Persuasive Messages (Chapter 7)

TRUE/FALSE 1. Persuasion is the process of motivating people to do or believe something despite their initial resistance. ANS: T PTS: 1 DIF: Easy OBJ: 7.1 NAT: AAC: Tier 1---Communication; Tier 2---Purpose TOP: Planning Persuasive Messages BLO: Knowledge 2. Few business letters or email messages involve persuasion. ANS: F PTS: 1 DIF: Easy OBJ: 7.1 NAT: AAC: Tier 1---Communication; Tier 2---Purpose TOP: Planning Persuasive Messages BLO: Knowledge 3. Sales letters are considered a form of persuasive writing. ANS: T PTS: 1 DIF: Easy OBJ: 7.3 NAT: AAC: Tier 1---Communication; Tier 2---Purpose TOP: Writing a Sales Letter BLO: Knowledge 4. Before you begin writing, you should always ask yourself, "What is my purpose for writing?" ANS: T PTS: 1 DIF: Easy OBJ: 7.1 NAT: AAC: Tier 1---Communication; Tier 2---Purpose TOP: Analyzing Your Audience BLO: Knowledge 5. Form letters are appropriate as persuasive messages sent to thousands of readers. ANS: T PTS: 1 DIF: Easy OBJ: 7.3 NAT: AAC: Tier 1---Communication; Tier 2---Purpose TOP: Writing a Sales Letter BLO: Knowledge 6. Determining whether a reader might be resistant to your message, and why, helps you prepare a more persuasive message. ANS: T PTS: 1 DIF: Easy OBJ: 7.1 NAT: AAC: Tier 1---Communication; Tier 2---Audience TOP: Planning Persuasive Messages BLO: Knowledge 7. 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: T PTS: 1 DIF: Easy OBJ: 7.1 NAT: AAC: Tier 1---Communication; Tier 2---Audience TOP: Analyzing Your Audience BLO: Knowledge 9. The first thing a writer must do before writing is to ask: "Who is my primary audience?" ANS: T PTS: 1 DIF: Easy OBJ: 7.1 NAT: AAC: Tier 1---Communication; Tier 2---Audience TOP: Analyzing Your Audience BLO: Knowledge 10. By stressing the "you attitude," the writer's focus in on the reader. ANS: T PTS: 1 DIF: Easy OBJ: 7.1 NAT: AAC: Tier 1---Communication; Tier 2---Audience TOP: Analyzing Your Audience BLO: Knowledge 11. The direct organizational plan is appropriate when you anticipate that a reader will initially have no interest in your persuasive message. ANS: F PTS: 1 DIF: Easy OBJ: 7.2 NAT: AAC: Tier 1---Communication; Tier 2---Patterns TOP: 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: T PTS: 1 DIF: Easy OBJ: 7.2 NAT: AAC: Tier 1---Communication; Tier 2---Patterns TOP: 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: F PTS: 1 DIF: Easy OBJ: 7.2 NAT: AAC: Tier 1---Communication; Tier 2---Patterns TOP: 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: T PTS: 1 DIF: Easy OBJ: 7.2 NAT: AAC: Tier 1---Communication; Tier 2---Purpose TOP: 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: F PTS: 1 DIF: Easy OBJ: 7.2 NAT: AAC: Tier 1---Communication; Tier 2---Purpose TOP: 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: T PTS: 1 DIF: Easy OBJ: 7.2 NAT: AAC: Tier 1---Communication; Tier 2---Purpose TOP: 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: F PTS: 1 DIF: Easy OBJ: 7.2 NAT: AAC: Tier 1---Communication; Tier 2---Purpose TOP: Writing a Short Persuasive Message BLO: Knowledge 18. Providing credible evidence such as current statistics is a positive way to influence the reader. ANS: T PTS: 1 DIF: Easy OBJ: 7.2 NAT: AAC: Tier 1---Communication; Tier 2---Purpose TOP: 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: F PTS: 1 DIF: Easy OBJ: 7.2 NAT: AAC: Tier 1---Communication; Tier 2---Patterns TOP: Writing a Short Persuasive Message BLO: Knowledge 20. When addressing obstacles in a persuasive request, you should subordinate them. ANS: T PTS: 1 DIF: Easy OBJ: 7.2 NAT: AAC: Tier 1---Communication; Tier 2---Purpose TOP: 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: T PTS: 1 DIF: Easy OBJ: 7.2 NAT: AAC: Tier 1---Communication; Tier 2---Patterns TOP: 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: T PTS: 1 DIF: Easy OBJ: 7.2 NAT: AAC: Tier 1---Communication; Tier 2---Purpose TOP: 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: AAC: Tier 1---Communication; Tier 2---Purpose TOP: Writing a Short Persuasive Message BLO: Knowledge 24. Because routine requests are granted fairly easily, they require less persuasion than favors. ANS: T PTS: 1 DIF: Easy OBJ: 7.2 NAT: AAC: Tier 1---Communication; Tier 2---Purpose TOP: Writing a Short Persuasive Message BLO: Knowledge 25. The difference between advertising and persuasion is that persuasion is more personalized.s