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he last thing most people need in their lives is more information. The paradox of the instantaneous availability of facts, gures, and theories is that the more there is, the higher the walls people erect to absorbing it. The sheer volume of marketing and sales information in the marketplace, for instance, causes most buyers (in selfdefense) to block out as much of that noise as possible. So, when you come along with a sales presentation, you have to jump a high hurdle to get buyers to hear your message. Since people are inclined to lter out most sales information, the goal of a sales presentation should not be just to impart yet more information. Your objectives are to facilitate understanding, to help buyers see their issue or problem in a way that spurs action, to offer alternative solutions, and to make the case for your credentials to do the work. You can t achieve these objectives with presentation techniques alone, whether that s voice control, practiced gestures, or stunning slides. Instead, your audience will hear you only after you ve proven that you have listened and understood what they ve said. Before most sales presentations, you ve probably met with your client sponsor, conducted interviews, researched the company s background, and combed through the relevant documents your client has given you. When it s time for your presentation, your audience members will be evaluating how well you use

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25 {Lower strike [(number of short puts difference in strikes) (number of long puts number of short puts)] + net credit} Discussion: The net credit (or net debit) from the put ratio backspread is equal to the premium received minus the premium paid If the underlying instrument rallies, the strategist can let the puts expire.

Use the DISTINCT predicate when you want to retrieve only one instance of duplicated data in the fields specified in the SELECT statement. For example, assume you want to know all the different cities where the Collectible Mini Cars customers live. The following SQL statement queries tblCustomers for the distinct City values:

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Roasting meats fat side up provides continuous basting as the fat melts and runs down the sides.This method is preferred by perhaps the majority of chefs, although there is not complete agreement. In this book,we use the fat-side-up method.In the classroom,you should be guided by the advice of your instructor.

Target costing information, which is provided only by a standard costing system, answers the questions of what overhead expenses should be given the actual quantities or how can volume variance be isolated. By now most organizations

Tip Options for sizing the video on the screen, as discussed in the section on DVD at the top of this chapter, apply to all forms of video: DVD, VCD, HighMAT, and video files.

One way to factor all these items into a retirement spending projection is to use a computer spreadsheet program such as Microsoft Excel instead of a prewritten software package. Setting up and compiling the spreadsheet is a fair amount of work, but the final product makes it easy to change assumptions and see the results. A spreadsheet that already is set up to proj-

Every investor considers factors such as profitability, operating efficiencies, growth potential, competitive positioning, and management. The last is not only not least, sometimes it can be everything. It s an old adage: people invest in people. There s a premium investors pay for Bill Gates s vision or Warren Buffett s experience. Investors like to know and trust the person managing the company and hear them elucidate their views and strategy. However, they don t want to hear them promoting themselves or the companies they run. It s a fine line, and while confidence in management leads to investor confidence, IR must help management balance this high wire.

proposal will cover this topic at greater length. So, in a presentation, limit yourself to what you consider to be the three most important facts about you, your team, and your company. By chunking your messages, you help buyers absorb information in ways that are most understandable. As you prepare your presentation, outline the logic of all your conclusions. Talk your listeners through that logic in steps, thoroughly and methodically, with a series of facts, stories, and supporting information.

ALIGNING PROFIT AND PROSPERITY: MICROSOFT UNLIMITED POTENTIAL (UNITED STATES/GLOBAL)

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