Selling for Relationships First, Inc.: Understanding Communication Style, Buying Teams, and Buying Needs Background Relationships First, Inc. is a relatively new entrant in the cloud computing business management software industry, having been in existence for a little over four years. It specializes in providing Web-based customizable customer relationship management software solutions that support an entire company, from accounting to Web capabilities. Its software is constructed around an individual customer record so that accounting, sales, support, shipping, and billing all access identical information for each interaction. The company currently serves a variety of businesses across a number of industries. Customer satisfaction is the company\'s top priority and it acts with integrity to fulfil this mission. Its technology is easy to learn and easy to use, and its information technology staff is extremely knowledgeable and customer friendly The company currently employs more than 75 salespeople who call directly on businesses and organizations throughout the United States. Salespeople are trained to be customer-oriented problem solvers who seek to establish long-term relationships with customers. This approach has allowed Relationships First to experience steady sales gains since its beginning and it hopes to continue its upward growth trajectory
1. From the given information it can be concluded that Dawn has amiable communication style. She has high level of responsiveness as she has good interpersonal as well as social skills. She used to show interest in the family, friends, interest and hobbies of others. Besides, she used to get along with everyone and tend to avoid any conflict.
On the other hand, Stewart exhibited a tough and competitive attitude. He used to take charge of every situation and also used to act impatiently and businesslike. Hence, he exhibited driver communication style.
2. In order to better relate to and communicate with Stewart Strong Dawn should make the following preparations:
3. In the buying decision for Green Meadows with regard to Dawn’s offering, the following persons will be involved-
4. The software offered by Relationships First will serve the following two needs of Green Meadows-
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