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
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.