Department

Management (MGT)Course Code

MGTA36H3Professor

J HowardChapter

5This

**preview**shows half of the first page. to view the full**1 pages of the document.**Chapter 5 – Persuasive Presentations

How to Organize Your Presentation (refer to page 59-65)

1. Proposition to Proof. State proposition at the beginning, lets your listeners know what you

want from them. Prove your proposition with 3-5 points of evidence & an emotional appear.

Review the evidence. Works well with favourable audiences, possible with uninformed,

apathetic, favourable mixed groups, but not good for hostile & hostile-mix audiences.

2. Problem to S olution. State the problem then present a solution from your point of view. Make

sure problem is explained clearly. 3-5 points & suppor ting material, review & memorable

closing. Same audience as proposition.

3. Reflective. Start with a problem then prove that it exists, then establish the criteria to evaluate

and select a solution. Risk is that audience might be unsure what you are advocating. Make sure

to eliminate other points of view as viable. Excellent for analytical people, hostile & hostile-

mixed groups . Overkill for favourable, uninformed & apathetic audiences.

4. Motivated Sequence. Used most in sales, leads your audience to a call to action. Create a

need in the audience or makes it aware of a need, then supply the means to satisfy that need,

make solution appealing.

4 Models of Persuasive Speaking

1. Proposition to Proof: grabber statement, state your proposition, proof – using logic &

emotional appeals, review, memorable statement – ask for what you want. Draw conclusions

2. Problem to S olution: grabber, problem (prove that problem exists, audience must recognize

problem), solution, review, memorable statement

3. Reflective: grabber, problem (establish criteria to evaluate & make a decision), possible

solution, possible solution, possible solution (end with your choice), evaluate all solutions using

the criteria & make sure the solution you are advocating best solves the problem, review,

memorable statement

4. Motivated Sequence: attention, need (create plan), satisfaction (t alk about how your plan

satisfies the need), visualization (paint a positive picture of the benefits of your plan), appeal to

action (get a commitment if possible)

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