INTRODUCTION TO BUSINESS ENGLISHDay 6

BUSINESS ETHICSJustin Randal oversees the home equity business

unit at a bank located in the Midwest. Mortgage interest rates are extremely competitive and even a fraction of a percentage point can cause a large fluctuation in the cash flows of a bank. Additionally, banks spend hefty amounts of money in marketing their products to businesses and consumers alike. Mr. Randal has a lucrative salary, but the majority of the income he receives is commission-based. By exceeding corporate goals, Mr. Randal has climbed the corporate ladder and now has many mortgage consultants that work under him. He, in turn, is directly affected (and compensated) by their performances and encourages them to find new and innovative ways to increase the number of mortgages the bank handles.

A very important aspect of the highly competitive banking industry is monitoring the actions of competing entities. Industry standards are fairly strict, but banks advertise intensely and run various promotions throughout the year. The financial institutions target various customer segments in unique and imaginative ways in order to outshine other banks that compete for similar customers. As a result, banks can be highly influenced by even the slightest move of one of its competitors. On a weekly basis, Mr. Randal will play the role of a “potential customer” by contacting competitors in order to attain highly valuable information. He will address a number of questions to a low-ranking personal banker that resides at a rival entity.

These inquiries range from mortgage rates to marketing campaigns. Mr. Randal asks for information about current promotions and even meddles about confidential company policies. Based on the results of his research, Mr. Randal alters the short-term strategy of the bank in which he works. Because he is very successful at what he does, the individuals that work under Mr. Randal emulate his behaviors. While many do not support this behavior, they justify their actions by arguing that their competitors carry out similar acts.

Is it right for Mr. Randal to shop around and act as a “potential customer”?

WHAT MAKES A GOOD PRESENTATION?Write down a few ideas you have.

FEARS OF PRESENTINGAre you afraid of giving a presentation?

LISTEN…. Pick which key area is being talked about.

YOUR AUDIENCE Expectations from your Audience

Knowledgeable about your subject?Experts or non-Experts?Will this be a formal or informal

discussion? Size of the Audience

Small group or a concert hall Time length of the presentation Language barrier What questions maybe asked

WHY DID THEY SAY THAT? “What on earth is he talking about? I have no

idea!” “Hey Sarah, wake up! He’s finished.” “Read that! I can’t read that! I would need

binoculars to read that.” “Shut up! I can’t hear a thing.” “Summarize four main points? I heard only

one! Was I asleep?”

OBJECTIVES What do you want people to remember when

they leave your presentation? Make your objectives

Clear Easy to remember Memorable Changes peoples opinion Work together in harmony

ORGANIZE YOUR INFORMATION Get your information from different

resources Internet Internal FilesBooksTV ShowsCharts and graphsMagazineNewspaper

Make sure the information is relevant and up to date.

STRUCTURE Introduction

Most important part of your presentation. First impression is the best impression.Start your presentation with something

that will wake up the audience or make them think. Personal story Joke Asking a question Referring to something that happened in the past Doing something extremely different (caution!!!)

NECESSARY OR NOT?

IS THIS A GREAT INTRODUCTION? Listen to these two introductions Tell me if this a great introduction What is the introduction about?

ADDED TIPS Make sure to introduce yourself and your

company if no one has. Make sure to discuss the structure of the

presentation if it is more than 30 minutes. If you would like, make sure to tell the

audience that they can ask questions during or after the presentation.

Discuss what will happen after your talk if it is not outlined.

PRACTICE… Your home town Your favorite sport Tourism Your first job Eating at a resturaunt Holidays A thing you really like Your hobbies

VISUALS Discuss this next week

PRACTICEPractice will make you more

confident when you give the presentation to your audience.

Practice helps to find what areas you may need to work more on or anything that makes no sense

Practice with a tape recorder or video camera. Then practice with friends to see what others think.

CHECKING YOUR ITEMSDouble check the following

LanguageSpelling and grammar on slides and

hand-outsFacts givenPictures are correctAll multimedia is working

CHECK THE ROOMMake sure everything is working

includingMicrophone (if needed)Projector (if needed)Pens or chalk for the boardEraser for the boardAir temperatureComputer Etc.