Selling Study Set 1

Business

Quiz 5 :
Adaptive Selling for Relationship Building

bookmark
Unbookmark

Quiz 5 :
Adaptive Selling for Relationship Building

Social styles stand for a behavioral theory wherein people at workplace are analysed and distinguished on the basis of four social styles- the driver; the analytical, the expressive, and the amiable. The driver stands for the people who are action-oriented and result believers; analytical ones are who are concerned with everything and makes it highly organized; the expressive ones enjoys involvement with others; while the amiable ones are happy, relaxed and content with whatever will be the situation. Mr. Y is a salesperson who adjusts his presentation based upon the social styles of the customer or client. This approach of Mr. Y could not be called as unethical because in business and development of better relationship with clients and potential customers, it is required for the seller or marketer to adjust the marketing and selling skills according to the buyer. This way this adjustment would not be called as manipulation because it is called as an adaptation to the situation which is completely ethical. Mr. Y should not make use of his single standardized way of making a presentation because this will not attract all the types of customers hailing to different social styles, and thus, it could be concluded that that the way Mr. Y adjusts his presentation based upon the social styles of the customer or client is not a manipulation and not at all unethical. The times at which it would be unethical to adjust one's social style like when the need of a customer during a presentation is defined, and the seller tries to change his own style intentionally to match it up with the prospect making him buy the product and thereby increase the sales of the firm. In such situations, changing one's social style could be called as unethical.

Social styles stand for a behavioral theory wherein people at workplace are analysed and distinguished on the basis of four social styles- the driver; the analytical, the expressive, and the amiable. The driver stands for the people who are action-oriented and result believers; analytical ones are who are concerned with everything and makes it highly organized; the expressive ones enjoys involvement with others; while the amiable ones are happy, relaxed and content with whatever will be the situation. A salesperson says that he cannot stand with people who could not make their buying decisions, instead he likes those customers who shouts at him and informs him the product or service they did not like about what a salesperson is trying to sell to them. Based on this little information, the social style to which the salesperson belongs is driver style. This is because the people belonging to this social style are task and result oriented, self-motivated and wants everybody else to be in the same wavelength as that person is. These people want to be ahead of others and carry high ambition for their careers. They are open and do not hesitate in speaking their mind. This way it could be said that the salesperson in this case belongs to a drive social style.

Social styles stand for a behavioral theory wherein people at workplace are analysed and distinguished on the basis of four social styles- the driver; the analytical, the expressive, and the amiable. The driver stands for the people who are action-oriented and result believers; analytical ones are who are concerned with everything and makes it highly organized; the expressive ones enjoys involvement with others; while the amiable ones are happy, relaxed and content with whatever will be the situation. Mr. Y is having one of the customers in his list who a real jerk as she creates problems with every salesperson who approaches her for further prospects of business. But as her business is very important for Mr. Y's firm and he could not afford to let her loose as a customer because of the heavy commission that Mr. Y receives from her. In this situation, Mr. Y could adapt to her social style by providing her business relationship which she is interested in and adapting to the analytical types of social skills wherein the person is concerned with everything and makes it highly organized. This will help Mr. Y to conduct business with her in an appropriate manner without giving her a chance to get angry of upset with the firm's products and services. Mr. Y has to deal with her in a way she likes it and continue to do business with her and enjoy the related commission from the sales she makes.