Selling For Relationships First, Inc.

: Understanding
Communication Style, Buying Teams, And Buying Needs
Name: GREJALDE MCNEIL M.

Section/Course: BSBA MM2A

CASE STUDY PROFESSIONAL SALESMANSHIP.

I. INTRODUCTION

- With a little more than four years in operation, Relationships First, Inc. is a relatively recent arrival in
the cloud computing business management software market. It specializes in offering customer
relationship management software solutions that can be customized and are Web-based, supporting the
complete business, from accountancy to web capabilities. Because each customer has a unique record in
its program, every contact between accounting, sales, support, shipping, and billing accesses the same
data. Currently, the business provides services to a wide range of companies in numerous industries.
The organization places a high focus on customer happiness and conducts itself ethically to accomplish
this goal. Its information technology staff is very competent and user pleasant, and its technology is
simple to learn and use.

II. EXECUTIVE SUMMARY

- Dawn who just finish her sales rep training program and has an upcoming meeting with green
meadows nursery and landscape, her friend Taylor shift happens to be a neighbor of Stewart strong the
director of marketing and sales of green meadows, mention dawn and how she could help him at the
green meadows, doing that makes Stewart strong to suggest that dawn should contact him after that
dawn secures a meeting with Strong, before having a meeting with strong dawn ask Taylor if she could
meet with her to know more about Stewart Strong and green meadows, dawn arriving late only learns
little about green meadows but she learn did learn something about Strong like He liked to be in charge
of people and situations, he manages his time well, was not willing to let others stand in the way of
achieving his goals, manages his time well, is impatient with others, and tends to be very businesslike
Stewart also rarely takes advice from others and likes to make his own decision, knowing little about
Stewart and green meadows she is still grateful to know about the person she will meet with and believe
the more she knew about her buyer the higher chances that her offers would succeed.

III. TIME CONTEXT

- The time that Taylor and Dawn meetup

IV. VIEW POINT

- Dawn a sales rep for relationship first and has a meeting with Steward Strong.

- Stewart Strong director of marketing and sales of green meadows has a meeting with dawn.
- Taylor Shift a friend of dawn and neighbor of Steward Strong She is the one who set ups the meeting
between Dawn and Steward.

V. CENTRAL PROBLEM

- Dawn wanting to know more about Stewart and green meadows so she can prepare for the meeting.

VI. OBJECTIVES

- Must- Meet with Stewart Strong and Green Meadows

- Goals- Form a relationship with Green Meadows.

VII. AREA OF CONSIDERATION [SWOT Analysis.

Strengths.

1. Knows some information about Stewart and Green Meadows

2. Knows what to do and how to prepare

3. Chance of a good meeting increases

Weaknesses.

1. Information is little

Opportunities.

1. research more about the company

2. arrive early

3. prepare effectively

Threats.

1. if the preparation is not good the meeting would be bad

2. if not research properly she would only know little what to talk about

VIII. (ACA) ALTERNATIVE COURSE OF ACTION

1. Arrive early to the meet

Advantages.

- might learn more about Green Meadows

- practice to arrive on time

Disadvantage.

- none

2. prepare for the meet

Advantages.

- would know how to interact with the people in the meet

- know what to offer

- know the company’s problem.

Disadvantage.

- would not know about Stewarts habits or personality

IX. RECOMMENDATION

- Aca 1

X. DETAILED PLAN OF ACTION

1. ACTION.

- arrive early or on time

2. PERSON RESPONSIBLE.

- Dawn

3. TIME FRAME.

- the exact said time to meet

4. BUDGET.

- n/a

XI. CONCLUSION

- Arriving early or intime is one of the first impression that they will see when they meet you so its really
important that we arrive on time or early in this they will see if you manage your time well especially
when you have a great presentation to them but if you arrive late and have a bad presentation that
would not be a good sign to them.