Case 5.1 Won't take no for an Answer

Please help with questions 1 and 2

ter about knowledge systems, What WUL your response to this salesperson? 4. "A good salesperson can easily adapt to any cus- tomer type. That's why we hire them, right?" Do you agree? Why or why not? 5. In general, would a salesperson with an expres- sive social style be better at selling than a per- son with a driver or an analytical style? Why? 6. Some people object to the social style matrix training system because they don't want to "act." They just want to be themselves, and not "put on a show." What would you say to them? 7. What social styles would you assign to the fol- lowing people? Why? ics reseller, LIU UW iPhones are going to continue to be a best-selling item in the future!" How should you respond if this customer is an amiable? An expressive? 10. Market research by a company specializing in 10. designing and installing custom counter tops in commercial kitchens identified two types of buyers. Type I is concerned only that the item is the absolute cutting edge in terms of style and materials. Type II is concerned about prac- tical elements such as functionality and long wear. How would you adapt the selling of your custom countertops to each type? CASE PROBLEMS I'm in a buyer role at a Fortune 100 firm. Let me tell you a true story that happened to me last month. I was in my doorway about to leave my office to meet with a vice president. I had ended a meeting in my office about three minutes early to give myself the time to get up the three flights of stairs to her (the VP's) office in time. case 5.1 A salesperson whom I had never met before stopped me in my doorway, and I explained that I was on my way to an important meeting. The salesperson pro- ceeded to take my hand and shake it and introduce himself. He said he was asked to meet with me by a coworker to introduce his services. I reiterated that I needed Won't Take No for an to go to my meeting, but I would take his card and call him later. So you're think- Answer ing that ended the conversation, right? If so, you'd be wrong. He refused to clear the doorway! This is only going to take a minute, he prom- ised, and launched into his sales pitch. I interrupted him, explaining that I really didn't have a minute and that I would call him later. It was as though he never heard me. He continued to explain his services which really frustrated me! His disregard for my time resulted in my standing there longer than I needed to and my being two minutes late for my meeting. Questions 1. Based on the limited amount of information provided, what would you guess is the social style of the buyer? How about the social style of the seller? Explain your reasoning. 2. Make a list of five "rules" you could set for yourself as a salesperson to avoid making a buyer like this angry at you. Source: Tracey Brill, used with permission. DE T O Chapter 5 Adaptive Selling for Relationship Building 143