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48) The AIDA plan will work for direct as well as indirect message formats.
49) During the attention phase of the persuasive message, the writer should find some common
ground on which to build their case.
50) AIDA is a unidirectional method that essentially talks at audiences, not with them.
51) Deductive reasoning works from specific evidence to a general conclusion.
52) Discuss how to apply the AIDA model when framing your persuasive arguments.
53) Discuss guidelines for reinforcing your position when developing a persuasive message.
54) Identify four common mistakes in persuasive communication and discuss how to avoid them.
55) What is the goal of opening with an attention-getting device?
A) You indicate your decision before explaining it.
B) You generate interest on the part of the audience.
C) You gain credibility.
D) You show readers that you understand their concerns.
E) You start to change attitudes and beliefs.
56) Which of the following is a common use of a persuasive message?
A) When increasing supplier obligations
B) When discouraging nonroutine results
C) When enforcing more efficient operating procedures
D) When demanding cooperation from other departments
E) When requesting action
57) Which section of the persuasive request for action indicates what you know about the
situation being written about?
A) Your goal statement
B) The interest and desire sections
C) The attention-getting device
D) The logical appeal
E) The demand for action
58) In addition to gaining credibility, what should be your goal when writing the interest and
desire sections of the persuasive request for action?
A) Make the readers believe that helping you will solve a significant problem.
B) Eliminate the reader's concerns.
C) Demonstrate that you have good reason for making the demand.
D) Overwhelm the audience by using facts and figures to support the argument.
E) Develop an easy to follow course of action.
59) How can you maximize the chances of a positive response in the close of a persuasive
request for action?
A) Use the AIDA plan
B) Identify a specific and easy-to-follow course of action for the audience to take
C) Use the direct format
D) Include several attention getting devices
E) Gain credibility
60) Asking the audience to reexamine long-held opinions is one of the goals of what?
A) Persuasive claims
B) Persuasive adjustments
C) Persuasive presentation of ideas
D) Persuasive requests for action
E) Sales and marketing
61) Which of the following is not necessary when writing a persuasive message for a claim or
request for adjustment?
A) Complete review of the facts
B) A positive tone
C) Specific facts and data
D) A direct format
E) A confident tone
62) Which of the following would least likely encourage the reader of a message for a claim to
grant the claim?
A) Showing the reader how the organization is responsible for the problem
B) Appealing to the reader's sense of fair play
C) Appeal to the reader's sense of moral responsibility
D) Being calm and reasonable
E) Allowing the reader to choose the most appropriate resolution
63) When closing a persuasive message for a claim or adjustment, what should be included in the
message?
A) How a successful resolution will repair or maintain a mutually beneficial working
relationship
B) Contact information, including time when to best reach you
C) An idea of the potential consequences of not coming to a mutually beneficial solution
D) A specific statement of how you would like to see the issue resolved
E) A complete and specific review of the facts
64) Most persuasive messages are requests for action.
65) The indirect approach is the most appropriate method to use when developing any request for
action.
66) When considering persuasive claims and requests for adjustments, most claims are routine
and use the direct approach.
67) When writing about a claim or adjustment, it is often most effective to show the reader how
the company is responsible for the issue and clearly identify steps that will be taken if they don't
honor the claim or adjustment.
68) A persuasive message for a claim or adjustment should appeal to the reader's sense of fair
play, goodwill or moral responsibility.
69) Describe key steps in writing a persuasive claim and request for an adjustment.
70) Describe how to write a persuasive message when requesting action from an organization.
71) Explaining your reasons and building interest before asking for a decision or action is an
example of what?
A) A direct approach to persuasive messages
B) An attempt to understand the psychographics of the audience
C) A way to start increasing desire
D) A way to eliminate the concerns of the reader
E) An attempt at audience analysis
72) Which of the following encourages potential buyers to make a purchase decision
immediately?
A) Persuasive messages
B) Direct messages
C) Indirect messages
D) Marketing messages
E) Sales messages
73) Which of the following focuses on things such as encouraging customers to visit websites for
more information on a topic?
A) Marketing messages
B) Claim or adjustment messages
C) Sales messages
D) Persuasive presentations of ideas
E) Requests for action
74) A message designed to make an explicit request for people to buy something is called what?
A) Marketing messages
B) Claim or adjustment messages
C) Sales messages
D) Persuasive presentations of ideas
E) Requests for action
75) When planning a marketing or sales message, which is the first step of the process?
A) Identifying the product or service to sell
B) Analyzing the competition
C) Identifying key selling points
D) Assessing audience needs
E) Anticipating objections
76) Which of the following is not a step to be considered during the planning stage of marketing
and sales messages?
A) Assessing audience needs
B) Analyzing the competition
C) Determining key selling points
D) Anticipating purchase objections
E) Determining channel and medium
77) Which of the following is considered a selling point, not a benefit?
A) The most attractive features of the product
B) User experiences when purchasing the product
C) User gains from purchasing the product
D) Emotional response to purchasing the product
E) The practical use of the product
