Question 1

Which of the following persuasive elements is NOT used in recommendations?

Accepted Answer

A)  omitting objections 
B)  focusing on benefits 
C)  building credibility 
D)  appealing to the audience's emotion 
E)  constructing a logical argument 
A)  omitting objections 
B)  focusing on benefits 
C)  building credibility 
D)  appealing to the audience's emotion 
E)  constructing a logical argument

Question 2

You are writing to persuade your boss that your department needs additional staff to achieve its annual goals. Presently a hiring freeze and a moratorium on overtime are in effect, so your recommendation will need to be very persuasive.
-Given this situation, your message ________.

Accepted Answer

A)  must be organized directly 
B)  should begin with your specific recommendation 
C)  should not conclude with a call to action 
D)  should begin by providing context of the situation 
E)  must not use indirect organization 
A)  must be organized directly 
B)  should begin with your specific recommendation 
C)  should not conclude with a call to action 
D)  should begin by providing context of the situation 
E)  must not use indirect organization

Question 3

Being persuasive ________.

Accepted Answer

A)  is rarely required in your daily life 
B)  involves understanding why your audience may resist your ideas 
C)  means tricking your audience into doing what you want 
D)  is very unethical and in some situations may even be illegal 
E)  means being influenced by others to agree with their point of view or request 
A)  is rarely required in your daily life 
B)  involves understanding why your audience may resist your ideas 
C)  means tricking your audience into doing what you want 
D)  is very unethical and in some situations may even be illegal 
E)  means being influenced by others to agree with their point of view or request

Question 4

You need to send a persuasive message to a coworker and you want to receive the feedback immediately. Under these circumstances, which of the following would be the best medium for your message?

Accepted Answer

A)  an email 
B)  an instant message 
C)  a phone call 
D)  a memo 
E)  a text message 
A)  an email 
B)  an instant message 
C)  a phone call 
D)  a memo 
E)  a text message

Question 5

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

Accepted Answer

Effective team leaders use a number of t

Question 6

You have lunch with a friend and she tells you that her office recently implemented flex-time hours. It has been a positive change at your friend's workplace, and you think that it would be great to have flex-timing at your office too. You decide to approach your boss about this possibility.
-Which of the following terms best represents the way you would like your audience to respond to your message?

Accepted Answer

A)  purpose 
B)  audience need 
C)  desired outcome 
D)  business result 
E)  potential resistance 
A)  purpose 
B)  audience need 
C)  desired outcome 
D)  business result 
E)  potential resistance

Question 7

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 8

You are an educational consultant. A local elementary school has asked you to submit a recommendation regarding its inefficient and problematic enrollment process. After reviewing the situation it seems that just a few easy and inexpensive changes will result in a much more orderly system. When writing up your recommendation you should ________.

Accepted Answer

A)  use indirect organization 
B)  begin with your main point 
C)  build up to your specific recommendation gradually 
D)  start your message by providing context for the situation 
E)  omit a call to action 
A)  use indirect organization 
B)  begin with your main point 
C)  build up to your specific recommendation gradually 
D)  start your message by providing context for the situation 
E)  omit a call to action

Question 9

You have lunch with a friend and she tells you that her office recently implemented flex-time hours. It has been a positive change at your friend's workplace, and you think that it would be great to have flex-timing at your office too. You decide to approach your boss about this possibility.
-Which of the following best articulates the desired outcome 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 10

Email recommendations written using direct and indirect organization have notable differences, but they also contain many similar elements. Which of the following is a similarity?

Accepted Answer

A)  Both position the recommendation in the same place. 
B)  Both omit mention of potential objections. 
C)  Both specifically identify the proposal in the subject line. 
D)  Both begin with information putting the situation in context. 
E)  Both conclude with a call to action. 
A)  Both position the recommendation in the same place. 
B)  Both omit mention of potential objections. 
C)  Both specifically identify the proposal in the subject line. 
D)  Both begin with information putting the situation in context. 
E)  Both conclude with a call to action.

Question 11

An advertisement for an SUV that emphasized the model's high crash test ratings and rollover test results would be appealing to the audience's desire for ________.

Accepted Answer

A)  self-esteem 
B)  love 
C)  safety 
D)  belonging 
E)  self-actualization 
A)  self-esteem 
B)  love 
C)  safety 
D)  belonging 
E)  self-actualization

Question 12

Which of the following excerpts from a sales message is an example of the social proof technique?

Accepted Answer

A)  Act now! our special limited time offer expires soon! 
B)  Did you know that our product has almost twice the computing power of the other handheld devices available today? 
C)  Be the envy of your friends and coworkers by purchasing this first-generation product today. 
D)  This device gives you the functionality of a laptop and the portability of a PDA. 
E)  Several fortune 500 companies have purchased over 200,000 of these devices for their top executives. 
A)  Act now! our special limited time offer expires soon! 
B)  Did you know that our product has almost twice the computing power of the other handheld devices available today? 
C)  Be the envy of your friends and coworkers by purchasing this first-generation product today. 
D)  This device gives you the functionality of a laptop and the portability of a PDA. 
E)  Several fortune 500 companies have purchased over 200,000 of these devices for their top executives.

Question 13

In the ACE communication process, ________ involves thinking strategically about your purpose, desired outcome, business needs, audience and stakeholder needs, content needs, and medium choices.

Accepted Answer

A)  analyzing 
B)  adjusting 
C)  composing 
D)  creating 
E)  editing 
A)  analyzing 
B)  adjusting 
C)  composing 
D)  creating 
E)  editing

Question 14

To be persuasive, a message should only state your point of view.

Accepted Answer

A) True 
 B)False

Question 15

________ audience is the direct recipient of the message.

Accepted Answer

A)  Primary 
B)  Incidental 
C)  Ancillary 
D)  Secondary 
E)  Peripheral 
A)  Primary 
B)  Incidental 
C)  Ancillary 
D)  Secondary 
E)  Peripheral

Question 16

Which of the following types of communication typically requires persuasion to influence and motivate the audience?

Accepted Answer

A)  handling routine customer claims 
B)  designing work schedules 
C)  preparing sales reports 
D)  writing job application letters 
E)  writing for-your-information messages 
A)  handling routine customer claims 
B)  designing work schedules 
C)  preparing sales reports 
D)  writing job application letters 
E)  writing for-your-information messages

Question 17

You have lunch with a friend and she tells you that her office recently implemented flex-time hours. It has been a positive change at your friend's workplace, and you think that it would be great to have flex-timing at your office too. You decide to approach your boss about this possibility.
-In terms of a logically structured argument, which of the following pieces of evidence does the least to help your argument?

Accepted Answer

A)  At present, employee absenteeism is up 20%. 
B)  Our employee turnover rate is steadily increasing. 
C)  Increased absenteeism costs our company almost 15% of our payroll budget every quarter. 
D)  An employee survey conducted in our company revealed that the improvement most desired by our employees is a flex-time schedule. 
E)  These days work/life balance is important for everybody. 
A)  At present, employee absenteeism is up 20%. 
B)  Our employee turnover rate is steadily increasing. 
C)  Increased absenteeism costs our company almost 15% of our payroll budget every quarter. 
D)  An employee survey conducted in our company revealed that the improvement most desired by our employees is a flex-time schedule. 
E)  These days work/life balance is important for everybody.

Question 18

Which of the following is a way in which an effective team leader motivates people to commit to their team?

Accepted Answer

A)  reminding team members that if they meet their annual goal they will be eligible for year-end bonuses 
B)  not acknowledging efforts of team members unless they display extraordinary performances 
C)  trying to convince an unhappy team member that she is wrong to feel excluded from the decision-making process 
D)  overlooking a team member's frustration about issues on the latest project 
E)  being strict about meeting schedules and not allowing team members to fulfill other obligations such as their responsibilities at home. 
A)  reminding team members that if they meet their annual goal they will be eligible for year-end bonuses 
B)  not acknowledging efforts of team members unless they display extraordinary performances 
C)  trying to convince an unhappy team member that she is wrong to feel excluded from the decision-making process 
D)  overlooking a team member's frustration about issues on the latest project 
E)  being strict about meeting schedules and not allowing team members to fulfill other obligations such as their responsibilities at home.

Question 19

________ involves focusing on information needs, motivation and benefits, and potential resistance.

Accepted Answer

A)  Analyzing your audience's needs 
B)  Analyzing your purpose 
C)  Analyzing medium choices 
D)  Analyzing your desired outcome 
E)  Analyzing the business result 
A)  Analyzing your audience's needs 
B)  Analyzing your purpose 
C)  Analyzing medium choices 
D)  Analyzing your desired outcome 
E)  Analyzing the business result

Question 20

You have lunch with a friend and she tells you that her office recently implemented flex-time hours. It has been a positive change at your friend's workplace, and you think that it would be great to have flex-timing at your office too. You decide to approach your boss about this possibility.
-Discuss how persuasion is a process.

Accepted Answer

Persuasion is a process that involves we

Which of the following persuasive elements is NOT used in recommendations?

You are writing to persuade your boss that your department needs additional staff to achieve its annual goals. Presently a hiring freeze and a moratorium on overtime are in effect, so your recommendation will need to be very persuasive. -Given this situation, your message ________.

Being persuasive ________.

You need to send a persuasive message to a coworker and you want to receive the feedback immediately. Under these circumstances, which of the following would be the best medium for your message?

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

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

Email recommendations written using direct and indirect organization have notable differences, but they also contain many similar elements. Which of the following is a similarity?

An advertisement for an SUV that emphasized the model's high crash test ratings and rollover test results would be appealing to the audience's desire for ________.

Which of the following excerpts from a sales message is an example of the social proof technique?

In the ACE communication process, ________ involves thinking strategically about your purpose, desired outcome, business needs, audience and stakeholder needs, content needs, and medium choices.

To be persuasive, a message should only state your point of view.

________ audience is the direct recipient of the message.

Which of the following types of communication typically requires persuasion to influence and motivate the audience?

Which of the following is a way in which an effective team leader motivates people to commit to their team?

________ involves focusing on information needs, motivation and benefits, and potential resistance.

Becoming a Successful Business Communicator

Working With Others: Interpersonal, Intercultural, and Team Communication

Managing the Communication Process

Communicating Routine Messages and Building Goodwill

Communicating Bad News

Finding and Evaluating Business Information

Preparing Persuasive Business Proposals

Preparing Business Reports

Preparing and Delivering Business Presentations

Communicating Your Professional Brand: Social Media, Résumés,

Getting the Job Interviewing and Following up

Filters

Exam 5: Communicating Persuasive Messages

Which of the following persuasive elements is NOT used in recommendations?

You are writing to persuade your boss that your department needs additional staff to achieve its annual goals. Presently a hiring freeze and a moratorium on overtime are in effect, so your recommendation will need to be very persuasive. -Given this situation, your message ________.

Being persuasive ________.

You need to send a persuasive message to a coworker and you want to receive the feedback immediately. Under these circumstances, which of the following would be the best medium for your message?

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

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

Email recommendations written using direct and indirect organization have notable differences, but they also contain many similar elements. Which of the following is a similarity?

An advertisement for an SUV that emphasized the model's high crash test ratings and rollover test results would be appealing to the audience's desire for ________.

Which of the following excerpts from a sales message is an example of the social proof technique?

In the ACE communication process, ________ involves thinking strategically about your purpose, desired outcome, business needs, audience and stakeholder needs, content needs, and medium choices.

To be persuasive, a message should only state your point of view.

________ audience is the direct recipient of the message.

Which of the following types of communication typically requires persuasion to influence and motivate the audience?

Which of the following is a way in which an effective team leader motivates people to commit to their team?

________ involves focusing on information needs, motivation and benefits, and potential resistance.

Becoming a Successful Business Communicator

Working With Others: Interpersonal, Intercultural, and Team Communication

Managing the Communication Process

Communicating Routine Messages and Building Goodwill

Communicating Bad News

Finding and Evaluating Business Information

Preparing Persuasive Business Proposals

Preparing Business Reports

Preparing and Delivering Business Presentations

Communicating Your Professional Brand: Social Media, Résumés,

Getting the Job Interviewing and Following up

Filters