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“all give some, some give ALL”

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The SCIENCE of Role-Plays• Step 1: Entry & Impression

• Step 2: Introduction

• Step 3: Road-Map

• Step 4: Content…

• Step 5: Summarize

• Step 6: Question Period

• Step 7: Exit

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Entry and Impression• Important dynamic:

– all presentations, in essence, the same– won’t likely remember you for content

• MOST first impressions come from dress & hygiene

• Step 1: Enter & Make the Impression– Wipe sweat off hand– Smile– Take control & initiate handshake: “Hi there, my name

is Matthew Price, …. pleased to meet you.”– Ask: “May I be seated?”– Sit on the edge of your seat and smile – wait for

instructions.

• If people judge you, it will be here!

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Case Format • Key Issues / Main Issue• Current Marketing Situation• Decision Criteria• Identification & Evaluation of Alternatives• Marketing Strategy

Marketing Presentation Format

DECA Format1. Main Issue/Problem2. Your Objective3. Brief Current Marketing Situation

– Company, Competitor, Customer, Industry Environment

4. Decision Criteria5. Brief Alternatives & Choice6. Marketing Strategy – cover all 4 Ps

Performance Indicators

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Road Mapping• Today I/we will talk about

– A– B– C– D

• Firstly, regarding A, it is critical that we…• Moving onto B, we need to recognize that…• With regards to C, we recommend a strategy…

• To summarize, today we talked about…– A– B– C– D

Performance Indicators, in exact wording

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4 Ps of MarketingPriceProductPlace

• Channels of Distribution– Supplier Manufacturer Wholesaler Retailer

Consumer

Promotion• Direct/Personal Selling• Direct Mail Advertisements

– TV– Newspaper– Radio– Posters

• Sales Promotions• Public Relations

– Newspaper– Press Releases

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Industry Examples & ‘Buzz-Words’• Importance of Industry Examples:– Wal-Mart (low-price, high volume)– Dell (direct distributor)– Abercrombie vs. American Eagle (perceived value)– Facebook / MSN

• Importance of ‘Buzz-Words’– Market Share– Bottom-line– Revenue vs. Profit– Differentiation (quality, price, value)– Competitive advantage– Strategic…– Key Takeaway– Value proposition & “value-added”– “Short term profitability, long term sustainability”

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An Example• Introduction Example...

– My role: Sales Manager– Judge: Hotel Manager – Company: Embassy Suites, Orlando, FL

– Performance Indicators:1. Develop a sales promotion plan2. Select strategies for online advertising3. Explain the role of customer service as a component

of selling relationships4. Create promotional signs

• Conclusion Example…

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The ART of Role Plays• Delivery is critical

– Professional speech– Enthusiastic/energetic– Don’t read (maintain eye contact)– Watch your speed– Hand gestures– Offer diagrams– Probe for understanding

• “Are you familiar with…”

• Role-play rubric follows performance indicators– 90% Performance Indicators– 10% Overall Impression– BUT, intrinsically linked!

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The ART of Role PlaysBE A GOOD SPEAKER

A. Non-verbal – face the listener, look at listener while speaking, maintain eye contact, stay relatively relaxed, avoid distraction mannerisms (ie. playing with objects or clearing your throat), maintain an upright posture, lean towards the listener

B. Verbal – speak distinctly and clearly, uses sentences and proper grammar, think before you speak and plan your message, try to summarize and get to the heart of your idea, avoid use of slang and bad habits (ie. like, you know, nothin), give the listener a chance to respond to your message

C. Body Language – first impressions happen from the moment we meet people. Body language includes posture, facial expressions, eye contact, and gestures. Smile, make eye contact, use open gestures, and use good posture to send a consistent message during the presentation.

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Remember…• Purpose: to simulate a business meeting;

play the role.

• More than just content…– Captivating Introduction– Roadmap– Effective conclusion

• To win, you MUST make an impression (and first impression)

• To win, they MUST understand you

• Professionalism & Confident = most important!– If you look like you know what you’re talking

about, they’ll believe you

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Remember…• Step 1: Entry & Impression

• Step 2: Introduction

• Step 3: Road-Map

• Step 4: Content…

• Step 5: Summarize

• Step 6: Question Period

• Step 7: Exit

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Juggling another variable—TEAM DYNAMICS

• Decide ahead how to cover content

• Three primary choices of strategy:– Speak in succession (A, B, A, B, A, B)– 1st Half, 2nd Half (A, A, A, B, B, B)– Organize based on competency (A, A, B, A, B, A)

• Introduction/Conclusion – who?• Questions – who?

• If not speaking, what do you do? Look at partner and look at judge. DO NOT interrupt your partner, so when it is your turn…”I’d like to elaborate…”

• Take-away: decide strategy in advance!

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Presentation Mannerisms• Very subjective; personal preference

• Perfect everything you can control:– stand or sit?– read or point-form?– audience involvement (command with eyes)– hand gestures– facial expressions (smile )– tone of voice & expression– speed of delivery– annunciation– reference (visuals/handouts) & reiterate– team dynamics

• Introduction & conclusion: memorable & captivating!

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Presenting to the Judge• First thing is to shake the judge’ hand and introduce yourself.• Initiate the conversation and the beginning of the presentation.• Introduction—begin with a brief overview of the problem and your

solution to the problem.• Description of the best alternative—Describe your solution to the

problems in detail. Be sure to point out both the pros and cons of your solution. Also make sure you address the performance indicators.

• Conclusion—Repeat your solution and if possible, outline an implementation strategy. This means how you plan on putting your plan into effect (eg. In the first week, in the first month….)If possible, come up with ideas as to how you would measure success (ie. Is the plan working?)

• Questions from Judges—some may ask at the end, some in the middle. If you have answered a question in your presentation, they may not ask you any questions. If they ask you a questions you have already answered, politely answer it again.

• Lastly, thank the judge for his/her time. Leave all notes and the case with the judge.

• Remember to bring:– Portfolio or clipboard– Pen/pencil/calculator– Photo ID

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Exam Writing Tips• Prepare in advance

mental—do you know material? Complete a minimum of two practice exams prior to competition day!Don’t stress, take your time.

physical—eating & sleeping properly?• Read and understand the instructions• Determine timing strategy prior to exam

• i.e., 100 questions in 1 hour = 1:30 per question– Analyze pattern of questions– Often, two answers clearly incorrect; two answers correct

• THINK: big picture• THINK: general• THINK: most encompassing

– From the two correct answers, choose the ‘most encompassing’ of the two – think ‘DECA’ answer

• Take the time to go over exam and check your answers

• Don’t rush…use all the time you are given• Bring calculator (non-scientific/graphing) & sharp

pencils

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Questions to Consider:• How can you make yourself memorable to stand out from others?• What are some definite ‘what NOT to dos!?’• How do you present with notes, but not make it seem like you’re reading?• If we stumble, how do we recover while looking professional?• How can we be creative with such limited time?• How to avoid ‘UM’ and distracting mannerisms (like, and whatnot,

basically, eh, etcetera)• In business presentations, are they strictly professional or can I use

analogies, jokes, & creative ideas?• Do I immediately start in my role? If I introduce myself first, is that my

introduction?