IS SELLING AN ART OR SCIENCE???

Selling theories
Group members

ANUJ
SNEHA
POOJA
ISHA
AFRAN
Selling theories contain

• 1)AIDAS-
attention,interest,desire,action,satisfaction
• 2)’Right set of circumstances theory-
• 3)buying formula-
• 4)Behavioral equation theory-
 AIDAS
ATTENTIO
N DESIRE

INTEREST

SATISFACTION
ACTION
 ATTENTION

Attention-can be grabbed by favorable first impressions like

proper attire, neatness, friendliness and genuine smile
 attention
• Opening remarks be about the prospect or
favorable comments about prospect’s business
desire

• By keeping the conversation running on the main

course
desire Overcoming objections

IF HE HADN’T TOLD
ME WHAT HIS
OBJECTION Obstacles must be faced and ways found
WAS, I NEVER to get around them
WOULD
HAVE BEEN
ABLE TO HELP!
desire

• Objections be answered, before they are raised

desire

• External interruptions cause break. After

resuming,summarise what has been said
desire

• Digressive remarks be disposed off tactfully with

finesse (distracting digression be handled bluntly)
ACTION

• Buying is not automatic and as a rule must be

induced
ACTION

• The trial close, close on a minor point and the trick

close are used to test the prospect’s reactions
ACTION

• ASK 4 ORDER DIRECTLY

SATISFACTION

• By thanking the customer for the order

SATISFACTION

• Reassure the customer that the decision was

correct
SATISFACTION

• Customer should be left with the impression that

the sales person merely helped in deciding
SATISFACTION

• The order is the climax of the selling situation-

possibility of anticlimax be avoided
SATISFACTION

• Sales person should not linger too long

Buying Formula Theory

This theory emphasize on the buyer. This theory

emphasizes on the needs or problems of the
buyer.The sales person assist the buyer in finding
an appropriate solution to the problem.This
solution may be in terms of a product or
service.This theory is based on the analysis of the
sequence of events that goes in the buyer’s mind
during the sales presentation.The theory is based
on the presumption that the sales person will take
care of the external factors.
RIGHT SET OF CIRCUMSTANCES
THEORY
• The advocates of this theory define that all the
circumstances, which led to the sales were
appropriate for the sales to have taken place. In
other words, if the sales person is successful in
securing the prospect’s attention, maintaining his
interest and inducing his desire to buy the product,
the sales will result. Moreover, if the sales person
is highly skilled, he will take control of the
presentation, which would lead to sales