Browse Archives by Author: Linsenmayer, Kim

Applying Adaptive Selling Techniques: Exploring How
[3/1/2022]
Dr. Sascha Alavi, Dr. Johannes Habel, and Dr. Kim Linsenmayer
While research suggests adaptive selling is a core ingredient of sales success, the question of how salespeople should alter their behavior in response to varying customer attributes has remained unclear. Our research and recommendations offer managerial insight to capitalize on the genuine benefits of adaptive selling to lead to greater success organization-wide

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