ABSTRACT

This study aims to develop a concept of Islamic Long-Life Learning (I3L) to increase Adaptive Selling Capability (ASC). The strategic position of salesperson in Sharia insurance products becomes a bridge between customers and organizations so that it requires them to have high adaptive selling capability. A very dynamic market condition also requires them to adjust their selling activities. Some studies had tried to explore the factors that bring it up, but not much of them used the perspective of intrinsic motivation based on Islamic values as methodological approach. Therefore, this paper offers a new concept, namely Islamic Long-Life Learning (I3L) which is expected to be a cornerstone to improve adaptive selling capability. Spirit doing the best, continuous improvement, asking others, and helping others become I3L dimensions which are thought to be able to increase adaptive selling capability, especially for salesperson in Sharia insurance. In-depth literature of this study is expected to contribute in the development of manifest needs theory and social capital concepts.

JEL Classification: D64
Keywords: Islamic Long-Life Learning, Adaptive Selling Capability, Salesperson.