Abstract
Purpose: A salesperson provides the products and services to meet customers’ needs, and also performs the sales business to deliver the differentiated products and image of his/her company to customers. Also, a salesperson is an important corporate element that helps to establish smooth relationships with customers and represents his/her company beyond the simple activities of selling products or services. These roles of the salesperson have direct effects on customer satisfaction and sales performance. In particular, according to the kinds of selling behavior that has been used for receiving customers, the salesperson’s sales performance could be changed. In the consultative selling that is handled in this study, a salesperson helps customers achieve their goals by thinking about their problems and needs together, suggesting a solution, and then providing them with value that they had never thought of before. Adaptive selling is defined as changing the selling methods that are suitable for various customer needs and sales conditions based on the information the salesperson acquired from interactions with customers. Even though there has been much research related to adaptive selling behavior, there is not much research on the mechanism related to the effects of a salesperson
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