Choose the best answer from the options below.
Keep your eyes on your own computer screen, and remember
that it's cheating to email other internet users during the test.
Follow the link at the bottom to see the answers.
People are more likely to be persuaded by many weak arguments,
rather than a few good arguments, when they are:
- a) in a rush
- b) not particularly interested in the topic
- c) moderately concerned about the topic
- d) both a & b
If you're attempting to sell a customer an item from your
company's lineup of three models (the "economy," the
"midrange," and the "luxury" model), research
has demonstrated you will obtain higher sales figures by:
- a) starting at the bottom and moving up the line;
- b) starting at the top and moving down the line;
- c) starting at the middle and then allowing customers to
"own the decision" by moving up or down the line themselves.
Years of tracking political elections have revealed that the
single most reliable predictor of who will win an election is
the candidate who:
- a) is the most physically attractive;
- b) produces the greatest number of negative or "attack"
ads against his opponent;
- c) has the most active and committed volunteer base;
- d) spends the most time focusing on the issues.
Research has shown the general relationship between self-esteem
and persuadability to be:
- a) people with low self-esteem are the most persuadable;
- b) people with average self-esteem are the most persuadable;
- c) people with high self-esteem are the most persuadable.
Imagine you are the (unlucky) campaign manager of a political
candidate who has recently lost the public's trust. Now imagine
that the candidate wants to rebuild his reputation through profiling
himself as a tough crime-fighter. Of the following choices, which
would be the best way for your candidate to start his next ad?
- a) "My opponent has not gone far enough in fighting
crime . . ."
- b) "Many have supported my ability and willingness to
fight crime . . ."
c) "Although my opponent has a good record of fighting crime,
. . ."
Imagine you are a financial advisor, and you believe that
a young client of yours is invested too conservatively. In order
to persuade her to invest in riskier, high-return investments,
you should concentrate on describing:
- a) how others like her have made similar mistakes (appeal
- b) what she stands to gain if she invests in riskier options
(appeal to greed);
- c) what she stands to lose if she does not invest in riskier
options (appeal to loss).
Research has demonstrated that jurors are most persuaded by:
- a) an expert witness who uses easy-to-understand terms;
- b) an expert witness who speaks in incomprehensible language;
- c) a witness who speaks with conviction.
If you have a new piece of information, when should you mention
a) before you present the information
b) in the middle of the presentation of the information
c) after the presentation of the information
d) you should not mention that it is new information.
Imagine you are presenting your case, and that you are coming
to the part
of your presentation that contains good, strong arguments for
position. How quickly should you speak?
a) you should speak very rapidly
b) you should speak somewhat rapidly
c) you should speak at a moderate rate
d) you should slow down
Which of the following excuses has been found to be the most
effective way to get out of a traffic ticket in court?
a) Admission of guilt, followed by an apology, such as "I
did change lanes without turning on my signal, and I apologize
b) Apology with a denial of intent: "I'm sorry I changed
lanes without turning on my signal--I didn't intend to break
the law, it's just that I was changing lanes quickly to avoid
c) Pointing out that the infraction was the result of the driving
environment or another motorist: "Another driver abruptly
cut me off and I had to move out of his way quickly. I didn't
have time to put on my signal."
d) Citing lack of knowledge combined with giving consensus information:
"I didn't realize that signals had to be used even when
no other cars are following closely. Virtually nobody uses signals
when changing lanes in light traffic."
Copyright © 1997 by Kelton Rhoads, Ph.D.
All rights reserved.
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