CHAPTER 29
Chapter 29, p. 576
Business and Professional Presentations
CHAPTER CONTENT OUTLINE
I. Business and professional presentations
A. Oral presentations are a significant aspect of many business and professional positions.
B. Presentational speaking, reports delivered by individuals or teams addressing an
audience of classmates or colleagues in the workplace, is similar to formal public
speaking, but with a few important differences.
2. Classroom or workplace audiences are more likely to be captive.
3. Audiences generally perceive that presentational speakers are “first among equals.”
II. Become familiar with reports and proposals.
A. The majority of business and professional presentations are reports or proposals.
B. A report is a systematic and objective description of facts and observations related to
business or professional interest. They can be informative or persuasive, or a mix of both.
Many reports include:
1. A preview/summary of reasons for the report, including its scope, methods,
limitations, main conclusions, and recommendations
3. Key conclusions drawn from evidence
4. Recommendations based on the evidence
C. A proposal offers a product, procedure, or policy to a client or company and is typically
persuasive in nature. Proposals vary widely, but many proposals:
2. State the problem
4. Describe the facts learned
6. Offer recommendations, including time lines and budgets
1. A sales proposal or sales pitch attempts to persuade a potential buyer to purchase a
service or product described by the presenter.
2. Audience
3. Organization
a. A sales proposal should be organized like a persuasive speech.
b. The motivated sequence (basic sales technique) is an excellent way to organize a
Chapter 29, p. 578
iv. Invite the buyer to purchase the product.
E. The staff report
2. Audience
a. The audience for a staff report is usually a group but may be an individual.
3. Organization
a. Formal staff reports are typically organized as follows:
i. State the problem or question under consideration.
F. The progress report
2. Audience
3. Organization
a. A progress report should be organized as follows:
i. Briefly review progress made up to the time of the previous report.
Chapter 29, p. 579
ii. Describe new developments since the previous report.
iii. Describe the personnel involved and their activities.
iv. Detail the time spent on tasks.
KEY TERMS
presentational speaking type of oral presentation in which individuals or groups deliver reports
addressing colleagues, clients, or customers within a business or professional environment
report a systematic and objective description of facts and observations related to a business or
professional interest
proposal type of business or professional presentation in which the speaker provides information
CONTENT PRESENTATION IDEAS
I. STUDENT ACTIVITY
1. Students often have personal experience giving presentations in other college courses. Conduct
a panel discussion to explore experienced students’ thoughts on their own presentations.
Organize a panel of students who have a variety of experiences from their own classes.
II. GROUP ACTIVITIES
1. Divide the class into three groups and have each group craft an appropriate speech given the
audience and organization style outlined in the text to the following scenario. Alternately, you
could assign one group per presentation topic: proposal, staff report, and progress report. Then
have each group present their speech and have the other groups comment on their organization
and content.
B.
Chapter 29, p. 581
Using this same scenario, assume the president has created a library policy to keep noise
down in the library. As the director of the library, write a staff report to inform librarians
and other library employees of the new policy.
C. Using the same scenario, assume a few months have passed and homecoming is
approaching. Many families will be visiting the campus, and the library and noise
2. What kind of presentation topics are likely to be assigned in business courses? Create a list of
business courses on the board; then brainstorm possible topics for presentations in these
courses.
III. ADDITIONAL ACTIVITIES
Professor Interview
Purpose: To learn what professors in other college courses expect from presentations in their
classes.
Instructions: Each student should visit a professor in his or her major department to conduct a
brief interview. Students should ask about the typical presentation in the professor’s class and
discuss the components of an effective presentation. Students should prepare a one-page paper
describing the interview.
So You Do the Lecture This Week
Purpose: To provide students with an opportunity to create their own college lectures.
Instructions: Each student should prepare a lecture for a course in his or her major. Use the
Pair up class members, and let them deliver their lectures to their partners. Have each student
write a brief description of the strengths and weaknesses of his or her partner’s lecture.
RECOMMENDED SUPPLEMENTARY RESOURCES
Adler, R., & Elmhorst, J. (2006). Communicating at work: Principles and practices for business
and the professions (9th ed.). New York, NY: McGraw-Hill.
Allesandra, T. (1993). Communicating at work. New York, NY: Fireside.
Andrews, P. H., & Baird, J. E., Jr. (1995). Communication for business and the professions (6th
ed.). Dubuque, IA: Brown & Benchmark.
271.
Johnson, J. R., & Szczupakiewicz, N. (1987, April). The public speaking course: Is it preparing
students with work-related public speaking skills? Communication Education, 36, 131–137.
New York, NY: McGraw-Hill.
Winter, J., Neal, J., & Waner, K. (2001). How male, female, and mixed-gender groups regard
interaction and leadership differences in the business communication course. Business