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Sales Theories, Notes for Distance MBA

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Sales Theories, Notes for Distance MBA
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Bhagirath Jakhar
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Post Sales Theories, Notes for Distance MBA - December 9th, 2009

Hello Friends,

These are the different theories used in sales:



Selling Theory

1. “AIDAS” Theory: Where A stands for Attention
I stand for Interest
D stand for Desire
A stand for Action
S stand for Satisfaction

2. Right set of circumstances:
This theory is similar to that of situation response theory. I.e. salesperson must secure attention, gain interest, present and get desired response. It depends upon the skills the salesperson utilizes to a set of circumstances for predictable response.
Sales personnel try to apply this theory; although they experience difficulties in many rightful selling situations as it cannot be manipulated. The set of circumstances includes external and internal factors which the salesperson tries to create favourable for getting desired response from a given situation.
This theory is known as seller-oriented theory.

3.“Buying Formula” theory of selling: This theory is known as Buyer-oriented theory .It looks out at buyer’s side i.e. needs and expectation . The theory supports the thinking process that goes on in prospect’s mind that causes decision to buy/not to buy.

Buying Formula

Need (problem) solution purchase .

Since, purchase results in continuous relationship between buying and selling. So a fourth element must be preset.

Need (problem) solution purchase satisfaction.

When need is felt solution may involve two components.

Need (problem) solution purchase satisfn/dissatisfn.

To ensure purchase the component “trade name” must be considered adequate & buyer must experience pleasant feeling.

Adequacy
Need/problem product & services and Trade name Purchase satisfaction
Pleasant feeling



4. “BEHAVIORAL EQUATION”THEORY: Using Stimuli-Response Model, this theory has developed. Four essentials elements required in learning process to explain buying behavior and purchasing decision process.
Drives: a strong internal stimuli that impel the buyer’s response –i)Innate drive (psychological) -ii)learned drive (status/social)
Cues: weak stimuli when the buyer’s respond. i)Triggering cue-activates decision process for given product. ii) Non triggering cue –influences the decision process but not activate. iii) Specific product/information-also functions as triggering cue.
Response: What buyer does?
Reinforcement: event that strengthens buyers’ tendency of response.

B= P X D X K X V.
B=Response.
P= Predisposition/inward response tendency habit.
D= Present drive level.
K= incentive potential i.e. value of the product/potential satisfaction of the buyer.
V= Intensity of all customer.
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Reena Dapat
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Re: Sales Theories, Notes for Distance MBA - August 27th, 2014

Hey,

Thanks a lot for this much help
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Apurva Dhanwantri
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Re: Sales Theories, Notes for Distance MBA - October 18th, 2014

This was very helpful, Thanks for collecting nice information and sharing. Thank you.
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Business Education
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Re: Sales Theories, Notes for Distance MBA - May 23rd, 2015

Interesting work.Most popular selling theory used is AIDAS

A:Attention
I:Interest
Desire
A:Action
S:Satisfaction

This is most popular and commonly used in marketing.
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Anjali Khurana
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Re: Sales Theories, Notes for Distance MBA - September 29th, 2015

Quote:
Originally Posted by Bhoopendra View Post
Interesting work.Most popular selling theory used is AIDAS

A:Attention
I:Interest
Desire
A:Action
S:Satisfaction

This is most popular and commonly used in marketing.
Very short sweet and concise way to explain sales theories and the AIDA mode.

Thank you!
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