Impact of Individual Traits on Adaptive Selling Behaviour of Salespersons– A Study on Life Insurance Sector of Pakistan

Abstract

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