Determinants of Sales Person Adaptability (Survey‪)‬

INTRODUCTION Being flexible, adaptable and able to think on one's feet is frequently identified as a positive trait for field sales people. Weitz (1978) offered a descriptive model of adaptability in selling behavior. This model outlines selling behavior prior to and while the sales person is in the presence of the prospective buyer. The model may be summarized as: 1. formulating a selling strategy, 2. executing that strategy and 3.based on buyer reaction, revising and executing another strategy. These stages describe the concept of adaptability. Empirical studies based on the Weitz model have consistently concluded that adaptability of a sales person is associated with greater success by that sales person (Gatigon, et.al. 1987, Graham 1986, Williams and Spiro, 1985).