Deck 9: Giving Presentations: How Can I Best Sell My Ideas at Work

Question 1

In which step of Monroe's Motivated Sequence do you present your solution?

A) Attention step
B) Need step
C) Action step
D) Satisfaction step

Answer 1

D

Question 2

"Tell 'em what you're going to tell 'em, tell 'em, and then tell 'em what you just told them" is an organizational scheme or format most appropriate for which type of speech:

A) Persuasive
B) Specialized presentation
C) Informative
D) Toasts and other types of tributes

Answer 2

C

Question 3

The boomerang effect occurs when persuasive speakers ask for too little and bore their audiences.

Answer 3

False

Question 4

Fundamental to Monroe's Motivated Sequence, the speaker must focus more time and attention on which step?

A) Attention step
B) Need step
C) Visualization step
D) Satisfaction step

Question 5

Which type of audience should you refrain from giving too much information in your attempts to persuade?

A) An audience that agrees with your position
B) An audience that disagrees with your position
C) An audience that is neutral or undecided
D) All the above

Question 6

Which audience is the most difficult to influence?

A) An audience that agrees with your position
B) An audience that disagrees with your position
C) An audience that is neutral or undecided
D) None of the above; all are difficult to persuade

Question 7

As an expert in psychological reactance theory, what would you advise a persuasive speaker?

A) Avoid inflammatory words and phrases
B) Inoculate against counterarguments
C) Conceal your intent
D) Use a two-sided message with refutation

Question 8

For a persuasive presentation, begin first by:

A) Assessing your audience's willingness to change.
B) Deciding what you want to change.
C) Determining if the audience agrees with you, disagrees, or is undecided.
D) Identifying your plot line.

Question 9

Fear appeals work equally well regardless of your subject.

Question 10

Define psychological reactance and offer your own example of a time you experienced this phenomenon.

Question 11

Persuasive presentations must begin with a clear goal.

Question 12

List the three types of audiences for persuasive speakers.

Question 13

A high degree of resistance among your audience may result in psychological reactance to your persuasive message.

Question 14

There are very few empirically-documented strategies to help speakers be persuasive.

Question 15

When our established beliefs, attitudes, and behaviors are threatened with a persuasive message, we may react defensively against the persuasive message.

Question 16

Attitude change is not a form of persuasion.

Question 17

The ideal audience response to the attention step of Monroe's Motivated Sequence is "I see that your solution will work."

Question 18

Your influence attempt should be determined, in part, by where your audience currently stands with respect to your message.

Question 19

How do persuasive speakers employ two-sided messages with refutation?

A) Present both sides of the argument
B) Provide the speaker's side while ignoring the opponent's argument
C) Present both sides while showing why the opposing side is wrong
D) Employ message discrepancy to avoid the boomerang effect

Question 20

Warning an audience that "others will probably criticize you if you decide to do what I'm asking you to do" represents an inoculation against counterarguments.

Question 21

List and describe the five steps of Monroe's Motivated Sequence.

Question 22

Explain what is meant by the statement "inoculate against counterarguments." Be sure to provide examples in your explanation.

Question 23

Under what conditions are high fear appeals likely to be effective?