ibm演示培训.pdf

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1、presentation methodology There are three steps to making an IBM presentation:(1)plan it Plan It offers advice on organizing your message,sharpening your focus on what you want to say,and arranging it in a manner that audiences can follow.(2)prepare it Prepare It is a resource for constructing graphi

2、c support materials in Freelance Graphics(PowerPoint is also supported).You will find instructions on how to include elements such as text,charts and graphs in a style that will be consistent to all our audiences-an IBM look,in much the same way that our advertising and marketing materials have a di

3、stinct appearance.(3)present it Present It offers tips on how to deliver what youve prepared effectively to an audience.Presentations are not about showing a series of slides;they are about you,communicating a message,with visual elements in a supporting role.Presentation Central IBM Presentation Me

4、thodology 1 Heres what you do first:Stop.Take some time.As Thomas Watson Sr.used to advise,famously:Think.You are about to mount an argument.What do you need?Dont succumb to the temptation of collecting every apparently relevant item into a jumble and then trying to reshuffle them into a coherent or

5、der.(“Jim has a nice chart on this,and Lisa has some good market data,Ill get those.”)Thats the flawed technique behind many of the more overblown,leaden presentations youve ever dozed through.Thats working back-wards.Instead,start with nothing and work forward.Ask yourself this:What is my point?Eve

6、ry presentation is an attempt to communicate something.It may be a complex topic,with lots of supporting data,but fundamentally there will always be something simple you want to say.It might be“IBM understands your business,”or“This technology is the best for our require-ments”or“We need more time t

7、o do this job right.”Figure out what youre trying to communicate,in its simplest,clearest,most concise form.Write it down,in one sentence.Does it make sense?Does it really cut to the heart of what you need to convey?If not,re-write it.If you only could deliver this one sentence to your audience,with

8、 no charts or any supporting information,would this be the one youd choose?Composing this basic sentence might take two min-utes,or it might take an hour.It doesnt really matter which.Just get it right.Without a clear point of view,you are navigating without direction.Get it wrong,and youll struggle

9、 the rest of the way.Get it right,and the pieces will begin falling naturally into place behind it.Where To Begin In her book Secrets of Power Presenta-tions,Micki Holliday suggests answering the following questions as a first start to organizing your presentation:What does the audience need to know

10、?What does the audience want to know?What are the possible benefits of a successful meeting for this audience?(Whats in it for me?)What questions might the audience have?Presentation Central(1)plan it IBM Presentation Methodology 2 OK,youre clear about the point you need to convey.But its safe to as

11、sume that your audience is not pre-pared to accept your message on faith.After all,if everyone in the room already knew what you wanted to tell them,and agreed with it,there would be no point whatever to your standing up and talking.The purpose of your talk is to move your audience to your point of

12、view.So you will have to build your case.You need to organize your argument.Make a rough flow chart of the information you are going to present.Just sketch it out on paper this isnt going to be a chart youll show,and youll probably have to revise it a few times anyway.The organizing principle behind

13、 this is a pyramid:each statement you make will have one,or more likely several,supporting pieces of information under it.As you build your presentation in this outline form,a pyramid will form,with your basic statement at the top and everything else arrayed beneath it.Dont worry yet about the order

14、 in which youll actually present each item.Just get them all down on paper to look at.The Pyramid Principle book listed in our recommended reading list is devoted to this method of organiza-tion,and its a useful resource.But the basic idea is really common sense,merely a way of laying out your infor

15、mation so you can arrange and,later on,present it logically.Lets take a look at a hypothetical presentation and how you might organize its various elements,using this technique.From the Top Down Lets assume your basic point is:IBMs solution is your best option,because its combination of products and

16、 services is integrated and flexible,and because we understand your business challenges.Now,put yourself in your audiences position.They want to know why they should believe this.They ex-pect proof.You have,lets assume,four reasons.First,IBM products work together.Second,IBM offers the flexibility o

17、f open systems.Third,IBM services tie everything together.Fourth,IBM has experience in the customers industry.Build Your Case Presentation Central(1)plan it IBM Presentation Methodology 3 This is the heart and framework of your pitch.Lay it out graphically.You now see that youre going to open by sta

18、ting your main point,and youre going to proceed through your presentation by offering facts and data in these four areas.Dont worry yet about which will come first.Take each of your supporting arguments and do the same again.Build another pyramid under each of the four.Under“products work together”y

19、ou might have information about each of the elements in the solu-tion:servers,middleware,storage.You might want to talk about inter-divisional efforts in IBM to integrate technologies across our product lines.It would look something like this:Presentation Central(1)plan it IBM Presentation Methodolo

20、gy 4 For this example,we dont need to bother creating all the pyramids that build downward,but you will want to do this for your entire presentation.Organize all the information that you might want to include.You will then have a pyramid that encompasses everything you need to convey.Now,play with i

21、t.Look at the big picture.See whats most important.Take out things that,while you might think theyre important,just wont resonate with or be understood by your audience.Move things around.Add or delete,but keep the organizing structure intact.Once you have a pyramid that seems to represent your them

22、e and the various points you need to get across,youre ready to start creating the materials you will actually show people:bullet points,charts,graphs.In-stead of organizing on-the-fly,youve organized first.Congratulations:you now have a clear picture liter-ally of what information is relevant to you

23、r presentation,what points it supports,and where it should go.Unfortunately,many people dont bother to begin with this formal,structured approach.Although you havent even created your first slide,the most critical(and often botched)work in creating your presentation is complete.If this all seems too

24、 plodding,too restrictive and structured,dont worry:it isnt.By the time you have a presentation ready to show,the underlying organi-zation will fade from view,leaving behind merely a framework that helps your audience focus more eas-ily on your message,and enhances your own mastery of the material,s

25、ince you understand thoroughly how it all fits together.Now,lets take your graphical,pyramid outline and prepare a presentation.Fallen Pyramids Some people find it helpful to use a pyramid on its side,with the topic in the left-most box,and build-ing the pyramid out to the right,instead of below it.

26、If you use this method,youll notice that the pyra-mid more closely resembles a classic outline struc-ture.Unlike an outline,however,the relative equal-ity of the boxes make it much easier to restructure and re-order your presentation and establish new re-lationships to item without altering the enti

27、re or-ganization,as often occurs when creating an outline.*Presentation Central(1)plan it IBM Presentation Methodology 5 Visual elements such as graphs,charts,and text can enhance your ability to communicate,helping your au-dience follow your message and quickly understand various types of informati

28、on.Used thoughtfully,they can be valuable tools.Used indiscriminately,or constructed poorly,however,they can actually detract from your message.They can clutter your presentation and confuse your audience.The template will facilitate the preparation of your presentation and will help to continue est

29、ablishing you as one of the best expressions of the IBM brand.It reflects IBMs corporate design style,which also influences our advertising and marketing materi-als.It is straightforward,clean,and simple.Its flexible enough to accommodate a variety of uses.Some may use it with little or no graphic e

30、le-ments,while others might need to convey far more complicated data.Its simple to use.Although communications specialists and graphic designers have worked to create this template,anyone in IBM should be able to use it without any special skills or software beyond what is already available.Presenta

31、tion Central(2)prepare it Where to Begin IBM Presentation Methodology 6 Dont automatically assume you need to use presentation software to make your presentation!Some of the most effective sales jobs are done just by speaking directly,sincerely and informatively about the subject,without hiding behi

32、nd charts.In Say It With Presentations,noted presentation designer Gene Zelazny gives three basic types of media you should consider if you need visuals to help convey your message:Lap visuals,so called because each member of the audience receives his or her own copy of the materials at the start of

33、 the meeting,if not before.Best for small groups,their use can open up discussion and help everyone participate as equal partners.The downside is that they may read ahead and start asking questions you would prefer to deal with later in the discussion.And you can also miss opportunities for eye cont

34、act if everyone is looking down reading.Easels or white boards.Great for increasing interactivity among 15 or fewer people,since youre re-cording the audiences ideas as they come up.Downsides:Avoid spending all your time with your back to the audience;perhaps deputize a member of the meeting to help

35、 write down points so you can concentrate on their comments and reactions to you and each other.On-screen presentations.While less personable than the other two methods,this is by far the most polished and suitable for large audiences.Since this is also the medium with the greatest pitfalls,this is

36、the !(2)prepare it Presentation Central Dont Overdue It Before you begin,keep in mind some key points:Visuals are not your presentation.You are the presentation.Your audience has not gathered for the purpose of reading your Freelance(or PowerPoint)pages;they have come to hear you communi-cate.Use vi

37、suals to support your message.Less is more.A graph that shows(for example)levels of customer spending on certain technologies can reveal at a glance trends in the market,but it remains your task to explain that datas relevance to your audience.A single,well-constructed graphic,supported by your thou

38、ghtful explanation,is more effective than a series of charts that the audience must decipher.Projected visuals have severe limits.They are constrained by the resolution of a computer screen,which is far lower than the printed page.They are limited further by being projected onto a screen that people

39、 must read from a distance.For this reason,we want to keep visuals simple and bold.More complex graphics are better suited for inclusion in printed materials.IBM Presentation Methodology 7 Lets take a look at the main elements of the IBM Presentation Template that you might need to include.More poss

40、ibilities and variations are available in the presentation templates themselves.But understanding which you need,and when,is the first step.The Template The IBM Presentation Template(someone reading this has already mentally shortened it to the IPT,no doubt)gives you a few basic options to choose fr

41、om.Inside of the blue bands(the letterbox area),you can either use a black background with white text or a white background with black text.You can have back-ground imagery on the title slide inside the letterbox or in the blue bands.A few things you shouldnt change however:The color or size of the

42、blue bands,except between the two variations given as options in the tem-plate and for the style of the bands in the printable black-and-white version.The font,which is Arial.(Arial is one of the sans-serif fonts,which are generally considered easier to read projected on a monitor or screen,or when

43、printed on dark backgrounds.Serif fonts,such as Times New Roman and Bodoni,are generally considered easier to read in print on white or light-colored paper.)The size,position,or other attributes of the IBM logo in the upper right.The color palette.The minimum point or font size of the various text e

44、lements.The position of such elements as IBM Confidential,the title of the presentation,the page number-ing if you use it.When you use the template,youll see more guidelines in the non-displaying margins of its slides,and more detailed explanations are available from the template download menu.For n

45、ow,well concern ourselves with some of the most basic kinds of pages and how to use them most effectively.Title Screen By using a standard title chart,and following the style consistently,we will add a professional touch not only to our individual presenta-tions but collectively to all of IBMs face-

46、to-face communications.The title slide is a straightforward element,and generally requires only that you include your name,IBM organization,and speaking topic in the places provided.However,the template allows for other elements that might be required,and its important to follow the guidelines if yo

47、u will be using these.Presentation Central(2)prepare it IBM Presentation Methodology 8 Bullet Point Text Your audience is ready to listen and to look,but they dont want to read long passages of text on a screen.And you dont want them too,either reading takes their attention away from what you are sa

48、ying.The most effective way to use text is with short phrases that can be read at a glance.Presented this way,text can remind people of your key points,or help them follow the progress of your presen-tation.Heres an example of text poorly used:Presentation Central(2)prepare it That isnt a bad-lookin

49、g page,and it isnt too difficult to read.But it can be improved.This would be even better:The first example tries to present your message.The second example merely provides cues to the messages you are discussing.It engages the audiences time only for a moment,and demands that they listen to what yo

50、ure saying as you explain the points.Of course,even when you reduce your message to a bullet-point phrase,you can still defeat yourself by cramming too many onto a single page.Thats why you should limit any page of text to no more than five items(and even five is pushing it).Youll see that the templ