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1、Business Presentation Skills,Opening,你是谁？从哪来？来干嘛？,Attention,Business Presentation Skills,演示分类,展示结果，分享成功 业务讨论，寻求方法,演,展示型 示,展示型演示,展示型演示,一个精彩的开场,展示型演示,常见的几种方法,令人深思的状况一个挑战的问题适度的夸张讲一个故事,展示型演示,尽量避免,道歉型混乱型蚊虫型过度夸张,展示型演示,一个有力的结尾,展示型演示,结尾要,精确总结表示结束长度以30秒为限可以把问答放在结尾后,展示型演示,尽量避免,全面重复没有提示的结束唐僧,展示型演示,形象生动的过程,案例,K
2、raft and Corrugated Paper price从2007年3月份开始，纸张价格上涨了到了2007年7月份，纸张价格下降了从2007年9月份开始，又开始涨了一直涨到2008年5月份2008年五月份以后基本平稳但是现在的价钱还是很高理文纸从3600涨到3800，又涨到4500，又涨到4800我们的成本压力很大,案例,Kraft and Corrugated Paper price,案例,RC Kraft,LW Kraft,CSX Price,Kraft and Corrugated Paper price,案例,展示型演示,形象的演示,动态的效果静态的图案静态的图案枯燥的数据枯燥的
3、数据干巴巴的描述,展示型演示,常用的强化手段,数据引用类比图示,案例游戏与测验个人经历重复和复述,展示型演示,几个注意,画面要有重点引用要有证据和力度重复要有节奏和节制,展示型演示,展示型演示的框架结构,引人注意的开头生动形象的过程简短有力的结尾,展示型演示,演示的灵魂,清晰的逻辑主线,Business Presentation Skills,示,讨论型演,推动进展,介绍方法,寻求建议,排除干扰,达成一致,谋取支持,分享信息,讨论型演示,*资料来源：,框,架,目,的,可靠的数据源,充分的数据,翔实的材料,清晰的思路,形成方案,讨论型演示,*资料来源：,框,架,理,论,讨论型演示,*资料来源：,
4、讨论型演示,*资料来源：,讨论型演示,*资料来源：,讨论型演示,*资料来源：,讨论型演示,*资料来源：,讨论型演示,*资料来源：,讨论型演示,*资料来源：,讨论型演示的过程结构,充分翔实的材料准备沟通对象的选定提前分享信息演示，讨论和纪录回顾性总结跟踪执行,小贴士,图形,影像,链接,实物,图表,照片,附件,B,Business Presentation Skills,Business Presentation Skills,表达的渠道,声音的控制,影响表达效果的因素有哪些？,语音：语调：语气：语速：,清晰准确抑扬顿挫恰如其分适当控制,声音的控制,停顿,强调改变话题让听众思考吸引注意力,保持目光
5、接触,盯梢型游离型自我型,保持目光接触,扫射点射转动炮台,挺拔放松进退有度,关键的肢体语言,站姿,歪斜僵硬晃来晃去,关键的肢体语言,有力恰当礼貌,手势,关键的肢体语言,手插兜双手抱胸手势过小或过大出现歧义,必须避免,关键的肢体语言,仰手式俯手式手切式,手势30种,手啄式手推式拍肩式,拍头式抚身式搓手式,克服紧张,心跳加速口干舌燥出虚汗手发抖两腿发软,有过这样的时候吗？,心神不安不敢正视词不达意盼望结束大脑空白,克服紧张,深呼吸稳定训练兴奋训练,尝试以下方法,打哈欠自言自语心理暗示法,克服紧张,充分准备,克服紧张,充 分 准 备,Business Presentation Skills,Busi
6、ness Presentation Skills,工具篇,准备投影文件,一致的风格用色彩、漫画和图像较大的字体关键词、短语和数字,分章节适量流程、逻辑逐步展示,工具篇,使用白板或夹纸板,书写迅速、清晰站在旁边位置可见避免冷场,工具篇,打印小册子,提示便于注解便于纪录,Business Presentation Skills,Business Presentation Skills,问题应对策略,害怕被提问,信心不足故意挑刺失去控制,基本策略,适当暖场鼓励提问仔细聆听,适时发问实事求是面向所有观众,应对麻烦,调虎离山“这个问题值得深入思考”“这个问题涉及面较多”“可否以后讨论”,离题的提问,应对
7、麻烦,确认无误“请问你是不是在说”“如果我理解不错的话，你是在问”“我能不能这样理解，你是说”,罗嗦、不清楚的提问,应对麻烦,防患于未然回答你记住的问题回答最后一个问题回答最重要的问题,多重提问,应对麻烦,“嗯这个问题不好回答”“这个问题非常敏锐”“我们先写下来，我得考虑一下”,不能立刻回答的问题,应对麻烦,实事求是反问求解,不会回答的问题,态度决定一切,方 式 比 语 言 更 持 久 _,Business Presentation Skills,Business Presentation Skills,谢 谢 啊,73,机密,此报告仅供客户内部使用。未经麦肯锡公司的书面许可，其它任何机构不得
8、擅自传阅、引用或复制。,Document,Date,*资料来源：,Unit of measure,HighLow,LegendLegendLegend,Text,Text,TextTextText,Title,x,+,x,+,Text,Text,Text,EXHIBIT TITLE,*资料来源：,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,2X2 CUBED,*资料来源：,Unit of measure,2X2 TOWER,*资料来源：,Unit of measure,Place,Price,
9、Product,Package,Positioning promotion,Product offering,5Ps MARKETING,*资料来源：,Unit of measure,Strategy,Skills,Systems,Staff,Shared values,Structure,Style,7S,*资料来源：,Unit of measure,ARROW 3D,*资料来源：,Unit of measure,CUBES1 3D,*资料来源：,Unit of measure,CUBES2 3D,*资料来源：,Unit of measure,*FootnoteSource:,CUBES3
10、3D,*资料来源：,Unit of measure,Text,Text,Text,Text,CUTOUT 3D,*资料来源：,Unit of measure,New entrant,Suppliers,Industrycompetitors,Buyers,Substitutes,FORCES AT WORK,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,JOINT,*资料来源：,Unit of measure,Text,Text,Text,Text,LEVEL SEPARATE 4,*资料来源：
11、,Unit of measure,Text,Text,Text,LINEAR A 3D,*资料来源：,Unit of measure,Text,Text,Text,Text,LINEAR B 3D,*资料来源：,Unit of measure,Text,Text,Text,LINEAR C 3D,*资料来源：,Unit of measure,Text,Text,Text,LINEAR D 3D,*资料来源：,Unit of measure,Text,Text,Text,Text,LINEAR E 3D,*资料来源：,Unit of measure,Text,Text,Text,LINEAR G
12、 3D,*资料来源：,Unit of measure,Text,Text,LINEAR I 3D,*资料来源：,Unit of measure,Text,Text,Text,Text,LINEAR J 3D,*资料来源：,Unit of measure,Text,Text,Text,Text,LINEAR N 3D,*资料来源：,Unit of measure,Text,Text,Text,LINEAR P 3D,*资料来源：,Unit of measure,Text,Text,LINEAR Q 3D,*资料来源：,Unit of measure,Text,Text,LINEAR Q 3D,*
13、资料来源：,Unit of measure,Plan,Implement,Support,LINKS 3,*资料来源：,Unit of measure,PERSPECTIVE 3D,*资料来源：,Unit of measure,Text,Text,Text,PROPELLER 3D,*资料来源：,Unit of measure,RINGS 3D,*资料来源：,Unit of measure,Text,Text,SCALE,*资料来源：,Unit of measure,Text,Text,SCALES,*资料来源：,Unit of measure,Text,Text,Text,Text,Text
14、,Text,SIZES IN,*资料来源：,Unit of measure,SPIRAL1 3D,*资料来源：,Unit of measure,Spiral,Brakes,Tube in tube,SPIRAL2 3D,*资料来源：,Unit of measure,Text,Text,Text,Text,SPOTLIGHT,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,STAIRCASE,*资料来源：,Unit of measure,Stars 3D,*资料来源：,Unit of measure,Text,Text,WIRE CUBE
15、S,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,ARROWS,*资料来源：,Unit of measure,Text,LEVEL 1,*资料来源：,Unit of measure,Text,Text,LEVEL 2,*资料来源：,Unit of measure,Text,Text,Text,LEVEL 3,*资料来源：,Unit of measure,Text,Text,Text,Text,LEVEL 4,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,LEVEL 5,*资料
16、来源：,Unit of measure,Text,Text,Text,Text,Text,Text,LEVEL 6,*资料来源：,Unit of measure,Text,Text,FLOW 2,*资料来源：,Unit of measure,Text,Text,Text,FLOW 2 TITLE,*资料来源：,Unit of measure,Text,Text,Text,FLOW 3,*资料来源：,Unit of measure,Text,Text,Text,Text,FLOW 3 TITLE,*资料来源：,Unit of measure,Text,Text,Text,Text,FLOW 4,
17、*资料来源：,Unit of measure,Text,Text,Text,Text,Text,FLOW 4 TITLE,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,FLOW 5,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,FLOW 5 TITLE,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,FLOW 6,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,
18、FLOW 6 TITLE,*资料来源：,Unit of measure,Text,Text,Text,Text,BLADES,*资料来源：,Unit of measure,Text,Text,Text,Text,BOX,*资料来源：,Unit of measure,Text,Text,Text,Text,BOX,*资料来源：,Unit of measure,Text,Text,Text,CYCLE 1,*资料来源：,Unit of measure,Text,Text,CYCLE 2,*资料来源：,Unit of measure,Text,Text,Text,CYCLE 3,*资料来源：,Uni
19、t of measure,Text,Text,Text,Text,CYCLE 4,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,CYCLE 5,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,CYCLE 6,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,CYCLE 7,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,Text,CYCLE 8,*资料来源
20、：,Unit of measure,Text,Text,Text,Text,Text,Text,INCOMING,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,RIBBON,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,RING,*资料来源：,Unit of measure,Text,Text,UPON 2,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,Text,CONTINUOUS,*资料来源：,Unit of measur
21、e,Text,Text,Text,Text,CUTOUT,*资料来源：,Unit of measure,Text,Text,Text,LINEAR A,*资料来源：,Unit of measure,Text,Text,Text,Text,LINEAR B,*资料来源：,Unit of measure,Text,Text,Text,LINEAR C,*资料来源：,Unit of measure,Text,Text,Text,LINEAR D,*资料来源：,Unit of measure,Text,Text,Text,Text,LINEAR E,*资料来源：,Unit of measure,Tex
22、t,Text,Text,LINEAR F,*资料来源：,Unit of measure,Text,Text,Text,LINEAR G,*资料来源：,Unit of measure,Text,Text,Text,Text,LINEAR H,*资料来源：,Unit of measure,Text,Text,LINEAR I,*资料来源：,Unit of measure,Text,Text,Text,Text,LINEAR J,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,LINEAR K,*资料来源：,Unit of measure,T
23、ext,Text,Text,Text,LINEAR N,*资料来源：,Unit of measure,Text,Text,Text,LINEAR P,*资料来源：,Unit of measure,Text,Text,LINEAR Q,*资料来源：,Unit of measure,Text,Text,Text,PROPELLER,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,STEP 5,*资料来源：,Unit of measure,Text,Text,Text,Text,2 ON 1,*资料来源：,Unit of measure,Text,Te
24、xt,Text,Text,Text,Text,AGAINST,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,AT WORK,*资料来源：,Unit of measure,Text,Text,COUPLED HORIZ,*资料来源：,Unit of measure,Text,Text,COUPLED VERT,*资料来源：,Unit of measure,Text,Text,Text,Text,FOCUSED,*资料来源：,Unit of measure,New entrant,Suppliers,Industry competitors,Buy
25、ers,Substitutes,FORCES AT WORK,*资料来源：,Unit of measure,Text,Text,Text,PARALLEL,*资料来源：,Unit of measure,Text,Text,Text,Text,SPLIT,*资料来源：,Unit of measure,Text,SURROUND,*资料来源：,Unit of measure,Text,Text,TWISTED,*资料来源：,Unit of measure,Text,Text,UP&AWAY,*资料来源：,Unit of measure,Text,Text,UP&DOWN,*资料来源：,Unit o
26、f measure,Customer,Clients,Distributors,Competitors,Suppliers,3Cs TRIANGLE,*资料来源：,Unit of measure,Skills,Sharedvalues,Strategy,Staff,Structure,Systems,Style,A coherent set ofactions aimed at gaining a sustainable advantageover competition,The organization chart andaccompanying baggage that showwho r
27、eports to whom and how tasks are both divided up and integrated,The people in the organization,considered interms of corporatedemographics,notindividual personalities,The way managers collectively behave with respect to use of time,attention and symbolic actions,The processes and proceduresthrough w
28、hich things get donefrom day-to-day,Those ideas of what is rightand desirable(in corporateand/or individual behavior)which are typical of theorganization and commonto most of its members,Capabilitiespossessed bythe organizationas a whole asdistinct fromthe individuals.Some companiesperform extraordi
29、naryfeats with ordinary people,3S-4S,*资料来源：,Unit of measure,The way managerscollectively behave with respect to useof time,attention,and symbolic actions,The people in the organization,consideredin terms of corporate demographics,not individual personalities,The organization chart and accompanying b
30、aggage 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 donef
31、rom day to day,A coherent setof actions aimedat gaining asustainableadvantage over competition,Capabilitiespossessed bythe organizationas a whole asdistinct from theindividuals.Some companies perform extraordinaryfeats withordinary people,Staff,Systems,Style,SharedValues,Structure,Skills,Strategy,2S
32、-5S,*资料来源：,Unit of measure,Competitive position,Low,Medium,High,Product/market attractiveness,Low,Medium,High,BUSS PORTFOLIO,*资料来源：,Unit of measure,Change vision,Chief Executive,Leadership groups,Down the line,External constitution,CHANGE BOARD,*资料来源：,Unit of measure,Delta P,Vision andLeadership,Org
33、anizationalInfrastructure,PerformanceMeasurement,PeopleDevelopment,Communications,Problem SolvingProcess,Client managers(particularly middle management)haveskill to lead programimplementationChange in actual behavior,Action plans sufficient to achieve goalsAgreement on objectives by line managementM
34、anagement of high-involvement process,Implementation ornear implementationof required structureand systems,Flow of 2-way communicationsPeoples understanding,belief and contribution to act on vision and action plans,Accurate measurementof action and resultsClear accountabilitiesEarly wins,Visible dem
35、onstrationof new vision andvalues by clientleadership,DELTA P,*资料来源：,Unit of measure,Natural owner,Relative ability to extract value,Low,Medium,Value-creation potential in business unit,High,Corporatecenter skillsBusiness unit linkagesTaxation/valuationdifferences,Industry attractivenessCompetitive
36、positionRestructuring/rationalization opportunities,“One of the pack”,Retain andgive toppriority,Retain andgive priority,Retain andmanage forcode orliquidate,Probablydivest,Divest,Divest orliquidate,MACS,*资料来源：,Unit of measure,Business Strategy,Manufacturing Strategy,Configuration,Systems,ResearchFo
37、cus,LaborPolicy,ProductDesign,Makevs.Buy,Organization,ProcessDesign,MANUFACTURING STRATEGY,*资料来源：,Unit of measure,Restructuring framework,1,5,4,3,2,PENTAGON,*资料来源：,Unit of measure,Benefit,Price,Competitivedisadvantage,Competitiveadvantage,PRICE BENEFIT,*资料来源：,Unit of measure,Appraise performanceand
38、prospects,Developstrategy,Redesignpivotal jobs,Design the skillbuilding process,Assess changereadiness,Top downaction programs,Bottom up action programs,1,2,4,5,6,7,8,3,SMILE CHART,*资料来源：,Unit of measure,3.,Create andpursue a uniqueadvantage,2.,Resegment the market to create a niche,4.,Exploit uniqu
39、eadvantageindustrywide,1.,Do more andbetter of thesame,When tocompete,STRAT GAMEBOARD,*资料来源：,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 str
40、ategically,Create the future,STRAT MANAGE,*资料来源：,Unit of measure,Selling margin ContributionSales,Selling rateSalesAvailable selling time,EffectivenessContribution Available selling time,Productivity ContributionTotal selling costs,EfficiencyAvailable selling timeTotal selling costs,UtilizationAvail
41、able selling timeTotal sales time,Support intensitySupport costsTotal selling costs,Support leverageTotal sales timeSupport costs,TREE PRODUCTIVITY,*资料来源：,Unit of measure,Maximizeshareholdervalue,Growthroughculturalinitiative,Redeployassets,Improve corebusinessperformance,Grow throughacquisitionand/
42、or merger,Adopt soundfinancingapproach,VALUE CREATION,*资料来源：,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,Verti
43、cal integration,Differences in tax position,Existence of non-cases objectives,Inefficiencies in financial markets,Difference in valuation technique,VALUE SOURCES,*资料来源：,Unit of measure,Header,Text,GANTT10,*资料来源：,Unit of measure,Header,Text,#,#,#,#,#,#,#,#,#,#,#,#,#,#,#,#,GANTT15,*资料来源：,Unit of measu
44、re,Text,Text,Text,Text,LEFT TO RIGHT,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Process objectives,Text,Sub-objectives,STUDY OBJECTIVE,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,TOP DOWN,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,2X2,*资料来源：,Unit of m
45、easure,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,2X2 CUBED,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,2X2 EXTENDED,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,2X2 TOWER,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,T
46、ext,Text,Text,Text,Text,Text,Text,3X3,*资料来源：,Unit of measure,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,Text,3X3 EXTENDED,*资料来源：,Unit of measure,Text,Text,DIFFRACTION,*资料来源：,Unit of measure,Text,Text,Text,FLOW DOWN,*资料来源：,Unit of measure,Text,Text,
47、PASS THROUGH,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,AREA,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,BAR,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,Label 1,Label 2,Label 3,Label 4,Label 5,TitleUnit of measure,TitleUnit of measure,BAR 2,*资料来源：,Unit of me
48、asure,Label 1,Label 2,Label 3,Label 4,Label 5,BAR BUTTED,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,000,000,000,000,000,Series,Series,Series,BAR STACKED,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,000,000,000,000,000,100%=,Series,Series,Series,BAR STACKED 100%,
49、*资料来源：,Unit of measure,TitleUnit of measure,TitleUnit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,Label 6,BUBBLE,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,COLUMN,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,Label 1,Label 2,Label 3,Label 4,Label 5,TitleUn
50、it of measure,TitleUnit of measure,COLUMN 2,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,COLUMN BUTTED,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,Label 4,Label 5,Series,Series,Series,Series,000,000,000,000,000,COLUMN STACKED,*资料来源：,Unit of measure,Label 1,Label 2,Label 3,Label
