price?

Nicole wants to ask her boss if she can telecommute two days a week, but she's afraid her boss will oppose her request. What should she do first in her written request?

To be persuasive in a claim letter, you should suggest that the receiver intentionally deceived you or intentionally created the problem.

____________________ appeals related to reason and intellect are often translated into making money and increasing efficiency.

Paul wants to convince the members of his staff to begin exercising more. He should use an indirect organizational pattern.

Which of the following statements about complaint messages is least accurate?

The best persuasive requests anticipate audience resistance.

In a letter advertising its recycling services, The Greenfield Recycling Company stresses that customers will feel the satisfaction of knowing that they have helped to preserve the environment. This persuasive technique relies on

According to Robert B. Cialdini, six psychological triggers prompt us to act and to believe Which of the following is not one of these triggers?

The first step in planning a persuasive message is determining the purpose since it establishes the strategy of the message.

To start your home water delivery service immediately, call us at 1-800-555-1111 is an example of

If you are asking for something that you know will be approved, use the ____________________ organizational pattern.

Janice was just hired as a sales rep for a large retail company. She knows her new job will require her to be persuasive. Which of the following is a persuasion technique that Janice should use on her new job?

Persuasive techniques in the digital age are more subtle and misleading.

When promoting products and writing sales letters, which of the following is legal?

The best persuasive requests

In persuading a busy executive to visit a college class, which of the following illustrates a direct benefit to the reader?

The manager of a bookstore plans to use e-mail to send an online sales message announcing a special sale. What is the best advice to make this e-marketing campaign successful?

Business Communication in the Digital Age

Professionalism: Team, Meeting, Listening, Nonverbal and Etiquette Skills

Intercultural Communication

Planning Business Messages

Organizing and Drafting Business Messages

Revising Business Messages

Short Workplace Messages and Digital Media

Positive Messages

Negative Messages

Reporting in the Digital-Age Workplace

Informal Business Reports

Proposals, Business Plans, and Formal Business Reports

Business Presentations

The Job Search and Résumés in the Digital Age

Interviewing and Following up

Filters

Exam 10: Persuasive and Sales Messages

The direct pattern is best when a past claim has been refused or ignored or if you anticipate reluctance to your claim.

The statement A Kodak all-in-one printer may cost a little more, but you'll pay far less for replacement ink than you will with other printers

The statement Did you know you can get home delivery of your local newspaper for 40 percent less than the newsstand price?

Nicole wants to ask her boss if she can telecommute two days a week, but she's afraid her boss will oppose her request. What should she do first in her written request?

To be persuasive in a claim letter, you should suggest that the receiver intentionally deceived you or intentionally created the problem.

____________________ appeals related to reason and intellect are often translated into making money and increasing efficiency.

Paul wants to convince the members of his staff to begin exercising more. He should use an indirect organizational pattern.

Which of the following statements about complaint messages is least accurate?

The best persuasive requests anticipate audience resistance.

In a letter advertising its recycling services, The Greenfield Recycling Company stresses that customers will feel the satisfaction of knowing that they have helped to preserve the environment. This persuasive technique relies on

According to Robert B. Cialdini, six psychological triggers prompt us to act and to believe Which of the following is not one of these triggers?

The first step in planning a persuasive message is determining the purpose since it establishes the strategy of the message.

To start your home water delivery service immediately, call us at 1-800-555-1111 is an example of

If you are asking for something that you know will be approved, use the ____________________ organizational pattern.

Janice was just hired as a sales rep for a large retail company. She knows her new job will require her to be persuasive. Which of the following is a persuasion technique that Janice should use on her new job?

Persuasive techniques in the digital age are more subtle and misleading.

When promoting products and writing sales letters, which of the following is legal?

The best persuasive requests

In persuading a busy executive to visit a college class, which of the following illustrates a direct benefit to the reader?

The manager of a bookstore plans to use e-mail to send an online sales message announcing a special sale. What is the best advice to make this e-marketing campaign successful?

Business Communication in the Digital Age

Professionalism: Team, Meeting, Listening, Nonverbal and Etiquette Skills

Intercultural Communication

Planning Business Messages

Organizing and Drafting Business Messages

Revising Business Messages

Short Workplace Messages and Digital Media

Positive Messages

Negative Messages

Reporting in the Digital-Age Workplace

Informal Business Reports

Proposals, Business Plans, and Formal Business Reports

Business Presentations

The Job Search and Résumés in the Digital Age

Interviewing and Following up

Filters