Skip to main content

Updating the Adaptive Selling Behaviours: Tactics to Keep and Tactics to Discard

Buy Article:

$55.00 plus tax (Refund Policy)

While salespeople are coached and trained to use an adaptive approach to selling, sales training tends to be assumptive about the inclusion of specific selling techniques. Part of this assumptive approach is the belief that the old-tried-and true techniques such as the testimonial form of closing are consistent with an adaptive selling approach. Results of this survey of over 200 industrial buyers' points to the flaws in these assumptions and suggests there are techniques which are not part of adaptive selling. Industrial buyers make distinctions between standard selling techniques – and associate a specific set of techniques with highly adaptive salespeople.
No Reference information available - sign in for access.
No Citation information available - sign in for access.
No Supplementary Data.
No Data/Media
No Metrics

Keywords: ADAPTIVE SELLING; BUYER PERCEPTIONS; CONSULTATIVE SELLING; INDUSTRIAL BUYERS; SELLING; TACTICS

Document Type: Research Article

Publication date: 2004-08-01

More about this publication?
  • Access Key
  • Free content
  • Partial Free content
  • New content
  • Open access content
  • Partial Open access content
  • Subscribed content
  • Partial Subscribed content
  • Free trial content
Cookie Policy
X
Cookie Policy
Ingenta Connect website makes use of cookies so as to keep track of data that you have filled in. I am Happy with this Find out more