{
  "title": "Adapter son approche à chaque client paie-t-il ?",
  "url": "https://www.shr.swiss/blog/la-vente-adaptative",
  "language": "fr",
  "datePublished": "2024-12-02",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Lien corrélationnel.",
  "section": "Recherche",
  "topic": "Vente à forte valeur ajoutée",
  "place": {
    "name": "Bâle",
    "region": "Bâle-Ville",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "La recherche",
      "point": "Barton Weitz, Harish Sujan et Mita Sujan (1986, Journal of Marketing) proposent la vente adaptative ; des méta-analyses confirment un lien positif avec la performance commerciale.."
    },
    {
      "heading": "La limite",
      "point": "Lien corrélationnel.."
    },
    {
      "heading": "La nuance",
      "point": "S'adapter demande de bien lire le client ; mal lu, l'ajustement nuit."
    },
    {
      "heading": "Implication pratique, vérifiable à Bâle",
      "point": "Noter après chaque rendez-vous ce que le client valorisait et ajuster la suite."
    }
  ],
  "sources": [
    {
      "authors": "Sujan",
      "year": "1986",
      "source": "Journal of Marketing"
    }
  ],
  "wordCount": 104,
  "image": "https://www.shr.swiss/img/blog-editorial-2024-12-02-fr.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/la-vente-adaptative",
    "en": "https://www.shr.swiss/blog/la-vente-adaptative-en",
    "de": "https://www.shr.swiss/blog/la-vente-adaptative-de",
    "it": "https://www.shr.swiss/blog/la-vente-adaptative-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/vente-forte-valeur/bale",
    "city": "https://www.shr.swiss/formations-ville/bale",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}