Please read the above Case Study, and answer the following questions: Alan Birch has been employed for Keller Williams Realty for almost three years. Prior to receiving his real estate consultant license, he was a property manager with a large real estate agency in another community. During his first year with Keller Williams Realty, he was assigned to the residential property division and sold properties totaling 1025,000 EUR. He then requested and received a transfer to the commercial division. Three months ago, Alan obtained a commercial listing that consisted of 24 acres of a land near a growing residential neighborhood. The land is zoned commercial and appears to be ideally suited for a medium sized shopping center. Alan prepared a detailed prospectus and sent it to Charlotte Sutorious, president of Corio Growth Corporation, a firm specializing in the development of shopping centers. One week later he received a letter from Ms. Sutorious requesting more information. Shortly after receiving Alan's response, Ms. Sutorious, called to set up an appointment to inspect the property. A time and date were analized, and Alan agreed to meet her plane, and conduct a tour of the property. Alan is quiet, amiable person who displays the "Amiable" communication style. Friends say that they like to spend time with him because he is a good listener, they love interacting with him on a personal level. 1. If Ms. Sutorious displays the characteristics of the "Driver Communication style'. How would you advice Alan to conduct himself during the meeting? Please be specific as you describe those behaviors that would be determined by Ms. Sutorious, and divide your answer into three parts: 1A. (10 pts) What should Alan prepare and do to tailor his approach to build rapport with Ms.Sutorious's "Driver Communication style" regarding Business Needs? 1B. (10 pts) What should Alan prepare and do to tailor his approach to build rapport with Ms. Sutorious's Driver style regarding Personal Needs? 1C. (10 pts) If a problem arises how should Alan flex his style to match Ms. Sutorious? 2A. (10 pts) If Ms. Sutorious wants to build rapport with Alan Birch what behaviors should she display? 3. It's not a good idea to put a label on someone and then assume the label (stereotype) tells us everything about the person. As Alan attempts to build rapport with Ms. Sutorious, what other personal characteristics should he try to identify. In other words how would you check on other styles she might be using in different situations? Hint: We already know she uses the "Driver" communication style, but: 3a. (10 pts) What if Charlotte uses the "Expressive" style sometimes, what elements of behavior would we expect to see? 3b. (10 pts) What if Charlotte uses the "Analytical" style in some business situations, what elements of behavior would we expect to see? 3c. (10 pts) What if Charlotte uses the "Amiable" style in some social situations, what elements of behavior would we expect to see? 2. Several weeks ago, Elouisa Canals fell in love with the BMW 4 Coupe. After reading about the car in a magazine, she decided to visit a local BMW dealer. A test drive convinced her to place an order. What happened next was very frustrating. The salesperson, Tom Daly, immediately started recommending options she should add to the basic car: sporting wheel and tire package ($5,565), ground-effects trim (\$4295), performance exhaust system (\$2825), and a satellite radio tuner and antenna ( $1949). Suddenly the price of $195,950 jumped to nearly $210,584, way more than she had planned to spend. Elouisa returned home without placing an order. 2a. (15 pts) Assume the role of sales trainer and suggest ways that Tom can improve his ability to position this product so it meets the customer's needs. 3. Many salespeople attempt to categorize each of their customers after being introduced to communication style concepts. They report that their relationships become mutually more enjoyable and productive. Select 4 people whom you know quite well (supervisor, subordinate, customer, teacher, friend, or members of your sports team). First of all, write down who they are; their names, occupations, roles and status, your realtion with those people. 3a. (15 pts) Using the communication styles assessment, assess the communication style of each of these people explain how this information can help you to improve your relationship with each of these people