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CHAPTER SEVENTEEN
SPEAKING TO PERSUADE: MOTIVATING AUDIENCES
True-False
T F 1. Long-term incentives are benefits that listeners gain over a period of time after
agreeing to the speaker’s proposal.
T F 2. In the actuating speech, the action takes place at or near the conclusion.
T F 3. The part of the motivated sequence which identifies the problem is called the
visualization step.
T F 4. A speaker uses the need step to present the problem of an actuating speech.
T F 5. The thesis of an actuating speech includes the problem, solution, and visualization
steps.
T F 6. The motivated sequence was developed in the 1930’s as a training approach for
sales personnel.
T F 7. Summaries make extremely effective conclusions for actuating speeches.
T F 8. Subjective phrases such as “I think,” or “In my humble opinion,” are positive
motivational devices when used to persuade listeners in speeches to actuate.
T F 9. In actuating presentations, speakers should clearly state the specific purpose
containing the requested action at the end of the introduction.
T F 10. A short term incentive is a device which speakers use to provide immediate
reinforcement of ideas.
T F 11. Circulating bumper stickers with the slogan, “I brake for animals,” would be a
long-term incentive to support a speech on animal rights.
T F 12. A persuasive speaker cannot be completely successful unless listeners experience
an emotional connection to the topic.
T F 13. Due to the nature of the persuasive speech, vivid language should not be used.
T F 14. The introductory phase of the speech to actuate is the satisfaction step.
T F 15. The speaker can influence listeners by explaining the harmony between the
speaker’s proposal and the audience beliefs and values.
T F 16. According to the text, persuasive actuating speeches should use more emotional
than logical appeals.
T F 17. A good introduction for an actuating speech should start with phrases like “I’m
going to prove,” or “I’m going to actuate you...”
T F 18. The text suggests that for actuating speeches, there is no such thing as an
overworked topic.
T F 19. According to the text, you can employ emotional examples, vivid language, and
expression in your persuasive speeches.
T F 20. The specific purpose of the speech, “Genocide in Sudan,” was to actuate
listeners to donate money to an international aid fund.
T F 21. One of the problems presented in the speech, “Genocide in Sudan,” was the
indifference of the world community to the atrocities occurring in Darfur.
Multiple Choice
22. “Picture the future” would be a phrase which describes what organizational level of
the motivated sequence?
a. the attention step
b. the need step
c. the satisfaction step
d. the visualization step
e. the action step
23. In the motivated sequence, Satisfaction Step is another term for
a. problem
b. picture the future
c. behavior
d. solution
24. What statement best describes the specific purpose and thesis in a speech to actuate?
a. They are not stated at the end of the introduction
b. Only the specific purpose is stated at the end of the introduction.
c. Both are clearly stated at the end of the introduction.
d. Only the thesis is stated at the end of the introduction.
25. In an actuating speech about saving whales, a short-term incentive would be
a. telling listeners how whales benefit the environment.
b. giving listeners a refrigerator magnet with a phone number or email for the
“whale watch association.”
c. asking listeners to write letters urging Congress to pass stricter laws.
d. all of the above
e. none of the above
26. Long-term incentives are
a. explanations of what listeners have to gain from a speaker’s proposal.
b. benefits gained over a period of time.
c. explanations of the advantages of an idea after listeners agree with the
speaker’s proposal.
d. all of the above
e. none of the above
27. The specific purpose of the speech entitled, “Genocide in Sudan,” was
a. to get listeners to become aware of problems in Africa
b. to ask listeners to give to the International Red Cross
c. to urge audience members to be more aware of current events
d. to urge listeners to sign a letter
28. Which statement represents a long-term incentive for listeners who support tax
deductions for adopting stray pets?
a. “Deductions would provide financial assistance to individuals who adopted
stray animals.”
b. “I have a lapel button that I’m going to give to each of you. It says, ‘Adopt a
stray pet.’”
c. “I have a bumper sticker for you to put on your car.”
d. all of the above
e. none of the above
29. “Let me tell you what others are doing to help...business groups sponsor breakfasts on
Monday, Wednesday, and Friday mornings. Church groups, private organizations,
and concerned individuals sponsor one main meal a month for the 350 to 500 hungry
people.”
This excerpt from an actuating speech is an example of the
a. attention step
b. need step
c. satisfaction step
d. visualization step
e. action step
30. The part of the motivated sequence which identifies the problem is called the
a. attention step
b. need step
c. satisfaction step
d. visualization step
e. action step
31. The individual who developed the motivated sequence was
a. Maslow
b. Freud
c. Monroe
d. Selye
32. The motivated sequence is used most often in
a. the speech to convince
b. the speech to stimulate
c. the speech to actuate
d. the speech to inform
33. A travel agent who is trying to sell a Caribbean travel package by saying, “You’ll
come home with a beautiful tan,” is using which appeal on Maslow’s hierarchy of
needs?
a. Physical.
b. Safety and security.
c. Love.
d. Esteem
e. Self-actualization.
34. A car salesperson who focuses on airbags, seatbelts, and keyless entry systems is
using which appeal on Maslow’s hierarchy of needs?
a. Physical.
b. Safety and security.
c. Love.
d. Esteem
e. Self-actualization.
35. According to the text, effective research for a speech to actuate is/are
a. selecting audiovisual aids for variety.
b. exploring topics from current events.
c. finding a topic that allows listeners to perform a specific action.
d. all of the above
e. none of the above.
36. The conclusion of an actuating speech should
a. be forceful.
b. provide details of the action.
c. combine an appeal with another strategy.
d. all of the above.
e. none of the above.
37. In an actuating speech, analyzing the audience includes
a. making the topic central to the speech.
b. allowing the audience to develop attitudes as the speech goes on.
c. planning alternative strategies if the audience resists solutions.
d. all of the above.
e. none of the above.
Matching
38. Match the motivational appeal on the left to the appropriate level of Maslow’s hierarchy on
the right. use each item only once.
A. “All of us can preserve the beauty of nature by
volunteering to clean up our highways, lakes, and
rivers.”
(D) Physical
B. “When you give to someone, you get something in
return; you have the satisfaction of knowing that
someone else is better off because of you.”
C. “Cleaning up our rivers makes the environment safer
for our families and friends.”
D. “Imagine going to the beach one day for swimming
and relaxation with friends. Think how you would
feel if you saw a sign posted that said: ‘Warning:
Swimming Not Allowed Today Due to Hazardous
Waste.’”
E. “Our water resources are precious; the streams are
breeding grounds for tadpoles and fish; our rivers
provide channels for melting snow; our lakes give
life to tiny organisms, plants, and fish; and the
oceans sustain the life of great sea animals like
whales, turtles, porpoises, and sharks.”
(C) Safety and Security
(E) Love
(B) Esteem
(A) Self-actualization
Essay
39. Choose a topic which would be appropriate to an actuating speech. Discuss the strategies
you would use to motivate your listeners. In your answer, provide specific motivational appeals.
a topic and building this important motivational presentation.
you explain each phase of the organizational plan.
42. Describe Maslow’s hierarchy of needs and provide a specific example of each level.
43. Explain the differences between long-term and short-term incentive and discuss how and
why you might use each.
Online Chapter Quiz Questions
Speaking to Persuade: Motivating Audiences
Chapter 17
True False
1. Incentives that motivate listeners and provide immediate reinforcement of ideas are called
short-term incentives.
2. The motivated sequence is a persuasive organizational tool that has four steps.
3. The motivated sequence was originally developed to train sales people.
4. In a persuasive actuating speech, the visualization step refers to the use of visual aids
5. A speaker who has identified and developed the problem should then use the satisfaction step
to provide a solution to the problem.
Multiple Choice
6. Abraham H. Maslow organized human drives into five levels called the
a. motivated sequence
b. hierarchy of needs
c. logical arguments
d. means of persuasion
7. The need step of the motivated sequence develops
a. an action
b. a solution
c. a problem
d. the future
8. The visualization step of the motivated sequence describes
a. an action
b. a solution
c. a problem
d. the future
9. Benefits that listeners gain over a period of time after agreeing to a speaker’s proposal are
a. stimulants.
b. short-term incentives.
c. long-term incentives.
d. needs.
10. According to the text, the thesis of an actuating speech should preview how many main
points?
a. one
b. two
c. three
d. five
Fill in the Blank
11. When building the persuasive actuating speech, it is recommended to
avoid_________________ topics.
12. The who, what, where, when, why and ho of the motivated sequence is the
__________________ step.
13. The first step that occurs immediately in the introduction is called the
_______________________,
14. The highest level of Maslow’s hierarchy of needs is called ______________________.
15. The lowest, most basic level of Maslow’s hierarchy are the ______________________.
Answers
