MAKING AN IMPACT IN PRESENTATIONS LY match the two parts of these expressions. 1. There's just one key idea that a) tofear but fear itself” 2 There are three key factors in valuing _b) can the government turn this situation round. veal estate: Mike you all to take away with you today. 3 As Roosevelt said, ‘We have nothing 4) location, location and location, but not ‘4. Only by restoring consumer necessarily in that order. confidence ©) real-estate loans have ended in foreclosure. 5 Imsure you'l all agree withme when —¢) | say that things can’t goon lke this. 6 Inthe state of Nevada, one in four TE Match each of the expressions in Exercise Ato its function (-¥i). |) Referring to surprising facts or figures i Quoting someone Ui) Emphasising key words 'y) Calling for action ¥)_ Building rapport with the audience by using humour ¥) Building rapport wit the audience by inviting agreement [Workin pairs. Give a brief presentation about one of the topics below to your partner, using ‘expressions relating tothe functions in Exercise 8. The listener's task sto identify the function ‘each time the speaker uses one of them. + Acountry that you have visited + Acompany or organisation that you are interested in + Abusinessperson that you admire + The market fora product that you have bought or are thinking of buying + Ademo/presentation of your mobile phone or laptop computerMANAGING QUESTIONS Complete these utterances used atthe press conference, by journalists (1-8) and the minister (9-12). Between one and three words are missing in each gap. Complete them using the words inbrackets, Change the grammatical form where necessary. (Mr Stanislavski... B Vessseeee (D8) (have). Vasco (be) certain we... Mr Stanislavski. 7 With all Gespectfud, you (unethica)? 10... (complete) unfounded. 11 if you'd just et... 12 Hang ..0. minute, YOU... could explain what you. stexac)? ‘another way. What question... .-(deny) that Mr Stanistavski will bene... 9 mnot sure if.....(entie) understand your question... (M@ON) | could just finish what |... (40) nthe yacht? felationship.....- (we) what. realise effect that... Pictures, have. close. hear why. (precise) (discuss) (toik) about..........plans for. evening? _-(epand) (onswer not) my question. meeting? Has (act) (b€) oon actions, [Eh Viadimir stanistavski has called a press conference of his own to‘clarfy‘the situation, Role-play the situation. Student A: Viadimir Stanislavski You want to reassure journalists that there is no impropriety (unethical behaviour) between you and the Minister, You were justin the resort of Simi, on a Greekisland, when you phoned lan Stonehouse (only an acquaintance, nota friend) and happened to find that he was there too on holiday, by pute coincidence, and invited him to spend a couple of hours, on your yacht. ‘Another British minister was also on your yacht a the same time, but you don’t know if the journalists know this. ‘You have plans to buy a TV channel in the UK, but you don’t think the fact that you know the minister is of any importance. Stonehouse told you that the government would ‘not prevent you from buying the TV channel, but of course ‘you will not mention this. Use some ofthe expressions/techniques for managing questions when challenged by the journalists at the press conference. a9 You want to find out: | + how well Vadimir Stanislavski (VS) knows lan ‘Stonehouse (1S); ‘+ the circumstances in which he invited IS tothe yacht; ‘+ whether any other guests were on the yacht atthe ‘same time. (There are rumours that there were. ‘+ what they discussed, in particular whether they talked about VS's acquisition of a TV channel in the UK; ‘¢ what the UK government’ attitude is to this acquisition, and whether they wil allow it to goahead. {In general, you want to give VS as hard atime as possible. Be insistent but polit in your questioning.PRESENTATIONS: THINKING ON YOUR FEET LD correct the errors in these utterances, replacing the incorrect words with the same number of correct ones. Funny enough, someone interrogated me the same question yesterday. Could you just resay that question because I don't think everyone catched it. 1m ecstatic that you elevated that point -it's an exceedingly interesting one {fearful that | don't have those informations to hand, 1m apologetic, bt that’s not really my terrain of researches. Can I return back for you on that one? ‘Are You mind if we dealing about that later in? | don’t want to got onto too excessive detail at this state. (be happy to discuss about with you after my talking. 410 Factually, il be arriving at that later this ftemoon, TED work in pairs. student A prepares and starts to give a two-minute presentation on a subject of his/her choice. After one minute, Student 8 interjects with an interruption, question, etc. Student A must respond appropriately, using a polite and tactful expression, corresponding to.one of the ‘inner thoughts’ (1-8) below. Student B must then guess which “inner thought" Student A was thinking. 1 That's irelevant 2 I talked about that earlier. Weren't you listening 3. Isn't it obvious | was going to cover that pont later? ‘4 That's not my area, and my colleagues are too ignorant to know, because they aren't interested in anything outside their own litle area. So there's no point in asking them, Dut lie and say that rl ask them, 5. | don’t really want to go to the trouble of contacting you later about this, but | suppose | must show willing, 6 Well deat with that later, ifyouinsi mentioned it at al 7 1 can't be bothered to go into any more detail, either now or Later. 8 We could talk about this after my talk, but it'd better be quick, as I have a tran to catch. ‘want to be back home in time for dinner. but in five minutes you'll probably forget youTELECONFERENCING Hy match the two parts of these expressions used in a teleconference. 1. Alessandra here. Let's a) let'smake a star. 2. We've only got half anhour,so 6) I comment a this stage?’ 3 Theresalotto ©) gover the agenda. 4 Can we hear fist 4) what we've said so far. 5 Wi,Alessandra. This isTom.1 _¢)_get through today. 6 like to 1) havea question for you. 7 Rick, here. Can add to what Tom has just said 8 Lets summarise 1) from Tom in Oslo, and then from Rick in Vancouver, 9 Can|just check and finally we'll go over to Harriet in Kuala Lumpur, 10 Let's go over the action points before we finish who's doing what and by when? Role-play this situation. The engineering design company that you work for has decided to move its headquarters from London to one of the locations abroad where it already has regional offices. Each participant in the teleconference is speaking from the regional office of the city that he/she wants to recommend. Reasons for moving could include lower company tax, weather, lifestyle, transport, infrastructure, good schools and universities. Choose a city that you have visited or that you know about. Your teacher will give you role cards forth situation, but you will not know who has each role card. The objectives are to: + further practise teleconferencing language © guess who has which role card »~ Student A ‘Student 8 You are not necessarily the host, but you want to hurry You have never travelled outside Europe, but you have lots things along at a good pace, as you have another ‘of ideas, sometimes pretending to have knowledge that teleconference immediately after this one. Despite this, you do not really possess. you do not want to seem rude. You do not really mind You want to show you are contributing positively the whole where the company moves to as long as the city is not __time to the teleconference (this is your first one). You are far from good beaches. (Your partner was insistent on younger than the other participants (you are only 23) and. this when you told him/her about the move.) this is your first job. However, you hide this and pretend that you have more You want to avoid interrupting when other people are ‘serious’ reasons for your choice. ‘speaking, and you apologise profusely if this happens. Student C ‘Student D You think of yourselfas welltravelled, and you have a You do not really want the HQ to move from London at al number of suggestions, but you make clear quite early Youare happy working in the regional office where you conwhich one your favourites, and for what reason(s). are. You area senior regional manager who enjoys trips to You have teenage children who would benefit from time London for business meetings because you can combine abroad, and you do not hide this, but ou make clear them with going to football matches, bt you don't what the benefits would be forthe company as a whole, mention this. (You support Arsenal.) You are quite impatient with other participants, ‘You want to sound enthusiastic about doing what's best especially those you consider less knowledgeable than for the company, but your ‘hidden agenda’ isto stay yourself. exactly where you are.Presentations © Match the two parts (1-10, a-j) of these expressions for summarising and dealing with questions at presentations. Let's take another look at some As I've said before, usability You'll find a summary of what ‘My main point really is, what Iwas just wondering what you thought about ‘Well, that's not exactly my department, but | I'm not sure | entirely understand. Are you saying like to know why you didn't mention cyber crime. Of course, I'd say it's as vital as other security issues, but 10 I'moften asked that, but I really believe wanaursune a) it wasn't the focus of my talk. b) we haven't yet realised the full potential of online purchasing. © Don'tyou think it's important? d) the sales department is usually in conflict with the designers? €) isabout content, design, navigation and effectiveness. ) makes successful web design in the handbook. < 8) think Clive will be happy to discuss that question. H) copywriting in respect to online sales. ofthe key factors in successful website design. 1) doyou want your online customers to do? © Technophite or technophobe? Work in pairs. Student A ‘Ask your partner these questions to find out if he/she isa technophile or a technophobe. 1 Do you prefer PCs or Macs? 2. What do you like most/least about Windows? 3, Do you ‘Google’, or use other search engines? ‘4 What's your favourite technological gadget at the moment? 5 What's been your biggest technological success? 6 Add a question of your own. Give your partner 3-2 points for each question, depending on their answers: 0 = technophobe: 1 = average technical competence: 2=technophile Tell them their score (out of 12) and why you think they are a technophile or a technophobe. Student B ‘Ask your partner these questions to find out if he/she is a technophobe or a technophile. 4 Do you have a laptop? How often do you take it with you? 2. If money were no object, what technological equipment would you buy? What do you like best about cell phones? What annoys you most about new technologies? What's been your biggest technological disaster? Add a question of your own. anew Give your partner 1-2 points for each question, depending on their answers: ‘0 = technophobe; 1 = average technical competence; 2 = technophile Tell them their score (out of 12) and why you think they are a technophile or a technophobe.‘Only the prepared speaker deserves to be confident" (Dale Carnegie, American writer and lecturer, 1888-1955) ‘Tell the audience what you're going to say, say it; then tell them what you've said." (Ralph Waldo Emerson, American essayist and poet, 1803-1882) "Talk low, talk slow and don't say too much." (John Wayne, American actor and director, 1907-1979) "It is delivery that makes the orator's success." (Johann Wolfgang Von Goethe, German poet, 1749-1832) ‘Most speakers speak ten minutes too long." (James Humes, American lawyer and presidential speech writer) "There is nothing in the world like a presuasive speech to fuddle the mental apparatus." (Mark Twain, American humorist and writer, 1835-1910)Student A Giving short presentations Work in groups of three (Student A, Student 8 and Student C). Each of you has a presentation card with three questions printed on it. Your questions are not the same as your partners’. Follow steps 1-4 below. Recruitment ~ How can you attract the best quality staf? ‘+ Finance —What can you doto avoid cashflow problems? Marketing ~ How importantis brand image in a marketing strategy? Follow-up questions for your partners’ talks Follow-up questions for Student B's talk Human resources ‘+ What factors should managers consider when allacating a training budget? ‘+ Should staff pay tor their own training? so, when? ‘+ What guarantees should be obtained from stat going on extended taining? ‘+ What are the advantages of secondment as away of training staf? ‘+ What methods can be used to identity staff training needs? Production + How importantisitto have production facies closeto head office? + Should production facilities be located close totarget markets? + How importantis a reliable source of supplies for production? + Arelabour costs the most important factor when considering where to locate production facilities? the advantages of direct selling over the + How many languages should a company website bein? Follow-up questions for Student C's talk Human resources ‘+ How important are leadership qualities in @ good manager? ‘+ How much should managers del should they do themselves? ‘+ Should managers’ pay be related to profits? ‘+ What factors should be taken into account when promoting anemployee to a management post? ‘+ How importantisitthat managers have good ‘communication channels with their staff? eone starting a new business, how importantisitto have abusiness plan? ‘+ What elements should a business pian contain? + What are the disadvantages of selling shares when tying toraise finance? + When should a company decide to stay small? ‘+ What are the advantages of ploughing back profits? Sales + Whats suitable balance betwoen sales and commissions? ‘+ What balance should there be between technical knowledge and sales sls? ‘+ What ringe benefits will attract good sales stat? * How much contact should company representatives have with head office?Giving short presentations Student B Work in groups of three (Student A, Student B and Student C). Each of you has a presentation card with three questions printed on it. Your questions are not the same as your partners’. Follow steps 1-4 below. 1 Choose one of the questions and take one minute to prepare a one-minute presentation answering the question. 2 Take tums to give your presentations. After each presentation, you should choose to or three questions from the list of follow up questions to ask the person who has given the presentation (e.g. if Student A has talked about ‘Finance’, choose two or three questions from that list to ask him/her). You may also give your opinions in answer to the questions, 4 When you have each given your talk and answered the questions, you may repeat the process with another question from the presentation card. ‘+ Human resources — To whatextentis training staff innew skills @ responsibilty ofthe company rather than the individual? *+ Production ~ What are the advantages and disadvantages of moving production facilites to another country? ‘+ Marketing - How can a presence on the Internet make a difference to a company? Follow-up questions for your partners’ talks Follow-up questions for Student As talk Recruitment ‘© Whatare the costs of recruitment? What are the disadvantages of puting job advertisements innewspapers? ‘+ How important are working conditions in attracting good staff? How can offering fringe benefits hep to attract stat? How importants staf mobiity tothe efficiency of company? Finance + How can you encourage late payersto pay up? How can banks help you have cashflow problems? How can a full order book lead to cashfiow problems? How cana company reduce its exposure to riskin dificult ‘economic times? What should you take into account when giving @ customer credit? What mistakes do companies make which damage brand image? How can companies improve theirimage? How does pricing affect brand image? How importantis quality control? Whatis essentialin after-sales service when thinking | Marketing | | aout te quality ofthe brand? Follow-up questions for Student C's talk Human resources ‘+ How important are leadership qualities in a good manager? ‘+ How much should managers delegate, and how much should they do themselves? ‘+ Should managers’ pay be related to profits? | ‘+ What factors should be taken into account when promoting | anemployee toa management post? | ‘+ How importartisitthat managers have good ‘communication channels with their staf? Finance For someone starting a newbusiness, how importantisitto have a business plan? ‘+ What elements shouid a business plan contain? + Whatare the disadvantages of selling shares when trying toraise finance? ‘+ When should a company decide to stay small? + Whatare the advantages of ploughing back profits? Sales Whatis a suitable balance between sales and ‘commissions? ‘+ What balance should there be between technical knowledge and sales skills? ‘+ What fringe benefits will attract good sales staf? ‘+ Howmuch contact should company representativeshave | with head office? |Student C Giving short presentations Work in groups of three (Student A, Student B and Student C). Each of you has a presentation card with three questions printed on it. Your questions are not the same as your partners’. Follow steps 1-4 below. 1 Choose one of the questions and take one minute to prepare a one-minute presentation answering the question. 2 Take turns to give your presentations. After each presentation, you should choose two or three questions from the list of follow-up questions to ask the person who has given the presentation (e.g, if Student B has talked about “Produiction’, choose two or three questions from that list to ask him/her). 3 You may also give your opinions in answer to the questions. 4 When you have each given your tatk and answered the questions, you may repeat the process with another question from the presentation card. + Sales~How Follow-up questions for your partners’ talks Follow-up questions for Student A's tlk Recruitment ‘+ Whatare the costs of recruitment? ‘+ What are the disadvamtages of putting job advertisements innewspapers? ‘+ How important are working conditions in attracting good staff? ‘+ How can offering fringe benefits help to attract stat? ‘+ How importants staff mobility tothe efficiency ofa company? Finance ‘+ How can you encourage late payersto pay up? ‘+ How can banks help you have cashflow problems? ‘+ How can a full order book lead to cashflow problems? ‘+ How can a company reduce its exposure to riskin difficult economic times? + What should you take into account when giving a customer credit? | | Marketing + What mistakes do companies make which damage brand image? How can companies improve theirimage? How does pricing affect brand image? How importantis quality contro!? ‘Whatis essential in after-sales service when thinking aboutthe quality of the brand? ‘+ Human resources — What are the ingredients of a good management team? + Finance — How can small businesses raise finance in order to expand? |you motivate sales staff? Follow-up questions for Student B's talk Human resources ‘+ What factors should managers consider when allacating a training budget? + Should staff pay for their ovn training? itso, when? + What guarantees should be obtained from staf going on extended training? ‘© Whatare the advantages of secondmentas a way of training stat”? ‘+ Whatmethods can be used identity staff training needs? Production ‘+ How importantisitto have production facies close to head office? * Should praduction facilities be located close to target markets? + Howimportart sa reliable source of supplies for production? ‘+ Arelabour costs the mostimportant factor when considering where to locate production facilities? Marketi ‘+ What are the characteristics of a good company website? + Whatare the advantages of direct seling over the Internet? + How many languages should a company website bein?