Chapter 6: Persuasive Writing Situations

Question 1

4 ways persuasion changed in the digital age

Answer 1

1. exploded in volume and reach
2. spread instantaneously
3. techniques are more subtle and misleading
4. more complex and impersonal

Question 2

establish credibility, make specific request, tie facts to benefits, recognize the power of loss, overcome resistance, and share solutions

Answer 2

The Communication/ Persuasion process

Question 3

a situation where you anticipate that you will encounter resistance

Answer 3

persuasive situation

Question 4

the ability to make people think or do what you want them to think or do

Answer 4

persuasion

Question 5

asking a favour, or making a complex complaint or claim are examples of

Answer 5

persuasive situations in the workplace

Question 6

developing sales and promotional messages, or getting co-workers and managers onside are

Answer 6

persuasive situations in the workplace

Question 7

this ability is a key factor in the success in your business messages, career and interpersonal relations

Answer 7

ability to persuade

Question 8

these type of people are highly valued in today’s successful organizations

Answer 8

persuasive people

Question 9

3 qualities of indirect persuasive writing strategy

Answer 9

1. reduce resistance
2. buffer main idea/delay getting to the main point
3. use passive voice

Question 10

unified strategy for persuasive writing

Answer 10

AIRA technique

Question 11

what does AIRA stand for

Answer 11

gain Attention
build Interest
reduce Resistance
motivate Action

Question 12

describe a problem, make an unexpected statement, mention reader benefits

Answer 12

gaining attention

Question 13

site facts, pay a compliment

Answer 13

gaining attention

Question 14

state facts, expert opinions, direct benefits, specific details

Answer 14

building interest

Question 15

countering potential problems or concerns

Answer 15

reducing resistance

Question 16

ending with a specific request and when you’d like it

Answer 16

motivating action

Question 17

requesting a large favour generally requires

Answer 17

the persuasive strategy

Question 18

persuasive claims and complaints are more effective when they are

Answer 18

indirect

Question 19

determines how you write

Answer 19

hierarchy at work

Question 20

who would you be persuading when you immediately state or direct state your purpose

Answer 20

other employees (someone equal or lower then you)

Question 21

who would you be persuading if you being your request with an attention-getter

Answer 21

manager (someone higher than you)

Question 22

the goal is to get someone to devote a few moments of attention

Answer 22

sales message

Question 23

statements made, arguments used, and assurance given by somebody trying to sell something

Answer 23

persuasive sales pitch

Question 24

3 things that must happen to get results in customer relationship

Answer 24

1. create awareness
2. build excitement
3. build a connection

Question 25

AIDA analysis stands for

Answer 25

attention, interest, desire, action

Question 26

knowing the names of users, money-back guarantee, free trail, or performance tests are ways to

Answer 26

overcome resistance

Question 27

providing a reply card, toll-free number, web address, or follow-up call are

Answer 27

response strategies (action)

Question 28

using social media to connect with customers

Answer 28

promotional messages

Question 29

send only to those who give permission, keep main info “above the fold”, and provide a means for opting out

Answer 29

selling by email

Question 30

better understanding people, how people think, and how they make decisions help us to

Answer 30

become more persuasive