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

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

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

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

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

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

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

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

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

The "yes technique" is used to .

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

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

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

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

Analogies can be used to reason inductively.

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

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

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

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

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

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