Bus216 Week 3 PDF

Bus216 Week 3 4-1 Today 1. Solo presentations 2. Chapter 2-ACE 3. Business Letter Practice Copyright © 2017 Pearson Canada4-2 Inc. Copyright © 2017 Pearson Canada Inc. 2-3  Read chapte...

Bus216 Week 3 4-1 Today 1. Solo presentations 2. Chapter 2-ACE 3. Business Letter Practice Copyright © 2017 Pearson Canada4-2 Inc. Copyright © 2017 Pearson Canada Inc. 2-3  Read chapter 2 well Solo presentation, Business Letter and Midterm Copyright © 2017 Pearson Canada Inc. 2-4 ACE Process Document is Posted Copyright © 2017 Pearson Canada Inc. 2-5  ACE Part 1: Analyzing 1. Purpose- what do you want/why are you sending 2. What is the desired outcome(s)/business result?  ACE Part 1: Analyzing 1. Purpose- what do you want/why are you sending i. Permission to hire an new employee ii. I want a raise iii. dissatisfied with a product I bought iv. buy a new car 2. What is the desired outcome? approval/a raise/refund/info-meeting time 3. What is the business result if you are proposing an action Cost savings/more customers/better product 2-7  Desired Outcome Sometimes you may ask for more than you really need/want Primary/Secondary Audience Copyright © 2017 Pearson Canada Inc. 2-9  ACE Part 1: Analyzing Audience Motivators  ACE Part 1: Analyzing 4. Audience and stakeholders’ needs - What do they already know - What do they need to know 5W’s (what, where, when, why, who…how) 2-11  ACE Part 1: Analyzing Responses to resistance/objections (refute/concede) Refute: “Many people think Dell computers are more expensive, but when you include the 3-year warranty, their life cycle costs are cheaper than HP” Concede: “The software is expensive, but it will reduce labour costs significantly” Deal with potential questions $$/when start/who will implement? Copyright © 2017 Pearson Canada Inc. 2-12  ACE Part 1: Analyzing 6. Medium - Number of people - How quickly - Complexity of communication - The amount of resistance you expect - Audience’s communication preference 2-13 Copyright © 2017 Pearson Canada Inc. 2-14  ACE Part 2: Composing 1. Create an outline a. Textbook b. Business letter example 2. Make it a logical flow 3. Be concise Copyright © 2017 Pearson Canada Inc. 2-15  Direct or Indirect? Where will you state the main point – at the beginning or later? Neutral or positive audience Audience will need to be persuaded Copyright © 2017 Pearson Canada Inc. 2-16 Direct or Indirect? Copyright © 2017 Pearson Canada Inc. 2-17 Copyright © 2017 Pearson Canada Inc. 2-18  ACE Part 3: Evaluating 1. Have you shown convincingly that a problem or opportunity exists? 2. Is the proposed solution appropriate/realistic? 3. Is the evidence and reasoning sound? 4. Have you addressed all anticipated objections? 5. Have you stressed benefits? 6. Is the message easy to read-logical and paragraphed for clarity? 7. Is information clear, concise and correct with no clichés or slang ? 8. Will the message be well received (Evaluate from audience’s perspective)? 9. Proofread-check spelling, grammar and (chapter 2 in the textbook has some common errors) 10. Use active voice 11.Use a positive tone Copyright © 2017 Pearson Canada Inc. 2-19  ACE Part 3: Evaluating Check systematically for errors Read your work multiple times Look for your own common errors Read your work later Read your draft aloud Swap with another student Spell check does not always work – ”their”/”there” – Loose/lose Canadian spell check Awkward words Copyright © 2017 Pearson Canada Inc. 2-20  Active Voice In active voice, the subject performs the action of the verb. In passive voice, the subject does not perform the action. Use passive to avoid assigning blame….the records were lost/Sally lost the record Or to emphasise an important word (meeting): The meeting is at 11:00/Roger scheduled the meeting for 11:00 Copyright © 2017 Pearson Canada Inc. 2-21