Question 4

20 Marks

Study the scenario and complete the question(s) that follow:

Scenario Jerry Perkins has been employed at Sanofi 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 Sanofi, he was assigned to the residential pharmaceutical division and sold pharmaceutical drugs worth R500 000. He then applied for s senior position. Four months ago, Jerry was appointed as a senior pharmaceutical sales representative. Jerry obtained a pharmaceutical listing that included a Netcare Group Hospital near a growing residential neighbourhood. Jerry prepared a detailed prospectus and sent it to Dr Richard Friedland, the Chief Executive Officer (CEO). One week later, he receives a letter from Dr Friedland requesting more information. Shortly after receiving Dr Jerrys response, Dr Friedland called to set up an appointment to inspect the property. A time and date were finalized, and Jerry agreed to meet her to do the sales presentation. Jerry 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. Source: Manning G.L, et. al. (2014), Selling Today: Partnering to Create Value, Pearson.

4.1 If Dr Friedland displays the characteristics of the Directive communication style, how should Jerry conduct himself during the meeting? Be specific as you describe those behaviors that would be admired by Dr Friedland. (6 Marks)

4.2 If Dr Friedland wants to build rapport with Jerry Perkins, what behavior should she display? (2 Marks)

4.3 It is not a good idea to put a label on someone and then assume the label tells us everything about the person. As Jerry attempts to build a rapport with Dr Friedland, what other personal characteristics should he try to identify? (5 Mark)

4.4 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? (2 Mark)

Did product design influence your decision? (1 Mark)

How and where was the product manufactured? (2 Mark)

What different applications or uses are there for the product? (2 Mark)