sp112

SPEECH 112
PERSUASION
Lawrence Dawkins
ldawkins@hevanet.com
Web Site: http://www.hevanet.com/ldawkins/menu.htm

MATERIALS THAT WILL REQUIRE PURCHASE FOR THIS COURSE

100 SCAN-TRON FORM FOR EACH TEST
purchase a pack of 5X8 cards
TEXT:
Persuasion, Social Influence, and Compliance Gaining by Robert H. Gass & John S. Seiter

COURSE DESCRIPTION:

There will be an emphasis on invention, preparation, organization, presentation and criticism of persuasive message for audiences. Students prepare, present, and analyze classroom speeches. Students will improve oral communication skills through analysis of communication as a process, reading textbook and lectures. In addition to text book material the course will cover some areas by the use of lecture that are not covered by the text.

COURSE OBJECTIVES:

After completing this course, students should be able:
1. to identify the audience centered approach to communication
2. to describe the audience as a statistical concept
3. to outline communication strategy based upon the composition of the audience
4. to identify the basic elements of Communication theory
5. to describe the Ethics of communication
6. to describe how to organize and present a persuasion speech.

OFFICE HOURS:

Office number 1356. Phone: 491-7124. Tuesday & Thursday: 8:00-11:00 AM; 12:00 AM by appointment only.

CLASS ACTIVITY ROLL:

If a class activity roll is circulated and you failed to fill out that roll, points may be deducted. Please print! Your writing should be clear so that there is no chance for a mistake of identity. Students will not penalize for prior class activity rolls if they sign up late for the course.

Directions for day of speeches

After hearing your name, walk to the front of the room, write your name on the board and began your speech.

Absences due to participation intercollegiate functions and other co-curricular trips arranged by the college or illness will be excused. The student requiring the absences from classes will notify his/her instructors at least 12 hours before the time of absence.

Attendance at co-curricular functions is encouraged by the faculty and administration. Students will be excused from class attendance, but not from the responsibility of the work that they miss during their absence for approved functions. In this regard, members of the instructional staff should be as cooperative as possible in helping students so excused to “make up” this work.

If you fail to complete a class activity roll because of college activities such a basketball, student government, etc., or illnesses, please notify me on the first day that you return to class. The best way is to call 491-7124 and leave a message rather than telling me during class and risking my forgetting.

Class activity roll can take different forms. They can be feedback on a class mate's speeches. They can be class projects or assignments. The class activity rolls will be accounted for that day rather than at the end of the term.
All class activity roll sheets accounted for equal +30 points (The 30 points include 5 bonus points. The maximum with excused absences 25 points.)
one class activity roll sheet uncounted: +20
two class activity roll sheets uncounted: +17
three class activity roll sheets uncounted: +14
four class activity roll sheets uncounted: +11
five class activity roll sheets uncounted: +8
six class activity roll sheets uncounted: +5
seven class activity roll sheets uncounted: +2
eight class activity roll sheets uncounted: --1
nine class activity roll sheets uncounted: --4

GRADING SYSTEM:

This course is based somewhat upon the point system. The top five percent of the class will receive an "A" without regard to point totals. Other students will receive an "A" if they reach the correct point total (428). All written work is due in before the last day of lecture. (If students wish to get their grade earlier, sent and e-mail to me and I will response when I have the grades computed.)

A= 466-428
B= 427-372
C= 371-335
D= 334-325

CLASS ASSIGNMENTS TO BE COMPLETED BY THE END OF THE TERM FOR TOTAL POINTS!
Attendance
listening tapes
speeches
projects if assigned

EXAMINATION:

A short quiz will be given during final's week worth 75 points. It will cover some of the basic concepts of the course that I have covered during class period. Topics covered will include Demagogue, ethics in persuasion, human motives, use of evidence in persuasive speech, campaigns politically oriented and product oriented and values. Secondly, chapters 7, 8, 9, 10 & 11 will be include on the finals.

IF YOU HAVE QUESTIONS AFTER YOU RECEIVE YOUR EXAMINATION BACK MAKE SURE THAT YOU FOLLOW THESE STEPS!

(1) Check to make sure that the grader has accurately graded your test. Check point total. Check right or wrong answers.
(2) If you still do not agree, check the text to be sure that your answers are correct.
(3) Make an appointment to see me in my office if you are not happy.
(4) When you arrive at the office bring the text and indicate why you believe your answer is correct.

FORMAT FOR SPEECH STUDENT CLIQUES
Name of the speaker
best ideas of presentation
areas that could be improved upon
GENERAL COMMENTS:

EXTRA CREDIT FOR THOSE THAT ARE COMPUTER LITERATE

I believed that the best way to study for a test is to anticipate some of the test items. Therefore because I believe that it will help you to prepare for the examinations, I would like you to write three multi-choice questions for each chapter assigned in class. The questions are to use the PowerPoint format. Write three questions per assigned chapters. This extra credit is due on the last day of class lecture. Point value: 10 points.

EXAMPLE TO BE FOLLOWED

Feedback may be all of the following EXCEPT...
A. AUDITORY
B. TACTILE
C. VISUAL
D. COGNITIVE
REFERENCE: Chapter 2, pp. 8-9

THE SPEECH TO STIMULATE OR AROUSE

This speech is due:
Time limits: 4-6 minutes
Speaking notes: Notes allowed.

PURPOSE OF THE SPEECH TO STIMULATE OR AROUSE
It is an accepted truth that people need to be stimulated or aroused if they are too concerned about a proposition or problem that is laid before them. Often a speaker appeal to his audience to do something, but he does not stir time sufficiently to make them will to be more than mildly interested. As a speaker it is to your advantage to learn the methods and approaches that cause audiences to be stimulated by speech. This assignment will provide an experience for the speech to arouse or stimulate so that you will be fully aware of the importance of this type of speech.
Keep in mind that these topics are only suggested. They are intended to give you a few ideas so that you may make a selection from this group, or develop a topic of your own.
1. School anniversary
2. Memorial to a classmate
3. Dedication of anew athletic field, club house, etc.
4. Patriotic meeting
5. Any kind of campaign-Community chest, Red Cross, Scouting,
Salvation Army, etc.
6. Eat better foods
7. Exercise more
8. We should change our attitudes to a more positive one
9. We should drive more carefully
10. Speaker’s Choice

SALES SPEECH OUTLINE TO BE USED IN THIS SPEECH COURSE!

SALES SPEECH:
(4-6 minutes) This speech will emphasize both delivery and organization. One hundred points possible.
The sales talk is something you may be called upon to present much sooner than you expect. It involves a situation in which you usually try to sell a group of persons an article in exchange for their money. Sometimes this is difficult. Many persons have had to little experience to make a sales expert of anyone, but certainly it will help the person who later finds it necessary to sell something to a group.

EXPLANATION OF THE SALES TALK
In a sales talk you attempt to persuade a person or group to buy a product from you now or at a later date. In some instances you actually take orders at the conclusion of your remarks; in other cases you are merely stimulate an interest in your goods so that prospective customers will buy from you later. But in either case, your purpose is to sell by stimulating the customer to want what you have for sale and to be willing to part with his money to acquire it.

The sales talk makes special demands on the speaker. He must be pleasing in appearance, pleasant to meet, congenial, and friendly. He must be thoroughly familiar with his product and with all details pertaining to it. He should by all means be able and willing to answer questions regarding the production, the manufacturer (or the company sponsoring it, such as an insurance company), the cost, terms of sale, guarantees, repairs, cost of u keep, and other such matters about his product. He should know how to meet objections, questions, or comparisons of it with competing products.

Occasions for the sales talk are many; any time a speaker makes an appeal before one or more persons for the purpose of selling, he makes a sales talk. The people who compose the audience may be a school board, or college class, church officials, a purchasing committee for a business, a city council, a ladies’ aid society, or a hospital committee. Prospective customers can be any kind of people and be met any where and at any time.

Sample products that may be sold
1. Tickets to a movie, a play, sports contest, etc.
2. Clothing (any article)
3. Real estate or other property, oil stock, mining stock
4. An insurance policy, any kind
5. A watch, new or old
6. An automobile
7. A vacuum cleaner
8. Plows, drills, etc.
9. Fishing equipment, all kinds
10. Sporting equipment--skis, golf clubs, tennis rackets, etc.
11. Old coins or stamps
12. Commercial time on a radio or TV station
13. Kitchen equipment
14. Food
15. Stationery
16. An electric razor
17. Books or magazines
18. A tractor or pick up truck
19. Speaker’s choice

How to choose a topic for a Sales Talk
Choose a product that you believe in; then build your talk around it. Be sure to select something your audience can use. If none of the above suggestions is suitable, select something else.

How to prepare a Sales talk
Follow the regular steps of preparation for any speech. Pay particular attention to analyzing your audience. It would be fatal to misjudge your prospective buyers. You should know as much as possible about such items as the followings: their probable income, credit rating, occupation, religion, education, local beliefs. A wise salesperson will find out what other salespersons have sold or tried to sell this group in the way of competing products. He will also be aware enough with these products so he can make comparisons favorable to his own product.

It is advisable, if possible, to demonstrate whatever you're are selling. This means that you must know how to show it to the best advantage. Be sure that it makes a good appearance and is in good working order. Let your customers try it.
Be ready to take orders. This will necessitate having pen and ink, order forms, credit information, check books and receipts. Do not make a buyer wait when he is ready to buy.

SAMPLE SALES SPEECH OUTLINE

I. Introduce yourself to the audience.
A. Hi! My Name is...
B. I am a ....

TRANSITIONS:

II. Introduce your company

TRANSITIONS:

III. Introduce product

TRANSITIONS:

IV. Features of product

TRANSITIONS:

Cost of Product

TRANSITIONS:

V. Conclude by describing how the product will benefit the customer

SAMPLE PERSUASIVE SPEECH OUTLINE

SPEECH TO PERSUADE:
(4-6 minutes) This speech will emphasis organization. 100 points possible.

TO CONVINCE AN AUDIENCE
This speech is due:
Time Limits: 5-6 minutes
Speaking notes: KNOW YOUR MATERIAL

PURPOSE OF THE SPEECH TO CONVINCE AN AUDIENCE
A speech to convince is used so widely that we are probably unaware of its frequency. Actually, very few persons do what someone else suggests unless they are convinced. The most common method used in convincing someone is a system of talking. The pattern of ideas employed is not always known to the person who used it, but, generally, the speaker uses certain techniques to gain conviction.
It is probably that you will be asked to present ideas and arguments at some future date. When this time arrives, you will find it a much easier task if you have had previous experience. This speech assignment will offer you excellent practice in the art of convincing an audience.

EXPLANATION OF THE SPEECH TO CONVINCE
The speech to convince is one that causes your audience to accept willingly your proposal through logic, evidence, and emotion.
You must present sufficient logic and evidence to swing the audience to your belief. This usually means that you will also ask them to take the action that you suggest. It is usually wise and necessary to appeal to emotions and accompany attitudes and decisions that you desire from your audience. These basic emotions may be reached by certain basic appeals; such as, their wealth, love of country, self-preservation, desire for recognition, sex, desire for new adventure, loyalty, political beliefs, religion and the like. This necessitates a thorough analysis of your audience so that you may base your appeal on their beliefs and attitudes. It also means that you must present your logic and evidence in such a way that it directs their thinking through channels they readily follow.
The speech to convince is utilized on many kinds of occasions. At most popular gatherings, such as: political meetings, lecture forums, charity drives, community drives, and other civic gatherings, an effort is made to convince. Business meetings involve convicting and at many times differences of opinion prevail among those in attendance. Decisions are reached by convincing someone. Anytime that a debate is in progress, even though it be a formal argument between two rival schools, within a legislative body, among three farmers, or in a court proceedings the statements of the speakers involve persuasion through logic, evidence, and emotion.

HOW TO CHOOSE A TOPIC
Study the suggestions; then make your choice on the basis of suitability to you, your audience, and the occasion. Be sure you can secure at least two sources of information on your topic. Do not delay your choice of a topic. The sooner you make up your mind, the better are your chances for preparing an excellent speech.
The points to watch are the way you word your topic and what you propose to convince your audience . In wording your topic, be sure to propose to your audience that you decide to convince your listeners that “All school books should be free,” notice the word” should.” It implies “ought to be.” So your purpose is to persuade your audience to believe this is a good idea and it will be beneficial if carried out. You are not asking them to carry it out by standing behind a book, counter and handing out free books.
Your topic must be a proposition which is specific and which offers a debatable solution to a controversial problem. It is not adequate to propose the subject. “We should all drive more carefully.” We agree on this already. To talk on such a broad topic would be merely to stimulate or arouse us. If you wish to do something to make us more careful drivers, suggest a speed on the highways be reduce to sixty miles per hour” or “All persons who are convicted persons who are convicted of traffic violations should be compelled to attend a driver’s school for two weeks.” These are proposals about which people disagree. We can readily say yes or no to them. We can debate them, but we cannot debate the subject that “We should all drive more careful,” since we agree on it.
Examine your topic closely to be certain you have a correct topic on which to by your speech to convince. If you are in doubt, consult your instructor.

HOW TO PREPARE A SPEECH TO CONVINCE
In preparing the speech to convince, remember that your purpose is to swing people over to your beliefs so that they not only will think what you want them to think, but so that they will also do what you tell them to do. this obviously not an easy task; however, it is not all impossible. To achieve the “convincing effect, “ you need to look carefully into the organization of your speech. Briefly, it may be as follows:
1. Present a history of the problem. Discuss the events leading up to the present time that make the topic important. Tell why it is significant that the audience hear the discussion you are about to present. (Do not spend too much time on the history-you have other points to cover.)
2. Discuss the present day effects of the problem. Give examples, illustrations, facts, and views of authorities that clearly demonstrate the situation you are talking about. These are must if you wish to be convincing.
3. Discuss the causes that brought about the effects you listed in point 2. Here again you must, if you wish to be convincing.
4. Give your solution to the problem. Show them your solution is the best answer to the proposition as you do. This must not be simply your opinions. It must be logical reasoning backed by evidence.
5. Show how your proposal will benefit your audience. This is the real meat of your entire speech, if you have thoroughly fulfilled each preceding situation at this point. Here is that part of your speech where you must convince. You definitely have to show your listeners how they will benefit from your proposals; for example: how they will live longer, how they will be happier, how they will build better roads, better schools, lower taxes, cheaper groceries... In other words, your listeners must clearly and vividly see that your proposal will help them.
6. What do you want your audience to do? Here is the proof of your effectiveness. You will not tell your hearers what you want them to do. If you have been convincing up to this point, they will probably go along with you: if not, you have “stumbled” somewhere in your speech. that is why it is very important that you develop your talk very carefully and completely. You develop your talk very carefully and completely. You may asks the audience to write to their congressman, to vote for or against a bill, to give money to charity to attend a rally, to clean up their town, to declare war, to subscribe funds for a new church.

HOW TO PRESENT A SPEECH TO CONVINCE
In general, a frank, enthusiastic and energetic presentation is desirable. A reasonable amount of emotion should be evident; however, it should not be overdone.
Your bodily action should suit the words you utter and be such an integral part of your overall presentation that no attention is directed toward it. Vigor and intensity should characterize your bodily action. You must show by your actions that you are convinced.
Your voice should reflect a sincere belief in your views, and through inflections and modulations, carry the ring of truth and personal convictions Sufficient force should be utilized to convey meaning to all who listen.
Nationally, your presentation must vary according to your audience, the occasion, the size of the room, its acoustics, and the type of meeting before which you present your speech. You would not speak to a small group of businessmen in the same manner your would address a large political gathering.
If you use notes, restrict them to ten words on a card at least five by eight inches in size. Know them thoroughly. Do not try to hid them. Hold them high enough when looking at them that your head is not bowed. After the conclusion of your talk, remain standing for least two minutes to answer questions from your audience.

SUGGESTED TOPICS FOR SPEECHES TO CONVINCE
1. Eighteen years should be the national minimum age limit for marriage.
2. Every mentally able person should be compelled legally to attend school until he is eighteen of age.
3. All community colleges should be tuition free.
4. No television advertisements for presidential elections should start thirty days before the elections.
5. Schools should celebrate each president’s birthdays.
6. Strikes should be prohibited by law.
7. Compulsory arbitration of all labor disputes should be established by law.
8. No president should be permitted to served more than one term.
9. Persons convicted of driving a car while under the influence of intoxicating beverages should pay a fine of at least one thousand dollars.
10. Speaker’s choice of a controversial subject.

SAMPLE PERSUASION SPEECH OUTLINE

INTRODUCTION
I. How do I get the audience to listen to me?
A. Write attention getting material here.
B. Write motivational material here. (Maybe combined with
introduction)

TRANSITION:

C. Central Idea. (Maybe combined with orientation)
D. Preview the body of the speech.

TRANSITION:

DISCUSSION\BODY
II. (What do I want to say? How can I order my main ideas?)
A.
EXAMPLES
1.
2.

TRANSITION:

B.
EXAMPLES
1.
2.

TRANSITION:
C.
EXAMPLES
1.
2.

TRANSITION:

CONCLUSION
III. (How do I wrap up the speech?)
A. Summary
B. Drive home the central Idea.

NOTES TO AID STUDENTS

TRANSITIONS
I. ADDITION-
moreover likewise next
further also first
furthermore again second, etc.
besides too finally
and in addition last
and then equally important initially

II. COMPARISON-
similarly, likewise, in like manner, in this vein, in the same way, and so forth.

IV. Conclusion-
hence, therefore wherefore, the, there upon as a result, we not then, accordingly, consequently, according to the

INTRODUCTION
I. relate the topic to the audience
II. State the importance of your topic
III. Startle the audience
IV. Arouse the curiosity of the audience
V. Question the audience
VI. Begin with a Quotation
VII. Tell a story

THE CONCLUSION
I. Signal the end of the speech
II. Reinforce the central idea
III. End with a quotation
IV. Make a dramatic statement
V. Refer to the introduction

SUPPORT MATERIAL
facts
statistics
examples
testimony and quotation
analogies

QUIZZES:

One quiz at 50 points will be given. It will cover only textbook. It will cover chapters' 1,2,3,4 & 5. Secondly, to measure how well you understand what you have read.) The sources of test material will be from past students. The instructor and the author of the textbook will also add questions.

ASSIGNED LISTENING:

This course is the second course in the public address series. There is an audio tape for review. The title is the PERSUASIVE SPEAKER by Elayne Snyder (PN 4121 .P47). Turn in to me the time sheet. This assignment must be completed before the last day of instruction. Value of the assignment: 6 points. It is fair game to ask question based upon this tape during a quiz.

EXTRA CREDIT:

Students will receive ten points for attendance of a speech contest. All extra credit will be graded on a quality basis. If extra credit assignment is not up to instructor standard points may be deducted. This assignment must be completed before the last day of instruction.

INTERNET EXTRA CREDIT
It is to be one page in length. Six pints in the total value of the assignment. See web site!

PERCENTAGE STANDARDS:

A= 92%-100%
B= 91%-80%
C= 79%-72%

EXAMPLE:
Total points possible 50
Student points on assignment 46
percentile scale computed 46\50=92%=A

TEST GRADES:

(With the point system sometimes students are unclear how well they are doing. Test will be returned with points earned listed on the test answer sheet. For those students who would like to know what these points mean in a more traditional grade orientation, I am providing the following point break down. The final grade for the class will be determined by adding up the points, however.)

FIRST QUIZ:
A= 50-45
B= 44-40
C= 39-36

EXAMINATION
A= 85-78
B= 77-68
C= 67-61

LATE ASSIGNMENTS:

Assignments must be presented when scheduled. For sufficient reason, you may be allowed to delay your assignment if such arrangements are made in advance with me. Regardless, you may have points subtracted for any late assignment.

STUDENT RESPONSIBILITIES:

1. Read the assigned chapters of the text and be prepared to discuss content in class as assigned
2. Read, listen to, and/or view outside-of-class media presentation.
3. Successfully compete assignments.
4. Ask for help if unclear about topics of discussion.
5. If the student is aware ahead of time of an absence, she/he must notify the instructor. If the student is not aware ahead of time of an absence, he must notify the instructor on the first day back in class.
6. Check board to see when speech is due.
7. There are ten standards for written papers.
written in blue or black ink or typed in black
use white standard notebook paper
be neat and legible handwriting or typing
written on side of the page only
put heading in the upper left-hand corner of the first page
center the title on the top line of the first page
double space
number pages and write name at the top of each page
NOTE: Correct spelling, punctuation, and usage are always important. Points will be deducted for frequent errors.

8. Read this course outline
9. Students will provide critiques for fellow student using the following format:

Name of Speaker_______________________________________
Strong points of the speech
Areas that can be improved upon
GENERAL COMMENTS:

MAJOR SPEECHES

SPEECH TO STIMULATE; (4-6 minutes). 100 points possible

SPEECH TO PERSUADE:
(4-6 minutes) This speech will emphasis organization. 100 points possible.

SALES SPEECH:
(4-6 minutes) This speech will emphasize both delivery and organization. 100 points possible.

CRITERIA FOR GRADING SPEECHES:

The grade of "C" is the normal grade for a speech which meets all the requirements of the assignment satisfactorily. Specifically, for the grade of "C" a speech should:
(a) Conform to the type of assigned speech (inform, lecture,
etc.)
(b) Conform reasonably to the time limit (a 4-6 minute speech
should not be shorter than 3 1\2 minutes or longer than 7 1\2;
(c) Conform to basic essentials of sound organization--a clear
central idea, adequately supported by main ideas.
(d) Conform to the special requirements for the assignments
that may be made by the instructor, such as number of
supporting materials, etc.;
(e) Conform to reasonable standards of intellectual achievement
in the development of the subject and support of assertions;

(f) Conform to reasonable standards of direct and expressive
delivery;
(g) Conform to reasonable standards of correctness in grammar,
pronunciation, and articulation;
(h) Conform to the date for which the speech is assigned and is
to be presented.

For the grade of "B" the speech should meet the aforementioned standards AND IN ADDITION it should:
(a) Contain elements of vividness and special interest in style;
(b) Be of more than average simulative quality in challenging
the audience to think;
(c) Demonstrate skill in understanding difficult concepts, or in
winning agreement from listeners initially disposed to disagree;
(d) Establish report of a high order through style and delivery
which achieve especially communicative circular responsible
from the audience.

For the grade of "A" the speech should meet the aforementioned standards AND IN ADDITION it should:
(a) Constitute a genuinely individual contribution by the
speaker to the thinking of the audience;
(b) Achieve a variety and flexibility of mood and manner suited
to the multiple differentiation of thought and feeling
demanded by the subject and by speaker;
(c) Illustrate skillful mastery of transitions and of
emphasis of the speaker's main ideas;
(d) Achieve skillful mastery of progression of thought from
resolution that evolves naturally from the nature of the
material presented by the speaker;
(e) Be delivered with ease, confidence and with superior poise.

Grade of "D" and "F" will result from speeches which in relative degree fail to meet the standards outlined for the "C" speech.

It is the aim of this instructor to help every student who is conscientiously meeting responsibilities to achieve at least a grade of "C" (though, of course some may be unable to do so). This aid will be given in the form of written and oral critiques offered in classroom as well as in office conferences solicited by the student.

POINT SYSTEM FOR SPEECHES:

Outstanding = 110
Superior = 100
Excellent = 90
Good = 80
Fair = 70

Unprepared 60 (This means that you at least made an effort to give a speech even though it was not successful)

DIRECTIONS: Your instructor has a variety of different assignments that may cause him to miss class. The list of projects will correspond to the missed class days with project #1 for the first day missed and project #2 for the second day, etc. The assignments are worth three points each. The following days will not require projects because Holidays are campus wide or department activity:. Value of the assignment: 3 points.

#1. Listen to tape #1 The Power of Ethical Persuasion by Tom Rusk, MD(BF 637 .N4 P6)

#2. Listen to tape #2 (Volume 2) The Power of Ethical Persuasion by Tom Rusk MD

#3. Listen to tape #1 Never be Nervous Again by Dorothy Sarnoff (PN 4121.N4)

#4. Listen to tape #2 (Volume 2) Never be Nervous Again by Dorothy Sarnoff

ADDITIONAL COMMENTS: You should keep a record of all points (grades) you received in this class. They are evidence of assignments completed and points earned. If any confusion arises concerning your performance in class, you will hold proof.

COURSE OUTLINE

(subject to change when I think it makes good educational sense.)
Course introduction pp. 1-9 (Chapter 1)
Futurestories

Definition and background of Persuasion
Why study Persuasion
Definition of Persuasion
Perspectives on ethics in persuasion
(Video tape on the poor use of communication)

Review of speech organization

Speech to stimulate
Speech to stimulate
Speech to stimulate
Speech to stimulate

Emotional appeals
Demagogue
Propaganda
Human motives and needs (Maslow's theory and Rank's theory)
Packart's eight emotional needs
Values (Chapter 2)

Campaigns
politically oriented
product oriented

Persuasion models
Festinger's model
Heider's model

Sales speech
Orientation for speech to Sale

DAW-QUIZ (HANDOUT)

Review of text for Quiz #1 (question and answers from the class on chapters of the text)

Quiz #1 (Text only) Chapters' 1, 2, 3, 4 and 5
(Answers for the first quiz will be covered in class. No class time will be used for going over the answers of the second quiz.)
Quiz #1 make-up test

THIS SPEECH WILL EMPHASIS SPEECH ORGANIZATION. (FOR EXAMPLE, ARE ALL OF THE PARTS OF THE SPEECH OUTLINE PRESENT IN THE ORAL PRESENTATION? HAS THE STUDENT GIVEN GOOD EVIDENCE OF HAVING NOT JUST READ THE CLASS TEXT, BUT HAVING LISTEN TO CLASS LECTURE AS WELL.)

SALES SPEECHES IN CLASS
SALES SPEECHES IN CLASS
SALES SPEECHES IN CLASS
SALES SPEECHES IN CLASS

THIS SERIES OF LECTURES WILL CONTAIN MATERIAL THAT WILL BOTH IMPROVE THE CONTENT OF THE SPEECH AS WELL AS MAKE THE CLASS BETTER AT CRITICAL LISTENING SKILLS.

Illogical appeals
Slippery slope
Slippery slope
Two wrongs
Appeal to flattery
Tokenism\friendship
Irrelevant reason
Strawman
Double speak
Discounting (Chapter 9)
Ad Homieum

Logical Supports
Counter example, (Chapter 7)
Stock issues, (Chapter 8),
Religion and persuasion,

Ethical appeals
Theories of Persuasion
Lecture series on Classic rhetoric
Rhetorical proof (logical, emotional and ethical)

THIS SECOND SPEECH WILL BE EVALUATED ON THE BASIS OF DELIVERY. DOES THE STUDENT PRESENT THE SPEECH OR SIMPLY READ A SPEECH WRITTEN THE LAST MINUTE FROM A PAPER. DOES THE STUDENT MAINTAIN EYE CONTACT WITH THE AUDIENCE? DOES THE STUDENT PRESENT THE SPEECH WITH EXPRESSION OR REPEAT IDEAS WITHOUT VIGOR? ONE OTHER ELEMENT WILL BE ADDED AND THAT IS THE USE OF THE MICROPHONE. THE STUDENT WILL BE EXPECTED TO LEARN HOW TO GIVE A SPEECH USING THE MICROPHONE DURING THE CLASS.

Persuasive speech presented in class
Persuasive speech presented in class
Persuasive speech presented in class
Persuasive speech presented in class

Case study
Case study
Case study
Case study

DAW-QUIZ (HANDOUTS)

REVIEW FOR QUIZ TWO
ROOM----- Test on over all concepts of the class taken from lecture & textbook material.) Test on class lecture will cover class lectures on (85 points) It will cover lecture material Demagogue, Ethics in Persuasion, Human Motives, use of evidence in a persuasive speech, Campaigns-politically oriented and product oriented-values and some textbook material. The chapters covered in the second quiz will include chapters 7, 8, 9, 10 and 11.

*NOTE: Sometimes a student will under estimate the complexity of the textbook material and not devote enough study time for the text. There will be a make-up quiz for those wishing to raise their grades. If a student, for good reason, misses the scheduled quiz, she/he will be expected to take the make-up quiz on their first day back in class.
**These pages provide backup to the lecture
***If students with their grades faster or at a different address than listed by the college, please give me a self addressed post card or e-mail address and I will mail it when I know your grade.