Student Center | Instructor Center | Information Center | Home

Interviewing: Principles and Practices, 10/e

Charles J. Stewart, Purdue University--West Lafayette
William B. Cash, National Louis University--Evanston

The Persuasive Interview

Quiz


1	According to Richard Johannesen, ethical issues focus on attitudes concerning right and wrong, goodness and badness, in human conduct.

		A)	TRUE
		B)	FALSE

2	In Great Britain it is considered to be incorrect to be 5 to 15 minutes late.

		A)	TRUE
		B)	FALSE

3	Most Americans follow "interaction rituals" and are slow in making commitments.

		A)	TRUE
		B)	FALSE

4	Stewart and Cash claim there is no better overall guideline or code than the golden rule.

		A)	TRUE
		B)	FALSE

5	A yes-yes approach is a two-sided approach.

		A)	TRUE
		B)	FALSE

6	When using induced compliance theory, you hope participation in counteractivities will bring about

		A)	trust.
		B)	psychological reactance.
		C)	motivation.
		D)	self-persuasion.
		E)	critical thinking.

7	Reasoning from example is based on

		A)	a sampling of a class.
		B)	points of comparison.
		C)	authoritative evidence.
		D)	causal elements.
		E)	none of the above.

8	Begin the trial closing

		A)	when you have presented your solution to the problem.
		B)	as soon as possible.
		C)	after a contract is signed.
		D)	when time is nearly up.
		E)	before objections are raised.

9	Establish criteria

		A)	while creating a need or desire.
		B)	during the contract phase.
		C)	between presenting the solution and the closing.
		D)	while presenting your solution in detail.
		E)	between creating a need and presenting a solution.

10	"Shock absorber" phrases

		A)	reduce the sting of critical questions.
		B)	reduce "sticker shock" in sales interviews.
		C)	reduce the emotional reaction to traumatic situations.
		D)	reduce skepticism toward "sales people."
		E)	reduce hostility during confrontations.

11	Our ways of viewing people, places, things, events, and issues are called our .



12	Values are fundamental beliefs about ideal and modes of behavior.



13	The greater the or commitment involved in your proposal, the greater the likelihood an interviewee will not only expect but demand proof.



14	Psychological discomfort is often referred to as in balance or consistency theories.



15	Orientation is essential when there is no between parties and no arrangements are made ahead of time.

2003 McGraw-Hill Higher Education
Any use is subject to the Terms of Use and Privacy Policy.
McGraw-Hill Higher Education is one of the many fine businesses of The McGraw-Hill Companies.