Question

Miguel has a big sales presentation tomorrow. He's planning how to adapt his presentation to meet the needs of his customer. Miguel would describe himself as highly competitive, outgoing, talkative, and also disciplined, serious, and formal. His customer, Regina, listens to him attentively, expresses herself thoughtfully and deliberately, and would describe herself as easygoing, friendly, and casual. Refer to Case 3.1. If Regina wanted to style flex to meet Miguel's communication needs, she would need to

Answer 1

Regina should style flex by being more formal, disciplined, and structured in her communication while being competitive and assertive to align with Miguel's preferences.

Step-by-step explanation:

If Regina wants to style flex to meet Miguel's communication needs during their business interaction, she would need to consider being more formal and display a higher level of discipline in her communication style. Since Miguel is described as being disciplined, serious, and formal, Regina can mirror these traits by being more structured in her presentation and interactions, ensuring that she is fully prepared with data and detailed examples to support her points. She should focus on being concise and to the point, which would lend respect to the formal nature of Miguel's communication preference. To contribute effectively to a sales force using best practices of marketing, Regina may also need to display a competitive edge in her delivery, emphasizing how her offerings are superior to alternatives, thereby appealing to Miguel's competitive nature. Additionally, Regina should be prepared for a serious and potentially assertive conversation to match Miguel's outgoing and talkative traits.