1. Arab British Academy for Higher Education.
www.abahe.co.uk
1
‫ﻧﻤﻮذج‬AIDA
‫ﻣﻦ‬‫أﺷﻬﺮ‬‫ﻳﺎت‬‫ﺮ‬‫اﻟﻨﻈ‬‫اﻷﺳﺎﻟﻴﺐ‬‫و‬‫ﰱ‬‫اﳌﺒﻴﻌﺎت‬‫ﳕﻮ‬‫ذ‬‫ج‬AIDA
‫اﻟﺬى‬‫ﻳﻘﺴﻢ‬‫اﻟﻌﻤﻠﻴﺔ‬‫اﻟﺒﻴﻌﻴﺔ‬‫إﱃ‬‫ﺑﻊ‬‫ر‬‫أ‬‫اﺣﻞ‬‫ﺮ‬‫ﻣ‬:
1-‫ﺟ‬‫ﺬب‬‫اﻹﻧﺘﺒﺎﻩ‬Attention
‫ﻋﻠﻰ‬‫اﳌ‬
ُ
‫ﺴﻮق‬‫اﻟﻨﺎﺟﺢ‬‫أن‬‫ﳚﺪ‬‫ﻳﻘﺔ‬‫ﺮ‬‫ﻃ‬‫ﳉﺬب‬‫ا‬‫ﻧﺘﺒﺎﻩ‬‫ﺑﻮن‬‫ﺰ‬‫اﻟ‬:-
‫ﻣﺜﺎل‬) :‫ﺗﻚ‬‫ﺮ‬‫ﺣﻀ‬‫ﻣﻬﻨﺪس‬‫أو‬‫ﺻﺎﺣﺐ‬‫ﻣﺼﻨﻊ‬‫وﻣﺆﺳﺴﺘﻨﺎ‬‫ﺗﺘﺸﺮف‬‫ﺑﺄن‬‫ﺗﻘﺪم‬‫ﻣﺎ‬‫ﻫﻮ‬‫ﺟﺪﻳﺪ‬
‫وﺣﺪﻳﺚ‬‫ﰱ‬)‫ﺻﻴﺎﻧﺔ‬‫اﳌﺼﺎﻧﻊ‬(‫ﻛﺘﺎب‬‫ﻣﻬﻢ‬‫ﺟﺪا‬ً‫ﺣﺘﻤﺎ‬ً‫ﺳﻴﺴﺎﻋﺪ‬‫ﺗﻚ‬‫ر‬‫إدا‬‫وﻣﻬﻨﺪﺳ‬‫ﻲ‬‫اﻟﺼﻴﺎﻧﺔ‬‫ﰱ‬
‫اﻟﻌﻤﻞ‬‫ﻋﻠﻰ‬‫ﲢﻘﻴﻖ‬‫ﻧﺘﺎﺋﺞ‬‫ﺟﻴﺪة‬‫ﺑﺄﺳﺎﻟﻴ‬‫ﺐ‬‫ﺣﺪﻳﺜﺔ‬‫أو‬‫ﰱ‬‫ﳎﺎل‬)‫ﺑﻴﺔ‬‫ﱰ‬‫اﻟ‬/‫اﳉﻮدة‬/‫اﻟﺘﺴﻮﻳﻖ‬/
‫ﻣﻮﺳﻮﻋﺔ‬/‫ﻃﺐ‬(.
2-‫إﺛﺎرة‬‫اﻻ‬‫ﻫﺘﻤﺎم‬Interest
‫ﻋﻠﻰ‬‫اﳌ‬
ُ
‫ﺴﻮق‬‫اﻟﻨﺎﺟﺢ‬‫أن‬‫ﻳﻨﺘﻘﻞ‬‫إﱃ‬‫ﻫﺬة‬‫اﳌﺮﺣﻠﺔ‬‫ﺑﻌﺪ‬‫اﳌﺮﺣﻠﺔ‬‫اﻷوﱃ‬‫ﻛﻴﺰ‬‫ﺑﺎﻟﱰ‬‫ﻋﻠﻰ‬‫ﻗﺪرة‬‫ﻫﺬا‬
‫اﳌﻨﺘﺞ‬)‫اﳌﻮﺳﻮﻋﺔ‬‫اﻟﻜﺘﺎب‬‫و‬‫أ‬(‫ﰱ‬‫ﺣﻞ‬‫ﻣﺸﺎﻛﻞ‬‫ﰱ‬‫اﻟﻌﻤﻞ‬‫وﳛﻘﻖ‬‫ﻟﻪ‬‫اﳌﻨﻔﻌﺔ‬.
3-‫إﻳﻘﺎظ‬‫اﻟﺮ‬‫ﻏﺒﺔ‬Desire

2. Arab British Academy for Higher Education.
www.abahe.co.uk
2
‫اﳌ‬
ُ
‫ﺴﻮق‬‫اﻟﻨﺎﺟﺢ‬‫ﻳﻮﺻﻞ‬‫ﺑﻮن‬‫ﺰ‬‫اﻟ‬‫إﱃ‬‫اﳌﺮﺣﻠﺔ‬‫اﻟﺜﺎﻟﺜﺔ‬‫وﻫﻰ‬‫رﻓﻊ‬‫درﺟﺔ‬‫اﻻ‬‫ﻫﺘﻤﺎم‬‫إﱃ‬‫ﻣﺴﺘﻮى‬‫اﻟﺮﻏﺒﺔ‬
‫ﻣﻦ‬‫ﺧﻼل‬‫ﻋﺮض‬‫اﳊﺎﻟﺔ‬‫اﻟﱴ‬‫ﺳﻴﻜﻮن‬‫ﻓﻴﻬﺎ‬‫ﺑﻮن‬‫ﺰ‬‫اﻟ‬‫ﺑﻌﺪ‬‫اءﻩ‬‫ﺮ‬‫ﺷ‬‫اﳌﻨﺘﺞ‬)‫ﻳﺎدة‬‫ز‬‫ﻣﻌﻠﻮﻣﺎت‬/‫ﺛﻘﺎﻓﺔ‬
‫ﻋﺎﻣﺔ‬/‫ﺗﻄﻮﻳﺮ‬‫أداء‬(.
4-‫اﻟﺘﺼﺮف‬‫أو‬‫ﺗﺤﻘﻴﻖ‬‫اﻟﺼﻔﻘﺔ‬Action
‫اﳌ‬
ُ
‫ﺴﻮق‬‫اﻟﻨﺎﺟﺢ‬‫ﻳﻮﺻﻞ‬‫اﻟ‬‫ﺑﻮن‬‫ﺰ‬‫إﱃ‬‫اﳌﺮﺣﻠﺔ‬‫اﺑﻌﺔ‬‫ﺮ‬‫اﻟ‬‫إﱃ‬‫إﲣﺎذ‬‫ات‬‫ر‬‫ا‬‫ﺮ‬‫ﻗ‬‫اء‬‫ﺮ‬‫اﻟﺸ‬‫ﻣﻦ‬‫ﺧﻼل‬‫ﻛﻴﺰ‬‫اﻟﱰ‬‫ﻋﻠﻰ‬
‫اﳋﺪﻣﺎت‬‫اﻳﺎ‬‫ﺰ‬‫اﳌ‬‫و‬.