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------=_NextPart_01C47961.81AB6AE0 Content-Location: file:///C:/972D3227/Chapter9Showing_files/pres.xml Content-Transfer-Encoding: quoted-printable Content-Type: text/xml; charset="utf-8" ------=_NextPart_01C47961.81AB6AE0 Content-Location: file:///C:/972D3227/Chapter9Showing_files/slide0077.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="windows-1252" No Slide Title
1
THE BUYER & THE PROPERTY = SHOWING
CHAPTER  9 =
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nBQd7m2dze0fYvSHlOYxpM8YSxcEIQg9JOZ0g+ntT3bb2cSOMJqXHGO1kvTbl93lr939a1nLkpOg ZjCl1epp436W0vFmcnwLDum/Fhinnf4svQ/KcDb7mK+qtriEC53xgw7c4J5uuMMzeeqIB7zg0T65 GAMBADs= ------=_NextPart_01C47961.81AB6AE0 Content-Location: file:///C:/972D3227/Chapter9Showing_files/slide0016.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="windows-1252" No Slide Title
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OFFICE  MANAGEMET
The goal of the office is to capture = all calls and turn them into leads.&#= 13;
To capture means to obtain three major pieces of = information: = ;
Name&= #13;
Phone number
Why h= e/she is calling
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There are two basic ways an office captures phone <= /span>= calls:
1. floor time
2. Receptionist
No one  ever buys  a home  over the phone.  = So don’t try to = sell property over the phone.
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FLOOR TIME
= 3;
The following ar= e some general rules about dealing with telephone inquiries from prospective <= /span><= span style=3D'font-family:"Century Schoolbook";font-size:117%'>buyers:
= 3;
1. Obtain the caller’s name and telephone number= .  The agent setting floor time will only= <= span style=3D'font-family:"Century Schoolbook";font-size:117%'> capture about 40% of  the phone calls.
= 3;
2. Get more information than you give.
= 3;
3. Find out or discover what the prospective <= span style=3D'font-family:"Century Schoolbook";font-size:117%'> buyer is interested in.
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RECEPTIONIST
Many office today hire a Receptionist, they will capture about 90= % of the phone calls.
1. The receptionist cannot answer any legal real <= span style=3D'font-family:"Century Schoolbook";font-size:117%'> estate questions.  Their job is to get the name <= span style=3D'font-family:"Century Schoolbook";font-size:117%'> and phone number.
2.= The receptionist will have a= list of agent and call t= hem in order.  The agent will then get th= e <= span style=3D'font-family:"Century Schoolbook";font-size:117%'> name and phone number from t= he receptionist and ca= ll the prospective client.
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<= span style=3D'position:absolute;top:0%;left:0%;width:99.11%;height:8.66%'>When talking to = the client hold the details—give more information than was in the ad.
= 3;
Close on an appointment.  The choice given should be what time, and set the place for the = meeting. There a= re only two places for an initial meeting with a potential buyer:
1. At your office (preferred)
= 3;
2. At the prospe= ctive buyers’ home (only if the
prospect can’t possibly come= to your office)
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=
Ask “people oriented questions”?
Which of the following questions is a people
1. How many bedrooms do you need in the = home?
2. Why do you feel that you need a three <= span style=3D'position:absolute;top:49.01%;left:0%;width:100.0%;height:50.98%'>= bedroom home?  (People oriented question).
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8
 “I can arrange to= show this lovely home as well as another home that I think will interest you and [Mr./Mrs.] J= ones at 5 pm today, or would 6 pm be more convenient for you?”
This will help to reduce the “no-shows.”  Never indicate you have another property if you don’t have one.
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<= span style=3D'font-family:"Century Schoolbook";font-size:117%'>If you can’t mak= e an appointment, then try to
E–mail them a picture of the listing and pertinent  details. Also ask, are you interested in being alerted to new listings and having first chance?”  Before the prope= rty is advertised.
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THE MEETING
=
Your Safety= 3;
Unfortunately, personal safety has become an issue in recent years.  Some female agents have = been attacked by “prospective buyers.” To reduce the likelihood of jeopardizing your personal safety meet prospective buyers at your office whenever possible.=
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= If the client wi= ll not meet you in the office, then take a male agent with you to the meeting.
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First Impress= ions= 3;
When you meet wi= th prospective buyers, make a mental point of remembering their names. By = = repeating their = last name several times to yourself and thinking of people you know with the <= /span>same first names= , you are less likely to have to ask the buyers their names when writing an offer to purchase.
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Make certain you are pronouncing names correctly. If yo= u are uncertain, ask. People like to be addressed by their names, so use them frequently durin= g the discussions.
= 3;
= 3;
Explain that you will be able to save= the prospective buyers a great deal of time by spending just a few minutes to decide what they = really need in a= home.
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14
BUYERS  INFORMATION
First Name Last
City__________________ State______  Zip  _________
Phone work______________  Home________________
E-Mail___________________
House type____________ Price Range_____________
Location. _____________ Sq. Footage______________
<= span style=3D'font-family:"Century Schoolbook";font-size:117%'>Use a buyers wor= ksheet and obtain the following information:
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15
Bedrooms &#= 13;
Bathrooms &#= 13;
Fireplace &#= 13;
Laundry &#= 13;
Parking &#= 13;
Backyard &#= 13;
Pool &#= 13;
View &#= 13;
School &#= 13;
Needs No Slide Title
16
THE QUALIFYING PROCESS
Before showing property, if you can, get the = clients pre–qual= ified.
Some agents pre–qualify the client themselves by using a qualific= ation form so they won’t forget the information prospective buyers give them. The use of a form al= so reduces the chances of forgetting to obtain some needed information.
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=
=
The qualifying process is really a three–part = process involving:
1. need= s and interests of the buyers.
2.the buyers’ motivation.
3.= the financial resources of t= he buyers in regard to the:
a. down payment, =
b. amount that they can fina= nce and
c. payments they can make.
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Front-end qualification ratio (FE):using the = following chart,= you can find the maximum monthly amount buyers could spend for house = = payments (PITI) = at a variety of gross annual income (GI) levels using a 28 percent ratio.
FE =3D PITI ÷ GI
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Example:
The buyer has a gross income of $150,000.  His = front end ratio = is 28%, then he must earn:
$150,000 x 0.28 ÷ 12 =3D $3,500 per month
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4,667
200,000
3,500
150,000
3,033
130,000
2,333
100,000
2,100
90,000
1,867
80,000
1,633
70,000
1,400
60,000
1,167
50,000 <= /span>
Monthly Mortgage Payment
Gross Annual Income
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<= span style=3D'font-family:"Century Schoolbook";font-size:117%'>Back-end qualification ratio (BE): might be 36 percent, which means that a person’s total housing expense = (PITI) plus long-term debt (D) obligations cannot exceed 36 percent of gross income. <= /span>
BE =3D (PITI + D) ÷ GI
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Example:
The buyer has a gross income of $150,000.  His = front end ratio = is 36%, then he must earn:
$150,000 x 0.36 ÷ 12 =3D $4,500 per month
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6,000
200,000
4,500
150,000
3,900
130,000
  3,000
100,000
2,700
90,000
2,400
80,000
2,100
70,000
1,800
60,000
  1,500
50,000 <= /span>
Monthly Mortgage Payment
Gross Annual Income
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PREPARING THE BUYER
During the finan= cial qualification process you need to discuss financing and the down payment.   = Before you show property, you should discuss earnest money.  Earnest money deposits are made = with offers.  Prospective buyers should understand that = their check will be held uncashed until their offer is accepted.
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“If we are fortunate and find the perfect home for = you today, would= you be able to make a deposit of [$   ] with your offer?” 
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=
=
Buyers should understand that three things can happen when they make an offer. <= /span>
1. Acceptance means that the = buyer has purcha= sed a home.
2. A counteroffer from the owners gives the = buyers the opportunity to ac= cept it and have a house,= or make their own counter to the counte= roffer or reject it.
3. of the offer means the entire earnest = money deposit is returned to= the offerors.
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THE SHOWING
=
Preparing To = Show= 3;
To show property= to prospective buyers, you must make adequate preparation.
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SHOWING TECHNIQUES
=
Sell the Neighborhood.  Plan your route = to sell the neighborhood.
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= Create a Favo= rable Ambiance.  It is = interesting to n= ote that although some buyers are interested in construction and utilit= y, most are attracted by color, glamour, texture and style.
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RULES OF PROFESSIONAL CONDUCT
The following rules will help you maintain <= span style=3D'position:absolute;top:33.55%;left:0%;width:98.03%;height:8.63%'><= span style=3D'font-family:"Century Schoolbook";font-size:117%'>goodwill and a professional manner as you plan for and conduct showings:
If= you arrive at a property and notice that someone else is showing it, wait inconspicuously = until the other salesperson and his or her clients have left.
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When showing a h= ome, leave it as you found it.  If drapes were clos= ed, see that they’re closed when you leave.  If inn= er doors were closed, reclose them when you leave.  Double-check all outside doors to see that they’re locked.  Be sure to replace the key = in the lockbox where you found it. If dogs, cats or other animals are confined to a given room, yard, garage and so forth, see that they do not gain access to other rooms or to the street.
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Notify the listi= ng office immediately if something seems to be amiss at a property you have shown. Treat all listin= gs as you would want to have your own listing treated.
<= /v:shape>
If a listing specifies “Call first,” never take a <= /span>= customer to the = door and ask to show the home.  = = If, while showin= g a property, you decide to show another and cannot reach a telephone, leave the = client in the car while you go to the door and ask the owner for belated permission to show the = property.  Then abide by the owner’s wishes.
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<= span style=3D'font-family:"Century Schoolbook";font-size:117%'>If a listing ind= icates that the property is to be shown only during certain hours or gives other information rega= rding particular conditions of showing, do not violate these requests.  There must be a reason= for them.
Leave your business card at each property.  It is a courtesy to the = owner (whether at home or not).  = It also helps to advertise your own office.  It is = a good idea to wri= te the date and the time on the back of the card.                                               =                                                                            =               
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Interoffice courtesy requires that when calling = another agency f= or information, you immediately identify yourself and your company.
Do not enter a h= ouse with a lighted cigarette, pipe or cigar, and do not light one while in a house.
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Avoid making uncomplimentary remarks about a house, its condi= tion or its furnishings while in the house.  The owner may be in the next room and = be embarrassed o= r hurt by your comments.
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KEEP THEM YOURS
After you have completed your first session of showing homes to prospective buyers, = it is a good idea to ask them to return to the office to discuss the properties t= hey have seen.  If a closing is not going to be poss= ible, consider a way to tie up the prospects so they regard you as their agent.=
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OBTAINING THE OFFER
 A favorite defini= tion of salesmanship is the “four  <= span style=3D'font-family:"Century Schoolbook";font-size:117%'>P’s”:  Persuade people to Purchase Property for a Profit.
Persuade people that nearly everyone is a = customer at some= time or benefits from home ownership.
Purchasing property for live–in purposes or for = investment is a decision everyone faces.
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= 3;
1. If the experience is pleasur= able for the buyer, he or = she will be your best prospect for future sales as well as leads. =
= 3;
2. If the sale is a pleasurable experience for the = salesperson, it will encoura= ge increased ------=_NextPart_01C47961.81AB6AE0 Content-Location: file:///C:/972D3227/Chapter9Showing_files/slide0214.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="windows-1252" No Slide Title
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SELLING IS EFFECTIVE COMMUNICATION
Without effective communication, there is no understanding.  Kn= ow what you want to say;  use = listeners’ language.  Do not use fancy words = when = simple ones will do.  Use the “KISS” method = = (K<= span style=3D'font-family:"Century Schoolbook";font-size:117%'>eep I<= span style=3D'font-family:"Century Schoolbook";font-size:117%'>t S<= span style=3D'font-family:"Century Schoolbook";font-size:117%'>imple and S<= span style=3D'font-family:"Century Schoolbook";font-size:117%'>incere).<= /span>
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=
=
Does your selling voice communicate well?  If not, <= /span>these five guide= lines will help you relate to your customer more effectively: <= /span>
1. Articulate clearly.
2. Sound positive and friendly.
3. Matc= h your customer’s speech in volume, <= /span>speed and tone.
4.Use his or her language.
5. Stay within the client’s comfort zone.
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SELLING IS DISCOVERING
= ;
Help your client or customer to discover.  Evaluate your inquiry style:
1. Do my questions tell my prospect that I unders= tand him or her?
2.= Do I ask property-oriented (fact-finding) questi= ons?
3.= Do I follow this with people oriented (feeling- findin= g) questions?
4.= Do I ask open–end questions = to get the other ------=_NextPart_01C47961.81AB6AE0 Content-Location: file:///C:/972D3227/Chapter9Showing_files/slide0217.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="windows-1252" No Slide Title
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If you start with fact–finding questions, which = appeal to reason= , you accomplish three things:
1. You = relax the prospect.
2.= You indicate to the prospect= that you have 3.= You obtain valuable informati= on that helps ------=_NextPart_01C47961.81AB6AE0 Content-Location: file:///C:/972D3227/Chapter9Showing_files/slide0218.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="windows-1252" No Slide Title
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Then revert to feeling–finding questions, which appeal to emotions.
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SELLING IS KNOWING YOUR PRODUCT
= 3;
If y= ou are going to satisfy needs and wants, you must know what properties are available and their features.  T= aking a listing, preparing for a showing, going through the multiple–listing = service (MLS) li= stings and networking with others are all good opportunities for gathering this information.  Knowledge and expertise are = becoming even mo= re important as consumers become more sophisticated.
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GETTING  HELP
Many agents use a personal assistant = to help with all the paper work.  They are considered employees.  Theref= ore, they are salaried.  =
=
You need to provide them with workmen’s = compensation insurance.
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They can be eith= er a licensee or non–licensee.
Some licensees are not sales oriented, but are = interested in wo= rking in real estate industry.   = <= span style=3D'font-family:"Century Schoolbook";font-size:117%'>They can handle = all the paper work.  Some = agents do NOT li= ke to sell or work with people.
A non–licensee can only do secretarial or paper  work, and they cannot do any tasks that requires = a real estate license.  
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In six months to a year an agent should be <= span style=3D'position:absolute;top:12.5%;left:5.24%;width:102.99%;height:6.5%'= >producing at lea= st two sales per month or about
$400,000 x0.015 =3D $6,000 x2 =3D $12,000 per month. <= /span>
That would be about $144,000 per year.
In producing that kind of money you will discover, = = that the paper w= ork and following all the transactions is very time consuming.  You need = help.
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= Most agents want= to spend their time listing or selling.  It is mu= ch easier to hire some one to do the paper work.
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TIME  TO  GO  HOME.
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‹header› <= /div>
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document.location.protocol =3D=3D 'mhtml:') {=20 href=3Dnew String(document.location.href)=20 Start=3Dhref.indexOf('!')+1=20 End=3Dhref.lastIndexOf('/')+1=20 if (End < Start)=20 return href.substring(0, Start)=20 else=20 return href.substring(0, End)=20 } return ''; } function GetTags(base,tag) { if(g_supportsPPTHTML) return base.all.tags(tag); else return base.getElementsByTagName(tag); } function UpdNtsPane(){ if(frames["PPTNts"]) PPTNts.location.replace( MHTMLP= refix+GetHrefObj( gCurSld ).mNtsHref ) } function UpdNavPane( sldIndex ){ if(gNavLoaded) PPTNav.UpdNav() } function UpdOtNavPane(){ if(gOtlNavLoaded) PPTOtlNav.UpdOtlNav() } function UpdOtlPane(){ if(gOtlLoaded) PPTOtl.UpdOtl() } function SetHasNts( fVal ) { if( gHasNts !=3D fVal ) { gHasNts=3DfVal UpdNavPane() } } function ToggleOtlText() { gOtlTxtExp=3D!gOtlTxtExp UpdOtlPane() } function ClearMedia() { // Clear any sounds playing before launching another browser window. Other= wise, // in fullscreen mode, you'll continue to hear the sound in the frames mod= e. if (PPTSld.pptSound) PPTSld.pptSound.loop =3D 0; } function FullScreen() {=20 if ( PPTSld.g_animUseRuntime ) PPTSld.document.body.pause(); ClearMedia(); var href =3D ( document.location.protocol =3D=3D 'mhtml:') ? FULLSCR_HREF = : FULLSCR_HREF+"#"+GetHrefObj(gCurSld).mSldHref; if(PPTNav.event.ctrlKey) { var w =3D (window.screen.availWidth * 1.0) / 2.0 var h =3D w * (PPTSld.g_origH * 1.0) / PPTSld.g_origW win =3D window.open( MHTMLPrefix+href,null,"toolbar=3D0,resizable=3D1,top= =3D0,left=3D0," + "width=3D"+ w + ",height=3D" + h ); if( win.document.body && PPTSld.g_animUseRuntime ) win.document.body.PPTSldFrameset=3Dwindow; } else { win =3D window.open( MHTMLPrefix+href,null,"fullscreen=3Dyes" ); if( win.document.body && PPTSld.g_animUseRuntime ) win.document.body.PPTSldFrameset=3Dwindow; } } function ToggleVNarration() { rObj=3DPPTSld.document.all("NSPlay") if( rObj && !PPTSld.g_animUseRuntime ) { if( (rObj.playState =3D=3D 1)||(rObj.playState =3D=3D 0) ) rObj.Play() else if( rObj.playState =3D=3D 2 ) rObj.Pause() else return; } else if( PPTSld.g_animUseRuntime ) { narObj =3D PPTSld.document.all("narrationID") if( narObj ) narObj.togglePause() } } function GetCurSldNum() { =20 obj=3DGetHrefObj(gCurSld) if( obj.mOrigVis =3D=3D 1 ) return obj.mSldIdx else =20 return gCurSld } function GetNumSlds() { =20 if( GetHrefObj(gCurSld).mOrigVis =3D=3D 1 ) return GetSldList().mNumVisSlds; else return GetSldList().mList.length } function GetSldNum( href ) { for(ii=3D0; ii 1 ) PopSldList(); else if( !IsFramesMode() ) { if( gLoopCont ) GoToFirst() else EndShow() } } function GoToPrevSld() { ii=3DgCurSld-1 if( ii > 0 ) { obj=3DGetHrefObj(ii) while ( obj && ( obj.mVis =3D=3D 0 ) && ( ii>0 ) ) obj=3DGetHrefObj(--ii) if( ii =3D=3D 0 ) ii=3D1 GoToSldNum(ii) } } function GoToFirst(){ GoToSld( GetHrefObj(1).mSldHref ) } function GoToLast() { ii=3DGetSldList().mList.length if( ii !=3D gCurSld ) GoToSld( GetHrefObj(ii).mSldHref ) } function GoToSldNum( num ) { if( PPTSld.event ) PPTSld.event.cancelBubble=3Dtrue obj =3D GetHrefObj( num ) obj.mVis=3D1 gPrevSld=3DgCurSld gCurSld =3D num; PPTSld.location.replace(MHTMLPrefix+obj.mSldHref) if( IsFramesMode() ) { UpdNavPane(); UpdOtlPane(); UpdNtsPane() } } function GoToSld( href ) { if( PPTSld.event ) PPTSld.event.cancelBubble=3Dtrue GetHrefObj( GetSldNum(href) ).mVis=3D1 PPTSld.location.replace(MHTMLPrefix+href) } function SldUpdated( id ) { if( id =3D=3D GetHrefObj(gCurSld).mSldHref ) return gPrevSld=3DgCurSld gCurSld=3DGetSldNum(id) if( IsFramesMode() ) { UpdNavPane(); UpdOtlPane(); UpdNtsPane() } } function PrevSldViewed(){ GoToSld( GetHrefObj(gPrevSld).mSldHref ) } function HasPrevSld() { return ( gIsEndShow || ( gCurSld !=3D 1 && GetHrefO= bj( gCurSld-1 ).mVis =3D=3D 1 )||( GetCurSldNum() > 1 ) ) } function HasNextSld() { return (GetCurSldNum() !=3D GetNumSlds()) } function CloseWindow() { if( HideMenu() ) return; =09 var event =3D PPTSld.event; if( !IsFramesMode() && event && (event.keyCode=3D=3D27 || event.keyCode=3D= =3D32 || event.type=3D=3D"click" ) ) window.close( self ); CatchNumKeys( self, event ); } function Unload() { gIsEndShow=3D0; } function SetupEndShow() { gIsEndShow=3D1; PPTSld.document.body.scroll=3D"no"; PPTSld.document.onkeypress=3DCloseWindow; PPTSld.document.onclick=3DCloseWindow; PPTSld.document.oncontextmenu=3D_CM; } function EndShow() { if( IsFramesMode() ) return if( PPTSld.event ) PPTSld.event.cancelBubble=3Dtrue doc=3DPPTSld.document var dir =3D doc.body.dir if( dir !=3D "rtl" ) dir =3D "ltr"; doc.open() doc.writeln('


' + ENDSHOW_MESG + '

') doc.close() } function SetSldVisited(){ GetSldList().mList[gCurSld-1].mVisited=3Dtrue } function IsSldVisited(){ return GetSldList().mList[gCurSld-1].mVisited } function hrefList( sldHref, visible, advDelay, advClk ) { this.mSldHref=3D this.mNtsHref =3D sldHref this.mOrigVis=3D this.mVis =3D visible this.mVisited=3D false this.mAdvDelay=3D advDelay this.mAdvOnClk=3D advClk } function SldList(arr,curSld,fEnd) { this.mCurSld =3D curSld; this.mList =3D new Array(); var idx =3D 1; for(ii=3D0;ii 0) { PushSldList(sldList,fEnd); gCurSld =3D 1; } else if( PPTSld.event ) PPTSld.event.cancelBubble=3Dtrue } function PushSldList(arr,fEnd) { var ii =3D gSldStack.length; gSldStack[ii] =3D new SldList(arr,gCurSld,fEnd); GoToSld( gSldStack[ii].mList[0].mSldHref ); } function PopSldList() { if (gSldStack[gSldStack.length-1].fEndShow) EndShow() else { gCurSld =3D gSldStack[gSldStack.length-1].mCurSld; gSldStack[gSldStack.length-1] =3D null; gSldStack.length--; var sldList =3D gSldStack[gSldStack.length-1]; GoToSld( sldList.mList[gCurSld - 1].mSldHref ); } } var custShowList=3Dnew Array(); /********************************************* Navigation button implementation There are 2 types of buttons: ImgBtn, TxtBtn implemented as function objects. They share a similiar interface so the event handlers can call SetActive, for example, on a button=20 object without needing to know exactly=20 what type of button it is. **********************************************/ //---------------------------------- function ImgBtn( oId,bId,w,action ) //---------------------------------- { var t=3Dthis t.Perform =3D _IBP t.SetActive =3D _IBSetA t.SetInactive=3D _IBSetI t.SetPressed =3D _IBSetP t.SetDisabled=3D _IBSetD t.Enabled =3D _IBSetE t.ChangeIcon =3D null t.UserAction =3D action t.ChgState =3D _IBUI t.mObjId =3D oId t.mBorderId=3D bId t.mWidth =3D w t.mIsOn =3D t.mCurState =3D 0 } function _IBSetA() { if( this.mIsOn ) { obj=3Dthis.ChgState( gHiliteClr,gShadowClr,2 ) obj.style.posTop=3D0 } } function _IBSetI() { if( this.mIsOn ) { obj=3Dthis.ChgState( gFaceClr,gFaceClr,1 ) obj.style.posTop=3D0=20 } } function _IBSetP() { if( this.mIsOn ) { obj=3Dthis.ChgState( gShadowClr,gHiliteClr,2 ) obj.style.posLeft+=3D1; obj.style.posTop+=3D1 } } function _IBSetD() { =20 obj=3Dthis.ChgState( gFaceClr,gFaceClr,0 ) obj.style.posTop=3D0=20 } function _IBSetE( state ) { var t=3Dthis GetObj( t.mBorderId ).style.visibility=3D"visible" if( state !=3D t.mIsOn ) { t.mIsOn=3Dstate if( state ) t.SetInactive() else t.SetDisabled() } } function _IBP() { var t=3Dthis if( t.mIsOn ) { if( t.UserAction !=3D null ) t.UserAction() if( t.ChangeIcon ) { obj=3DGetObj(t.mObjId) if( t.ChangeIcon() ) obj.style.posLeft=3Dobj.style.posLeft+(t.mCurState-4)*t.mWidth else obj.style.posLeft=3Dobj.style.posLeft+(t.mCurState-0)*t.mWidth } t.SetActive() } =20 } function _IBUI( clr1,clr2,nextState ) { var t=3Dthis SetBorder( GetObj( t.mBorderId ),clr1,clr2 ) obj=3DGetObj( t.mObjId ) obj.style.posLeft=3Dobj.style.posLeft+(t.mCurState-nextState)*t.mWidth-obj= .style.posTop t.mCurState=3DnextState return obj } //----------------------------------------- function TxtBtn( oId,oeId,action,chkState ) //----------------------------------------- { var t=3Dthis t.Perform =3D _TBP t.SetActive =3D _TBSetA t.SetInactive=3D _TBSetI t.SetPressed =3D _TBSetP t.SetDisabled=3D _TBSetD t.SetEnabled =3D _TBSetE t.GetState =3D chkState t.UserAction =3D action t.ChgState =3D _TBUI t.mObjId =3D oId t.m_elementsId=3D oeId t.mIsOn =3D 1 } function _TBSetA() { var t=3Dthis if( t.mIsOn && !t.GetState() ) t.ChgState( gHiliteClr,gShadowClr,0,0 ) } function _TBSetI() { var t=3Dthis if( t.mIsOn && !t.GetState() ) t.ChgState( gFaceClr,gFaceClr,0,0 ) } function _TBSetP() { if( this.mIsOn ) this.ChgState( gShadowClr,gHiliteClr,1,1 ) } function _TBSetD() { =20 this.ChgState( gFaceClr,gFaceClr,0,0 ) this.mIsOn =3D 0 } function _TBSetE() { var t=3Dthis if( !t.GetState() ) t.ChgState( gFaceClr,gFaceClr,0,0 ) else t.ChgState( gShadowClr,gHiliteClr,1,1 ) t.mIsOn =3D 1 } function _TBP() { var t=3Dthis if( t.mIsOn ) {=20 if( t.UserAction !=3D null ) t.UserAction() if( !t.GetState ) return if( t.GetState() ) t.SetPressed() else t.SetActive() } =20 } function _TBUI( clr1,clr2,lOffset,tOffset ) { SetBorder( GetObj( this.mObjId ),clr1,clr2 ) Offset( GetObj( this.m_elementsId ),lOffset,tOffset ) } function Offset( obj, top, left ){ obj.style.top=3Dtop; obj.style.left=3Dle= ft } function SetBorder( obj, upperLeft, lowerRight ) { s=3Dobj.style; s.borderStyle =3D "solid" s.borderWidth =3D 1=20 s.borderLeftColor =3D s.borderTopColor =3D upperLeft s.borderBottomColor=3D s.borderRightColor =3D lowerRight } function GetBtnObj(){ return gBtnArr[window.event.srcElement.id] } function BtnOnOver(){ b=3DGetBtnObj(); if( b !=3D null ) b.SetActive() } function BtnOnDown(){ b=3DGetBtnObj(); if( b !=3D null ) b.SetPressed() } function BtnOnOut(){ b=3DGetBtnObj(); if( b !=3D null ) b.SetInactive() } function BtnOnUp() { b=3DGetBtnObj() if( b !=3D null ) b.Perform() else Upd() } function GetNtsState(){ return parent.gNtsOpen } function GetOtlState(){ return parent.gOtlOpen } function GetOtlTxtState(){ return parent.gOtlTxtExp } function NtsBtnSetFlag( fVal ) { s=3Ddocument.all.item( this.m_flagId ).style s.display=3D"none" if( fVal ) s.display=3D"" else s.display=3D"none" } function _BSetA_Border(){ b =3D gBtnArr[this.mObjId]; if( b !=3D null ) b.S= etActive() } function _BSetI_Border(){ b =3D gBtnArr[this.mObjId]; if( b !=3D null ) b.S= etInactive() } function _BSetP_Border(){ b =3D gBtnArr[this.mObjId]; if( b !=3D null ) b.S= etPressed() } function _BSetA_BorderImg() {=20 b =3D gBtnArr[this.mBorderId]=20 if( b !=3D null && this.mIsOn && !b.GetState() ) { obj=3Dthis.ChgState( gHiliteClr,gShadowClr,2 ) obj.style.posTop=3D0 } } function _BSetI_BorderImg() {=20 b =3D gBtnArr[this.mBorderId] if( b !=3D null && this.mIsOn && !b.GetState() ) { obj=3Dthis.ChgState( gFaceClr,gFaceClr,1 ) obj.style.posTop=3D0 } } var gHiliteClr=3D"THREEDHIGHLIGHT",gShadowClr=3D"THREEDSHADOW",gFaceClr=3D"= THREEDFACE" var gBtnArr =3D new Array() gBtnArr["nb_otl"] =3D new TxtBtn( "nb_otl","nb_otlElem",parent.ToggleOtlPan= e,GetOtlState ) gBtnArr["nb_otlElem"] =3D new TxtBtn( "nb_otl","nb_otlElem",parent.ToggleOt= lPane,GetOtlState ) gBtnArr["nb_nts"] =3D new ImgBtn( "nb_nts","nb_ntsBorder",10,parent.ToggleN= tsPane ) gBtnArr["nb_nts"].SetActive =3D _BSetA_BorderImg; gBtnArr["nb_nts"].SetInactive =3D _BSetI_BorderImg; gBtnArr["nb_ntsBorder"] =3D new TxtBtn( "nb_ntsBorder","nb_ntsElem",parent.= ToggleNtsPane,GetNtsState ) gBtnArr["nb_ntsElem"] =3D new TxtBtn( "nb_ntsBorder","nb_ntsElem",parent.To= ggleNtsPane,GetNtsState ) gBtnArr["nb_prevBorder"] =3D gBtnArr["nb_prev"]=3D new ImgBtn( "nb_prev","n= b_prevBorder",30,parent.GoToPrevSld ) gBtnArr["nb_nextBorder"] =3D gBtnArr["nb_next"]=3D new ImgBtn( "nb_next","n= b_nextBorder",30,parent.GoToNextSld ) gBtnArr["nb_sldshw"]=3D new ImgBtn( "nb_sldshw","nb_sldshwBorder",18,parent= .FullScreen ) gBtnArr["nb_sldshwBorder"] =3D new TxtBtn( "nb_sldshw","nb_sldshwBorder",pa= rent.FullScreen,null ) gBtnArr["nb_sldshwBorder"].SetActive =3D _BSetA_Border; gBtnArr["nb_sldshwBorder"].SetInactive =3D _BSetI_Border; gBtnArr["nb_sldshwText"] =3D new TxtBtn( "nb_sldshw","nb_sldshwText",parent= .FullScreen,null ) gBtnArr["nb_sldshwText"].SetActive =3D _BSetA_Border; gBtnArr["nb_sldshwText"].SetInactive =3D _BSetI_Border; gBtnArr["nb_voice"] =3D gBtnArr["nb_voiceBorder"] =3D new ImgBtn( "nb_voice= ","nb_voiceBorder",18,parent.ToggleVNarration ) gBtnArr["nb_otlTxtBorder"] =3D gBtnArr["nb_otlTxt"]=3D new ImgBtn( "nb_otlT= xt","nb_otlTxtBorder",23,parent.ToggleOtlText ) gBtnArr["nb_ntsBorder"].m_flagId=3D "nb_nts" gBtnArr["nb_ntsBorder"].SetFlag =3D NtsBtnSetFlag gBtnArr["nb_otlTxt"].ChangeIcon=3D GetOtlTxtState /********************************************* Context menu implementation _CM() is the function that's hooked up to the oncontextmenu event. Once we're asked to show the menu, we first build it by creating DIVs on-the-fly. Then we position it=20 within the screen area so it doesn't get clipped. Creating the DIVs using createElement() means we don't have to write out any extra HTML into the slide HTML files. **********************************************/ var sNext=3D"Next",sPrev=3D"Previous",sEnd=3D"End Show",sFont=3D"Arial",sAr= row=3D"Arrow",sFreeform=3D"Freeform",sRect=3D"Rectangle",sOval=3D"Oval" function ShowMenu() { BuildMenu(); var doc=3DPPTSld.document.body,x=3DPPTSld.event.clientX+doc.scrollLeft,y= =3DPPTSld.event.clientY+doc.scrollTop m =3D PPTSld.document.all.item("ctxtmenu") m.style.pixelLeft=3Dx if( (x+m.scrollWidth > doc.clientWidth)&&(x-m.scrollWidth > 0) ) m.style.pixelLeft=3Dx-m.scrollWidth m.style.pixelTop=3Dy if( (y+m.scrollHeight > doc.clientHeight)&&(y-m.scrollHeight > 0) ) m.style.pixelTop=3Dy-m.scrollHeight m.style.display=3D"" } function _CM() { if( !parent.IsFullScrMode() ) return; if(!PPTSld.event.ctrlKey) { ShowMenu() return false } else HideMenu() } function BuildMenu() { if( PPTSld.document.all.item("ctxtmenu") ) return var mObj=3DCreateItem( PPTSld.document.body ) mObj.id=3D"ctxtmenu" mObj.style.visibility=3D"hidden" var s=3DmObj.style s.position=3D"absolute" s.cursor=3D"default" s.width=3D"120px" SetCMBorder(mObj,"menu","black") var iObj=3DCreateItem( mObj ) SetCMBorder( iObj, "threedhighlight","threedshadow" ) iObj.style.padding=3D2 CreateMenuItem( iObj,sNext,M_GoNextSld,M_True ) CreateMenuItem( iObj,sPrev,M_GoPrevSld,M_HasPrevSld ) =09 CreateSeparator( iObj ) CreateMenuItem( iObj,sEnd,M_End,M_True ) mObj.style.visibility=3D"visible" } function Cancel() { window.event.cancelBubble=3Dtrue; window.event.returnVa= lue=3Dfalse } function Highlight() { ChangeClr("activecaption","threedhighlight") } function Deselect() { ChangeClr("threedface","menutext") } function Perform() { e=3DPPTSld.event.srcElement if( e.type=3D=3D"menuitem" && e.IsActive() ) e.Action() else PPTSld.event.cancelBubble=3Dtrue } function ChangeClr( bg,clr ) { e=3DPPTSld.event.srcElement if( e.type=3D=3D"menuitem" && e.IsActive() ) { e.style.backgroundColor=3Dbg e.style.color=3Dclr } } function M_HasPrevSld() { return( parent.HasPrevSld() ) } function M_GoNextSld() { if( gIsEndShow ) M_End(); else GoToNextSld() } function M_GoPrevSld() { if( gIsEndShow ) { gIsEndShow=3D0; history.back();= PPTSld.event.cancelBubble=3Dtrue; } else GoToPrevSld() } function M_True() { return true } function M_End() { window.close( self ) } function CreateMenuItem( node,text,action,eval ) { var e=3DCreateItem( node ) e.type=3D"menuitem" e.Action=3Daction e.IsActive=3Deval e.innerHTML=3Dtext if( !e.IsActive() ) e.style.color=3D"threedshadow" e.onclick=3DPerform e.onmouseover=3DHighlight e.onmouseout=3DDeselect s=3De.style; s.fontFamily=3DsFont s.fontSize=3D"9pt" s.paddingLeft=3D2 } function CreateSeparator( node ) { var sObj=3DCreateItem( node ) SetCMBorder(sObj,"menu","menu") var s=3DsObj.style s.borderTopColor=3D"threedshadow" s.borderBottomColor=3D"threedhighlight" s.height=3D1 s.fontSize=3D"0px" } function CreateItem( node ) { var elem=3DPPTSld.document.createElement("DIV") node.insertBefore( elem ) return elem } function SetCMBorder( o,ltClr,rbClr ) { var s=3Do.style s.backgroundColor=3D"menu" s.borderStyle=3D"solid" s.borderWidth=3D1 s.borderColor=3DltClr+" "+rbClr+" "+rbClr+" "+ltClr } ------=_NextPart_01C47961.81AB6AE0 Content-Location: file:///C:/972D3227/Chapter9Showing_files/fullscreen.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="windows-1252" ------=_NextPart_01C47961.81AB6AE0 Content-Location: file:///C:/972D3227/Chapter9Showing_files/buttons.gif Content-Transfer-Encoding: base64 Content-Type: image/gif R0lGODlhWAESAPf4AAAAAIAAAACAAICAAAAAgIAAgACAgICAgAQEBISEBASEBISEhAQEhMTExAQE /KTM9Pz8/ERERPz8BAT8/KSkpGRkhMTcxCRkxAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA AAAAAAAAAAAAAAAAAAAAAMDAwP8AAAD/AP//AAAA//8A/wD//////yH5BAEAAPgALAAAAABYARIA QAj/APEJHEiwoMGDCBMqXMiwocOHECNKnEixosWLGCEiQKCRo8YDIEHig2DxAD4LKD1avDDhgUuV GUOGbHBR5QGYFBG4fHAB58EKECJEwCfUYAWPFGAygLCRKQIIUKM6WAohKUGgCikcFWh1INWoYKVS 7SrQ41GbIhGYLAuVQVOoC+IyXUuUAkG1HE3KFDhAwkgJc5/qDZmxsOHDiBMrXsy4sePDGyP7lChT 5MULmDPnlDw5YmW6FTNrfgi0aNGEZPEtbfo2bNTUpYeeRph69dPWrqvCNFuBIGG1A59CYPAVQtwF cw0OxWdTIOiBCQAjaAB17fOFII8voGmRc+eOkilm/z9OvTtnjN4hYk1YoT3H2rnBOphPAB9skgq3 2lcaX/5YnJVt9BloAar12UEIRGCZdQghMABI1Tn32IQUVthYexhmqGGGMBHAgIfEhSiiiATAtOGJ GnYI4ogsEldicAYOGNJGZaml3Y0L3NTZUBz1xlB0PUoUI0jlVWRSVN89xBKSGB1YU1TMoRfVBEle hR9HQs1GEHxQ3RZZbveZthxt/LEmXHyp5XWABSCpaRJwbM13gAACPHVccgJFgF+NEhqUAEkQSCfc ddhVhh5dVTaEAEsTUNlkZUWKN9BNGDE6QU8OrSdbllzpxyVTTrU21Uj3scfhp7nNpyoDaTIEJ3P9 If8J2kbLNYegg9JRBwGhFvbq66+ZUiDssMQWK2yHxiZLrInKNotss8l+B5yBrr5p2UIJvortANoC 6+234IbLla/elRtZjeamh5CC3Sb0YLvixivvYkDFGlZqBNh7r4n6goVvv6/ZlCicN+kL71ALTnpQ dCIZp7CihkLA3UQmoWRBogyxtBPGCTnZncVR1rSTo5nuydC/Eo8kUH+lOoTyyvjoCuZu+PjYIKLD rZybtrM1d10C0QXKEVz48GrQkEeWdFJKlbb0UmEeV0SzyC6RvNB646LWIVjUNeC1zAFb+RDKXksM 9r531bwmpQW9+hQDDsx5pqwDRWBXcFES2hc+gEn/wJGdEEWdE6LoWcoxQweaTNmkhydkKaYMYY2Q p1unbLl/pPKbn3v7EZRvrKvqlja2ONvrtoIw9tn2g32/tQBlhtYkU+MNikZ7QYlPDPuMldpOmuJX nVo5VF3HjI+q89mteX5IDd/fVFClma5kiE4f2XUJhlz09gj2NbTDRifkmu7zXjR++RVJ/lPznuvr QH2iD6S+UewP9Dnon6d2NLwN8n90BB6hC68cFMCHoe+ACASP9c4DowUyEF0OPFcDI0ij/VXPaAKC UfhS95AKGoQ7IBRICI1HwhGaUIQoLGEKT6jCFrLwhSuMoQtlCMMZ2rCGOKShDm+4wxzy8Ic+DGIP B4cIRCKGMCAAOy== ------=_NextPart_01C47961.81AB6AE0 Content-Location: file:///C:/972D3227/Chapter9Showing_files/frame.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="windows-1252" No Slide Title ------=_NextPart_01C47961.81AB6AE0 Content-Location: file:///C:/972D3227/Chapter9Showing_files/outline.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="windows-1252"
 No= tes
Slide Show
Outline
------=_NextPart_01C47961.81AB6AE0 Content-Location: file:///C:/972D3227/Chapter9Showing_files/filelist.xml Content-Transfer-Encoding: quoted-printable Content-Type: text/xml; charset="utf-8" ------=_NextPart_01C47961.81AB6AE0--