Successful persuasive messages gain attention, build interest, elicit desire, reduce resistance, and motivate action. Focus on blending these elements to produce effective and ethical messages.

2. Blending Four Major Elements in Successful Persuasive Messages

Successful persuasive messages gain attention, build interest, elicit desire, reduce resistance, and motivate action. Focus on blending these elements to produce effective and ethical messages.

Read the opening sentence from a persuasive message, and answer the following question.

Because we have admired your work in the business field for the last ten years, we would like you to be the keynote speaker at our company retreat.

Which type of persuasive opening does the sentence illustrate?

Compliment

Problem description

Related facts

Points:

0 / 1

Close Explanation

Explanation:

This opening uses a compliment to gain attention. When opening with a compliment, avoid obvious flattery. Use sincere and honest praise.

To build interest and conviction in your message, you can usefacts and statistics   .

Points:

1 / 1

Close Explanation

Explanation:

To build interest in your persuasive request, you can use facts and statistics, expert opinions, direct benefits, indirect benefits, examples, or specific details. Do not use coercion or your rank to build interest in your request. In certain circumstances, these tactics may result in compliance, but they will not likely persuade your audience to accept your request.

Read the scenario, and then answer the question.

Last week, at a meeting with your team, you suggested that the office move from desktop computers to laptop computers. Some of your coworkers resisted, and the idea was dropped. However, you decide you want to pursue this idea, so you begin to craft a persuasive presentation for the next meeting.

What should you do to better prepare yourself for your coworkers’ resistance? Check all that apply.

Focus solely on counterarguments.

Address objections that may not have occurred to your audience.

Counter resistance with finesse.

Present counterarguments in ways that emphasize benefits.

Anticipate receiver objections.

Points:

0.8 / 1

Close Explanation

Explanation:

Anticipate and offset audience resistance so your request will not be dismissed. Prepare answers for “What if?” questions that anticipate receiver objections, counter the resistance with finesse, and make sure your counterarguments focus on benefits. Do not focus solely on counterarguments because this may make them seem overly important, and do not address objections that may not have occurred to your audience.

Read the following closing of a persuasive request, and then identify what is wrong with it.

Because our flight monitor product is the best on the market, we are certain you will place an order next month. One of our representatives will be coming by next Tuesday to complete your order.

Too timid

Too general

Too pushy

Points:

0 / 1

Close Explanation

Explanation:

Make recommendations as specifically and confidently as possible, without being too forceful. Avoid general, timid, or pushy closings. A better closing sentence would read, “Our flight monitor will increase your accuracy and efficiency. Please contact me at salesrep@flight.com to place your order.” This revision is specific and inspires the receiver to act.

What is an ethical and persuasive argument based on? Check all that apply.

Objectivity

Doublespeak

Aggression

Truth

Fairness

Points:

1 / 1

Close Explanation

Explanation:

You want to put forth your strongest case. Establish credibility by composing an honest and ethical argument. When people think they are being manipulated or misled, the argument fails. To build effective, ethical, and persuasive arguments, use truth, objectivity, and fairness. Do not be overly aggressive or use doublespeak, which refers to distorted or twisted language.