Department

Management (MGT)Course Code

MGTA36H3Professor

J HowardThis

**preview**shows half of the first page. to view the full**2 pages of the document.**MGTC36 Speaking Your Way To The Top Chapter 5

Chapter 5: Persuasive Presentations

o Speech Planning Worksheet

- There are four options/styles to organizing your presentation

- 1. Proposition to Proof

Proposition is stated at the beginning of a presentation and this lets your

listeners know right up front what you want from them

Prove your proposition with 3 -5 points of evidence and an emotional appeal

Review the evidence and end with a strong closing statement

- 2. Problem to Solution

First state a problem and then present a solution from your point of view

If the problem is complex, make sure you spend enough time detailing what

the problem is

After explaining problem clearly, offer your solution which has 3 -5 points

and supporting material, a review, and a memorable closing statement

- 3. Reflective

Start with a problem and then prove that it exists (similar to how problem to

solution begins)

Prove the problem exists, then establish the criteria to evaluate and select a

solution

Explain the solutions that you are rejecting and why the solution you propose

is the best one

- 4. Motivated Sequence

This method is used most in sales and it leads your audience to a call to action

(presenter leads audience to brink of action and then provides it with the

means to act)

The motivated sequence either creates a need in the audience or makes it

aware of a need

o 4 Models of Persuasive Speech

- 1. Proposition to proof

Grabber statement

State your proposition

Proof ± using logic and emotional appeals

Review

Memorable statement ± ask for what you want. Draw conclusions

- 2. Problem to solution

Grabber

Problem ± Be sure to prove that a problem exists. This could be a big part of

the presentation. No soOXWLRQLVQHFHVVDU\LIWKHDXGLHQFHGRHVQ¶WUHFRJQL]H

the problem

Solution

Review

Memorable statement ± ask for what you want. Draw conclusions

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