Course Outline
1. Characteristics of the effective presentations - precepts, guidelines, useful tips
The practice of presenting:
• Drama and staging
• The communication process
• The road map
• Examples
Purpose and content
• Adapting the message
• Content selection: product features and benefits
• The PAL principle
• Illustrations and practical problems
Analysis of the client profile when choosing content
• Personality types
• Professional and demographic features
Design and structure
• Design techniques
• Basic structure types
How to prepare in a real situation
• Guidelines and useful tips on
- presentation design
- on presentation structure
Effective use of PowerPoint
• What to use
• What to avoid
• Analysis and critique of a sample presentation
2. The Delivery
• Presentation style
• Basic rules of live presentation
• How to make an impression
• Introduction and conclusion
• Variations on effective beginning and ending
• Localization
• Non-verbal communicaion (body language)
- Practical exercises focusing on eye contact, facial expression, gestures, posture
• Problem situations and how to overcome them
• Dealing with surprises
• Answering and dealing with difficult questions
• Performance evaluation guidelines
3. Interactive assignments to apply the basic principles
Live presentations and role plays based on familiar products in a sales situation
4. Case study
Group assignment in preparing and delivering a presentation; individual presentations, and peer and instructor analysis of results on the basis of pre-set criteria to evaluate the basic components of the presentation:
• Message formulation
• Emphasis on advantages and benefits to clients
• Consideration of client profile
• Structure and content choice
• Ability to inform
• Ability to convince
• Ability to entertain
• Success in answering questions
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Bulgarian