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Aplia Assignment CH 8
Business Communication (COMM2081)
University of Cincinnati
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Attempts: 7. Average: 7 / 8
1. Making Persuasive Requests In a business environment, persuasion is critical to success. Persuasion is necessary when you anticipate resistance or when you must prepare to present your ideas effectively.
Which of the following are elements of effective persuasion? Check all that apply. Builds interest Asks for a particular, easy-to-take action. Anticipates objections Provides vague and unproven examples Asks for an unspecified outcome
Points: 1 / 1
Close Explanation Explanation: Effective persuasion depends on the reasonable presentation of the benefits of a request.
Your persuasive message should build interest; explain logically and concisely the purpose of the request; use statistics, facts, expert opinions, examples, and direct and indirect benefits; reduce resistance; anticipate objections and offer counterarguments; establish credibility; show the value of your proposals; and request specific, easy-to-take actions.
Fill in the blank with the most appropriate answer. To overcome possible resistance from the reader, the writer should lay a logical foundation
before delivering the request. Points: 1 / 1
Close Explanation Explanation: Persuasive requests are generally more effective when they are indirect. An indirect persuasive request lays a logical foundation for the request by preceding the request with reasonable explanations and reader benefits.
Read the following message, and answer the following questions.
Dear Mr. Sanchez: Your efforts to promote ethical business practices in our city have drawn national recognition. You are an excellent role model for all our citizens, especially our youth.
[BUILD INTEREST]
Last year, after learning about the importance of ethical leadership, students who attended our conference returned to their home schools and implemented a total of nine ethics and leadership initiatives. One of these initiatives included a project in which students researched ethical leaders in the local community. Naturally, the students encountered much of your work and have humbly requested your presence at the Ethics and Leadership for Youth conference this year.
Therefore, we would like to invite you to be the keynote speaker for the second annual ELY conference. The keynote address is scheduled for 10 a., Friday, April 16, in the Jackson High Memorial Auditorium. Our students would be honored by your presence. If you are able to join us, please call me at (555) 673-3333 by March 15 to make arrangements.
Sincerely, Jan Sanduccino, Principal Jackson High School
Which of the following paragraphs most effectively completes the [BUILD INTEREST] section of this message? Following your leadership, next month Jackson High School, in partnership with the Decatur
Chamber of Commerce, will be hosting our second annual Ethics and Leadership for Youth conference. Last year the ELY conference had more than 1,500 attendees from district high schools. This year we are increasing our registration to accommodate 750 more students from neighboring school districts. We are excited that so many students are interested in promoting ethics and leadership in their community. Next month Jackson High School, in partnership with the Decatur Chamber of Commerce, will be
hosting our second annual Ethics and Leadership for Youth conference. This conference is great. Lots of kids show up and have fun. A swell time is had by all who attend. In fact, this year we are increasing our enrollment to accommodate more students from neighboring school districts. We are excited that so many students are interested in ethics. Points: 1 / 1
Expression of personal disappointment or other feelings
Points: 1 / 1
Close Explanation Explanation: Claim and complaint messages are more effective when you include data that justify your claim and when you express your disappointment and feelings without accusing the receiver of deceit.
When persuading within organizations, pay special attention to power relationships and whether the person you are writing to is your subordinate or superior.
Fill in the blank with the most appropriate answer. A successful persuasive message to subordinates should use warm words.
Points: 1 / 1
Close Explanation Explanation: Persuasive messages to subordinates require special attention to tone. Using warm words and a conversational tone conveys a caring attitude and establishes trust.
Which of the following are elements of an effective persuasive message to a superior? Check all that apply. Provide evidence Ignore risks Use a sensitive tone Describe benefits and risks involved Sound pushy and argumentative
Points: 1 / 1
Close Explanation Explanation: Proving a case requires evidence. Be ready to back up your arguments with specific facts and figures. Demonstrate that you have thought through your suggestions by describing the risks and benefits
with a sensitive tone.
Attempts: 6 Average: 6 / 6
2. Writing Sales and Marketing Messages Sales messages use persuasion to promote specific products or services. Although you may not have to write sales letters in your career, the techniques of effective sales letters can be used to help you promote your ideas, your organization, and even yourself.
Professionals follow the AIDA pattern (attention, interest, desire, and action) for persuasion, which works well for written messages. Messages following the AIDA pattern open with an attention-getter.
Read the following attention-getter, and answer the following question.
It’s 5:30 a. The sun is sending its first rays of light over the treetops. You are sipping your morning coffee with an eye on your bird feeder outside the window. You suddenly spot a green violetear, an extremely rare species in your location, and want to share your sighting with your closest friends and fellow enthusiasts. How you wish you could simply snap a picture with your cell phone and post it for all to see! Well now you can at MyBirdWatch.
Which hook does this attention-getter use? Personalized action setting Startling statement Product feature
Points: 1 / 1
Close Explanation Explanation: Use a personalized action setting to hook the reader’s attention and help him or her imagine the benefits of your product or service.
Fill in the blank with the most appropriate answer. Many clever sales messages combine rational and emotional appeals in the interest section
of the message. Points:
satisfaction guarantee.
If you carefully follow the AIDA pattern, your persuasive message will be more effective.
Read the following persuasive sales message, and answer the following questions.
June 10, 2012 Ms. Hannah King 1383 16th Avenue New York, NY 76567 Dear Ms. King: [1] When you are thinking about eco-friendly products, don’t be bamboozled by bamboo! Bamboo grows up to three or four feet a day and offers an affordable, beautiful, eco-friendly source for furniture.
[2] We are the Panda Furniture Company. For the last ten years, we have created beautiful bamboo furniture products for homes and gardens in the Philadelphia area. Our ten-year tradition of excellence —supported by two Go Green Awards and three Certificates of Excellence from World Sustain—has made Panda an industry leader. Anderson Research Inc. found that Panda has the best quality bamboo furniture and uses the most eco-friendly production process.
[3] Due to popular demand for our eco-friendly products, we are opening a showroom in New York where customers just like you will be able to visit and experience our comfortable and beautifully designed products. Mayor Darby notes that his “Panda couch is easily the most responsible and elegant investment” he’s made this year. So, be our guest at the sneak preview of our New York Panda store. We will have exclusive products from our new lines for sale.
[4] On June 15th from 10 a. until 2 p. our store is yours for an exclusive sneak preview. The first 25 guests will receive a complimentary Panda Eco-Friend end table. Refreshments will be provided by BluePointe Bakery. So, take the Parkway to Exit 12 and join us for this momentous occasion! Together, we look forward to a sustainable future.
Sincerely yours, Bonnie Weisz
What is effective about the body (paragraphs 2 and 3) of the previous message? Check all that apply. Establishes credibility Uses circular reasoning
Builds interest by using facts Begs the question
Points: 1 / 1
Close Explanation Explanation: When the receiver does not know you, establish your expertise, refer to your credentials, or demonstrate your competency through rational appeals.
In paragraph 4, which statement motivates action? Together, we look forward to a sustainable future. So, take the Parkway to Exit 12 and join us for this momentous occasion! The first 25 guests will receive a complimentary Panda Eco-Friend end table.
Points: 1 / 1
Close Explanation Explanation: Offering a gift is an effective strategy to motivate action in the closing of a sales message.
Attempts: 4 Average: 4 / 4
3. Writing Successful Online Sales and Marketing Messages E-mail and Internet marketing campaigns allow you to make the most of limited advertising dollars while reaching a great number of potential customers. Like traditional direct mail, persuasive messages online can help you attract new customers, keep existing ones, and promote future sales.
The persuasive techniques used for print messages also work with electronic messages; there are, however, a few key differences. Identify the guidelines for creating effective e-mail sales messages. Check all that apply. Keep the main point “below the fold.” Craft a catchy subject line. Focus on a few central selling points. Send “blanket” mailings.
increase your customer base and establish your company image as an expert in the art of correspondence.
Which media channel should you choose? Blanket e-mail Blog Wiki
Points: 1 / 1
Close Explanation Explanation: Creating a blog would be your best option. A blog would help you build a brand image and allow you to post new correspondence tips on a regular basis, establishing your company as an expert in the field. Wikis can be useful for collaboration and file sharing but are not ideal for marketing to customers. Avoid blanket e-mail messages. 4. Grammar/Mechanics Checkup 8: Commas 3 The following questions will test your knowledge of comma usage.
Identify the comma error(s), and choose the best revision.
Please welcome Mr. Michael Mikes, Jr., our lead intern. Please welcome Mr. Michael Mikes Jr., our lead intern. Please welcome Mr. Michael Mikes, Jr. our lead intern. No error
Points: 1 / 1
Close Explanation Explanation: Degrees following an individual’s name are set off by commas. Abbreviations such as Jr. and Sr. are also set off by commas unless the individual prefers to omit commas.
Yesterday we ran 27 new customer transactions; today none. No error Yesterday we ran 27 new customer transactions, today, none.
Yesterday we ran 27 new customer transactions; today, none.
Points: 1 / 1
Close Explanation Explanation: A comma is used to show omitted words where the meaning is understood.
In this sentence the comma shows the omission of we ran.
“Open the side panel” she instructed, “and remove the paper jam.” “Open the side panel” she instructed “and remove the paper jam.” “Open the side panel,” she instructed “and remove the paper jam.” “Open the side panel,” she instructed, “and remove the paper jam.”
Points: 1 / 1
Close Explanation Explanation: Commas are used to separate short quotations from the rest of the sentence. When the quote is divided, use two commas.
He is always prompt, never, once late. He is always prompt, never once late. No error He is always prompt never once late.
Points: 1 / 1
Close Explanation Explanation: Commas are used to set off contrasting or opposing expressions that are often introduced by words such as not , never , but , and yet.
Whatever will be will be. Whatever will be: will be. Whatever will be, will be.
She’ll remember to contact Josie won’t she? She’ll remember to contact, Josie, won’t she? No error
Points: 1 / 1
Close Explanation Explanation: Commas are used to separate a question added to a statement.
Our company is implementing staff furloughs, not layoffs. No error Our company is implementing staff furloughs not layoffs. Our company is implementing staff furloughs not, layoffs.
Points: 1 / 1
Close Explanation Explanation: Commas are used to set off contrasting or opposing expressions that are often introduced by words such as not , never , but , and yet.
He was very very disappointed that he was passed over for promotion. No error He was very, very disappointed that he was passed over for promotion. He was very, very, disappointed that he was passed over for promotion.
Points: 1 / 1
Close Explanation Explanation: Commas are used to separate words that are repeated for emphasis or that may be misread if not separated.
Aplia Assignment CH 8
Course: Business Communication (COMM2081)
University: University of Cincinnati
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