Instruction on Case Study_02

The aim of practicing case study is to provide students more exposures in real business environment where they can observe all kinds of situations salespeople often experience. In the meantime, students can apply what they have learned from classroom and textbook into scenarios to consolidate their knowledge, skills and techniques, and build up their confidence in challenging situations.

The requirements:

1. This is a group work
2. There are 4 ~ 6 people per group / team
3. The report total of 10 points
   1. Cover page 1 points
      1. Title of work
      2. Course number
      3. Date of submission
      4. Name and Student ID of each students
   2. Main body case-focused 3 points
      1. Summary of the case, e.g. background, current situation, roles, whats happened, outcomes / consequences
      2. Key points that attract you or you think are in need of change, solutions, etc.
   3. Answers to the questions 4 points
      1. Point of view first, e.g. The caller doesnt do it professionally.
      2. Explanation, e.g. The reason why doesnt he do it professionally?
      3. Evidences from the case, e.g. He has to introduce himself first
   4. Language 2 points
      1. No or minimal errors in grammar
      2. No or minimal errors in spelling
      3. Language is precise and concise

Questions:

1. Based on your understanding of both Dawn and Adam, 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 Adam Kean?

3. Who all might be involved in the buying decision for Red Meadows with regard to Dawns offering? For each, explain why and how.

4. Explain at least two needs that might be met by Red Meadows by purchasing the software offered by RelationshipsFirst.