Effective Persuasive Messages: Techniques and Strategies

1. Chapter 7 Persuasive Messages

2. Question • Few business letters involve persuasion. • True • False

3. Answer • Few business letters involve persuasion. • True • False *correct answer

4. Question • Proposing to your supervisor that the company decentralize the reimbursement of travel expenses is an example of selling an idea. • True • False

5. Answer • Proposing to your supervisor that the company decentralize the reimbursement of travel expenses is an example of selling an idea. • True *correct answer • False

6. Question • You should not open a persuasive claim letter by stating the problem. • True • False

7. Answer • You should not open a persuasive claim letter by stating the problem. • True *correct answer • False

8. Question • The specific request in a sales letter should be presented late in the message. • True • False

9. Answer • The specific request in a sales letter should be presented late in the message. • True *correct answer • False

10. Question • The essence of persuasion is • overcoming initial resistance. • tailoring your message to your audience. • convincing your readers that your point of view is the most appropriate one. • selling your product. • All of these are the essence of persuasion.

11. Answer • The essence of persuasion is • overcoming initial resistance. *correct answer • tailoring your message to your audience. • convincing your readers that your point of view is the most appropriate one. • selling your product. • All of these are the essence of persuasion.

12. Question • You need persuasion when requesting a favor from someone you don't know because • expert opinion and statistical data are not enough. • the reader needs sufficient evidence to make an informed decision. • you want to make the desired action as clear and easy as possible. • the reader is getting no tangible benefits from granting the favor. • this is a routine request that is likely to be granted automatically.

13. Answer • You need persuasion when requesting a favor from someone you don't know because • expert opinion and statistical data are not enough. • the reader needs sufficient evidence to make an informed decision. • you want to make the desired action as clear and easy as possible. • the reader is getting no tangible benefits from granting the favor. *correct answer • this is a routine request that is likely to be granted automatically.

14. Question • Unlike a routine claim letter, a persuasive claim letter • mentions how the reader benefits from doing what the writer asks. • uses emotional or exaggerated language for emphasis. • is briefer and to the point. • presents the problem in the first paragraph. • uses an attention-getting opening.

15. Answer • Unlike a routine claim letter, a persuasive claim letter • mentions how the reader benefits from doing what the writer asks. • uses emotional or exaggerated language for emphasis. • is briefer and to the point. • presents the problem in the first paragraph. • uses an attention-getting opening. *correct answer

16. Question • How should a product's price be handled in a persuasive sales letter? • State the price after discussing the major benefits. • Position the price in either a complex sentence or a compound sentence. • Compare the price of the product with that of a familiar object, such as a newspaper or a can of soda. • Include the price in a sentence that mentions a reader benefit. • All of these are good ways.

17. Answer • How should a product's price be handled in a persuasive sales letter? • State the price after discussing the major benefits. • Position the price in either a complex sentence or a compound sentence. • Compare the price of the product with that of a familiar object, such as a newspaper or a can of soda. • Include the price in a sentence that mentions a reader benefit. • All of these are good ways. *correct answer