From a salesperson's perspective, which of the following best summarizes how to use the communication styles matrix to become more effective?
A) A salesperson should not strive to match his or her communication style to that of the buyer as it will almost always be perceived as insincere.
B) A salesperson should adapt his or her communication style to that of the buyer to enhance effectiveness.
C) A salesperson should match his or her communication style to that of the buyer as similar styles enhance effectiveness.
D) A salesperson should change his or her communication style to the opposite of the buyer to enhance communication.

Question

Quizplus · Accepted Answer

The communication styles matrix suggests that people have different communication styles, and a salesperson should adapt their communication style to that of the buyer to enhance effectiveness. This means that the salesperson should try to understand the buyer's communication style and modify their own style accordingly to create better communication and build rapport. Option A is incorrect because if the salesperson's communication style does not match the buyer's, it can lead to miscommunication and a lack of rapport. Option C is partially correct, but simply matching the buyer's communication style may not always lead to effectiveness. Option D is incorrect because adopting a style opposite to the buyer's is likely to create further communication barriers.

From a Salesperson's Perspective, Which of the Following Best Summarizes