Question

According to the quadrants of the social style matrix, which of the following should salespeople do when selling to expressives?

A. They should focus on sales presentations with factual statements and technical details.
B. They should demonstrate how their product will help the customers achieve personal status and recognition.
C. They should avoid presenting a product that will require the customers to be the first ones to use the product.
D. They should refrain from preparing sales presentations with product demonstrations and creative graphics.
E. They should avoid mentioning testimonials from well-known firms and people during their sales presentations.

Answer 1

B) They should demonstrate how their product will help the customers achieve personal status and recognition.

Step-by-step explanation:

The social style matrix uses personality traits to categorize customers. It divides people into four categories:

1. Driving Style: controlling, determined and active people
2. Expressive Style: enthusiastic and emotional people
3. Amiable Style: friendly and relationship driven people
4. Analytical Style: thoughtful and reserved people

Since we are trying to sell goods to expressive people, then we must focus on how the goods will make them feel more important (VIPs). They seek the attention and notice of other people (they are show-off people). They want to feel important and they will buy goods that make them feel that way.