1. Chapter Twelve: Types of Business Presentations
Lecture by: Chris Ross

2. Informative Presentations
Briefings => short talks that give already interested and knowledgeable audience members the specific information they need to do their jobs.
Length (usually only 2-3 minutes)
Organization
Content
Presentation Aids
Language & Delivery

3. Informative Presentations
Reports => give your audience an account of what you and your team has learned or done
Status report/Progress report
Review the projects purpose
State the current status
Identify obstacles encountered and attempts to overcome
Describe next milestone
Forecast future of project

4. Informative Presentations
Reports
Final Reports
Introduce the report
Provide necessary background
Describe what happened
Describe the results
Tell listeners how to get more information

5. Informative Presentations
Reports
Feasibility report => evaluates one or more potential action steps and recommends how the organization should proceed
Introduction
Criteria
Methodology
Possible Solutions
Evaluation of the solutions
Recommendations
Conclusion

6. Informative Presentations
Training => teaches listeners how to do something
Planning a training
Define the training goal
Develop a schedule and list of references
Involve the audience
Organize the presentation

7. Informative Presentations
Training
Delivering the Training
Link the topic to the audience
Start with the overall picture
Emphasize the organization of your material
Cover only necessary information
Avoid jargon
Link the familiar to the unfamiliar

8. Persuasive Presentations
Organizing Persuasive Messages
Problem-Solution
Comparative Advantages
Criteria Satisfaction => sets up criteria for a plan the audience will accept and then shows how your idea or product meets them
Motivated Sequence
Attention
Need
Satisfaction
Visualization
Action

9. Persuasive Presentations
Types of Persuasive Presentations
Motivational speech => attempts to generate enthusiasm for the topic
Goodwill speech => aims to create a favorable image of the speaker’s cause in the minds of others
Proposals => advocate your audience take specific action

10. Persuasive Presentations
Types of Presentations
Sales Presentations
Establish client relationships before presentation
Put client’s needs first
Listen to your clients
Emphasize benefits, not features
Use effective closing

11. Persuasive Presentations
Strategies for Ethical Persuasion
Coercion =>use of force and or threats of punishments
Manipulation => using deception to trick the other party into thinking or acting in a desired way
Those two are not good ideas…..

12. Persuasive Presentations
Strategies for Ethical Persuasion
Maximize your credibility
Credibility => persuasive force that comes from the listener’s belief in and respect for the speaker
Demonstrate your competence
Earn the trust
Emphasize your similarity to the listener

13. Persuasive Presentations
Strategies for Ethical Persuasion
Use Logical Arguments
Avoid Fallacies
Personal attack (ad hominem)
Reduction to the absurd (reductio ad absurdum)
Either-or
False cause (post hoc ergo propter hoc)
Bandwagon appeal (argumentum ad populum)

14. Persuasive Presentations
Strategies for Ethical Persuasion
Use Psychological Appeals
Appeal to listener's needs

15. Persuasive Presentations
Strategies for Ethical Persuasion
Make your goal realistic
Anchor position =>preexisting position
Latitude of acceptance => zone contains positions the listener would accept with little to no persuasion
Latitude of rejection => arguments listener opposes
Latitude of noncommitment => containing arguments the listener neither accepts nor rejects
Present ample evidence to support claims
Consider citing opposing ideas
Adapt to cultural backgrounds

16. Group Presentations Approaches to Organizing a Group Presentation
Organizing by topic
Organizing by task

17. Group Presentations
Planning Introductions, Conclusions and Transitions
Delivering a Group Presenation

18. Special-Occasion Speaking
Welding a Guest or Group
Introduction of a Speaker
Honoring a Person or Institution (Tribute)
Giving a Toast
Presenting an Award
Accepting an Award

19. Class Activity On page 375, complete “1. Skill Builder”