Jacob has been employed at Roche for almost two years. Prior to receiving his contract, he was a pharmaceutical sales representative with a large pharmaceutical company in another community. During his first year with Roche, he was assigned to the residential pharmaceutical division and sold pharmaceutical drugs worth 30,000$ . He then applied for senior position.

Four months ago, Jacob was appointed as a senior pharmaceutical sales representative. Jacob obtained a pharmaceutical listing that included aSeattle Hospital near a growing residential neighbourhood. Jacob prepared a detailed prospectus and sent it to Dr Larry, the Chief Executive Officer (CEO). One week later, he receives a letter from Dr Larry requesting more information. Shortly after receiving Dr Jacobs's response, Dr Larry called to set up an appointment to inspect the property. A time and date were finalized, and Jacob agreed to meet her to do the sales presentation.

Jacob is quiet, amiable person who displays the Supportive communication style. Friends say that they like to spend time with him because he is a good listener.

1. If Dr Larry displays the characteristics of the Directive communication style, how should Jacob conduct himself during the meeting? Be specific as you describe those behaviors that would be admired by Dr Larry.

2If Dr Larry wants to build rapport with Jacob, what behavior should she display?

3It is not a good idea to put a label on someone and then assume the label tells us everything about the person. As Jacob attempts to build a rapport with Dr Larry, what other personal characteristics should he try to identify?

4. Select a product that you are familiar with and know a great deal about. Under each of the categories listed, fill in the information about the product.

-Where did you buy the product? Why?

-Did product design influence your decision?