Question 1

Instructions or directives moving downward from superiors to subordinates usually require

Accepted Answer

A)  considerable persuasion. 
B)  little persuasion. 
C)  logical fallacies. 
D)  skillful appeals to indirect benefits.

Question 2

If a previous claim letter has been refused or ignored, then a more persuasive approach using the ____________________ organizational pattern might be appropriate.

Accepted Answer

The answer of If a previous claim letter has been...

Question 3

Successful businesspeople create persuasive memos, letters, e-mail messages, reports, and presentations that get the results they want.Your textbook presents six persuasion techniques that can help you be effective in getting your ideas accepted by your fellow workers, superiors, and clients.List and explain four of these techniques.

Accepted Answer

The answer of Successful businesspeople create persuasive memos, letters, e-mail...

Question 4

Because managers are just as resistant to change as others are, subordinates should use the ____________________ organizational pattern when convincing management to adopt a procedure or invest in a product or new equipment.

Accepted Answer

The answer of Because managers are just as resistant to...

Question 5

An effective press release focuses on benefits to the audience of the target media and is written in the style of the targeted publication or newscast.

Accepted Answer

A) True 
 B)False

Question 6

To best overcome resistance, bring up every possible objection your reader might have.

Accepted Answer

A) True 
 B)False

Question 7

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.

Question 8

An example of an emotional appeal is You can reduce your gasoline expenses by installing our fuel-efficient tires on your vehicle.

Accepted Answer

A) True 
 B)False

Question 9

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.

Question 10

Showing customers how your product or service specifically solves a problem, achieves a personal or work objective, or makes life easier is accomplished by

Accepted Answer

A)  adapting the message to the audience. 
B)  organizing your message. 
C)  collecting information for your message. 
D)  analyzing the purpose of the message.

Question 11

You had a very negative experience at a restaurant where you were entertaining a potential client last week.You want to ask for your money back, but you expect reader resistance.Write a persuasive letter using the strategy you think will work best.Provide your own details as necessary.Write the body of the letter, omitting the letter addresses, salutation, complimentary close, and enclosure line.

Accepted Answer

The answer of You had a very negative experience at...

Question 12

The opening paragraph of a persuasive request should gain the ____________________ of the reader.

Accepted Answer

The answer of The opening paragraph of a persuasive request...

Question 13

The statement Did you know you can get home delivery of The Wall Street Journal for 40 percent less than the newsstand price?

Accepted Answer

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

Question 14

In which of the following situations is the writer being unethical?

Accepted Answer

A)  Phillip convinces his employees that they will need to take a 3 percent pay cut but truthfully promises them that it will only be temporary. 
B)  Taylor writes an e-mail message focusing on a small perk offered in the new health coverage, but she deliberately de-emphasizes a reduction in total coverage. 
C)  Shane interviews four people but cites only the three who have the necessary qualifications in her recommendation report. 
D)  Instead of writing a standard e-mail message, a CEO releases a video that explains major changes in the company.

Question 15

When you are writing to complain about something and you're worried that your reader might be reluctant to grant your claim, you should use

Accepted Answer

A)  the indirect strategy. 
B)  the direct strategy. 
C)  both direct and indirect appeals. 
D)  circular reasoning.

Exam 10: Persuasive and Sales Messages

Instructions or directives moving downward from superiors to subordinates usually require

If a previous claim letter has been refused or ignored, then a more persuasive approach using the ____________________ organizational pattern might be appropriate.

Because managers are just as resistant to change as others are, subordinates should use the ____________________ organizational pattern when convincing management to adopt a procedure or invest in a product or new equipment.

An effective press release focuses on benefits to the audience of the target media and is written in the style of the targeted publication or newscast.

To best overcome resistance, bring up every possible objection your reader might have.

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

An example of an emotional appeal is You can reduce your gasoline expenses by installing our fuel-efficient tires on your vehicle.

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

Showing customers how your product or service specifically solves a problem, achieves a personal or work objective, or makes life easier is accomplished by

The opening paragraph of a persuasive request should gain the ____________________ of the reader.

The statement Did you know you can get home delivery of The Wall Street Journal for 40 percent less than the newsstand price?

In which of the following situations is the writer being unethical?

When you are writing to complain about something and you're worried that your reader might be reluctant to grant your claim, you should use