A、By invading the personal space of listeners. B、By making gestures at strategic points. C、By speaking in a deep, loud voice. D、

Larry arrived early for his speaking engagement. He positioned the table so that he could move close to the audience—that’s the strategic point in the speech. He had read that speakers can be more persuasive if they invade the personal space of listeners, encouraging an emotional response. For the same reason, he placed the chairs close to each other and raised the temperature to a slightly uncomfortable level. The purpose of the speech was to encourage the audience of corporate executives and local business owners to support local sports groups. To enhance his credibility with the audience, Larry had brought some slides of his family attending sports events. One photo showed him at an award ceremony, where he had been honored for his financial contribution to a local baseball team. Realizing that this particular audience would find his regional accent unattractive, Larry planned to speak with an accent that would be more acceptable to his audience. After reading a book on how to address for success, he had purchased an expensive dark navy suit and golden tie. He chose colors and styles known to communicate power and influence. Just before people began entering the hall, Larry dimmed the lights and turned up the sound system, which was playing soft music, hoping to create a warm personal atmosphere for the speech. He hoped that these added effects would encourage his audience to support local sports teams. He had also planned the content of his speech to focus on the teams with the best records, the ones that had won the most games in the last season.
16. How can a speaker make himself more persuasive when delivering a speech?
17. For what purpose was Larry going to make a speech?
18. Why did Larry purchase an expensive navy suit and golden tie?
19. Why did Larry dim the lights and turn up the sound system before people entered the hall?