Question

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

Answer 1

Answer:

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

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.