Describe Aidas Theory of Selling

15537 WordsFeb 13, 201263 Pages
Q1. A) Describe AIDAS theory of selling. B) Explain the steps involved in prospecting. Answer 1.A) AIDAS theory the initials of five words used to express it (attention, interest, desire, action, & satisfaction) is basis for many sales & advertising texts & is the skeleton around which many sales training programs are organized. During the successful selling interview, according to this theory, the prospects mind passes through five successive mental states: attention, interest, desire, action & satisfaction. Implicit in this theory is the notion that the prospect goes through these five stages consciously, so the sales…show more content…
But it is better to ask for the order straight forwardly. Most prospects find it is easier to slide away from hints than from frank requests for an order. Building satisfaction: After the customer has given the order, the salesperson should reassure the customer that the decision was correct. The customer should be left with the impression that the salesperson merely helped in deciding. Building satisfaction means thanking the customer for the order, and attending to such matters as making certain that the order is filled as written, & following up on promises made. The order is the climax of the selling situation, so the possibility of an anticlimax should be avoided customers sometimes unsell themselves & the salesperson should not linger too long. Q2. Describe at length sales related marketing policies? Answer 2) Sales related marketing policies impact upon the functions and operation of the sales department. These marketing delineate the guidelines within which the effort to reach personal selling objectives is made. There are three major types (1) product policies (what to sell) (2) distribution policies (whom to sell), and (3) pricing policies. Product Line Policy Policies on the width of a product line are classified as either short line or full line. The company following a short line policy handles only part os a line, while the company with

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