The_Essential_Manager_s_Handbook

SELECTING A FRAMEWORK / 331

PROBLEMS AND

SOLUTIONS

Outline a problem,

then reveal how to

fix it. This structure

is excellent when

discussing change.

It can help to

position you as

someone who can

read a situation

clearly, explain it,

and offer a way to

move forward.

FEATURES AND

BENEFITS

Work through

the elements

of a product or

proposal and

explain the

positive outcomes

each one can

generate. This

method works

well for more

persuasive sales

presentations.

DEDUCTIVE OR

INDUCTIVE?

Deductive reasoning

moves from general

principles to the

specifics (“our

market is growing,

we should do well”);

inductive reasoning

moves from specifics

to principles (“we’ve

done well, our

market is growing”).

US_330-331_Selecting_a_framework.indd 331 30/05/16 3:05 pm