Charles
Lason (1992) argues that:
The
focus of persuasion is not the source, the message, or the receiver. It
is on all of them equally. They all cooperate to make a persuasive process.
The co-creation means that what is inside the receiver is just as important
as the source's intent or content of the message. In one sense all persuasion
is self-persuasion- we are rarely persuaded unless we participate in the
process. (11)
With
this focus in mind you are required to develop a persuasive pitch to a
potential client.
According
to sales training professional Linda Richardson, more organizations are
beginning to rely on groups to make sales and other persuasive presentations.
In response to this trend, today's persuasive speaker no longer functions
alone. The use of presentation teams enhances creativity and efficiency,
leading to a more effective persuasive pitch. Similarly, by working as
a team, preparation and presentation skills are further advanced.
The
goal of this assignment is to help you develop the persuasive, creative,
and teamwork skills necessary to prepare and deliver a lively sales pitch.
To reach this goal, you and your partner will develop a persuasive and
inventive marketing proposal and pitch it to the class. To persuade the
class to "buy" your idea, you and your partner will use the Motivated Sequence
pattern reviewed by your instructor to:
§Gain
the audience's attention
§Convince
the audience that there is a need for action
§Offer
the audience a proposal that will satisfy this need
§Help
the audience visualize the results of the proposal
§Ask
the audience to take action by "buying" (accepting) the proposal
Your
Responsibilities
1.You
and your partner will find an advertisement or object.Any
advertisement that you, and your partner locate or create must be approved
by your instructor at least one week prior to your scheduled presentation
date. You must also provide a written description of the existing service,
object, or product that you and your partner have selected to each class
member at least one class day prior to your presentation date.
2.For
your presentation you should “sell” the service, object, or product in
a way that was not intended in the original product design. You and your
partner will use brainstorming activities and other creative strategies
to build your professional proposal and complete the Outline Worksheet
in this packet (one per team).A
class workshop will help you work on creating and building arguments in
support of your proposal.
3.You
have 9 to 11 minutes to persuade the audience and garner their support.
If you speak for less than the 9 minutes, or more than 11, you will be
penalized.For example, if a speech
is less than 9 minutes, one point will be deducted for each 15 second interval.For
example, a speech that is 1-14 seconds short, would lose 1 point; a speech
that is 15-29 seconds short, would lose two points, etc.Please,
time your meeting when you practice.
4.Limit
your notes to your instructor’s requirements. Include only KEY WORDS to
prompt your thinking on notes.Do
not write out whole sections (or the entire presentation) on your notes.If
you choose to ignore this advice, expect to be penalized 5 points.
5.You
must incorporate at leastthree
professional visual aids that enhance your presentation by adding to the
audience's understanding of your argument.
6.The
purpose of this assignment is to work on the professional and creative
presentation, which includes convincing arguments, as well as to help you
adjust your delivery style to include another person. Therefore, both you
and your partner should speak for approximately the same amount of time.
You and your partner will receive the same grade for this assignment.As
always, your delivery should include vivid and appropriate language and
both presenters should strive to make meaningful eye contact and engage
with the audience…and be sure to dress the part.
7.Submit
the following items in your presentation folder (one per team) to your
instructor on the day of your presentation:
§Both
partners’ graded Instructor's Evaluations for the Presentation to Convince
Speech (original or copy)
§Instructor's
Evaluation for Persuasive Sales Pitch
§Presentation
notes (you may place these in the folder following your presentation)
§Completed
Outline
§Originals
or copies of visual aids
Total Points Possible:60