1. Three components of an ethical standard for persuasive interviews
are
a. honesty, fairness, and sincerity.
b. chance of getting caught, cost of getting caught, punishment for
getting caught.
c. situation, goal of the interview, prevailing standards.
d. honesty, justice, integrity
e. intent, ignorance, status
2. The five conditions essential for successful persuasion include
a. urgent need, the situation, and meeting objections.
b. consistency with beliefs, no better alternative, pragmatism.
c. urgent need, objections outweighed by benefits, no better alternative.
d. no better alternative, pointing, leave taking.
e. feasibility, consistency, sincerity.
3. When analyzing a persuadee, consider the following factors
a. age, wage, and address.
b. degrees, debts, and interest.
c. attitudes, platitudes, and values.
d. physical characteristics, socioeconomic background, and cultural
values.
e. mental characteristics, morality, and commitment.
4. Kenneth Burke is best know for developing
a. balance theory.
b. consistency theory.
c. inoculation theory.
d. induced compliance theory.
e. identification theory.
5. Which theory is designed to prevent persuasion from taking place?
a. inoculation theory
b. identification theory
c. forced compliance theory
d. psychological reactance theory
e. balance theory
6. Which theory is designed to trigger self-persuasion?
a. consistency theory
b. induced compliance theory
c. identification theory
d. psychological reactance theory
e. inoculation theory
7. Which of the following is the most difficult tactic for handling
potentially hostile interviewees?
a. common ground
b. yes-but
c. yes-yes
d. implicative
e. problem-solution
8. An open-minded interviewee is likely to
a. be optimistic.
b. have changeable central beliefs.
c. demand facts and data.
d. bypass hierarchical channels
e. all of the above.
9. "Most students are purchasing the Gateway 2000 system" is an example
of
a. identification.
b. bandwagon.
c. association.
d. bifurcation.
e. cause-effect.
10. "If we can reduce our travel expenses, we can invest this money
in better software" is an example of
a. reasoning from accepted belief.
b. reasoning from condition.
c. reasoning from two choices.
d. reasoning from example.
e. reasoning from cause-effect.
11. The four steps in handling objections are
a. anticipate, listen, clarify, and respond.
b. anticipate, respond, clarify, and deny.
c. listen, respond, capitalize, and confirm.
d. capitalize, convert, deny, and respond.
e. listen, clarify, capitalize, and confirm.
12. Some sources claim that interviewees remember
a. 25 percent of what they hear, 25 percent of what they see, 25 percent
of what they anticipate, and 25 percent of what they do.
b. 50 percent of what they hear and see and 50 percent of what they
anticipate and do.
c. 25 percent of what they hear and 75 percent of what they do.
d. 10 percent of what they hear, 50 percent of what they do and 90
percent of what they see and do.
e. none of the above.
13. After asking a trial closing question, you should
a. think of a response.
b. be quiet.
c. pose one more question.
d. address the most important objection.
e. anticipate the contract phase.
14. An interviewer who claims that since B followed A, A must have caused
B, is using a
a. hasty generalization tactic.
b. comparison tactic.
c. thin entering wedge tactic.
d. bifurcation tactic.
e. post hoc tactic.
15. Ambition is a
a. survival motive.
b. social motive.
c. success motive.
d. independence motive.
e. progress motive.
T F 16. Interviewees want interviewers to be as identical
to them as possible.
T F 17. As a general rule, present your strongest point
first in persuasive interviews.
T F 18. You should establish criteria with the interviewee
shortly before the trial closing to see if the interviewee is ready to
"close the deal."
T F 19. Some writers estimate that 25 percent of all sales
interviews fail in the opening.
T F 20. Research indicates that highly educated interviewees
"are more likely to attend to and comprehend the message position but are
less likely to yield to it."