week 5

Question 1

Guardians

Answer 1

gold
46.6% gen pop
over rep’d in RPh comm
punctual organized and percise

Question 2

Artisans

Answer 2

orange
27% gen pop
under rep in pharm comm
energetic spontanious charming

Question 3

Idealists

Answer 3

Blue
16.6% gen pop
empathetic compassionate cooporative

Question 4

rationals

Answer 4

green
10.4% gen pop
analytical and intuitive

Question 5

average adult attention span 8 seconds (loswers as get beeter at multitasking
o

Answer 5

(loswers as get beeter at multitasking)

Question 6

informative speech

Answer 6

goal :facilitate learning

content: fact based
role: teacher

Question 7

Persuasive comunication

Answer 7

goal: encourage action
content: emotional elements/ problem solving
role: motivator

Question 8

Informative presentation

Answer 8

audience
content
organisation
delivery

who drives the what

Question 9

Albert Mehrabian’s Communication Model

Answer 9

3 elements
-words, non-verbal, tone of voice

ppl more likely believe tonality and non-verbal behaviours when words dont match others

-for comm to be effective and meaningful, 3 elements need be congruent

Question 10

how be good sales person

Answer 10

1) know target audience (what need)
2) demon how solution meets needs
3) establish credibility (you and prod)
4) create urgency, act now

Question 11

WIFIM

Answer 11

what’s in it for me

• convince patient why should care about product selling
• if cant prove WIFIM, dont matter

Question 12

What makes persuation difficult

Answer 12

buyer fatigue - too many messages

Question 13

what is buyers fatuige

Answer 13

too many messages
change takes time
message not alligned with targets values
values beliefs and attitudes entrenched

Question 14

what makes an argument compelling

Answer 14

logos ethos pathos

Question 15

logos

Answer 15

logic
focus on the argument
clear statement of position
facts to support position with evidence of reserch

Question 16

ethos

Answer 16

credibility
focus on author

reference to experts/thought readers
believability/reputation

Question 17

pathos

Answer 17

emotion
focus on audience

sense of urgency
emotional appeal

Question 18

in writing what are the two critical factors

Answer 18

logos and pathos

logic and credibility

Question 19

persuasive writing where aha moment

Answer 19

begining of report, rest=substantiation

Question 20

Rule of threes

Answer 20

beginning middle and end

in some of best speaches

Question 21

speaches what are the cirt factors

Answer 21

ethos and pathos

credibility and emotional connection

Question 22

Priority of logos ethos pathos oped vs pres

Answer 22

OP ED
logic
credibility
emotion

Presentation
emotion
credibility
logic

Question 23

patient councilling crit factors

Answer 23

ethos pathos

credibility(ethos) and empathy(pathos)

Question 24

what coucilling technique used to motivate (persuade) patients to change behaviour

Answer 24

stages of change model

demands patient centered care
common in smoking cessation and addiction councilling

Question 25

stages of change model

Answer 25

demands patient centered care

common in smoking cessation and addiction councilling

Question 26

Stages of change model stages

Answer 26

PCPAM

precontemplation
contemplation
Preparation
Action
Maintenance

patients commitment to change inc at ea stage