STUDY OF SELLING BEHAVIOR OF SALESPERSON

Today’s sales management faces difficult sales management problems in order to achieve the desired performance. Company performance is closely tied to how effectively sales represent perform sales tasks. Sales need to be flexible and adapt their sales style to all different situations, as they need to deal with different customers and work on different sales situations. The behavior of a salesperson in coordinating a sales approach is known as adaptive sales behavior. The ability of a salesperson to perform a sales task depends on being able to practice adaptive sales behavior during and during sales with the customer. This study focuses on management and empowerment management techniques and looks at their simultaneous impact on the adaptive behavior of sales. The survey was conducted on a sample of a Grocery Shops. Ten Big Grocery Shops participated in the survey, (Big bazaar, Reliance, Lots Etc.) with a total of 100 responses. The results show that activity management and empowerment practices for encouraging decision-making participation, expressing trust, and providing autonomy are closely linked to sellers’ adaptive sales behavior practices. Implications, research limitations, and improvements for future research were discussed.