A STUDY ON ADAPTIVE SELLING BEHAVIOUR OF RETAIL SALESPERSON IN PUNJAB
Keywords:
Adaptive Selling, Adaptive Selling behaviour, SalespersonAbstract
Personal selling is arguably one of most important tool of communication and Salesperson is actually one of very important part of organization. Understanding the behaviour and how it adapts to the customer acts as essential ingredient of Sales close. The Study is focused upon factors which affects Salesperson for adaptive selling behaviour and assessing the adaptive selling behaviour in Punjab using ADAPTS scale. A sample of 75 salesperson was taken and found that Sales Approaches, personality traits, communication & convenience, adaptability and targets achievable are the major factor which inclines the Salesperson adaptive selling behaviour. The adaptability of Salesperson found to be average so the organization has to provide them with adaptive selling trainings. Further, there lies a difference between the male and female salesperson in some aspects of behaviour so organizations have to understand the same and design training program accordingly.
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