It is important as an account team manager to understand and evaluate how your employees’ communication strategies can affect your sales.
In general, if you were an account team manager for a high-end fashion chain store, would a salesperson with an expressive social style be better at selling than a person with a driver style or an analytical style? Why? Provide an example of when the driver style and when the analytical style would work best.
Full Answer Section
Driver salespeople are assertive and results-oriented. They are good at setting goals and achieving them. They are also good at overcoming objections and closing deals. This style would be best for selling to customers who are looking for a quick and efficient shopping experience. For example, a driver salesperson might be able to sell a customer on a new outfit by explaining the features and benefits of the outfit and then asking the customer to buy it.
Analytical salespeople are detail-oriented and logical. They are good at gathering information and making sound decisions. They are also good at providing customers with the information they need to make a purchase. This style would be best for selling to customers who are looking for a thoughtful and informed shopping experience. For example, an analytical salesperson might be able to sell a customer on a new outfit by explaining the fabric, construction, and fit of the outfit.
Ultimately, the best way to determine which communication style is best for a particular salesperson is to assess their strengths and weaknesses and to match them with the right customers and situations.
Here are some examples of when the driver style and when the analytical style would work best:
- Driver style: The driver style would work best when selling to customers who are looking for a quick and efficient shopping experience. For example, a driver salesperson might be able to sell a customer on a new outfit by explaining the features and benefits of the outfit and then asking the customer to buy it.
- Analytical style: The analytical style would work best when selling to customers who are looking for a thoughtful and informed shopping experience. For example, an analytical salesperson might be able to sell a customer on a new outfit by explaining the fabric, construction, and fit of the outfit.
It is important to note that there is no one "best" communication style for selling. The best style for a particular salesperson will depend on the specific customer and situation. By understanding the different communication styles and how they can affect sales, account team managers can better match their salespeople with the right customers and situations.
Sample Answer
As an account team manager for a high-end fashion chain store, I would want to hire salespeople with a variety of communication styles, including expressive social, driver, and analytical. Each style has its own strengths and weaknesses, and the best style for a particular salesperson will depend on the specific customer and situation.
Expressive social salespeople are outgoing and enthusiastic. They are good at building relationships and making people feel comfortable. They are also good at using humor and storytelling to connect with customers. This style would be best for selling to customers who are looking for a fun and engaging shopping experience. For example, an expressive social salesperson might be able to sell a customer on a new outfit by helping them imagine how they would look and feel wearing it.