Nbuying formula theory of selling pdf

Aidas stands for attention, interest, desire, action, satisfaction. Sell show the features, explain the advantages, lead into benefits, let them talk 3. Aidas theory it is after the initials of five words used to express the stages through which the prospects mind passes during buying a attention i interest d desire a action s satisfaction. Passover revised schedule click here to view log in. Aidas and right set of circumstances are seller oriented theories. Buying formula theory of selling is buyer oriented. Selling defined selling is a marketing function that involves determining client needs and wants and responding through planned, personalized communication that influences purchase decisions and enhances future business opportunities. Because selling is planned and personalized, it goes beyond mere ordertaking or customer service. The behavioral equation theory emphasizes the buyers decision process but also takes the salespersons influence process into account. Personal selling steps, theories and difference between.

The first two of the four abovementioned theories, are seller oriented and the third one is buyers oriented. Theories of personal sellling aidas theory of personal selling right set of circumstances theory buying formula theory behavioural equation theory aidas theory. Aidas attention, interest, desire, action, satisfaction 2. Aidas theory the proponents of this theory believe that a salesperson should design his presentation in such a manner which takes care of all these stages of the process of selling. The fourth one emphasizes the buyers decision process but also takes the salespersons influence process into account. Aidas theory and right set of circumstances theory is seller oriented. Thank you for downloading this free pdf version of 101 ways to succeed in selling by greg gore. Theories of selling buying formula this video consists of the following selling theories. Spin selling page 4 of 12 advances are those times, either in a call or after it, which moves the sale forward toward a decision. Personal selling chpt 15 tyaggi flashcards quizlet. Please share this pdf file with your friends and colleagues.