Sanofi offers a wide variety of services such as industrial and logistical services, real estate consulting, investment properties services, and global corporate services. When clients want to find an office space, they hold their realtor to high standards. After all, in terms of a lease contract is a long-term one, and the stakes are high. Sanofi salespeople understand the magnitude and trend of the commercial real estate market. They know that the customers are eager to partner with someone who can be trusted to look after their best interests. When new salespeople join the Sanofi sales force, they usually work under a senior broker. The mentor helps these recruits form a professional image that appeals to the type of clientele served by the company. In the end, there is a direct link between the image projected by the salespeople and the success of the company. Sanofi also adopts a team-based selling approach to ensure that the client is in good hands as the relationship between Sanofi and the client develops. Rachel, an experienced broker in Sanofis California office, believes that working under a mentor to learn how to process a deal with a relationship orientation is invaluable. That mentality is part of Sanofis culture and success. Rachel works closely with his team members through several stages of the relationship with Sanofi clients, from prospecting to postsales follow-up. When working with recruits and her team members, she emphasizes the following points: Customers notice even the little details, such as the firmness of a handshake or a proper introduction. Salespeople at Sanofi must be able to build rapport with a variety of personality types. Rachel is a strong believer that salespeople should find out what customers value

1. Suggest reasons why real estate salespeople spend time developing a relationship strategy and explain what some of the long-term benefits of this strategy might be.

2. Review the four key groups of people that the relationship strategy should encompass.

3. Under each group, list the various individuals who would fit in each group.

4. Is it ever appropriate to touch your client other than with a handshake? Explain your answer.

5. How differently would you behave when dealing with a return client versus a new client?

6. What are some precautions to take when preparing a meeting with a foreign-born project?