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首页> 外文期刊>European Journal of Business and Management >Impact of Individual Traits on Adaptive Selling Behaviour of Salespersons– A Study on Life Insurance Sector of Pakistan
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Impact of Individual Traits on Adaptive Selling Behaviour of Salespersons– A Study on Life Insurance Sector of Pakistan

机译：个人特征对销售人员适应性销售行为的影响-巴基斯坦人寿保险业研究

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This study emphasizes on adaptive selling behaviour of salespersons of life insurance sector of Pakistan. Adaptive selling is a technique used by a salesperson to provide customized solution to each customer according to his needs and wants which ultimately results in achieving all sales targets. According to trait theory sale success of a salesperson depends upon how much individual’s personality traits he/she possesses. So, 270 salespersons are chosen from life insurance companies of different cities of Pakistan on the basis of their expertise in the subject being investigated. The findings shows that individual traits like trait competitiveness, empathy proneness, psychological empowerment and expert power positively and significantly influence adaptive selling behaviour of a salespersons guiding sales mangers to sought out these traits while hiring and coaching salespersons to execute adaptive selling behaviour to ultimately increase the sales of their particular life insurance company which in return will boast up the life insurance sector of Pakistan. Lastly, this article concludes at direction for further work. Keywords: Adaptive Selling Behaviour- trait competitiveness- empathy proneness- psychological empowerment- expert power- life insurance sector of Pakistan
机译：这项研究强调了巴基斯坦人寿保险业销售人员的适应性销售行为。适应性销售是销售人员用来根据每个客户的需求向其提供定制解决方案的技术，最终可以实现所有销售目标。根据特质理论，销售人员的销售成功取决于他/她拥有多少个人的人格特质。因此，根据他们在调查主题方面的专业知识，从巴基斯坦不同城市的人寿保险公司中选择了270个销售人员。研究结果表明，个人特质，如特质竞争力，同情心倾向，心理授权能力和专家能力，对推销员的适应性销售行为产生积极影响，并指导销售经理寻找这些特质，同时雇用和指导推销员执行适应性销售行为以最终增加他们的适应能力。出售其特定的人寿保险公司，作为回报，这将极大地鼓舞巴基斯坦的人寿保险业。最后，本文总结了下一步工作的方向。关键词：适应性销售行为-人格竞争力-同情倾向-心理授权-专家力量-巴基斯坦人寿保险部门

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