ADAPT interview framework

 
 
model's image

characteristics

author:
Ingram, Thomas N.
country:
United States
period:
1995
type:
model
role:
consultant and change agent
activity:
analyse and reflect
topic:
marketing & sales
abstr. level:
organisation
perspective:
learning
status:
under review
module:
personal selling
comments:
0
 

description:

In the early 1990's, the American marketing professor Thomas Ingram, co-developed the ADAPT questioning system to support relationship-based selling that requires a long term focus and spans multiple sales meetings. The method aimed first to identify the wider, organisational situation, then discover and explore customer needs. ADAPT is most effective for complex, large sales processes at key acco...

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