Amiables and drivers are the two social styles of the sales person based on which they perform their sales activities. When different individuals with these two social styles perform businesses, their results are different.
When both social styles are compared, the individuals with social style amiable can perform better. This is because the drivers are simply task oriented and they just perform their duties well. But the sales person with the amiable social style takes things in a better way and establishes the sales relationship in a friendly and respectful way.
An effective sales person always identifies the ways through which one can increase buyers trust and commitment , which brings higher sales performance. They adapt to the needs and reacts differently in every sales situation.
In the given case, the manager specifies that the customer cannot say no to a person whom she likes. Using this attitude of the customer for selling products is ethical. Such that the sales person is providing correct and exact information about the product, without any manipulations in it. It must be in a good faith to acknowledge the nature of the customer rather than to take advantage of.
Thus, knowing and adapting to the nature of customers is a key part of adaptive selling, without any intention to deceive or personal motive.
Social style matrix stands for the popular training system that is used by the companies in making the salespeople to adapt to their effective communication styles.
It is said that some people object to the training system that makes use of social style matrix stating that they do not want to act. This objection could not be stated as valid because this matrix allows the people to explore their hidden and untapped communication style that is most effective in making the others to get influenced and convinced.
As this training using social style matrix helps people to interact with each other and recognize and adjust while having better relationships with them, how it could be seen as acting or faking in front of others. This training helps an individual to give his best self to the customers in making the sale to take place effectively and with much optimism in it. This way it could be concluded that the kind of objection people raise related to the use of social style matrix stating that they do not want to act is not at all valid.