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9780131875104

Presenting to Win

by
  • ISBN13:

    9780131875104

  • ISBN10:

    0131875108

  • Edition: 1st
  • Format: Paperback
  • Copyright: 2006-01-01
  • Publisher: Prentice Hall
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Supplemental Materials

What is included with this book?

Summary

Weissman, the world's #1 presentation consultant, shows readers how to connect with even the most high-level audiences and transform presentations from dry recitals of facts into compelling stories with a laser-sharp focus on what matters most: what's in it for the audience.

Table of Contents

Foreword to the Paperback Edition xxiii
Preface: What's Past Is Prologue xxvii
Introduction: The Wizard of Aaaahs xxix
The Mission-Critical Presentation
The Art of Telling Your Story
A New Approach to Presentations
The Psychological Sell
Company Examples: Cisco Systems
Microsoft
You and Your Audience
3(12)
The Problem with Presentations
The Power Presentation
Persuasion: Getting from Point A to Point B
Audience Advocacy
Getting Aha!s
Company Examples: Network Appliance
Luminous Networks
The Power of the WIIFY
15(12)
What's In It For You?
WIIFY Triggers
The Danger of the Wrong ``You''
Company Examples: Brooktree
Netflix
Luminous Networks
Getting Creative: The Expansive Art of Brainstorming
27(24)
The Data Dump
Managing the Brainstorm: The Framework Form
Brainstorming: Doing the Data Dump Productively
Focus Before Flow
Company Example: Adobe Systems
Finding Your Flow
51(32)
The 16 Flow Structures
Which Flow Structure to Choose?
Guidelines for Selecting a Flow Structure
The Value of Flow Structures
The Four Critical Questions
Company Examples: Intel
Cisco Systems
BioSurface Technology
Tanox
Cyrix
Compaq Computer
ONI Systems
Epimmune
Capturing Your Audience Immediately
83(26)
Seven Classic Opening Gambits
Compound Opening Gambits
Linking to Point B
Tell 'em What You're Gonna Tell 'em
90 Seconds to Launch
Winning Over the Toughest Crowd
Company Examples: Intuit Software
DigitalThink
Mercer Management Consulting
Cisco Sytems
Yahoo!
Macromedia
Argus Insurance
TheraTech
Microsoft
Network Appliance
Cyrix
ONI Systems
Laurel Elementary School
Communicating Visually
109(14)
The Proper Role of Graphics
Presenter Focus
Less Is More
Perception Psychology
Graphic Design Elements
Company Example: Microsoft
Making the Text Talk
123(20)
Bullets Versus Sentences
Wordwrap
Crafting the Effective Bullet Slide
Minimize Eye Sweeps with Parallelism
Using the Build
Bullet Levels
Verbal Style
Visual Style
Text Guidelines
Making the Numbers Sing
143(14)
The Power of Numeric Graphics
Bar Charts
Pie Charts
Typography in Numeric Graphics
The Hockey Stick
Using Graphics to Help Your Story Flow
157(32)
The 35,000-Foot Overview
Graphic Continuity Techniques
Presenter Focus Revisited
Graphics and the 35,000-Foot View
Company Examples: Intel
Modex Therapeutics
Bringing Your Story to Life
189(26)
Verbalization: The Magic Ingredient
Spaced Learning
Internal Linkages
Internal Linkages in Action
Phraseology
Company Example: Central Point Software
Customizing Your Presentation
215(16)
The Power of Customization
The Illusion of the First Time
External Linkages
Gathering Material for Customization
External Linkages in Action
Company Examples: Integral Capital Partners
Cisco Systems
Pitching in the Majors
231(6)
End with the Beginning in Mind
It All Starts with Your Story
Practice, Practice, Practice
Every Audience, Every Time
Company Example: Microsoft
Animating Your Graphics
237(20)
How versus Why and Wherefore
Perception Psychology
Cinematic Techniques
Microsoft PowerPoint 2003
Animation Options
A Preview of Future Animation Capabilities
Animation and the Presenter
Company Example: Microsoft® PowerPoint
The Virtual Presentation
257(16)
Anytime, Anyplace, Anyone
How the Virtual Presentation Works
Preparing for Your Virtual Presentation
Connecting with Your Invisible Audience
Creating the Winning Virtual Presentation
The Future of the Virtual Presentation
Company Example: Microsoft® Office Live Meeting
Appendix A: Tools of the Trade 273(4)
Appendix B: Presentation Checklists 277(6)
Acknowledgments 283(4)
Index 287

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

Excerpts

Weissman_preface.qxp PREFACE What's Past Is Prologue My first experience with the power of the spoken word came on December 8, 1941, when as a child, I joined my father and mother at the family Philco radio to hear President Franklin Delano Roosevelt, in the wake of the attack on Pearl Harbor, deliver his stirring Day of Infamy speech. I'll never forget how he concluded, his rich voice reverberating: "With confidence in our armed forces, with the unbounded determination of our people, we will gain the inevitable triumph. So help us God." In that exhilarating moment, Roosevelt's potent words pierced through our dismay, lifted our spirits, and restored our confidence in our nation and in our future. Later, I learned more about the ability of words to move people's minds in my graduate classes in the Speech and Drama Department at Stanford University, where I studied the works of the great Greek orators. Still later, in my work as a news and public affairs producer for CBS Television in New York, I witnessed the momentous impact of the words of great national leaders, from John F. Kennedy to Martin Luther King, Jr. But I never fully realized the universal significance of communication until I left the broadcast medium and entered the world of business. The medium of choice in business is the presentation, and I soon discovered the force it can exert: A poor presentation can kill a deal, while a powerful one can make it soar. Early in my business career, I was privileged to work on the Initial Public Offering presentation, known as an IPO road show, for Cisco Systems, and saw, on its first day of trading after the road show, Cisco's valuation increase by over 40 million dollars. The bigAha!for me was the realization thateverycommunication is an IPO. Everyone communicates every day. You do. I do. Every time we do, we can either fail or succeed. My job is to help you succeed in your everyday communications, just as I helped the Cisco IPO, and as I've helped hundreds of corporations like Microsoft and Intel, and thousands of clients who are executives or managers or salespeople just like you. My job is to help you persuade every audience, every time. The very same principles that propelled Cisco's success reach all the way back to the classical concepts of Aristotle. Those same basics underlie Abraham Lincoln's towering rhetoric that healed a nation torn asunder by civil war. They underlie Sir Winston Churchill's inspiring orations and Franklin Roosevelt's assuring fireside chats that rallied their nations to the victorious defense of the free world. And they underlie Martin Luther King's rousing speeches that spearheaded the civil rights movement. They also underlie your sales pitch, your presentation to a potential new customer, your bid for financing, your requisition for more resources, your petition for a promotion, your appeal for a raise, your call to action, and your own quest for the bigAha! They are the principles that will empower you to present to win. Copyright Pearson Education. All rights reserved.

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