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BA 15 Chapter 11

  1. 1. Chapter Eleven Developing a Professional Presence
  2. 2. Chapter Preview: Developing a Professional Presence <ul><li>Importance of professional presence </li></ul><ul><li>Favorable first impressions </li></ul><ul><li>The image you project to others </li></ul><ul><li>Choice of clothing for work </li></ul><ul><li>Manners and interpersonal relations at work </li></ul>
  3. 3. Professional Presence <ul><li>A dynamic blend of poise, self-confidence, control and style </li></ul><ul><li>Empowers us to be able to command respect in any situation </li></ul><ul><li>Permits us to project confidence that others can quickly perceive </li></ul><ul><li>Permits us to rise above the crowd </li></ul>
  4. 4. Professional Presence <ul><li>Can’t be superficial </li></ul><ul><li>Requires principles including: </li></ul><ul><ul><li>Service (making a contribution) </li></ul></ul><ul><ul><li>Integrity and honesty (foundation of trust) </li></ul></ul><ul><ul><li>Human dignity (every person has worth) </li></ul></ul><ul><ul><li>Fairness (justice for all) </li></ul></ul>
  5. 5. Making a Good Impression <ul><li>First impressions are lasting ones </li></ul><ul><li>First impressions are the first step in building a long-term relationship </li></ul><ul><li>It is not just first contacts with clients, patients, customers, and others that are important </li></ul><ul><li>Positive impressions should be the objective of every contact </li></ul>
  6. 6. The Primacy Effect <ul><li>The tendency to form impressions quickly at the time of initial meeting </li></ul><ul><li>Later information is either ignored or reinterpreted based on initial framework </li></ul><ul><li>First impressions represent 100% of what they know about you at that point </li></ul>
  7. 7. The First Few Seconds <ul><li>Gladwell’s appearance had lasting implications </li></ul><ul><li>Our thinking is not always rational </li></ul><ul><li>Decisions happen subconsciously in a split second </li></ul>
  8. 8. Total Person Insight <ul><li>Books are judged by their covers, houses are appraised by their curb appeal, and people are initially evaluated on how they choose to dress and behave. In a perfect world this is not fair, moral, or just. What’s inside should count a great deal more. And eventually it usually does, but not right away. In the meantime, a lot of opportunities can be lost. </li></ul><ul><li>Susan Bixler and Nancy Nix-Rice </li></ul><ul><li>Authors, The New Professional Image </li></ul>
  9. 9. Assumptions Versus Facts <ul><li>Initial impressions are made up of assumptions and facts </li></ul><ul><li>Often reliance on assumptions based on nonverbal communication </li></ul><ul><li>The briefer the encounter, the greater the chance for misinformation </li></ul><ul><li>Emotional focus should be on the other person </li></ul>
  10. 10. Cultural Influence <ul><li>Stereotypes of entire groups can be formed during early years </li></ul><ul><li>Cultural differences can be subtle </li></ul><ul><li>Organizations today </li></ul><ul><ul><li>Attempt to create a new kind of workplace where cultural and ethnic differences are treated as assets </li></ul></ul><ul><ul><li>Find it more difficult to develop policies that do not offend one ethnic group or another </li></ul></ul>
  11. 11. The Image You Project <ul><li>Image describes how other people feel about you </li></ul><ul><li>Behaviors that communicate a mental picture that others observe and remember </li></ul><ul><li>The image you project is like a picture puzzle that is formed by a variety of factors </li></ul>
  12. 12. Figure 11.1 - Major Factors That Form Your Image
  13. 13. Surface Language <ul><li>A pattern of immediate impressions conveyed by appearance </li></ul><ul><ul><li>Clothing </li></ul></ul><ul><ul><li>Hairstyle </li></ul></ul><ul><ul><li>Fragrance </li></ul></ul><ul><ul><li>Jewelry </li></ul></ul><ul><li>Clothing is particularly important </li></ul>
  14. 14. Surface Language <ul><li>More relaxed dress code in recent years </li></ul><ul><li>Things that have not changed </li></ul><ul><ul><li>If you want the job, look the part </li></ul></ul><ul><ul><li>If you want the promotion, look promotable </li></ul></ul><ul><ul><li>If you want respect, dress as well or better than industry standards </li></ul></ul>
  15. 15. Selecting Career Apparel <ul><li>Special uniforms for particular jobs </li></ul><ul><li>Project an image of </li></ul><ul><ul><li>consistent quality </li></ul></ul><ul><ul><li>good service </li></ul></ul><ul><ul><li>uniqueness </li></ul></ul><ul><li>Uniforms can enhance company cohesiveness and add to company spirit </li></ul>
  16. 16. Wardrobe Engineering <ul><li>Describes how clothing and accessories can create a certain image </li></ul><ul><li>Effective packaging is an individual matter based on the person’s </li></ul><ul><ul><li>circumstances </li></ul></ul><ul><ul><li>age </li></ul></ul><ul><ul><li>weight </li></ul></ul><ul><ul><li>height </li></ul></ul><ul><ul><li>coloring </li></ul></ul><ul><ul><li>objectives </li></ul></ul>
  17. 17. Table 11.1
  18. 18. The Business Casual Look <ul><li>Slacks </li></ul><ul><li>Khaki pants </li></ul><ul><li>Collared shirts or blouses </li></ul><ul><li>Shoes with socks </li></ul><ul><li>Jeans </li></ul><ul><li>T-shirts </li></ul><ul><li>Shorts </li></ul><ul><li>Sneakers </li></ul><ul><li>Sandals </li></ul>Usually includes Usually excludes
  19. 19. Typical Casual-Dress Guidelines <ul><li>Movement toward emphasis on greater comfort and individuality </li></ul><ul><li>Wear dressier business clothing when meeting with customers or clients </li></ul><ul><li>Respect the boundary between work and leisure clothing </li></ul><ul><li>Wear clothing that is clean and neat and that fits well </li></ul>
  20. 20. Your Facial Expression <ul><li>After overall appearance, it is the most visible part of you </li></ul><ul><li>Provides clues to identify the inner feelings of another </li></ul><ul><li>Strongly influence people’s reactions to each other </li></ul><ul><li>A smile is most recognizable signal in the world </li></ul>
  21. 21. Your Entrance and Carriage <ul><li>The way you enter an office or business meeting can influence the image you project </li></ul><ul><li>If you feel apprehensive, try not to let it show </li></ul><ul><li>Project self-confidence with </li></ul><ul><ul><li>a strong stride </li></ul></ul><ul><ul><li>a friendly smile </li></ul></ul><ul><ul><li>good posture </li></ul></ul><ul><ul><li>a genuine sense of energy </li></ul></ul>
  22. 22. Your Voice Quality and Speech Habits <ul><li>Qualities that contribute to your image </li></ul><ul><ul><li>Tone of voice </li></ul></ul><ul><ul><li>Rate of speech (tempo) </li></ul></ul><ul><ul><li>Volume </li></ul></ul><ul><ul><li>Ability to pronounce (diction) </li></ul></ul><ul><li>Avoid… </li></ul><ul><ul><li>Too nasal - Too high-pitched </li></ul></ul><ul><ul><li>Too weak - Too insincere </li></ul></ul><ul><ul><li>Monotone - Too loud </li></ul></ul><ul><ul><li>Strong accent </li></ul></ul>
  23. 23. Your Voice <ul><li>Cultural and racial differences are sometimes detectable in our voices and dialects </li></ul><ul><li>The best rule is to be yourself; communicate well and be understood </li></ul>
  24. 24. Your Handshake <ul><li>A friendly and professional way to greet someone </li></ul><ul><li>Can communicate warmth or indifference </li></ul><ul><li>Might be the only physical contact between people </li></ul><ul><li>A skill that can be improved </li></ul>
  25. 25. Your Handshake <ul><li>The message the handshake sends depends on several factors </li></ul><ul><ul><li>Degree of firmness </li></ul></ul><ul><ul><li>Degree of dryness of hands </li></ul></ul><ul><ul><li>Duration of grip </li></ul></ul><ul><ul><li>Depth of interlock </li></ul></ul><ul><ul><li>Eye contact during handshake </li></ul></ul>
  26. 26. Etiquette for a Changing World <ul><li>Etiquette is a set of traditions based on kindness, efficiency and logic </li></ul><ul><ul><li>Sometimes called manners or protocol </li></ul></ul><ul><li>Universal passport to positive relationships and respect </li></ul><ul><li>Avoid behavior that might be offensive </li></ul>
  27. 27. Dining Etiquette <ul><li>Business meetings often conducted at meals </li></ul><ul><li>Pay attention to table manners </li></ul><ul><li>Order food that is easily controlled and is not messy </li></ul>
  28. 28. Meeting Etiquette <ul><li>Start and end on time </li></ul><ul><li>Always start and end the meeting on a positive note </li></ul><ul><li>Speak to the topic </li></ul><ul><li>Don’t speak unnecessarily </li></ul><ul><li>Summarize and recap responsibilities </li></ul>
  29. 29. Cell Phone Etiquette <ul><li>Do not use at business meetings, in elevators, or in restaurants </li></ul><ul><li>Talk in a normal speaking voice </li></ul><ul><li>Ask cell users who disturb you to take the call in private </li></ul>
  30. 30. Conversational Etiquette <ul><li>Don’t be too informal, too fast </li></ul><ul><li>Avoid foul language </li></ul><ul><li>Avoid other sensitive terms or expressions </li></ul>
  31. 31. Networking Etiquette <ul><li>When meeting people at an event, tell them your name and what you do </li></ul><ul><li>Avoid negative talk </li></ul><ul><li>Follow up with contacts </li></ul><ul><li>Send a written thank you note if someone has been helpful to you </li></ul>
  32. 32. Total Person Insight <ul><li>In a society as ridden as ours with expensive status symbols, where every purchase is considered a social statement, there is no easier or cheaper way to distinguish oneself than by the practice of gentle manners. </li></ul><ul><li>Judith Martin </li></ul><ul><li>Author </li></ul>
  33. 33. Incivility — The Ultimate Career Killer <ul><li>Civility is the sum of the many sacrifices we are called to make for the sake of living together </li></ul><ul><li>Civility is under siege in our society </li></ul><ul><li>Small gestures can improve civility and enhance your career, such as </li></ul><ul><ul><li>Saying &quot;Please&quot; and &quot;Thank you&quot; </li></ul></ul><ul><ul><li>Opening doors for others </li></ul></ul><ul><ul><li>Treating coworkers with dignity and respect </li></ul></ul>
  34. 34. Professional Presence and Job Interview <ul><li>Communicate the image that you are someone that is conscientious </li></ul><ul><li>Be prepared </li></ul><ul><ul><li>Visit the place of business beforehand </li></ul></ul><ul><ul><li>Observe the people already working there </li></ul></ul><ul><ul><li>Dress up one step in terms of professional appearance </li></ul></ul><ul><li>Show that you care enough to make a good impression </li></ul>
  35. 35. Chapter Review <ul><li>Importance of professional presence </li></ul><ul><ul><li>A dynamic blend of praise, self-confidence, control and style </li></ul></ul><ul><ul><li>It permits you to be perceived as self-assured and competent </li></ul></ul><ul><ul><li>These qualities are quickly perceived the first time someone meets you </li></ul></ul>
  36. 36. Chapter Review <ul><li>Favorable first impressions </li></ul><ul><ul><li>People form impressions of others quickly at the first meeting </li></ul></ul><ul><ul><li>First impressions tend to be preserved </li></ul></ul><ul><ul><li>The impression you form of another person is made up of assumptions and facts </li></ul></ul><ul><ul><li>Assumptions are based on surface language conveyed by appearance </li></ul></ul><ul><ul><li>Your verbal messages influence the impression you make </li></ul></ul>
  37. 37. Chapter Review <ul><li>The image you project to others </li></ul><ul><ul><li>Image is how other people feel about you </li></ul></ul><ul><ul><li>Your behaviors and appearance communicate a mental picture that others observe and remember </li></ul></ul><ul><ul><li>The picture determines how they react to you </li></ul></ul>
  38. 38. Chapter Review <ul><li>The image you project to others </li></ul><ul><ul><li>Image is formed by </li></ul></ul><ul><ul><ul><li>Facial Expression Self-confidence </li></ul></ul></ul><ul><ul><ul><li>Voice Integrity </li></ul></ul></ul><ul><ul><ul><li>Entrance & Carriage Manners </li></ul></ul></ul><ul><ul><ul><li>Handshake Surface language </li></ul></ul></ul><ul><ul><ul><li>Competence Positive attitude </li></ul></ul></ul>
  39. 39. Chapter Review <ul><li>Choice of clothing for work </li></ul><ul><ul><li>Discrimination on the basis of appearance is a fact of life </li></ul></ul><ul><ul><li>Clothing is an important part of image </li></ul></ul><ul><ul><li>Factors that influence choice of clothing for work: </li></ul></ul><ul><ul><ul><li>The products or services offered </li></ul></ul></ul><ul><ul><ul><li>The type of person served </li></ul></ul></ul><ul><ul><ul><li>The desired image of the organization </li></ul></ul></ul><ul><ul><ul><li>The region where you work </li></ul></ul></ul>
  40. 40. Chapter Review <ul><li>Manners and interpersonal relations at work </li></ul><ul><ul><li>Manners, etiquette, or protocol is a set of traditions based on kindness, efficiency, and logic </li></ul></ul><ul><ul><li>Proper etiquette </li></ul></ul><ul><ul><ul><li>Dinning </li></ul></ul></ul><ul><ul><ul><li>Meeting </li></ul></ul></ul><ul><ul><ul><li>Cell phone </li></ul></ul></ul><ul><ul><ul><li>Conversational </li></ul></ul></ul><ul><ul><ul><li>Networking </li></ul></ul></ul>