21
45) One way to overcome audience resistance to your message is to
A) use the hard-sell approach.
B) address possible concerns that your audience has.
C) emphasize the positive.
D) indicate the competition is not worth addressing.
E) speak negatively about the competition.
identify the three most common categories of persuasive business messages.
AACSB: Written and oral communication
Difficulty: Moderate
Classification: Conceptual
Learning Outcome: Describe strategies for developing persuasive business messages
46) When preparing a persuasive request for action, it is vital to
A) show you understand the audience’s concerns.
B) emphasize how you will benefit if the request is fulfilled.
C) emphasize the negative consequences of not complying with the request.
D) make yourself look good in the reader’s eyes.
E) identify what attitudes or beliefs you wish to change.
identify the three most common categories of persuasive business messages.
AACSB: Written and oral communication
Difficulty: Moderate
Classification: Conceptual
Learning Outcome: Describe strategies for developing persuasive business messages
22
47) When writing a persuasive request for action, you should
A) use the hard-sell approach.
B) demonstrate that helping you will solve a significant problem.
C) ask for more than you actually want so that you’ll have a cushion for negotiation.
D) avoid flattery.
E) use circular reasoning.
identify the three most common categories of persuasive business messages.
AACSB: Written and oral communication
Difficulty: Moderate
Classification: Conceptual
Learning Outcome: Describe strategies for developing persuasive business messages
48) When writing a persuasive letter for claims or adjustments, you should
A) assume the other person has no interest in helping you.
B) use a confident and positive tone.
C) mention as many additional complaints as possible about the company.
D) say you have already contacted an attorney (even if you really haven’t).
E) repeatedly say how disappointed you are in the company.
identify the three most common categories of persuasive business messages.
AACSB: Written and oral communication
Difficulty: Moderate
Classification: Conceptual
Learning Outcome: Describe strategies for developing persuasive business messages
23
49) Persuasive messages often follow a specialized four-phase format called the
A) PDQ plan.
B) AIDA model.
C) ASAP model.
D) DEFF approach.
E) direct, indirect, emotional and logical appeal plan.
identify the three most common categories of persuasive business messages.
AACSB: Written and oral communication
Difficulty: Easy
Classification: Conceptual
Learning Outcome: Describe strategies for developing persuasive business messages
50) The process of ________ works from a generalization to a specific conclusion.
A) intuitive reasoning
B) deductive reasoning
C) conventional reasoning
D) inductive reasoning
E) emotional appeal
identify the three most common categories of persuasive business messages.
AACSB: Reflective thinking
Difficulty: Difficult
Classification: Conceptual
Learning Outcome: Describe strategies for developing persuasive business messages
24
51) Addressing alternative positions in a persuasive message
A) enhances your credibility and can strengthen your argument.
B) weakens your argument, unless you use an aggressive tone.
C) shows that you lack confidence in your opinions.
D) is effective only with controversial subjects.
E) requires that you use the direct approach.
identify the three most common categories of persuasive business messages.
AACSB: Reflective thinking
Difficulty: Moderate
Classification: Conceptual
Learning Outcome: Describe strategies for developing persuasive business messages
52) In persuasive messages, suggesting that the action you want readers to take
A) makes them suspect that you are hiding something.
B) encourages them to do what you have asked.
C) is insulting, since everyone knows what they want.
D) leads them to question the significance of your argument.
E) works only when you use a tone that is obviously sarcastic.
identify the three most common categories of persuasive business messages.
AACSB: Written and oral communication
Difficulty: Moderate
Classification: Conceptual
Learning Outcome: Describe strategies for developing persuasive business messages
25
53) Emotional appeals
A) have no place in persuasive business messages.
B) can help audiences care enough to respond positively to your persuasive message.
C) often backfire, and should be used only when addressing internal audiences.
D) are usually sufficient, on their own, to convince the audience to make important decisions.
E) are most effective in persuasive messages designed for international audiences.
identify the three most common categories of persuasive business messages.
AACSB: Written and oral communication
Difficulty: Moderate
Classification: Conceptual
Learning Outcome: Describe strategies for developing persuasive business messages
54) Cause and effect
A) are not the same, and confusing the two in persuasive messages can lead to faulty logic.
B) are essentially the same.
C) should not be addressed in persuasive business messages.
D) are so complex that only professional writers should attempt to address them.
E) make it difficult for audiences to assess the quality of a persuasive message.
identify the three most common categories of persuasive business messages.
AACSB: Written and oral communication
Difficulty: Moderate
Classification: Critical Thinking
Learning Outcome: Describe strategies for developing persuasive business messages
26
55) Most persuasive messages take the direct approach.
identify the three most common categories of persuasive business messages.
AACSB: Written and oral communication
Difficulty: Easy
Classification: Conceptual
Learning Outcome: Describe strategies for developing persuasive business messages
56) Using simple language in persuasive messages usually increases your credibility with a
skeptical audience.
identify the three most common categories of persuasive business messages.
AACSB: Written and oral communication
Difficulty: Moderate
Classification: Conceptual
Learning Outcome: Describe strategies for developing persuasive business messages
57) One of the best ways to gain credibility for your message is to support it with objective
evidence.
identify the three most common categories of persuasive business messages.
AACSB: Written and oral communication
Difficulty: Easy
Classification: Conceptual
Learning Outcome: Describe strategies for developing persuasive business messages
27
58) The AIDA model can be used with both the direct and indirect approaches for persuasive
messages.
identify the three most common categories of persuasive business messages.
AACSB: Written and oral communication
Difficulty: Moderate
Classification: Conceptual
Learning Outcome: Describe strategies for developing persuasive business messages
59) When your AIDA message uses an indirect approach and is delivered by email, what are two
goals to keep in mind as you write the subject line?
identify the three most common categories of persuasive business messages.
AACSB: Written and oral communication
Difficulty: Difficult
Classification: Critical Thinking
Learning Outcome: Describe strategies for developing persuasive business messages
60) What are three methods of reasoning you can use when making a logical appeal, and how do
they differ?
identify the three most common categories of persuasive business messages.
AACSB: Written and oral communication
Difficulty: Difficult
Classification: Critical Thinking
Learning Outcome: Describe strategies for developing persuasive business messages
28
61) List three categories of common persuasive business messages.
identify the three most common categories of persuasive business messages.
AACSB: Written and oral communication
Difficulty: Easy
Classification: Conceptual
Learning Outcome: Describe strategies for developing persuasive business messages
62) Describe each of the four phases of the AIDA model for persuasive messages.
identify the three most common categories of persuasive business messages.
AACSB: Written and oral communication
Difficulty: Moderate
Classification: Application
Learning Outcome: Describe strategies for developing persuasive business messages
63) Explain how to balance emotional appeals and logical appeals to persuade an audience.
identify the three most common categories of persuasive business messages.
AACSB: Written and oral communication
Difficulty: Difficult
Classification: Synthesis
Learning Outcome: Describe strategies for developing persuasive business messages
29
64) All of the following except ________ will help to boost a company’s marketing efforts on
social media.
A) facilitating community building
B) using a “we talk, you listen” approach
C) providing information that people want
D) using conversation marketing
E) identifying and supporting your champions
explain how to modify your approach when writing promotional messages for social media.
AACSB: Reflective thinking
Difficulty: Moderate
Classification: Conceptual
Learning Outcome: Describe strategies for developing persuasive business messages
65) In marketing and sales messages, what is the primary difference between selling points and
benefits?
A) Selling points are positive whereas benefits are not.
B) Selling points focus on the user rather than the product.
C) Selling points focus on the product rather than the user.
D) Benefits are unrelated to the audience.
E) Benefits focus on key features of a product.
explain how to modify your approach when writing promotional messages for social media.
AACSB: Reflective thinking
Difficulty: Moderate
Classification: Conceptual
Learning Outcome: Describe strategies for developing persuasive business messages
30
66) A ________ helps a potential buyer move through the purchasing process without having to
make an immediate decision; a ________ encourages a potential buyer to make a purchase
decision immediately.
A) marketing message; product push
B) measured response; content quotient
C) persuasive appeal; purchase message
D) marketing message; sales message
E) persuasive message; marketing message
explain how to modify your approach when writing promotional messages for social media.
AACSB: Reflective thinking
Difficulty: Difficult
Classification: Synthesis
Learning Outcome: Describe strategies for developing persuasive business messages
67) When you’re writing promotional messages for social media, use ________ to initiate and
facilitate discussions in your networked community.
A) traditional promotions
B) bait-and-switch tactics
C) conversation marketing
D) opt-in scenarios
E) stealth marketing
explain how to modify your approach when writing promotional messages for social media.
AACSB: Written and oral communication
Difficulty: Moderate
Classification: Application
Learning Outcome: Describe strategies for developing persuasive business messages