BCOM CH. 10 MC, BCOM CH. 11 MC, Quiz 12, Chapter 12 - BUSG240, Quiz 13, Chapter 13 - BUSG240, Quiz 15, Chapter 14 - BUSG240, Quiz 14, Chapter 15 - BUSG240

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Which of the following is a component of the AIDA approach to mass sales messages? A. gaining attention B. discussing ideas C. analyzing deadlines D. making announcements E. answering queries

Which of the following is a principle of influence based on returning favors? A. reciprocation B. liking C. authority D. consistency E. scarcity

Which of the following is an appropriate tone for persuasive messages? A. positive B. exaggerated C. deceptive D. authoritative E. questioning

Which of the following is an example of a bad-news message that is characterized by high severity and low controllability? A. laying off an employee B. rejecting a customer claim C. giving an employee a poor review D. deciding to no longer use a supplier E. rejecting a colleague's idea

Which component of the FAIR test refers to the transparency of the motives and reasoning of the person delivering the bad news? A. fact B. access C. audience D. impact E. respect

Which of the following is an effective way of delivering a negative performance review? A. using an accusatory or confrontational tone B. adopting a team-centered orientation C. focusing on attitudes and intentions rather than actions and results D. pointing out mistakes rather than problem solving E. sugarcoating the bad news

Precision in reports relies on Multiple Choice documentation. conclusions. recommendations. definitions. facts.

facts.

During a presentation, you should always give detailed explanations for questions because short responses are ineffective.

false

Generally, an executive summary for a 50-page report should be about two pages long

false

It is important to ensure that your slides are the primary focal point throughout your presentation.

false

Presentations should always use analytical appeals rather than emotional appeals.

false

Reviewing a report in multiple sittings has a negative impact on the review process.

false

Slides that have visible white space seem skimpy and give the presentation an unprofessional appearance.

false

Speakers should pass out handouts during the first minute of a presentation because that is when audiences form their deepest impressions.

false

When learning how to do effective presentations, change all of your problem behaviors at the same time to develop a consistent style.

false

Stories in presentations should typically last for Multiple Choice less than 20 seconds. 30 seconds to one minute. three to five minutes. five to ten minutes. 15 to 20 minutes.

30 seconds to one minute.

A message is said to be indirect when it A. provides the rationale for a request before making the request. B. expresses gratitude toward or appreciation of the readers. C. contains full and unambiguous meaning. D. requires reading between the lines to gauge the entire meaning. E. politely asks people to do or think differently.

A person with high emotional intelligence will usually A. manage emotions to respond constructively to negative feedback. B. remain unaware of the negative emotions he or she feels. C. respond to negative feedback by criticizing the other person. D. display withdrawal during negative feedback. E. seek and accept only positive feedback.

Which aspect of bad news indicates how serious or detrimental a bad news is? A. severity B. consequences C. controllability D. adaptability E. likelihood

Anwar is planning a persuasive message to try to convince his colleagues to contribute to their company's holiday clothing drive. The most effective argument he can use will be an argument that A. relates the clothing drive to their need to feel good about themselves. B. makes them feel guilty if they do not contribute. C. shows how much effort Anwar has put into planning the event. D. belittles the holiday charitable drives of competing companies. E. emphasizes how much their company wants to outshine a rival company's drive.

At an annual training meeting, Watson says, "Managers have to stop using the good news-bad news-good news approach for performance reviews. It gives poor performers a false sense that their work is acceptable." Watson is asking the managers to stop applying the ______ approach to delivering bad news. A. sandwich B. teaser C. buffer D. sugarcoat E. direct

Gerald, the general manager at Meteorite Systems, has to give a negative performance evaluation to Norman, one of the shift managers. During the review, Gerald first thanks Norman for all his efforts, then he delivers the bad news. Finally he ends the review with an expression of goodwill. In this situation, Gerald is applying the ______ approach for delivering the negative performance review. A. sandwich B. teaser C. buffer D. sugarcoat E. direct

If your audience is emotionally resistant to your solution, a good practice is to A. provide the rationale before making the request. B. use the direct approach to help them warm up to your ideas. C. use statements that are vague and ambiguous. D. use the hyped-up language of mass advertising. E. make a request but avoid providing a rationale.

Jacob, the owner of Unicorn Systems, wants to inform employees that they will receive a twenty percent salary cut to help the company survive a recession. If Jacob communicates this bad message in an honest and an open manner, it will likely A. enhance Jacob's credibility. B. undermine Jacob's character. C. increase the negative impact of the bad news on employees. D. signify that Jacob is incompetent in challenging situations. E. damage the company's chances of long-term success.

Oskar has to write a letter rejecting a customer's request for a replacement for her five-year-old air conditioner, which is past its warranty. Which of the following is an appropriate buffer statement he might use? A. I am sorry to hear that your air conditioner has broken down during this heat spell. B. Are you certain you did the recommended yearly maintenance of your air conditioning unit? C. We are sorry that the air conditioning unit we installed is no longer working. D. The warranty on your air conditioning unit expired two years ago. E. Our records show that you decided not to renew your service contract when we contacted you.

Raven is preparing for her performance review with her boss. She is aware that her performance for the quarter was bad, and that knowledge causes her fear and anxiety. Raven, however, reminds herself that getting an honest assessment of her work will only help her. This means that Raven A. is reframing her thoughts to foster a constructive conversation. B. is displaying counterproductive response to negative emotions. C. is an individual with low emotional intelligence. D. is incapable of identifying the negative emotions she is feeling. E. is displaying signs of defensiveness, denial, and withdrawal.

Research on Uno Motor Corp. revealed that the company shows signs of the mum effect. As a result, Uno Motor is likely to A. underperform year after year. B. succeed on most projects. C. develop a transparent culture. D. accurately state bad news. E. build its credibility with employees.

Ryan, the owner of the Home Value supermarket chain, wants to terminate a contract with a supplier. Over the life of the contract, Ryan interacted with the representatives of the supplier mainly over the phone or email. Which of the following will the supplier interpret as a less-than-straightforward way of ending the working relationship? A. Ryan takes the supplier's representatives out for lunch and thanks them for being such great friends. B. Ryan ensures that his written message leaves the door open to possibly doing business in the future. C. Ryan provides a rationale for his decision so that the supplier can improve its weaknesses. D. Ryan keeps the written message short, but includes a neutral subject line as buffer. E. Ryan uses an indirect message structure to convey the bad news.

Sandy is writing a brochure to explain the benefits of buying produce from local farmers at the farmers' market rather than from chain grocery stores. Which of the following is most likely to make her brochure effective? A. stories about local farm families who participate in the farmers' market B. statistics about how much money is spent at farmers' markets nationally C. statements to make people feel guilty about not supporting local farmers D. information about how much fuel is saved by not shipping produce long distances E. a lecture about how important it is to put money into the local economy

The degree to which the bad-news message receiver can alter the outcome is referred to as A. controllability. B. severity. C. likelihood. D. power. E. adaptability.

The mum effect results when employees in an organization A. avoid sharing bad news because they do not want to be blamed. B. view the delivery of bad news opportunistically. C. take quick actions to rectify the problems described in a bad-news message. D. take responsibility for bad events even if they are not at fault. E. avoid talking to superiors at all for fear that they will be criticized.

The use of the we-voice is an appropriate way to A. emphasize shared work goals in internal persuasive messages. B. emphasize reader benefits in external persuasive messages. C. deemphasize self-centeredness in internal persuasive messages. D. emphasize objectivity in persuasive messages. E. depersonalize external persuasive messages.

The writing style of your persuasive messages should be A. action-oriented and lively. B. unbelievable and enthusiastic. C. dull or unexceptional. D. pushy and exaggerated. E. direct and explicit.

Vanessa, the customer relationship manager at Silver Fish Inc., has to decline an unreasonable claim made by a customer. Vanessa will not be able to replace the product or provide a refund because the cause of damage is not covered by the product warranty. Which of the following is the best teaser statement for Vanessa to use in the subject line of her bad-news email? A. response to your claim B. rejection of your claim C. malfunction of our product D. appreciation for your business E. your false claim

Which of the following is an ineffective way to soften the blow of a bad-news message? A. a direct message structure B. a buffer statement C. a teaser message D. an expression of concern for the recipient E. a rationale for the difficult news

Which of the following is most likely to be communicated in writing? A. rejection of a colleague's idea B. the decision to cut employees' hours C. a poor review of an employee's performance D. the decision to lay off an employee E. termination of a long-term supplier's contract

Which of the following questions should you use while reviewing your bad-news message to evaluate the "facts" aspect of the FAIR test? A. Have I gathered all the relevant information and examined various accounts of the same event? B. Have I considered all the ways in which this message will impact others in the near term and long term? C. What have I done to lessen the negative impacts on recipients? D. Have I stated the message in a way that recognizes the inherent worth of others? E. What am I doing to provide appropriate opportunities to the bad-news recipients?

Which of the following statements made by an employee would be a counterproductive response to a negative review? A. Getting negative feedback from my boss irritates me. B. It is my responsibility to accept the feedback and improve myself accordingly. C. The feedback I get from my boss will facilitate my career advancement. D. Negative feedback is a part of the boss's job and mine. E. My performance on the job is not related to whether my boss likes me.

Which of the following statements about a table of contents is true? Multiple Choice A table of contents demonstrates the basic credibility of a report. A table of contents is expected for nearly any report over ten pages long. A table of contents typically summarizes the most important contents of a report. A table of contents helps establish the purpose and value of the report. A table of contents is typically part of the glossary.

A table of contents is expected for nearly any report over ten pages long.

If someone asks you something you do not know during a question-and-answer session, what should you do? Multiple Choice Reframe the question and then give an answer that fits your agenda. Make up the best answer you can. Change the subject as quickly as possible. Admit that you do not know and offer to find the information. Ask the questioner why he or she wants to know.

Admit that you do not know and offer to find the information.

An email that rejects a colleague's idea should ideally start with a(n) A. list of the problems the organization will face because of the idea. B. reference to shared work goals. C. explanation of the idea's immediate negative impacts. D. logical criticism of the colleague's idea. E. list of other colleagues who disliked the idea.

As a result of the mum effect, the message that reaches the top executives of an organization is usually A. clear and specific. B. falsely positive. C. delayed and outdated. D. highly credible. E. explicit and direct.

Catherine heads a sales team, and most of her subordinates have performed well. However, one of the team members, Dave, has been performing poorly. Catherine has created a file that records Dave's performance issues and contains a few emails from colleagues criticizing him. While delivering the negative feedback to Dave, Catherine should A. focus on the poor attitude that Dave's posture and expression reveals. B. keep the negative emails from other colleagues private. C. ask Dave why he cannot be more like the other team members. D. give Dave the goal of doing better within a short time. E. focus on pointing out mistakes rather than problem solving.

Celebrity endorsements in advertising are based on the _____ principle of influence. A. reciprocation B. authority C. social proof D. consistency E. scarcity

For the majority of bad-news messages, it is advisable to A. allow scope for speculations and anxiety among recipients. B. keep the structure of the message as indirect as possible. C. deliver it as soon as possible even if it lacks details and specifics. D. ensure that your expression of sympathy is longer than two sentences. E. keep the message as impersonal as possible.

In the context of developing persuasive messages, the process of understanding the needs and values of others A. is simple and happens quickly. B. requires a strong listening orientation. C. is a part of the FAIR test. D. is done after message structuring. E. has little effect on persuasiveness.

In the context of developing persuasive messages, which of the following is most likely to help you demonstrate a voice of competence? A. using only emotional appeals in your persuasive messages B. developing strong ideas in the interest of your audience C. adopting the tone of mass advertising such as over-the-top appeals D. focusing only on logical appeals E. using the I-voice in external persuasive messages

Juana wants to reject her colleague's idea. To deliver this bad news effectively in writing, she should A. use a lot of jargon in her message. B. use a simple design for her message. C. avoid the use of buffer statements. D. ensure that the message looks slick. E. use a direct message structure.

The first task of most persuasive messages is to A. express gratitude to the readers. B. gain the attention of the readers. C. provide a strong rationale. D. establish that a problem exists. E. appreciate the readers' views.

Ursula, a team manager at the head office of Elixir Corp. in Germany, was sorry that her subordinates in the French unit of the company had to be laid off. She sent an email to deliver this bad news to her French subordinates. Which of the following justifies Ursula's decision to deliver the message through email instead of meeting them in person? A. A written message, such as email, is a richer communication channel than a personal meeting. B. Working in a virtual team limits Ursula from delivering the bad news in person. C. Bad news, such as an employee layoff, has high controllability and low severity. D. Delivering bad news in person signifies Ursula's lack of concern and goodwill. E. Delivering bad news in writing will help Ursula's credibility more than delivering it in person.

Using the "you-voice" is most appropriate to emphasize A. shared work goals in internal persuasive messages. B. reader benefits in external persuasive messages. C. product features in internal persuasive messages. D. shared ideas in external persuasive messages. E. an impersonal tone in all persuasive messages.

Which of the following is the best example of setting measurable and realistic expectations? A. Jessica tells Halim that she believes he can turn things around for his next performance review. B. Marsha tells Eddie, a machine operator, to reduce the defective parts he produces by 60 percent. C. Pablo tells Rachel, one of his sales people, that he expects a sharp improvement in her sales figures. D. Mark asks Ben to help ensure that the market share of the company increases. E. Keisha informs Roger that she expects to see an improvement in his output as soon as possible.

Which of the following is the first step in the planning process for writing persuasive messages? A. conducting the FAIR test for the message B. analyzing the audience C. setting up the message structure D. developing ideas E. choosing a method of influence

Which of the following scenarios demonstrates the method of influence known as scarcity? A. Pedro is more likely to buy the same brand of jeans that celebrities wear. B. Nita is more likely to buy a brand of designer purse that sells out in one day. C. Jelena is more likely to buy the brand of sports clothing that sponsors her team. D. Jeanette is more likely to buy the same brand of cosmetics that her best friends wear. E. Igor is more likely to buy the brand of sporting equipment that others at his club use.

Which statement about persuasive messages is accurate? A. The vast majority of business messages are persuasive messages. B. Persuasive messages require a message structure that helps reduce resistance. C. Persuasive messages do not need as much planning as other business messages. D. Persuasive messages are very similar to messages that express appreciation. E. The success of persuasive messages seldom depends on the author's credibility.

Chinua is making a brochure to explain to customers the benefits of having their hot water heaters flushed every year. Which of the following will make the brochure more persuasive? A. Use the I-voice to convey his expertise. B. Dismiss any objections that customers might have. C. Use formatting to make each benefit stand out. D. Include national statistics about hot water heaters. E. Try to make people feel guilty for not maintaining their heaters.

External persuasive messages, with the exception of those that emphasize price, are generally based on A. strong logical appeals. B. the scarcity principle of influence. C. strong emotional appeals. D. the authority principle of influence. E. the liking principle of influence.

In business communication, by applying the FAIR test, you can avoid A. validation. B. depersonalization. C. manipulation. D. attribution. E. reciprocation.

In the context of persuasive messages, validating your readers means that you are A. providing solid reasons why your product, service, or idea benefits readers. B. demonstrating a business need—a gap between what is and what could be. C. recognizing and appreciating others' needs and preferences as legitimate. D. overcoming objections by providing counterpoints. E. making a request and then providing a rationale for the request.

McKenzie has to tell his subordinates about a company-wide freeze on wages. In his message, he should end with A. a buffer. B. a focus on his own concerns. C. an expression of goodwill. D. a blaming statement. E. a teaser message.

Persuasion almost always involves A. threatening your audience to make them accept your line of thinking. B. dealing with someone who is open to different ideas. C. communicating with someone who thinks differently than you do. D. using any means short of a fistfight to get your point across. E. forcing someone to think the way you do.

Sautéed, a restaurant in California, specializes in sautéed food. The restaurant holds a highly popular bash, featuring well-known DJs, on the last Saturday night of every month. The restaurant offers event-passes to frequent customers (who must have been billed at least $3,000 during the current month) for free. A limited number of passes are available to other customers at a high price one day prior to the event. Which principle of influence is the restaurant using? A. liking B. authority C. scarcity D. consistency E. reciprocation

Which aspect of bad news relates to the probability of the bad event occurring? A. adaptability B. controllability C. likelihood D. severity E. consequences

Which of the following best summarizes the differences between internal and external persuasive messages? A. Internal persuasive messages emphasize self-centeredness, whereas external persuasive messages emphasize reader needs. B. While internal persuasive messages raise a need, external persuasive messages provide a rationale. C. Internal persuasive messages focus on promoting ideas, whereas external persuasive messages focus on promoting products. D. Internal persuasive messages tend to be slightly more indirect and implicit than external persuasive messages. E. Internal persuasive messages use the you-voice, whereas external persuasive messages that use the I-voice.

Which of the following is a principle of influence whereby people determine what is right, correct, or desirable by seeing what others do? A. reciprocation B. liking C. social proof D. consistency E. scarcity

Which of the following is an advantage of delivering bad news in person? A. Verbal delivery of bad news message requires less time than written delivery. B. Compared to written delivery, verbal delivery results in better documentation of the message. C. One can effectively clarify and explain the bad news when it is delivered in person. D. Verbal delivery of bad news provides directions that bad-news recipients can refer to later. E. Compared to written delivery, verbal delivery can deliver bad news to more people more effectively.

Which of the following is an example of a bad-news message that is characterized by high severity and high controllability? A. laying off an employee B. rejecting a customer claim C. giving an employee a poor review D. cutting back employees' work hours E. rejecting a colleague's idea

Which of the following is an example of an external partner for a snack food company? A. Bill owns 50 shares of company stock. B. Fran has worked for the company for the last 13 years. C. Joyce visits the company annually to evaluate quality control. D. Mega Munchies is the company's major competitor. E. Alice begins working as the company's chief financial officer.

Which of the following is the best example of a less-direct message? A. Employees will have to bear a salary cut due to the recession. B. Your last quarter's performance rating is low due to your absenteeism. C. The warranty clause has expired, so we will not be able to replace your television. D. This employment contract is terminated, because you have failed to meet our quality standards. E. Your idea has been judged infeasible because of the company's lack of funds.

Which of the following is the most effective way of delivering a bad-news message to a long-term client? A. Minako uses you-voice in her written message to deliver the bad news. B. Brian provides long descriptions of what the client did wrong. C. Sandra meets with the client, provides a rationale, and discusses impacts. D. Tommy leaves a voice message on the client's telephone. E. Calvin writes a letter couching the decision in legal language.

Which of the following should communicators avoid when delivering bad-news messages? A. bearing responsibility for one's own role in causing bad news B. committing to transparency and honesty in delivering bad news C. viewing delivery of bad news opportunistically D. sympathizing with the recipients of bad news E. telling the truth even when it is not popular or politically correct

Which statement accurately describes the use of you-voice in persuasive messages? A. Writing in the you-voice to customers is just a stylistic choice. B. Using the you-voice deemphasizes customer benefits. C. Using the you-voice forces you to personalize the message for your readers. D. Using the you-voice implies a high level of self-centeredness. E. Using the you-voice in persuasive messages emphasizes the writer's objectivity.

You are a senior manager who needs to evaluate five supervisors in your department. Which of the following supervisors will you decide is the most effective at delivering performance reviews? A. Rita sugarcoats the description of problem behaviors while delivering a negative performance review. B. Adrianne procrastinates delivering negative feedback when she sees that employees are defensive. C. Julia helps the poor performers of her team understand the ways in which they are hurting organizational performance. D. Jorge discusses what he believes employees are thinking rather than their concrete actions. E. Derek uses an accusatory tone while delivering a negative performance review.

How can you make sure that your business report meets the needs of the target audience? a. Considering updating them... b. Find out their biases... c. Save money by... d. Cherry-pick data... e. Do the report...

Consider updating them about your progress in creating the report and involving them in the process.

A colleague asks you for advice on how to understand the audience of his persuasive message. Which of the following pieces of advice will you offer? A. Focus on their values but not their needs. B. Ask as few questions as possible to avoid annoying them. C. Wait until the message is perfected before choosing the right audience. D. Consider the psychological principles that impact people's decisions. E. Use the FAIR test to conduct audience analysis.

A person who has to deliver a bad-news message should gather as much information as possible from a variety of sources to reduce the A. credibility of the message. B. severity of the situation. C. impact on both the sender and the receiver. D. probability of making irrational judgments. E. controllability of the situation.

A person who has to deliver bad news should avoid A. using a neutral subject line for the message. B. including a short buffer at the beginning of the message. C. expressing sympathy to the readers. D. taking the blame for something that is not his or her fault. E. providing a rationale for the unfavorable decision made.

Ace Machines has been using batteries supplied by its long-term vendor Thorium Inc. in all its products. Recently, a competitor of Thorium agreed to provide superior batteries at the same price, so Ace Machines has decided to change its supplier for batteries. The most appropriate way for the purchasing manager at Ace Machines to convey this bad news to Thorium is to A. avoid using nonverbal behavior to show concern and appreciation. B. use general but legal language in the written message. C. avoid starting the written message with a buffer or a teaser statement. D. provide a clear rationale and specific feedback in the written message. E. use a direct message structure over an indirect message structure.

Compared to delivering bad news in person, delivering bad news in writing A. allows for richer communication. B. provides greater scope for immediate feedback. C. allows for intentions to be demonstrated more easily. D. appears more callous and impersonal. E. is more efficient and therefore more sensitive to the audience.

During a difficult performance review, a person with high emotional intelligence is most likely to A. point out the supervisor's mistakes. B. avoid future interactions with the supervisor. C. rationalize the conduct being criticized. D. accept the negative feedback. E. respond with the silent treatment.

External persuasive messages tend to A. focus more on promoting ideas. B. be more direct than internal persuasive messages. C. be more explicit than internal persuasive messages. D. focus more on promoting products and services. E. use the we-voice more than other voices.

For a boss who has to deliver negative performance reviews, focusing on attitudes and intentions will A. prevent employee defensiveness. B. increase the effectiveness of the review. C. be considered perceptive. D. be perceived as judgmental. E. increase the credibility of the boss.

Hideki has to tell Manny that his language has offended some colleagues. He also must say that Manny is on probation for three months to give him the chance to change his behavior. Hideki should deliver this message in a(n) A. email. B. phone call. C. video call. D. personal meeting. E. memo.

In a bad-news message, a buffer is a statement that is typically used to A. express criticism. B. distance yourself from the recipient. C. convey false hope. D. show appreciation. E. express disappointment.

In order to encourage participation in a walkathon, the organization arranging the event offers free items, such as a T-shirt or a water bottle, to all the participants. Which of the following principles of influence is being used? A. liking B. authority C. scarcity D. reciprocation E. social proof

In the model for mass sales messages called AIDA, "D" stands for A. destination. B. difference. C. development. D. desire. E. drive.

Internal persuasive messages tend to be A. more indirect than external persuasive messages. B. more implicit than external persuasive messages. C. based on emotional appeals. D. based on logical appeals. E. more author-centered than reader-centered.

It is important to ask colleagues to review persuasive messages because persuasive messages A. use more formal language than other business messages. B. are more personal and idiosyncratic than other business messages. C. use difficult direct structure and explicit language. D. are directed to people who resist your ideas, products, or services. E. must be extremely objective and neutral to be effective.

It is most appropriate to use an impersonal voice in A. persuasive messages to emphasize shared work goals. B. external persuasive messages to emphasize reader benefits. C. internal persuasive messages to deemphasize self-centeredness. D. persuasive messages to emphasize objectivity. E. external persuasive messages to depersonalize the message.

The AIDA model of mass sales messages is aimed at getting customers to think A. "I've seen this product or service before." B. "What is the benefit of this product of service?" C. "This business wants my money." D. "I want this product or service." E. "Famous people use this product or service."

Typically, internal persuasive messages focus mostly on A. negative emotions. B. the reciprocation principle of influence. C. the scarcity principle of influence. D. logical appeals. E. positive emotions.

Veronica, a sales manager at West Wind Apparel Company, is reviewing the performance of her team. She observes that one of her subordinates, Melissa, has performed poorly in the last quarter. While giving Melissa a negative performance review, Veronica should ensure that she A. sugarcoats the bad news by placing it between compliments. B. focuses on Melissa's attitudes and intentions. C. uses primarily a backward-looking tone. D. asks for Melissa's perspectives on her poor performance. E. uses an accusatory or a confrontational tone.

When reviewing your bad-news message, which of the following questions will help you evaluate the "impacts" aspect of the FAIR test? A. Are my motives clear, or will others perceive that I have a hidden agenda? B. Is my perspective of the facts influenced by defensiveness, favoritism, or some other bias? C. Have I stated the message in a way that recognizes the inherent worth of others? D. Am I doing what I can to provide appropriate opportunities to the bad-news recipients? E. Is the rationale for this bad news based on sound facts and conclusions?

When you reduce the confidence and positivity in your message, you run the risk of A. being perceived as pushy. B. being perceived as an exaggerator. C. making your message seem self-serving. D. making your idea seem weak or unexciting. E. appearing to focus only on logic.

Which of the following is the most expensive media for sending mass sales messages? A. online banner ads B. mass emails C. online pop-up ads D. hard copy letters E. company website ads

Which of the following is true of trying to persuade through emotion? A. Most people justify business decisions based on emotions, not reason. B. Business communicators should avoid injecting emotions into their persuasive messages. C. Emotion cannot persuade customers because they do not become attached to products and services. D. Business communicators understand that resistance to ideas, products, and services is often emotional. E. Effective sales communications should avoid appealing to the core emotional benefits of products, services, or ideas.

Which of the following principles is based on the idea that once people make an explicit commitment, they tend to follow through and honor that commitment? A. reciprocation B. liking C. authority D. consistency E. social proof

Which of the following scenarios demonstrates the method of influence known as liking? A. Pedro is more likely to buy the same brand of jeans that celebrities wear. B. Nita is more likely to buy a brand of designer purse that sells out in one day. C. Jelena is more likely to buy the brand of sports clothing that sponsors her team. D. Jeanette is more likely to buy the same brand of cosmetics that her best friends wear. E. Igor is more likely to buy the brand of sporting equipment that others at his club use.

Which statement about choosing attention-getters for persuasive messages is true? A. For external persuasive messages, the primary means of gaining attention is demonstrating a business need. B. Writers have more flexibility choosing attention-getters for internal persuasive messages than for external persuasive messages. C. Issuing a challenge is a poor attention-getter, but its use should be avoided in persuasive messages. D. Posting a testimonial is a good attention-getter, particularly for external messages. E. Posing a rhetorical question is an attention-getter that writers should avoid in the post-trust era.

Which statement accurately describes persuasion in the post-trust era? A. In the post-trust era, persuasion is rarely employed because it no longer works. B. In the post-trust era, threats are the best persuasive technique. C. In the post-trust era, the link between credibility and persuasion has diminished significantly. D. In the post-trust era, persuasion is becoming increasingly difficult. E. In the post-trust era, persuading your audience is easier because of social media.

Which of the following is an important principle for using slides? Multiple Choice If you plan to speak for lengthy periods without referencing your slides, turn the presentation off. Avoid establishing eye contact with your audience as that may distract them from the slides. The opening moments of your presentation are valuable, so start the slides right away. Do not spend too much time looking at your slides with your back to the audience. Use animated effects every time you switch from one slide to another to liven up the presentation.

Do not spend too much time looking at your slides with your back to the audience.

Which of the following statements is a helpful guideline for presenting with slides? Multiple Choice Do not practice your slides more than once or the presentation will go stale. Do not start your slides until after you have made preliminary remarks to your audience. Turn out the lights so that the audience can view your slides easily. Create slides that are complete enough not to need any interpretation. Avoid using blank slides as they may cause the audience to lose interest.

Do not start your slides until after you have made preliminary remarks to your audience.

Ralph and Shane have been best friends for more than twenty years, and they influence each other's shopping choices. When they are shopping for colognes, however, Ralph picks a cologne endorsed by his basketball idol, and Shane opts for one endorsed by his favorite pop singer. In this case, which principle of influence has affected their purchasing choices? A. reciprocation B. liking C. scarcity D. consistency E. authority

The aim of persuasion is to A. develop a plan of action to deal with a crisis. B. increase your credibility in the eyes of your audience. C. express sympathy for a loss suffered by your audience. D. express gratitude toward your audience. E. help your audience find the value in your position.

The following is a quotation from a negative performance review delivered by a senior manager to a team leader: "I know you and your team have the potential to turn things around for our next performance review; hence, we need to totally focus on getting everything right from now on." The performance review is ineffective because it A. does not focus on attitudes and intentions. B. does not use the sandwich approach. C. uses a compliment as a buffer statement. D. uses a teaser message as an opening statement. E. does not provide measurable and realistic expectations.

The writing style of most persuasive messages tends to be A. exaggerated and explicit. B. direct and explicit. C. direct and implicit. D. indirect and explicit. E. indirect and implicit.

What component of the FAIR test relates to the question "Have I stated the message in a way that recognizes the inherent worth of others?" A. fact B. access C. audience D. impact E. respect

Which of the following is a result of making tangible statements in persuasive messages? A. It lets the I-voice take center stage over the you-voice. B. It focuses on your company and deemphasizes benefits to your customer. C. It is just a stylistic choice and has no outcomes of its own. D. It adds to the excitement of the message. E. It allows your readers to sense the impact on a personal level.

Which of the following should be avoided when conveying bad news to customers? A. neutral language B. passive verbs C. teaser messages D. a buffer statement E. an accusatory tone

Which of the following will help you reduce skepticism once you have described your solution? A. restating the need for the solution B. showing appreciation for your readers' views C. discussing positive points about your competitor's products D. agreeing with your readers' objections E. providing a strong rationale

Which scenario illustrates the principle of consistency? A. Patti mentions several examples of other people volunteering at her charity to influence her readers. B. Marc stresses that the company anti-litter campaign occurs only once a year. C. Maribeth describes how that local cancer center has helped several colleagues, which is why the company supports it. D. Bill names several high-profile celebrities who support the same charity event that the company is sponsoring. E. Maya asks volunteers to sign up by return email because then they will be more likely to carry through.

List any six (6) of the nine (9) "principles" for establishing your presence when delivering presentations. EC MA KYM SWC FOP SF UTRTYA CN DFS

EC - MA - KYM - SWC - FOP - SF - UTRTYA - CN - DFS 1. Establish credibility 2. Maintain authenticity 3. Know your material 4. Speak with confidence 5. Focus on people 6. Stay flexible 7. Use the room to your advantage 8. Communicate nonverbally 9. Dress for success

Placing data labels on each slice of the pie chart makes it difficult to interpret. True or false?

False

The bar chart, due to its limited forms, is less practice out in the pie chart or the line chart. True or false?

False

Using percentages in tables, as a post to counts, makes it difficult for readers to make effective comparisons quickly. True or false?

False

Which of the following statements about cover pages is true? Multiple Choice Cover pages should summarize the most important contents of a report. Cover pages consist of a list of first-level and second-level headings. Formal reports, regardless of length, always include a cover page. The cover page is generally the least emphasized aspect of document design. Cover pages typically include the names of all the recipients.

Formal reports, regardless of length, always include a cover page.

As you review your presentation, which of the following should you ask yourself to determine how factual you've been? Multiple Choice Does the message offend or pressure in any way? Have I fully disclosed information that colleagues, customers, or consumers should expect to receive? Have I made recommendations to colleagues, customers, and consumers that are in their best interests? Would a neutral observer consider my communication respectful? Have I carefully considered various interpretations of my data?

Have I carefully considered various interpretations of my data?

In surveys, leading questions produce unreliable and unusable information. true or false? a. In surveys, It is better... b. Leading questions allow... c. In surveys, leading questions produce... d. Leading questions do not have... e. Leading questions are those...

In surveys, leading questions produce unreliable and unusable information. (TRUE)

When it comes to online research, industry sites list a variety of sources that may be more current than information in business databases. True or false? a. The information found on the internet... b. None of the information sources... c. It is not necessary to document... d. Speeches and presentations... e. Industry sites list a variety of sources...

Industry sites list a variety of sources... (TRUE)

When business Professionals enter into primary research with pre-existing assumptions of conclusions, they are likely to? a. avoid information that duplicates... b. Interpret the data incorrectly... c. Increase the adaptability... d. Look for information that contradicts... e. Reduce the errors...

Interpret the data incorrectly

Which of the following statements about primary research is true? a. Primary research refers... b. Primary research provides... c. Primary research is less... d. Primary research is always... e. Primary research is generally...

Primary research provides feedback directly related to an organization and its needs

When evaluating the usefulness of data quality, what five concerns/issues should be considered? R - R - A - E - FB 1. 2. 3. 4. 5.

Reli - Rele - A - E - FB 1) reliability 2) relevance 3) adaptability 4) expertise 5) five biases

Which of the following terms is used for the process that involves the analysis of the data collected by others with no direction from you or members of your organization? a. White papers. b. Scholarly Journals. c. Primary research. d. Secondary research. e. External Blogs.

Secondary research

A leading question is one that? a. Contains more... b. Is difficult... c. Does not include... d. Suggests an answer... e. Has more than...

Suggest an answer to the respondents.

A disadvantage of online surveys is that? a. It is difficult to access... b. They are so common... c. The data is difficult... d. Its an expensive... e. It is impossible...

They are so common that respondents may get tired of answering them carefully

Which of the following is true of auditory learners? Multiple Choice They learn best from illustrations and simple diagrams. They need gestures and metaphors in order to learn. They believe emotion is best conveyed through voice. They need breaks about every 20 minutes. They make up about 20 percent of the population.

They believe emotion is best conveyed through voice.

Which of the following is true of visual learners? Multiple Choice They like text-based PowerPoint slides. They enjoy gestures and metaphors. They dislike PowerPoint slides rich in images and figures. They learn best from group activities or hands-on activities. They make up the smallest proportion of the population.

They enjoy gestures and metaphors.

Which of the following is true of kinesthetic learners? Multiple Choice They need PowerPoint slides rich in images to learn best. They make up the largest percentage of the population. They learn best from illustrations an simple diagrams. They need breaks about every 20 minutes. They make up about 40 percent of the population.

They need breaks about every 20 minutes.

For business research, the information you can access through business data bases and other sources at your library is generally the most reliable. True or false

True

The first step in developing research based business reports is identifying what decision makers want to accomplish. True or false?

True

The title should explain the primary point of a chart. True or false?

True

When you analyze data in a group, you are less likely to inadvertently misinterpret the data. True or false?

True

To ensure that the bar charts are formatted effectively, the bars should be about _______ the width of the space between the bars? a. half b. equal c. twice d. three times e. four times

Twice

What type of formatting guidelines increases the effectiveness of all types of charts? a. Use many bright colors... b. Use the darker colors... c. Use unusual... d. Use 3-D e. Use dark backgrounds...

Use the darker colors to represent the most important data series

Which of the following is a guideline connected with the SOFTEN model of nonverbal communication? Multiple Choice Go through your presentation quickly because most audiences have a short attention span. Lean back and lower your shoulders to convey self-confidence while presenting. Use your facial expressions to connect with your audience and show enthusiasm for your topic. Speak in a steady tone and avoid dramatic modulation of your voice as much as possible. Avoid gesturing with your hands, arms, body, and head as it is distracting.

Use your facial expressions to connect with your audience and show enthusiasm for your topic.

Reports or guides that are issued by the government and organizations and then generally describe research about solving a particular issue are referred to as? a. business books b. white papers c. scholarly journals d. business periodicals e. industry publications

White papers

Business casual dress is intended to project Multiple Choice a comfortable, relaxed feel while maintaining a high standard of professionalism. executive presence and seriousness along with a sense of authority. a balance between a sense of inaccessible authority and individualism. creativity and a strong sense of individuality. an image of importance, power, and rigidity.

a comfortable, relaxed feel while maintaining a high standard of professionalism.

Which of the following is an important principle for effectively interacting with the audience during presentations? a) Give short responses as they are more effective. b) Never admit that you do not know the answer. c) Restrict the number of questions to a minimum. d) Never pause before answering a question. e) Reframe questions to match the audience's agenda.

a) Give short responses as they are more effective.

Enrique is giving a presentation to convince his managers that offering yoga classes at work will improve productivity because it will help employees clear their minds. Which of the following aspects of his presentation shows that he is trying to include kinesthetic learners? a) He will ask the audience to stand and do a simple yoga pose. b) He has a slide that lists bulleted points giving the benefits of yoga. c) He has practiced speaking in a confident, clear voice. d) He will practice with a colleague to make sure his voice carries sufficiently. e) He has several photographs of the activities the class will do.

a) He will ask the audience to stand and do a simple yoga pose.

Which of the following statements about online research is true? a) Industry sites list a variety of sources that may be more current than the information in business databases. b) It is not necessary to document information sources found on the web. c) Speeches and presentations provided in video and audio format have no usefulness for business research. d) The information found on the Internet tends to be of uniformly good quality. e) None of the information sources on the web are informed and accurate.

a) Industry sites list a variety of sources that may be more current than the information in business databases.

Which of the following should you do to quickly manage your nervousness before a presentation? a) Take several deep breaths to quickly alleviate your anxiety. b) Drink a lot of caffeinated beverages so you will feel energized. c) Go for a strenuous physical workout right before the presentation. d) Review your notes and avoid making eye contact with audience members. e) Think of all the things that could go wrong in the presentation so you can prepare.

a) Take several deep breaths to quickly alleviate your anxiety.

Which of the following is a guideline connected with the SOFTEN model of nonverbal communication? a) Use your facial expressions to connect with your audience and show enthusiasm for your topic. b) Speak in a steady tone and avoid dramatic modulation of your voice as much as possible. c) Lean back and lower your shoulders to convey self-confidence while presenting. d) Avoid gesturing with your hands, arms, body, and head as it is distracting. e) Go through your presentation quickly because most audiences have a short attention span.

a) Use your facial expressions to connect with your audience and show enthusiasm for your topic.

You have created a presentation for work, and you ask a colleague to review it. Which of the following will your colleague tell you must be improved for ease of processing? a) You used 14-point fonts for titles and 12-point fonts for body text. b) You kept a margin of white space as a border on every slide. c) You used bold to accent key ideas and italics to accent key terms. d) You have only four to six lines of text of every slide. e) You used light yellow for the background and black for the text.

a) You used 14-point fonts for titles and 12-point fonts for body text.

Samantha, the owner of Silver Butterflies Accessories, wants to know how her customers feel about shopping at her stores. One of the questions in her survey questionnaire reads, "On a scale of 1 to 5, where would you place the store's ambience, service, and jewelry collection?" This question is ineffective because it a) asks about multiple ideas. b) is too short to be effective. c) uses a rating scale. d) is an open-ended question. e) is a leading question.

a) asks about multiple ideas.

According to the SOFTEN model of nonverbal communication, during a presentation you should a) attempt to read your audience and get a sense for how much energy they have. b) smile as much as possible to express your enthusiasm for your topic. c) dress a little more casually than the audience is dressed. d) put your hands on your hips and fold your arms to convey authority. e) speak very slowly to show how well you know your topic and how much you prepared.

a) attempt to read your audience and get a sense for how much energy they have.

When you are giving a presentation, the audience will judge you as competent if you a) clearly know what you are talking about. b) show that you are interested in the needs of your audience. c) offer your views honestly and transparently. d) preview your slides before showing them to the audience. e) include images and charts in your slides.

a) clearly know what you are talking about.

Generally, formal business attire projects a) competence. b) approachability. c) creativity. d) trustworthiness. e) friendliness.

a) competence.

Which of the following is a type of primary research? a) conducting survey research b) referring to a competitor's previous business reports c) reading through newspapers d) extracting relevant information from the Internet e) using information from government surveys and reports

a) conducting survey research

Which of the following techniques will help you make your presentation about people? a) introducing colleagues and referring to them by name during your presentation b) engaging in frequent name-dropping to show your network of contacts c) reading from your slides and letting the audience interpret them as they like d) using examples from your personal life rather than from business contexts e) avoiding the use of charts and tables in your slides because numbers are impersonal

a) introducing colleagues and referring to them by name during your presentation

Catherine, an economist, wants to graphically represent the prices of small cars in the United States over a period of three years. This will best be illustrated through a(n) a) line chart. b) organizational chart. c) bar chart. d) pie chart. e) clustered-column chart.

a) line chart.

Which of the following terms is used for the process that involves the analysis of data collected by others with no direction from you or members of your organization? a) secondary research b) external blogs c) white papers d) primary research e) scholarly journals

a) secondary research

Which of the following components in a presentation is analogous to the introduction in written documents? a) the preview b) the call to action c) the review d) the view e) the storyboard

a) the preview

Hector wants to practice a relaxation technique before his presentation. Which of the following options should he avoid using? a) thinking about the things he wants to achieve b) stretching c) listening to his favorite music d) meditating e) counting backward from 100

a) thinking about the things he wants to achieve

What is one of the purposes of the preview in a presentation? a) to generate interest among the audience b) to gain buy-in on specific actions c) to identify the key decision makers in your audience d) to broaden the message enough to accommodate everyone's interests e) to provide examples, illustrations, analogies, and quotations to support the main point

a) to generate interest among the audience

Which of the following should be avoided during most presentations? a) turning off the lights b) speaking before the slide show c) interpreting the slides d) using blank slides e) standing to the side of the projection area

a) turning off the lights

In a business report, recommendations Multiple Choice address difficult-to-find secondary information. allow readers to know exactly where the information came from. are specific and based on facts. allow decision makers to examine the data themselves. are expressed in exaggerated language for effect.

are specific and based on facts.

The preview of a presentation should generally include a(n) Multiple Choice example of the PREP method. personalized case study. attention-getter. recap of the message. call to action.

attention-getter.

The beginning of your presentation is critical because Multiple Choice it helps gain audience buy-in on specific actions. it helps you identify the key decision makers in your audience. it helps you understand your audience members' chief concerns. audience members form quick impressions about you and your message during this time. audience members are more willing to take some type of risk during this time.

audience members form quick impressions about you and your message during this time.

In the context of reviewing your presentation for fairness, which of the following questions pertains to the facts of your presentation? a) Does the message offend or pressure in any way? b) Have you carefully considered various interpretations of your data? c) Would a neutral observer consider your communication respectful? d) Have you made recommendations to colleagues, customers, and consumers that are in their best interests? e) Have you fully disclosed information that colleagues, customers, or consumers should expect to receive?

b) Have you carefully considered various interpretations of your data?

Which of the following professionals is making effective use of slides during a presentation? a) Martha starts her presentation with a slide of a chart rather than with opening remarks. b) Juan displays a blank screen when he speaks for lengthy periods without referencing his slides. c) Roger uses animated effects every time he switches from one slide to another to jazz up the presentation. d) Amy stares at her slides and reads them word for word to the audience. e) Colin stands in front of the slide projection and talks about the content.

b) Juan displays a blank screen when he speaks for lengthy periods without referencing his slides.

Which of the following statements about headings is true? a) All types of reports, except survey reports, should include headings. b) Reports over five pages long are likely to require second-level headings. c) Headings should be structural, not descriptive of content. d) At a minimum, you should include third-level headings. e) If a report contains a table of contents, headings are unnecessary.

b) Reports over five pages long are likely to require second-level headings.

The first step in developing research-based business reports is a) converting secondary data in charts and tables. b) identifying what decision makers want to accomplish. c) collecting primary data through surveys. d) determining the format of the research report. e) collecting secondary data.

b) identifying what decision makers want to accomplish.

The main aim of your presentation is to draw support and a) prove how confident you are as a public speaker. b) influence key decision makers in your audience. c) analyze the motivational value systems. d) understand the various types of learners in your audience. e) involve your audience as little as possible.

b) influence key decision makers in your audience.

In order to design your slides to facilitate ease of processing a) use complex charts for complex information. b) limit your text to ten words per line. c) use at least three different fonts on every slide. d) provide as much information as possible on every slide. e) use at least one compelling image on every slide.

b) limit your text to ten words per line.

Felicia is creating a 60-page report for the senior managers in her department. To help her managers navigate such a lengthy report, she should a) include a SWOT analysis in her report. b) provide a structure that decision makers are familiar with. c) use the MLA documentation system instead of APA style. d) use several cause-effect statements throughout the report. e) use paraphrasing instead of direct quotation.

b) provide a structure that decision makers are familiar with.

Which of the following is the last step of the PREP method of justifying your views in a presentation? a) giving an example b) restating your position c) providing evidence d) stating your position e) providing reasons

b) restating your position

Connie, who works for a textbook company, has put together a presentation proposing that the company try to sell its textbooks to the untapped homeschooling market. She needs to present her idea to the executive committee. Considering the content of her presentation, which of the following people on the committee should she most try to influence? a) the human resources director b) the marketing director c) the production director d) the editorial director e) the design director

b) the marketing director

Why might a writer decide to create a business report in a slide deck format? a) to eliminate the cover and executive summary b) to make it visually stronger and more creative c) to avoid the need for navigational tools like headings d) to allow decision makers to see it in a presentation rather than read it e) to carry most of the recommendations in visuals rather than in text

b) to make it visually stronger and more creative

To ensure that the bar charts are formatted effectively, the bars should be about ______ the width of the space in between bars. a) three times b) twice c) equal d) half e) four times

b) twice

Presentations allow you to express your views in a(n) ______ environment. a) networked b) two-way c) many-to-one d) one-way e) one-to-one

b) two-way

Stories in presentations should typically last for a) five to ten minutes. b) less than 20 seconds. c) 30 seconds to one minute. d) three to five minutes. e) fifteen to twenty minutes

c) 30 seconds to one minute.

The view should be about ______ percent of the whole presentation. a) 30 to 35 b) 5 to 10 c) 85 to 90 d) 10 to 15 e) 45 to 50

c) 85 to 90

Khandi gives a presentation to advocate that her employer, Let-Us, Ltd., which offers services such as personal shopping and event planning to assist busy professionals, expand its offerings to include dog walking. Which of the following sentences is a call to action that Khandi might use at the end of her presentation? a) Most dogs need 30 to 60 minutes of exercise a day, but the average dog gets much less than that. b) Studies show that most pet owners feel guilty for leaving the animals alone too long while they are at work. c) For all these reasons, I propose we hire three dog walkers and begin offering this service by year's end. d) Many people view their pets as substitute children who have equal status to other family members. e) Did you know that the number of households with pets is increasing?

c) For all these reasons, I propose we hire three dog walkers and begin offering this service by year's end.

Which of the following should you do during a presentation? a) Stand in front of the slide projection area so you can point to it. b) Keep the previous visual on the screen when you speak for lengthy periods. c) Interpret your slides rather than just reading them. d) Avoid making a personal connection with your audience. e) Stand still as you talk to avoid distracting the audience.

c) Interpret your slides rather than just reading them.

What is the probable effect of using too many bullet points in a report? a) It makes the report seem like it lacks direction. b) It casts a shadow of doubt on the quality of data. c) It can create a choppy, staccato-like effect. d) It demonstrates your lack of originality in thought. e) It makes the report difficult to navigate.

c) It can create a choppy, staccato-like effect.

Which of the following statements about business reports is true? a) Preview statements help decision makers judge the quality of the data provided in business reports. b) A title page should be used in a business report to preview the report's most important contents. c) It is important to strike a balance between objectivity and positivity in a report. d) A business report should always use as many bulleted or numbered lists as possible. e) Precision in most business reports is the result of using the right documentation system.

c) It is important to strike a balance between objectivity and positivity in a report.

Nathaniel recently joined Anderson Enterprises, a multinational firm. He is confused about what to wear for a business meeting where he will have to make a presentation to important clients. Which of the following should Nathaniel wear? a) Nathaniel should wear a sports coat or blazer and khaki pants. b) Nathaniel should wear tailored pants and a button-down, collared shirt without a tie. c) Nathaniel should wear a conservative business suit with a dress shirt and a necktie. d) Nathaniel should wear chinos with a button-down, collared shirt and no tie. e) Nathaniel should wear a polo-type shirt with khakis and conservative footwear.

c) Nathaniel should wear a conservative business suit with a dress shirt and a necktie.

Which of the following statements about paraphrasing is true? a) In most situations, you should use direct quotations rather than paraphrasing. b) Paraphrasing is used to emphasize the credibility of the original speaker or writer. c) Paraphrasing involves using your own words to express the meaning of the original speaker. d) You must paraphrase when the original quotation contains a compelling combination of words. e) Paraphrasing helps you document references to others' ideas.

c) Paraphrasing involves using your own words to express the meaning of the original speaker.

Which type of visual should you use to display stock prices over time? a) a bar chart b) a clustered-column chart c) a line chart d) a table e) a pie chart

c) a line chart

Vicki begins her presentation on vacation policy by asking, "Have you ever been so busy that you couldn't take all your vacation time in a given year?" What type of attention-getter is this? a) an unexpected exercise b) a challenge c) a rhetorical question d) a vivid example e) a dramatic demonstration

c) a rhetorical question

Kyle's preview of his presentation has a statement that frames his message in appealing terms and a breakdown of the key takeaway messages for the audience. What is his preview missing? a) a demonstration of value b) a call to action c) an attention-getter d) a positioning statement e) a list of benefits

c) an attention-getter

During Macie's presentation, the manager of another department asked her for some statistics she did not have on hand. She promised to get it to him, looked up the statistics the next morning, and emailed them to him right away. Which aspects of credibility were enhanced by Macie's action? a) competence and caring b) competence and character c) caring and character d) competence and compliance e) caring and command

c) caring and character

What does low-level business casual dress project? a) productivity and trustworthiness b) authority and creativity c) creativity and friendliness d) productivity and friendliness e) authority and competence

c) creativity and friendliness

What does "F" stand for in the SOFTEN model of nonverbal communication in presentations? a) facing front b) first point c) forward lean d) friendly smile e) facial expression

c) forward lean

One advantage of open-ended questions is that they a) restrict respondents to rating scales and multiple choice. b) are easier for researchers to quantify and analyze than closed questions. c) help researchers understand an issue in more depth than closed questions. d) are more frequently used in surveys than closed questions. e) are more objective than closed questions.

c) help researchers understand an issue in more depth than closed questions.

Which type of question is designed to gain the response that the survey designer prefers and produces unreliable and unusable information as a result? a) open-ended b) exhaustive c) leading d) unambiguous e) closed

c) leading

When you lose your train of thought during a presentation, you should a) read from your slides instead of trying to interpret them. b) tell a few jokes to distract the audience. c) pause until you regain your composure and your line of thinking. d) start your presentation all over again. e) announce a short break that will allow you to collect your thoughts.

c) pause until you regain your composure and your line of thinking.

Compared to charts, tables are better for a) showing change over time. b) breaking a whole into parts. c) providing comprehensiveness and precision. d) highlighting a key idea. e) demonstrating a process with sub steps.

c) providing comprehensiveness and precision.

Which of the following raises the credibility of a report? a) designing the report for ease of use b) eliminating choppy bulleted lists c) providing supporting details for your conclusions d) avoiding the use of cause-effect statements e) using direct quotations rather than paraphrases

c) providing supporting details for your conclusions

Which of the following raises the credibility of a report? a) using the APA style instead of the MLA style b) shielding the urgency of the problem c) supplying the facts with precision d) stressing positivity rather than objectivity e) avoiding the use of cause-effect statements

c) supplying the facts with precision

Which of the following is a purpose of a positioning statement? a) to provide examples, illustrations, analogies, and quotations to support the main point b) to broaden the message enough to accommodate everyone's interests c) to demonstrate value to the audience d) to provide a recap of the key messages e) to identify the key decision makers in your audience

c) to demonstrate value to the audience

Which of the following statements about online surveys is true? a) Online surveys are typically conducted during secondary research. b) Getting dozens of responses through online surveys is time-consuming. c) Online surveys are always convenient and eliminate the need for paper-and-pencil questionnaires. d) Data from online surveys can be automatically dumped into a spreadsheet. e) Online survey technology is less likely to be used in the workplace than for personal use.

d) Data from online surveys can be automatically dumped into a spreadsheet.

Which of the following is a guideline to follow while reviewing a presentation for effectiveness? a) Make sure that your preview takes up the majority of your presentation time. b) Make sure that you start by telling the story of your company. c) Put all your information on the slides so you can just read them aloud. d) Double-check every aspect of your supplementary materials. e) Put compelling pictures or simple charts on every slide.

d) Double-check every aspect of your supplementary materials.

Which of the following statements about leading questions is true? a) In surveys, it is better to incorporate leading questions than non-leading questions. b) Leading questions are those that contain more than one idea. c) Leading questions allow respondents to provide their genuine thoughts or impressions. d) In surveys, leading questions produce unreliable and unusable information. e) Leading questions do not have an exhaustive range of possible answers

d) In surveys, leading questions produce unreliable and unusable information.

Which of the following is a guideline for fielding questions? a) Never admit that you do not know the answer. b) Defend your position no matter what the audience says. c) Provide detailed, lengthy explanations. d) Pause before answering a question. e) Avoid reframing the question to match your agenda.

d) Pause before answering a question.

How has report writing changed over the years? a) Professionals used to be more competitive about using their reports to advance their careers. b) In recent years, style and design have gained more importance over content. c) Reports are much smaller and more compact today than they were in the past. d) Reports must now be accessible to many different clients and constituents. e) In recent years, reports have become more minimal with regard to aesthetic standards.

d) Reports must now be accessible to many different clients and constituents.

Khandi gives a presentation to advocate that her employer, Let-Us Ltd., which offers services such as personal shopping and event planning to assist busy professionals, expand its offerings to include dog walking. She decides to use the PREP method of justifying this position. Which of the following is an example of the third step in the method? a) She describes how busy professionals view their pets as family members, almost like children. b) She opens by clearly proposing that Let-Us, Ltd. add dog walking to its list of services for busy professionals. c) She explains that many professionals feel guilty that their schedules do not allow them to give their pets enough attention. d) She cites a personal services company in another city that increased its business by adding dog walking to its services. e) She reiterates her position that adding dog walking to the company's services would increase business.

d) She cites a personal services company in another city that increased its business by adding dog walking to its services.

Which of the following is true of visual learners? a) They like loud, clear voices. b) They need group activities or hands-on activities. c) They believe emotion is best conveyed through voice. d) They enjoy gestures and metaphors. e) They make up the smallest proportion of the population.

d) They enjoy gestures and metaphors.

Which of the following is true of documenting secondary research sources? a) The list of research sources should be placed in the executive summary of the report. b) Statements that are paraphrased do not require documentation. c) The only thing that has to be documented is a direct quotation. d) Writers can use a variety of documentation systems, including MLA and APA styles. e) Ideas that are summarized do not require documentation.

d) Writers can use a variety of documentation systems, including MLA and APA styles.

Ernie has to submit a progress report about his project to his manager. What component should he put in the progress report that does not usually appear in other types of business reports? a) business objectives b) headings c) an executive summary d) accomplishments e) an introduction

d) accomplishments

Which of the following is related to the final step in the AIM planning process? a) analyzing your audience to make sure you are addressing their needs b) applying the story line approach to your presentation c) deciding how to speak to the audience in a way that is appealing and easy to follow d) constructing your message to focus on the key takeaway concepts e) developing your ideas by identifying the key facts and conclusions related to your topic

d) constructing your message to focus on the key takeaway concepts

Which of the following can damage the objectivity of a business report? a) eliminating the use of emotional adjectives b) putting numerical data in tables c) quoting experts on the subject d) recommending a rush to action e) using bullets to separate related points

d) recommending a rush to action

Which of the following guidelines makes a presentation more effective? a) starting your slides right away without preliminary remarks b) standing still as you talk so as not to distract the audience c) using the slides as the primary source of information d) speaking to your audience not the screen e) reading your slides rather than interpreting them

d) speaking to your audience not the screen

Which of the following is the first step of the PREP method of justifying your views in a presentation? a) providing evidence b) providing reasons c) giving an example d) stating your position e) restating your position

d) stating your position

What does it mean to demonstrate originality in thought when using secondary research to develop reports? a) to use indirect quotations when the quotation contains a particularly compelling combination of words b) to provide citations to indicate the information you have drawn from other sources c) to meld the ideas from two different sources in a way that keeps their true meaning d) to combine information from a variety of sources in novel and insightful ways e) to raise the credibility of your report by carefully dealing with cause-effect statements

d) to combine information from a variety of sources in novel and insightful ways

If you want your presentation to appeal to professionals with a green motivational value system, you should a) blatantly appeal to emotion. b) stress the benefits to different stakeholders. c) discuss immediate goals. d) use dispassionate, precise language. e) use relationship-centered terms.

d) use dispassionate, precise language.

Reports or guides that are issued by the government and organizations and that generally describe research about solving a particular issue are referred to as a) business books. b) scholarly journals. c) business periodicals. d) white papers. e) industry publications.

d) white papers.

APA and MLA are types of Multiple Choice indices. tone choices. documentation systems. bibliographies. research guidelines.

documentation systems.

Which of the following guidelines increases the effectiveness of a bar chart? a) Lighter colors should be used to represent your most important data series. b) Bars should be about half the width of the space in between bars. c) 3-D bar charts should be used to represent complicated numerical information. d) The baseline for bar charts should always be the first increment of the scale you are using. e) A legend should be used only if the chart has two or more data series.

e) A legend should be used only if the chart has two or more data series.

Emily included the following passage in her report: "Other mid-price restaurants in the Chicago area have achieved phenomenal success by offering several vegetarian options on their menus. I suggest that Family Feast test whether this approach will benefit us by gradually rolling out new menu choices, one at a time, over a six-month period. We can then do customer surveys to determine how the new dishes have been received." What should Emily change to make her report more objective? a) Change the six-month rollout period to a six-week period to obtain results more quickly. b) Replace the vague phrase "several vegetarian options" with the names of specific menu choices. c) Eliminate the subjective step of following up with customer surveys. d) Change the suggestion of a gradual, six-month rollout to an immediate overhaul of the menu. e) Change "achieved phenomenal success" to "improved customer satisfaction."

e) Change "achieved phenomenal success" to "improved customer satisfaction."

Which of the following statements about cover pages is true? a) Cover pages typically include the names of all the recipients. b) Cover pages consist of a list of first-level and second-level headings. c) Cover pages should summarize the most important contents of a report. d) The cover page is generally the least emphasized aspect of document design. e) Formal reports, regardless of length, always include a cover page.

e) Formal reports, regardless of length, always include a cover page.

Which of the following is a disadvantage of conducting primary research into a business problem? a) It is less pertinent to a business's particular problem. b) It is less reliable than secondary research. c) It cannot be influenced by preexisting opinions. d) It cannot make use of open-ended questions. e) It is more time consuming than secondary research.

e) It is more time consuming than secondary research.

Which of the following presenters interacts most effectively with the audience during a question-and-answer session? a) Malik always provides elaborate answers to audience members' questions. b) Ricardo changes the subject if someone asks him a question he does not know. c) Rebecca believes reframing questions to match her agenda is unethical. d) Barry answers questions without taking the time to think about them. e) Judith thanks each member of the audience who asks a question.

e) Judith thanks each member of the audience who asks a question.

At his last review, Lazar was told that his reports succeed at projecting a positive tone but do not seem objective enough. Lazar has asked you, as a trusted colleague, to give him advice on how to improve that aspect of his work. Which of the following will you tell him? a) Use tables and charts in your report to represent numerical information. b) Include an executive summary that provides the quick story of the report. c) Use bulleted or enumerated lists to reduce the density of information. d) Provide a well-designed table of contents. e) Provide information, analysis, and advice that is sound, reliable, and unbiased.

e) Provide information, analysis, and advice that is sound, reliable, and unbiased.

Which of the following is a guideline for reviewing business reports? a) Avoid getting others' perspectives on the report because different people have different opinions. b) Make sure that the report projects more positivity than objectivity. c) Avoid discussing the report with the ultimate decision makers. d) Review the report only if it deals with sensitive marketing strategies. e) Run through the report numerous times, each time considering a different perspective.

e) Run through the report numerous times, each time considering a different perspective.

Which of the following statements about scholarly journals is true? a) Scholarly business articles always provide useful information for common business problems. b) Scholarly articles rarely focus on theoretical and abstract issues. c) Scholarly journals rely on anecdotal evidence rather than carefully controlled experiments and survey research. d) Scholarly journals generally include a level of theoretical background that is easy to understand. e) Scholarly journals contain business research that is extremely reliable.

e) Scholarly journals contain business research that is extremely reliable.

The table of contents in a report contains a) section numbers with their corresponding page numbers. b) the introduction from each section of the report. c) topic sentences from each paragraph. d) all of the preview statements from each section of the report. e) all first-level headings and sometimes all second-level headings.

e) all first-level headings and sometimes all second-level headings.

The preview of a presentation should generally include a(n) a) example of the PREP method. b) call to action. c) recap of the message. d) personalized case study. e) attention-getter.

e) attention-getter.

Walter, the senior sales analyst at Polka People Apparel, wants to compare the sales volume of the company's Manhattan, Sacramento, and Las Vegas branches. This comparison will best be illustrated through a a) flowchart. b) pie chart. c) line chart. d) cone chart. e) bar chart.

e) bar chart.

Galaxy Corp. has hired Jason to conduct business research on recent trends in the healthcare industry. Jason regularly uses word processing software to document the information sources he uses. This practice will increase the ______ of Jason's research. a) accessibility b) relevance c) adaptability d) bias e) credibility

e) credibility

According to the SOFTEN model of nonverbal communication, which of the following gestures conveys warmth to the audience? a) lowering your shoulders b) putting your hands on your hips c) crossing your legs d) folding your arms e) keeping your arms to your sides

e) keeping your arms to your sides

To develop original reports, make sure that you avoid a) using cause-effect statements. b) including a problem statement. c) relying on summaries and paraphrases. d) using too many bar charts. e) plagiarizing in any form.

e) plagiarizing in any form.

Which of the following will help you ensure that your report is fair and effective? a) avoiding the use of direct quotations b) reviewing the entire report in just one sitting c) giving the emotional reasons for your recommendations d) giving more importance to positivity rather than objectivity e) reviewing your report from the perspective of decision makers

e) reviewing your report from the perspective of decision makers

When you are giving a presentation, your audience is likely to judge you as caring if you a) are honest about the sources of your information. b) have two or three well-developed takeaway messages. c) show that you clearly know what you are talking about. d) offer your views transparently. e) show that you are interested in the needs of your audience.

e) show that you are interested in the needs of your audience.

"A survey should have response choices that are exhaustive." This means that a) only one answer choice should be appropriate. b) the questions should suggest answers to the respondents. c) the survey questions and the choices should be long. d) more than one idea should be included in the question. e) the choices should include all possible answers.

e) the choices should include all possible answers.

Pavel is using the story line approach in his presentation. He says that the coffee shop chain he works for faces the challenge of improving its customer service orientation. After telling the story of a sandwich chain that trained its workers in a particular customer service approach, he says, "Within six months, their complaints dropped by half and their customer satisfaction increased by 18 percent." What aspect of a business story does that statement represent? a) the resolution b) the setting c) the characters d) the plot e) the moral or lesson

e) the moral or lesson

Which of the following is the best way to deliver presentations with authenticity? Multiple Choice engaging in frequent name-dropping throughout the presentation talking about your abilities and achievements to impress your audience finding ways to present your real self to your audience attempting to learn the presentation techniques of great speakers avoiding the use of notes as they can be perceived as a sign of weakness

finding ways to present your real self to your audience

Nearly all reports contain ______ to help readers quickly navigate through them. Multiple Choice copyright notices headings cover letters appendices memos

headings

The main aim of your presentation is to draw support and Multiple Choice prove how confident you are as a public speaker. influence key decision makers in your audience. involve your audience as little as possible. analyze the motivational value systems. understand the various types of learners in your audience.

influence key decision makers in your audience.

Which of the following techniques will help you make your presentation be about people? Multiple Choice reading from your slides and letting the audience interpret them as they like introducing colleagues and referring to them by name during your presentation engaging in frequent name-dropping to show your network of contacts using examples from your personal life rather than from business contexts avoiding the use of charts and tables in your slides because numbers are impersonal

introducing colleagues and referring to them by name during your presentation

For your presentation to be effective, you must summarize your ______ and reemphasize them several times. Multiple Choice key takeaway messages supporting details attention-getters examples and evidences rhetorical questions

key takeaway messages

In order to design your slides to facilitate ease of processing Multiple Choice limit your text to ten words per line. provide as much information as possible on every slide. use at least one compelling image on every slide. use complex charts for complex information. use at least three different fonts on every slide.

limit your text to ten words per line.

Decision makers are unlikely to take your report seriously when you Multiple Choice combine information from various sources in novel ways. use verbatim restatements from another source. make recommendations that are not explicitly linked to facts and conclusions. express in your own words the original idea of one of your research sources. weave together information from more than three sources.

make recommendations that are not explicitly linked to facts and conclusions.

When you lose your train of thought during a presentation, you should Multiple Choice start your presentation all over again. announce a short break that will allow you to collect your thoughts. read from your slides instead of trying to interpret them. tell a few jokes to distract the audience. pause briefly to regain your composure and your line of thinking.

pause briefly to regain your composure and your line of thinking.

People often misread body language, so you should Multiple Choice stand behind a podium and grip it to keep from waving your hands. avoid making gestures as much as possible. pay attention to your audience member's and adjust your presentation based on their reactions. plan your gestures ahead of time, the way you would choreograph a dance. smile as much as possible to show that you have good intentions.

pay attention to your audience member's and adjust your presentation based on their reactions.

To develop original reports, make sure that you avoid Multiple Choice plagiarizing in any form. relying on summaries and paraphrases. using cause-effect statements. using too many bar charts. including a problem statement.

plagiarizing in any form.

Which of the following raises the credibility of a report? Multiple Choice avoiding the use of cause-effect statements providing supporting details for your conclusions avoiding predictions using direct quotations rather than paraphrases eliminating bulleted lists

providing supporting details for your conclusions

The ______ Of data acquired through secondary research is how well it applies to your specific business problem? a. expertise b. reliability c. adaptability d. relevance e. biases

relevance

Which of the following actions during a speech is most likely to result in your audience judging you as caring? Multiple Choice having two or three well-developed takeaway messages being honest about the sources of your information showing that you clearly know what you are talking about offering your views transparently showing that you are interested in the needs of your audience

showing that you are interested in the needs of your audience

Which of the following guidelines makes a presentation more effective? Multiple Choice speaking to your audience not the screen standing still as you talk so as not to distract the audience using your slides as the primary source of information reading your slides rather than interpreting them starting your slides right away without preliminary remarks

speaking to your audience not the screen

Which of the following is one of the best ways to relax immediately before a presentation? Multiple Choice gazing at someone who looks skeptical to motivate yourself speaking with audience members to break the ice imagining what could go wrong so you can develop a plan pacing around the room to work off tension drinking milk because it is calming

speaking with audience members to break the ice

The recommendations made within a business report must be Multiple Choice simple and paraphrased. methodical and skeptical. complex and theoretical. general and abstract. specific and actionable.

specific and actionable.

Problem statements are most effective when Multiple Choice the contextual details in the statements conceal the urgency of the problem. they provide the unique context of the problem for the organization. they are placed at the end of the report as a review. they avoid using predictions and cause-effect statements. APA style is used for documentation instead of MLA style.

they provide the unique context of the problem for the organization.

What is one of the purposes of the preview in a presentation? Multiple Choice to provide examples, illustrations, analogies, and quotations to support the main point to identify the key decision makers in your audience to broaden the message enough to accommodate everyone's interests to generate interest among the audience to gain buy-in on specific actions

to generate interest among the audience

A compelling preview helps the audience listen to the whole presentation.

true

A report must be reviewed at least once for typos or mechanical errors.

true

A speaker who allows a question-and-answer period takes a risk, as audience members may ask difficult questions.

true

Achieving a positive, can-do tone in your communications is appropriate in nearly all business situations.

true

An executive summary tells the story of the report so the busy reader can get the gist of the content.

true

Documenting your sources for secondary research helps decision makers judge the quality of your data.

true

During a presentation, you should use gestures that show affirmation and acceptance of your audience members.

true

Having presence means commanding attention, garnering respect for your ideas, engaging your listeners, and even inspiring your audiences to action.

true

In order to design your presentation slides for ease of processing, limit the amount of information on any given slide.

true

Presentations put a spotlight on speakers, providing them with the opportunity to build credibility.

true

When using a story line approach to business presentations, the stories should connect facts with people and their business goals. T or F

true

While designing slides, use bold, italics, and other formatting features to make key phrases or key components in figures stand out.

true

Without a problem statement, reports lack direction and may be seen as unimportant.

true

You can raise the credibility of your report by providing supporting details for your conclusions.

true

Which of the following should be avoided during most presentations? Multiple Choice turning off the lights using blank slides standing to the side of the projection area interpreting the slides speaking before the slide show

turning off the lights

Presentations allow you to express your views in a(n) ______ environment. Multiple Choice two-way one-way one-to-one circular networked

two-way

A business writer who wants to help readers rapidly process and group the information in a report should Multiple Choice include a title page in the report. use MLA instead of APA documentation style. use bulleting and enumerated lists. include a memo of transmittal in the report. include a glossary in the back matter.

BCOM CH. 10 MC, BCOM CH. 11 MC, Quiz 12, Chapter 12 - BUSG240, Quiz 13, Chapter 13 - BUSG240, Quiz 15, Chapter 14 - BUSG240, Quiz 14, Chapter 15 - BUSG240

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