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@9LS Cl SLLLlnC !C8S

W !uS@ uLLlvL8
W C8uL8 @L8S
W MlSSlCn8lLS
W SLLS LnClnLL8S
W C8L@lvL SLLLlnC
@LC8lLS Cl SLLLlnC
W luS @LC8 Cl SLLLlnC
W 8ulnC lC8MuL @LC8
W 8lC@ SL@ Cl Cl8CuMS@nCLS @LC8
W 8LvlCu8L LCu@lCn @LC8
luS @LC8 Cl SLLLlnC
W @@8C@ @@Ln@lCn
W SuS@ln ln@L8LS@ nu C8L@L uLSl8L
W lnuuC@lCn C@lCn CL8ll C8!LC@lCn nu
CLCSL @L SLL
W 8ulLulnC S@lSlC@lCn C@lvl@lLS l@L8
@L SLL
8lC@ SL@ Cl Cl8CuMS@nCLS
@LC8
W l@ summarlzed as 'everyLhlng was rlghL for
LhaL sale'
W @he more skllled a sales person ls ln handllng
Lhe clrcumsLances Lhe beLLer ls Lhe response
W @he seL of clrcumsLance refer Lo boLh Lhe
lnLernal facLors affecLlng Lhe prospecL
8uylng formula @heory
W lL seeks answers Lo why a consumer buys whaL
he does
W lL emphaslses Lhe problem solvlng [ob of a
salesman
W need or 9roblem producL brand
purchase saLlsfacLlon
8ehavloural LquaLlon @heory
W lL explalns buylng behavlour as phases of Lhe
learnlng process resulLlng lnLo purchaslng
W lL can Lrlgger Lhe declslon maklng or may noL
Lrlgger lL
W lnformaLlon cues provlde lnformaLlon of a
symbollc naLure abouL Lhe producL