Question 1

Which of the following is a secondary purpose of persuasive messages?

Accepted Answer

A) To have the reader act in order to avoid delaying of action 
B) To have the reader overcome any objections that might prevent action 
C) To provide enough information so that the reader knows exactly what to do 
D) To establish a good impression of the writer 
A) To have the reader act in order to avoid delaying of action 
B) To have the reader overcome any objections that might prevent action 
C) To provide enough information so that the reader knows exactly what to do 
D) To establish a good impression of the writer D

Question 2

Direct requests contain reader benefits.

Accepted Answer

A) True 
 B)False  False

Question 3

Which of the following would be the BEST sentence to include in a negative message?

Accepted Answer

A) Clara's co-workers complain about her. 
B) Clara has problems meeting quotas. 
C) Clara leaves tasks until the last minute. 
D) Clara has not met her weekly quota of customer contacts for the last five weeks. 
A) Clara's co-workers complain about her. 
B) Clara has problems meeting quotas. 
C) Clara leaves tasks until the last minute. 
D) Clara has not met her weekly quota of customer contacts for the last five weeks. D

Question 4

PAIBOC stands for:

Accepted Answer

A) purposes,audience,information,benefits,objections,and context. 
B) price,affirmation,individual,background,objectives,and culture. 
C) product,analysis,involvement,business lines,object,and credibility. 
D) place,affordability,ideas,backdrop,order,and creation. 
A) purposes,audience,information,benefits,objections,and context. 
B) price,affirmation,individual,background,objectives,and culture. 
C) product,analysis,involvement,business lines,object,and credibility. 
D) place,affordability,ideas,backdrop,order,and creation.

Question 5

What should be done when an objection is false or based on misinformation?

Accepted Answer

A) Present responses in a "question/answer" format 
B) Do not specify how much time or money is required 
C) Give the response to the objection by naming the objection 
D) State the objection personally,and then respond 
A) Present responses in a "question/answer" format 
B) Do not specify how much time or money is required 
C) Give the response to the objection by naming the objection 
D) State the objection personally,and then respond

Question 6

Which of the following should be done when resistance is expected from the reader?

Accepted Answer

A) Ask immediately for the action you want. 
B) Give readers all the information and details they will need to act on your request. 
C) Describe the problem that your request will solve. 
D) Consider asking immediately for the information you want. 
A) Ask immediately for the action you want. 
B) Give readers all the information and details they will need to act on your request. 
C) Describe the problem that your request will solve. 
D) Consider asking immediately for the information you want.

Question 7

Which of the following should be done for requests that do NOT need to overcome objections?

Accepted Answer

A) Consider asking immediately for the information or service you want 
B) Describe the situation you share 
C) Detail the results of the situation as they affect your reader 
D) Summarize any additional benefits of the solution 
A) Consider asking immediately for the information or service you want 
B) Describe the situation you share 
C) Detail the results of the situation as they affect your reader 
D) Summarize any additional benefits of the solution

Question 8

For a problem-solving message to be persuasive:

Accepted Answer

A) reader benefits should be avoided. 
B) the subject line should report the problem. 
C) the first paragraph may be negative. 
D) the subject line can be negative. 
A) reader benefits should be avoided. 
B) the subject line should report the problem. 
C) the first paragraph may be negative. 
D) the subject line can be negative.

Question 9

The indirect approach works well when the audience feels positively or neutrally about the speaker and the message.

Accepted Answer

A) True 
 B)False

Question 10

In a direct request,the request,the topic of the request,or a question should be put in the subject line.

Accepted Answer

A) True 
 B)False

Question 11

Emotional appeals should never be used to counter objections.

Accepted Answer

A) True 
 B)False

Question 12

Deadlines should be given to encourage readers to act promptly.

Accepted Answer

A) True 
 B)False

Question 13

What are the specifications required for writing an order?

Accepted Answer

Orders may be written on forms,phoned in

Question 14

What purposes do persuasive messages serve?

Accepted Answer

Persuasive messages have both primary an

Question 15

In which of the following circumstances should you use the indirect request pattern?

Accepted Answer

A) Your audience will interpret the request positively 
B) You need action from everyone 
C) Your audience will readily do what you ask 
D) Your audience is very busy 
A) Your audience will interpret the request positively 
B) You need action from everyone 
C) Your audience will readily do what you ask 
D) Your audience is very busy

Question 16

A message should start with an objective description of the situation when resistance is not expected from the reader.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following is an important element of persuasive appeals?

Accepted Answer

A) Place 
B) Idea 
C) Object 
D) Trust 
A) Place 
B) Idea 
C) Object 
D) Trust

Question 18

Which of the following strategies works BEST in countering persisting objections?

Accepted Answer

A) Show the reader that a sacrifice is not very necessary. 
B) Show that the disadvantages as a group outnumber or outweigh the advantages as a group. 
C) Show that money spent now will not save money in the long run. 
D) Specify how much time or money is required. 
A) Show the reader that a sacrifice is not very necessary. 
B) Show that the disadvantages as a group outnumber or outweigh the advantages as a group. 
C) Show that money spent now will not save money in the long run. 
D) Specify how much time or money is required.

Question 19

The best common grounds are vague in nature.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following is required to find common grounds?

Accepted Answer

A) Ignoring intelligence levels of audience 
B) Being ignorant of audience's needs 
C) Giving positive psychological descriptions 
D) Avoiding emotional appeals 
A) Ignoring intelligence levels of audience 
B) Being ignorant of audience's needs 
C) Giving positive psychological descriptions 
D) Avoiding emotional appeals

Exam 9: Composing Negative Messages

Which of the following is a secondary purpose of persuasive messages?

Direct requests contain reader benefits.

Which of the following would be the BEST sentence to include in a negative message?

PAIBOC stands for:

What should be done when an objection is false or based on misinformation?

Which of the following should be done when resistance is expected from the reader?

Which of the following should be done for requests that do NOT need to overcome objections?

For a problem-solving message to be persuasive:

The indirect approach works well when the audience feels positively or neutrally about the speaker and the message.

In a direct request,the request,the topic of the request,or a question should be put in the subject line.

Emotional appeals should never be used to counter objections.

Deadlines should be given to encourage readers to act promptly.

What are the specifications required for writing an order?

What purposes do persuasive messages serve?

In which of the following circumstances should you use the indirect request pattern?

A message should start with an objective description of the situation when resistance is not expected from the reader.

Which of the following is an important element of persuasive appeals?

Which of the following strategies works BEST in countering persisting objections?

The best common grounds are vague in nature.

Which of the following is required to find common grounds?

Introducing Business Communications

Adapting Your Messages to Your Audience

Communicating Across Cultures

Planning, Writing, and Revising

Designing Documents, Slides, and Screens

Formatting Hardcopy Letters and Memos

Writing Electronic Messages

Composing Informative and Positive Messages

Composing Persuasive Messages

Communicating Reader Benefits

Communicating With Positive Emphasis

Communicating You-Attitude

Researching Information

Synthesizing and Documenting Information

Writing Information Reports

Writing Proposals and Analytical Reports

Writing Formal Reports

Using Visuals

Listening

Working and Writing in Teams

Planning, Managing, and Recording Meetings

Making Oral Presentations

Researching Jobs

Creating Persuasive Résumés

Creating Persuasive Application Letters

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