Test Bank Ch 07 PDF

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apter 7—Writing Persuasive Messages UE/FALSE 1.

Persuasion is the process of motivating people to do or believe something despite their initial resistance.

ANS: NAT: TOP: 2.

Few business letters or email messages involve persuasion.

ANS: NAT: TOP: 3.

T PTS: 1 DIF: Easy OBJ: 7.3 AAC: Tier 1---Communication; Tier 2---Purpose TOP: Knowledge

Writing a Sales Letter

Before you begin writing, you should always ask yourself, "What is my purpose for writing?"

ANS: NAT: BLO: 5.

F PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Purpose Planning Persuasive Messages BLO: Knowledge

Sales letters are considered a form of persuasive writing.

ANS: NAT: BLO: 4.

T PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Purpose Planning Persuasive Messages BLO: Knowledge

T PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Purpose TOP: Knowledge

Analyzing Your Audience

Form letters are appropriate as persuasive messages sent to thousands of readers.

ANS: NAT: BLO:

T PTS: 1 DIF: Easy OBJ: 7.3 AAC: Tier 1---Communication; Tier 2---Purpose TOP: Knowledge

Writing a Sales Letter

6. Determining whether a reader might be resistant to your message, and why, helps you prepare a more persuasive message. ANS: NAT: TOP: 7.

T PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Audience Planning Persuasive Messages BLO: Knowledge

To overcome resistance, you must show how your argument benefits the reader.

ANS: T PTS: 1 DIF: Easy OBJ: 7.1 NAT: AAC: Tier 1---Communication; Tier 2---Purpose TOP: Analyzing Your Audience BLO: Knowledge 8. When you write a persuasive message, be sure to address the reader's position of "What's in it for me?"

ANS: NAT: BLO: 9.

T PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Audience Knowledge

TOP:

Analyzing Your Audience

The first thing a writer must do before writing is to ask: "Who is my primary audience?"

ANS: NAT: BLO:

T PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Audience Knowledge

TOP:

Analyzing Your Audience

10. By stressing the "you attitude," the writer's focus in on the reader. ANS: NAT: BLO:

T PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Audience Knowledge

TOP:

Analyzing Your Audience

11. The direct organizational plan is appropriate when you anticipate that a reader will initially have no interest in your persuasive message. ANS: NAT: TOP:

F PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Patterns Writing a Short Persuasive Message BLO:

Knowledge

12. When you write a persuasive message to your superiors, you should use the direct organizational plan. ANS: NAT: TOP:

T PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Patterns Writing a Short Persuasive Message BLO:

Knowledge

13. Your message will be more persuasive if you put the main idea in the middle of a proposal. ANS: NAT: TOP:

F PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Patterns Writing a Short Persuasive Message BLO:

Knowledge

14. Always avoid opening a persuasive message with a rhetorical question unless you are positive the audience will know the answer. ANS: NAT: TOP:

T PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Purpose Writing a Short Persuasive Message BLO:

Knowledge

15. To attract reader interest, you should preview your recommendation in the subject line of a persuasive message when using the indirect organizational plan. ANS: NAT: TOP:

F PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Purpose Writing a Short Persuasive Message BLO:

Knowledge

16. In a persuasive letter, an irrelevant opening sentence can create confusion or risk losing the reader's

goodwill. ANS: NAT: TOP:

T PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Purpose Writing a Short Persuasive Message BLO:

Knowledge

17. Persuasive messages are typically shorter than other types of messages because you are using pathos or ethos to carry the weight of your argument. ANS: NAT: TOP:

F PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Purpose Writing a Short Persuasive Message BLO:

Knowledge

18. Providing credible evidence such as current statistics is a positive way to influence the reader. ANS: NAT: TOP:

T PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Purpose Writing a Short Persuasive Message BLO:

Knowledge

19. When using the indirect organizational plan in a persuasive message you must give the main idea immediately. ANS: NAT: TOP:

F PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Patterns Writing a Short Persuasive Message BLO:

Knowledge

20. When addressing obstacles in a persuasive request, you should subordinate them. ANS: NAT: TOP:

T PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Purpose Writing a Short Persuasive Message BLO:

Knowledge

21. When using the direct or the indirect organizational plan, clarify the specific action you want the reader to take. ANS: NAT: TOP:

T PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Patterns Writing a Short Persuasive Message BLO:

Knowledge

22. Proposing to your supervisor that the company decentralize the reimbursement of travel expenses is an example of selling an idea. ANS: NAT: TOP:

T PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Purpose Writing a Short Persuasive Message BLO:

Knowledge

23. In the textual content of your persuasive message you must explain your rationale for presenting a new procedure or idea. ANS:

T

PTS:

1

DIF:

Easy OBJ:

7.2

NAT: TOP:

AAC: Tier 1---Communication; Tier 2---Purpose Writing a Short Persuasive Message BLO:

Knowledge

24. Because routine requests are granted fairly easily, they require less persuasion than favors. ANS: NAT: TOP:

T PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Purpose Writing a Short Persuasive Message BLO:

Knowledge

25. The difference between advertising and persuasion is that persuasion is more personalized. ANS: NAT: BLO:

T PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Purpose TOP: Knowledge

Analyzing Your Audience

26. It is appropriate to apologize when giving bad news. ANS: NAT: TOP: BLO:

T PTS: 1 DIF: Easy OBJ: 7.4 AAC: Tier 1---Communication; Tier 2---Purpose Writing and Responding to Negative Customer Feedback Knowledge

27. All business communication involves persuasion. ANS: NAT: TOP:

T PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Purpose Planning Persuasive Messages BLO: Knowledge

28. To be successful when writing a persuasive message you must overcome resistance. ANS: NAT: TOP:

T PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Contexts Writing a Short Persuasive Message BLO:

Knowledge

29. To overcome a reader's resistance, you must show how your argument benefits the reader. ANS: NAT: TOP:

T PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Contexts Planning Persuasive Messages BLO: Knowledge

30. A routine complaint letter requires an attention-getting opener and more evidence than a persuasive claim letter. ANS: NAT: TOP: BLO:

F PTS: 1 DIF: Easy OBJ: 7.4 AAC: Tier 1---Communication; Tier 2---Purpose Writing and Responding to Negative Customer Feedback Knowledge

31. You should not open a persuasive complaint letter by stating the problem.

ANS: NAT: TOP: BLO:

T PTS: 1 DIF: Easy OBJ: 7.4 AAC: Tier 1---Communication; Tier 2---Patterns Writing and Responding to Negative Customer Feedback Knowledge

32. If your routine complaint letter failed to get the desired response despite strong evidence, use a more emotional tone in your persuasive complaint letter. ANS: NAT: TOP: BLO:

F PTS: 1 DIF: Easy OBJ: 7.4 AAC: Tier 1---Communication; Tier 2---Patterns Writing and Responding to Negative Customer Feedback Knowledge

33. If you demonstrate understanding and request a reasonable adjustment in a persuasive complaint, the reader is more likely to do what you ask. ANS: NAT: TOP: BLO:

T PTS: 1 DIF: Easy OBJ: 7.4 AAC: Tier 1---Communication; Tier 2---Purpose Writing and Responding to Negative Customer Feedback Knowledge

34. You should present as much convincing evidence as possible before requesting a specific adjustment in a persuasive complaint letter. ANS: NAT: TOP: BLO:

T PTS: 1 DIF: Easy OBJ: 7.4 AAC: Tier 1---Communication; Tier 2---Purpose Writing and Responding to Negative Customer Feedback Knowledge

35. In persuasive requests, the opening of a sales letter should be interesting, short, and original. ANS: NAT: TOP:

T PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Patterns Writing a Short Persuasive Message BLO:

Knowledge

36. When possible, incorporate the central selling theme into your opening and avoid irrelevant, obvious, or overused statements. ANS: NAT: BLO:

T PTS: 1 DIF: Easy OBJ: 7.3 AAC: Tier 1---Communication; Tier 2---Patterns TOP: Knowledge

Writing a Sales Letter

37. The two keys for succeeding with a central selling theme are introducing the theme early and repeating it often. ANS: NAT: BLO:

T PTS: 1 DIF: Easy OBJ: 7.3 AAC: Tier 1---Communication; Tier 2---Purpose TOP: Knowledge

Writing a Sales Letter

38. When writing a sales letter, you should make the product and its benefits the subject of most of the

sentences. ANS: NAT: BLO:

F PTS: 1 DIF: Easy OBJ: 7.3 AAC: Tier 1---Communication; Tier 2---Patterns TOP: Knowledge

Writing a Sales Letter

39. For sales letters you must provide evidence to show why or how the product is great. ANS: NAT: BLO:

T PTS: 1 DIF: Easy OBJ: 7.3 AAC: Tier 1---Communication; Tier 2---Purpose TOP: Knowledge

Writing a Sales Letter

40. An attention-getting opener is more important in an unsolicited sales letter than in a solicited sales letter. ANS: NAT: BLO:

T PTS: 1 DIF: Easy OBJ: 7.3 AAC: Tier 1---Communication; Tier 2---Patterns TOP: Knowledge

Writing a Sales Letter

41. In a sales letter, you may offer an incentive to motivate the reader to respond by a due date. ANS: NAT: BLO:

T PTS: 1 DIF: Easy OBJ: 7.3 AAC: Tier 1---Communication; Tier 2---Purpose TOP: Knowledge

Writing a Sales Letter

42. Readers will perceive a hard-sell approach if you use action-packed, positive language to discuss a product's features and benefits. ANS: NAT: BLO:

F PTS: 1 DIF: Easy OBJ: 7.3 AAC: Tier 1---Communication; Tier 2---Purpose TOP: Knowledge

Writing a Sales Letter

43. Sales letters are effective when specific evidence is used to support your statements about how great the product is. ANS: NAT: BLO:

T PTS: 1 DIF: Easy OBJ: 7.3 AAC: Tier 1---Communication; Tier 2---Purpose TOP: Knowledge

Writing a Sales Letter

44. By stressing the "you attitude," writers show that the focus is on the reader. ANS: NAT: BLO:

T PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Audience Knowledge

TOP:

Analyzing Your Audience

45. To show that you are thinking of the reader and being polite, you may say, "If you do not want to do this I understand," and it will help sway your reader to believe in your idea. ANS: NAT: BLO:

F PTS: 1 DIF: Easy OBJ: 7.3 AAC: Tier 1---Communication; Tier 2---Audience Knowledge

TOP:

Writing a Sales Letter

46. The specific request in a sales letter should be presented late in the message. ANS: NAT: BLO:

T PTS: 1 DIF: Easy OBJ: 7.3 AAC: Tier 1---Communication; Tier 2---Purpose TOP: Knowledge

Writing a Sales Letter

47. When using a sales letter to promote a high-priced item, one idea is to involve the reader in a demonstration. ANS: NAT: BLO:

T PTS: 1 DIF: Easy OBJ: 7.3 AAC: Tier 1---Communication; Tier 2---Purpose TOP: Knowledge

Writing a Sales Letter

48. When an author uses passive voice and only implies what the message may be, it is called the "indirect organizational plan." ANS: NAT: TOP:

T PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Patterns Writing a Short Persuasive Message BLO:

Knowledge

49. If you use a postscript (P.S.) in a sales letter, repeat the central selling theme here to reinforce information that has already been presented. ANS: NAT: TOP:

F PTS: 1 DIF: Easy OBJ: 7.3 AAC: Tier 1---Communication; Tier 2---Rhetorical considerations Writing a Sales Letter BLO: Knowledge

ULTIPLE CHOICE 50. Which of the following is not considered a persuasive message? a. convincing a potential customer to contract for your company's services b. requesting a meeting with your superior so you can recommend changes to company policy c. writing another claim letter when the first one was denied d. asking a company to replace a defective product within the warranty period e. asking a supervisor to approve a complex project you are proposing ANS: NAT: TOP:

D PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Purpose Planning Persuasive Messages BLO: Knowledge

51. The essence of persuasion is a. overcoming the reader's initial resistance. b. selling your product to a reader. c. convincing a reader to take a specific action. d. motivating your reader to believe something.

e. ANS: NAT: TOP:

stressing reader benefits. A PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Purpose Planning Persuasive Messages BLO: Knowledge

52. Your credibility with the reader of a persuasive message will not be enhanced by a. explaining how you, as the writer, will benefit. b. discussing your knowledge as an authority on the topic. c. mentioning that you hold a position in which you deal with the topic quite often. d. providing factual evidence and statistics that the reader can verify. e. discussing your prior experience with the topic. ANS: NAT: TOP:

A PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Audience Planning Persuasive Messages BLO: Knowledge

53. Which of the following is not something you should do when conducting an audience analysis? a. Determine what the audience already knows about the topic. b. Determine what the audience's predisposition toward the topic is. c. Ask how your proposal will affect the audience. d. Find out whether the audience finds you credible. e. Make a simple list of features and advantages of the product or service. ANS: NAT: BLO:

E PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Audience Knowledge

TOP:

Analyzing Your Audience

54. If your reader is predisposed against the idea you are promoting, you should do all of the following except a. provide sufficient objective, verifiable evidence about the topic. b. offer more supporting reasons than you would if the reader's attitude were neutral. c. use the direct organizational plan to show how the topic is relevant to the reader. d. analyze the reader's resistance so you can write a counterargument. e. use the "you" attitude to tailor the letter based on audience analysis. ANS: NAT: BLO:

C PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Audience Knowledge

TOP:

55. A persuasive message selling an idea will be more effective if you a. show how the reader will benefit, directly or indirectly, from doing what you suggest. b. provide extensive background information without including specifics.

Analyzing Your Audience

c. d. e. ANS: NAT: TOP:

reinforce background facts and figures in the first and last paragraphs. focus on the proposal you're promoting, not on the reader. ignore or downplay any reader objections when making your case. A PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Audience Planning Persuasive Messages BLO: Knowledge

56. When writing a persuasive message you must a. motivate the reader. b. overwhelm the reader with current statistics. c. tell the reader you are right and other comparisons are wrong. d. flatter the reader to gain their attention. ANS: NAT: TOP:

A PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Audience Writing a Short Persuasive Message BLO:

Knowledge

57. Which of the following refers to an indirect benefit of complying with a persuasive request? a. The information you provide at the conference will help us improve our productivity. b. Making a presentation at the national convention will provide free publicity for your new book. c. Using the ergonomic keyboard will minimize the possibility of your developing carpal tunnel syndrome. d. Your contribution allows students to receive scholarships so they can continue their education. e. Paying your bills on time helps you maintain a good credit record. ANS: NAT: TOP:

D PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Patterns Writing a Short Persuasive Message BLO:

Knowledge

58. Use the direct organizational plan for persuasive messages when a. writing to subordinates within the organization. b. the audience is reluctant to comply with your request. c. you expect readers to have a negative attitude. d. your proposal is long and complex. e. the reader prefers to read the rationale before reading the request. ANS: NAT: TOP:

D PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Patterns Writing a Short Persuasive Message BLO:

Knowledge

59. Use an indirect organizational plan for persuasive messages when a. writing to superiors within the organization. b. the audience is predisposed to listen objectively to your presentation.

c. d. e. ANS: NAT: TOP:

strong persuasion is needed. the proposal is long and complex. the recommendations must be given in the beginning. C PTS: 1 DIF: Easy OBJ: 7.2 AAC: Tier 1---Communication; Tier 2---Patterns Writing a Short Persuasive Message BLO:

Knowledge

60. The process of persuasion begins with a. telling the reader what to do. b. analyzing the reader. c. offering a discount on a product or service. d. expecting your audience to understand your idea. ANS: NAT: BLO:

B PTS: 1 DIF: Easy OBJ: 7.1 AAC: Tier 1---Communication; Tier 2---Patterns TOP: Knowledge

Analyzing Your Audience

61. Which of the following is not an effective attention-getting technique for a persuasive message? a. asking a rhetorical question b. using a polite request c. stating an unusual fact d. making a statement that you and the reader will agree on e. writing an unexpected statement ANS: NAT: TOP:

B PTS: 1 DIF: E...