and a director of accourting and force solicits both residential and comemercial accounts and lage part...

   

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and a director of accourting and force solicits both residential and comemercial accounts and lage part is responsible for growing the non-retail busines for Green Meadows A good triend of Dawn's Taylor Shift, happens to be neighbe with Stewart Strong Green Meadows director of marketing and saies ina secent conversation with StewarĖ, Taylor mentioned Dawnand how she might be able to help him at Green Meadows Stewart suggested that Taylor have Dawn give hima call and subsequeritly Duwn was able to securea meeting with Stewart Serong the following Tuesday moming Dawn was delighted that Taylor provided her with this prospectand was contident that this wduld help her get ot to a fast start at RelationshipsFirst. Dawn has been friends with Taylor since grade school This is not unusual for Dawn who has many friends and close relationships, likely because she shows suchia sincere interest In others, particularly in their hobbies interests, family, and mutual friends. She enjoys istening to the opinions of others and seems to get alang with most everyone, generally avoiding conflict rather than wubinitting to others Dawn credits her ability to communicate welloraily (she loves to talk and socialize), get along well with others, and build a consensus, in part, for her landing a position in sales at RelationshipsFirst. Prior to her meeting with Stewart Strong, Dawn asked Taylor frecould meet her for lunch to find out a little more about Stewart and Green Meadows. When Dawn finally antived for lunch, late as usual, she wasn't able to learn as much about Green Meadows as she would have liked, but she did leam thie following about Stewart Taylor indicated that Stewart was a goodneighbar, but he certainly wasn't a friendly, outgoing relationship builder such as Dawn, In fact, he tended to be rather cool, tough, and competitive when it came to relationships. He liked to be in charge of people and stuations and was not willing to let others stand in the way of achieving his goals. Stewart manages his time well is impatient with athers, and tends to be very businessike Helikes extreme sports and appears to have a penchart for taking risks According to Taylor, at annual home owners association meetings, Stewart tends to be the most outspoken individual in attendance While opinionated Stewart rarely takes advice from others and prefers to make his own decisions. SELLING FOR RELATIONSHIPSFIRST, INC.: UNDERSTANDING COMMUNICATION STYLE, BUYING TEAMS, AND BUYING NEEDS BACKGROUND Relationahipsst Inie sarelatively new ertranit in the cloud computing business management software industry having been in existence for a itle over four years, it specializes in providing Web-based customizable customer relationship managemrert software solutions that support an entire company from accounting to Web capabities. its software is conistructed around an individual customer record so that accounting sales support shipping, and biling all access identical information for each interaction. The company currently serves a variety of businesses across a number of industries Customer satistaction is the companys top priority and it acts with integrity to fultl this mission s technology is easy to leam and easy to use and its information technalogy staff is extremely knowiedgeable and customer friendly The company currentlyemploys more than 75 salespeopie nho call directly on businesses and organizations throughout the United States. Salespeople are trained to be oustomer ariented problem solvers who seek to establish long term relationahips with customers. This approach has allowed RelationshipsFirst to experience steady sales gains since Its beginning and it hopes to continue its upward growth trajectory CURRENT SITUATION Dawn, a recent college graduste who just completed the sales rep training program at RelationshipsFirst, is evcited about her upcoming meeting with Green Meadows Nursery and Landscape, LLC of Kansas City. Missouri. Privately owned, Green Meadows serves the nursery and landscaping needs of its customers through its tevo large metro retal locations. Each location has astore manage, and several full-and part-time employees to assost with sales and operations. The compariys owner serves as president and they also employ a director of marketing and sales, who among ather things oversees a staff of five outside salespeople, a director of operations, a director of information technology (whose primary resporsbility is to run the Web side of their businesst. Although Dawn believed she still had additional work to do ROLE PLAY before meeting with Stewart, she was at least glad to know a little bit about the person she would be meeting. The more she knew about her buyer, she surmised, the better she could tailor her offering to meet his needs. Situation: Read the case. Characters: Dawn, sales rep for RelationshipsFirst, Inc: Stewart Strong, director of marketing and sales, Green Meadows Nursery and Landscape, LLC QUESTIONS 1. Based on your understanding of both Dawn and Stewart, how would you characterize the communication style of each? 2. What, if any, preparations and style flexing should Dawn make to better relate to and communicate with Stewart Strong? 3. Who all might be involved in the buying decision for Green Meadows with regard to Dawn's offering? For each, explain why and how. 4. Explain at least two needs that might be met by Green Meadows by purchasing the software offered by RelationshipsFirst. Scene: Location-Stewart Strong's office at Green Meadows. Action-Dawn meets with Stewart to find out more about Green Meadows operations and needs to see if she can help them. She is also trying to determine who else might be involved in the buying decision and what influence each might have. She has no plans to make a sale on this call. and a director of accourting and force solicits both residential and comemercial accounts and lage part is responsible for growing the non-retail busines for Green Meadows A good triend of Dawn's Taylor Shift, happens to be neighbe with Stewart Strong Green Meadows director of marketing and saies ina secent conversation with StewarĖ, Taylor mentioned Dawnand how she might be able to help him at Green Meadows Stewart suggested that Taylor have Dawn give hima call and subsequeritly Duwn was able to securea meeting with Stewart Serong the following Tuesday moming Dawn was delighted that Taylor provided her with this prospectand was contident that this wduld help her get ot to a fast start at RelationshipsFirst. Dawn has been friends with Taylor since grade school This is not unusual for Dawn who has many friends and close relationships, likely because she shows suchia sincere interest In others, particularly in their hobbies interests, family, and mutual friends. She enjoys istening to the opinions of others and seems to get alang with most everyone, generally avoiding conflict rather than wubinitting to others Dawn credits her ability to communicate welloraily (she loves to talk and socialize), get along well with others, and build a consensus, in part, for her landing a position in sales at RelationshipsFirst. Prior to her meeting with Stewart Strong, Dawn asked Taylor frecould meet her for lunch to find out a little more about Stewart and Green Meadows. When Dawn finally antived for lunch, late as usual, she wasn't able to learn as much about Green Meadows as she would have liked, but she did leam thie following about Stewart Taylor indicated that Stewart was a goodneighbar, but he certainly wasn't a friendly, outgoing relationship builder such as Dawn, In fact, he tended to be rather cool, tough, and competitive when it came to relationships. He liked to be in charge of people and stuations and was not willing to let others stand in the way of achieving his goals. Stewart manages his time well is impatient with athers, and tends to be very businessike Helikes extreme sports and appears to have a penchart for taking risks According to Taylor, at annual home owners association meetings, Stewart tends to be the most outspoken individual in attendance While opinionated Stewart rarely takes advice from others and prefers to make his own decisions. SELLING FOR RELATIONSHIPSFIRST, INC.: UNDERSTANDING COMMUNICATION STYLE, BUYING TEAMS, AND BUYING NEEDS BACKGROUND Relationahipsst Inie sarelatively new ertranit in the cloud computing business management software industry having been in existence for a itle over four years, it specializes in providing Web-based customizable customer relationship managemrert software solutions that support an entire company from accounting to Web capabities. its software is conistructed around an individual customer record so that accounting sales support shipping, and biling all access identical information for each interaction. The company currently serves a variety of businesses across a number of industries Customer satistaction is the companys top priority and it acts with integrity to fultl this mission s technology is easy to leam and easy to use and its information technalogy staff is extremely knowiedgeable and customer friendly The company currentlyemploys more than 75 salespeopie nho call directly on businesses and organizations throughout the United States. Salespeople are trained to be oustomer ariented problem solvers who seek to establish long term relationahips with customers. This approach has allowed RelationshipsFirst to experience steady sales gains since Its beginning and it hopes to continue its upward growth trajectory CURRENT SITUATION Dawn, a recent college graduste who just completed the sales rep training program at RelationshipsFirst, is evcited about her upcoming meeting with Green Meadows Nursery and Landscape, LLC of Kansas City. Missouri. Privately owned, Green Meadows serves the nursery and landscaping needs of its customers through its tevo large metro retal locations. Each location has astore manage, and several full-and part-time employees to assost with sales and operations. The compariys owner serves as president and they also employ a director of marketing and sales, who among ather things oversees a staff of five outside salespeople, a director of operations, a director of information technology (whose primary resporsbility is to run the Web side of their businesst. Although Dawn believed she still had additional work to do ROLE PLAY before meeting with Stewart, she was at least glad to know a little bit about the person she would be meeting. The more she knew about her buyer, she surmised, the better she could tailor her offering to meet his needs. Situation: Read the case. Characters: Dawn, sales rep for RelationshipsFirst, Inc: Stewart Strong, director of marketing and sales, Green Meadows Nursery and Landscape, LLC QUESTIONS 1. Based on your understanding of both Dawn and Stewart, how would you characterize the communication style of each? 2. What, if any, preparations and style flexing should Dawn make to better relate to and communicate with Stewart Strong? 3. Who all might be involved in the buying decision for Green Meadows with regard to Dawn's offering? For each, explain why and how. 4. Explain at least two needs that might be met by Green Meadows by purchasing the software offered by RelationshipsFirst. Scene: Location-Stewart Strong's office at Green Meadows. Action-Dawn meets with Stewart to find out more about Green Meadows operations and needs to see if she can help them. She is also trying to determine who else might be involved in the buying decision and what influence each might have. She has no plans to make a sale on this call.

Answer rating: 100% (QA)

1 If we look at the conversation between Dawn and Stewart Stewart was not found to be specifically friendly in the communication and through his actio... View the full answer