Adapting the Sales Sequence

Nicholas Helbert
Brandon Serle, Embry-Riddle Aeronautical University - Daytona Beach
Scott Edwards, Embry-Riddle Aeronautical University - Daytona Beach

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.

This paper has been withdrawn.
 
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.