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    Theories of Selling

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    niginkabraham
    Theories of Selling buyer -Seller Dyads Dyad : situation in which two people interacts Ex :Sales personprospect. Buying formulae AIDAS 1. Attention 2. Interest 3. Desire 4. Actions : Buying must be induced. 5. Satisfaction : Assure that it builds satisfaction.

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    Theories of Selling

    Uploaded by

    niginkabraham
    161 views12 pages
    Theories of Selling buyer -Seller Dyads Dyad : situation in which two people interacts Ex :Sales personprospect. Buying formulae AIDAS 1. Attention 2. Interest 3. Desire 4. Actions : Buying must be induced. 5. Satisfaction : Assure that it builds satisfaction.

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    Theories of Selling buyer -Seller Dyads Dyad : situation in which two people interacts Ex :Sales personprospect. Buying formulae AIDAS 1. Attention 2. Interest 3. Desire 4. Actions : Buying must be induced. 5. Satisfaction : Assure that it builds satisfaction.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    161 views12 pages

    Theories of Selling

    Uploaded by

    niginkabraham
    Theories of Selling buyer -Seller Dyads Dyad : situation in which two people interacts Ex :Sales personprospect. Buying formulae AIDAS 1. Attention 2. Interest 3. Desire 4. Actions : Buying must be induced. 5. Satisfaction : Assure that it builds satisfaction.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 12

    Theories of Selling

    Buyer Seller Dyads


    Dyad : situation in which two people interacts Ex :- Sales person- Prospect Franklin Evans Dyads in Insurance Sellers and buyers similar outlook can result in sales

    Buyers initial conditioning with sales can influence sales.


    Sales process is influenced by personality and roles.

    Two approaches Sales theories

    1. Based on experiences of sales people and advertising people


    ( to a certain extent)

    2. Based on behavioral theory

    Theories
    Seller Oriented Theories Buyer oriented Theories Sales person influence and buyers decision process
    Behavioral equation theory

    AIDAS Right Set of circumstances theory

    Buying formulae

    AIDAS
    1. Attention
    2. Interest 3. Desire 4. Actions : Buying must be induced. 5. Satisfaction : Assure that it builds satisfaction.

    Right Set of Circumstances


    It is called situation- response theory . Particular Circumstances can make the prospect respond in

    a predictable way .
    Circumstances can be external or internal.

    Buying formula theory


    Buyers needs or problems are important and sales persons role is to help the buyer to find solutions. Need Solution Satisfaction. Need to emphasize on need, product \solution. Buyer Purchase

    Adding adequacy and pleasant feelings


    adequacy pleasant feelings

    Need

    Product service\trade name Purchase Satisfaction

    Buyer

    Behavioral equation theory


    J.A Howard used stimulus response model and findings from behavioral research. 4 essential elements of sales process. A) Drive b) Cues c) Response d) Reinforcement

    Drives ( strong Internal stimuli) Innate and Learned drives Cues Weak stimuli Two type of Cues- Product and Informational cues Response and Reinforcement.

    10

    Howards equation
    B= P*D*K*V B= Response P=Inward response tendency D= Present drive level K= Present satisfaction V= Intensity of all cues.

    11

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