【正文】 told a novice how to structure his sermon: “Tell’em what you’re going to tell’em。 Guided PresentationsUnlike a speaker who serves as an expert with all the answers, a speaker in a guided presentation serves as a facilitator to help the audience tap its own knowledge. This kind of presentations usually takes the form of discussion. The speaker presents the questions or issues that both the speaker and the audience have agreed on in advance. For example, this kind of presentation is excellent for presenting the results of consulting projects, when the speaker has specialized knowledge, but the audience must implement the solution if it is to succeed. Guided presentations need more time than monologue presentations, but produce more audience responses, and more mitment to the result. Therefore, it might be a better way to present material and help an audience find a solution it can “buy into”.l l Motivational PresentationsMotivational presentations tend to be more specialized. Many panies bring in outside speakers who specialize in motivational speaking. The purpose of motivational presentations is to encourage people to achieve a goal in a certain period of time. A goal is set first and the speaker provides reasons and measures to reach the goal, gives support to inspire and motivate the audience to act. For example, a sales manager may motivate the sales force to increase sales volume by 10 percent the next month.l lChapter One General Concept of Business PresentationsIntroduction第三章研究了成功商務(wù)演講中的一系列技巧，分別從演講前、演講中及演講后三個方面進行了闡釋，重點探討了演講中技巧的應(yīng)用。這是因為商務(wù)演講的目的是傳達信息，用事實和數(shù)據(jù)說服聽眾。向上級做項目匯報、向顧客介紹產(chǎn)品或者給員工進行業(yè)務(wù)培訓，這些都稱為商務(wù)演講。Introduction………………………………………………………….1Chapter One. General Concept of Business Presentations..………3 Definition of Business Presentation………………………………………...3 Classification of Business Presentation…………………………………….4 Structure of Business Presentation………………………………………….8Chapter Two Language Features of Business Presentations…….13 Use of Words………………………………………………………………13 Familiar Words versus Unfamiliar Words…………………………….13 Concrete Words versus Abstract Words………………………………14 Use of Vivid Words…………………………………………………...15 Careful Use of Jargon and Abbreviations…………………………….15 Use of Personal Nouns………………………………………………..17 Variety in Sentence Structure……………………………………………...17 Variety in Sentence Length…………………………………………...17 Active Voice versus Passive Voice……………………………………18 Use of Repetition and Rhythm…………………………………………….19 Use of Frequent Signposts………………………………………………...19 Use of Rhetorical Questions……………………………………………….20Chapter Three Techniques in Effective Business Presentations...21 Features of Effective Presentation…………………………………………21 Before the Presentation……………………………………………………23 Prepare Thoroughly…………………………………………………...23 Rehearse Repeatedly………………………………………………….23 Consider Personal Aspects……………………………………………23 During the Presentation……………………………………………………25 Maintain and Hold Audience’s Interest……………………………….25 Overe Nervousness……………………………………………….27 Use Visual Aids Effectively…………………………………………..29 Vocal Aspects…………………………………………………………30 Nonverbal Communication Skills…………………………………….35 After the Presentation……………………………………………………...38 Distribute Handouts…………………………………………………..38 Reinforce the Main Points…………………………………………….39 End with a Summary and Appreciation………………………………39Chapter Four The Fivestep Approach in Making Effective Business Presentations…………………………..40 Plan the Presentation………………………………………………………40 Identify the Purpose…………………………………………………..41 Analyze the Audience…………………………………………………41 Decide on the Content ………………………………………………..43 Organize the Presentation………………………………………………….43 Select the Material…………………………………………………….44 Prepare an Outline…………………………………………………….45 Prepare the Visual Aids……………………………………………….46 Decide on Style……………………………………………………….48 Develop the Presentation………………………………………………….49 Develop the Body…………………………………………………….49 Develop the Conclusion………………………………………………50 Develop the Introduction……………………………………………..52 Deliver the Presentation…………………………………………………...54 Handle Questions………………………………………………………….56 Admit Ignorance………………………………………………………58 Maintain Control……………………………………………………...59 Motivate Questions…………………………………………………...59 An Example of How to Make a Business Presentation with the FivestepApproach…………………………………………………………………60Conclusion…………………………………………………………..67Bibliography………………………………………………………..69Acknowledgements………………………………….IAbstract……………………………………………..IIKey words: business presentation, techniques, fivestep approach在商務(wù)活動中，出色的商務(wù)演講能力對現(xiàn)代企業(yè)的各級管理人員都是十分重要的。其次，商務(wù)演講要用詳實客觀的數(shù)據(jù)和事實作支撐，不需要有太多感情的色彩和煽情的成分。第二章從詞匯和句法結(jié)構(gòu)等方面對商務(wù)演講中的語言特點進行了分析。關(guān)鍵詞：商務(wù)演講，技巧，五個基本步驟 Goodwill PresentationsGoodwill presentations are to entertain and validate the audience. These are perhaps the rarest in the business world, and are usually limited to afterdinner speeches and to speeches at conventions. Presentations at sales meetings may be designed to stroke the audience’s egos and to validate their mitment to organizational goals.According to the style of the presentations, business presentations can be divided into four kinds: ceremonial presentation, monologue presentation, guided presentation and sales presentation.l l Sales Presentations A sales presentation is a kind of conversation, even if the sales person stands up in front of a group of audience and uses charts or OHP transparencies. The sales representative uses questions to determine the buyer’s needs, probe objections, and gain temporary and then final mitment to the purchase. Even in a memorized sales presentation, it is reported the buyer will talk at least 30% of the time. In a problemsolving sales presentation, the buyer may talk 70% of the time. IntroductionWhy an introduction? What should it achieve? Why can’t we go straight to the body of the presentation? Why waste time on this f