Unit 4 - Presentations (The End Is Near... This Is The End)

Unit
4
:
OBJECTIVES:
Structure (3) The end
Summarizing and
concluding
Questions and Discussions
Page 1
PRESENTATIONS: The end is near this is the end
1. Structure (3) The End
1. What does the end of the presentation

contain?
2. What is the difference, if any, between a
summary and a conclusion?
Page 2
3. Comment on the different approaches

used by two speakers in the cartoons.
Can you suggest reasons for the
different endings?
Page 3
3. In which of the following situations

do you think a discussion is more
appropriate than questions?
A sales representatives presentation of a
new product.
A Chief Executives statement on corporate
policy.
A politicians speech on transport policy.
A team leaders talk to colleagues on the next
phase of a project.
A managers proposal to a group of senior
executives on improving productivity.
Page 4
2. Summarizing and
concluding
1. Read the the end of a presentation by
Ben Ingleton, Marketing Director of Foss
Ltd., an agricultural machinery
manufacturer. His talk is about company
valuation.
2. Is this a summary or a conclusion or
is it both? Explain your answer.
Page 5
Practice 1
Look at the following overhead
transparencies used in a presentation
on safety procedures on an oil platform.
Use them to reconstruct the end of the
presentation.
Begin as follows:
That concludes the main part of my
talk. Now, Id like to
Page 6
Practice 1
Sample Dialogue
That concludes the main part of my talk. Now I'd
like to summarize the main points. In the past
year, three incidents have shown communication
problems.
In the past five years, 35% of all incidents
contained some degree of communication
problem.
And finally, we have seen that existing
communication procedures are not considered
satisfactory.
Now, turning to my conclusion, I
want to make two key recommendations.
Number one, raining must place more emphasis
on communication procedures.
Number two, there should be a program of
regular revision of these communication
procedures. And that, ladies and gentlemen,
completes my talk.
Page 7
3. Questions and
Discussion
Page 8
1 Listen to a recording of two different

ways of ending the same sales
presentation by Marissa Repp about an
automatic warehouse system, the Storo.
Decide if they:
Invite the audience to ask questions
Are a lead in to a discussion
Invite the audience to ask questions and have a
discussion
Request comments
Page 9
Example 1
So, I've described how the system works.
Now, any questions?
Example 2
I think that covers the main points I
wanted to tell you about ... thank you for
letting me talk about the Storo System.
So ... now ... I'd like to invite you to tell me
about the needs that you have ... to
suggest any specific qualities you need in a
warehousing system ... and at the same
time, if there is anything you are not clear
about, please ask ... if anything needs
clarification.
Page 10
2 Listen to three examples of possible

endings to other sales presentation. Match
each one to the comments below.
A.A hard sell approach, mainly interested
in selling the product.
B.Weak,
Weak as if the speaker lacks confidence
C.Customer- friendly,
friendly wants to help the
customer.
Page 11
Example I
A: So, you can see this is just the kind of insurance
you need. Anything you need, we think this policy
can do it. Any questions? ...
So, no questions? Right, thanks for listening.
Example 2
B: That's it then. A totally integrated networked
system ... the best. Now if you've any questions ... I'll
be pleased to try to answer them.
C: Yes, I'd like to know ... Is the programming of
the computer especially complicated? Can the
user make changes easily?
Example 3
D: Now, having told you about the qualities of
the machine, I'd like to hear more about how you
think a packaging system needs to work to meet
your specific situation. Perhaps you could comment
on special needs you will have, specially important
requirements for effective packing, labeling, special
needs ... that sort of thing ...
E: Well, I think the sort of thing we need most ...
our most important thing here is flexibility.
Our packaging changes a lot ...
Page 12
3 Read the following text and identify:

a.a potential problem at the end of a
presentation
b.three ways to avoid the problem
Page 13
4 Handling questions is thought by

many speakers to be the most difficult
part of a presentation. Why do you think
this is? How do you think difficulties can
be minimized?
Page 14
Read Penny Yates script about the

difficulties that can arise in dealing
with questions after a presentation. As
you listen, tick any of the following
pieces of advice that she gives.
Be polite.
Listen very carefully.
Ask for repetition or clarification.
Keep calm.
Tell the truth (most of the time!).
Dont say anything youll regret later.
Check understanding if necessary by
paraphrasing.
Agree partially before giving own opinion.
Yes, but
Page 15
INTERVI EWER: SO, tell me what you think

is the best way to handle questions after a
presentation.
PENNY: It's very important to listen very
carefully. That's the first thing. Listen. It can
be useful to repeat or paraphrase the question,
you can check it that way, so you repeat the
point the questioner makes. That
can help you, it gives you time to think. You
must always give yourself time. Also, always
ask for clarification if necessary.
INTERVIEWER: What about the answer you
give?
PENNY: Well, tell the truth - most of the
time!
Page 16
A conference on Land Development in

Europe
included
presentations
on
Financial Support for Business.
Read the 4 extracts of different speakers
handling of questions and discussion. Use
the table below to mark which extracts
are examples of good () or bad ()
technique. Give reasons for your answers.
Technique (/)
Why?
1.
2.
3.
4.
Page 17
Extract 1
I didn't get that - or if I did - I can't agree. You're
not serious are you? Look, I've been studying this
problem for years and I know what I'm talking
about.
Extract 2
... And that I think is the real reason for the
success of this type of development. Now, if
anyone would like to ask a question, I'll be pleased
to answer ... yes ... the gentleman here.
Extract 3
Yes ... right, I got your question, but I can't answer
it. I've no idea. You'd better ask someone else.
Extract 4
Yes, I think I follow you. Are you saying that there
used to be more government support, but now
this is more difficult? Yes ... that's true, but there's
something else to say about government grants ...
these are often not widely publicized, not
everyone knows what is available ... there may be
tax advantages ...
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Unit

PRESENTATIONS: The end is near this is the end

1. Structure (3) The End

1. What does the end of the presentation

PRESENTATIONS: The end is near this is the end

3. Comment on the different approaches

PRESENTATIONS: The end is near this is the end

3. In which of the following situations

PRESENTATIONS: The end is near this is the end

PRESENTATIONS: The end is near this is the end

PRESENTATIONS: The end is near this is the end

PRESENTATIONS: The end is near this is the end

PRESENTATIONS: The end is near this is the end

1 Listen to a recording of two different

PRESENTATIONS: The end is near this is the end

PRESENTATIONS: The end is near this is the end

2 Listen to three examples of possible

PRESENTATIONS: The end is near this is the end

PRESENTATIONS: The end is near this is the end

3 Read the following text and identify:

PRESENTATIONS: The end is near this is the end

4 Handling questions is thought by

PRESENTATIONS: The end is near this is the end

Read Penny Yates script about the

PRESENTATIONS: The end is near this is the end

INTERVI EWER: SO, tell me what you think

PRESENTATIONS: The end is near this is the end

A conference on Land Development in

PRESENTATIONS: The end is near this is the end

PRESENTATIONS: The end is near this is the end

PRESENTATIONS: The end is near this is the end

PRESENTATIONS: The end is near this is the end

PRESENTATIONS: The end is near this is the end

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