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| 1.
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Making the reader want to do what you ask is called |
| | A) | emotional appeal. |
| | B) | psychological appeal. |
| | C) | factual appeal. |
| | D) | intrinsic appeal. |
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| 2.
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Performance appraisals need to both protect the organization and |
| | A) | give bad news. |
| | B) | give good news. |
| | C) | motivate the employee. |
| | D) | None of the above |
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| 3.
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Which type of letter asks readers to pay for services they have already received? |
| | A) | Collection letters |
| | B) | Sales letters |
| | C) | Invoice letters |
| | D) | None of the above |
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| 4.
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When using the indirect approach, which elements come before you ask for the action you want? |
| | A) | Detail the results of the problem as they affect the reader |
| | B) | Explain the solution to the problem |
| | C) | Mention the problem you share |
| | D) | All of the above |
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| 5.
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When building rational appeal you should |
| | A) | Be factual |
| | B) | Be vague |
| | C) | Be accommodating |
| | D) | All of the above |
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| 6.
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Persuasion is unnecessary in today's business world. |
| | A) | True |
| | B) | False |
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| 7.
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Intrinsic motivation lasts longer than extrinsic motivation. |
| | A) | True |
| | B) | False |
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| 8.
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Which of the following are primary purposes of persuasive appeals? |
| | A) | To have the reader act |
| | B) | To provide information so the reader knows what to do |
| | C) | To overcome objections |
| | D) | All of the above |
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| 9.
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The best way to deal with an objection is to ignore it. |
| | A) | True |
| | B) | False |
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| 10.
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Being factual is a way to gain credibility. |
| | A) | True |
| | B) | False |
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| 11.
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Use the direct approach to persuasive writing when |
| | A) | you want to show the reader that your writing is effective. |
| | B) | you feel it would make a difference to the reader. |
| | C) | you expect your audience will object to your request. |
| | D) | you expect your audience to understand and comply with your request. |
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| 12.
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Use the indirect approach to persuasive writing when |
| | A) | you want to show the reader that your writing is effective. |
| | B) | you feel it would make a difference to the reader. |
| | C) | you expect your audience will object to your request. |
| | D) | you expect your audience to object to your request and when you need everyone's participation. |
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| 13.
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When you are addressing objections, you would avoid the second person, (you), so |
| | A) | the audience doesn't feel guilty. |
| | B) | the audience doesn't feel criticized. |
| | C) | the audience knows you respect them. |
| | D) | All of the above |
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| 14.
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Five techniques that make messages more persuasive are |
| | A) | Building credibility, building rational appeal, omitting emotional appeal, using the right tone, and offering a reason for action |
| | B) | Building credibility, building rational appeal, building emotional appeal, ignoring tone, and offering a reason for action |
| | C) | Building credibility, building rational appeal, building emotional appeal, using the right tone, and offering a reason for action |
| | D) | All of the above |
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| 15.
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High context cultures see direct requests as |
| | A) | Strange but allowable |
| | B) | Expected and welcome |
| | C) | Rude and aggressive |
| | D) | Polite and agreeable |
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| 16.
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Showing that any negative elements are outweighed by advantages is part of which group of strategies |
| | A) | Building emotional appeal |
| | B) | Overcoming objections |
| | C) | Building rational appeal |
| | D) | None of the above |
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