Chapter Twenty-Eight Business and Professional Presentations

Chapter Twenty-Eight Table of Contents zDifferences between Public Versus Presentational Speaking zTypes of Presentations zDelivering the Presentation*

Business and Professional Presentations zPresentational Speaking yReports delivered by individuals or groups within the business or professional setting*

Differences between Public versus Presentational Speaking zThere are clear differences between a speech given to the public and a presentation delivered in a professional setting: yThe audience for a presentation can be as small as three people. yPresentational speaking is less formal than public speaking.*

Differences between Public versus Presentational Speaking zTopic Selection zAudience Composition zAudience Participation zSpeaker Expertise*

Differences between Public versus Presentational Speaking: Topic Selection zTopics for public speeches can be assigned but are often left to the speaker’s discretion, while topics for business presentations are either assigned or assumed as part of one’s role in a project.*

Differences between Public versus Presentational Speaking: Audience Composition zListeners who attend a business or professional presentation are more likely to be part of a “captive” audience.*

Differences between Public versus Presentational Speaking: Audience Participation zUnlike public speaking, in business or professional presentations verbal interaction is generally the rule rather than the exception.*

Differences between Public versus Presentational Speaking: Speaker Expertise zRather than “experts,” presentational speakers are more properly thought of as “first among equals.”*

Types of Presentations zThere are five common types of business and professional presentations, each with its own purpose, audience, and organization.*

Types of Presentations zSales Presentations zTechnical Reports zStaff Reports zProgress Reports zInvestigative Reports*

Types of Presentations: Sales Presentations zA sales presentation attempts to lead a potential buyer to purchase a service or a product described by the presenter. yUsually an audience of one or many zAlan Monroe’s motivated sequence (sometimes called the basic sales technique) offers an excellent way to organize sales presentations.*

Types of Presentations: Technical Reports zA technical report provides detailed information about a procedure or device to an organization to help it decide whether to adopt or purchase it. yAudience varies from an individual to a group. yLength and formality of the report depends on the subject and its scope.*

Types of Presentations: Staff Reports zStaff reports inform managers and other employees of new developments that affect them and their work. yAudience is usually a group. yOrganizing a staff report: xState the problem or question. xProvide a description of procedures and facts. xDiscuss the most pertinent facts. xProvide a conclusion. xOffer a recommendation.*

Types of Presentations: Progress Reports zA progress report updates clients or principals on developments in an ongoing project. yAudiences vary greatly. yNo set pattern of organization.*

Types of Presentations: Investigative Reports zAn investigative report studies a problem on behalf of an organization that can’t solve the problem on its own.*

Types of Presentations: Investigative Reports zAudiences for investigative reports are usually groups whose planning and decisions depend significantly on the results of the investigation. zOrganization: yIndirect method: presents conclusions and recommendations last yDirect method: begins with most important conclusions and recommendations*

Delivering the Presentation zThe range of delivery styles may be broader for presentations than for speeches.*

Delivering the Presentation zInformational Delivery zInstrumental Delivery zRelational Delivery zTransformational Delivery*

Delivering the Presentation: Informational Delivery zThe informational style of delivery is precise, disciplined, focused, clear, logical, and well organized. yBest used when your presentation is fact-based*

Delivering the Presentation: Instructional Delivery zThe instructional style of delivery is stimulating, engaging, consequential, decisive, and action-oriented. yInvolves audience interaction*

Delivering the Presentation: Relational Delivery zThe relational style of delivery is open, candid, honest, believable, plausible, and trustworthy. yHinges on presenter’s credibility*

Delivering the Presentation: Transformational Delivery zThe transformational style of delivery is emphatic, powerful, insightful, expansive, and visionary. yUsed for audience motivation*