Index

acronyms, avoiding of

action, 2^nd, 3^rd

advertising

effect of music on emotional response to

functions of

sublimal

Aeschines

AIDA, 2^nd, 3^rd, 4^th, 5^th

alliteration

alternative, offering of an, 2^nd

Amdahl

analytical presentations

anaphora

appearance

and delivery, 2^nd

approach, 2^nd, 3^rd

association, power of, 2^nd

attention, gaining your prospect’s, 2^nd

audiences, 2^nd

asking questions of

commitment to helping, 2^nd

delivering message to see delivery

finding out about, 2^nd, 3^rd, 4^th, 5^th

processing of information by

audiences, connecting with, 2^nd, 3^rd, 4^th, 5^th

association and conditioning, 2^nd

being succinct

and body language

dealing with facts, 2^nd

and group dynamics, 2^nd

and listening, 2^nd

overcoming nervousness, 2^nd

overcoming the rejection reflex

reasoning styles of different cultures, 2^nd

use of illustrations/pictures to aid recall

use of transitions to help audiences catch up

blank page to first draft, 2^nd

body language

and connecting with your audience

body of presentation, 2^nd

Boone, Mary Anne

boring voice

brainstorming

brand proposition, 2^nd

breathing

Brown, Dr J.A.C .

Techniques of Persuasion

Brown, Les

bullet points

and slides, 2^nd

Butler, Jean

buying level, 8551

Buzan, Tony

buzzwords, avoiding of business

capitals

and slides

ceremonial presentations

change

bringing about as purpose of presentation, 2^nd, 3^rd, 4^th

charisma, 2^nd, 3^rd

checklist, presentation, 2^nd, 3^rd

Churchill, Winston

Cialdini, Robert B .

Law of Reciprocity

collective behaviour

Collins, Lt Colonel Tim

Columbia

commitment

and persuasion, 2^nd

communication

complex detail

concentration span, of audience

conclusion of presentation, 2^nd, 3^rd

conditioning, 2^nd

content (of presentation), 2^nd, 3^rd, 4^th

avoiding jargon and acronyms

brand reinforcement, 2^nd

common terms of reference

and facts, 2^nd

filtering of

keeping a journal

negative elements, 2^nd

not putting in enough

and PAT formula, 2^nd

positive elements, 2^nd

and problem solving

putting in too much

relevance of

repeating of essential elements

and structure, 2^nd

talking about what you know, 2^nd

Conter, David

copywriters, approach to persuasion

core message, 2^nd, 3^rd, 4^th

Covey, Stephen

The Speed of Trust

cultural differences

and reasoning styles, 2^nd

daily conversations

Daily Express

classified ad sales

decision makers/influences, addressing pitch only to

delivery (of presentation), 2^nd, 3^rd

and appearance, 2^nd

asking questions of the audience

and charisma, 2^nd

commitment to helping the audience, 2^nd

and failed presentations

gestures, 2^nd

importance of

instructing of body by mind

involving of and connecting with your audience

length of

microphone use, 2^nd, 3^rd

movement around platform, 2^nd, 3^rd

and pauses, 2^nd

and persuasive presentations

power in, 2^nd

presentation essentials, 2^nd

self-centred

speaking pace, 2^nd, 3^rd

to people of other nations

and trust, 2^nd

and voice, 2^nd, 3^rd, 4^th

see also visual aids

Democratic Party (US)

demonstrations, 2^nd, 3^rd

Demosthenes

desire, 2^nd

direct marketing

direct selling

Doherty, Moya

drafting your presentation, 2^nd

blank page to first draft, 2^nd

brainstorming

finding your own angle on the topic, 2^nd

headline, 2^nd

selecting ideas from brainstormed list and placing within

framework

structure/framework, 2^nd

using stories

Dragons’ Den

elevator speech, 2^nd, 3^rd

emotional journey, 2^nd, 3^rd

emotions

effect of music on

engaging of, 2^nd, 3^rd

‘engineer’s mentality ’, 2^nd

entertaining presentations, 2^nd

epistrophe

expectations

British compared with American

meeting, 2^nd

experienced presenters, 2^nd

eye contact, maintaining of with audience

fact finding questions

facts, 2^nd, 3^rd

dealing with, 2^nd

and failed presentations

filtering of, 2^nd

failed presentations, 2^nd, 3^rd, 4^th

content

costs of, 2^nd, 3^rd

and delivery

and facts

reasons for, 2^nd, 3^rd

statistics on

and structure

and style

film clips, 2^nd, 3^rd

Finestone, Dr Hillel

Flatley, Michael

flip charts, 2^nd, 3^rd, 4^th

4 Ps of presenting, 2^nd

planning

pre-qualifying

principles

purpose

Fripp, Patricia, 2^nd

genuine influencers

gestures

and delivery, 2^nd

Glenn Miller Story, The

grammatical errors

Greece, ancient

group dynamics, 2^nd

HAMO IS DEAF mnemonic, 2^nd

handouts, 2^nd

headline

presentation title as, 2^nd

slides

hook, 2^nd, 3^rd

hostile listeners

humour

hyperbole

iambic cadence

illustrations, use of

in-house presentations

information

processing of by audiences

processing of by large groups and nations

informative presentations

Innocent

instructional presentations

interactive participation, 2^nd

interest, developing prospect’s, 2^nd

jargon, avoiding of

Jobs, Steve

Johnson, Alan

jokes

Jones, Dewitt

Joslin, Paul

journal, keeping a

Kawasaki, Guy, 2^nd

Kayser, Steve

knowing your subject

Lancet, The

language, using the right, 2^nd, 3^rd

Lincoln, Abraham

Gettysburg Address, 2^nd

Lindbergh, Anne Morrow

Gift from the Sea

linguistic devices see oratorical skills

listening

and audiences, 2^nd

and persuasion, 2^nd

live test

manipulation

difference between persuasion and

marketing

direct

message

core, 2^nd, 3^rd, 4^th

delivering of see delivery

metabolism, raising of

metaphor

microphone, use of, 2^nd, 3^rd

Milton, Sylvia

mind mapping, 2^nd

Morris, John D .

motivational presentations

movement around platform, 2^nd, 3^rd

music

effect of on emotions

National Speakers Association in America

nations, reasoning styles of

negative elements, 2^nd

nervousness, strategy for overcoming, 2^nd

networking

new business presentations

non-users

Noonan, Peggy, 2^nd

Obama, Barack, 2^nd, 3^rd, 4^th

objectives

Ogilvy, David

open presentations, 2^nd

Open University

oratorical devices, 2^nd, 3^rd, 4^th

Pachuta, Jack

Packard, Vance

The Hidden Persuaders

Pareto principle

particularists

passive listeners

PAT formula, 2^nd

pauses

and delivery, 2^nd

performance anxiety

persuasion/persuasive presentations, 2^nd, 3^rd, 4^th, 5^th, 6^th

and AIDA, 2^nd, 3^rd

and commitment, 2^nd

copywriter’s approach to

definition

and delivery

difference between manipulation and

engaging with the audience

focusing on how the audience will benefit

and listening, 2^nd

and meeting expectations, 2^nd

offering an alternative

power of

and relevance, 2^nd

requirements of

seven essentials of, 2^nd

and trust, 2^nd

and visual aids

Peters, Tom, 2^nd

pictures, use of, 2^nd

planning

positive elements, 2^nd

PowerPoint, 2^nd, 3^rd

incorporation of video into

see also slides

Practical Training for Professionals (PTP) survey

pre-qualifying

presentation checklist, 2^nd, 3^rd

presentation essentials, 2^nd

presentation title, 2^nd

presentation wheel, 2^nd

presentations

costs of, 2^nd

misconceptions over

reasons for making, 2^nd

types of, 2^nd, 3^rd, 4^th

presenter, importance of your role as, 2^nd

principles

problem solving, 2^nd, 3^rd

problem solving presentations

proposition

props, 2^nd

public speaking, 2^nd

punctuation

and slides

purpose of a presentation, 2^nd, 3^rd, 4^th

questions

asking of the audience

fact-finding

Reader’s Digest

reciprocity

Regional Development Agencies

reinforcement

rejection reflex, overcoming

relevance

and persuasion, 2^nd

of presentation content

respect

rhyme

Riverdance

road signs

sales pitch, presentation as a

script reading

and delivery

Seinfeld, Jerry

self-centred presentations

seminars

Simon, Herbert

slides, 2^nd, 3^rd, 4^th, 5^th

10-20-30 rule

bullet points, 2^nd

cluttered design, 2^nd

design tips

essential rules for

function of

getting message across in an instant

guide to avoiding common mistakes

headline

inserting videos or sound clips

managing of

number of, 2^nd, 3^rd, 4^th

over-full

printout of

reading

transitions and animations

typeface and fonts, 2^nd, 3^rd, 4^th

wordage

slideshow

smiling

‘sniffing period ’

‘so what column ’, 2^nd

sound clips

speaking pace

and delivery, 2^nd, 3^rd

spoken word, power of

Stevens, Jocelyn

stories, use of, 2^nd

structure, 2^nd, 3^rd, 4^th, 5^th

style of presentation

sublimal advertising

successful presentations, 2^nd

succinct, being

Sudoku

summary, presentation

symploce, 2^nd

Takahashi, Masayoshi

Takahashi Method

talking about what you know, 2^nd

Terry, John

30-point checklist, 2^nd, 3^rd

three-part structure, 2^nd

3Ms (message, messenger, method)

timeline for presentations

title, presentation, 2^nd

topic

Track 150, 2^nd

Track 350, 2^nd, 3^rd

transitions

use of to help audiences catch up

trials

tricolon

trust, 2^nd, 3^rd

four pillars of, 2^nd

and persuasion, 2^nd

typeface

and slides, 2^nd, 3^rd, 4^th

UK English

differences between US English and

Unique Selling Proposition (USP)

United States

expectations compared with British

universalists

videos, 2^nd, 3^rd, 4^th

playing within a PowerPoint presentation

visual aids, 2^nd, 3^rd

flip charts, 2^nd, 3^rd, 4^th

guide to avoiding common mistakes

and interactive participation, 2^nd

and persuasion

props, 2^nd

types of

videos/film clips, 2^nd, 3^rd, 4^th

see also slides

visualisation

vocal resonance

voice, 2^nd

changing your

pitch of

sound of

weaknesses, identifying of

‘which means that ...’

whiteboard

WII MF (what’s in it for me?)

Windows Media Program

wisdom

Young, Jim

How to Become an Advertising Man

YouTube, 2^nd