Adaptive Selling
When Adaptive Selling a sales strategy is called, in which the vendor on site (at the point of sale ) is received to the requests and complaints of customers. It is essential that this happens spontaneously. The sales team should be made more efficient . Studies by American scientists (Rosann Spiro ( Indiana University ) and Barton Weitz ( University of Florida )) show that salespeople can increase the success rate of their sales calls through adaptability.
Weitz and Spiro fixed this adaptability to 16 criteria and called it adaptive selling , which can be translated into German with (situation) adapted selling .
The term itself is a typical Anglicism , as it has long been common in business, especially in marketing .