Deck 13: Achieving Your Presentation Goals: Informing, Persuading and Relating

Question 1

Which of the following is NOT true of the difference between training and education?

A)Training emphasizes doing; education emphasizes knowing.
B)Training emphasizes a certain level of skill; training does not evaluate mastery of a skill by comparing one trainee with another, as is done in a classroom.
C)Training prescribes a step-by-step approach; education is typically less concerned with performing a linear sequence of behaviors.
D)Training operates as an open system; education operates in more of a closed system.

Answer 1

D

Question 2

Rick is a very knowledgeable about the work he does and is viewed as being honest and helpful by the people he works with,but when he speaks he is not perceived as having much credibility.Which factor of credibility for Rick most likely lack in?

A)Competence
B)Trustworthiness
C)Dynamism
D)Initial credibility

Answer 2

C

Question 3

The process of drawing conclusions from evidence is known as .

A)evidence
B)reasoning
C)proof
D)visualization

Answer 3

B

Question 4

In a public relations presentation,the speaker is specifically providing information to public image for the person or organization the speaker is representing.

A)create a negative
B)manipulate a conservative
C)maintain a neutral
D)promote a positive

Question 5

According to Aristotle,the strategy that emphasizes the credibility or ethical character of a speaker is called .

A)ethos
B)pathos
C)logos
D)reasoning

Question 6

specify what you want trainees to be able to do following the training presentation.

A)Training objectives
B)Task assessment
C)Task analysis
D)Questionnaire

Question 7

Providing models,videos,or demonstrations are examples of tools to utilize during which training method?

A)Invite
B)Show
C)Correct
D)Invite

Question 8

Training is a type of informative speaking,in which a trainer seeks to develop specific in listeners to help them perform a specific more effectively.

A)skills; job or task
B)task; job
C)knowledge; skill
D)jobs; skill

Question 9

Claire delivered a sales presentation to a group of potential customers.Unfortunately,because the air conditioner was broken,everyone was sweating profusely.To make matters worse,there was no water available.From the audience's perspective,which of Maslow's hierarchy of needs was most likely not satisfied?

A)Social needs
B)Safety needs
C)Self-actualization needs
D)Physiological needs

Question 10

Paul's boss has asked him to develop training on the company's new software.What should Paul's first step be?

A)Analyze the training task
B)Develop training objectives
C)Organize training content
D)Select training resources

Question 11

Kristen gave a speech explaining three new Human Resource policies.This is an example of a speech to .

A)inform
B)persuade
C)entertain
D)inspire

Question 12

A detailed,step-by-step description of precisely what a trainee should do and know in order to perform a particular skill is known as a .

A)report
B)task assessment
C)task analysis
D)questionnaire

Question 13

Which of the following is not a suggestion from your textbook about informing others?

A)Pace information flow
B)Use complex words
C)Reinforce ideas nonverbally
D)Use simple ideas

Question 14

What is at the center of the training model provided in your textbook?

A)Analyze the training task
B)Develop training objectives
C)Determine training methods
D)Analyze organizational/trainee needs

Question 15

A short talk that provides information to an audience is known as a .

A)report
B)task analysis
C)briefing
D)toast

Question 16

Which of the following is NOT true of adult learners?

A)Adult learners prefer to be given information they can use immediately.
B)Adult learners prefer to be passively involved in the learning process.
C)Adult learners prefer to know how the information will solve a problem.
D)Adult learners prefer to receive information that is relevant to their needs.

Question 17

The primary difference between a report and a briefing is that .

A)a report is often a longer, more detailed summary of a past, present, or future event
B)a report is read to an audience, whereas a briefing is simply a document for reading
C)a report is much shorter than a briefing
D)a briefing is part of a larger document, whereas a report is a standalone document

Question 18

To is to change or reinforce a person's attitudes,beliefs,values,or behavior.

A)inform
B)persuade
C)entertain
D)inspire

Question 19

When you are confronted with information that is inconsistent with your current thinking or feelings,you experience a kind of psychological discomfort called _.

A)cognitive dissonance
B)inductive reasoning
C)deductive reasoning
D)refutation

Question 20

Chuck is receiving an award for the work he did last year with his organization.What type of presentation will Chuck be giving?

A)Informative
B)Persuasive
C)Entertaining
D)Special occasion

Question 21

During his sales presentation,Mark stated,"Everyone knows that our competitor has the worst customer service in the industry." Mark's statement is an example of which type of fallacy?

A)Causal fallacyEither-or fallacy
B)Bandwagon fallacy
C)Reporting fallacy

Question 22

Which of the following is NOT a recommendation for accepting an award?

A)No matter the length, thank everyone who contributed to your success.
B)Thank the person making the presentation and the organization that he or she represents.
C)Find some meaning in the award for you audience.
D)Comment on the meaning or significance of the award to you.

Question 23

A brief speech saluting a momentous occasion is known as a .

A)remark
B)salute
C)celebration speech
D)toast

Question 24

When informing others,the simpler your ideas and phrases,the greater the chance that your audience will remember them.

Question 25

The motivated sequence is a modified version of what organizational pattern?

A)Cause and effect
B)Visualization
C)Problem and solution
D)Refutation

Question 26

Briefings are long detailed descriptions that argue for specific action.

Question 27

After a presentation,a colleague asks Grant about evidence in his speech that seemed questionable. Rather than respond to the question,Grant evades the issue by quickly discussing an irrelevant fact that was presented earlier in his speech.What logical fallacy does this illustrate?

A)Causal fallacy
B)Bandwagon fallacy
C)Red herring
D)Non sequitur

Question 28

The "yes technique" is used to .

A)give an award
B)accept an award
C)introduce a speaker
D)close a sale

Question 29

A three-part argument that has a major premise,a minor premise,and a conclusion is called a(n) .

A)syllogism
B)inductive reasoning
C)report
D)causal fallacy

Question 30

Reports summarize what has been accomplished.

Question 31

Adult learners prefer to be actively involved in the learning process.

Question 32

Which of the following would be an example of an appeal to misplaced authority?

A)A CEO of a large toy company endorsing a new children's game.
B)A representative from an energy company endorsing nuclear energy.
C)An athlete endorsing a breakfast cereal.
D)A veterinarian endorsing a new type of food for dogs.

Question 33

Bonnie identifies the common arguments against the death penalty and systematically argues against each of these objections.What organizational pattern is Bonnie using?

A)Cause and effect
B)Motivated sequence
C)Problem and solution
D)Refutation

Question 34

Visualization is a step that is included in the organizational pattern.

A)problem and solution
B)cause and effect
C)refutation
D)motivated sequence

Question 35

In his speech,Warren painted a picture of the grim future that will occur if we don't begin to take measures to protect ourselves against global warming.This is an example of .

A)a positive visualization
B)a negative visualization
C)a syllogism
D)a warning visualization

Question 36

Persuasive speakers intentionally try to change or reinforce listener's feelings,ideas,or behavior.

Question 37

During a discussion about the need for a company retirement plan,Sally stated,"Even though we're a small business,we should start a retirement plan for our company.If we don't we could lose our top employees.Our top competitor started a new 401(K)retirement plan for her employees and she's had much less employee turnover." Which reasoning method did Sally use to deliver her message?

A)Deductive reasoning
B)Reasoning by analogy
C)Causal reasoning
D)Ethos reasoning

Question 38

Which of the following is NOT a recommended strategy when facing an unreceptive audience?

A)Immediately announce your persuasive purpose.
B)Focus on areas of agreement.
C)Acknowledge audience members' opposing points of view.
D)Advance your strongest argument first.

Question 39

An idea or conclusion that does not logically follow a previous idea or conclusion is referred to as a .

A)Causal fallacy
B)Bandwagon fallacy
C)Red herring
D)Non sequitur

Question 40

To a customer is to identify whether the customer can afford the product or service you are selling and to learn how to best approach the customer.

A)educate
B)qualify
C)introduce
D)customize

Question 41

When using a problem-and-solution organization,you should always devote equal time to the problem and the solution.

Question 42

Proof consists of both evidence and the conclusions you draw from it.

Question 43

When you use a refutation strategy,you address the specific concerns and offer solutions to the objections you know you will encounter.

Question 44

When developing training you should create the PowerPoint presentation during the "organize training content" step.

Question 45

Regarding the use of fear as a motivator,a strong threat to a family member will often be more successful than a fear appeal directed at the audience members themselves.

Question 46

Credibility is only influenced by what is said and done during the presentation.

Question 47

When making a toast,wit is more important than sincerity.

Question 48

When persuading a receptive audience,make sure you present your strongest arguments first.

Question 49

When selling a product to a customer,if they ask you a question and you don't know the answer,you should say so and find the answer quickly.

Question 50

Most sales presentations are organized using the problem-and-solution pattern.

Question 51

When selling,having too many options can be overwhelming for the customer.

Question 52

When presenting an award,you should talk about the history and significance of the award.

Question 53

According to the hierarchy of needs,basic safety needs have to be satisfied before we attend to any other concern.

Question 54

All public relations speeches make policy recommendations.

Question 55

It is important to develop training objectives before organizing the training content.

Question 56

When selling a product,it is important to stress the features,not the benefits.

Question 57

Lisa considers herself a supporter of the local economy and utilizes foreign labor to make her products,but was just told by an associate that her choice is hurting the local economy.Lisa is upset about this realization.What she is experiencing can be described as cognitive dissonance.

Question 58

Heather is creating training for her organization; she should not develop her training objectives until after she has analyzed the task.

Question 59

Analogies can be used to reason inductively.

Question 60

Training emphasizes doing,while education emphasizes knowing.

Question 61

List and briefly explain the six suggestions given by your textbook when developing your sales message.

Question 62

Explain the four principles of persuasion that motivate a listener to respond to a persuasive message.

Question 63

Define each of the organizational patterns for persuasive speeches.

Question 64

List the adult learning strategies to utilize when informing others.

Question 65

List and explain the five steps involved when completing a motivated sequence.

Question 66

Describe the key strategies for developing a briefing,a report,and a public relations presentation.

Question 67

List and describe the four different reasoning techniques for persuading others.

Question 68

Your textbook prescribes various strategies for making special presentations.List two tips for each of the following special presentations: introducing others,presenting an award,accepting an award.

Question 69

List the four differences between training and education given by your textbook.

Question 70

List and describe the three different logical fallacies when trying to persuade others.