An Examination of Adaptive Selling: Antecedents and Outcomes

Abstract

Adaptive selling appears promising as a strategy to increase sales effectiveness because it requires salespeople to develop and continually assess their presentations based upon the encountered selling situations and the needs of the individual customers. Although the desirability of practicing adaptive selling strategies appears readily apparent, little research has been conducted in examining how differences in adaptive selling orientations are related to selected personal and work variables, and job attitudes and performance.