Question 1

Which of the following statements about building interest in persuasive messages is most accurate?

Accepted Answer

A) After capturing attention, a persuasive request must retain that attention and convince the audience that the request is reasonable. 
B) In a persuasive message, the section that builds interest should be no longer than one paragraph. 
C) Persuasive requests are likely to be shorter than direct requests. 
D) All statements are accurate. 
A) After capturing attention, a persuasive request must retain that attention and convince the audience that the request is reasonable. 
B) In a persuasive message, the section that builds interest should be no longer than one paragraph. 
C) Persuasive requests are likely to be shorter than direct requests. 
D) All statements are accurate. A

Question 2

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.

Accepted Answer

Student answers will vary.Rational appeals are associated with reason and intellect.hey translate selling points into references to making or saving money, increasing efficiency, or making the best use of resources.n general, rational appeals are appropriate when a product is expensive, long-lasting, or important to health, security, and financial success.motional appeals relate to status, ego, and sensual feelings.ppealing to the emotions is sometimes effective when a product is inexpensive, short-lived, or nonessential.Rational Appeal: "With our wireless service designed specifically for small businesses, your employees will be able to access the Internet more quickly, resulting in increased productivity and substantial monetary savings.
Emotional Appeal: "When your salespeople arrive in our prestigious automobiles to meet clients, your clients will know that your company is successful and cares about quality."

Question 3

Rational appeals are generally appropriate when a product is inexpensive, short-lived, or nonessential.

Accepted Answer

A) True 
 B)False  False

Question 4

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

Accepted Answer

A) Tell her supervisor that the cost of the new smartphones is a good deal. 
B) Tell her supervisor how happy she and the others on the sales staff would be with new smartphones. 
C) Show how the smartphones 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 smartphones. 
A) Tell her supervisor that the cost of the new smartphones is a good deal. 
B) Tell her supervisor how happy she and the others on the sales staff would be with new smartphones. 
C) Show how the smartphones 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 smartphones.

Question 5

Persuasion in the twenty-first century is different from persuasion in previous historic periods in distinct ways. Which of the following is not one of the striking developments that have occurred in the past three decades?

Accepted Answer

A) The volume and reach of persuasive messages have exploded. 
B) Persuasion is more complex and impersonal. 
C) Persuasive techniques are less subtle and misleading. 
D) Organizations of all kinds are in the persuasion business. 
A) The volume and reach of persuasive messages have exploded. 
B) Persuasion is more complex and impersonal. 
C) Persuasive techniques are less subtle and misleading. 
D) Organizations of all kinds are in the persuasion business.

Question 6

Never provide e-mail recipients a means for opting out of receiving your e-mail sales messages because you'll lose potential customers.

Accepted Answer

A) True 
 B)False

Question 7

According to the AIDA strategy, the opening paragraph of a persuasive request should gain the ____________________ of the reader.

Accepted Answer

The answer of According to the AIDA strategy, the opening...

Question 8

The main theme of your appeal in a sales letter is your ___________ selling point.

Accepted Answer

The answer of The main theme of your appeal in...

Question 9

In the digital age, persuasive skills are becoming less important at work.

Accepted Answer

A) True 
 B)False

Question 10

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 11

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

Accepted Answer

A) True 
 B)False

Question 12

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 13

Andrew, the head of his company's accounting department, is writing a persuasive message to encourage his staff to cut operating costs. What should he do to generate cooperation and buy-in?

Accepted Answer

A) Not worry about it too much. After all, he's the boss, so he has the right to demand compliance. 
B) Threaten employees with concrete examples of what will happen if they don't cooperate. 
C) Remind employees that he is the one in charge. 
D) Be clear about his objective, and ask for and incorporate his employees' ideas for cutting costs. 
A) Not worry about it too much. After all, he's the boss, so he has the right to demand compliance. 
B) Threaten employees with concrete examples of what will happen if they don't cooperate. 
C) Remind employees that he is the one in charge. 
D) Be clear about his objective, and ask for and incorporate his employees' ideas for cutting costs.

Question 14

Adam is writing a proposal to the board of directors about an idea he has for a new product line. What should he do to best persuade the members to adopt his idea?

Accepted Answer

A) Avoid using facts and figures as it may bore or confuse his readers. 
B) Show how his proposal will increase company revenues. 
C) Avoid mentioning any risks involved because doing so might scare the audience. 
D) Adam should do all of these. 
A) Avoid using facts and figures as it may bore or confuse his readers. 
B) Show how his proposal will increase company revenues. 
C) Avoid mentioning any risks involved because doing so might scare the audience. 
D) Adam should do all of these.

Question 15

Which of the following is not an effective persuasion technique?

Accepted Answer

A) Incite fear. 
B) Establish credibility. 
C) Recognize the power of loss. 
D) Make a reasonable, specific request. 
A) Incite fear. 
B) Establish credibility. 
C) Recognize the power of loss. 
D) Make a reasonable, specific request.

Question 16

Your textbook outlines several techniques to gain your reader's attention in the opening of a persuasive message. List two of these techniques and write an original example of each.

Accepted Answer

Student answers will vary..roblem Descri

Question 17

Use facts, figures, expert opinions, and examples in a persuasive message to build __________ in your product or idea..

Accepted Answer

The answer of Use facts, figures, expert opinions, and examples...

Question 18

The most effective sales messages follow this pattern:

Accepted Answer

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

Question 19

_____________ (news) releases announce important information to the media, whether traditional or digital. Such public announcements can feature new products, new managers, new facilities, sponsorships, participation in community projects, awards given or received, joint ventures, donations, or seminars and demonstrations.

Accepted Answer

The answer of _____________ (news) releases announce important information to...

Question 20

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.

Which of the following statements about building interest in persuasive messages is most accurate?

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.

Rational appeals are generally appropriate when a product is inexpensive, short-lived, or nonessential.

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

Persuasion in the twenty-first century is different from persuasion in previous historic periods in distinct ways. Which of the following is not one of the striking developments that have occurred in the past three decades?

Never provide e-mail recipients a means for opting out of receiving your e-mail sales messages because you'll lose potential customers.

According to the AIDA strategy, the opening paragraph of a persuasive request should gain the ____________________ of the reader.

The main theme of your appeal in a sales letter is your ___________ selling point.

In the digital age, persuasive skills are becoming less important at work.

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?

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

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

Andrew, the head of his company's accounting department, is writing a persuasive message to encourage his staff to cut operating costs. What should he do to generate cooperation and buy-in?

Adam is writing a proposal to the board of directors about an idea he has for a new product line. What should he do to best persuade the members to adopt his idea?

Which of the following is not an effective persuasion technique?

Your textbook outlines several techniques to gain your reader's attention in the opening of a persuasive message. List two of these techniques and write an original example of each.

Use facts, figures, expert opinions, and examples in a persuasive message to build __________ in your product or idea..

The most effective sales messages follow this pattern:

The most important information in a press release should be

Business Communication in the Digital Age

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

Intercultural Communication

Planning Business Messages

Organizing and Drafting Business Messages

Revising Business Messages

Short Workplace Messages and Digital Media

Positive Messages

Negative Messages

Reporting in the Digital-Age Workplace

Informal Business Reports

Proposals, Business Plans, and Formal Business Reports

Business Presentations

The Job Search and Résumés in the Digital Age

Interviewing and Following up

Filters

Exam 10: Persuasive and Sales Messages

Which of the following statements about building interest in persuasive messages is most accurate?

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.

Rational appeals are generally appropriate when a product is inexpensive, short-lived, or nonessential.

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

Persuasion in the twenty-first century is different from persuasion in previous historic periods in distinct ways. Which of the following is not one of the striking developments that have occurred in the past three decades?

Never provide e-mail recipients a means for opting out of receiving your e-mail sales messages because you'll lose potential customers.

According to the AIDA strategy, the opening paragraph of a persuasive request should gain the ____________________ of the reader.

The main theme of your appeal in a sales letter is your ___________ selling point.

In the digital age, persuasive skills are becoming less important at work.

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?

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

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

Andrew, the head of his company's accounting department, is writing a persuasive message to encourage his staff to cut operating costs. What should he do to generate cooperation and buy-in?

Adam is writing a proposal to the board of directors about an idea he has for a new product line. What should he do to best persuade the members to adopt his idea?

Which of the following is not an effective persuasion technique?

Your textbook outlines several techniques to gain your reader's attention in the opening of a persuasive message. List two of these techniques and write an original example of each.

Use facts, figures, expert opinions, and examples in a persuasive message to build __________ in your product or idea..

The most effective sales messages follow this pattern:

The most important information in a press release should be

Business Communication in the Digital Age

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

Intercultural Communication

Planning Business Messages

Organizing and Drafting Business Messages

Revising Business Messages

Short Workplace Messages and Digital Media

Positive Messages

Negative Messages

Reporting in the Digital-Age Workplace

Informal Business Reports

Proposals, Business Plans, and Formal Business Reports

Business Presentations

The Job Search and Résumés in the Digital Age

Interviewing and Following up

Filters