1. Business Courses & Business Presentations (Chapter 33) By: Val and Keera

2. The curriculum of most business courses mimic the demands and challenges of the real world. The curriculum of most business courses mimic the demands and challenges of the real world.

3. Case Study Presentations A case study is a detailed analysis of a real (or realistic) business situation. Students are typically expected to consider the case study carefully then report on the following items: Students are typically expected to consider the case study carefully then report on the following items: 1. Description/ overview of the major issues involved in the case. 2. Statement of the major problems and issues involved. 3. Identification of any relevant alternatives to the case. 4. Presentation of the best solutions to the case, with a brief explanation of the logic behind them. 5. Recommendations for implementing the solutions, along with acknowledgement of any impediments.

4. Sales Presentations A sales presentation attempts to lead a potential buyer to purchase a service or a product described by the presenter. A sales presentation attempts to lead a potential buyer to purchase a service or a product described by the presenter. The general purpose of sales presentations is to persuade. The general purpose of sales presentations is to persuade.

5. Organization of Sales Presentations 3 methods commonly used : Comparative advantage –used when the buyer must choose between competing products and seeks reassurance that the product being presented is indeed superior. Comparative advantage –used when the buyer must choose between competing products and seeks reassurance that the product being presented is indeed superior. Problem-solution or problem-clause-solution models- used when selling to a buyer who needs a product to solve a specific problem. Problem-solution or problem-clause-solution models- used when selling to a buyer who needs a product to solve a specific problem. Motivated sequence- appeals to buyers psychology, they use the following guidelines. Motivated sequence- appeals to buyers psychology, they use the following guidelines. 1. Draw the potentiol buyers attention to the product. 2. Isolate and clarify the buyers need for the product. 3. Describe how the product will satisfy the buyers need. 4. invite the buyer to purchase the product.

6. Proposal Proposals are often persuasive in nature, with the presenter arguing over one course of action over another. Proposals are often persuasive in nature, with the presenter arguing over one course of action over another. Proposals also may be informative. Proposals also may be informative.

7. Proposal Organization (Lengthy Proposal) 1. Introduce the issue. 2. State the problem. 3. Describe the method by which the problem was investigated. 4. describe the facts learned. 5. Offer explanations and an interpretation of the findings. 6. Offer recommendations.

8. Brief Proposal 1. State your recommendations. 2. Offer a brief overview of the problem. 3. Review the facts on which the recommendations are based.

9. Staff Reports A staff report informs managers and other employees of new developments that affect them and their work. Formal staff reports are typically organized as follows: 1. State the problem or question under consideration 2. Provide a description of procedures and facts used to address the issue. 3. Discuss the facts that are most pertinent to the issue. 4. Provide a concluding statement. 5. Offer recommendations

10. Progress Report A progress report updates clients or principals on developments in an ongoing project. On long term projects, the progress report may be given at the end of the project. But on the short term project the report may be given daily. A progress report updates clients or principals on developments in an ongoing project. On long term projects, the progress report may be given at the end of the project. But on the short term project the report may be given daily.

11. Progress Report Organization 1. Briefly review progress made up to the time of the previous report. 1. Briefly review progress made up to the time of the previous report. 2. Describe new developments since the previous report. 2. Describe new developments since the previous report. 3. Describe the personnel involved and their activities. 3. Describe the personnel involved and their activities. 4. Detail the time spent on tasks. 4. Detail the time spent on tasks. 5. Explain supplies used and costs incurred. 5. Explain supplies used and costs incurred. 6. Explain any problems and their resolution. 6. Explain any problems and their resolution. 7. Provide an estimate of tasks to be completed for the next reporting period. 7. Provide an estimate of tasks to be completed for the next reporting period.

12. Crisis-Response Presentations Crisis-response presentations are meant to reassure an organizations’ various audiences and restore its credibility in the face of an array of threats.

13. Crisis-Response Organization A variety of strategies exists for organizing a crisis presentation, ranging from simple denial to admitting responsibility for a crisis and asking forgiveness. A variety of strategies exists for organizing a crisis presentation, ranging from simple denial to admitting responsibility for a crisis and asking forgiveness. Based on persuasion and argument. Sound reasoning and evidence are essential to its effectiveness. Based on persuasion and argument. Sound reasoning and evidence are essential to its effectiveness. These are often conveyed via media such as television and radio. These are often conveyed via media such as television and radio.