Question 1

Most persuasive business messages involve requests for action.

Accepted Answer

A) True 
 B)False

Question 2

An advertisement stating that a new resort offers "freedom and comfort along with great value" is using

Accepted Answer

A)  an emotional appeal. 
B)  an analogy. 
C)  an inductive appeal. 
D)  both logical and emotional appeals. 
E)  circular reasoning. 
A)  an emotional appeal. 
B)  an analogy. 
C)  an inductive appeal. 
D)  both logical and emotional appeals. 
E)  circular reasoning.

Question 3

The interest phase of a sales message should

Accepted Answer

A)  begin with a "hard sell" that makes audiences want to hear more. 
B)  help the audience understand how your idea will benefit them. 
C)  emphasize the relevance of your message to your audience. 
D)  avoid any attempts at answering potential objections. 
E)  suggest that anyone who is not interested in hearing more is foolish. 
A)  begin with a "hard sell" that makes audiences want to hear more. 
B)  help the audience understand how your idea will benefit them. 
C)  emphasize the relevance of your message to your audience. 
D)  avoid any attempts at answering potential objections. 
E)  suggest that anyone who is not interested in hearing more is foolish.

Question 4

Establishing credibility in persuasive messages

Accepted Answer

A)  is impossible unless the audience is already familiar with you. 
B)  is a waste of time, since data and evidence are the only things audiences find convincing. 
C)  requires a condescending, "know-it-all" tone. 
D)  works only when you make negative comments about your company's competitors. 
E)  is essential when you are trying to persuade a hostile or skeptical audience. 
A)  is impossible unless the audience is already familiar with you. 
B)  is a waste of time, since data and evidence are the only things audiences find convincing. 
C)  requires a condescending, "know-it-all" tone. 
D)  works only when you make negative comments about your company's competitors. 
E)  is essential when you are trying to persuade a hostile or skeptical audience.

Question 5

________ is reasoning from a generalization to a specific conclusion.

Accepted Answer

Deduction
Explanation: With deductive re

Question 6

If price is one of your strong selling points,you should

Accepted Answer

A)  mention special offers, such as volume discounts, before actually stating the price. 
B)  compare the price to the cost of some other product or activity ("This exercise equipment costs less than a health club membership"). 
C)  break the total price into smaller units ("Just six easy payments of $19.95 each will bring you this lovely collector's item"). 
D)  give it a position of prominence, such as in the headline or as the last item in a paragraph. 
E)  not overemphasize it, since you might need to fall back on it later. 
A)  mention special offers, such as volume discounts, before actually stating the price. 
B)  compare the price to the cost of some other product or activity ("This exercise equipment costs less than a health club membership"). 
C)  break the total price into smaller units ("Just six easy payments of $19.95 each will bring you this lovely collector's item"). 
D)  give it a position of prominence, such as in the headline or as the last item in a paragraph. 
E)  not overemphasize it, since you might need to fall back on it later.

Question 7

Using simple language in persuasive messages

Accepted Answer

A)  helps avoid suspicions of fantastic claims and emotional manipulation. 
B)  reduces your credibility, since jargon and complex terminology are impressive. 
C)  confuses the audience, since they expect you to show how much you know. 
D)  is harmful when addressing external audiences. 
E)  is fine as long as you overwhelm the audience with complicated charts and diagrams. 
A)  helps avoid suspicions of fantastic claims and emotional manipulation. 
B)  reduces your credibility, since jargon and complex terminology are impressive. 
C)  confuses the audience, since they expect you to show how much you know. 
D)  is harmful when addressing external audiences. 
E)  is fine as long as you overwhelm the audience with complicated charts and diagrams.

Question 8

What kinds of information should you research as you prepare to write marketing and sales messages?

Accepted Answer

In part,writing marketing and sales mess

Question 9

List three categories of common persuasive business messages.

Accepted Answer

Most persuasive business messages fall i

Question 10

Briefly explain the difference between conversation marketing and social commerce.

Accepted Answer

Conversation marketing involves companie

Question 11

One way to overcome audience resistance to your message is to

Accepted Answer

A)  use the hard-sell approach. 
B)  present all sides of the issue before making the case for your position. 
C)  emphasize your impeccable logic. 
D)  speak negatively about your competitors. 
E)  do all of the above. 
A)  use the hard-sell approach. 
B)  present all sides of the issue before making the case for your position. 
C)  emphasize your impeccable logic. 
D)  speak negatively about your competitors. 
E)  do all of the above.

Question 12

When writing a persuasive request for action,you should

Accepted Answer

A)  use the direct approach. 
B)  demonstrate that helping you will indeed solve a significant problem. 
C)  ask for more than you actually want so that you'll have a cushion for negotiation. 
D)  avoid flattery. 
E)  make fantastic claims about the benefits of complying, since no one is likely to follow up. 
A)  use the direct approach. 
B)  demonstrate that helping you will indeed solve a significant problem. 
C)  ask for more than you actually want so that you'll have a cushion for negotiation. 
D)  avoid flattery. 
E)  make fantastic claims about the benefits of complying, since no one is likely to follow up.

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

________ information includes age,gender,occupation,income,and education.

Accepted Answer

Demographic
Explanation: The demographic

Question 15

________ ________ are the most attractive features of an idea or product.

Accepted Answer

Selling points
Explanation: Selling poin

Question 16

What are three methods of reasoning you can use when making a logical appeal?

Accepted Answer

Logical appeals can take place through a

Question 17

Which of the following uses a deductive approach to persuasion?

Accepted Answer

A)  Because the stock market is expected to fall next month, shares of our company stock will probably also decline. 
B)  It is important for our sales force to operate like a well-oiled machine. 
C)  Our stock price is like a marathon runner, slowly making progress towards our goal. 
D)  Have you heard what happened to stock prices last week? 
E)  None of the above. 
A)  Because the stock market is expected to fall next month, shares of our company stock will probably also decline. 
B)  It is important for our sales force to operate like a well-oiled machine. 
C)  Our stock price is like a marathon runner, slowly making progress towards our goal. 
D)  Have you heard what happened to stock prices last week? 
E)  None of the above.

Question 18

Briefly define social commerce.

Accepted Answer

Social commerce refers to any aspect of

Question 19

Using simple language in persuasive messages usually increases your credibility.

Accepted Answer

A) True 
 B)False

Question 20

Emotional appeals

Accepted Answer

A)  have no place in persuasive business messages. 
B)  can help audiences care enough to respond positively to your persuasive message. 
C)  often backfire, and should be used only when addressing internal audiences. 
D)  are usually sufficient, on their own, to convince the audience to make important decisions. 
E)  are most effective in persuasive messages designed for international audiences. 
A)  have no place in persuasive business messages. 
B)  can help audiences care enough to respond positively to your persuasive message. 
C)  often backfire, and should be used only when addressing internal audiences. 
D)  are usually sufficient, on their own, to convince the audience to make important decisions. 
E)  are most effective in persuasive messages designed for international audiences.

Most persuasive business messages involve requests for action.

An advertisement stating that a new resort offers "freedom and comfort along with great value" is using

The interest phase of a sales message should

Establishing credibility in persuasive messages

________ is reasoning from a generalization to a specific conclusion.

If price is one of your strong selling points,you should

Using simple language in persuasive messages

What kinds of information should you research as you prepare to write marketing and sales messages?

List three categories of common persuasive business messages.

Briefly explain the difference between conversation marketing and social commerce.

One way to overcome audience resistance to your message is to

When writing a persuasive request for action,you should

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

________ information includes age,gender,occupation,income,and education.

are the most attractive features of an idea or product.

What are three methods of reasoning you can use when making a logical appeal?

Which of the following uses a deductive approach to persuasion?

Briefly define social commerce.

Using simple language in persuasive messages usually increases your credibility.

Emotional appeals

Achieving Success Through Effective Business Communication

Mastering Team Skills and 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

Planning Reports and Proposals

Writing Reports and Proposals

Completing Reports and Proposals

Designing and Delivering Oral and Online Presentations

Building Careers and Writing Résumés

Applying and Interviewing for Employment

Format and Layout of Business Documents

Documentation of Report Sources

Handbook of Grammar, Mechanics, and Usage

Filters

Exam 10: Writing Persuasive Messages

Most persuasive business messages involve requests for action.

An advertisement stating that a new resort offers "freedom and comfort along with great value" is using

The interest phase of a sales message should

Establishing credibility in persuasive messages

________ is reasoning from a generalization to a specific conclusion.

If price is one of your strong selling points,you should

Using simple language in persuasive messages

What kinds of information should you research as you prepare to write marketing and sales messages?

List three categories of common persuasive business messages.

Briefly explain the difference between conversation marketing and social commerce.

One way to overcome audience resistance to your message is to

When writing a persuasive request for action,you should

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

________ information includes age,gender,occupation,income,and education.

________ ________ are the most attractive features of an idea or product.

What are three methods of reasoning you can use when making a logical appeal?

Which of the following uses a deductive approach to persuasion?

Briefly define social commerce.

Using simple language in persuasive messages usually increases your credibility.

Emotional appeals

Achieving Success Through Effective Business Communication

Mastering Team Skills and 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

Planning Reports and Proposals

Writing Reports and Proposals

Completing Reports and Proposals

Designing and Delivering Oral and Online Presentations

Building Careers and Writing Résumés

Applying and Interviewing for Employment

Format and Layout of Business Documents

Documentation of Report Sources

Handbook of Grammar, Mechanics, and Usage

Filters

are the most attractive features of an idea or product.