Theories of Selling
1. AIDAS” theory
2.“Right set of circumstances” theory
3.“Buying-formula” theory
4.“Behavioural equation” theory
Securing Attention
Gaining Interest
Inducing Actions:
J.A Howard
Non-triggering cues
Triggering cues:
Informational cues
A Reinforcement
Specific product information cues
International Marketing Management - IntroductionSOMASUNDARAM T
Definition; scope and challenges; difference between international marketing and domestic marketing; the dynamic environment of international trade; transition from domestic to international markets orientation of management and companies; international marketing environment.
Introduction to Consumer Behaviour; Consumer Behaviour
and Marketing Strategy; Consumer Involvement – Levels
of involvement, and Decision Making
Consumer Decision Process – Stages in Decision Process,
Information Search Process; Evaluative Criteria and
Decision Rules, Consumer Motivation – Types of Consumer
Needs, Ways of Motivating Consumers. Information
Processing and Consumer Perception.
Consumer Attitudes and Attitude Change; Influence of
Personality and Self Concept on Buying Behaviour,
Psychographics and Lifestyles, Impuse Buying.
Diffusion of Innovation and Opinion Leadership, Family
Decision Making, Influence of Reference Group
Industrial Buying Behaviour– Process and factors, Models
of Consumer Behaviour – Harward Seth, Nicosia, E& D,
Economic Model; Introduction to Consumer Behaviour
Audit; Consumer Behaviour Studies in India
International Marketing Management - IntroductionSOMASUNDARAM T
Definition; scope and challenges; difference between international marketing and domestic marketing; the dynamic environment of international trade; transition from domestic to international markets orientation of management and companies; international marketing environment.
Introduction to Consumer Behaviour; Consumer Behaviour
and Marketing Strategy; Consumer Involvement – Levels
of involvement, and Decision Making
Consumer Decision Process – Stages in Decision Process,
Information Search Process; Evaluative Criteria and
Decision Rules, Consumer Motivation – Types of Consumer
Needs, Ways of Motivating Consumers. Information
Processing and Consumer Perception.
Consumer Attitudes and Attitude Change; Influence of
Personality and Self Concept on Buying Behaviour,
Psychographics and Lifestyles, Impuse Buying.
Diffusion of Innovation and Opinion Leadership, Family
Decision Making, Influence of Reference Group
Industrial Buying Behaviour– Process and factors, Models
of Consumer Behaviour – Harward Seth, Nicosia, E& D,
Economic Model; Introduction to Consumer Behaviour
Audit; Consumer Behaviour Studies in India
In this presentation, we will discuss the marketing procedure in the services, how to organize marketing planning and analyze marketing opportunities. We will also talk about the selection process of target market, developing the service marketing mix and managing marketing effort.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
Objectives of sales management are derived from the organizations marketing objectives.
Ultimate sales objective of an organisation is to have a decent growth in sales.
More specifically, sales management objectives can be grouped under:
Quantitative Objectives (Short-term)
Qualitative Objectives (Long-term)
Introduction to Sales Management – The Sales Organization
– Determining Sales Related Marketing Policies – Sales
Functions and Policies – International Sales Management
– Personal Selling.
Sales Planning – Sales Budgets – Estimating Market
Potential and Forecasting Sales – Sales Quotes – Sales &
Cost Analysis, Sales Force Management: Hiring and Training Sales
Personnel – Time and Territory Management –Compensating Sales Personnel – Motivating the Sales Force
– Leading the Sales Force – Evaluating Sales Force
Performance.
Marketing Logistics - Distribution as Marketing Mix
Element – Distribution Resource Planning – Marketing
Channel Integration – Channel Management – Nature of
Marketing Channels – Evaluating Channel Performance-
Specialized Techniques in selling – Tele Marketing – Web
Marketing
Distribution Cost Analysis: Managing Channel Conflicts –
Channel Information Systems – Wholesaling – Retailing –
Ethical And Social Issues in Sales and Distribution
Management.
In this presentation, we will discuss the marketing procedure in the services, how to organize marketing planning and analyze marketing opportunities. We will also talk about the selection process of target market, developing the service marketing mix and managing marketing effort.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
Objectives of sales management are derived from the organizations marketing objectives.
Ultimate sales objective of an organisation is to have a decent growth in sales.
More specifically, sales management objectives can be grouped under:
Quantitative Objectives (Short-term)
Qualitative Objectives (Long-term)
Introduction to Sales Management – The Sales Organization
– Determining Sales Related Marketing Policies – Sales
Functions and Policies – International Sales Management
– Personal Selling.
Sales Planning – Sales Budgets – Estimating Market
Potential and Forecasting Sales – Sales Quotes – Sales &
Cost Analysis, Sales Force Management: Hiring and Training Sales
Personnel – Time and Territory Management –Compensating Sales Personnel – Motivating the Sales Force
– Leading the Sales Force – Evaluating Sales Force
Performance.
Marketing Logistics - Distribution as Marketing Mix
Element – Distribution Resource Planning – Marketing
Channel Integration – Channel Management – Nature of
Marketing Channels – Evaluating Channel Performance-
Specialized Techniques in selling – Tele Marketing – Web
Marketing
Distribution Cost Analysis: Managing Channel Conflicts –
Channel Information Systems – Wholesaling – Retailing –
Ethical And Social Issues in Sales and Distribution
Management.
Theory Of Personal Selling
1) Introduction of Personal Selling
2) Step in Personal Selling
3)Theory of Personal Selling
a) AIDAS Theory
b) Right to set of circumstances Theory
c) Buying Formula Theory
d) Behavioural Equation Theory
“Marketing mix is a combination of four elements-product, price, distribution system and promotional activities used to satisfy the needs of an organization's target market and at the same time achieve its marketing objectives.”
Elements of Marketing Mix
Product refers to the combination of all input in to a output which can be offered for sale. It consist shape, size, quality, range, package, labels, warranty, features & services etc.
Price of the product
Discount
Allowances,
Credit
Terms of payments.
Place (Distribution)
Physical Evidence
Consumer behavior (sikkim manipal university fall assignment 2014)Devendra Kachhi
Consumer behavior (sikkim manipal university fall assignment 2014)
Sikkim manipal university fall 2014 assignment (marketing)
Call 8602695861(devendra kachhi)
Leland Sandler and the Sandler Group discuss effective consultative selling techniques through the use of key sales skills, customer interactions, leadership behaviors, negotiating strategies and more that will help increase the success of your business.
Follow Leland:
WEBSITE: http://lelandsandler.com/
THE SANDLER GROUP: http://sandlergroup.net/
TWITTER: https://twitter.com/lelandsandler
FACEBOOK: http://facebook.com/thesandlergroup
Trinity Institute of Professional Studies (TIPS), ranked as one of the best Journalism College in Delhi NCR offers Bachelor of Arts in Journalism and Mass Communication (BAJMC) is a three-year undergraduate course aimed to imbibe journalistic and communication skills within the students, enabling them to prove their mettle in the media industry. It is considered as one of the best BAJMC Institute in West Delhi (Dwarka). BA JMC is a comprehensive and dynamic course, designed to enlighten students about the media industry, make them well versed with all the aspects of the field and prepare them to serve as responsible professionals. The curriculum is designed to cover both theoretical and practical subjects and provide hands-on training to the students leading to TIPS, as one of the best journalism and mass communication institutes of GGSIPU in Delhi-NCR.
Bachelor in Computer Application is one of the most popular courses among the students who want to make their career in the Information Technology area. It is a three-year undergraduate program that enhances students' knowledge and skills to meet the needs of the Information Technology (IT) industry. BCA is a course designed to give an insight to the students regarding various CS & IT concepts and their practical applications as well. TIPS, Dwarka offers excellent Placements in BCA colleges in Delhi NCR as enables students to grab promising opportunities available to them in the leading companies like Infosys, Amazon, Cognizant, Microsoft, HCL, Capgemini, Aricent, TCS, Concentrix, British Telecom, Network Bulls, IBM, and many more. The emphasis on quality and excellence has made TIPS one of the best BCA Institute of GGSIPU in Delhi NCR.
Learn More: www.tips.edu.in/bca
Principles of Management-Management-Concept & MeaningTrinity Dwarka
Principles of Management-Management-Concept & Meaning
Management- Traditional Approach
Modern Approach
Management - Meaning
Management: Nature & Characteristics
Management as an Art
Management as a Science
Importance of Management
Principles of Management- Management-Concept & Meaning
Management- Traditional Approach
Modern Approach
Management - Meaning
Management
Nature & Characteristics
Management as an Art
Management as a Science
Importance of Management
Principles of Management- Planning
Nature of Planning
Significance of Planning
Process of Planning
Limitations of Planning
Essential Requirements of an Effective Plan.
Types of Planning
Derivative Plans
Principles of Planning
Organizing Authority & Responsibility- Principles of ManagementTrinity Dwarka
Organizing Authority & Responsibility- Principles of Management
Organizing: Meaning
OrganizationcNature of Organizing
Process of Organizing
Significance of Organizing
Authority
Sources of Authority
Responsibility
Staffing- Principles of Management
Concept
Features
Nature
Scope
Sequence of activities in staffing
Principles of Staffing
Job Analysis
Recruitment
Training & Development
Directing-Principles of Management
Nature of Directing
Importance of Directing
Techniques of Directing
Directing- Motivation
Process of Motivation
Motivation Techniques
Types of Motivation
Dimensional Modelling-Data Warehouse & Data MiningTrinity Dwarka
Dimensional Modelling-Data Warehouse & Data Mining
Design Requirements
ER Modeling
Problems with ER Model
ER vs Dimensional Modeling
Dimensional Modeling:Salient Features
Dimensional Modeling: Vocabulary
Star Schema
Data Preprocessing- Data Warehouse & Data MiningTrinity Dwarka
Data Preprocessing- Data Warehouse & Data Mining
Data Quality
Reasons for inaccurate data
Reasons for incomplete data
Major Tasks in Data Preprocessing
Forms of Data Preprocessing
Data Cleaning
Incomplete (Missing) Data
Computer Networks- Network Basics
Network Definition
Simultaneous access to data
Shared peripheral device
Sharing Data
The Uses of Network
The Uses of a Network
Common Network Types
Java Programming- Introduction to Java Applet ProgramsTrinity Dwarka
Java Programming- Introduction to Java Applet Programs
Java Applets
Java Applet Classes
Contrast Application with Applet
Applet Declaration
Body of an Applet
Applets
Applets and Web Pages – HTML
Running the Applet
Database Management System
DBMS Functionality
Main Characteristics of the Database Approach
Instances and Schemas
Data independence
The Entity-Relationship Model
Database Users
Advantages of Using the Database Approach
Operation “Blue Star” is the only event in the history of Independent India where the state went into war with its own people. Even after about 40 years it is not clear if it was culmination of states anger over people of the region, a political game of power or start of dictatorial chapter in the democratic setup.
The people of Punjab felt alienated from main stream due to denial of their just demands during a long democratic struggle since independence. As it happen all over the word, it led to militant struggle with great loss of lives of military, police and civilian personnel. Killing of Indira Gandhi and massacre of innocent Sikhs in Delhi and other India cities was also associated with this movement.
2024.06.01 Introducing a competency framework for languag learning materials ...Sandy Millin
http://sandymillin.wordpress.com/iateflwebinar2024
Published classroom materials form the basis of syllabuses, drive teacher professional development, and have a potentially huge influence on learners, teachers and education systems. All teachers also create their own materials, whether a few sentences on a blackboard, a highly-structured fully-realised online course, or anything in between. Despite this, the knowledge and skills needed to create effective language learning materials are rarely part of teacher training, and are mostly learnt by trial and error.
Knowledge and skills frameworks, generally called competency frameworks, for ELT teachers, trainers and managers have existed for a few years now. However, until I created one for my MA dissertation, there wasn’t one drawing together what we need to know and do to be able to effectively produce language learning materials.
This webinar will introduce you to my framework, highlighting the key competencies I identified from my research. It will also show how anybody involved in language teaching (any language, not just English!), teacher training, managing schools or developing language learning materials can benefit from using the framework.
This is a presentation by Dada Robert in a Your Skill Boost masterclass organised by the Excellence Foundation for South Sudan (EFSS) on Saturday, the 25th and Sunday, the 26th of May 2024.
He discussed the concept of quality improvement, emphasizing its applicability to various aspects of life, including personal, project, and program improvements. He defined quality as doing the right thing at the right time in the right way to achieve the best possible results and discussed the concept of the "gap" between what we know and what we do, and how this gap represents the areas we need to improve. He explained the scientific approach to quality improvement, which involves systematic performance analysis, testing and learning, and implementing change ideas. He also highlighted the importance of client focus and a team approach to quality improvement.
The French Revolution, which began in 1789, was a period of radical social and political upheaval in France. It marked the decline of absolute monarchies, the rise of secular and democratic republics, and the eventual rise of Napoleon Bonaparte. This revolutionary period is crucial in understanding the transition from feudalism to modernity in Europe.
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Palestine last event orientationfvgnh .pptxRaedMohamed3
An EFL lesson about the current events in Palestine. It is intended to be for intermediate students who wish to increase their listening skills through a short lesson in power point.
Synthetic Fiber Construction in lab .pptxPavel ( NSTU)
Synthetic fiber production is a fascinating and complex field that blends chemistry, engineering, and environmental science. By understanding these aspects, students can gain a comprehensive view of synthetic fiber production, its impact on society and the environment, and the potential for future innovations. Synthetic fibers play a crucial role in modern society, impacting various aspects of daily life, industry, and the environment. ynthetic fibers are integral to modern life, offering a range of benefits from cost-effectiveness and versatility to innovative applications and performance characteristics. While they pose environmental challenges, ongoing research and development aim to create more sustainable and eco-friendly alternatives. Understanding the importance of synthetic fibers helps in appreciating their role in the economy, industry, and daily life, while also emphasizing the need for sustainable practices and innovation.
How to Split Bills in the Odoo 17 POS ModuleCeline George
Bills have a main role in point of sale procedure. It will help to track sales, handling payments and giving receipts to customers. Bill splitting also has an important role in POS. For example, If some friends come together for dinner and if they want to divide the bill then it is possible by POS bill splitting. This slide will show how to split bills in odoo 17 POS.
1. TRINITY INSTITUTE OF PROFESSIONAL STUDIES
Sector – 9, Dwarka Institutional Area, New Delhi-75
Affiliated to Institution of G.G.S.IP.U, Delhi
Course: BBA (G)
Subject :Sales Management
Paper ID : 17303
Theories of Selling
Mr. Pramod Kumar Nayak
Asst. Professor
2. TRINITY INSTITUTE OF PROFESSIONAL STUDIES
Sector – 9, Dwarka Institutional Area, New Delhi-75
Theories of Selling
The theories of selling emphasizes on “what to do”
and “how to do” rather than “why”. There are four
theories of selling such as:
1.“AIDAS” theory
2.“Right set of circumstances” theory
3.“Buying-formula” theory
4.“Behavioural equation” theory.
“AIDAS” theory and “Right set of circumstances” theory is seller oriented.
“Buying-formula” theory is buyer oriented and “Behavioural equation”
theory emphasizes the buyer’s decision process but also takes the sales
person’s influence process into account.
3. TRINITY INSTITUTE OF PROFESSIONAL STUDIES
Sector – 9, Dwarka Institutional Area, New Delhi-75
Theories of Selling
(AIDAS Theory)
Attention
Interest
Desire
Action
SatisfactionAIDAS
AIDAS theory, after the initials of the five words used to express it
(attention, interest, desire, action and satisfaction). During the successful
selling interview, according to this theory, the prospects mind passes
through five successive mental states: Attention, Interest, Desire, Action
and Satisfaction consciously, so the presentation must lead the prospect
through them in the right sequence if a sale is to result.
4. TRINITY INSTITUTE OF PROFESSIONAL STUDIES
Sector – 9, Dwarka Institutional Area, New Delhi-75
Theories of Selling
(AIDAS Theory)
The seller has to accomplish the presentation task in the
following sequence according to the theory:
• Securing Attention: The main aim is to put the prospect into a
receptive state of mind so that the prospect pay attention to
the presentation. The sales person must establish good
rapport at once. Favourable first impressions are to be assured
in first step.
• Gaining Interest: The second goal is to intensify the prospect’s
attention so that it evolves into strong interest. Many
techniques are used to gain interest such as showing visual
aids, flipcharts, technical aids etc.
5. TRINITY INSTITUTE OF PROFESSIONAL STUDIES
Sector – 9, Dwarka Institutional Area, New Delhi-75
Theories of Selling
(AIDAS Theory)
• Kindling Desire: The third goal is to kindle the prospect’s
desire to the ready- to – buy point. The sales person must keep
the conversation running along the main line toward the sale.
The objections to be handled carefully and the desire of the
buyer to be aroused.
• Inducing Actions: The presentation may arouse strong desire
in the buyer’s mind to buy but the sales person must induce
the prospect to act – that the prospect to buy as buying is not
automatic. The sales person will try to find out the right time
to close the sale with the positive action from the buyer’s
agreement to buy.
6. TRINITY INSTITUTE OF PROFESSIONAL STUDIES
Sector – 9, Dwarka Institutional Area, New Delhi-75
Theories of Selling
(AIDAS Theory)
• Building Satisfaction: After the customer has given
the order, the sales person should reassure the
customer that the decision was correct. The sales
person should left an impression in the buyer’s mind
that he mere helped the buyer to decide to buy.
7. TRINITY INSTITUTE OF PROFESSIONAL STUDIES
Sector – 9, Dwarka Institutional Area, New Delhi-75
Theories of Selling
(“Right Set Circumstances” Theory of Selling)
This theory sometimes called “Situation-Response”
theory and it emphasizes on creating a right
circumstance or situation by the sales person so that he
succeeds in securing the attention and gaining the
interest of the prospect, and if the sales person
presents the proper stimuli or appeals, the desired
response (that is the sale) will result.
This is a seller-oriented theory and stresses upon the
sales person controlling the situation.
8. TRINITY INSTITUTE OF PROFESSIONAL STUDIES
Sector – 9, Dwarka Institutional Area, New Delhi-75
Theories of Selling
(“Buying Formula” Theory of Selling)
This is a buyer oriented theory and it emphasizes on the
buyer’s side of the buyer-seller dyad. The buyer’s needs
or problems receive major attention, and the sales
person’s role is to help the buyer to find solutions.
This theory treats the job of a sales person as problem
solving. The purchase must solve buyer’s problem and
when the purchase gives satisfaction the buyer-seller
relationship will continue.
9. TRINITY INSTITUTE OF PROFESSIONAL STUDIES
Sector – 9, Dwarka Institutional Area, New Delhi-75
Theories of Selling
(“Buying Formula” Theory of Selling)
10. TRINITY INSTITUTE OF PROFESSIONAL STUDIES
Sector – 9, Dwarka Institutional Area, New Delhi-75
Theories of Selling
(“Buying Formula” Theory of Selling)
To ensure purchase , the product or service and the trade
name (that the source of supply ) must be considered
adequate, and the buyer must experience a (pleasant) feeling
of anticipated satisfaction when thinking of the product
and/or service and/or the trade name.
11. TRINITY INSTITUTE OF PROFESSIONAL STUDIES
Sector – 9, Dwarka Institutional Area, New Delhi-75
Theories of Selling
(“ Behavioural Equation” Theory of Selling)
J.A Howard explains buying behavior in terms of the purchasing
decision process , viewed as phases of the learning process.
Four essential elements of the learning process included in the
stimulus-response model are drive, cue, response and
reinforcement, described as follows:
1. Drives : are strong internal stimuli that impel the buyer’s
response, and are of two kinds:
a) Innate drives: stem from the physiological needs, such as
hunger, thirst, pain, cold and sex.
b) Learned drives: such as striving for status or social approval,
are acquired when paired with satisfying of innate drives, in
marketing the learned drives are dominant in economically
advanced societies.
12. TRINITY INSTITUTE OF PROFESSIONAL STUDIES
Sector – 9, Dwarka Institutional Area, New Delhi-75
Theories of Selling
(“ Behavioural Equation” Theory of Selling)
2. Cues: are weak stimuli that determine when the buyer will
respond.
a)Triggering cues: activate the decision process for any given
purchase.
b)Non-triggering cues: influence the decision process but do not
activate it, and may operate at any time even though the buyer
is not contemplating a purchase.
Triggering cues take a buyer to the buying point and non-
triggering cues help in selecting the product and making a
purchase decision.
13. TRINITY INSTITUTE OF PROFESSIONAL STUDIES
Sector – 9, Dwarka Institutional Area, New Delhi-75
Theories of Selling
(“ Behavioural Equation” Theory of Selling)
Non-triggering cues are two kinds:
(i) Product cues: are external stimuli received from the
product directly, for example colour of the package,
weight, or price.
(ii) Informational cues: are external stimuli that provide
information of a symbolic nature about the product. Such
stimuli may come from advertising, conversation with other
people (including sales personnel) and so on.
14. TRINITY INSTITUTE OF PROFESSIONAL STUDIES
Sector – 9, Dwarka Institutional Area, New Delhi-75
Theories of Selling
(“ Behavioural Equation” Theory of Selling)
C) Specific product information cues may also function
as triggering cues . This may happen when price
triggers the buyer’s decision.
3. Response : is what buyer does.
4. A Reinforcement is any event that strengthens the
buyer’s tendency to arrive at a particular response.
15. TRINITY INSTITUTE OF PROFESSIONAL STUDIES
Sector – 9, Dwarka Institutional Area, New Delhi-75
Theories of Selling
(“ Behavioural Equation” Theory of Selling)
Howard incorporated these four elements into an equation:
B = P X D X K X V
Where B = Response of the buyer
P = Predisposition or force of habit
D = Drive level of the buyer or motivation to buy
K = “ Incentive potential” , that is the value of the
product or its potential satisfaction to the buyer.
V = Intensity of all cues : triggering, product or
informational
16. TRINITY INSTITUTE OF PROFESSIONAL STUDIES
Sector – 9, Dwarka Institutional Area, New Delhi-75
Theories of Selling
(“ Behavioural Equation” Theory of Selling)
The relation among the variables is multiplicative. Thus, if
any independent variable has a zero value, ‘B’ will also be
zero and there is no response. No matter how much ‘P’ is
there may be , if the individual is unmotivated (D = 0),
there is no response.
When ‘K’ value is more, ‘P’ increases in value, means
when the satisfaction is more the reinforcement occurs
and the tendency to make response in future increases
and as a result the buyer will buy the product next time
the cue appears.
17. TRINITY INSTITUTE OF PROFESSIONAL STUDIES
Sector – 9, Dwarka Institutional Area, New Delhi-75
Disclaimer: The PRESENTATION is prepared for use in classroom Instructional/Teaching & Learning purpose only,
Not to be used for any other purpose.
References:
Sales Management – Decisions, Strategies and Cases , Richard R Still, Edward W
Cundiff, Norman A P Govoni, Prentice Hall, 2009, pp. 22-29
Sales and Distribution Management, Sukhvinder Singh, Sun India Publications, 2013
Theories of Selling
18. TRINITY INSTITUTE OF PROFESSIONAL STUDIES
Sector – 9, Dwarka Institutional Area, New Delhi-75
Disclaimer: The PRESENTATION is prepared for use in classroom Instructional/Teaching & Learning purpose only,
Not to be used for any other purpose.