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

also consider all the choices.

33. C Listen with open mind: It is always a good idea to hear out what others have to
say with an open mind. A closed mind may imply to the other person that you
don’t care about the ic and that your mind is made-up.

34. A Paralanguage is 1 of the components of nonverbal communication, focuses on
how you say what you say i.e., vocal part of your message. The choice (a)
doesn’t come under components of paralanguage but remaining choices all
constitute the part of paralanguage.

35. E If the report is organized inductively, the summary, conclusions, and
recommendations are presented only at the end and are covered in detail. All
other statements are actual.

36. C An interview is a goal-oriented, interpersonal communication ranging from an
interviewer and a respondent. Conducting a successful interview requires three
important skills like questioning the respondent, listening to him attentively and
summarizing the whole interview when allotted time is over.

37. C Your persuasive message looks negative when it involves dishonest and
unethical practices.

38. A Of all the choices given, “Please send the subsequent items” is a good beginning
for an order letter.

39. C The subsequent will help to satisfy your audience’s needs as a listener:
• Get their attention and arouse their interest
• arrange the material conveniently
• Always show how your info or solution will help THEM
• Enable them to follow the organization
Speak clearly and let them know when you are shifting from 1 point to
another.

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40. B There are 5 kinds of memos – request, confirmation, periodic report, idea and
suggestions, and informal study outcomes memo. Order memo is a wrong choice.

41. C If your reply contains both good news and bad news, handle the bad news by
placing it in a position of little emphasis.

42. C The illustration in which real life characters are usually mentioned is called
anecdote. Parable is a fictitious story from which a moral or religious lesson
may be drawn. In the fable, animal characters speak as if they were human
beings. By using analogies similarities are pointed out with regard to people,
ideas, experiences, projects, institutions, or data, and conclusions are drawn on
the basis of those similarities.

43. D A notice must be accompanied by an agenda.
44. B You need to help the customer understand his/her fault so that such errors do
not happen repeatedly.

45. A Discriminative listening involves an attempt to distinguish 1 sound from all
the others. Ex. Sping work to determine whether the phone is ringing.

46. B Bad connections, poor acoustics, and illegible copy are all examples of physical
distractions.

47. C Filling up a feedback form, interviews with employees who are leaving the
company, and discussion with employees for resolving grievances are all
examples of formal methods for channeling info upward in an
organization.

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48. B Direct criticism at the person’s behavior, not at the person. Your criticism
should be focused on something that the person did or didn’t do, not on his
traits or characters in general.

49. C The strategy to be followed by Jamie to create the message is the persuasive
indirect message since audience needs to be convinced about the benefit to
them.

50. E The motivated sequence strategy consists of 5 steps: attention, need,
satisfaction, visualization, and action.

51. B Ensuring participation by every member of the group in a meeting is a different
responsibility of the effective leader. The effective leader must ensure the
subsequent things:
• The effective leader should not begins out by telling the others how a
particular problem should be resolved.
• The effective leader invites the other participants to express their opinions.
• The effective leader uses positive body language to make others feel that
he is receptive to their ideas.
• Irrelevant and unsuitable ideas will naturally come. The effective leader
may suggest that these ideas may be taken up at a few other time when it
would be more improper.

52. C The "Work Experience" part usually dominates a chronological résumé that
to in a reverse order.

53. D Practice listening: Force yourself to listen to speeches and lectures that seem to
hold no obvious interest value. Doing this will help you overcome the
temptation to “switch off” when the messages seem dull or difficult.

54. C The statement most communicators consider the eyes to be the most right
predictor of a speaker's actual feelings and attitudes is the most right
statement.

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55. B The ability to experience from the other person’s perspective is called the
empathy.

56. B A “win-lose” approach or bargaining orientation is best approach when the
other party is determined to take advantage of you or when your interests actually
conflict with those of the other party, and compromising is not a satisfactory
option.

57. D The objective of the persuasive sales message is to have learner act in the
direction we want him to act, to give info to help him to take
decision and to overcome any objection that might come but not to make learner
request for more info.

58. C Routine, goodnews, and goodwill messages are the most straightforward.
59. C The leader informs the participants regarding when the minutes of the meeting
will be circulated.

60. C Resume is useful for all the purposes but not demonstrate the oral
communication skills.

61. D If you are a listener you can use this gap to your advantage by focusing on
• What the speaker is saying
• Summarizing and reviewing the delivery of speaker.

62. B Closed body position shows the defensive position.
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63. D a few executives are wary of informal communication channels, possibly
because they fear a loss of their control over the flow of info.

64. C Planning the structure of offer letter is not among the 6 strategies for planning
an interview.

65. C The 4 kinds of appeal letters are: Fair play. Closure, pride and fear. Strong
appeal is urgency letter and is a wrong choice.

66. A The deductive approach is best for all routine letters and favorable responses
letters. The inductive approach is essential when writing about the unpleasant or
when writing to persuade.

67. B issue solving meetings usually focus on arriving at a decision.
68. B choice (b) will not show your suitability for the job. It should therefore not be
explained in your application letter.

69. A According to Jack Gibb, Use of descriptive “I” language is the way to promote
positive relationships.

70. C 1 of the objectives of the executive summary is to give summary of
conclusions and recommendations and hence, their mention is essential.

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71. D Communication flows in the organization from superior to the subordinates
which is called as downward communication. There will be various objectives
for various kinds of communication. The objectives of the downward
communication are to (a) provide job instructions, (b) give info about
procedures and practice (c) give motivation to the workers, (e) provide training
but not (d) request for leave.

72. A The interviewer reveals that the interview is over and that the applicant would
most likely be dropped from the shortlist of candidates is not the possible
conclusion to the interview.

73. A For improving the chances of persuading or motivating the learner to act
subsequent points should be considered:
• Mention the specific action that you want, but not the action that learner
want
• Refer to the reward for taking action
• current action as being easy to take
• give a stimulus for quick action
• Ask confidently for action.

74. C When making an effective routine request, it’s good to start with a clear
statement of the main idea or request.

75. B The extemporaneous delivery is often referred as “middle course”.
76. D Since refusal is a bad news message it is suggested to use indirect approach
with positive words.

77. C Praise progress, not just perfection: Don’t wait for a person to turn in an
outstanding piece of work before you praise him. Focus on the progress the
person makes in order to motivate him for trying hard.

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78. A The 4 principles of negotiation are:
• Aim High
• Identify what other party wants, and what he is likely to concede
• Focus on the total situation – your views and the other party’s
• Remain flexible, keep searching for variables.

79. A A visual display of an organization's structure is called an organizational chart.
80. A A flexible approach helps in resolving conflicts in groups.
81. C Informational reports, which contain facts alone, may require very little in the
way of conclusion and recommendations.

82. C Among the elements of report, the letter of transmittal introduces the purpose
and content of the report to the principal reader, usually (but not always) the
person who requested the report. The letter is attached to the report or simply
placed on of it
Title page contains info regarding subject of the report and kind of the
report
Abstract is brief tech. summary, usually not more than 200 words of the
report
Executive summary is 1 page condensation of the report
Glossary is an alphabetical list of definitions. A list of symbols describes symbols
used in the report.

83. D Punctuation marks are: apostrophe, period, quotation mark, dash etc.
Conjunctions are linking words, phrases and clauses.

84. C To achieve a logical progression of ideas and give coherence, authors use
logical connectors, or transition words. These words not only help the flow of
ideas, but also indicate the relationship ranging from ideas words like then, next,
finally, etc. serve this purpose.

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85. D The reports which define the direction of reports are classified as vertical or
lateral reports.

86. C The subsequent are the elements of basic structure of the informative abstract:
I. The identifying info
II. The issue statement
III. The important findings.

87. B A salutation is not a standard part of memo. A memo has the standard parts like,
heading, body, authentication and page identification.

88. D “Knowing that she was right, Cathy argued vigorously” is correctly punctuated.
89. E Pie chart is a visual aid but not a bar chart.


90. E The executive summary—sometimes called the epitome, the executive
overview, the management summary, or the management overview. It is a one
page condensation of the report.



91. D Simplified block format is considered to be the most efficient form of letter
writing.



92. B Verbs are especially powerful and tell what is happening in a sentence.


93. C Flowcharts are indispensable when illustrating processes, procedures, and
relationships. A health centre administrator can easily discuss the processing of
patient through the flowchart.



94. D The subsequent are the structural methods of analytical assignments:
I. Hypothesis
II. Relative merit.
Spatial orientation is related to informational assignments.



95. C The inside address identifies the recipient fully with name, position, and
address.



96. D Semicolons are usually used to separate closely independent clauses, and items
in a series that already contain commas.



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97. E The kinds of modifiers are: misplaced, limiting, squinting and dangling.
Platitude is a direct statement of an idea that almost anyone would know
already.



98. B 1 can be objective while writing a formal report by eliminating personal
opinions and retain only facts.



99. C In the structure of the letter date is placed 6 lines beneath the last line of the
letterhead.



100. A Line charts are also called as “area charts”.

Earning:   Approval pending.