Sales Success as Predicted by A Process Measure of Adaptability

Predmore, Carolyn E.; Bonnice, Joseph G.
September 1994
Journal of Personal Selling & Sales Management;Fall94, Vol. 14 Issue 4, p55
Academic Journal
The article analyzes whether observed adaptability behaviors could predict sales success. It presents measures related to salespeople's adaptability. Previous studies of sales performance have not used process measures to evaluate the sales interaction as it occurred. Salespeople's observed adaptability was positively related to two measures of sales success in a sample of telemarketing sales representatives. A process measure of adaptability could be used to facilitate the selection of sales trainees by encouraging marketers to hire people who exhibit more adaptability during interactions. Sales training could also be used to teach current salespeople to adjust their dominance levels in order to project more adaptability in sales interactions.


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