Question 1

Nicole wants to ask her boss if she can telecommute two days a week, but she's afraid her boss will oppose her request. What should she do first in her written request?

Accepted Answer

Gaining attention is crucial as the first step in a written request, especially in a professional setting. It ensures that the recipient is engaged and ready to consider the proposal.

Question 2

Coleton has analyzed his purpose and his audience and has considered how he will adapt his message to meet his audience's needs. What should he do next according to the 3-x-3 writing process?

Accepted Answer

After analyzing his purpose and audience, the next step in the 3-x-3 writing process is to collect data and organize it. This step will help Coleton to ensure that he has enough information to support his message and that it is presented in a logical and coherent manner. Once he has collected and organized his data, he can move on to the next step of creating a rough draft.

Question 3

The statement Did you know you can get home delivery of your local newspaper for 40 percent less than the newsstand price?

Accepted Answer

The statement gains attention by asking a question that focuses on reader benefits. It highlights a benefit for the reader which can grab their attention and encourage them to take action.

Question 4

Orhan is writing a persuasive message to potential customers and opens with this sentence You can reduce your monthly energy bill by 30 percent or more. He is gaining his reader's attention by using what type of opening statement?

Accepted Answer

Orhan is using a reader benefit as his opening statement. By stating that potential customers can reduce their monthly energy bill by 30 percent or more, he is showing them how they will benefit from his product or service. This is likely to grab their attention and make them more receptive to his message.

Question 5

Which of the following statements about building interest in persuasive messages is most accurate?

Accepted Answer

Once attention is captured, the message needs to build interest to maintain the reader's attention and communicate the benefits or implications of the request. This section should be more than one paragraph, but still concise and structured. Option B is not accurate, as the length of the interest-building section will depend on the context and complexity of the request. Option C is also not accurate, as persuasive requests often involve building a relationship with the audience and providing reasons to convince them, which may require additional information and a lengthier message.

Question 6

Janice was just hired as a sales rep for a large retail company. She knows her new job will require her to be persuasive. Which of the following is a persuasion technique that Janice should use on her new job?

Accepted Answer

Janice should use all of these persuasion techniques in her new job. Making requests realistic and attainable will make her appear considerate and understanding of the customer's needs. Showing that she is truthful, experienced, and knowledgeable will establish her credibility and trustworthiness. Using plausible support such as statistics, reasons, and analogies will provide evidence and reasoning to support her views and convince the customer. Therefore, she should use all these techniques to be an effective sales rep.

Question 7

Which of the following defines persuasion?

Accepted Answer

All of these define persuasion. Persuasion is a symbolic process because it involves the use of language and symbols to communicate ideas. It involves an attempt to influence someone's beliefs, attitudes, or behaviors. And finally, persuasion involves transmitting a message from one person to another.

Question 8

Dwayne wants to adapt his sales message to his target audience. What question is his audience likely to ask while reading his message?

Accepted Answer

The audience is likely to consider all these questions as they evaluate the relevance and benefits of the sales message to them.

Question 9

Andrew, the head of his company's accounting department, is writing a persuasive message to encourage his staff to cut operating costs. What should he do to generate cooperation and buy-in?

Accepted Answer

By being clear about his objective and asking for his employees' ideas, Andrew can show that he values their input and is not simply imposing his will on them. This can generate a sense of ownership and cooperation, encouraging his staff to actively work towards cost-cutting measures. Options A, B, and C are not effective ways to generate cooperation and buy-in; they may instead create resentment or fear among employees.

Question 10

Which of the following is not an effective persuasion technique?

Accepted Answer

Inciting fear can lead to negative emotional reactions and can be seen as manipulative, which can actually harm the persuader's credibility and effectiveness. It is important to use ethical and respectful persuasion techniques that focus on logic, reason, and the benefits of the proposed action.

Question 11

What is the least accurate statement about persuasion in today's digital age?

Accepted Answer

This statement is the least accurate because most of us are not excellent persuaders and do not recognize all persuasive tactics used on us. Persuasion is a complex process, and even experts can be deceived by sophisticated techniques.

Answer: A, B, D
 These statements are all accurate. In today's digital age, it is important to be aware of persuasive practices and their impact on behavior, and persuasion skills are crucial in the workplace. Additionally, social networks have enabled new forms of persuasion, such as "mass interpersonal persuasion."

Question 12

Constance is writing a proposal for her board of directors to request that her company implement a wellness program. The first thing she should do is to

Accepted Answer

Deciding on the purpose of the proposal is the first step, as it will guide the direction and content of the entire document.

Question 13

Persuasion in the twenty-first century is different from persuasion in previous historic periods in distinct ways. Which of the following is not one of the striking developments that have occurred in the past three decades?

Accepted Answer

The statement "Persuasive techniques are less subtle and misleading" is incorrect as persuasive techniques have become more sophisticated and nuanced with the rise of digital marketing and technology.

Question 14

Which of the following sequences works best for most persuasive messages?

Accepted Answer

The sequence in option B is known as the AIDA model, which stands for Attention, Interest, Desire, and Action. This model has been widely used in advertising and marketing as it is proven to be an effective way to engage and persuade the audience. First, you must get their attention, then build their interest, elicit their desire to fulfill their needs, and finally motivate them to take action.

Question 15

What does the statement Persuasion is free choice mean?

Accepted Answer

The statement "Persuasion is free choice" means that people have the freedom to make their own decisions without coercion or pressure from others. This includes the ability to refuse the ideas suggested to them and to act in accordance with their own preferences. Therefore, all of the options (A), (B), and (C) describe the statement correctly.

Question 16

Effective persuaders may choose from different organizational strategies to get the results they want. Which of the following is the most accurate statement about organizational patterns?

Accepted Answer

The indirect organizational pattern is useful when the receiver may be resistant or needs education on the topic, so option C is incorrect. Option A is also incorrect because the type of organizational pattern to use depends on the situation and message being conveyed. Option D is incorrect because the organizational strategy used can greatly affect the effectiveness of a persuasive message. Therefore, option B, which suggests using the indirect organizational pattern when you know the request will be approved, is the most inaccurate statement.

Question 17

Which of the following is the most accurate statement about the AIDA strategy?

Accepted Answer

The AIDA strategy consists of four general steps - Attention, Interest, Desire, and Action - but they do not necessarily have to be carried out in a strict, linear order. It is also important to address counterarguments in a persuasive message to anticipate and address potential objections. The use of facts, figures, expert opinions, examples, specific details, and direct and indirect benefits can help build interest in a product or idea.

Question 18

Showing customers how your product or service solves a problem, achieves a personal or work objective, or makes life easier is accomplished by

Accepted Answer

Adapting the message to the audience involves tailoring the communication to meet the needs, interests, and expectations of the intended recipients, effectively showing how a product or service can solve a problem or improve their situation.

Question 19

According to Robert B. Cialdini, six psychological triggers prompt us to act and to believe Which of the following is not one of these triggers?

Accepted Answer

Fear is actually one of the six psychological triggers identified by Robert B. Cialdini. The other five are reciprocation, social proof, authority, liking, and scarcity.

Question 20

Leila is writing a persuasive message to her staff and includes the opening sentence Your hard work and dedication are what make this company a success. She is gaining her reader's attention by using what type of opening statement?

Accepted Answer

The opening sentence is a compliment, which can help to establish a positive tone and create goodwill towards the message and the writer. This can help to engage the reader and make them more receptive to the persuasive message that follows.

Quiz 10: Persuasive and Sales Messages