The CEO of a social media organization is a visionary yet also obsessive about details of day-to-day operational issues. This CEO is frank and serious, dislikes timewasters, and likes to maintain control over all aspects of meetings. They are extremely focused on achieving goals.

a. What is the CEO’s dominant communication style?

b. As a salesperson preparing for a presentation at the pre approach stage, what factors would you consider to build a rapport and relationship with this CEO?

c. In your opinion, how important is it to build a social relationship with the CEO?

Justify your answer.