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

Autor:	Susan DelVecchio, Roger P. McIntyre, James E. Zemanek, Reid P. Claxton
Rok vydání:	2004
Předmět:	TheoryofComputation_MISCELLANEOUS Marketing Strategy and Management media_common.quotation_subject Closing (real estate) ComputingMilieux_COMPUTERSANDSOCIETY Advertising Business Testimonial Set (psychology) media_common
Zdroj:	Journal of Marketing Management. 20:859-875
ISSN:	1472-1376 0267-257X
DOI:	10.1362/0267257041838791
Popis:	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.
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_________::62271b29b028c2c0b404fb976925501a https://doi.org/10.1362/0267257041838791 Zobrazit plný text záznamu Plný text ve formátu PDF