Business Presentation Skills Opening 你是誰(shuí)？ 從哪來(lái)？ 來(lái)干嘛？ Attention Business Presentation Skills 演示分類 展示結(jié)果，分享成功 業(yè)務(wù)討論，尋求方法 演 展示型 示 展示型演示 展示型演示 一個(gè)精彩的開場(chǎng) 展示型演示 常見的幾種方法 令人深思的狀況 一個(gè)挑戰(zhàn)的問(wèn)題 適度的夸張 講一個(gè)故事 展示型演示 盡量避免 道歉型 混亂型 蚊蟲型 過(guò)度夸張 展示型演示 一個(gè)有力的結(jié)尾 展示型演示 結(jié)尾要 精確總結(jié) 表示結(jié)束 長(zhǎng)度以 30秒為限 可以把問(wèn)答放在結(jié)尾后 展示型演示 盡量避免 全面重復(fù) 沒有提示的結(jié)束 唐僧 展示型演示 形象生動(dòng)的過(guò)程 案例 Kraft and Corrugated Paper price 從 2007年 3月份開始，紙張價(jià)格上漲了 到了 2007年 7月份，紙張價(jià)格下降了 從 2007年 9月份開始，又開始漲了 一直漲到 2008年 5月份 2008年五月份以后基本平穩(wěn) 但是現(xiàn)在的價(jià)錢還是很高 理文紙從 3600漲到 3800，又漲到 4500，又漲到 4800 我們的成本壓力很大 案例 A p r - 0 7 M a y - 0 7 J u n - 0 7 J u l - 0 7 A u g - 0 7 S e p - 0 7 O c t - 0 7 N o v - 0 7 D e c - 0 7L i w e n K r a f t 3 , 6 0 0 3 , 6 0 0 3 , 6 0 0 3 , 5 5 0 3 , 5 5 0 3 , 5 5 0 3 , 6 5 0 3 , 6 5 0 3 , 8 5 0 RongChe ng K r af t3 , 0 6 0 3 , 0 6 0 3 , 0 6 0 2 , 9 3 0 2 , 9 3 0 2 , 9 3 0 3 , 3 6 0 3 , 3 6 0 3 , 5 0 0 C S X P r i c e 2 , 8 8 4 2 , 8 8 4 2 , 8 8 4 2 , 8 8 4 2 , 8 8 4 2 , 8 8 4 2 , 8 8 4 2 , 9 7 0 2 , 9 7 0 J a n - 0 8 F e b - 0 8 M a r - 0 8 A p r - 0 8 M a y - 0 8 J u n - 0 8 J u l - 0 8 A u g - 0 8L i w e n K r a f t 3 , 8 5 0 4 , 0 5 0 4 , 3 5 0 4 , 5 5 0 4 , 7 5 0 4 , 8 5 0 4 , 8 5 0 4 , 8 5 0 RongChe ng K r af t3 , 7 5 0 3 , 7 5 0 4 , 0 5 0 4 , 0 5 0 4 , 3 5 0 4 , 3 5 0 4 , 3 5 0 4 , 3 5 0 C S X P r i c e 2 , 9 7 0 3 , 0 5 9 3 , 0 5 9 3 , 0 5 9 3 , 1 5 1 3 , 1 5 1 3 , 3 0 8 3 , 3 0 8 Kraft and Corrugated Paper price 案例 260031003600410046005100J a n -07F e b -07M a r -07A p r -07M a y -07J u n -07J u l -07A u g -07S e p -07O c t -07N o v -07D e c -07J a n -08F e b -08M a r -08A p r -08M a y -08M a y -08J u n -08J u l -082 , 8 0 02 , 9 0 03 , 0 0 03 , 1 0 03 , 2 0 03 , 3 0 03 , 4 0 03 , 5 0 03 , 6 0 03 , 7 0 03 , 8 0 0RC Kraft LW Kraft CSX Price Kraft and Corrugated Paper price 案例 RC Kraft LW Kraft CSX Price Kraft and Corrugated Paper price 2600 3100 3600 4100 4600 5100 Jan- 07 Feb- 07 Mar- 07 Apr- 07 May- 07 Jun- 07 Jul- 07 Aug- 07 Sep- 07 Oct- 07 Nov- 07 Dec- 07 Jan- 08 Feb- 08 Mar- 08 Apr- 08 May- 08 May- 08 Jun- 08 Jul- 08 2,800 2,900 3,000 3,100 3,200 3,300 3,400 3,500 3,600 3,700 3,800 展示型演示 形象的演示 動(dòng)態(tài)的效果 靜態(tài)的圖案 靜態(tài)的圖案 枯燥的數(shù)據(jù) 枯燥的數(shù)據(jù) 干巴巴的描述 展示型演示 常用的強(qiáng)化手段 數(shù)據(jù) 引用 類比 圖示 案例 游戲與測(cè)驗(yàn) 個(gè)人經(jīng)歷 重復(fù)和復(fù)述 展示型演示 幾個(gè)注意 畫面要有重點(diǎn) 引用要有證據(jù)和力度 重復(fù)要有節(jié)奏和節(jié)制 展示型演示 展示型演示的框架結(jié)構(gòu) 引人注意的開頭 生動(dòng)形象的過(guò)程 簡(jiǎn)短有力的結(jié)尾 展示型演示 演示的靈魂 清晰的邏輯主線 Business Presentation Skills 示 討論型演 推動(dòng)進(jìn)展 介紹方法 尋求建議 排除干擾 達(dá)成一致 謀取支持 分享信息 討論型演示 * 資料來(lái)源： 框 架 目 的 可靠的數(shù)據(jù)源 充分的數(shù)據(jù) 翔實(shí)的材料 清晰的思路 形成方案 討論型演示 * 資料來(lái)源： 框 架 理 論 討論型演示 * 資料來(lái)源： 數(shù)據(jù)來(lái)源必須可靠 討論型演示 * 資料來(lái)源： 數(shù)據(jù)結(jié)果必須準(zhǔn)確一致 數(shù)據(jù)來(lái)源必須可靠 討論型演示 * 資料來(lái)源： 數(shù)據(jù)結(jié)果必須準(zhǔn)確一致 數(shù)據(jù)來(lái)源必須可靠 討論型演示 * 資料來(lái)源： 材料全面并有針對(duì)性 數(shù)據(jù)結(jié)果準(zhǔn)確一致 數(shù)據(jù)來(lái)源必須可靠 討論型演示 * 資料來(lái)源： 材料全面并有針對(duì)性 分析過(guò)程嚴(yán)謹(jǐn)科學(xué) 數(shù)據(jù)結(jié)果準(zhǔn)確一致 數(shù)據(jù)來(lái)源必須可靠 討論型演示 * 資料來(lái)源： 材料全面并有針對(duì)性 分析過(guò)程嚴(yán)謹(jǐn)科學(xué) 有效使用工具和圖表 討論型演示 * 資料來(lái)源： 討論型演示的過(guò)程結(jié)構(gòu) 充分翔實(shí)的材料準(zhǔn)備 溝通對(duì)象的選定 提前分享信息 演示，討論和紀(jì)錄 回顧性總結(jié) 跟蹤執(zhí)行 小貼士 圖形 影像 鏈接 實(shí)物 圖表 照片 附件 B Business Presentation Skills Business Presentation Skills 表達(dá)的渠道 聲音的控制 影響表達(dá)效果的因素有哪些？ 語(yǔ)音： 語(yǔ)調(diào)： 語(yǔ)氣： 語(yǔ)速： 清晰準(zhǔn)確 抑揚(yáng)頓挫 恰如其分 適當(dāng)控制 聲音的控制 停頓 強(qiáng)調(diào) 改變?cè)掝} 讓聽眾思考 吸引注意力 保持目光接觸 盯梢型 游離型 自我型 保持目光接觸 掃射 點(diǎn)射 轉(zhuǎn)動(dòng)炮臺(tái) 挺拔 放松 進(jìn)退有度 關(guān)鍵的肢體語(yǔ)言 站姿 歪斜 僵硬 晃來(lái)晃去 關(guān)鍵的肢體語(yǔ)言 有力 恰當(dāng) 禮貌 手勢(shì) 關(guān)鍵的肢體語(yǔ)言 手插兜 雙手抱胸 手勢(shì)過(guò)小或過(guò)大 出現(xiàn)歧義 必須避免 關(guān)鍵的肢體語(yǔ)言 仰手式 俯手式 手切式 手勢(shì) 30種 手啄式 手推式 拍肩式 拍頭式 撫身式 搓手式 克服緊張 心跳加速 口干舌燥 出虛汗 手發(fā)抖 兩腿發(fā)軟 有過(guò)這樣的時(shí)候嗎？ 心神不安 不敢正視 詞不達(dá)意 盼望結(jié)束 大腦空白 克服緊張 深呼吸 穩(wěn)定訓(xùn)練 興奮訓(xùn)練 嘗試以下方法 打哈欠 自言自語(yǔ) 心理暗示法 克服緊張 充分準(zhǔn)備 克服緊張 充 分 準(zhǔn) 備 Business Presentation Skills Business Presentation Skills 工具篇 準(zhǔn)備投影文件 一致的風(fēng)格 用色彩、漫畫和圖像 較大的字體 關(guān)鍵詞、短語(yǔ)和數(shù)字 分章節(jié) 適量 流程、邏輯逐步展示 工具篇 使用白板或夾紙板 書寫迅速、清晰 站在旁邊 位置可見 避免冷場(chǎng) 工具篇 打印小冊(cè)子 提示 便于注解 便于紀(jì)錄 Business Presentation Skills Business Presentation Skills 問(wèn)題應(yīng)對(duì)策略 害怕被提問(wèn) 信心不足 故意挑刺 失去控制 基本策略 適當(dāng)暖場(chǎng) 鼓勵(lì)提問(wèn) 仔細(xì)聆聽 適時(shí)發(fā)問(wèn) 實(shí)事求是 面向所有觀眾 應(yīng)對(duì)麻煩 調(diào)虎離山 “這個(gè)問(wèn)題值得深入思考 ” “這個(gè)問(wèn)題涉及面較多 ” “ 可否以后討論 ” 離題的提問(wèn) 應(yīng)對(duì)麻煩 確認(rèn)無(wú)誤 “請(qǐng)問(wèn)你是不是在說(shuō) ” “如果我理解不錯(cuò)的話，你是在問(wèn) ” “我能不能這樣理解，你是說(shuō) ” 羅嗦、不清楚的提問(wèn) 應(yīng)對(duì)麻煩 防患于未然 回答你記住的問(wèn)題 回答最后一個(gè)問(wèn)題 回答最重要的問(wèn)題 多重提問(wèn) 應(yīng)對(duì)麻煩 “嗯 這個(gè)問(wèn)題不好回答” “這個(gè)問(wèn)題非常敏銳 ” “我們先寫下來(lái)，我得考慮一下 ” 不能立刻回答的問(wèn)題 應(yīng)對(duì)麻煩 實(shí)事求是 反問(wèn)求解 不會(huì)回答的問(wèn)題 態(tài)度決定一切 方 式 比 語(yǔ) 言 更 持 久 _ Business Presentation Skills Business Presentation Skills 謝 謝 啊 73 機(jī)密 此報(bào)告僅供客戶內(nèi)部使用。未經(jīng)麥肯錫公司的書面許可，其它任何機(jī)構(gòu)不得擅自傳閱、引用或復(fù)制。 Document Date * 資料來(lái)源： Unit of measure 例子 High Low Legend Legend Legend Text Text Text Text Text Title x + x + Text Text Text Text Text EXHIBIT TITLE * 資料來(lái)源： * 資料來(lái)源： Unit of measure Text Text Text Text TextTextText Text 2X2 CUBED * 資料來(lái)源： Unit of measure 2X2 TOWER * 資料來(lái)源： Unit of measure Place Price Product Package Positioning promotion Product offering 5Ps MARKETING * 資料來(lái)源： Unit of measure Strategy Skills Systems Staff Shared values Structure Style 7S * 資料來(lái)源： Unit of measure ARROW 3D * 資料來(lái)源： Unit of measure CUBES1 3D * 資料來(lái)源： Unit of measure CUBES2 3D * 資料來(lái)源： Unit of measure * Footnote Source: CUBES3 3D * 資料來(lái)源： Unit of measure Text Text Text Text CUTOUT 3D * 資料來(lái)源： Unit of measure New entrant Suppliers Industry competitors Buyers Substitutes FORCES AT WORK * 資料來(lái)源： Unit of measure Text Text Text Text Text Text Text Text Text Text JOINT * 資料來(lái)源： Unit of measure Text Text Text Text LEVEL SEPARATE 4 * 資料來(lái)源： Unit of measure Text Text Text LINEAR A 3D * 資料來(lái)源： Unit of measure Text Text Text Text LINEAR B 3D * 資料來(lái)源： Unit of measure Text Text Text LINEAR C 3D * 資料來(lái)源： Unit of measure Text Text Text LINEAR D 3D * 資料來(lái)源： Unit of measure Text Text Text Text LINEAR E 3D * 資料來(lái)源： Unit of measure Text Text Text LINEAR G 3D * 資料來(lái)源： Unit of measure Text Text LINEAR I 3D * 資料來(lái)源： Unit of measure Text Text Text Text LINEAR J 3D * 資料來(lái)源： Unit of measure Text Text Text Text LINEAR N 3D * 資料來(lái)源： Unit of measure Text Text Text LINEAR P 3D * 資料來(lái)源： Unit of measure Text Text LINEAR Q 3D * 資料來(lái)源： Unit of measure Text Text LINEAR Q 3D * 資料來(lái)源： Unit of measure Plan Implement Support LINKS 3 * 資料來(lái)源： Unit of measure PERSPECTIVE 3D * 資料來(lái)源： Unit of measure PROPELLER 3D * 資料來(lái)源： Unit of measure RINGS 3D * 資料來(lái)源： Unit of measure Text Text SCALE * 資料來(lái)源： Unit of measure Text Text SCALES * 資料來(lái)源： Unit of measure Text Text Text Text Text Text SIZES IN * 資料來(lái)源： Unit of measure SPIRAL1 3D * 資料來(lái)源： Unit of measure Spiral Brakes Tube in tube SPIRAL2 3D * 資料來(lái)源： Unit of measure Text Text Text Text SPOTLIGHT * 資料來(lái)源： Unit of measure Text Text Text Text Text Text STAIRCASE * 資料來(lái)源： Unit of measure Stars 3D * 資料來(lái)源： Unit of measure Text Text WIRE CUBES * 資料來(lái)源： Unit of measure Text Text Text Text Text Text Text ARROWS * 資料來(lái)源： Unit of measure Text LEVEL 1 * 資料來(lái)源： Unit of measure Text Text LEVEL 2 * 資料來(lái)源： Unit of measure Text Text Text LEVEL 3 * 資料來(lái)源： Unit of measure Text Text Text Text LEVEL 4 * 資料來(lái)源： Unit of measure Text Text Text Text Text LEVEL 5 * 資料來(lái)源： Unit of measure Text Text Text Text Text Text LEVEL 6 * 資料來(lái)源： Unit of measure Text Header Header Text FLOW 2 * 資料來(lái)源： Unit of measure Text Text Header Header Text FLOW 2 TITLE * 資料來(lái)源： Unit of measure Text Header Header Text Header Text FLOW 3 * 資料來(lái)源： Unit of measure Text Text Header Header Text Header Text FLOW 3 TITLE * 資料來(lái)源： Unit of measure Text Header Header Text Header Header Text Text FLOW 4 * 資料來(lái)源： Unit of measure Text Text Header Header Text Header Header Text Text FLOW 4 TITLE * 資料來(lái)源： Unit of measure Text Header Header Text Header Header Header Text Text Text FLOW 5 * 資料來(lái)源： Unit of measure Text Text Header Header Text Header Header Header Text Text Text FLOW 5 TITLE * 資料來(lái)源： Unit of measure Text Text Header Header Header Header Header Text Text Text Header Text FLOW 6 * 資料來(lái)源： Unit of measure Text Text Text Header Header Header Header Header Text Text Text Header Text FLOW 6 TITLE * 資料來(lái)源： Unit of measure TextText TextText BLADES * 資料來(lái)源： Unit of measure Text Text Text Text BOX * 資料來(lái)源： Unit of measure Text Text Text Text BOX * 資料來(lái)源： Unit of measure Text Text Text CYCLE 1 * 資料來(lái)源： Unit of measure Text Text CYCLE 2 * 資料來(lái)源： Unit of measure Text Text Text CYCLE 3 * 資料來(lái)源： Unit of measure Text Text Text Text CYCLE 4 * 資料來(lái)源： Unit of measure Text Text Text Text Text CYCLE 5 * 資料來(lái)源： Unit of measure Text Text Text Text Text Text CYCLE 6 * 資料來(lái)源： Unit of measure Text Text Text Text Text Text Text CYCLE 7 * 資料來(lái)源： Unit of measure Text Text Text Text Text Text Text Text CYCLE 8 * 資料來(lái)源： Unit of measure Text Text Text Text Text Text INCOMING * 資料來(lái)源： Unit of measure Text Text Text Text Text RIBBON * 資料來(lái)源： Unit of measure Text Text Text Text Text RING * 資料來(lái)源： Unit of measure Text Text UPON 2 * 資料來(lái)源： Unit of measure Text Text Text Text Text Text Text Text CONTINUOUS * 資料來(lái)源： Unit of measure Text Text Text Text CUTOUT * 資料來(lái)源： Unit of measure Text Text Text LINEAR A * 資料來(lái)源： Unit of measure Text Text Text Text LINEAR B * 資料來(lái)源： Unit of measure Text Text Text LINEAR C * 資料來(lái)源： Unit of measure Text Text Text LINEAR D * 資料來(lái)源： Unit of measure Text Text Text Text LINEAR E * 資料來(lái)源： Unit of measure Text Text Text LINEAR F * 資料來(lái)源： Unit of measure Text Text Text LINEAR G * 資料來(lái)源： Unit of measure Text Text Text Text LINEAR H * 資料來(lái)源： Unit of measure Text Text LINEAR I * 資料來(lái)源： Unit of measure Text Text Text Text LINEAR J * 資料來(lái)源： Unit of measure Text Text Text Text Text Text LINEAR K * 資料來(lái)源： Unit of measure Text Text Text Text LINEAR N * 資料來(lái)源： Unit of measure Text Text Text LINEAR P * 資料來(lái)源： Unit of measure Text Text LINEAR Q * 資料來(lái)源： Unit of measure PROPELLER * 資料來(lái)源： Unit of measure Text TextText TextText STEP 5 * 資料來(lái)源： Unit of measure Text Text Text Text 2 ON 1 * 資料來(lái)源： Unit of measure Text Text Text Text Text Text AGAINST * 資料來(lái)源： Unit of measure Text Text Text Text Text AT WORK * 資料來(lái)源： Unit of measure Text Text COUPLED HORIZ * 資料來(lái)源： Unit of measure Text Text COUPLED VERT * 資料來(lái)源： Unit of measure Text Text Text Text FOCUSED * 資料來(lái)源： Unit of measure New entrant Suppliers Industry competitors Buyers Substitutes FORCES AT WORK * 資料來(lái)源： Unit of measure Text Text Text PARALLEL * 資料來(lái)源： Unit of measure Text Text Text Text SPLIT * 資料來(lái)源： Unit of measure Text SURROUND * 資料來(lái)源： Unit of measure Text Text TWISTED * 資料來(lái)源： Unit of measure Text Text UP & AWAY * 資料來(lái)源： Unit of measure Text Text UP & DOWN * 資料來(lái)源： Unit of measure Customer Clients Distributors Competitors Suppliers 3Cs TRIANGLE * 資料來(lái)源： Unit of measure Skills Shared values Strategy Staff Structure Systems Style A coherent set of actions aimed at gaining a sustainable advantage over competition The organization chart and accompanying baggage that show who reports to whom and how tasks are both divided up and integrated The people in the organization, considered in terms of corporate demographics, not individual personalities The way managers collectively behave with respect to use of time, attention and symbolic actions The processes and procedures through which things get done from day-to-day Those ideas of what is right and desirable (in corporate and/or individual behavior) which are typical of the organization and common to most of its members Capabilities possessed by the organization as a whole as distinct from the individuals. Some companies perform extraordinary feats with ordinary people 3S-4S * 資料來(lái)源： Unit of measure The way managers collectively behave with respect to use of time, attention, and symbolic actions The people in the organization, considered in terms of corporate demographics, not individual personalities The organization chart and accompanying baggage that show who reports to whom and how tasks are both divided up and integrated Those ideas of what is right and desirable (in corporate and/or individual behavior) which are typical of the organization and common to most of its members The processes and procedures through which things get done from day to day A coherent set of actions aimed at gaining a sustainable advantage over competition Capabilities possessed by the organization as a whole as distinct from the individuals. Some companies perform extraordinary feats with ordinary people Staff Systems Style Shared Values Structure Skills Strategy 2S-5S * 資料來(lái)源： Unit of measure Competitive positionLowMediumHighProduct/market attractiveness Low Medium High BUSS PORTFOLIO * 資料來(lái)源： Unit of measure Change vision Chief Executive Leadership groups Down the line External constitution Commitment Conviction Courage Capability Individual activity Enabling devices CHANGE BOARD * 資料來(lái)源： Unit of measure Delta P Vision and Leadership Organizational Infrastructure Performance Measurement People Development Communications Problem Solving Process Client managers (particularly middle management) have skill to lead program implementation Change in actual behavior Action plans sufficient to achieve goals Agreement on objectives by line management Management of high- involvement process Implementation or near implementation of required structure and systems Flow of 2-way communications Peoples understanding, belief and contribution to act on vision and action plans Accurate measurement of action and results Clear accountabilities Early wins Visible demonstration of new vision and values by client leadership DELTA P * 資料來(lái)源： Unit of measure Natural owner Relative abilityto extract value Low Medium Value-creation potential in business unit High Corporate center skills Business unit linkages Taxation/ valuation differences Industry attractiveness Competitive position Restructuring/rationalization opportunities “One of the pack” Retain and give top priority Retain and give priority Retain and manage for code or liquidate Probably divest Divest Divest or liquidate MACS * 資料來(lái)源： Unit of measure Business Strategy Manufacturing Strategy Configuration Systems Research Focus Labor Policy Product Design Make vs. Buy Organization Process Design MANUFACTURING STRATEGY * 資料來(lái)源： Unit of measure Restructuring framework 1 5 4 3 2 PENTAGON * 資料來(lái)源： Unit of measure Benefit Price Competitive disadvantage Competitive advantage PRICE BENEFIT * 資料來(lái)源： Unit of measure Appraise performance and prospects Develop strategy Redesign pivotal jobs Design the skill building process Assess change readiness Top down action programs Bottom up action programs 1 2 4 5 6 7 8 3 SMILE CHART * 資料來(lái)源： Unit of measure 3. Create and pursue a unique advantage 2. Resegment the market to create a niche 4. Exploit unique advantage industrywide 1. Do more and better of the same When to compete STRAT GAMEBOARD * 資料來(lái)源： Unit of measure Stage 1 Stage 2 Stage 3 Stage 4 Value system Strategic manage- ment Externally orientated planning Forecast based planning Budget planning Meet budget and schedule Predict the future Think strategically Create the future STRAT MANAGE * 資料來(lái)源： Unit of measure Selling margin Contribution Sales Selling rate Sales Available selling time Effectiveness Contribution Available selling time Productivity Contribution Total selling costs Efficiency Available selling time Total selling costs Utilization Available selling time Total sales time Support intensity Support costs Total selling costs Support leverage Total sales time Support costs TREE PRODUCTIVITY * 資料來(lái)源： Unit of measure Maximize shareholder value Grow through cultural initiative Redeploy assets Improve core business performance Grow through acquisition and/or merger Adopt sound financing approach VALUE CREATION * 資料來(lái)源： Unit of measure Real Perceived Clients relative ability to extract value Corporate center skills Linkages between business units Financial ownership fit Industry restructure Internal controller Shared resources Transfer of capability Vertical integration Differences in tax position Existence of non-cases objectives Inefficiencies in financial markets Difference in valuation technique VALUE SOURCES * 資料來(lái)源： Unit of measure Header Text GANTT10 * 資料來(lái)源： Unit of measure Header