Purpose & Strategy
Miscellaneous
Organization
Techniques
Types of Persuasive
Messages
100
To have the reader act; to provide enough information so the reader knows what to do; to overcome any objections that might prevent or delay action
A persuasive messages primary purposes
100
True or False: Debt collectors can use social networking sites, like Facebook, to track down debtors
What is True (p. 199 Sidebar)
100
You should start with this if you think the reader is busy and may not read your message if it is unclear
What is the request
100
Being factual, specific, and reliable help to build this
What is credibility (p. 196)
100
Name three kinds of the most common persuasive messages
What are orders, collections letters, performance appraisals, and letters of recommendation (199)
200
To build a good image of the writer and his/her organization, cement a good relationship, and reduce the amount of future work for the writer
A persuasive message's secondary purposes
200
The best way to deal with an objection is to...
What is eliminate it (p.193)
200
This is how you organize a direct request
What is: Request for Action Details Request for Action (p.191)
200
This means making the reader WANT to do what you ask
What is an emotional appeal (p. 196)
200
Early letters, middle letters, and late letters are various types of
What are collection letters (pp. 199-200)
300
Direct request, problem solving persuasion, sales, and reward and punishment
What are the four basic short-term persuasive strategies
300
The acronym PAIBOC stands for this
What is: Purpose Audience Information Benefits Objections Context
300
"Is there a newer version of the Employee Handbook?" is an example of this
What is an indirect request
300
Requesting action by a specific date and explaining how this will save them time or money, and can cost them if they delay is doing this
What is offering a reason for the reader to act quickly (198)
300
These are most useful to subordinates if supervisors make clear areas which are the most important and have specific recommendations for improvement
What are performance appraisals (p. 202)
400
"Why Switching to Paperless Billing is Beneficial to You and the Earth!" is an example of a subject line for what kind of persuasive message?
What is a problem-solving message
400
This is the number of hours spent on the example memo persuading the boss to approve a major expenditure
What is 6 hours (p. 203 Fig. 12.6)
400
Solution is an integral part of the organization for this type message
What is a problem-solving persuasive message
400
Avoiding passive verbs and jargon are examples of
What is using the right tone (198)
400
Most business find that this type of communication results in faster payment
What is phoning (199)
500
A manager needs a copy of the latest expense report... What kind of pattern should s/he use?
What is a direct request pattern
500
Readers have this if they benefit directly from keeping things as they are
What is a vested interest (p.193)
500
These are ways of identifying and overcoming objectives
What are phrasing your questions defensively and asking follow-up questions
500
Be sure to analyze this when searching for the appropriate persuasive appeal
What is your audience (top of 197)
500
A letter which contains general positives that are not backed up with specific examples and evidence is seen as
What is a weak recommendation (p. 202)
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