BUS 128 GCCCD Selling Overseas and Marketing in Another Country Research Report

Write a five page report that describes the product or service you plan to market abroad (it must be another country other than the United States); briefly describes the country you have selected, indicates the types of people who would find the product or service attractive, explains how the product or service would be transported or introduced into the country (or possibly manufactured if materials and labor are readily available in the host country), recommends a location for a regional sales center, and suggests how the product or service should be sold. Your report is to be submitted to the chief operating officer of the company, whose name you can either make up or find in a corporate directory.  The report should include your conclusions (how the product or service will do in this new environment) and your recommendations for marketing

Business Communication Today
Fourteenth Edition
Chapter 14
Planning Reports and Proposals
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Learning Objectives
14.1 Adapt the three-step writing process to reports and
proposals.
14.2 List the options for organizing informational reports, and
identify the key parts of a business plan.
14.3 Discuss three major ways to organize analytical reports.
14.4 Explain how to choose an organizational strategy when
writing a proposal.
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Applying the Three-Step Writing Process to
Reports and Proposals
• LO 14.1 Adapt the three-step writing process to reports
and proposals.
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Types of Reports
Informational
Reports
Analytical Reports
Proposals
Data
Information
Special Category
Facts
Analysis
Information
Feedback
Recommendations
Persuasive
Communication
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Defining Your Purpose
• Informational Reports
– Address a Predetermined Need
– Meet Specific Audience Expectations
• Analytical Reports
– Written in Response to Perceived Problem or
Opportunity
– Clear Statement of Purpose
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Preparing Your Work Plan
• Essential Elements
– Statement of Problem or Opportunity
– Statement of Purpose and Scope of Investigation
• Additional Elements
– Discussion of Tasks to Accomplish
– Descriptions of Results
– Review of Project Assignments
– Plans for Following Up
– Working Outline
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Gathering Information
• Planning Your Research
– Prioritize Information
– Focus on the Most Important Question
– Adapt Existing Information
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Selecting the Best Media and Channels
• Observe Media Requirements
• Consider How Audience Wants to Provide Feedback
• Does the Document Need to be Searchable or Editable?
• Observe the Message the Media Selection is Sending
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Organizing Your Information
Direct Approach
Indirect Approach
Business Reports
Shorter Messages
Lead with Key Findings
Can Work in Combination with
Direct Approach
More Forceful Report
Intersperse Conclusions
Throughout
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Planning Informational Reports
• LO 14.2 List the options for organizing informational
reports, and identify the key parts of a business plan.
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Categories for Informational Reports
• Monitor and Control Operations
• Implement Policies and Procedures
• Demonstrate Compliance
• Document Progress
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Organizational Strategies for Informational
Reports
• Comparison
• Importance
• Sequence
• Spatial Orientation
• Chronology
• Geography
• Category
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Creating Successful Business Plans
• Mission, Structure, Objectives and Operations
– Before the Company is Launched
– When Company is Seeking Funding
– After Company is Up and Running
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A Typical Business Plan (1 of 2)
• Summary
• Mission and Objectives
• Company and Industry
• Products or Services
• Market and Competition
• Management
• Marketing Strategy
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A Typical Business Plan (2 of 2)
• Summary
• Mission and Objectives
• Company and Industry
• Products or Services
• Market and Competition
• Management
• Marketing Strategy
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Planning Analytical Reports
• LO 14.3 Discuss three major ways to organize analytical
reports.
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Types of Analytical Reports
• Three Basic Categories
– Reports to Assess Opportunities
– Reports to Solve Problems
– Reports to Support Decisions
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Challenges of Writing Analytical Reports
• Analyzing a Problem or Opportunity
• Presenting in a Credible Manner
• Convince Others to Make Decisions
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Defining the Scope of Your Analytical
Report
• What Needs to Be Determined?
• Why Is This Issue Important?
• Who Is Involved in the Situation?
• Where is the Trouble Located?
• How Did the Situation Originate?
• When Did it Start?
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Tackling Complex Problems
• Problem Factoring
– Divide into Series of Questions
– Are You Advocating One Thought?
– Are You Objectively Exploring All Available Options?
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Organizational Strategies for Analytical
Reports
• Three Common Approaches
– Focusing on Conclusions
– Focusing on Recommendations
– Focusing on Logical Arguments
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Focusing on Conclusions
Advantages
Disadvantages
Direct Approach
Ignores Questions
Presents Main Idea
Potential for Oversimplification
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Focusing on Recommendations
• Five Steps
– Establish or verify the need for action in the
introduction by briefly describing the problem or
opportunity
– Introduce the benefit that can be achieved, without
providing any details
– List the steps (recommendations) required to achieve
the benefit, using action verbs for emphasis
– Explain each step more fully, giving details on
procedures, costs, and benefits
– Summarize your recommendations
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Focusing on Logical Arguments
• Three Indirect Approach
– The 2 + 2 = 4 Approach
– The Yardstick Approach
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Planning Proposals
• LO 14.4 Explain how to choose an organizational strategy
when writing a proposal.
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Types of Proposals (1 of 2)
Internal
External
Request Decisions from Within the Request Decisions from Outside
Organization
the Organization
Purchase Decisions or New
Research Projects
Grant Proposals or Sales
Proposals
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Types of Proposals (2 of 2)
Solicited
Unsolicited
Expected
Unexpected
Specific Instructions
More Flexibility
Audience Aware of the Problem
Being Addressed
Audience Unaware of the Problem
Being Addressed
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Organizational Strategies for Proposals
• Solicited Proposal
– Direct Approach
– Receptive Audience
– Focus on Recommendations
• Unsolicited Proposal
– Indirect Approach
– Skeptical Audience
– Establish Credibility
– Convince Audience that Problem Exists
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Copyright
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