Question 1

The ability to _______________ is an important skill in business.

Accepted Answer

PERSUADE

Question 2

It is better to quote the price of health club dues as $30 per month rather than $360 per year.

Accepted Answer

A) True 
 B)False  True

Question 3

A successful persuasive message will normally be shorter than a direct message because it's not necessary to include evidence or facts to prove your case.

Accepted Answer

A) True 
 B)False  False

Question 4

When sales campaigns combine rational and emotional appeals, the emotional appeal is usually the main appeal.

Accepted Answer

A) True 
 B)False

Question 5

According to the textbook, what is the most important thing to remember when writing the body of a persuasive message?

Accepted Answer

A) Pose an interesting question. 
B) Pay the reader a compliment. 
C) Put yourself in the reader's shoes. 
D) Motivate action by including an end date. 
A) Pose an interesting question. 
B) Pay the reader a compliment. 
C) Put yourself in the reader's shoes. 
D) Motivate action by including an end date.

Question 6

When you compose a message to a busy NHL celebrity asking him to participate for free in a golf tournament your company organizes to support a local children's hospital, you should try to reduce his resistance.

Accepted Answer

A) True 
 B)False

Question 7

What is the key to submitting a recommendation to a superior?

Accepted Answer

A) Make your request or suggestion confidently, assertively, and directly. 
B) Offer many positive comments or compliments about the superior's abilities and wisdom. 
C) Write in a tone that makes it clear that you know more than he/she does about the topic. 
D) Know your needs and be prepared with evidence to support your suggestion. 
A) Make your request or suggestion confidently, assertively, and directly. 
B) Offer many positive comments or compliments about the superior's abilities and wisdom. 
C) Write in a tone that makes it clear that you know more than he/she does about the topic. 
D) Know your needs and be prepared with evidence to support your suggestion.

Question 8

What strategy should you use to increase the effectiveness of a persuasive request for a large favour?

Accepted Answer

A) Use the direct approach so that your request is clear. 
B) Give reasons and explanations before delivering the request. 
C) State clearly the negative consequences of not doing what you ask. 
D) Explain how you will benefit when the reader agrees to your request. 
A) Use the direct approach so that your request is clear. 
B) Give reasons and explanations before delivering the request. 
C) State clearly the negative consequences of not doing what you ask. 
D) Explain how you will benefit when the reader agrees to your request.

Question 9

Because of e-mail, sales letters are not widely used by organizations any more.

Accepted Answer

A) True 
 B)False

Question 10

Straightforward claim messages can normally be organized using the direct strategy.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is an important difference between a routine claim message and a persuasive claim message?

Accepted Answer

A) It's more important to consider the effect of a persuasive claim message on the reader than it is for a persuasive claim request. 
B) A routine claim message generally requires the writer to use the indirect strategy, while a persuasive claim request is generally more effective when it uses the direct strategy. 
C) A routine claim message generally states immediately what the writer wants and when he/she wants it, while a persuasive claim request does this near the end of the message. 
D) A routine claim message usually spends more time reducing resistance and proving that a claim is valid than a persuasive claim message. 
A) It's more important to consider the effect of a persuasive claim message on the reader than it is for a persuasive claim request. 
B) A routine claim message generally requires the writer to use the indirect strategy, while a persuasive claim request is generally more effective when it uses the direct strategy. 
C) A routine claim message generally states immediately what the writer wants and when he/she wants it, while a persuasive claim request does this near the end of the message. 
D) A routine claim message usually spends more time reducing resistance and proving that a claim is valid than a persuasive claim message.

Question 12

Companies can save money by selling the same product to customers around the world, using the same advertising campaigns everywhere.

Accepted Answer

A) True 
 B)False

Question 13

Organizations of all sizes generally write their sales letters internally.

Accepted Answer

A) True 
 B)False

Question 14

The central selling point should be emphasized in the ___________________ of a sales letter.

Accepted Answer

The answer of The central selling point should be emphasized...

Question 15

The purpose of the opening of a persuasive message is to gain the reader's ____________________.

Accepted Answer

The answer of The purpose of the opening of a...

Question 16

Which of the following would be the best closing for a memo intended to persuade the president of your company to allow you to attend a conference in Vancouver?

Accepted Answer

A) I hope you agree that this will be very beneficial. 
B) Please contact me at your earliest convenience with your decision. 
C) If you have any further questions about this request, please contact me ASAP. 
D) Your decision by May 15 will reduce the cost of the conference by allowing me to take advantage of an early registration discount. 
A) I hope you agree that this will be very beneficial. 
B) Please contact me at your earliest convenience with your decision. 
C) If you have any further questions about this request, please contact me ASAP. 
D) Your decision by May 15 will reduce the cost of the conference by allowing me to take advantage of an early registration discount.

Question 17

Which writing technique will be most effective for an online sales message?

Accepted Answer

A) Use abstract language to cover as many points as you can in general terms. 
B) Use emotional appeals exclusively. 
C) Highlight one or two central selling points. 
D) Emphasize as many product features as possible. 
A) Use abstract language to cover as many points as you can in general terms. 
B) Use emotional appeals exclusively. 
C) Highlight one or two central selling points. 
D) Emphasize as many product features as possible.

Question 18

Your public relations department has produced a short video about your company's newest line of photocopiers. It contains a testimonial by the engineer who developed a significant new feature in this new line-up. You need to send this video file to recipients, both inside and outside your organization, who have indicated an interest in receiving such updates and information. What new technological tool would be most useful for this purpose?

Accepted Answer

A) a wiki 
B) a PowerPoint presentation 
C) Facebook 
D) a podcast 
A) a wiki 
B) a PowerPoint presentation 
C) Facebook 
D) a podcast

Question 19

The most effective sales letters are written for a ___________________ audience.

Accepted Answer

The answer of The most effective sales letters are written...

Question 20

You include this sentence in an indirect persuasive request message: I have followed your career closely and know that your many successes make you the ideal person to speak to our sales staff about strategies for succeeding in difficult economic times.
Which part of the writing plan for a persuasive request does this sentence relate to most directly?

Accepted Answer

A) gaining attention 
B) building interest 
C) reducing resistance 
D) motivating action 
A) gaining attention 
B) building interest 
C) reducing resistance 
D) motivating action

The ability to _______________ is an important skill in business.

It is better to quote the price of health club dues as $30 per month rather than $360 per year.

A successful persuasive message will normally be shorter than a direct message because it's not necessary to include evidence or facts to prove your case.

When sales campaigns combine rational and emotional appeals, the emotional appeal is usually the main appeal.

According to the textbook, what is the most important thing to remember when writing the body of a persuasive message?

When you compose a message to a busy NHL celebrity asking him to participate for free in a golf tournament your company organizes to support a local children's hospital, you should try to reduce his resistance.

What is the key to submitting a recommendation to a superior?

What strategy should you use to increase the effectiveness of a persuasive request for a large favour?

Because of e-mail, sales letters are not widely used by organizations any more.

Straightforward claim messages can normally be organized using the direct strategy.

Which of the following is an important difference between a routine claim message and a persuasive claim message?

Companies can save money by selling the same product to customers around the world, using the same advertising campaigns everywhere.

Organizations of all sizes generally write their sales letters internally.

The central selling point should be emphasized in the ___________________ of a sales letter.

The purpose of the opening of a persuasive message is to gain the reader's ____________________.

Which of the following would be the best closing for a memo intended to persuade the president of your company to allow you to attend a conference in Vancouver?

Which writing technique will be most effective for an online sales message?

The most effective sales letters are written for a ___________________ audience.

Career Success Begins With Communication Skills

Before You Write

Writing and Revising

E-Mails, Instant Messages, Memos

Letters

Negative Messages

Informal Reports

Proposals and Formal Reports

Communicating in Person: Professionalism, Etiquette, Teamwork and Meetings

Oral Presentations

The Job Search, Résumés, and Cover Letters

Interviews and Follow-Up

Filters

Exam 6: Persuasive Messages

The ability to _______________ is an important skill in business.

It is better to quote the price of health club dues as $30 per month rather than $360 per year.

A successful persuasive message will normally be shorter than a direct message because it's not necessary to include evidence or facts to prove your case.

When sales campaigns combine rational and emotional appeals, the emotional appeal is usually the main appeal.

According to the textbook, what is the most important thing to remember when writing the body of a persuasive message?

When you compose a message to a busy NHL celebrity asking him to participate for free in a golf tournament your company organizes to support a local children's hospital, you should try to reduce his resistance.

What is the key to submitting a recommendation to a superior?

What strategy should you use to increase the effectiveness of a persuasive request for a large favour?

Because of e-mail, sales letters are not widely used by organizations any more.

Straightforward claim messages can normally be organized using the direct strategy.

Which of the following is an important difference between a routine claim message and a persuasive claim message?

Companies can save money by selling the same product to customers around the world, using the same advertising campaigns everywhere.

Organizations of all sizes generally write their sales letters internally.

The central selling point should be emphasized in the ___________________ of a sales letter.

The purpose of the opening of a persuasive message is to gain the reader's ____________________.

Which of the following would be the best closing for a memo intended to persuade the president of your company to allow you to attend a conference in Vancouver?

Which writing technique will be most effective for an online sales message?

The most effective sales letters are written for a ___________________ audience.

Career Success Begins With Communication Skills

Before You Write

Writing and Revising

E-Mails, Instant Messages, Memos

Letters

Negative Messages

Informal Reports

Proposals and Formal Reports

Communicating in Person: Professionalism, Etiquette, Teamwork and Meetings

Oral Presentations

The Job Search, Résumés, and Cover Letters

Interviews and Follow-Up

Filters