Question 1

One of the biggest mistakes in persuasive requests is the failure to anticipate and offset audience resistance.

Accepted Answer

A) True 
 B)False

Question 2

Most persuasion involves coercion or trickery.

Accepted Answer

A) True 
 B)False

Question 3

In persuading the owner of your company to allow you to telecommute, which of the following illustrates an indirect benefit to the reader?

Accepted Answer

A)   The time I save commuting would be spent working on company business.
B)   Because I'll be working in my quiet home environment, my productivity will increase.
C)   Because I will not require an on-site office or company equipment, the company will experience a reduction in expenses.
D)   My working from home will help to protect the environment.E) None of the above
F) A) and D) D

Question 4

You would like to invite a local forensic accountant to speak about this exciting field at the next monthly meeting of your student business club.Write a persuasive request letter to the accountant.Write the body of the letter, omitting the letter addresses, salutation, complimentary close, and enclosure line.

Accepted Answer

Student answers will vary.
Accounting st...

Question 5

Elizabeth is writing a sales letter to a company in Thailand, which is a high-context culture.What should Elizabeth do to be persuasive with this audience?

Accepted Answer

A)   Use direct expressions, words, and phrases.
B)   Use expressions of politeness, honorifics, flowery language, wishful requests, and overall humility.
C)   Include complex facts with great embellishment and superlatives.
D)   Emphasize "I" or the "you" view rather than "we" and "our."E) B) and C)
F) All of the above

Question 6

The first step in planning a persuasive message is determining the purpose since it establishes the strategy of the message.

Accepted Answer

A) True 
 B)False

Question 7

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 8

What is the most accurate statement about persuasion?

Accepted Answer

A)   Having the ability to persuade is important only at top-level positions.
B)   Convincing others that your point of view is the right one is a critical business communication skill.
C)   Persuasion usually involves coercion.
D)   Successful persuasion depends largely on your credentials and experience; without these it's almost impossible to be persuasive.E) B) and C)
F) B) and D)

Question 9

Which of the following sentences best motivates action in a persuasive message?

Accepted Answer

A)   We know that you'll want your employees to complete our ethics training program, so we'll drop by tomorrow to finalize the contract.
B)   If you think that our ethics training program might benefit your employees, we hope you'll consider hiring us.
C)   The ethics training we provide will help your employees effectively resolve workplace-related ethical dilemmas. Please call me by August 1 so that your training sessions can begin by August 15.
D)   All of these choices would effectively motivate action.E) A) and B)
F) B) and C)

Question 10

An effective way of dealing with price is to delay mentioning it until after you've created a desire for the product or service.

Accepted Answer

A) True 
 B)False

Question 11

Smart companies should focus exclusively on e-marketing since direct-mail marketing is obsolete.

Accepted Answer

A) True 
 B)False

Question 12

What is the best persuasive technique with individuals from low-context cultures?

Accepted Answer

A)   Use a soft-sell approach.
B)   Rely on unspoken context and nonverbal cues to convey messages.
C)   Express requests directly.
D)   Avoid using superlatives such as lowest, highest, or best.E) A) and B)
F) C) and D)

Question 13

When using the indirect strategy to write a persuasive message, begin the message by overcoming any resistance your reader might have.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following statements would be the best closing for a persuasive claim or complaint letter?

Accepted Answer

A)   If my claim is not granted, I will contact the Better Business Bureau immediately.
B)   Please credit my account for $256 by August 31, which is when my next billing cycle begins.
C)   My attorney is eagerly waiting to see whether my claim is granted.
D)   Please get back to me at your earliest convenience.E) A) and C)
F) A) and D)

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

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  False

Question 17

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.
a.Problem Description: "Our network connection has been at least 20 percent slower over the past three months."
b.Unexpected Statement: "Research shows that 70 percent of smokers would like to quit."
c.Reader Benefit: "You can reduce your printing costs by 60 percent."
d.Compliment: "Congratulations on receiving the prestigious 2010 Outstanding Alumni Award from the American Association of Community Colleges."
e.Related Fact: "Networking is one of the most effective ways to find a job."
f.Stimulating Question: "Have you ever wondered what it would be like to work from home?"

Question 18

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 reader.
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.E) A) and B)
F) None of the above

Question 19

Instructions and directives to subordinates, including information about procedures, equipment, or customer service, usually require considerable persuasion and, therefore, should be arranged indirectly.

Accepted Answer

A) True 
 B)False

Question 20

In a letter promoting its new hybrid vehicle, a car company included this sentence: Our new hybrid model will save you hundreds of dollars annually on gasoline expenses.The company is focusing on indirect benefits of purchasing this vehicle.

Accepted Answer

A) True 
 B)False

Exam 10: Persuasive and Sales Messages

One of the biggest mistakes in persuasive requests is the failure to anticipate and offset audience resistance.

Correct Answer
verified

Most persuasion involves coercion or trickery.

Correct Answer
verified

In persuading the owner of your company to allow you to telecommute, which of the following illustrates an indirect benefit to the reader?

Correct Answer
verified
D

Correct Answer
verified
Student answers will vary.
Accounting st...
View Answer

Elizabeth is writing a sales letter to a company in Thailand, which is a high-context culture.What should Elizabeth do to be persuasive with this audience?

Correct Answer
verified

The first step in planning a persuasive message is determining the purpose since it establishes the strategy of the message.

Correct Answer
verified

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

Correct Answer
verified

What is the most accurate statement about persuasion?

Correct Answer
verified

Which of the following sentences best motivates action in a persuasive message?

Correct Answer
verified

An effective way of dealing with price is to delay mentioning it until after you've created a desire for the product or service.

Correct Answer
verified

Smart companies should focus exclusively on e-marketing since direct-mail marketing is obsolete.

Correct Answer
verified

What is the best persuasive technique with individuals from low-context cultures?

Correct Answer
verified

When using the indirect strategy to write a persuasive message, begin the message by overcoming any resistance your reader might have.

Correct Answer
verified

Which of the following statements would be the best closing for a persuasive claim or complaint letter?

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified
False

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.

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?

Correct Answer
verified

Instructions and directives to subordinates, including information about procedures, equipment, or customer service, usually require considerable persuasion and, therefore, should be arranged indirectly.

Correct Answer
verified

In a letter promoting its new hybrid vehicle, a car company included this sentence: Our new hybrid model will save you hundreds of dollars annually on gasoline expenses.The company is focusing on indirect benefits of purchasing this vehicle.

Correct Answer
verified

Exam 10: Persuasive and Sales Messages

One of the biggest mistakes in persuasive requests is the failure to anticipate and offset audience resistance.

Correct AnswerverifiedShow Answer

Most persuasion involves coercion or trickery.

Correct AnswerverifiedShow Answer

In persuading the owner of your company to allow you to telecommute, which of the following illustrates an indirect benefit to the reader?

Correct AnswerverifiedD

Correct AnswerverifiedStudent answers will vary.Accounting st...View AnswerShow Answer

Elizabeth is writing a sales letter to a company in Thailand, which is a high-context culture.What should Elizabeth do to be persuasive with this audience?

Correct AnswerverifiedShow Answer

The first step in planning a persuasive message is determining the purpose since it establishes the strategy of the message.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

What is the most accurate statement about persuasion?

Correct AnswerverifiedShow Answer

Which of the following sentences best motivates action in a persuasive message?

Correct AnswerverifiedShow Answer

An effective way of dealing with price is to delay mentioning it until after you've created a desire for the product or service.

Correct AnswerverifiedShow Answer

Smart companies should focus exclusively on e-marketing since direct-mail marketing is obsolete.

Correct AnswerverifiedShow Answer

What is the best persuasive technique with individuals from low-context cultures?

Correct AnswerverifiedShow Answer

When using the indirect strategy to write a persuasive message, begin the message by overcoming any resistance your reader might have.

Correct AnswerverifiedShow Answer

Which of the following statements would be the best closing for a persuasive claim or complaint letter?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedFalse

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.

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?

Correct AnswerverifiedShow Answer

Instructions and directives to subordinates, including information about procedures, equipment, or customer service, usually require considerable persuasion and, therefore, should be arranged indirectly.

Correct AnswerverifiedShow Answer

In a letter promoting its new hybrid vehicle, a car company included this sentence: Our new hybrid model will save you hundreds of dollars annually on gasoline expenses.The company is focusing on indirect benefits of purchasing this vehicle.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
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Correct Answer
verified
D

Correct Answer
verified
Student answers will vary.
Accounting st...
View Answer

Correct Answer
verified

Correct Answer
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Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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False

Correct Answer
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Correct Answer
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Correct Answer
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