The stereotype of salespeople is that they are all Emotives: good at talking and influencing people into buying the product they are selling.In what ways could it actually be harmful to the sales process for a sales rep to be an Emotive?
A)If the customer is low on the sociability continuum,the high sociability of the Emotive could put the customer off and make the customer suspicious of the emotive salesperson.
B)If the customer is also an Emotive,the salesperson and customer could be too similar in style and could become friends instead of business partners.
C)Emotives tend to sell customers products they don't need,and this jeopardizes future sales.
D)If the salesperson does not understand what it means to be an Emotive,the salesperson can embody the negative qualities of the Emotive instead of the positive characteristics in personal relationships.
E)If the salesperson is not 100% confident in the products he sells,he can talk the prospect into buying something inferior to other similar products on the market.

Question

Quizplus · Accepted Answer

If the customer is not comfortable with high sociability, an Emotive salesperson may come across as insincere or pushy, which could cause the customer to reject the salesperson and the product altogether.

Answer: C
 Emotives may be more focused on making a sale than truly understanding the customer's needs and providing them with the best solution. This could lead to customers being dissatisfied with the product or service and not returning for future sales.

Answer: E
 Emotives may be skilled in persuasion, but if they lack confidence in the product or service they are selling, they may use their persuasive abilities to sell an inferior or unsuitable product. This could damage the reputation of the salesperson and the company they represent.

The Stereotype of Salespeople Is That They Are All Emotives