Question 1

You want to target a personal appeal to an individual. For which reason might the telephone be preferable to sending an email?

Accepted Answer

A) It allows you to reach large audiences. 
B) It allows you to include additional documents that may help your persuasive appeal. 
C) It gives your audience time to consider your appeal before carefully responding. 
D) It allows for immediate feedback so you can alter your appeal on the fly if necessary. 
E) It makes it more comfortable for the audience to respond negatively. 
A) It allows you to reach large audiences. 
B) It allows you to include additional documents that may help your persuasive appeal. 
C) It gives your audience time to consider your appeal before carefully responding. 
D) It allows for immediate feedback so you can alter your appeal on the fly if necessary. 
E) It makes it more comfortable for the audience to respond negatively. D

Question 2

Important persuasive elements include all of the following EXCEPT ________.

Accepted Answer

A) establishing a problem or need 
B) building credibility 
C) constructing a logical argument 
D) refuting audience benefits 
E) appealing to emotion 
A) establishing a problem or need 
B) building credibility 
C) constructing a logical argument 
D) refuting audience benefits 
E) appealing to emotion D

Question 3

Argumentation is defined as ________.

Accepted Answer

A) strengthening a weak position by overstating your case, diverting attention from problems, or even attacking an opponent 
B) making your audience believe you have expertise and are trustworthy based on your knowledge, character, reputation, and behaviour 
C) a person with a reputation for honesty losing credibility by making statements that prove to be untrue or making promises that are not fulfilled 
D) changing the mind of someone who is deeply interested in an issue, including someone committed to an opposing point of view 
E) taking a position, supporting the position with reasons, and then documenting those reasons with evidence 
A) strengthening a weak position by overstating your case, diverting attention from problems, or even attacking an opponent 
B) making your audience believe you have expertise and are trustworthy based on your knowledge, character, reputation, and behaviour 
C) a person with a reputation for honesty losing credibility by making statements that prove to be untrue or making promises that are not fulfilled 
D) changing the mind of someone who is deeply interested in an issue, including someone committed to an opposing point of view 
E) taking a position, supporting the position with reasons, and then documenting those reasons with evidence E

Question 4

A request to your audience to do you a favour requires more persuasion when ________.

Accepted Answer

A) it is easy for them to accomplish 
B) it aligns with their plans 
C) it requires them to choose between alternatives 
D) it is something that they would be happy to do 
E) it involves little or no effort on their part 
A) it is easy for them to accomplish 
B) it aligns with their plans 
C) it requires them to choose between alternatives 
D) it is something that they would be happy to do 
E) it involves little or no effort on their part

Question 5

Although logic is critical for business decisions, you may also need to appeal to an audience's emotions to persuade them.

Accepted Answer

A) True 
 B)False

Question 6

In persuasive situations, you will increase your chances of getting a positive response by ________ the analyzing phase of the ACE communication process.

Accepted Answer

A) omitting 
B) reversing the order of 
C) spending more time on 
D) devoting less time to 
E) substituting spontaneity for 
A) omitting 
B) reversing the order of 
C) spending more time on 
D) devoting less time to 
E) substituting spontaneity for

Question 7

Julia is using direct organization to write her email recommendation, so its subject line should only hint at her proposal instead of stating it directly.

Accepted Answer

A) True 
 B)False

Question 8

Emphasizing how your product or service meets your audience's needs is part of which aspect of the AIDA approach for organizing sales messages?

Accepted Answer

A) grabbing your audience's attention 
B) creating a sense of desire in your audience 
C) making it easy for the audience to act 
D) building your audience's interest 
E) letting your audience know how to respond 
A) grabbing your audience's attention 
B) creating a sense of desire in your audience 
C) making it easy for the audience to act 
D) building your audience's interest 
E) letting your audience know how to respond

Question 9

Anya argues that since credibility is hard to earn and easy to lose, it's not worth trying to establish. Discuss this statement.

Accepted Answer

You will be more effective when trying t

Question 10

The main goal of evaluating is to make sure your final message is ________.

Accepted Answer

A) longer than your original draft 
B) as effective and persuasive as possible 
C) shorter and terser that your first attempt 
D) free of anticipated objections 
E) highly stylized and full of large, impressive words 
A) longer than your original draft 
B) as effective and persuasive as possible 
C) shorter and terser that your first attempt 
D) free of anticipated objections 
E) highly stylized and full of large, impressive words

Question 11

A recommendation is a business message that ________.

Accepted Answer

A) denies the existence of a problem 
B) establishes a need that cannot be filled 
C) suggests a solution to a business problem 
D) supports the maintenance of the status quo 
E) identifies a problem and asks others to figure out a solution 
A) denies the existence of a problem 
B) establishes a need that cannot be filled 
C) suggests a solution to a business problem 
D) supports the maintenance of the status quo 
E) identifies a problem and asks others to figure out a solution

Question 12

Credibility is hard to earn and easy to lose.

Accepted Answer

A) True 
 B)False

Question 13

In a persuasive message, ________ is known as appealing to the scarcity principle.

Accepted Answer

A) including names and testimonials 
B) reminding your audience that they have made similar decisions in the past 
C) highlighting the exclusivity of your offer 
D) showing that you appreciate your audience 
E) giving people a gift 
A) including names and testimonials 
B) reminding your audience that they have made similar decisions in the past 
C) highlighting the exclusivity of your offer 
D) showing that you appreciate your audience 
E) giving people a gift

Question 14

You are writing to persuade your boss that your department needs additional staff to achieve its annual goals. A hiring freeze has been in effect, as has a moratorium on overtime, so your recommendation will need to be very persuasive.
-You decide to email this recommendation to your boss. Which of the following would be the best subject line for this message?

Accepted Answer

A) Proposal to Hire More Staff 
B) Request for Additional Staff, Authorization for Overtime 
C) Proposal to Help Our Department Meet its Annual Goals 
D) A Good Idea 
E) Suggestion to Increase People Hours Despite Tough Economic Times 
A) Proposal to Hire More Staff 
B) Request for Additional Staff, Authorization for Overtime 
C) Proposal to Help Our Department Meet its Annual Goals 
D) A Good Idea 
E) Suggestion to Increase People Hours Despite Tough Economic Times

Question 15

Which of the following is NOT one of the key principles for assembling a logical and persuasive recommendation presentation?

Accepted Answer

A) Organize your presentation into well-defined sections that signal your logic. 
B) Present material in the body of the slide that supports the main idea in your headline. 
C) Include detailed copy on each slide to support its headline instead of representing your information graphically. 
D) Write message headlines: short sentences or meaningful phrases at the top of the slide representing your main ideas. 
E) Design every slide to support one main idea. 
A) Organize your presentation into well-defined sections that signal your logic. 
B) Present material in the body of the slide that supports the main idea in your headline. 
C) Include detailed copy on each slide to support its headline instead of representing your information graphically. 
D) Write message headlines: short sentences or meaningful phrases at the top of the slide representing your main ideas. 
E) Design every slide to support one main idea.

Question 16

In the analyzing phase of creating this message, you think about the purpose, desired outcome, and business result of your message. Which of the following best articulates the purpose of this message?

Accepted Answer

A) to suggest the possibility of implementing a flex-time schedule in your office 
B) to describe to your boss how your life would change with a flex-time schedule 
C) to tell your boss how much your friend likes having a flex-time schedule 
D) to improve employee productivity and job satisfaction by better enabling employees to balance their work and personal lives 
E) to have your boss agree to implement a more flexible working schedule for employees 
A) to suggest the possibility of implementing a flex-time schedule in your office 
B) to describe to your boss how your life would change with a flex-time schedule 
C) to tell your boss how much your friend likes having a flex-time schedule 
D) to improve employee productivity and job satisfaction by better enabling employees to balance their work and personal lives 
E) to have your boss agree to implement a more flexible working schedule for employees

Question 17

Which of the following statements is NOT true?

Accepted Answer

A) Small companies often devote substantial space on their websites to building credibility. 
B) Small companies provide testimonials from other clients. 
C) Small companies present credentials and experience of employees. 
D) Small companies mention affiliations with well-known organizations. 
E) Small companies avoid efforts to build credibility since they are so costly and ineffective. 
A) Small companies often devote substantial space on their websites to building credibility. 
B) Small companies provide testimonials from other clients. 
C) Small companies present credentials and experience of employees. 
D) Small companies mention affiliations with well-known organizations. 
E) Small companies avoid efforts to build credibility since they are so costly and ineffective.

Question 18

Only acknowledged experts or those known and trusted by their audiences need to focus on building credibility in their messages.

Accepted Answer

A) True 
 B)False

Question 19

According to psychologist Abraham Maslow, the basic level of human needs includes all of the following EXCEPT ________.

Accepted Answer

A) physiological needs. 
B) need for food. 
C) need for love. 
D) need for clothing. 
E) need for shelter. 
A) physiological needs. 
B) need for food. 
C) need for love. 
D) need for clothing. 
E) need for shelter.

Question 20

How does appealing to your audience's emotions help improve teamwork?

Accepted Answer

Effective team leaders use a number of t

You want to target a personal appeal to an individual. For which reason might the telephone be preferable to sending an email?

Important persuasive elements include all of the following EXCEPT ________.

Argumentation is defined as ________.

A request to your audience to do you a favour requires more persuasion when ________.

Although logic is critical for business decisions, you may also need to appeal to an audience's emotions to persuade them.

In persuasive situations, you will increase your chances of getting a positive response by ________ the analyzing phase of the ACE communication process.

Julia is using direct organization to write her email recommendation, so its subject line should only hint at her proposal instead of stating it directly.

Emphasizing how your product or service meets your audience's needs is part of which aspect of the AIDA approach for organizing sales messages?

Anya argues that since credibility is hard to earn and easy to lose, it's not worth trying to establish. Discuss this statement.

The main goal of evaluating is to make sure your final message is ________.

A recommendation is a business message that ________.

Credibility is hard to earn and easy to lose.

In a persuasive message, ________ is known as appealing to the scarcity principle.

Which of the following is NOT one of the key principles for assembling a logical and persuasive recommendation presentation?

In the analyzing phase of creating this message, you think about the purpose, desired outcome, and business result of your message. Which of the following best articulates the purpose of this message?

Which of the following statements is NOT true?

Only acknowledged experts or those known and trusted by their audiences need to focus on building credibility in their messages.

According to psychologist Abraham Maslow, the basic level of human needs includes all of the following EXCEPT ________.

How does appealing to your audience's emotions help improve teamwork?

Becoming a Successful Business Communicator

Managing the Communication Process: Analyzing, Composing, Evaluating

Who Am I Understanding Interpersonal Communication Styles

Who Are You Understanding Intercultural Communication and Workplace Diversity

What Are the Tools and What Are the Rules Communication Technologies in the Workplace

How Can We Be Better, Together Collaboration and Productivity

Communicating Routine Messages and Building Goodwill

Communicating Bad-News Messages

Finding and Evaluating Business Information

Preparing Effective Business Reports and Persuasive Business Proposals

Preparing and Delivering Business Presentations

Filters

Exam 8: Communicating Persuasive Messages

You want to target a personal appeal to an individual. For which reason might the telephone be preferable to sending an email?

Important persuasive elements include all of the following EXCEPT ________.

Argumentation is defined as ________.

A request to your audience to do you a favour requires more persuasion when ________.

Although logic is critical for business decisions, you may also need to appeal to an audience's emotions to persuade them.

In persuasive situations, you will increase your chances of getting a positive response by ________ the analyzing phase of the ACE communication process.

Julia is using direct organization to write her email recommendation, so its subject line should only hint at her proposal instead of stating it directly.

Emphasizing how your product or service meets your audience's needs is part of which aspect of the AIDA approach for organizing sales messages?

Anya argues that since credibility is hard to earn and easy to lose, it's not worth trying to establish. Discuss this statement.

The main goal of evaluating is to make sure your final message is ________.

A recommendation is a business message that ________.

Credibility is hard to earn and easy to lose.

In a persuasive message, ________ is known as appealing to the scarcity principle.

Which of the following is NOT one of the key principles for assembling a logical and persuasive recommendation presentation?

In the analyzing phase of creating this message, you think about the purpose, desired outcome, and business result of your message. Which of the following best articulates the purpose of this message?

Which of the following statements is NOT true?

Only acknowledged experts or those known and trusted by their audiences need to focus on building credibility in their messages.

According to psychologist Abraham Maslow, the basic level of human needs includes all of the following EXCEPT ________.

How does appealing to your audience's emotions help improve teamwork?

Becoming a Successful Business Communicator

Managing the Communication Process: Analyzing, Composing, Evaluating

Who Am I Understanding Interpersonal Communication Styles

Who Are You Understanding Intercultural Communication and Workplace Diversity

What Are the Tools and What Are the Rules Communication Technologies in the Workplace

How Can We Be Better, Together Collaboration and Productivity

Communicating Routine Messages and Building Goodwill

Communicating Bad-News Messages

Finding and Evaluating Business Information

Preparing Effective Business Reports and Persuasive Business Proposals

Preparing and Delivering Business Presentations

Filters