Chapter 9
Persuasive Messages
True/False Questions
T 1.To ensure the entire message is read or heard, you must maintain the receiver’s interest after gaining his or her attention.
F 2.The direct plan assists in convincing a reader to take action.
T 3.Recommendations should be written using the indirect plan.
F 4.Any method that gets the receiver’s attention may be used when preparing persuasive messages.
F 5.The indirect plan should be used in writing persuasive messages in both the appeal and warning stages.
T 6.Details of a persuasive message should intensify the receiver’s interest and create desire for action.
F 7.Testimonials are not an appropriate technique to attract the receiver’s attention in a sales message.
T 8.Persuasive messages are viewed as neither positive nor negative.
T 9.Emphasizing benefits to the receiver will help diminish negative reactions that the receiver may have to taking the desired action.
T 10.Supporting facts in a persuasive message must provide enough information for the receiver to make an informed decision.
Multiple Choice Questions
b 1.How many elements are encompassed in the indirect plan?
a.Five
b.Four
c.Six
d.Three
b 2.Which of the following would require a persuasive message?
a.A letter accepting an invitation to speak at a local high school career day
b.A proposal asking management to launch a wellness program and exercise facility at your place of work
c. A request for an adjustment to a claim filed for an unauthorized substitution of a product on a recent online order
d.A request for information about someone with whom you work
c 3.Which of the following is a guide to be used in constructing the action section of persuasive messages?
a.Avoid giving deadlines; it puts undue pressure on the receiver of the message.
b.Be optimistic that the receiver has read the entire message.
c.Be positive and make taking action easy.
d.Present all the benefits again for the receiver.
c 4.Which of the following methods of getting the receiver to take action would NOT be taken seriously by a receiver of a persuasive message?
a.A coupon for a free lunch at Lyla Rae’s for completing a customer survey
b.An offer for one month’s free cleaning if you sign a one-year contract with the office cleaning service
c.A testimonial claiming you could earn in excess of $50,000 a month with no investment
d.Entry into a drawing for a five-night trip to Las Vegas with all expenses paid
d 5.Which of the following is a guide to be used when constructing the desire section of persuasive message?
a.Be honest and mention any negatives so the receiver can make an informed decision.
b.Convince the receiver to continue reading the message.
c.Present the benefits to the receiver.
d.Provide proof of benefits.