All India Management Association (AIMA) 2007 M.B.A Marketing Management Managerial Effectiveness - I - exam paper

(c) Confusion about the order of presentation
(d) Lack of familiarity with the audience
(e)
Lack of experience in speaking and writing.

12. Arguments cannot be negotiated, only proposals can. This demands that emotions be kept under control. Negotiating
is a delicate process and a lot of thinking must go into it, both before it truly gets underway and while it is going
on. Which of the subsequent actions do not facilitate a win-win approach?
(a) Determining the needs of both parties
(b) Developing a list of possible solutions
(c) Choosing the most improper solution
(d) Forcing the other party to accept your views
(e) Keeping emotions under control.

13. A skillful manager will attempt to say “no” in such a way that the learner supports the decision and is willing to
maintain and continue on a positive relationship with the company. What type of a closing should a bad-news
message use?
(a) A cordial closing
(b) An apologetic closing
(c) An indifferent closing
(d) A negative closing that matches with the bad-news content of the message
(e) A critical closing.

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14. Recently, you have received a claim from 1 of your customers. After careful consideration, you felt that the
claim is genuine, hence, decided to honor it. Subsequently, you have decided to write a reply letter to that
customer. Since, it is a positive message, you have to current the main idea
(a) In the 1st sentence of the middle snippet
(b) At the end of the middle snippet
(c) Right at the beginning of the letter
(d) In the last sentence of the letter
(e) In the penultimate sentence of the letter.

15. Groups, follow many methods to take decisions. In which of the subsequent techniques, members are encouraged to
generate as many ideas as they can about a ic and no idea is rejected at the initial stage and finally, the group
returns to all the ideas and adopts those that seem most feasible or most useful?
(a) Brainstorming
(b) Reflective thinking
(c) Consensus
(d) Nominal group technique
(e) Checklist technique.

16. An effective job search starts with careful career planning, a process that includes self-analysis, career analysis,

Earning:   Approval pending.