Adaptive Selling

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.