ADAPTS — Adaptive Selling Scale

What it measures

Measures the degree to which salespeople alter their selling approach across customers and situations. Captures five adaptive selling behaviours: recognising that different situations require different approaches, having a repertoire of approaches, varying approach based on the customer interaction, being confident adjusting approaches, and feeling knowledgeable enough to adapt effectively. Adaptive selling is a core competency in relationship-oriented and solution-based selling — salespeople who adapt their approach to each customer's unique communication style, decision process, and needs generate higher satisfaction, stronger relationships, and better performance. Widely used in personal selling research, sales management, CRM, and B2B marketing.

Representative items

• Each customer requires a different approach from me.
• I vary my sales style from situation to situation.
• When I feel that my sales approach is not working, I can easily change to another approach.
• I like to experiment with different sales approaches.
• I am very flexible in the selling approach I use.

Citation

Spiro, R.L., & Weitz, B.A. (1990). Adaptive selling: Conceptualization, measurement, and nomological validity. Journal of Marketing Research, 27(1), 61–69.