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Sales Theories, Notes for Distance MBA

Sales Theories, Notes for Distance MBA
Discuss Sales Theories, Notes for Distance MBA within the Executive MBA - Online MBA - Distance - Part Time MBA Degree Institutes forums, part of the Indian B schools, College Zone and Campus Talks category; Hello Friends, These are the different theories used in sales: Selling Theory 1. AIDAS Theory: Where A stands for Attention ... Reply LinkBack Sales Theories, Notes for Distance MBA Old
Bhagirath Jakhar
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Post Sales Theories, Notes for Distance MBA - December 9th, 2009

bj.jaat is on a distinguished road bj.jaat

Hello Friends, These are the different theories used in sales:

Student of MBA at PIBM

Pune, Maharashtra

Institute: PIBM Status: Offline Posts: 93 Join Date: Jul 2008 Location: Pune, Maharashtra

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 buyers side i.e. needs and expectation . The theory supports the thinking process that goes on in prospects 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.

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www.managementparadise.com/forums/executive-mba-online-mba-distance-part-time-mba-degree-institutes/169948-sales-theories-notes-distance-mba.html When need is felt solution may involve two components. 3 Hours Ago 06:09 PM

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

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4. BEHAVIORAL EQUATIONTHEORY: 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 buyers response i)Innate drive (psychological) ii)learned drive (status/social) Cues: weak stimuli when the buyers 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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