Unit 3 Review Ch 10 Business Comm

Which of the following is not a component of persuasion?

• Free choice

• Coercion

• Conscious effort

• Message transmission

In identifying a best-selling item, advertisers are hoping to appeal to which psychological trigger?

• Reciprocation

• Scarcity

• Social proof

• Commitment

Alex wants to adapt a sales message to the target audience. What question is the audience likely to ask while reading the message?

• What’s in it for me?

• Who cares?

• Why should I?

• Alex’s target audience will likely ask all of these questions.

When writing a persuasive message, it is important to expect resistance from your audience.

• True

• False

The first step in planning a persuasive message is determining its purpose.

• True

• False

AIDA, the indirect strategy for persuasive messages, seeks to gain the attention, interest, ________, and action of the audience.

• desire

• direction

• discernment

• deduction

You must write a letter convincing your reader to donate money to your company’s annual United Way campaign. What indirect benefit to the reader could you incorporate within your letter?

• A statement acknowledging that all donations are tax deductible

• A statement regarding the need for charitable donations and the power of giving

• A statement indicating that all donors will be publicly recognized on the company website

• A United Way pin

Which of the following best prompts action in a persuasive message?

• We know that you’ll want to use our landscaping services, so we’ll come by on Monday morning to finalize the contract.

• If you agree that our landscaping services can help you in some way, we hope to hear from you soon.

• We look forward to hearing from you at your earliest convenience.

• Our professional landscaping services will help you make a good first impression with your customers. Call us by June 30 to take advantage of our summer discount.

When using the AIDA strategy to present a persuasive message, you should motivate action in the body of your message.

• True

• False

In a sales letter promoting its new hybrid vehicle, a car company is focusing on indirect benefits in the following sentence: Our new hybrid model will save you hundreds of dollars annually on gasoline expenses.

• True

• False