Question 1

Richard Johannesen states "ethical issues focus on value judgments concerning degrees of right or wrong."

Accepted Answer

A) True 
 B)False

Question 2

Scams often work because of simple greed.

Accepted Answer

A) True 
 B)False

Question 3

After a trial closing, be quiet.

Accepted Answer

A) True 
 B)False

Question 4

If your university began using the phrase, "You can get there from here," in their new billboard ads, this is known as a

Accepted Answer

A) slogan. 
B) cliché. 
C) euphemism. 
D) tu quoque. 
A) slogan. 
B) cliché. 
C) euphemism. 
D) tu quoque.

Question 5

When you bad mouth the competition, this is known as

Accepted Answer

A) affirmative selling. 
B) negative selling. 
C) cognitive dissonance. 
D) identification. 
A) affirmative selling. 
B) negative selling. 
C) cognitive dissonance. 
D) identification.

Question 6

Which of the following is an importance of using repetition?

Accepted Answer

A) enhance understanding 
B) gain and maintain attention 
C) make the interviewee aware of what is most important 
D) all of the above 
A) enhance understanding 
B) gain and maintain attention 
C) make the interviewee aware of what is most important 
D) all of the above

Question 7

When creating a need or desire, which of the following is a recommendation?

Accepted Answer

A) develop several points at a time 
B) encourage interaction 
C) both a and b 
D) none of the above 
A) develop several points at a time 
B) encourage interaction 
C) both a and b 
D) none of the above

Question 8

What should you do if an interviewee is uninterested?

Accepted Answer

If you are conducting an interview and y

Question 9

Research suggests that putting your strongest point first has the best effect.

Accepted Answer

A) True 
 B)False

Question 10

When a first proposal is exaggerated to make a second one more acceptable, it is known as reciprocal concessions.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following correctly describes a culture's approach to arrival time?

Accepted Answer

A) In Great Britain it is acceptable to be 5-15 minutes late. 
B) In Italy it is acceptable to be 5 minutes early. 
C) For Americans, it is acceptable to be an hour late. 
D) all of the above 
A) In Great Britain it is acceptable to be 5-15 minutes late. 
B) In Italy it is acceptable to be 5 minutes early. 
C) For Americans, it is acceptable to be an hour late. 
D) all of the above

Question 12

Virtually every persuasive strategy can be labeled manipulative.

Accepted Answer

A) True 
 B)False

Question 13

The purpose of the persuasive interview is to influence how the interviewee

Accepted Answer

A) thinks. 
B) acts. 
C) feels. 
D) all of the above 
A) thinks. 
B) acts. 
C) feels. 
D) all of the above

Question 14

Write an "assumptive" closing for a persuasive interview. You choose the topic and situation.

Accepted Answer

Based on our discussion today, I am conf

Question 15

What is a "yes-but" method of persuasion, and when might you use it?

Accepted Answer

The "yes-but" method of persuasion is a

Question 16

A variety of evidence should be used when trying to persuade.

Accepted Answer

A) True 
 B)False

Question 17

After asking a trial closing question, you should

Accepted Answer

A) take leave. 
B) be quiet. 
C) ask the closing question. 
D) address objections. 
A) take leave. 
B) be quiet. 
C) ask the closing question. 
D) address objections.

Question 18

List five of the most common objections to persuasive proposals. Give an example of each.

Accepted Answer

1. Cost: "We can't afford to implement t

Question 19

Which of the following is an effective approach to hostile interviewees?

Accepted Answer

A) implicative approach 
B) yes-yes approach 
C) yes-but approach 
D) all of the above 
A) implicative approach 
B) yes-yes approach 
C) yes-but approach 
D) all of the above

Question 20

"Everyone's going to The Pub after class," is an example of

Accepted Answer

A) identification. 
B) bandwagon tactic. 
C) association. 
D) bifurcation. 
A) identification. 
B) bandwagon tactic. 
C) association. 
D) bifurcation.

Richard Johannesen states "ethical issues focus on value judgments concerning degrees of right or wrong."

Scams often work because of simple greed.

After a trial closing, be quiet.

If your university began using the phrase, "You can get there from here," in their new billboard ads, this is known as a

When you bad mouth the competition, this is known as

Which of the following is an importance of using repetition?

When creating a need or desire, which of the following is a recommendation?

What should you do if an interviewee is uninterested?

Research suggests that putting your strongest point first has the best effect.

When a first proposal is exaggerated to make a second one more acceptable, it is known as reciprocal concessions.

Which of the following correctly describes a culture's approach to arrival time?

Virtually every persuasive strategy can be labeled manipulative.

The purpose of the persuasive interview is to influence how the interviewee

Write an "assumptive" closing for a persuasive interview. You choose the topic and situation.

What is a "yes-but" method of persuasion, and when might you use it?

A variety of evidence should be used when trying to persuade.

After asking a trial closing question, you should

List five of the most common objections to persuasive proposals. Give an example of each.

Which of the following is an effective approach to hostile interviewees?

"Everyone's going to The Pub after class," is an example of

An Introduction to Interviewing

An Interpersonal Communication Process

Questions and Their Uses

Structuring the Interview

The Informational Interview

The Survey Interview

The Recruiting Interview

The Employment Interview

The Performance Interview

The Counseling Interview

The Health Care Intervie

Filters

Exam 10: The Persuasive Interview

Richard Johannesen states "ethical issues focus on value judgments concerning degrees of right or wrong."

Scams often work because of simple greed.

After a trial closing, be quiet.

If your university began using the phrase, "You can get there from here," in their new billboard ads, this is known as a

When you bad mouth the competition, this is known as

Which of the following is an importance of using repetition?

When creating a need or desire, which of the following is a recommendation?

What should you do if an interviewee is uninterested?

Research suggests that putting your strongest point first has the best effect.

When a first proposal is exaggerated to make a second one more acceptable, it is known as reciprocal concessions.

Which of the following correctly describes a culture's approach to arrival time?

Virtually every persuasive strategy can be labeled manipulative.

The purpose of the persuasive interview is to influence how the interviewee

Write an "assumptive" closing for a persuasive interview. You choose the topic and situation.

What is a "yes-but" method of persuasion, and when might you use it?

A variety of evidence should be used when trying to persuade.

After asking a trial closing question, you should

List five of the most common objections to persuasive proposals. Give an example of each.

Which of the following is an effective approach to hostile interviewees?

"Everyone's going to The Pub after class," is an example of

An Introduction to Interviewing

An Interpersonal Communication Process

Questions and Their Uses

Structuring the Interview

The Informational Interview

The Survey Interview

The Recruiting Interview

The Employment Interview

The Performance Interview

The Counseling Interview

The Health Care Intervie

Filters