Question 1

Which of the following defines persuasion?

Accepted Answer

A) Persuasion is a symbolic process. 
B) Persuasion involves an attempt to influence. 
C) Persuasion involves transmitting a message. 
D) All of these are part of the definition of persuasion. 
A) Persuasion is a symbolic process. 
B) Persuasion involves an attempt to influence. 
C) Persuasion involves transmitting a message. 
D) All of these are part of the definition of persuasion. D

Question 2

The most important information in a press release should be ________.

Accepted Answer

A) saved for the last paragraph for dramatic effect 
B) focused totally on selling the writer's company and its products 
C) presented early 
D) highlighted briefly in the middle paragraphs 
A) saved for the last paragraph for dramatic effect 
B) focused totally on selling the writer's company and its products 
C) presented early 
D) highlighted briefly in the middle paragraphs C

Question 3

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. B

Question 4

Which of the following actions is unethical?

Accepted Answer

A) Exaggerating a point 
B) Omitting something crucial 
C) Providing deceptive emphasis 
D) All of these actions are unethical. 
A) Exaggerating a point 
B) Omitting something crucial 
C) Providing deceptive emphasis 
D) All of these actions are unethical.

Question 5

Candace is writing a proposal for her board of directors to request that her company implement a wellness program.The first thing she should do is to ________.

Accepted Answer

A) decide on the purpose of her proposal. 
B) prepare an outline. 
C) compose a rough draft of the proposal. 
D) gather information to include in the proposal. 
A) decide on the purpose of her proposal. 
B) prepare an outline. 
C) compose a rough draft of the proposal. 
D) gather information to include in the proposal.

Question 6

Alisha is writing a sales message to advertise the services provided by the day spa she manages.In the letter she mentions rest,relaxation,and spoiling oneself for the day.Alisha is using what type of appeal?

Accepted Answer

A) Rational appeal 
B) Emotional appeal 
C) Dual appeal 
D) Logical appeal 
A) Rational appeal 
B) Emotional appeal 
C) Dual appeal 
D) Logical appeal

Question 7

Persuasive techniques in the digital age involve the use of flattery,empathy,nonverbal cues,and likability appeals.

Accepted Answer

A) True 
 B)False

Question 8

Would you like to reduce your daily commute time? is an effective statement for the opening paragraph of a sales message.

Accepted Answer

A) True 
 B)False

Question 9

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.

Question 10

When submitting a recommendation to your boss,you should ________.

Accepted Answer

A) back up your suggestions with facts and evidence 
B) emphasize how your idea saves money or benefits the business 
C) state your suggestions confidently and fairly 
D) do all of these. 
A) back up your suggestions with facts and evidence 
B) emphasize how your idea saves money or benefits the business 
C) state your suggestions confidently and fairly 
D) do all of these.

Question 11

Which of the following sequences works best for most persuasive messages?

Accepted Answer

A) Motivate action,gain attention,build interest,request order 
B) Gain attention,build interest,elicit desire and reduce resistance,motivate action 
C) Build interest,gain attention,motivate action,elicit desire and reduce resistance 
D) Gain attention,build interest,motivate action,request order 
A) Motivate action,gain attention,build interest,request order 
B) Gain attention,build interest,elicit desire and reduce resistance,motivate action 
C) Build interest,gain attention,motivate action,elicit desire and reduce resistance 
D) Gain attention,build interest,motivate action,request order

Question 12

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 13

What if?scenarios can help you develop ________ to address receiver resistance to your message.

Accepted Answer

The answer of What if?scenarios can help you develop ________...

Question 14

An advantage of attempting to persuade through writing (vs.face to face)is that you can think through your purpose and prepare a more thoughtful and controlled message.

Accepted Answer

A) True 
 B)False

Question 15

A "limited-time offer" is an example of which psychological trigger that influences people to act or believe?

Accepted Answer

A) Commitment 
B) Social proof 
C) Scarcity 
D) Authority 
A) Commitment 
B) Social proof 
C) Scarcity 
D) Authority

Question 16

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. 
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 17

The best press releases ________.

Accepted Answer

A) concentrate only on advertising a company's products 
B) emphasize the most important information by placing it near the end 
C) use the journalistic approach by answering the five Ws and one H in the first sentence 
D) focus on information that appeals to a target audience 
A) concentrate only on advertising a company's products 
B) emphasize the most important information by placing it near the end 
C) use the journalistic approach by answering the five Ws and one H in the first sentence 
D) focus on information that appeals to a target audience

Question 18

Describe the difference between rational appeals and emotional appeals and explain when you would use each.Then write an example of each type of appeal as it might appear in a sales message.

Accepted Answer

Student answers will vary.
Rational appe

Question 19

The first step in planning a persuasive message is determining the purpose.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following is the most accurate statement about the AIDA strategy?

Accepted Answer

A) The AIDA strategy consists of four separate steps that must be carried out separately. 
B) The steps in the AIDA strategy must always be carried out in order. 
C) Counterarguments should never be presented in a persuasive message because doing so will remind the reader of other options. 
D) Use facts,figures,expert opinions,examples,specific details,and direct and indirect benefits to build interest. 
A) The AIDA strategy consists of four separate steps that must be carried out separately. 
B) The steps in the AIDA strategy must always be carried out in order. 
C) Counterarguments should never be presented in a persuasive message because doing so will remind the reader of other options. 
D) Use facts,figures,expert opinions,examples,specific details,and direct and indirect benefits to build interest.

Which of the following defines persuasion?

The most important information in a press release should be ________.

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

Which of the following actions is unethical?

Candace is writing a proposal for her board of directors to request that her company implement a wellness program.The first thing she should do is to ________.

Alisha is writing a sales message to advertise the services provided by the day spa she manages.In the letter she mentions rest,relaxation,and spoiling oneself for the day.Alisha is using what type of appeal?

Persuasive techniques in the digital age involve the use of flattery,empathy,nonverbal cues,and likability appeals.

Would you like to reduce your daily commute time? is an effective statement for the opening paragraph of a sales message.

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?

When submitting a recommendation to your boss,you should ________.

Which of the following sequences works best for most persuasive messages?

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

What if?scenarios can help you develop ________ to address receiver resistance to your message.

An advantage of attempting to persuade through writing (vs.face to face)is that you can think through your purpose and prepare a more thoughtful and controlled message.

A "limited-time offer" is an example of which psychological trigger that influences people to act or believe?

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

The best press releases ________.

Describe the difference between rational appeals and emotional appeals and explain when you would use each.Then write an example of each type of appeal as it might appear in a sales message.

The first step in planning a persuasive message is determining the purpose.

Which of the following is the most accurate statement about the AIDA strategy?

Business Communication in the Digital Age

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, Résumés, and Cover Letters

Interviewing and Following Up

Filters

Exam 10: Persuasive and Sales Messages

Which of the following defines persuasion?

The most important information in a press release should be ________.

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

Which of the following actions is unethical?

Candace is writing a proposal for her board of directors to request that her company implement a wellness program.The first thing she should do is to ________.

Alisha is writing a sales message to advertise the services provided by the day spa she manages.In the letter she mentions rest,relaxation,and spoiling oneself for the day.Alisha is using what type of appeal?

Persuasive techniques in the digital age involve the use of flattery,empathy,nonverbal cues,and likability appeals.

Would you like to reduce your daily commute time? is an effective statement for the opening paragraph of a sales message.

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?

When submitting a recommendation to your boss,you should ________.

Which of the following sequences works best for most persuasive messages?

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

What if?scenarios can help you develop ________ to address receiver resistance to your message.

An advantage of attempting to persuade through writing (vs.face to face)is that you can think through your purpose and prepare a more thoughtful and controlled message.

A "limited-time offer" is an example of which psychological trigger that influences people to act or believe?

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

The best press releases ________.

Describe the difference between rational appeals and emotional appeals and explain when you would use each.Then write an example of each type of appeal as it might appear in a sales message.

The first step in planning a persuasive message is determining the purpose.

Which of the following is the most accurate statement about the AIDA strategy?

Business Communication in the Digital Age

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, Résumés, and Cover Letters

Interviewing and Following Up

Filters