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Chapter 11
1) Which of the following statements about presentations internal to company is NOT true?
A) They are typically made to a small group of employees, including your peers.
B) They include your coworkers in the audience.
C) They are generally used to explain a procedure.
D) They are typically made to large groups to update the audience about new products.
E) They usually provide status on a project.
Answer: D
Explanation:
D) This statement describes external presentations.
2) Presentations external to the company ________.
A) can only be made to small audiences
B) must be made to large audiences
C) are not designed to sell products
D) usually give a status report to a small group of coworkers
E) may be used to win a contract
Answer: E
Explanation:
E) External presentations can be made to small or large groups and are typically used to
update an audience about new products and programs. Some external presentations are made
to win a contract or sell products.
3) ________ presentations are perhaps the most common type of business presentations.
A) Persuasive
B) Informative
C) Educational
D) Impromptu
E) Spontaneous
Answer: A
Explanation:
A) Their purpose is to convince the audience to do something.

4) Nikki is giving a presentation for a large group of customers. She is introducing her
company's latest product line, and her hope is that she will convince some of her audience to
place orders. Nikki is giving a(n) ________.
A) business plan presentation
B) new product development proposal
C) sales presentation
D) informative presentation
E) educational presentation
Answer: C
Explanation:
C) A sales presentation is a typical type of persuasive presentation.
5) Marjorie has an idea for a great new entrepreneurial venture. She comes up with a strategy
for achieving her goals, and presents her ideas to investors who she hopes to convince to help
bankroll her idea. Marjorie is giving a(n) ________.
A) business plan presentation
B) new product development proposal
C) sales presentation
D) informative presentation
E) educational presentation
Answer: A
Explanation:
A) A business plan presentation is a typical type of persuasive presentation.
6) The purpose of all of the following presentations is to convince the audience to do
something EXCEPT
A) persuasive presentation
B) informative presentation
C) sales presentation
D) business plan presentation
E) new product development presentation
Answer: B
Explanation:

B) The purpose of persuasive presentations is to convince the audience to do something. The
other choices are typical types of persuasive presentations. In an informative presentation,
you explain new policies or procedures or offer training.
7) Larry is pitching the idea to his company to create a product that is not yet represented in
its line. Larry's purpose in this presentation is to ________ his audience.
A) educate
B) learn from
C) inform
D) persuade
E) congratulate
Answer: D
Explanation:
D) A new product development proposal is a type of persuasive presentation that seeks to
convince your audience to move forward with production of your product.
8) In a(n) ________ presentation you might be asked to explain new policies and procedures
to your coworkers.
A) sales
B) new product development
C) informative
D) persuasive
E) educational
Answer: C
Explanation:
C) In formative presentations might also involve training new employees, or presenting your
findings to the executive members of your company.
9) Carol works in the Human Resources department of her company. One of her job
responsibilities is offering biweekly presentations to train new employees. In these cases
Carol is giving ________ presentations.
A) informative
B) educational
C) persuasive
D) external
E) executive

Answer: A
Explanation:
A) In an informative presentation, you might be asked to explain new policies and procedures
to your coworkers, or offer training to new employees. At the highest level, you may be
asked to present your findings to the executive members of your company.
10) A(n) ________ is a presentation used to teach your coworkers how to perform a task at
which you are an expert.
A) external presentation
B) informative presentation
C) educational presentation
D) persuasive presentation
E) sales presentation
Answer: C
Explanation:
C) Remember that people learn best when they are given information in bite-sized chunks.
11) When conducting an educational presentation, ________.
A) strive to get all the information in in one sitting
B) it's insulting to your audience's intelligence to offer information in bite-sized chunks.
C) breaks are inappropriate and distract from the flow of your material
D) alternate providing information with asking questions
E) it is preferable to convey the information in one long session, instead of several shorter
ones
Answer: D
Explanation:
D) People learn best when they are given information in bite-sized chunks. Don't overwhelm
your audience with too much information in one sitting. Instead, share some information.
Then ask questions and share some more. In addition, take breaks. They are a welcome relief
for your audience.
12) According to Nancy Duarter, president and CEO of a renowned design firm, a common
rule of thumb for developing a presentation is ________ hours of preparation for every hour
of presentation.
A) 2
B) 5
C) 10

D) 30
E) 50
Answer: D
Explanation:
D) This number might be much lower for a simple status report where you're already familiar
with all the information, or much higher for a formal presentation that involves much
research and the development of visual aids.
13) The number of hours of preparation required would likely be lowest for which of the
following presentations?
A) a weekly status report
B) a presentation of your business plan to potential investors
C) a sales meeting introducing clients to a new product line
D) a company-wide quarterly meeting
E) a meeting informing employees about changes in their benefit plans
Answer: A
Explanation:
A) Different presentations require different levels of planning.The amount of preparation
needed for a presentation is affected by the type of presentation, the presenter's familiarity
with material to be presented, the formality of presentation, the amount of research required,
and whether or not the presentation requires the development of visuals.
14) The number of hours of preparation required would likely be highest for which of the
following presentations?
A) a routine new employee training session
B) a meeting informing employees of blackout dates for vacation scheduling
C) a presentation at a local high school explaining what your company does
D) a new product development proposal to the executive members of your company
E) a standard pitch you make to all new clients
Answer: D
Explanation:
D) Different presentations require different levels of planning.The amount of preparation
needed for a presentation is affected by the type of presentation, the presenter's familiarity
with material to be presented, the formality of presentation, the amount of research required,
and whether or not the presentation requires the development of visuals.

15) According to the rule of thumb for developing a presentation, if Marnie is planning for a
3 hour presentation, she can expect to spend about ________ hour(s) preparing for it.
A) 1
B) 9
C) 30
D) 33
E) 90
Answer: E
Explanation:
E) A common rule of thumb for developing a presentation is 30 hours of preparation for
every hour of presentation. So by this rule, a 3 hour presentation would require about 90
hours of preparation.
16) ________ is the key to giving a successful presentation.
A) Spontaneity
B) Preparation
C) Improvisation
D) Visual imagery
E) Formality
Answer: B
Explanation:
B) Preparation involves identifying your audience, determining your purpose, brainstorming,
collecting facts, and organizing your information.
17) The demographics of the audience members are ________.
A) how they might resist your ideas
B) why they are at your presentation
C) where they are from, their ages, genders, etc.
D) what motivates them
E) how you can solve their problem
Answer: C
Explanation:
C) Demographics refer to characteristics of people, like age, ethnicity, income level, etc.
18) Knowing what your audience members are like ________.

A) should not take into account statistical information concerning age, gender, etc.
B) consists entirely of knowing their demographic data
C) does not mean understanding them on a personal level
D) involves putting yourselves in their shoes to see what their lives are like
E) requires that you form personal connections to all of them prior to your presentation
Answer: D
Explanation:
D) Knowing what your audience is like goes beyond demographics. It also requires
understanding them on a more personal level.
In preparation for her presentation Juliet tries to gain insight into her audience.
19) She learns that they are mostly women in their mid-thirties, with a college education.
Many are working moms. Which of the following questions about her audience has Juliet
been working on?
A) What are they like?
B) Why are they here?
C) How can you solve their problem?
D) What do you want them to do?
E) How can you best reach them?
Answer: A
Explanation:
A) The information Juliet has gathered includes demographics about her audience, as well as
some insight into their personal lives and challenges. This all contributes to knowing what
her audience is like.
20) Juliet learns that, as working moms, many of the women in her audience struggle with
work-life balance. She thinks that sharing an anecdote about her own efforts to juggle work
and family obligations will ________.
A) make her audience think "So what?" after her presentation
B) make clear to her audience exactly what she wants them to do as a result of her
presentation
C) explain to them why she thinks they will resist her ideas
D) show she understands their concerns and empathizes with them
E) demonstrate her knowledge of their geographic distribution
Answer: D

Explanation:
D) Everyone has concerns and frustrations. Let audience members know you empathize with
them. This is often as easy as sharing a story or experience.
21) Thinking about how to set up the room you'll be presenting in and which materials to
make available after the presentation concern which audience-related question?
A) How can I solve their problem?
B) Why are they here?
C) What do I want them to do?
D) How might they resist my ideas?
E) How can I best reach them?
Answer: E
Explanation:
E) People vary in how they like to receive information. Arranging things to take advantage of
their preferred methods will give your message a better chance of getting through.
22) Showing your audience what's in it for them ________.
A) is unethical
B) strays from the desired "I" attitude your business writing should embody
C) explains how you are going to make their lives better
D) is not advised, as it makes them focus on their problems
E) should not address ways to make their jobs easier
Answer: C
Explanation:
C) Thinking about how you can solve your audience's problems is key. Offering them
solutions to their problems will increase their interest in your presentation.
23) Consider people's ________ - the different ways people acquire information - to make
sure your presentation accommodates as many of them as possible.
A) demographics
B) learning styles
C) potential objections
D) mind-maps
E) seating preferences
Answer: B

Explanation:
B) You don't have to incorporate all of the learning styles into one presentation. Just use a
few of the styles and be aware of the rest.
24) Trent responds best to logical and systematic learning. He finds that he understands best
when he is led through a process one step at a time. Trent is a(n) ________ learner.
A) active
B) reflective
C) sequential
D) global
E) intuitive
Answer: C
Explanation:
C) Sequential learners tend to gain understanding through a linear, step-by-step process,
which is logical and systematic.
25) Which type of learner is characterized by a need to see the big picture before tackling the
details?
A) active learner
B) visual learner
C) sensing learner
D) verbal learner
E) global learner
Answer: E
Explanation:
E) A sudden flash of understanding characterizes their approach to learning.
26) Sensing learners ________.
A) learn best by doing
B) like to think it through first before acting
C) tend to enjoy facts and data
D) prefer possibilities and relationships
E) get the most out of spoken words or written explanations
Answer: C
Explanation:

C) This is the description of sensing learners.
27) Before you begin thinking about what you want to say to your audience, you need to ask
yourself all of the following EXCEPT
A) "Where should I collect my supporting facts?"
B) "Why would anyone want to listen to my presentation?"
C) "What is the purpose of my presentation?"
D) "What do I want the audience to do after they leave the presentation?"
E) "What would the audience gain by attending the presentation?"
Answer: A
Explanation:
A) Collecting supporting facts doesn't happen until after you have mapped out your main
ideas. All of this takes place after you have addressed the primary issue of determining the
purpose of your presentation. The other three choices are questions that can help you pinpoint
your purpose.
Your company's retail locations are suffering from declining sales and increasing turnover
among salespeople. You are charged with exploring this situation and are now ready to
present your findings to senior management.
28) Which of the following best expresses why they want to listen to your presentation?
A) They are interested in ways to increase sales and decrease turnover.
B) They want ideas for new product styles.
C) They are curious to know what a typical day is like in one of the retail locations.
D) They want to know the perspective of a salesperson, out selling on the floor.
E) They want to know what the competition is doing differently.
Answer: A
Explanation:
A) It is in the managers' best interests to increase sales and decrease turnover. While some of
the other choices may be related to this idea, they would all be means to this end, of
increasing sales and decreasing turnover.
29) Which of the following best expresses what they have to gain from your presentation?
A) a store manager's perspective on the situation
B) the ability to view the situation through the eyes of a salesperson
C) suggestions to improve the productivity and satisfaction of salespeople
D) anecdotes from salespeople about working in your stores

E) subjective impressions from potential customers
Answer: C
Explanation:
C) What the managers have to gain are solutions to the problems of declining sales and
increasing turnover among salespeople. Suggestions on how to improve the productivity and
satisfaction of salespeople could do both. The other choices may factor into the solutions, but
this choice most clearly articulates the solutions as the end goal.
30) Which of the following best expresses what you want audience members to do after
leaving your presentation?
A) spearhead a new research project into other problems in the company
B) be able to see the situation through the eyes of their employees
C) express more understanding for the employees at their retail locations
D) implement your idea to implement a new training program for salespeople
E) make a purchase from one of your retail locations in a small attempt to boost sales
Answer: D
Explanation:
D) This is a concrete idea to improve the performance of salespeople, and presumably would
lead to increased sales and increased retention rates. This makes the most sense as the desired
outcome of your presentation.
31) There are no ________ ideas when you are brainstorming.
A) practical
B) bad
C) lucrative
D) creative
E) new
Answer: B
Explanation:
B) Pull out a blank sheet of paper and write down any ideas that come to mind.
32) Asking yourself, "What points do I want to make?", "What stories can I tell to illustrate
the points?", or "What activities would be useful to engage the audience?" can help generate
ideas when you are ________.
A) editing
B) refining

C) organizing
D) brainstorming
E) outlining
Answer: D
Explanation:
D) Once you have the purpose and the audience clearly in mind, you can work backwards to
decide what information will achieve that purpose. A good way to do so is by brainstorming:
pulling out a blank sheet of paper and writing down any and all ideas that come to mind.
33) Mind mapping involves ________.
A) writing down a colleague’s ideas on a blank piece of paper.
B) evaluating each idea before writing it down and discarding those that you think are
inferior.
C) defining the purpose and audience of your presentation based on your brainstorming.
D) circling the ideas from your brainstorming and drawing lines to connect related ideas
E) creating a grid based on your presentation.
Answer: D
Explanation:
D) A mind map connects your ideas, so all related ideas are grouped together in some way.
34) Creating a mind map means ________.
A) your ideas are written in spreadsheets
B) unrelated ideas are grouped together randomly to appeal to a variety of learning styles
C) you must use every idea on your map
D) you may see that some groups of information don't support your purpose and can be
deleted
E) only your best ideas are put out in the open
Answer: D
Explanation:
D) You might not use every idea on your mind map, but the map gives you a chance to get all
your ideas out in the open where you can see them and how they are connected. Based on
your mind map, you may decide that certain groups of information don't support your
purpose or resonate with your audience, and you can delete them.
35) The ________ phase of your preparation will often be the longest phase.
A) research

B) mind mapping
C) purpose identification
D) learning style assessment
E) audience analysis
Answer: A
Explanation:
A) Once you have mapped out your main ideas, research some facts to support them.
36) Jeremy believes that a training program for its retail salespeople will increase the
company's sales and decrease turnover, so he gathers data on training program introductions
from the past and their effect on the bottom line and employee retention rates. Jeremy is
________.
A) brainstorming
B) collecting supporting facts
C) refining his purpose
D) determining his desired outcome
E) conducting audience analysis.
Answer: B
Explanation:
B) Once you have mapped out your main ideas, you research some facts to support them.
37) In the context of collecting information, all of the following are true EXCEPT
A) firsthand information is always best
B) interviewing people can be done in person, by phone, or by e-mail
C) due to the rise of online sources, reading books and magazines is obsolete
D) Internet results should be evaluated to verify that they are legitimate sources
E) you must check to ensure that blogs are truly written by experts
Answer: C
Explanation:
C) Reading books, newspapers, and magazines is still a common way to collect information.
38) The most skill is required for a(n) ________, since the presenter has to hold the attention
of an audience that is relatively uninvolved.
A) monologue
B) dialogue

C) interactive presentation
D) guided discussion
E) facilitated discussion
Answer: A
Explanation:
A) A monologue is when you speak virtually without interruption and the audience waits
until the end of the presentation to ask questions.
39) The more interaction the better, ________.
A) unless you want people to remember what was talked about
B) to prevent people's minds from wandering
C) especially for large crowds of 100 or more people
D) except for small, intimate groups
E) although it is not appropriate for a guided discussion
Answer: B
Explanation:
B) The larger your audience is, the more formal and structured your presentation should be.
Interaction does help keep people's attention and ensure they remember what you talk about.
40) ________ is when you speak approximately 70 percent of the time, and the audience
participates 30 percent of the time.
A) A monologue
B) An interactive presentation
C) A guided discussion
D) A facilitated discussion
E) A pre-recorded address
Answer: B
Explanation:
B) An interactive presentation is good if you want the audience to engage in activities, ask
questions, and discuss topics.
41) Celeste is planning a presentation for 18 people. She plans to speak for more than half of
the presentation's allotted time, but is eager for audience participation during the rest. There
are some team-building exercises she plans to include, and she wants to encourage
participants to ask any questions they might have. Which format would be best suited to
Celeste's presentation?

A) a monologue
B) an interactive presentation
C) a guided discussion
D) a facilitated discussion
E) a one-sided conversation
Answer: B
Explanation:
B) In an interactive presentation the speaker speaks for about 70 percent of the time and the
audience participates 30 percent of the time. It is good if you want the audience to engage in
activities, ask questions, and discuss topics. It works well for groups of fewer than 25 people.
42) An interactive presentation works well for groups ________ people.
A) of no more than 5
B) of exactly 10
C) of fewer than 25
D) of between 25 and 50
E) of 100 or more
Answer: C
Explanation:
C) An interactive presentation works well for groups of fewer than 25 people.
43) A facilitated discussion ________.
A) is common for large groups
B) requires the most skill of the presenter
C) splits the audience's time evenly between listening and participating
D) may be the best delivery method if your presentation is educational rather than
informational
E) requires that you lead the discussion
Answer: D
Explanation:
D) A facilitated discussion is different from a guided discussion because you are not leading
the discussion; your audience is.
44) A guided discussion is when you speak ________ percent of the time and the audience
actively participates ________ of the time.

A) 30; 70
B) 40; 60
C) 50; 50
D) 60; 40
E) 70; 30
Answer: C
Explanation:
C) A guided discussion works well for small groups that have a series of specific issues they
need to discuss and want you to lead the discussion.
45) In a(n) ________ the audience members actively participate more than 60 percent of the
time and you act as coach to keep them on track.
A) monologue
B) interactive presentation
C) guided discussion
D) facilitated discussion
E) Q&A session
Answer: D
Explanation:
D) A facilitated discussion is different from a guided discussion because you are not leading
the discussion; your audience is.
46) With ________ seating, members of the audience sit around a number of tables and work
together.
A) classroom
B) conference table
C) u-shaped
D) self-selection
E) cafe
Answer: E
Explanation:
E) It is useful for meetings in which the audience will be doing group activities.
47) Classroom seating ________.
A) is typical for small, intimate meetings

B) involves arranging desks in small groups
C) is preferable for meetings in which the audience will do group activities
D) does not lend itself to audience interaction
E) divides the audience into different "classes"
Answer: D
Explanation:
D) Classroom seating is typical for large audiences. All chairs or desks face forward.
48) All of the following comments about conference table seating are true EXCEPT
A) it is typical for small meetings
B) audience members sit around a large table
C) the presenter can be isolated at one end of the table
D) the presenter sits at the head of the table
E) it does not lend itself to audience interaction
Answer: E
Explanation:
E) The arrangement makes it easy for audience members to interact, but may isolate the
presenter at one end of the table.
49) You are going to deliver a monologue presentation to a group of about 150 people.
Which seating arrangement would be most appropriate?
A) classroom seating
B) conference table seating
C) cluster seating
D) u-shaped seating
E) cafe seating
Answer: A
Explanation:
A) This presentation style includes little to no audience participation, and it will be delivered
to a large group. Since classroom seating is typical for large audiences and does not lend
itself to audience interaction, it would be the best choice.
50) A presentation that described the profound effect of social media like Facebook and
Twitter on today's world, and then went on to suggest a strategy to incorporate social media
into its marketing efforts uses which organizational method?

A) procedural
B) chronological
C) simple-to-complex
D) general-to-specific
E) categorization
Answer: D
Explanation:
D) It presents general information, then shows how it applies to a specific topic.
51) A presentation that walks audience members through each of the phases in the process
required to implement a new computer system uses the ________ method of organization.
A) procedural
B) chronological
C) simple-to-complex
D) general-to-specific
E) problem/solution
Answer: A
Explanation:
A) Explaining how to do something, step-by-step, is the procedural method.
52) A presentation that showed the evolution of the company's mobile phone devices, from
its first model up through the cutting edge smart phone it is about to launch in the market, is
an example of which type of organizational structure?
A) procedural
B) chronological
C) simple-to-complex
D) general-to-specific
E) soup-to-nuts
Answer: B
Explanation:
B) A presentation that presents its topic along a time line, from the past to the present, uses
the chronological method of organization.
53) Information that "sticks" is information that ________ your audience.
A) confuses

B) resonates with
C) is comprehensible to
D) offends
E) washes over
Answer: B
Explanation:
B) Your goal is to capture your audience's attention and engage them so they remember what
you say. If your information resonates, or strikes a chord, with your audience they will be
more likely to remember it.
54) Carmela is giving a presentation introducing her company's new, portable stain removing
product. Which of the following would be most likely to make the information in her
presentation stick?
A) explaining the development process of the product
B) revealing the chemical formula of the new product
C) putting a stain on the clothes of an audience member and then using the new product to
remove it
D) telling an anecdote about someone who spilled red wine on a white silk blouse and used
the product to remove it
E) explaining the pricing scale for the new product
Answer: C
Explanation:
C) One of the most effective ways to make a presentation stick is with a demonstration,
because it involves motion and engages the senses. It would be more effective to see the
product remove a stain than to hear a story about the same.
55) Starting a presentation by stating, "50 percent of all small businesses fail within the first
five years" is an example of using a(n) ________ to help a presentation stick.
A) demonstration
B) best-case scenario
C) emotional appeal
D) startling statistic
E) amusing anecdote
Answer: D
Explanation:
D) Some of the other ways are worst- and best-case scenarios and demonstrations.

56) ________ often stick in people's minds because they compare two very unlike objects.
A) Best-case scenarios
B) Worst-case scenarios
C) Anecdotes
D) Startling statistics
E) Similes
Answer: E
Explanation:
E) They use the words "like" and "as" to compare the objects.
57) Saying, "Chewing our gum is like a vacation for your mouth," uses ________ to make its
content stick with an audience.
A) a simile
B) an anecdote
C) a startling statistic
D) a best-case scenario
E) a demonstration
Answer: A
Explanation:
A) A simile uses the words "like" or "as" to compare two very different things. They tend to
stick in people's minds.
58) When you're going to make a presentation, your attire ________.
A) doesn't matter
B) must be lavish
C) should be a little better than your audience's
D) should be the focus of your audience's attention
E) should be overly casual
Answer: C
Explanation:
C) Don't dress so lavishly that audience members focus on your appearance. You want them
to remember your words, not how you looked. Do dress a little better than your audience.
You want your audience to relate to you, but you don't want to appear overly casual.
59) All of the following are true about being nervous before giving a presentation EXCEPT

A) it can keep you from getting your point across
B) it can keep you energized
C) it can keep you focused
D) it can make your audience nervous
E) it only happens if you haven't prepared sufficiently
Answer: E
Explanation:
E) Most people get nervous before a presentation. It's normal. Being a little nervous can keep
you sharp and focused, but being overly nervous can affect your performance and make your
audience nervous.
60) Which of the following would be the most effective opener for a presentation?
A) My name is Maddy and I'll be giving your presentation today.
B) Social media is the wave of the future.
C) Today I'm going to tell you all about social media.
D) Hi there - I hope you're ready to learn about Facebook, and Twitter, and more!
E) Did you know that Facebook has 400 billion active users, 50% of which log on in any
given day?
Answer: E
Explanation:
E) Try to start with something that will grab people's attention, like a question, startling fact,
a story, etc. Of the choices, this startling statistic will be the most likely to draw people in.
61) All of the following are recommended as attention-grabbing openings for your
presentation EXCEPT
A) a hypothetical question
B) an unusual fact
C) your name and topic
D) an unusual fact
E) a short story
Answer: C
Explanation:
C) There's nothing wrong with an introduction like this except that it's boring. Use one of the
other choices to get people's attention and once you know they are listening you can tell them
your name and topic.

62) The PAL approach stands for
A) Plan, Act, Listen
B) Purpose, Agenda, Length
C) Perform, Answer, Leave
D) Presentation, Analysis, Learning
E) Perfect, Accept, Limit
Answer: B
Explanation:
B) Once you have the attention of the members of the audience, set their expectations by
sharing these three importance pieces of information.
63) The PAL approach involves ________.
A) setting people's expectations
B) grabbing people's attention
C) using positive body language
D) involving your audience
E) tuning out distractions
Answer: A
Explanation:
A) The PAL approach stands for Purpose, Agenda, Length. Sharing these three important
pieces of information with your audience will set their expectations for your presentation.
64) In the context of delivering a presentation, which of the following is recommended?
A) putting your hands in your pockets
B) wearing jangly bracelets
C) crossing your arms
D) smiling all the time
E) moving around
Answer: E
Explanation:
E) A presenter who stands still is not very interesting to watch. Don't pace, but do walk
around a bit. Express your passion for the topic by moving your arms and hands.
65) Modulation ________.

A) is the way your voice goes up and down
B) is when you speak in a monotone voice
C) refers to speaking too fast
D) is when people read from a script instead of speaking naturally
E) involves making your presentation more like a conversation
Answer: A
Explanation:
A) Modulation is the way your voice goes up and down. No one responds well to a monotone
voice. It tends to put people to sleep. If your natural speaking voice is a monotone, you will
have to deliberately raise and lower it.
66) When a hostile audience member asks you a question you should ________.
A) not answer it
B) take a step forward
C) cross your arms
D) point your finger
E) mock the question
Answer: B
Explanation:
B) Take a deep breath so you can compose yourself. Then take a small step forward (a step
back indicates you are running away) with your palms open. Pointing a finger or hand is seen
as threatening. Don't appear defensive by crossing your arms.
67) All of the following are suggestions for dealing with a shy audience EXCEPT
A) share a short story
B) ask a rhetorical question
C) ask a question and begin to answer it
D) ask a close-ended question
E) ask for help
Answer: D
Explanation:
D) With a shy audience ask an open-ended question. If you ask questions that may not have
right or wrong answers, this will avoid making shy people anxious about giving a wrong
answer.

68) If you don't know the answer to a question, ________.
A) don't admit it
B) try to bluff your way to an answer and then move on
C) acknowledge that you don't know it but offer to find out the answer
D) laugh at the question and say you're not taking any questions now
E) say, "That's a really good question," and change the subject without answering it
Answer: C
Explanation:
C) Sometimes all it takes is a quick phone call or conversation with a content expert to find
the answer. If more research is required, you can always get back to your audience later.
69) When presenting as part of a team, ________.
A) share the floor with your co-presenters
B) interrupt your co-presenters if a relevant point occurs to you
C) don't wait for your co-presenter to ask for help; jump in if you suspect he or she is in
trouble
D) try to get more "air time" than your co-presenters to impress your superiors
E) don't worry about time limits - someone else will take care of it
Answer: A
Explanation:
A) It is very important to respect your co-presenters and not try to dominate the presentation.
Work as part of a team, not as if you are competing against your co-presenters.
70) When putting together a team presentation, which of the following is NOT true?
A) divide the work evenly when it comes to preparation and planning
B) make sure your timeline allows for review and changes
C) decide who will research what and who's going to present what
D) make sure each presenter's "voice" shines through in their part of the presentation
E) at the end of your part, summarize and then transition to the next presenter
Answer: D
Explanation:
D) Have each person create his or her part of the presentation, but choose one person to put it
all together so it has a common voice and a common look.
71) Being able to make a good presentation will enhance your credibility.

Answer: True
Explanation:
It also makes you more valuable to your employer.
72) Effective presenters are born, not made.
Answer: False
Explanation:
With practice, anyone can become an effective presenter.
73) Speakers making presentations sometimes provide their audience with handouts so they
can follow up on the detailed information later.
Answer: True
Explanation:
This gives your audience something to study after the presentation.
74) Different presentations require different levels of planning.
Answer: True
Explanation:
Short, informal presentations require less preparation than longer, more formal ones.
75) A common rule of thumb for developing a presentation is 30 minutes of preparation for
every hour of presentation.
Answer: False
Explanation:
While it does vary a great deal depending on the type of presentation, the rule of thumb is
actually 30 hours of preparation for every hour of presentation.
76) Knowing the demographics of your audience members is more than sufficient to know
what they are like.
Answer: False
Explanation:
It is a great start, but connecting with them requires understanding them on a more personal
level.
77) You need to find a way to incorporate all of the different learning styles into your
presentation.
Answer: False
Explanation:

You just have to use a few of the styles and be aware of the rest.
78) During the training session Sean is running he has the audience members practice
entering and retrieving information from the new database system. By doing so he is meeting
the needs of active learners.
Answer: True
Explanation:
Active learners learn best by doing.
79) After you have collected the information for your presentation, you can work backward
to determine its purpose and audience.
Answer: False
Explanation:
Once you have the purpose and the audience clearly in mind, you work backward to decide
what information will achieve that purpose. Defining your purpose is done before thinking
about what you want to say to your audience.
80) You must be selective about the ideas you write down when you are brainstorming.
Answer: False
Explanation:
There are no bad ideas when you are brainstorming. Write down every idea you have.
81) If you write your brainstorming ideas down, circle them, and then connect related circles,
you are creating a mind map.
Answer: True
Explanation:
A mind map connects your ideas, so all related ideas are grouped together in some way.
82) The larger your audience is, the more formal and structured your presentation should be.
Answer: True
Explanation:
The structure keeps you on track and keeps your audience in sync with what you are saying.
83) A monologue is when you speak virtually without interruption, and the audience waits
until the end of the presentation to ask questions.
Answer: True
Explanation:
This type of presentation is common for large groups.
84) A guided discussion works well for large groups of people with general topics to discuss.

Answer: False
Explanation:
It is suited to small groups with a series of specific issues they need to discuss.
85) U-shaped seating would be appropriate for an interactive presentation with an audience of
12 people.
Answer: True
Explanation:
U-shaped seating is useful for small meetings because it allows the audience members to
interact with one another, and the presenter can walk around and interact with the audience.
86) The general-to-specific organizational method presents a specific example and then
discusses how it relates to a broader topic.
Answer: False
Explanation:
This is a description of the simple-to-complex method. The general-to-specific method
presents general information, and then shows how it applies to a specific topic.
87) Practicing your presentation in the room where you will deliver the presentation will
probably make you more nervous.
Answer: False
Explanation:
The opposite is true. The room will feel familiar to you and you will likely feel less nervous.
88) Experienced presenters know that the best way to introduce a presentation is by stating,
"Hello, my name is (name), and I'm going to talk to you today about (topic).
Answer: False
Explanation:
There's nothing wrong with such an introduction except that it's boring. Instead try to say
something that will grab people's attention. Start with a question, an unusual fact, a short
story, etc.
89) "Did you know that the fastest growing sector of discretionary spending is the pet
market?" is an example of a rhetorical question.
Answer: True
Explanation:
A rhetorical question is a good way to draw out a shy audience.
90) When making a team presentation you shouldn't field questions.
Answer: False

Explanation:
Have one person field questions and turn over the right questions to the right presenters.
91) What are the three basic types of presentations?
Answer: The three primary types are persuasive, informative, and educational.
Persuasive: Perhaps the most common type of business presentation, their purpose is to
convince the audience to do something. They include sales presentations, business plan
presentations, and new product development proposals.
Informative: In an informative presentation, you might be asked to explain new policies and
procedures to your coworkers, or offer training to new employees. At the highest level, you
may be asked to present your findings to the executive members of your company.
Educational: These are used to teach your coworkers how to perform a task at which you are
an expert. You might become a trainer who teaches others about your company's products or
technologies.
92) Different presentations require different levels of planning. What are some of the factors
that influence the amount of preparation required for a presentation?
Answer: A common rule of thumb for developing a presentation is 30 hours of preparation
for every hour of presentation. The number might be much lower for a simple status report
where you're already familiar with all the information, or much higher for a formal
presentation that involves much research and the development of visual aids. So the amount
of preparation needed for a presentation is affected by the type of presentation, the presenter's
familiarity with material to be presented, how formal the presentation is, the amount of
research required, and whether or not the presentation requires the development of visuals.
93) Greg is meeting with a group of real estate agents to introduce the company's new
database system to them. Give some examples of ways Greg can show he can solve their
problems.
Answer:
To gain their interest, Greg should show the audience members what's in it for them, that is,
all of the features that will make their jobs easier. This could involve telling the agents about
the remote access capabilities of the new system, so that they can access information about
properties even when they are not in the office. He can show them that it automatically
generates follow-up e-mails to clients who express interest in viewing properties or who have
just viewed properties, etc. He can explain that it will send a message to the agent when the
lease is up on a rental property, so that the agent can inquire whether the client wants to look
for a new place.
Your company's retail locations are suffering from declining sales and increasing turnover
among salespeople. You are charged with exploring this situation and are now ready to
present your findings to senior management.
94) You have discovered that salespeople are given no formal training or performance
expectations. They are not educated about the company's stock or new products and are

basically left on their own to walk the floors and determine how best to serve customers. This
lack of guidance leaves many feeling unhappy, especially when they are periodically
chastised for not doing a good job. What solutions do you see for these problems and what
would you like your audience to do as a result of your presentation?
Answer: Answers will vary; some ideas follow:
Part of determining the purpose of your presentation is answering the question, "What do you
want the audience members to do after the presentation?" In a case like this, that would be
implementing the suggestions you offer to address the problems you uncovered. Giving
salespeople some training would be a good idea. Improving their customer service skills
could increase the customers' experiences making them more likely to make purchases and
return to your store. Giving the salespeople some sales goals and targets would also help. It
would give them some direction and focus, and offer a measure to see how salespeople are
performing. If they are performing poorly, they could be given additional training or be let
go. Educating salespeople about the company's stock would also make them better able to
inform customers about how they meet the customers' needs. All of these ideas could not
only lead to higher sales, but salespeople who feel more empowered and able to be succeed.
This kind of feeling would likely lead to better employee satisfaction and higher retention
rates.
95) Create a mind map that could be used to generate ideas for a presentation on a proposal to
add a line of products aimed at pets into your gift basket business.
Answer:
Format this on sticky notes, or index cards or within circles to create a mind map. Ideas
include:
Background: 62% of households in US have a pet, which is over 70 million homes, latest
figures show that $45 billion was spent in the US pet industry, both figures have been
steadily increasing for the past 15 years
Business philosophy: we offers gifts for every occasion and recipient; new pet owner,
addition to the litter/pack, treats suited to aging or ill pets with special dietary needs,
bereavement packages for owners who have lost a pet
Logistics: 30-min talk, 15-min questions, 20 people
Moving forward: theme ideas, products we already stock that could be used, new products
we'd need to carry, ideas from existing customer base
96) Will thinks that the more interaction you have in a presentation, the better. John, on the
other hand, minimizes interaction since he feels it can take a presentation off track. Do you
agree with Will or John?
Answer:
Interaction is invaluable when it comes to holding an audience's attention. Making the
audience participants in the presentation goes a long way to ensuring that they will remember
what was discussed. However, the optimal level of interaction often depends on the amount
of time you have, your topic, the presentation's level of formality, and the number of people

to whom you are speaking. In general, the larger your audience is, the more formal and
structured your presentation should be. The structure keeps you on track and keeps your
audience in sync with what you are saying.
97) How do guided discussions and facilitated discussions differ?
Answer: A facilitated discussion is different from a guided discussion because you are not
leading the discussion; your audience is. A guided discussion works well for small groups
that have a series of specific issues they need to discuss and want you to lead the discussion.
The audience's time is evenly divided between listening and participating. In a facilitated
discussion, the audience members participate more than 60 percent of the time, while you act
as a coach to keep them on track.
98) Describe some ways you can make your presentations resonate or "stick" with audiences.
Answer: There are a number of ways to make a presentation stick. Startling statistics and
best- and worst-case scenarios often capture people's attention. Demonstrations are extremely
effective because they involve motion and engage the senses. Similes often stick in people's
minds because they compare two very unlike objects using the words "like" or "as." Humor
can do wonders for a presentation, eliciting an emotional response to your presentation. Be
sure the humor is relevant to the presentation, comes from your own experience or those near
you, and is not offensive. Stories are another way to make presentations stick. Good stories
resonate with audiences.
99) What are some things you can do to handle a bored audience?
Answer: Asking questions can help wake up a bored audience. Telling a short story can also
be effective. Explaining by using an example might get people involved. Any kind of
physical activity is likely to wake up your audience. You can perform a demonstration, ask
audience members to participate, or simply ask your audience to stand, stretch, or move with
you.
100) Give an example of a transition that would segue from your part of a presentation to
your co-presenter's part.
Answer:
At the end of your part, summarize what you talked about, give the name of the new
presenter, and introduce the presenter's topic.
Now that I've explained how prevalent and powerful social media is today, Dakota will tell
you about the comprehensive plan we've mapped out to use social media in our marketing
strategy.

Test Bank for Keys to Business Communication
Carol J. Carter
9780132658737, 9780136103332, 9780133890846

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