Abstract Title

Adapting the Sales Sequence

Faculty Mentor Name

Cindy Rippe

Abstract

Everyone knows that all people are different. Yet, often in studying selling, the process is learned by creating scripts and following a linear progression. In reality, the consumer may not adhere to the process in a step-by-step order. The purpose of our research is to determine if adapting the sequence of the sales process to the consumer’s verbal and non-verbal signals will enable a higher sales rate when compared to a non-adaptive approach.

Location

Flight Deck

Start Date

9-4-2014 10:00 AM

This document is currently not available here.

Share

COinS
 
Apr 9th, 10:00 AM

Adapting the Sales Sequence

Flight Deck

Everyone knows that all people are different. Yet, often in studying selling, the process is learned by creating scripts and following a linear progression. In reality, the consumer may not adhere to the process in a step-by-step order. The purpose of our research is to determine if adapting the sequence of the sales process to the consumer’s verbal and non-verbal signals will enable a higher sales rate when compared to a non-adaptive approach.