Reynolds & Reynolds

Relationship to Concept

1. Good communicators and active listeners: -

All three of them were not only good communicators but they are also very avid listeners as they had listen to American Ford and come up with suitable solutions to pick up their dipping numbers of customers. If they hadn’t listened to them properly then they wouldn’t have been able to come up with new initiatives like the “Quality, Care, and Maintenance” or the “Direct Drive” program.

2. Characteristics of a sales person: -

a. Professionalism:

They were professional in the way that they had their agendas or their priorities set for themselves. They didn’t want to leave a single doubt in the minds of their clients as they were chasing them for quite a long time. They did all the things they had to do in order to seal the deal as in by taking an appointment before going in.

b. Hardworking

All three of them were, because they were behind the American Ford for a long time and they didn’t want anything that keep them away from doing business with them. So they had prepared themselves very hard for this deal and they had planned everything from whom they would be meeting and what all questions can be asked to them by the clients, so they did their homework to the best of their problems because getting prepared is never a bad thing.

c. Order Getters:

The trio of Sherman, Tm, and Wiltgen they were the order getters for the firm of Reynolds & Reynolds since they were the ones who did everything like research their clients, think of answers to all of their questions and leave no questions unanswered. It was this group that went the extra mile for sealing off this deal with the result tipping in their favour.

3. Building a good relationship with new customers: -

Reynolds & Reynolds is a firm that provides solution to other companies on how to acquire new customers and how to keep existing customers loyal. So, as in this case they go after a new client...