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Interpersonal Persuasion

Multiple Choice Quiz



1

Which variable of interpersonal persuasion is concerned with how individuals in a relationship feel towards each other?
A)attraction
B)dominance
C)involvement
D)situation
2

Which compliance-gaining strategy uses the credibility of the persuader to influence the receiver?
A)rewarding activities
B)punishing activities
C)expertise techniques
D)activation of internalized commitments
3

Which sequential request strategy of interpersonal persuasion uses a small initial request, followed by a larger request in order to win acceptance of the larger request?
A)foot-in-the-door
B)door-in-the-face
C)rewarding activities
D)expertise techniques
4

Which step of Anderson's model of personal selling includes choosing an appropriate persuasive strategy for the sales presentation?
A)prospecting and qualifying
B)planning the sales call
C)approaching the prospect
D)making the sales presentation
5

Which step of Anderson's model of personal selling uses a series of leading questions that lead to the final question of purchase?
A)negotiating resistance or objections
B)closing the sale
C)servicing the account
D)all of the above
6

Which step of Anderson's model of personal selling secures the commitment of the client to the product or service of the persuader?
A)negotiating resistance or objections
B)closing the sale
C)servicing the account
D)none of the above
7

Which step of Anderson's model of personal selling includes identifying customers who need or want the products or services the persuader is offering?
A)prospecting and qualifying
B)planning the sales call
C)approaching the prospect
D)making the sales presentation
8

Which type of interview question provides a great deal of freedom to the respondent in answering the question?
A)open
B)closed
C)primary
D)secondary
9

Which method of resolving disputes uses the legal system to resolve differences between individuals?
A)avoidance
B)arbitration
C)litigation
D)negotiation
10

Which strategy of negotiation involves exchanging certain bargaining objectives for others?
A)information management
B)arbitration
C)concessions
D)positioning




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