The Reinforcement Role

Presenters use support for four primary reasons:

  • To increase understanding, such as for topics that are complex or outside the audience's knowledge level

  • To convince, backing up claims with solid support

  • To inspire or move, relating something so vivid, moving, or catchy that it leads to action

  • To entertain, as for a roast or an after-dinner speech

Consider the following presentation by a representative from an electronics company to a potential customer:

Our innovative new Mod 75 is the perfect solution to your problem. It has worked fine for many other companies. Maintenance costs are almost nothing. It is a significant technological advance over the brand X unit, but it's a bit complicated to explain and much of it is proprietary, ...

Get How to Prepare, Stage, and Deliver WINNING PRESENTATIONS now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.