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| 1 | |
The problem-solving pattern is most appropriate when: |
| | A) | the audience will accept your proposal without any resistance. |
| | B) | the audience is likely to object to doing as you ask. |
| | C) | you need a response only from the people who are willing to act. |
| | D) | the audience is busy and may not read all the messages received. |
| | E) | your organization's culture prefers direct requests. |
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| 2 | |
Which of the following guidelines helps in writing an effective subject line for persuasive messages? |
| | A) | For direct requests, put the request, the topic, or a question in the subject line. |
| | B) | For problem-solving messages, use a directed subject line or a reader benefit. |
| | C) | When you have a reluctant reader, avoid putting the request in the subject line. |
| | D) | Both directed subject lines and benefit subject lines can be used as report titles. |
| | E) | All of the above. |
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| 3 | |
Which of the following guidelines should be followed when organizing persuasive messages? |
| | A) | In direct requests, start with the request. |
| | B) | In a problem-solving message, start with the problem you share. |
| | C) | When you expect quick agreement, save the reader's time by presenting the request directly. |
| | D) | Use an indirect approach and the problem-solving pattern of organization when you expect resistance from your reader. |
| | E) | All of the above. |
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| 4 | |
Which of the following guidelines should be followed when organizing problem-solving messages? |
| | A) | Avoid using an indirect approach and the problem-solving pattern of organization when you expect resistance from your reader. |
| | B) | Try to mention personalities while describing the problem you share with your reader. |
| | C) | If you know that the reader will favor another solution, start with your solution rather than with the reader's preferred solution. |
| | D) | Try to show that any negative elements are outweighed by the advantages. |
| | E) | All of the above. |
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| 5 | |
Which of the following is true about identifying and overcoming objections that your audience might raise? |
| | A) | If an objection is false, give the response to the objection without naming the objection. |
| | B) | In a persuasive brochure, avoid presenting responses with a "question/answer" format. |
| | C) | To counter objections, avoid asking follow-up questions. |
| | D) | Even when objections have already been voiced, give the response without naming the objection. |
| | E) | None of the above. |
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| 6 | |
Which of the following is true about building credibility or emotional appeal? |
| | A) | Being flexible rather than being specific helps in building the credibility of a persuasive message. |
| | B) | Stories should be avoided as they have a negative effect on efforts of building emotional appeal. |
| | C) | Psychological descriptions are effective ways of building emotional appeal. |
| | D) | Exaggeration increases the credibility of a persuasive message. |
| | E) | None of the above. |
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| 7 | |
Which of the following is the best way to increase the credibility of a persuasive message? |
| | A) | Being specific with your proposal |
| | B) | Avoiding factual data |
| | C) | Deemphasizing the you-attitude |
| | D) | Writing in an exaggerated style |
| | E) | None of the above |
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| 8 | |
Which of the following guidelines should be followed when building common ground in persuasive messages? |
| | A) | When building a common ground, emphasize upon the me-against-you aspect of persuasive situations. |
| | B) | When building a common ground, suggest that both you and your audience have a mutual interest in solving the problems you face. |
| | C) | When building common ground, avoid emphasizing on the parts of your proposal that fit with what your audience already believes. |
| | D) | When building a common ground, avoid using audience analysis to evaluate possible common grounds. |
| | E) | None of the above. |
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| 9 | |
Which of the following is true about typical collection letters? |
| | A) | Early letters threaten legal action if the bill is not paid. |
| | B) | Late letters are gentle, assuming that the reader intends to pay but has met with temporary reverses or has forgotten. |
| | C) | Early letters offer to negotiate a schedule for repayment if the reader is not able to pay the whole bill immediately. |
| | D) | Middle letters may remind the reader of the importance of a good credit rating. |
| | E) | Late letters avoid taking an assertive approach. |
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| 10 | |
In an effort to cut operational costs, the management of a company decides to reduce the number of working days without affecting the set working hours in a week. They send out a memo to the employees regarding this matter. Which of the following is a negative element that the management must deemphasize or overcome when writing the memo? |
| | A) | Longer working days for the employees |
| | B) | Possible recruitment endeavors |
| | C) | Possibility of reducing layoffs |
| | D) | All of the above |
| | E) | None of the above |
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