The stereotype of salespeople is that they are all Emotives: good at talking and influencing people into buying the product they are selling. It would most likely be harmful to the sales process to have an emotive sales representative if the:
A)customer is low on the sociability continuum
B)customer is high on the sociability continuum
C)product being sold is viewed as costly by the customer
D)product being sold is in the mature stage of the product life cycle
E)salesperson engages in style flexing to accommodate the customer's needs

Question

Quizplus · Accepted Answer

CA customer low on the sociability continuum might find an emotive salesperson's approach too overwhelming or intrusive, potentially leading to discomfort or a negative reaction. Similarly, if a product is viewed as costly by the customer, an overly enthusiastic or pushy approach might raise suspicions or resistance, making the sales process more challenging.

The Stereotype of Salespeople Is That They Are All Emotives