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Lecture

MGTB90 Lecture3.pdf


Department
Management (MGT)
Course Code
MGTA35H3
Professor
Hugh Mac Donald

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Lecture3-Business Presentation and Visual Aids
Framing Examples:
- Estate tax Death tax
- Drilling for oil Exploring for energy
- Domestic American
- Social security Retirement security
- Crime Public safety
- Tax responsibilities Tax burden
- Global warming Climate change
- Revenge Justice
- Purple vs. Plum vs. Aubergine
- Green vs. Asparagus
- Cassette recorder Walkman
- iPod- Portable CD player
- Personnel Human resources
- Inexpensive Cheap
- High net worth rich
- High value Low quality
- Employee Crew Member
- Group insurance Employee benefits
- Performance bonus Annual bonus
- Salary review Performance review
Presentation: a message delivered orally with or without visual aids
The 3 Ss:
- Substance: what do you want to say ; have a message facts, stories, level of interest
- Style: be confident, sincere, enthusiastic ; develop rapport; get to the point
- Support: be well organized
Attention Span:
- Variable = age - 3~5 minutes children - 20 minutes adults
**3 Purpose of Presentation:
- Inform: provide information, teach
- Persuade: motivate to take action, sales
- Build Goodwill: entertain, celebrate, validate
3 Kinds of Presentation:
- Monologue (the presenter does all the talking)
- Guided Discussion (ask question, try to make ppl talk)
- Conversation
3 Ps of Presentation
- Plan: strategic intent
- Prepare: stories and examples
- Practice :comfort with material
Introduction
- Borrowed Wisdom / Quotation
- Share a Story
- Make a Bold / Provocative Statement
- Get the Audience to Participate
- Ask a Rhetorical Question
- Share Noteworthy Facts or Survey Results
- Make a list of common items
- Give an interesting example
- Use Humour (carefully)
Organizing the Body
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- Problem to solution
- Chronological unfolding of events
- Status quo to Future Vision
- General to Specific
- Less Important to Most Important
- Logical flow / Process
- Benefits and Features
- Pros and Cons
- Persuasive Flow
- Problem / cause / solution
- Exclude alternatives
Presenting Problem
Obvious Solution
Other / Better Solutions
Recommendation
- Tricolon Principle:
/ 1-2-3 / Review 3 Things
Conclusion
- Recap / Summary
- Repeat core message
- Teaching Story
- Ask for sale
- Ask for something
- Quotation
- Return to question / provide frame
- Conclusion / Moral / Lessons Learned
- Call to Action
Pitch: a short persuasive presentation
Types:
- Elevator pitch(1-2 punch) solution = value proposition
Succinct = brief
Simple = to the point
Greed inducing = Whats for me?
Irrefutable = a yes-able proposition
- Presentation pitch (10 minutes)
How to win a pitch? The 5 fundamentals that will distinguish you from the competition.
1. Focus the message on the business problem
- What is their problem? Present a solution.
- People buy solutions
2. Organize the message around 3 members points
- Keep your message simple
- Describe the problem
- Propose the solution
- Ask for the order
- Tellem what youre gonna tellem. Tellem. Tellem what you toldem.
** 1. Overview
- How our solution works
- What it costs
- How it makes you money
** 2.Stories and Evidence
- The sandwich point story - point
** 3. Ask for the order
Logos
Etho
s
Path
os
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