AdaptiveSellingMKT270

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Northern Arizona University *

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100

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Marketing

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Feb 20, 2024

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Uploaded by DukeAtomBear27

Adaptive Selling Cassie Mendoza SNHU MKT 270 1/22/24

Upon conducting the Keirsey Temperament sorter, I found that I am considered a “rational.” (Keirsey) This group tends to be self-contained, skeptical, and focused on problem solving, which I agree aligns with some of my personality traits. I am always looking to solve problems, though I do not know if this is due to my individual personality or if it can be attributed to being the eldest daughter in my family. Rationales are described as not caring about whether or not they are considered, “politically correct” (Keirsey) which is absolutely a personality trait that I identify with. Reproductive rights are the first thing that comes to mind when identifying the term, “politically correct” as I have very little tolerance for those who do not believe that each in- dividual has the right to make her own choice about her own reproductive rights. “Fiercely inde- pendent thinkers” (Keirsey) is another way that rationales are described, which is a term that I will always be thrilled to identify with. Adaptive selling refers to a sales approach where a salesperson tailors their communica- tion style and tactics based on the specific needs and characteristics of each individual customer. Instead of adhering to a rigid, one-size-fits-all sales pitch, adaptive selling involves adjusting the sales process to accommodate the unique requirements of each person. The goal of adaptive sell- ing is to create a more personalized and engaging interaction with customers, increasing the like- lihood of a successful sale by aligning the sales approach with the customer's unique buying be- havior and decision-making process. There is no one size fits all system, so the first step I would take would be to analyze the executive and tailor my approach to her personality. For my initial meeting with the executive, I would be as open and as friendly as possible. Idealist: If the executive’s personality was an idealist, I would use my skills as a rational to find a solution to an issue they may be experiencing. I think it would be important to establish this con-

nection right away, so that they are comfortable knowing that I am there to solve their problems. Idealists are passionate and focused on personal growth and development. I would hope to target this urge they have for personal growth and would do my best to demonstrate that I am able to support them in any personal goals they may have. I think the main initial goal would be to get to know them in the first meeting, with the hopes of getting a second meeting. I think with an ideal- ist two meetings would be optimum, so that I am able to individualize any information I may give them for their benefit.

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1. Keirsey. (n.d.). https://profile.keirsey.com/#/temperament

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