Question 1

Persuasive messages become ____________________ when facts are distorted, overlooked, or manipulated with an intent to deceive.

Accepted Answer

The answer of Persuasive messages become ____________________ when facts are...

Question 2

Exaggerating a point or omitting something crucial when using persuasive techniques is considered unethical behavior.

Accepted Answer

A) True 
 B)False

Question 3

People from ____________________-context cultures will respond better to indirectness and politeness than to directness.

Accepted Answer

The answer of People from ____________________-context cultures will respond better...

Question 4

You can use the same persuasive techniques when communicating with high- and low-context cultures.

Accepted Answer

A) True 
 B)False

Question 5

Caitlin wants to convince her supervisor to invest in new iPads for the sales staff.What is the best thing Caitlin can do in her proposal?

Accepted Answer

A)  Tell her supervisor that the cost of the new iPads is a good deal. 
B)  Tell her supervisor how happy she and the others on the sales staff would be with new iPads. 
C)  Show how the iPads will improve the ability of sales staff to stay in touch with clients, resulting in greater productivity and higher sales. 
D)  Outline some of the features of the new iPads. 
A)  Tell her supervisor that the cost of the new iPads is a good deal. 
B)  Tell her supervisor how happy she and the others on the sales staff would be with new iPads. 
C)  Show how the iPads will improve the ability of sales staff to stay in touch with clients, resulting in greater productivity and higher sales. 
D)  Outline some of the features of the new iPads.

Question 6

When building interest in your proposal or request, limit your explanation to one paragraph for conciseness.

Accepted Answer

A) True 
 B)False

Question 7

A strong motivator that encourages ethical behavior in business is the desire to

Accepted Answer

A)  convince someone to change a belief or to perform an action. 
B)  make more money. 
C)  maintain one's reputation and credibility. 
D)  prompt expensive litigation. 
A)  convince someone to change a belief or to perform an action. 
B)  make more money. 
C)  maintain one's reputation and credibility. 
D)  prompt expensive litigation.

Question 8

The closing paragraph of both persuasive requests and sales messages should motivate ____________________.

Accepted Answer

The answer of The closing paragraph of both persuasive requests...

Question 9

Which of the following will most likely require persuasion within an organization?

Accepted Answer

A)  A supervisor tells her staff that they must work overtime to complete a project by the deadline. 
B)  A team leader tells other team members how to upload information to the company Web site. 
C)  An employee proposes a tuition reimbursement program to the company's board of directors. 
D)  The CEO invites all employees to a holiday party. 
A)  A supervisor tells her staff that they must work overtime to complete a project by the deadline. 
B)  A team leader tells other team members how to upload information to the company Web site. 
C)  An employee proposes a tuition reimbursement program to the company's board of directors. 
D)  The CEO invites all employees to a holiday party.

Question 10

An effective location for your strongest motivator is in the postscript to a sales message.

Accepted Answer

A) True 
 B)False

Question 11

One way to overcome resistance in a sales message is to include a(n)____________________, which is a comment made by a satisfied customer.

Accepted Answer

The answer of One way to overcome resistance in a...

Question 12

Which message would be most effective when organized indirectly?

Accepted Answer

A)  An e-mail message informing employees about a change in summer work hours 
B)  An announcement about management training seminars being offered to employees 
C)  An e-mail message asking employees to donate to a local charity through payroll deductions 
D)  An e-mail message telling employees that carpools are being organized 
A)  An e-mail message informing employees about a change in summer work hours 
B)  An announcement about management training seminars being offered to employees 
C)  An e-mail message asking employees to donate to a local charity through payroll deductions 
D)  An e-mail message telling employees that carpools are being organized

Question 13

When price is an obstacle, the most effective sales messages reduce resistance by

Accepted Answer

A)  mentioning the price right away to show that you have nothing to hide. 
B)  showing the price in small units. 
C)  not mentioning the price at all. 
D)  sending your readers to your competitors' Web sites to compare prices. 
A)  mentioning the price right away to show that you have nothing to hide. 
B)  showing the price in small units. 
C)  not mentioning the price at all. 
D)  sending your readers to your competitors' Web sites to compare prices.

Question 14

Unless you anticipate and counter audience ____________________, you give the receiver an easy opportunity to dismiss your request.

Accepted Answer

The answer of Unless you anticipate and counter audience ____________________,...

Question 15

Persuading someone to change a belief or to perform an action is less effective when done in writing than when done face to face.

Accepted Answer

A) True 
 B)False

Question 16

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 17

The most effective sales messages follow this pattern:

Accepted Answer

A)  gain attention, build interest, reduce resistance, motivate action. 
B)  gain attention, motivate action, reduce resistance, build action. 
C)  gain attention, reduce resistance, build interest, motivate action. 
D)  build interest, gain attention, reduce resistance, motivate action. 
A)  gain attention, build interest, reduce resistance, motivate action. 
B)  gain attention, motivate action, reduce resistance, build action. 
C)  gain attention, reduce resistance, build interest, motivate action. 
D)  build interest, gain attention, reduce resistance, motivate action.

Question 18

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 19

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 20

Effective persuaders may choose from different organizational strategies to get the results they want.Which of the following is the most accurate statement about organizational patterns?

Accepted Answer

A)  When writing a persuasive message, always use the indirect organizational strategy. 
B)  If you are asking for something that you know will be approved, use the indirect organizational strategy. 
C)  When you expect resistance or when you need to educate the receiver, use the indirect organizational pattern. 
D)  The organizational strategy used is unimportant in persuasive messages. 
A)  When writing a persuasive message, always use the indirect organizational strategy. 
B)  If you are asking for something that you know will be approved, use the indirect organizational strategy. 
C)  When you expect resistance or when you need to educate the receiver, use the indirect organizational pattern. 
D)  The organizational strategy used is unimportant in persuasive messages.

Persuasive messages become ____________________ when facts are distorted, overlooked, or manipulated with an intent to deceive.

Exaggerating a point or omitting something crucial when using persuasive techniques is considered unethical behavior.

People from ____________________-context cultures will respond better to indirectness and politeness than to directness.

You can use the same persuasive techniques when communicating with high- and low-context cultures.

Caitlin wants to convince her supervisor to invest in new iPads for the sales staff.What is the best thing Caitlin can do in her proposal?

When building interest in your proposal or request, limit your explanation to one paragraph for conciseness.

A strong motivator that encourages ethical behavior in business is the desire to

The closing paragraph of both persuasive requests and sales messages should motivate ____________________.

Which of the following will most likely require persuasion within an organization?

An effective location for your strongest motivator is in the postscript to a sales message.

One way to overcome resistance in a sales message is to include a(n)____________________, which is a comment made by a satisfied customer.

Which message would be most effective when organized indirectly?

When price is an obstacle, the most effective sales messages reduce resistance by

Unless you anticipate and counter audience ____________________, you give the receiver an easy opportunity to dismiss your request.

Persuading someone to change a belief or to perform an action is less effective when done in writing than when done face to face.

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

The most effective sales messages follow this pattern:

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

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?

Effective persuaders may choose from different organizational strategies to get the results they want.Which of the following is the most accurate statement about organizational patterns?

Effective and Ethical Communication at Work

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

Intercultural Communication

Planning Business Messages

Organizing and Writing Business Messages

Revising Business Messages

Electronic Messages and Digital Media

Positive Messages

Negative Messages

Report and Research Basics

Informal Business Reports

Proposals, Business Plans, and Formal Business Reports

Business Presentations

The Job Search, Resumes, and Cover Letters

Interviewing and Following Up

Filters

Exam 10: Persuasive and Sales Messages

Persuasive messages become ____________________ when facts are distorted, overlooked, or manipulated with an intent to deceive.

Exaggerating a point or omitting something crucial when using persuasive techniques is considered unethical behavior.

People from ____________________-context cultures will respond better to indirectness and politeness than to directness.

You can use the same persuasive techniques when communicating with high- and low-context cultures.

Caitlin wants to convince her supervisor to invest in new iPads for the sales staff.What is the best thing Caitlin can do in her proposal?

When building interest in your proposal or request, limit your explanation to one paragraph for conciseness.

A strong motivator that encourages ethical behavior in business is the desire to

The closing paragraph of both persuasive requests and sales messages should motivate ____________________.

Which of the following will most likely require persuasion within an organization?

An effective location for your strongest motivator is in the postscript to a sales message.

One way to overcome resistance in a sales message is to include a(n)____________________, which is a comment made by a satisfied customer.

Which message would be most effective when organized indirectly?

When price is an obstacle, the most effective sales messages reduce resistance by

Unless you anticipate and counter audience ____________________, you give the receiver an easy opportunity to dismiss your request.

Persuading someone to change a belief or to perform an action is less effective when done in writing than when done face to face.

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

The most effective sales messages follow this pattern:

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

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?

Effective persuaders may choose from different organizational strategies to get the results they want.Which of the following is the most accurate statement about organizational patterns?

Effective and Ethical Communication at Work

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

Intercultural Communication

Planning Business Messages

Organizing and Writing Business Messages

Revising Business Messages

Electronic Messages and Digital Media

Positive Messages

Negative Messages

Report and Research Basics

Informal Business Reports

Proposals, Business Plans, and Formal Business Reports

Business Presentations

The Job Search, Resumes, and Cover Letters

Interviewing and Following Up

Filters