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Multiple Choice Quiz
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1
Which of the following are ways you can capitalize on an objection?
A)use it to clarify your own points
B)review the proposal's advantages
C)isolate the motive behind the objection
D)all of the above
2
What is the theory operating when people respond negatively when someone tries to restrict a behavior they want to engage in?
A)induced compliance
B)psychological reactance
C)balance
D)identification
3
Which of the following types of evidence are statements from those who have joined, attended, purchased, signed, or believed something?
A)statistics
B)examples
C)testimonials
D)definitions
4
Ethical issues focus on value judgments concerning which of the following?
A)degrees of right and wrong
B)degrees of goodness and badness
C)both A. and B.
D)none of the above
5
Which of the following is NOT one of the five interrelated conditions for persuasion your proposal must meet?
A)consistent with the interviewees beliefs, attitudes, and values
B)benefits must be equal to objections
C)no better course of action in available
D)must be feasible, workable, practical, or affordable





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