Scribd Logo
Upload

Welcome to Scribd!

  • Lecture # 2 Topic: Personal Selling

    Uploaded by

    Megha Rani Sumanth
    9 views4 pages
    This lecture discusses the diversity of personal selling situations and theories of selling. Personal selling is categorized into three groups: service selling, developmental selling, and developmental selling requiring unusual creativity. Theories of selling covered include the AIDAS theory, right set of circumstances theory, buying formula theory, and behavioral equation theory.

    Original Description:

    Original Title

    Lecture 2222

    Copyright

    © Attribution Non-Commercial (BY-NC)

    Available Formats

    PPT, PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    Report this Document
    This lecture discusses the diversity of personal selling situations and theories of selling. Personal selling is categorized into three groups: service selling, developmental selling, and developmental selling requiring unusual creativity. Theories of selling covered include the AIDAS theory, right set of circumstances theory, buying formula theory, and behavioral equation theory.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    9 views4 pages

    Lecture # 2 Topic: Personal Selling

    Uploaded by

    Megha Rani Sumanth
    This lecture discusses the diversity of personal selling situations and theories of selling. Personal selling is categorized into three groups: service selling, developmental selling, and developmental selling requiring unusual creativity. Theories of selling covered include the AIDAS theory, right set of circumstances theory, buying formula theory, and behavioral equation theory.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 4

    Lecture # 2

    Topic : Personal Selling


    Diversity of Personal Selling
    Situations
    • Service Selling (Group A)
    – Inside Order Taker
    – Delivery Salesperson
    – Route or Merchandising Salesperson
    – Missionary
    – Technical Salesperson

    • Developmental Selling (Group B)


    – Creative Salesperson of Tangibles
    – Creative Salesperson of Intangibles

    • Developmental Selling requiring unusual creativity (Group C)


    – Political, Indirect or Back -door Salesperson
    – Salesperson engaged in multiple sales
    Diversity of Personal Selling
    Situations
    • Order Takers (Response Selling)
    • Order Creators
    • Order Getters
    – Front line Salespeople
    – Sales support Salespeople
    Theories of Selling
    • AIDAS Theory of Selling (Formulated approach)

    • Right Set of Circumstances Theory of Selling


    (Situation-Response Theory) (Canned Approach)

    • Buying Formula Theory of Selling

    • Behavioural Equation Theory of Selling

    You might also like