Eng 230- Exam 2

Front 1

Types of persuasive memos: (9)

Back 1

1) Proposals
2) Reports
3) Recommendations
4) Sales
5) Job Applications
6) Collections
7) Critisms
8) Performance Appraisals
9) PSA's

Front 2

Purposes of persuasive writing: (3 main)

Back 2

1) Have the reader act
2) Provide enough info. so the reader knows what to do
3) Overcome objections
4) secondary purposes:
a) Build good image of writer
b) build good image of organization
c) cement good relationship

Front 3

Three responses to persuasion:

Back 3

1) Compliance (cause I have to)
2) Identification (because person likes/respects you)
3) Internalization (think its a great idea and sees benefits and logic)

Front 4

Successful Business Persuasion Strategies: (3)

Back 4

1) making/saving money
2) saving time
3) efficiency (both)

Front 5

Two reasons to prefer concrete to abstract in persuasive writing:

Back 5

1) Credibility- easy to understand and recall
2) power-

Front 6

As part of using concrete ideas in persuasive writing, what should you do to statistics?

Back 6

Humanize statistics

Front 7

Before you write a persuasive memo, what should you ask yourself? (4)

Back 7

1) What do you want who to do?
2) What objections might the audience have?
3) How strong of a case can you make?
4) What is the best persuasive strategy for the corporate culture?

Front 8

In persuasive writing, what are the key things to consider when considering audience objections? (3)

Back 8

1) figure out possible objections
2) How would YOU feel about it?
3) Consider reader's interest- phrase it so it fits that person's self image (treat a boss as a decision maker)

Front 9

In persuasive writing, when evaluation how strong your case is, what three things do you consider? (3)

Back 9

1) Argument- reasons you have to make your case
2) Credibility- build it if you don't have it
3) Emotional appeal- don't hurt reader's credibility

Front 10

In persuasive writing, what are the two main types of strategies?

Back 10

1) Direct Request
2) Problem Solving

Front 11

In a direct request, persuasive memo, what are the key points? (5)

Back 11

1) include request in subject line or allude to it
2) informative memo asking for buy-in
3) ask immediately
4) give all the info needed to act
5) ask for the action you want

Front 12

In a problem solving, persuasive memo, what are the key points? (6)

Back 12

1) catch interest w/ common ground
2) define problem you both have
3) explain solution
4) Show how benefits outweigh costs
5) apply benefits
6) ask for action

Front 13

10 ways to overcome objections:

Back 13

1) specify the money needed may be less than they think
2) put time/money in terms of benefits
3) show how they save by spending
4) sacrifice may be necessary for common good
5) turn disadvantage into opportunity
6) find out why they want to resist
7) try to find a win/win
8) let audience save face
9) Ask for something small- 1 month trial
10) offer benefits

Front 14

Six Psychological Laws of Persuasion

Back 14

1) Liking
2) Reciprocity
3) Loss
4) Authority
5) Consistency
6) Consensus

Front 15

In persuasive performance appraisals what two things should you do?

Back 15

1) list accomplishments first
2) site specific behavior, offer ways to fix it

Front 16

In persuasive writing, how is the issue of time addressed?

Back 16

1) show them time limit is real
2) show costs of delay

Front 17

What are the negative outcomes of not acknowledging diversity? (5)

Back 17

1) high employee turnover rates
2) discrimination suits
3) litigation and settlements: time and money
4) Negative consumer image
5) loss of advertising revenue

Front 18

differences in oral communication across cultures: (4)

Back 18

1) understatement and exaggeration
2) compliments
3) humor
4) silence

Front 19

differences in nonverbal communication across cultures: (4)

Back 19

1) body language
2) space
3) time
4) symbols (color, flowers etc.)

Front 20

high context cultures:

Back 20

most of the information is inferred from the context of a message; little is explicityly conveyed

Relationship focused (ask about family)

Japan, Arab countries, Latin America

Front 21

Low context cultures:

Back 21

things are explicitly stated and little is left to be inferred.

time is money

USA, Europe, Germany, Swiss

Front 22

In order to be culturally sensitive, we must: (4)

Back 22

1) examine our own beliefs, values, biases, and prejudices
2) understand the role of family, regional, and national cultures
3) analyze our own behaviors and reactions in the workplace
4) explore what makes us angry, happy, impatient, or productive

Front 23

when communicating to another culture: (8)

Back 23

1) Avoid slang and idioms
2) Avoid humor and sarcasm
3) Strive for clarity and simplicity of expression
4) Slow down your speech and enunciate clearly
5) Check your listener’s understanding of what you are saying/writing (feedback)
6) Use short sentences and short paragraphs
7) Adapt to local formats, tone, and style, e.g. indirect approach in high context cultures
8) Use graphs and visuals where possible (numbers are safe)

Front 24

continuity

Back 24

how sentences fit together

Front 25

coherence

Back 25

organizational structure for paragraphs, sections of documents, and papers

Front 26

4 principles for coherence:

Back 26

1) Begin with a paragraph head
2) back the head up with a paragraph body
3) head/body organization applies to paragraphs, sections, and the entire document
4) use a thesis sentence for complex paragraphs and the entire document

Front 27

Coherence -> Thesis sentences should go where relative to a paragraph? relative to the document?

Back 27

at the end of the head sentences (by the third sentence)

at the end of the head paragraphs (by the end of the third paragraph

Front 28

What does RAISED stand for?

Back 28

reason
audience
investigation
structure
examine
delivery

Front 29

what are the the three types of presentations?

Back 29

1) informative
2) Persuasive
3) Goodwill

Front 30

What is the structure of the intro of a good presentation?

Back 30

5 part intro:
1) hook
2) present main ideas
3) reveal your conclusion
4) establish credibility
5) establish goodwill if necessary

Front 31

Should an oral presentation be more simple or more complex than a written message to the same audience?

Back 31

more simple

Front 32

The body of a presentation should do what 3 things:

Back 32

1) outline main points
2) make sure you maintain credibility
3) give information audience expects

Front 33

the conclusion of a presentation should do what 3 things?

Back 33

1) review main points
2) drive point home
3) leave with strong final impression

Front 34

what are the components of delivery for a presentation? (4)

Back 34

1) rate and volume
2) project
3) pitch, inflection, emphasis (don't be monotonous)
4) articulation and pronunciation

Front 35

11 commandments of PowerPoint

Back 35

1) use readable fonts
2) don't use small font
3) slides must contrast
4) keep slides and colors consistent
5) 1 major idea per slide
6) don't crowd slide
7) use short phrases
8) Graphics and figures are easy to read
9) avoid clip art
10) use info as needed, not all at once
11) look at audience when you present