If you will be delivering a sales presentation, it is highly recommended that you take
time to establish a relationship with your client before you give the presentation.
Answer:
A “disfluency” is an utterance that adds no meaning to a statement, but creates an
impression that the speaker is not very competent.
Answer:
When Jolene uses clear, direct, and specific statements to explain to her subordinates
how to complete a task, she is using low-level abstractions.
Answer:
A “yes, and” answer is often an effective response to a complaint or negative question.
Answer:
The text defines manipulation as “honestly and openly convincing someone to think or
act in a desired way.”
Answer:
A feasibility report should delineate the criteria that were used to evaluate alternative
courses of action.
Answer:
The textbook indicates that consensus is the best approach to decision making.
Answer:
A spatial pattern is appropriate for almost any topic you might talk about.
Answer:
The structured interview allows the interviewer to follow up any intriguing or unclear
answers that may arise.
Answer:
In polychronic cultures, being punctual is not considered important at all.
Answer:
If you believe you are being sexually harassed, the first thing you should do is to file a
legal complaint.
Answer:
If you plan to use visual aids, especially technology, you can cut back dramatically on
the time you spend rehearsing.
Answer:
Graphs are capable of showing a large amount of data without becoming cluttered.
Answer:
You can unintentionally reveal your anger to a colleague through your body movement,
even though you haven’t said a word.
Answer:
It is usually a good idea to accompany the statistics you use in a presentation with a
visual supplement.
Answer:
An effective cover letter will highlight one or two of your accomplishments that are
relevant to the job you’re applying for and will back up your claim with objective
evidence.
Answer:
Surveys show that speakers who are nervous consistently receive written evaluations
that are significantly lower than speakers who are not nervous.
Answer:
Frequently it is the candidate with the best communication skills, rather than the
candidate with the most experience, who gets the job offer.
Answer:
Except for remarks that will be recorded by the press or used in legal proceedings, a
good rule of thumb is: “Don’t read your presentation.”
Answer:
An efficient way to use your time at a job fair is to visit the booths of your first-choice
employers first, with a notebook in hand, and ask the representative to explain what the
employer does.
Answer:
According to communication expert Susan Peterson, good listening is 80-90% of what
makes a leader effective.
Answer:
A boss who says, “If you sleep with me you’ll get your raise,” is engaging in a type of
harassment called quid pro quo.
Answer:
A smart business strategy is to avoid apologizing for mistakes so others will be under
the impression that you have not made any mistakes.
Answer:
While clear language is often preferable, your text suggests that there are a few
situations in which deliberate ambiguity is a valid approach.
Answer:
An important part of audience analysis is to find out what your listeners know and
don’t know.
Answer:
It is easier to generate audience buy-in with a monologue than with a guided
discussion.
Answer:
Hidden agendas refer to topics of discussion during secret meetings between group
members.
Answer:
A common example of the chronological organizational pattern is giving instructions.
Answer:
Groupthink is a term that means “a group’s optimal level of cohesion.”
Answer:
In most interviews, the interviewer is expected to control the flow of the conversation.
Answer:
Even if the meeting has been productive, the leader should follow up on the
assignments given to group members to be sure they are being performed.
Answer:
One effective way to make a visual aid for an oral presentation is to enlarge a table
from a book or written report.
Answer:
According to the “Fairness Approach,” we can test the ethics of a message by asking
whether we have chosen the one action that a Higher Power tells us is right.
Answer:
An effective toast should poke fun at the person being honored in a slightly offensive
manner.
Answer:
We are born with the ability to listen, so there is no need to take a class in listening.
Answer:
Successful negotiators prepare for a negotiation ahead of time by distinguishing their
means from their ends.
Answer:
When you are preparing to participate in a win-win negotiation, it is advisable to
prepare your statement of your goals ahead of time and even to practice stating it.
Answer:
A key advantage of majority-vote decisions is that they ensure support from everyone
in the group.
Answer:
If you memorize every word of your presentation, your voice will show expressiveness
and your speech will sound natural.
Answer:
It’s better to assign a task to individuals than to a group if the participants tend to be
‘social loafers.”
Answer:
A good measure of whether a particular message is ethically persuasive is:
A. it strengthens your claim.
B. it is psychologically appealing to audience members.
C. the information is accurate, and the recipient is truly free to make a choice.
D. it is a popular belief or action.
Answer:
In an employment interview, which of the following would be the best answer to the
question, “What is your greatest weakness?”
A. “I eat too much chocolate.”
B. “I hate to sound so sure of myself, but I’ve been a receptionist for so many years that
I don’t think I have any weaknesses as far as this job goes.”
C. “I had some troubles in my last job, but they were all caused by my boss, who was
such a micro-manager.”
D. “Sometimes I tend to be too much of a perfectionist, so I’m hesitant to let my
subordinates work without close supervision. But I know it’s important to let them have
autonomy, so I’m learning to give them more chances to work independently.”
Answer:
An advantage of “powerful” speech is that it
A. sounds considerate.
B. helps the speaker achieve relational goals.
C. tends to create a sense of good will.
D. creates an impression that you are a person with authority and conviction.
Answer:
Networking refers to
A. tennis tournaments run by the organization.
B. developing contacts to gain career information and to help others in their careers.
C. paying more attention to your boss than to your administrative assistant.
D. comparing several software programs and selecting the best one.
Answer:
All of the following are associated with team productivity EXCEPT
A. All team members are encouraged to participate.
B. Team has cooperative orientation.
C. Subgroups are integrated into the team as a whole.
D. Members are told to remain quiet unless they can contribute a well researched idea
with proven results.
Answer:
Coercive power is a function of
A. a person’s job title.
B. the consequences a person can impose.
C. a person’s intelligence.
D. the degree to which a person is respected.
Answer:
To avoid confusing your listeners, limit each main point of your presentation to one
single idea.
Answer:
One advantage of using a dry erase board is:
A. you can take the material home with you at the end of the presentation.
B. you can keep eye contact with the audience as you write.
C. the visual will be prepared ahead of time.
D. you can record information that comes up on the spot.
Answer:
When a conflict arises in Rosie’s work group, she simply denies that a problem exists.
Which of the following approaches to conflict is she using?
A. avoiding
B. accommodating
C. competing
D. compromising
Answer:
According to the text, which of the following would NOT be an appropriate way to
manage questions from the audience?
A. Clarify confusing questions before you answer them.
B. Address your answer only to the individual who is asking the question.
C. Follow the last question with a summary.
D. Start the question session with a question of your own.
Answer:
What type of questions would most likely encourage comments from normally quiet
people?
A. overhead questions
B. direct questions
C. reverse questions rephrased as overhead questions
D. relay questions
Answer:
The trait approach to leadership presents the idea that individuals have biologically
innate qualities that predispose them to leadership positions. According to research, the
best predictor of leadership is
A. desire for leadership.
B. physical attractiveness.
C. intelligence.
D. No personal trait has been found that can accurately predict leadership.
Answer:
When confronted with the criticism “You’re never back from lunch on time,” which of
the following statements acknowledges a critic’s perception as valid, yet does not agree
with the critique?
A. “You’re right; it was after 1:00 when I returned from lunch.”
B. “You weren’t back on time yourself; you couldn’t know.”
C. “It must seem like I’m never back on time. The boss has asked me to cover the
phones in his office from 1 – 1:30 every day, so I don’t get back to this office right
away.”
D. “You’re partly to blame–you weren’t back by 12, so I couldn’t leave on time.”
Answer:
Manager Bland gave the following instructions to Jared:
“I’d like you take on more responsibility. So far, you’ve only been dealing with minor
tasks such as drawing up daily schedules and mailing out customer refunds. Starting
with your shift on Tuesday, I’d like you to assist Kevin with brainstorming new means
of customer outreach and with designing a sticky web site for our PRNG program.”
Manager Bland’s instructions include all of the following types of language EXCEPT
_________.
A. low-level abstractions
B. jargon
C. high-level abstractions
D. slang
Answer:
Jeremiah wears torn blue jeans, sandals, and a muscle shirt to his interview for a job as
a computer technician. A large tattoo is clearly visible on his neck. We can conclude
that
A. the interviewer will assume that Jeremiah will be professional and well-organized on
the job.
B. if Jeremiah answers the interview questions effectively, the interviewer will not pay
attention to Jeremiah’s appearance.
C. Jeremiah’s appearance proves that he is sloppy and untrustworthy.
D. if the interviewer is negatively impressed by Jeremiah’s appearance, he is likely to
attribute additional negative characteristics to Jeremiah.
Answer:
Which of the following is NOT suggested by your text as a way to enhance your
credibility?
A. Focus on important differences between your views and those of the audience.
B. Demonstrate your competence.
C. Earn the trust of your audience.
D. Present your ideas in an impartial manner.
Answer:
Our own culture’s standards are usually
A. not obvious to us.
B. easy for us to describe.
C. meaningless.
D. strange.
Answer:
A disadvantage of a structured interview is that
A. the possible answers are limited.
B. there is an opportunity to follow up with secondary questions on topics that turn out
to be interesting to the interviewee.
C. it’s easy to get sidetracked and go off on tangents.
D. it takes more training to conduct structured interviews than any other form of
interview.
Answer:
Which of the following is NOT an advisable way to treat opposing evidence when your
listeners are highly informed about your topic?
A. Bring up opponents’ arguments and refute them.
B. Discuss both sides of the issue so it won’t seem as if you are ignorant.
C. Do not bring up any evidence or ideas that oppose your point of view.
D. If listeners are hostile, compare your ideas to theirs, and explain why your ideas are
more desirable.
Answer:
Jules wants to present a new method for closing the engine room at night. He states
that his plan is effective because it meets three standards: his method is safe, efficient
and cost effective. Jules is using the _______________________ organizational
pattern.
A. motivated sequence
B. spatial
C. coercive
D. criteria satisfaction
Answer:
One good reason to take a competing approach to conflict is:
A. The other party is more powerful, so you know you are going to lose.
B. Your goals are trivial.
C. Both parties want to build a long-term working relationship.
D. You need to enforce an unpopular, but ethical and necessary action.
Answer:
All of the following are true about distributing handouts to accompany your
presentation EXCEPT:
A. listeners will have a printed record of your ideas.
B. you can provide your audience with more details than you have time to talk about in
your presentation.
C. your listeners won’t need to take notes.
D. passing out handouts during the talk increases the chance that audience members
will be looking at you during the presentation.
Answer:
Dmitri doesn’t like Val, one of his co-workers. Dmitri started to send an e-mail to his
workgroup, falsely accusing Val of stealing company supplies. Before clicking “Send,”
Dmitri re-read his message. He decided to delete the message instead of sending it,
fearing that his work team members might consider his e-mail to be inappropriate.
Which ethical consideration did Dmitri use in his decision to behave in a principled
manner?
A. Publicity Test
B. Common Good approach
C. Professional Ethic
D. Utilitarian approach
Answer:
The text identified a number of effective methods for managing audience questions
during and after the presentation. Which of the following was described as an effective
method in the text?
A. Wait for the audience to start the ball rolling.
B. Address your answer only to the individual asking the question.
C. Never summarize your remarks.
D. Anticipate likely questions.
Answer:
If you use threats in an attempt to persuade an individual into action, which of the
following tactics would you be using?
A. coercion
B. persuasion
C. manipulation
D. propaganda
Answer:
Effective downward communication
A. can be used to give employees feedback about their performance.
B. is unnecessary when things are running well in an organization.
C. is delivered too frequently by most managers.
D. takes very little time or effort.
Answer:
Which of the following is NOT conducive to team productivity?
A. Team spends time evaluating its solutions and decisions.
B. Teams are given an urgent deadline for coming up with a solution.
C. Norms encourage high performance.
D. Team has enough time to accomplish its goals.
Answer:
A good way to reduce equivocal misunderstandings is:
A. If you are the receiver, double check the sender’s meaning of equivocal terms.
B. If you are the sender, use lower-level abstractions to clarify the meaning of equivocal
terms.
C. If you are in a multicultural context, ask the receiver to verify their understanding of
your message, especially if their nonverbal suggest confusion.
D. All of these are useful strategies for reducing equivocal misunderstandings.
Answer:
When employees don’t understand the unspoken rules of the organization they work
for, this often results in
A. fewer complaints.
B. customer satisfaction.
C. reduced productivity.
D. a reduced amount of gossip.
Answer:
As you begin to develop your presentation, you should determine whom you want to
influence and what reaction you want from them. This is called a ____________.
A. general goal
B. specific goal
C. rationale
D. thesis statement
Answer:
All of the following are typical characteristics of an oral speaking style EXCEPT:
A. long, flowery sentences.
B. personal pronouns.
C. active voice.
D. addressing listeners by name.
Answer:
According to Hersey and Blanchard’s life-cycle theory, leaders should
A. treat older members with more respect than they treat younger members.
B. micro-manage, even with highly independent workers.
C. manage all employees the same way.
D. use a directive, task-oriented approach with members who aren’t yet ready to work
independently.
Answer: