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Sales Representatives - Interpersonal Perceptions

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             1. Background.
             In order to provide a better understanding of salesperson versus customer interaction and to get an insight into the process of perception between the two we can consider a real life scenario when a customer wishing to buy a car Porsche Cayenne model comes into contact with a sales representative. .
             One could argue that, Porsche Cayenne 2011 is an SUV type of car that was made specifically for high performance driving and utility purposes. The brand and the model of the car itself are considered as a high-end European model that is both expensive and a luxury item (Bankrate, 2013). Most people with a tighter budget for a brand new car would consider a Porsche Cayenne model as a luxury vehicle rather than using it for a rough-road kind of activities because of the price perception of expensiveness that makes an average buyer to take extra care of the car. On the other hand, a much financially abundant car buyer would not mind buying the car and use it for its intended rough kind of activities because the buyer is not concerned about any damages inflicted on the car because he literally can just buy two or more of the same. .
             Therefore, differentiating the two types of individuals that would consider buying the car, it can be assumed that the target market for a Porsche Cayenne are mostly high-end users with more money than they can ever spend. Meanwhile, the car dealer employs Jimmy as a car salesman assigned specifically to sell the Porsche Cayenne (Bankrate, 2013). Jimmy was instructed by his sales supervisor to assess the clients thoroughly when demonstrating the product because the dealer does not want to end up selling the car to the wrong person. Arguably, the sales supervisor is not being discriminatory about the financial capabilities of the people looking into their product, but the dealership wants to avoid financial implications arising from non-payments of their clients.


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