Abstract Title

Adaptive Selling

group

Faculty Mentor Name

Cindy Rippe

Abstract

Due to its nature, personal selling is the most beneficial medium for a salesperson to customize the marketing message to individuals. To go further, using adaptive selling techniques in the field allow salespeople to respond to a client’s personality, preferences, and needs more effectively. Using adaptive selling techniques also helps to build rapport with the client, which in turn, will result in improved client relationships. The purpose of our research is to show how salespeople can use adaptive selling to result in an increase in sales. To test this hypothesis, we will alter the sales techniques to the perceived nature of the client’s personality type. As our control group, we will use a non-adaptive selling technique where salespeople do not alter their techniques to different personality types, client needs or client preferences.

Location

Flight Deck

Start Date

9-4-2014 10:00 AM

Did this research project receive funding support (Spark or Ignite Grants) from the Office of Undergraduate Research?

Yes

This document is currently not available here.

Share

COinS
 
Apr 9th, 10:00 AM

Adaptive Selling

Flight Deck

Due to its nature, personal selling is the most beneficial medium for a salesperson to customize the marketing message to individuals. To go further, using adaptive selling techniques in the field allow salespeople to respond to a client’s personality, preferences, and needs more effectively. Using adaptive selling techniques also helps to build rapport with the client, which in turn, will result in improved client relationships. The purpose of our research is to show how salespeople can use adaptive selling to result in an increase in sales. To test this hypothesis, we will alter the sales techniques to the perceived nature of the client’s personality type. As our control group, we will use a non-adaptive selling technique where salespeople do not alter their techniques to different personality types, client needs or client preferences.