Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness
提出销售人员的客户类型和销售策略知识以及调整行为方向的动机会影响其适应性销售，并基于心理学和销售研究提出具体命题，为销售人员的选拔、培训、管理和薪酬提供建议。
The authors propose that adaptive selling is influenced by salespeople's knowledge of customer types and sales strategies as well as their motivation to alter the direction of their behavior. Pertinent research in psychology and personal selling is reviewed and specific propositions relating to knowledge, motivation, and adaptive behavior are advanced. On the basis of these propositions, suggestions are made for selecting, training, managing, and compensating salespeople.