Demystifying Adaptive Selling: Exploring Salesperson Attributes and Service Behaviors

THE STRATEGY TO IMPROVE SALESPERSON’S PERFORMANCE BY SALESPERSON’S TECHNICAL COMPETENCY, SALES SOFT CAPABILITY, SERVICE ORIENTATION, AND ADAPTIVE SELLING

Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science) ◽

10.14710/jspi.v16i3.167-181 ◽

2018 ◽

Vol 16 (3) ◽

pp. 167

Author(s):

Shandy Ibnu Zakaria ◽

Augusty Tae Ferdinand ◽

Susilo Toto Raharjo

Keyword(s):

Structural Equation ◽

Goodness Of Fit ◽

Positive Impact ◽

Equation Model ◽

Distribution Area ◽

Service Orientation ◽

Chi Square ◽

Adaptive Selling ◽

Central Java ◽

Technical Competency

This research aims to find out whether a salesperson’s technical competention, sales soft capability, service orientation, and adaptive selling have any impact to improve salespersons’ performance in a case study of Prepaid Television Channel Transvision’s Salesperson in distribution area Central Java and Special Region of Yogyakarta. This research takes 102 respondents as the object and uses sampling technique.Data analysis technic that is used in this research is structural equation model (SEM) from AMOS 22 software. The test result done using SEM shows the goodness of fit full model criteria which are Chi-square = 67,203; Probability = 0,035; CMIN/DF = 1,400; GFI = 0,905; AGFI = 0,845, TLI = 0,904; CFI = 0,930; dan RMSEA = 0,063. Therefore, it can be said that the model in this research is qualified to use. The research findings show that from 6 hypothesis being tested, there are 2 hypothesis rejected and 4 hypothesis accepted. The first hypothesis which is salesperson’s technical competency has positive impact and is significant. The second hypothesis which is salesperson’s technique has positive impact and is significant. The third hypothesis sales soft capability has positive impact but is not significan. The fourth hypothesis sales soft capability has positive impact and is significant. The fifth hypothesis service orientation has positive impact and is significant. The sixth hypothesis which is adaptive selling has positive impact but is not significant with value. This research has several limitation and gives the agenda for the further researches to be done after this research.

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Adaptive Selling and Customer Orientation as Mediators Between Managerial Coaching and Performance: A Chinese Study: An Abstract

Enlightened Marketing in Challenging Times - Developments in Marketing Science: Proceedings of the Academy of Marketing Science ◽

10.1007/978-3-030-42545-6_180 ◽

2020 ◽

pp. 521-522

Author(s):

Claudio Pousa ◽

Yunling Liu ◽

Asad Aman

Keyword(s):

Customer Orientation ◽

Managerial Coaching ◽

Adaptive Selling ◽

Chinese Study ◽

And Performance

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Selling in an asymmetric retail world: perspectives from India, Russia, and the US on buyer–seller information differential, perceived adaptive selling, and purchase intention

Journal of Personal Selling and Sales Management ◽

10.1080/08853134.2016.1215923 ◽

2016 ◽

Vol 36 (4) ◽

pp. 344-362 ◽

Cited By ~ 8

Author(s):

Cindy B. Rippé ◽

Suri Weisfeld-Spolter ◽

Alan J. Dubinsky ◽

Aaron D. Arndt ◽

Maneesh Thakkar

Keyword(s):

Purchase Intention ◽

Adaptive Selling ◽

The Us

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Impact of salesperson macro-adaptive selling strategy on job performance and satisfaction

Journal of Business Research ◽

10.1016/j.jbusres.2018.09.015 ◽

2019 ◽

Vol 94 ◽

pp. 42-55 ◽

Cited By ~ 10

Author(s):

Hyokjin Kwak ◽

Rolph E. Anderson ◽

Thomas W. Leigh ◽

Scott D. Bonifield

Keyword(s):

Job Performance ◽

Adaptive Selling ◽

Job Performance And Satisfaction

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Understanding salesperson intention to use AI feedback and its influence on business-to-business sales outcomes

Journal of Business and Industrial Marketing ◽

10.1108/jbim-04-2021-0218 ◽

2021 ◽

Vol ahead-of-print (ahead-of-print) ◽

Author(s):

Kelly R. Hall ◽

Dana E. Harrison ◽

Haya Ajjan ◽

Greg W. Marshall

Keyword(s):

Performance Feedback ◽

Structural Equation ◽

Equation Modeling ◽

Sales Managers ◽

Content Type ◽

Adaptive Selling ◽

Promising Area ◽

Managerial Implications ◽

And Performance ◽

Business To Business

Purpose Artificial intelligence (AI) is a rapidly growing frontier. One promising area for AI is its potential to assist sales managers in providing salesperson feedback. Despite this promise, little work has been done within the business-to-business (B2B) sales domain to investigate the potential impact of AI feedback on critical sales outcomes. The purpose of this research is to explore these issues and respond to calls in the literature to determine how AI can enhance salesperson adaptability and performance. Design/methodology/approach Survey data from a sample of 246 B2B salespeople was used to test the conceptual model and research hypotheses. The data were analyzed using partial least squares structural equation modeling (PLS-SEM). Findings The findings provide broad support for the model. An AI-feedback rich environment and salesperson feedback orientation predicted perceived accuracy of AI feedback which, in turn, strengthened intentions to use AI feedback. These favorable reactions to AI feedback positively related to adaptive selling behaviors, and adaptive selling behaviors mediated the relationships between intentions to use AI feedback and organizational commitment, as well as sales performance. Contrary to expectations, it did not mediate the relationship between intentions to use AI feedback and job satisfaction. Practical implications The managerial implications of this study lie in explaining practical considerations for the implementation and use of AI feedback in the sales context. Originality/value This study extends literature on technology adoption, performance feedback and the use of AI in the B2B sales domain. It offers practical insight for sales managers and those responsible for implementing AI solutions in sales.

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