9/22/2016
Comm Experience
Pers. (Sales) Speech information
• 3‐5 minutes
• Must be selling a specific product or service
• Organize according to Monroe’s Motivated Sequence:
–
–
–
–
–
Attention (Intro—Not Need)
Need
Satisfaction
Visualization
Action
• Don’t reveal the product until Satisfaction step
• Presentation aids optional (but likely)
• 2+ oral source citations (with dates)
• Notes limited to 1 side of 3 3x5 cards‐‐handwritten
• Penalties given for:
– Under or overtime
– Excess notes
• Can’t get higher than a D if:
– No preview & summary statement
– No sources cited (orally) in speech (need at least 2)
– Public reading
Remember Monroe’s Motivated Sequence
• Attention (Introduction)
Preview (not identifying product)
I. Need (Establish what’s wrong with what we are doing now)
II.Satisfaction (Show method of Satisfying the Need – Explain)
Summary
• Visualization (Look into future +/‐)
• Action (Ask for the sale/ commitment)
Summary
1
9/22/2016
Common Problems on Sales Speech
Overall
• Wrong organization: Set up as “Benefits” or general informative rather than I. Need
II. Satisfaction
A. Satisfied Need
B. Additional Benefits
Worksheet
• Organization (see “Overall”)
• Preview is incorrect:
– More of an introduction – Identifies product in preview (see last bullet in “Overall”)
• Sources may not be considered credible (can’t be all from the • Need not developed well (single manufacturer—they are likely need); biased)
This should be at least 1 minute of • Insufficient number of sources
speech
– Need to identify at least 3 in • Forgetting to cite sources (NOTE: the worksheet, even though You do not count as a source!)
you are only required to cite 2
• Preview identifies product in the speech
(I shouldn’t know what the product –
You do not count as a source
is that satisfies the need until you reveal it in the Satisfaction step)
Memory Foam Pillows
(using MMS instead of Benefits)
II.Satisfaction (of Needs)
Attention (Intro)
Preview
I. Need (NOT BENEFITS)
A. We need sleep (cite source?)
B. What causes bad sleep? Pillow! (cite source?)
C. What’s wrong with what we are doing now?
1. Don’t work
2. Expensive (cost comparisons—source?)
3. Break down/need to replace
Don’t forget to add in your sources/research!
First time you identify the product!
A. Satisfies needs identified
1. Helps you sleep
2. Not expensive (cost comparisons—source?)
3. Don’t need to replace as often
B. Additional benefits (?)
C. Where to buy? Cost?
D.
V
isualization
(positive, negative, combination—testimony?)
Action (include summary & conclusion)
2