The salesperson has identified that the customer strongly identifies with social groups and is influenced heavily by her role,reference,social class,and culture.What would be important for the salesperson to do to win the sale from this customer?
A)position the product as being a luxury product
B)position the product as fitting with the groups the customer identifies with
C)position the product as being the standard across all groups
D)assume the speech patterns and mannerisms of the culture the customer identifies with
E)mimic the customer's speech patterns to create rapport

Question

Quizplus · Accepted Answer

Positioning the product as fitting with the groups the customer identifies with would be the best choice as the customer is heavily influenced by social groups and her role, reference, social class, and culture. This would appeal to her sense of belonging and identity within those groups. Positioning the product as a luxury product or the standard across all groups may not be as effective as they do not specifically address the customer's social identity. Mimicking the customer's speech patterns may come off as insincere and not create the desired effect.

The Salesperson Has Identified That the Customer Strongly Identifies with Social