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Adaptive selling and successful salesforce
Autor(es): Pedro Canales Ronda, Inés Küster Boluda

Temas: Gestão de Vendas

Resumo:
The background and subsequent development of the adaptive selling study are focused in two main sales research fields. One of them is related to the salesperson performance frameworks; and the other one is connected to the sales processes approaches. Both fields are linked. With respect with the first, one of the most relevant contributions to understand the salesperson performance is the adaptation of the salesperson. In this sense, the present paper analyses the effect of the adaptive behaviour of the salesperson on the salesperson performance and on the sales effectiveness; all of the under the field sales manager point of view.
in rpm 24

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