Professional Documents
Culture Documents
Chapter 9 Quiz
MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question.
1)
When compared to routine positive messages, persuasive messages aim to influence audiences who are likely to
1)
_______
A)
be easily offended.
B)
know more than you do about the topic of your message.
C)
resist at first.
2)
When analyzing your audience for a persuasive message it is important to
2)
_______
A)
3)
Demographics include all of the following about an audience except:
3)
_______
A)
income
B)
age
C)
attitudes
D)
education
4)
Psychographics is information about all of the following except:
4)
_______
A)
lifestyle
B)
occupation
C)
attitudes
D)
personality
5)
When analyzing your audience it is important to consider
5)
_______
A)
audience demographics.
D)
all of the above
6)
The best persuasive messages include ________ appeals.
6)
_______
A)
only emotional
B)
neither emotional or logical
C)
only logical
D)
a combination of emotional and logical
7)
When planning your persuasive message, it is important to do all of the following except:
7)
_______
A)
A)
direct approach.
B)
convoluted approach.
C)
analytic approach.
D)
indirect approach.
9)
When using the direct approach to craft a persuasive message, remember to include
9)
_______
A)
A)
11)
To establish your credibility you should do all of the following except:
11)
______
A)
use jargon and technical terms to show your audience how much you know
C)
A)
A)
A)
A)
provide additional evidence and detail not covered in the "desire" step.
D)
16)
The AIDA plan for persuasive messages should be used with
16)
______
A)
A)
When requesting an action, your goals should include all of the following except
18)
______
A)
C)
A)
20)
Emotional and logical appeals work together by
20)
______
A)
providing rational support for an idea that an audience has already emotionally accepted.
B)
manipulating the audience into focusing on the emotional issues while ignoring the logical elements.
C)
allowing the audience to choose the appeal that will be most effective.
D)
A)
22)
______
A)
deduction
B)
induction
C)
analogy
D)
a combination of all three
23)
Which of the following is an example of an analogy?
23)
______
A)
All employees have health coverage. Therefore, since Tom is an employee, he must have health coverage.
B)
The results of this survey showed that people like our product more than our competitor's product.
C)
Our office operates like a wolf pack with one Alpha male on top and everyone else answering to him.
D)
There is a national trend toward healthier eating; as a result we should see an increase in the sales of our low-fat items.
24)
Which of the following uses a deductive approach to persuasion?
24)
______
A)
Our stock price is like a marathon runner, slowly making progress towards our goal.
D)
A)
let the company know how disappointed and upset you are.
B)
threaten to withhold payment.
C)
A)
27)
In a claim letter, the opening should
27)
______
A)
A)
29)
______
A)
attention focus.
B)
social-economic demographic.
C)
needs.
D)
all of the above
30)
In marketing and sales messages, what is the primary difference between selling points and benefits?
30)
______
A)
A)
Your corporate sponsorship will allow your sales manager a five-minute introduction at the seminar.
D)
A)
C)
A)
anticipate objections
B)
A)
prepare the readers for it, even if you do not specify the price.
B)
highlight the information.
C)
35)
If price is not a major selling point, your sales message could
35)
______
A)
A)
37)
______
A)
A)
A)
A)
A)
A)
A)
force consumers to purchase products before being removed from the mailing list.
D)
TRUE/FALSE. Write 'T' if the statement is true and 'F' if the statement is false.
44)
Effective persuasion is the ability to present a message in a way that will lead others to support it.
44)
______
45)
Unlike routine messages, persuasive messages present the added challenge of overcoming the audience's initial resistance
to your request.
45)
______
46)
The key to an effective persuasive message is to clearly explain your company's needs to your audience.
46)
______
47)
To better understand your audience, you can refer to demographic and psychological information.
47)
______
48)
Effective persuasive techniques are generally the same from culture to culture.
48)
______
49)
Psychographics looks at quantifiable audience characteristics.
49)
______
50)
Although a direct approach is sometimes necessary, most effective persuasion uses an indirect approach.
50)
______