final sale idea

Final Sales Presentation Sell your Idea

The Prompt Use everything you know about great presenting and business research to sell your original idea to a non- consumer audience. Overview Your Final Sales Presentation is your last presentation of the semester and should be your best possible work; consider this your final exam. Because this is a skill-building course, guidelines for this presentation are broad and allow you a wide range of creative latitude – have fun with this! Successful presentations will demonstrate the progress you’ve made this semester as a speaker and will demonstrate mastery of persuasive, audience- center content, persuasive organization, delivery, Q&A readiness, and slide design. For this presentation, you will not be selling to consumers. Instead, you will be selling your idea to an audience who can make your idea happen. Model this after real sales pitches given at business conferences, summits, incubators, Kelley case competitions, IU departmental programs and projects, and IU student initiatives (I hope you opened a few of those links). For example, don’t sell a Harley-Davison motorcycle; instead, sell a new marketing concept to Harley-Davidson. Don’t sell a Sony DVD player; persuade a group of Sony executives to sponsor the renovation of the local historical theatre. Or, sell a competitor’s latest integrated technology concept to those Sony executives. You may decide to persuade UITS to upgrade student Webmail or the IU Trustees to build a new ice rink. Or you may pitch pre-loaded iPods to Apple, Victoria’s Secret teaming up with Race for the Cure, or your favorite clothing store adding a new line…the possibilities are endless but there must be some kind of exchange (money, time, PR, etc.) and you and the audience need to be from different associations. You will need to “invent” credibility for yourself to make the presentation more real (i.e. you can be a “marketing intern at Harley-Davidson” or the “fundraising chairperson for the Buskirk-Chumley Theater”). You will also need to “invent” the context, so make sure the class fully understands who your specific audience is and the event/occasion that is hosting your pitch. This is simple to do at the beginning of the presentation. Remember, as a speaker, you are in control and get to set the stage. Since this presentation is worth many points, I suggest you select a topic that is interesting and important to you. Whether your “love” involves baseball, movies, computers, farming, fashion, investing, music, or horseback riding, find a way to incorporate it into this presentation. Learning Objectives

• Demonstrate effective audience analysis and tailored credible research. • Use a persuasive strategy that motivates an audience to action. • Demonstrate control, intention, and mastery in delivery techniques and Q&A. • Employ effective visual design throughout slide deck.

Presentation Requirements

• Dress: Business Professional • Time: 6-7 minutes speaking, up to 5 minutes for Q&A. • Research: Orally cite 5-7 sources

o 3-4 of these sources must be from the databases discussed on the C104 Library Guide; by now you know what good research looks like.

• Organization: There must be a clear theme and I am looking specifically for the persuasive patterns discussed in class

• Deliverables Packet: Due in Canvas before class starts on your presentation day. o Outline: Submit a one-page outline that clearly indicates each element we have learned for

effective outlines.

o Slide Deck: I am looking for decks with strong claims, a rolling storyline, and intentional design.  Audience Persona Slide: On slide 1, replicate Durate's recommended "audience persona

slide," including a picture or icon of your audience. This is a thinking tool for YOU and not something that you present in class.

 Persuasive Title Slide: Include a persuasive overview and stunning imagery. Use this slide to get us excited about your content.

 Content/Data Slides: Use as many, or as few slides, as you need to highlight your argument. Follow the best practices we know about claim headings, the Rule of 3rds, and color choice/font size. Remember: NO bullet points (read this).

 Review Slide: Remind us of your main points, stay consistent with your theme, and leave this slide up during Q&A. And remember, delete the "Thank You" slide.

 Appendix Slides: Include a minimum of 5 appendix slides at the end of your presentation that anticipate and answer possible audience questions.

o Works Cited: Follow MLA formatting and be careful with EasyBib, it does not properly cite many sources and often leaves strange highlights behind text.

 "Central Authentication Services..." is NOT a source. Check your final document carefully

Recommended Reading • Godin, S. (2016, August 19). Pattern matching as a shortcut to growth. Seth’s Blog.

http://sethgodin.typepad.com/seths_blog/2016/08/pattern-matching-as-a-shortcut-to-growth.html

• Godin, S. (2016, September 13). A value creation checklist. Seth’s Blog. http://sethgodin.typepad.com/seths_blog/2016/09/a-value-creation-checklist.html

• Schwertly, S. (2012, September 12). Three tips from the master of storytelling: Apple. Ethos3:

theBLOG. Retrieved from http://www.ethos3.com/2012/09/3-tips-from-the-master-of-storytelling-apple/

• I also suggest reviewing past feedback, readings, class notes, and chatting with teammates about problem areas or still fuzzy concepts.

Grading Rubric Please see below so you know how your presentation will be evaluated.

Final Sales – Rubric

Excellent Good Weak

Content Evidence Audience

Word Choice Prompt

Content of the message is complete in that it contains all necessary information with a variety of finely tuned evidence. Clearly defined audience. Word choice is powerful and moving. The presentation follows the prompt fully.

Content of the message is mostly complete with some necessary information and evidence missing. Audience needs to be more clearly defined. Word choice is effective. Presentation mostly follows the prompt.

Content of the message needs to be developed with key information missing or uses evidence with insufficient quality or credibility. The speaker does not have a clearly defined audience. Word choice is distracting, tentative, or not intentional or meaningful to audience. Presentation does not follow the prompt.

Organization Persuasive Story Line

Fundamentals

Presentation follows a logical, persuasive organizing principle that is meaningful from the perspective of the audience and leads to action. A clear theme/story line is evident throughout and binds presentation together. The speaker successfully intros, concludes, and transitions so that message is coherent and easily followed.

Presentation is organized and comprehensible following a persuasive pattern that assumes action. The theme/story line may need more clarity. Intro, conclusion, transitions, and connection to audience require additional effort on the part of the listener to follow the flow of the message.

Presentation is organized but difficult to follow a persuasive pattern or lead to action. Theme/story line is present but can be clearer. Ineffective intro, conclusion, transitions, connection to audience, or other fundamental elements.

Delivery Flow Voice

Connection

Delivery is dynamic, professional, and conversational. Pronunciation and articulation are clear and easy for the audience to understand. Speaker connects with audience through effective eye contact, facial expressions, use of space and movement, gestures, and vocal intonation and energy.

Delivery is mostly smooth and polished but can work to be more conversational in tone and flow. Pronunciation and articulation are generally clear, and the audience can follow the presentation with little difficulty. Speaker manages anxiety by controlling facial expressions, body movement, gestures, vocal intonation and energy but can be more strategic.

Delivery is choppy in flow, vocal tone is inappropriate. Pronunciation and articulation may cause audience to work to understand message clearly. Speaker prevents connection by lacking eye contact, shifting weight, ridged posture, or distracting unintentional movements.

Q&A Readiness

Knowledge Connection

Control

Presenter demonstrates intellectual and communicative readiness in response to audience questions. Knowledgeable, detailed, and concise responses. Presenter addresses entire audience when responding. Ends with a strong and relevant clincher.

Presenter may have difficulty appearing prepared to answer audience questions thoroughly. Responses need more support, detail, or conciseness. Presenter can work to include whole audience in response. Ends with a final statement.

Presenter struggles to respond to audience questions. Does not thoroughly answer questions, lacks support, goes off-topic, or is not concise. Presenter does not include whole audience in response. Does not end with clincher or final statement.

Visuals Design

Message Data

Opening & review slide are compelling and exciting. Images, text, and graphics are designed intentionally and help the audience. Clear message through claim headings and “skimable” rolling storyline. Data is cited and searchable. Q&A slides are helpful and designed well.

Opening & review slide are clear and helpful. Images, text, and graphics help the audience. Can work on intentional design. Headings help guide viewer through message. Data is cited. Q&A slides are helpful. May need design work.

Opening & review slide are dull or standard template used. Images, text, and graphics are unnecessary, not relevant, distracting, or designed poorly. Confusing claims/headings cause audience to work to understand slide message. Data is not cited clearly. Q&A slides are missing or not helpful

Time Met time window, +/- 30 seconds. Met time window, +/- 60 seconds. Met time window, +/- 90 seconds.

Prepared Score: __________/250 -5% for not having deliverables packet properly formatted/submitted.