Persuasive Communication and Cross-Cultural Rhetoric in Sales Letters, Exams of English Literature

Download Persuasive Communication and Cross-Cultural Rhetoric in Sales Letters and more Exams English Literature in PDF only on Docsity! GEB 3213 Exam 2 (Trammell) Questions & Answers. What are the 3 key steps to persuasive messages (what must you know)? - ANS 1. Know the Product- benefits, key features, and cost 2. Know the Audience- commonalties and the emotional vs. logical appeal 3. Know the Desired Action What is the AIDA Format? - ANS A- grab attention I- introduce and arouse interest D- Create desire through evidence A- Request action What some ways to Grab Attention? - ANS 1. Provocative Question 2. Startling Fact 3. Striking Story 4. Powerful Quote by Expert/Famous person What are the 4 Self-Esteem Appeals? - ANS 1. Praise past action 2. Use quantitative info 3. Show how much support is needed 4. Give a compliment What are the 3 other Emotional Appeals? - ANS 1. Use Scarcity 2. Use Social Proof 3. Use Reciprocity In the US what 3 rhetorical appeals found in sales letters? - ANS 1. Patriotism 2. Vanity 3. Nationalism How does US and Canadian sales letters compare? - ANS Canada avoids emotional language, whereas US uses "dear friend" and "congratulations" to create a friendly bond In the US what is the common form for routine messages? - ANS Direct Approach. Email is used for internal Messages What is the format for internal vs. external messages? - ANS Internal: memo format External: letter format What are the 3 good letter writing standards in the US? - ANS 1. Clear Content 2. Proper Form 3. Positive Tone What is the basic format for using the direct approach in routine messages? - ANS 1st P: main purpose 2nd P: description or explanation 3rd P: Positive or Natural courteous closing that asks for action P a g e 1 | 5 What are some common types of Direct Requests? - ANS 1. Information Requests 2. Order Requests 3. Claim Requests Do not need to use a question mark How do you format Granting a Claim? - ANS 1. Open with Positive 2. Explain the Situation 3. Close response to claim What are the top 4 things to avoid in the body of a letter? - ANS 1. Avoid unrealistic promises. 2. Avoid blaming individuals or departments. 3. Never blame customers 4. Avoid negative language How does South Korea's approach towards routine messages differ? - ANS - Emotion driven and touch sensitive -Indirect -Buffering -Personalizing occurs How does China's approach towards the routine messages differ? - ANS -Indirect -Start with ideas or life experiences -Qing (persuasion), Li (truth), Jing (natural world How does the Arabic approach towards routine messages differ? - ANS -Passion and exuberance -Figures of speech -self praise What is Paralanguage? - ANS -Vocal qualifiers (pitch, volume, velocity) -Vocalizations (no word vocalizers and fillers) What are chromatics? - ANS Cultures attitudes and perceptions of time What is Monochromic? - ANS Time is linear and see work as something accomplished task by task within a time frame What is Polychromic? - ANS Time is elastic and open ended. Comfortable with doing several important tasks simultaneously What is Oculesic/Oculemics? - ANS Eye contact and gaze What are Haptic? - ANS Touching behaviors What are Olfactics? - ANS How smell plays a role in nonverbal communication (Arabs perceive body odor as welcoming) P a g e 2 | 5