How to Win Friends and Influence People

Multiple Choice and Long Answer questions create ideal opportunities for whole-book review, unit exam, or summative assessments.

Multiple Choice

1. Based on advice given in the text, what should a company advertise to draw customers to its product?

A) Great customer service

B) Benefits for the customer

C) Empathy for hardships related to the product.

D) Groundbreaking technology

2. What would the author suggest a company refrain from doing to promote its business?

A) Offering a list of its accomplishments

B) Proclaiming competitive pricing

C) Advertising advantages of reward programs

D) Portraying superior customer service

3. How does Carnegie propose you go about influencing others to do what you want?

A) Appeal to their good nature.

B) Describe your credentials.

C) Charm them with social intelligence.

D) Provide them with what they want.

4. How would the book recommend you respond if you had a low-performing team member?

A) Provide criticism for better performance.

B) Appeal to their positive qualities.

C) Coach them on best practices.

D) Allure them with benefits.

5. What does the book say about how people get what they want from others?

A) They manipulate them with praise.

B) They appreciate and highlight their importance.

C) They reinforce their expertise.

D) They sacrifice their own desires and respect.

6. What, according to the author, are people motivated by?

A) Benefits for their family

B) Money and nice things

C) Their own desires and wants

D) The need to help others

7. Why does the author say arguments over petty details are often purposeless?

A) They often fail to convince the opponent.

B) They create unhealthy relationships.

C) It makes the opponent resentful when they concede the truth.

D) It is poor business practice.

8. According to the book, what do people generally love to talk about?

A) Others

B) Scandal

C) Themselves

D) Appreciation

9. To be well-liked, what does Carnegie say is the most important thing to remember about someone?

A) Life details

B) Their family

C) Their company

D) Their name

10. Which of the following would Carnegie advise is the best way to make friends?

A) Speak little during a conversation.

B) Encourage others to talk about themselves.

C) Only use a genuine smile.

D) Pretend to listen carefully in conversation.

11. How would the book advocate you handle an argument at work?

A) Insist on the correct approach to resolve a problem.

B) Coax the opponent to see your viewpoint.

C) Approach the problem gently and with friendliness.

D) Direct the opponent to apologize for wrongdoing.

12. A customer approaches you with a complaint. What is the first thing the author believes you should do?

A) Allow the customer to convey all complaints.

B) Offer gratitude to the customer for bringing the concern to you.

C) Apologize for any inconvenience the customer has suffered.

D) Ask questions to clarify customer concerns.

13. How might you convince someone to agree with you using the Socratic method?

A) Create an environment where open discussion is welcomed.

B) Describe the high quality of your idea and why it is better than theirs.

C) Ask a series of questions in which the answer is always “yes.”

D) Use awards earned or data to back your reasoning.

14. Instead of directly instructing others on what they should do, according to Carnegie, how might someone in authority go about inspiring others to develop healthy work habits?

A) By offering a generous benefits package to create loyalty

B) By meeting with a leadership team to generate ideas for work environments

C) By allowing them to develop their own definition of a good employee

D) By encouraging critical feedback on the person in authority

15. According to the book, what is one strategy a leader might use to motivate others?

A) Host team meetings.

B) Present a challenge.

C) Relay important ideas.

D) Manipulate emotions.

Long Answer

Compose a response of 2-3 sentences, incorporating text details to support your response.

1. You are an employer for a company that has consistently low performance from employees. How would you use How to Win Friends and Influence People to motivate your staff?

2. What is the most basic message of the book? Explain and defend your choice.