Business Courses &Business Courses & Business Presentations Business Presentations

(Chapter 33)(Chapter 33)

By: Val and Keera By: Val and Keera

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

Case Study PresentationsCase Study PresentationsA case study is a detailed analysis of a real (or A case study is a detailed analysis of a real (or

realistic) business situation.realistic) business situation. Students are typically expected to consider the case Students are typically expected to consider the case

study carefully then report on the following items:study carefully then report on the following items:1. Description/ overview of the major issues involved in 1. Description/ overview of the major issues involved in

the case.the case.2. Statement of the major problems and issues involved.2. Statement of the major problems and issues involved.3. Identification of any relevant alternatives to the case.3. Identification of any relevant alternatives to the case.4. Presentation of the best solutions to the case, with a 4. Presentation of the best solutions to the case, with a

brief explanation of the logic behind them.brief explanation of the logic behind them.5. Recommendations for implementing the solutions, 5. Recommendations for implementing the solutions,

along with acknowledgement of any impediments.along with acknowledgement of any impediments.

Sales PresentationsSales Presentations

A sales presentation attempts to lead A sales presentation attempts to lead a potential buyer to purchase a a potential buyer to purchase a service or a product described by the service or a product described by the presenter.presenter.

The general purpose of sales The general purpose of sales

presentations is to persuade.presentations is to persuade.

Organization of Sales Organization of Sales Presentations Presentations

3 methods commonly used :3 methods commonly used : Comparative advantageComparative advantage –used when the buyer must choose –used when the buyer must choose

between competing products and seeks reassurance that the between competing products and seeks reassurance that the product being presented is indeed superior.product being presented is indeed superior.

Problem-solution or problem-clause-solution models-Problem-solution or problem-clause-solution models- used when selling to a buyer who needs a product to solve a used when selling to a buyer who needs a product to solve a specific problem.specific problem.

Motivated sequence-Motivated sequence- appeals to buyers psychology, they use appeals to buyers psychology, they use the following guidelines.the following guidelines.

1. Draw the potentiol buyers attention to the product.1. Draw the potentiol buyers attention to the product.2. Isolate and clarify the buyers need for the product.2. Isolate and clarify the buyers need for the product.3. Describe how the product will satisfy the buyers need.3. Describe how the product will satisfy the buyers need.4. invite the buyer to purchase the product. 4. invite the buyer to purchase the product.

ProposalProposal

Proposals are often persuasive in Proposals are often persuasive in nature, with the presenter arguing nature, with the presenter arguing over one course of action over over one course of action over another.another.

Proposals also may be informative.Proposals also may be informative.

Proposal OrganizationProposal Organization(Lengthy Proposal)(Lengthy Proposal)

1. Introduce the issue.1. Introduce the issue.2. State the problem.2. State the problem.3. Describe the method by which the 3. Describe the method by which the

problem was investigated.problem was investigated.4. describe the facts learned.4. describe the facts learned.5. Offer explanations and an 5. Offer explanations and an

interpretation of the findings.interpretation of the findings.6. Offer recommendations.6. Offer recommendations.

Brief ProposalBrief Proposal

1. State your recommendations.1. State your recommendations.

2. Offer a brief overview of the 2. Offer a brief overview of the problem.problem.

3. Review the facts on which the 3. Review the facts on which the recommendations are based.recommendations are based.

Staff ReportsStaff Reports

A staff report informs managers and other employees A staff report informs managers and other employees of new developments that affect them and their of new developments that affect them and their

work.work.

Formal staff reports are typically organized as follows:Formal staff reports are typically organized as follows:

1.1. State the problem or question under considerationState the problem or question under consideration

2.2. Provide a description of procedures and facts used to Provide a description of procedures and facts used to address the issue.address the issue.

3.3. Discuss the facts that are most pertinent to the issue.Discuss the facts that are most pertinent to the issue.

4.4. Provide a concluding statement.Provide a concluding statement.

5.5. Offer recommendations Offer recommendations

Progress ReportProgress Report A progress report updates clients or A progress report updates clients or

principals on developments in an ongoing principals on developments in an ongoing project. On long term projects, the project. On long term projects, the progress report may be given at the end of progress report may be given at the end of the project. But on the short term project the project. But on the short term project the report may be given daily.the report may be given daily.

Progress Report Progress Report OrganizationOrganization

1. Briefly review progress made up to the time of 1. Briefly review progress made up to the time of the previous report.the previous report.

2. Describe new developments since the previous 2. Describe new developments since the previous report.report.

3. Describe the personnel involved and their 3. Describe the personnel involved and their activities.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 7. Provide an estimate of tasks to be completed

for the next reporting period.for the next reporting period.

Crisis-Response Crisis-Response PresentationsPresentations

Crisis-response presentations are Crisis-response presentations are meant to reassure an organizations’ meant to reassure an organizations’

various audiences and restore its various audiences and restore its credibility in the face of an array of credibility in the face of an array of

threats.threats.

Crisis-Response Crisis-Response OrganizationOrganization

A variety of strategies exists for organizing a crisis A variety of strategies exists for organizing a crisis presentation, ranging from simple denial to presentation, ranging from simple denial to admitting responsibility for a crisis and asking admitting responsibility for a crisis and asking forgiveness. forgiveness.

Based on persuasion and argument. Sound Based on persuasion and argument. Sound reasoning and evidence are essential to its reasoning and evidence are essential to its effectiveness. effectiveness.

These are often conveyed via media such as These are often conveyed via media such as television and radio.television and radio.