Effective Business Presentation有效商业简报(ppt)
Chapter Five Effective Business Presentation





mnszrh@zsu.edu.cn
School of Business Zhongshan University

A good presentation can better your achievement.
----Albert Zhu
Lift Theory
作为一个咨询师，你必须在和客户一起乘坐电梯的３０秒钟内把自己的方案向他说清楚；否则，就不会赢得繁忙的客户对你的认同。
——埃森•拉塞尔《麦肯锡方法》
Preliminary Case
B.B.C. Inc. (A) (B) (C) (D)
Workshop Objectives
Plan and organize a presentation that addresses audience’s needs
Prepare appropriate visuals that support the presentation
Use verbal and nonverbal delivery techniques
Control nervousness when presenting
Respond to comments and reactions appropriately
Steps for Preparing Effective Presentation
Determine the purpose
Analyze the audience and occasion
Establish the main ideas for the message
Research the topic
Write the draft
Create visual aids
Rehearse the talk
Skill Exercise 5.1
Applying the above guidelines in the roleplay of “B.B.C. Inc.”, you will take a turn making a presentation again to the class
Development of Your Presentation
The introduction
The body
The close
The question-and-answer period
The visual aids
Skill Exercise 5.2
Exploit 3 minutes to make a presentation about your work development in the case study of certain course.
The Art of Delivery
Getting ready to give your presentation
Delivery of the speech
Handling questions
Getting Ready to Give Your Presentation
Decide the ways of delivering: extemporaneous, reading, memorization, impromptu
Rehearse the talk
Prepare the location
Design your business image in communication (to be discussed in Nonverbal Communication in details, focusing on your appearance)
Skill Exercise 5.3
Reconsider the roleplay of “B.B.C. Inc.” and the introduction of your work development in the case study of certain course
Delivery of Speech
Strategies for an effective nonverbal delivery
Strategies for an effective oral delivery
Strategies for reducing stage fright
Skill Exercise 5.4
Exploit 5 minutes to make an introduction to the class about the project in which you have been engaged recently.
Skill Exercise 5.5
Regarding the above practice, reconsider the tips for posture/movement
Communicate a strong stance
Stand with feet about shoulder width apart
Make sure you can be seen
Reposition to avoid getting “stuck”
Avoid “pacing”

Tips for making effective gestures

Use sparingly
Make gestures natural
Use gesture to emphasize
Keep gestures above the waist
Use open hands
Match gestures to what you say, where you are presenting

Tips for vocal

Focus on each word
Adapt your speaking pitch, rate volume, and pronunciation to your audience
Project to person farthest away
Speak louder for emphasis
Speak softer to gain attention

Benefits of taking a pause

Add importance to certain words
Give audience time to reflect
Add dramatic effect
Help avoid “nonwords”

Tips for reducing stage fright

Knowing your subject well
Rehearse
Request—in advance—a lectern
Precheck any equipment you’ll need
Take an object with you—a pen, and the like
Breathe deeply and slowly before speaking
Move appropriately during the speech
Approach the lectern with assurance and enthusiasm
Handling Questions
Show respect
Responding to entire audience
Restate or rephrase, if necessary
Keep your answers short and to the point
Let person finish, but don’t let any member of the audience monopolize your attention or turn a question into a debate
(to be continued)

Maintain positive posture (step into it)
“We’ll cover later,” if appropriate
Never bluff — “I/we don’t know” is OK
Handling Objections…Impasse
Clarify reason for and degree of objection
Don’t argue, avoid turning audience against you
Be positive and knowledgeable, not defensive and motional
Resolve quickly—keep things moving
If necessary, establish conditions for “second hearing”
Treat hostile questions as legitimate requests for information
Handling Unrelated Comments
Be positive
Never be embarrassed
Keep things moving (e.g.)
---- “Interesting point, we’ll keep in in mind”
---- “ Great thought, we’ll consider that”
How to Deliver Persuasive Presentations
Objective
Be more confident, enthusiastic than in other presentations
Begin with something that appeals the audience
Carefully refine your main point
State the situation and problem
(to be continued)

Offer your solution
Find most relevant evidence and data to support your argument
Lead the audience
Observe
Expect the worse during the question and answer time
Tips and Warnings for Making a Presentation
Stand up straight
Use powerful gestures
Speak in a firm tone
Be confidence but don’t be too aggressive
Skill Exercise 5.6 Role-playing
口头报告案例
（一）华信实业有限公司的总经理梁晨
（二）高家龙博士
Skill Exercise 5.7
如何提高会谈技巧

Effective Business Presentation有效商业简报(ppt)