Question 1

In the ACE communication process,________ involves thinking strategically about your purpose,desired outcome,business needs,audience and stakeholder needs,content needs,and medium choices.

Accepted Answer

In persuasive situations,you will increase your chances of getting a positive response by spending extra time on the analyzing phase of the ACE communication process.

Question 2

Which of the following is least likely to help establish credibility?

Accepted Answer

To establish credibility,one should take the time to get to know the audience.One could also establish credentials and present ideas effectively for that audience.When errors are made,tell the truth.Identifying needs will help in determining how to persuade an audience,but not in the establishment of credentials.

Question 3

The ________ audience is the direct recipient of the message.

Accepted Answer

The primary audience is the direct recipient of the message.

Question 4

If you are not an authority in a particular subject,how can you add credibility to your message?

Accepted Answer

Audiences are more likely to believe you if you present an unbiased point of view,organize your ideas logically,and support those ideas with good research and sound reasoning.Even if you are not an expert yourself,you can add weight to your ideas by citing authorities and experts.

Question 5

In persuasive situations,you will increase your chances of getting a positive response by ________ the analyzing phase of the ACE communication process.

Accepted Answer

In persuasive situations,you will increase your chances of getting a positive response by spending extra time on the analyzing phase of the ACE communication process.

Question 6

While the ________ stage helps you make a persuasive plan,the ________ stage helps you put the plan into action and draft the message.

Accepted Answer

A well-planned message will be much more persuasive than a message composed without planning.After you analyze the content to make a persuasive plan,the composing stage helps you put the plan into action and draft the message.

Question 7

Which of the following terms best represents a response intended to prove an objection is wrong?

Accepted Answer

The term "refutation" refers to a response intended to prove an objection is wrong.

Question 8

To develop the most persuasive content for a communication,what must first be understood by the communicator?

Accepted Answer

To develop the most persuasive content for your communication,you will need to understand the basics of persuasion.What kind of content will motivate your audience to trust you,believe your points,agree with your position,and do what you request?

Question 9

If an argument has merit,or is only partially correct,you may respond to the argument using a ________.

Accepted Answer

You refute points by arguing that they are wrong.Alternatively,you concede points by admitting that they have merit,or are partially correct,but do not invalidate your argument.

Question 10

To ensure you have implemented an effective persuasive strategy,what should be done before delivering the message?

Accepted Answer

Even when you have thoroughly analyzed all the elements that contribute to a message and carefully composed the content,take additional time to evaluate the message before delivering it.Ask yourself several questions to ensure you have implemented an effective persuasive strategy.

Question 11

Which of the following will help you move the message from a plan to a draft?

Accepted Answer

After you analyze the content to make a persuasive plan,the composing stage helps you put the plan into action and draft the message.

Question 12

When emailing a coworker to ask for her assistance on a project,which of the following constitutes a refutation you could include in your request in anticipation of a possible objection?

Accepted Answer

You can refute potential resistance by arguing that the point raised is wrong.A refutation is like saying,"No,that is wrong,and here's why." This choice is a refutation because it takes away the potential resistance that helping will be too time-consuming by explaining that only one hour of assistance is needed.

Question 13

Analyzing ________ involves focusing on information needs,motivation and benefits,and potential resistance.

Accepted Answer

Because persuasion involves influencing your audience's thinking and behavior,the more you know about your audience,the more persuasive you can be.

Question 14

Which of the following is another term for building credibility as the core of effective persuasion?

Accepted Answer

Aristotle identified three elements as the core of effective persuasion: building credibility (ethos),constructing a logical argument (logos),and appealing to your audience's emotions (pathos).

Question 15

What is considered to be the most critical element of persuasion?

Accepted Answer

Many experts suggest that the most critical element in persuasion is credibility.If your audience believes you have expertise and are trustworthy based on your knowledge,character,reputation,and behavior,then they will be predisposed to accept your ideas.

Question 16

Which of the following best represents the purpose of a message?

Accepted Answer

Analyze your purpose,desired outcome,and business result.Before focusing on what you will say in your message,think about your goal.

Question 17

When conducting an audience analysis,who should be considered?

Accepted Answer

Consider both the primary audience,the direct recipient of the message,as well as the secondary audience,other people who may read or hear your message.

Question 18

Being persuasive ________.

Accepted Answer

Being persuasive requires that you analyze your audience to understand why they may resist your ideas.It also requires understanding persuasive techniques that will help you overcome resistance.

Question 19

Which of the following terms best represents the way you would like your audience to respond to your message?

Accepted Answer

The outcome you would like to achieve as a result of your message is known as the desired outcome.

Question 20

To convince your boss to implement a procedural change in your department,which of the following best constitutes a concession in the context of a message?

Accepted Answer

You can concede a point of potential resistance by admitting that the opposing point of view has merit,but does not invalidate your argument.A concession is like saying,"Yes,but..." This choice concedes that there may be initial delays,but that the long-term effect of this change will actually speed up the process significantly.Some of the other choices are refutations,while some merely raise points of resistance.

Quiz 5: Communicating Persuasive Messages