Department of MBA

Subject :- “ Personal Selling Lab ”

Topic: Theories of Personal Selling

Presented By:
Prof. Vivek Vinayakrao Wankhede
Assistant Professor in Dept. Of MBA
MBA(Marketing + HR), MA (Psychology-p), BE(Bio-Medical), B.Ed
 Department of MBA
Buying Formula Theory of Selling
What thinking process goes on in the prospects' mind that
causes the decision to buy or not to buy? The name “buying
formula” was given to this theory by strong.
The theory is based on the fact that there is a need or a
problem for which a solution must be found which would
lead to purchase decision, as shown below:
 
Need / Problem Solution Purchase

B Y P R O F. V I V E K V I N AYA K R A O WA N K H E D E
 Department of MBA
Buying Formula Theory of Selling
Whenever an individual feels a need, he is said to be
conscious of a deficiency of satisfaction. The solution will
always be a product or service or both and they may belong
to a producer or seller. The buyer develops interest in buying
a solution.
In purchasing, the “solution” involves two parts:
1. Product or service or both,
2. The Need brand name, manufacturer
/ Problem Solution or the salesperson
Purchase of the
particular brand name:
The product or service (Brand name) must be considered
B Y P R O F. Vadequate
I V E K V I N AYAtoK Rsatisfy
A O WA Nthe
K H E Dneed
E and the buyer must experience
 Buying Formula Theory of Selling
Department of MBA
Whenever an individual feels a need, he is said to be
conscious of a deficiency of satisfaction. The solution will
always be a product or service or both and they may belong
to a producer or seller. The buyer develops interest in buying
a solution.
In purchasing, the “solution” involves two parts:
1. Product or service or both,
2. The brand name, manufacturer or the salesperson of the
particular brand name:
Need / Problem Product Trade/Brand Purchase Satisfaction

B Y P R O F. V I V E K V I N AYA K R A O WA N K H E D E
 Department of MBA

B Y P R O F. V I V E K V I N AYA K R A O WA N K H E D E
 Department of MBA

“Behavioral Equation” Theory

https://www.vskills.in/certification/tutorial/behavioral-equatio
n-theory/

https://www.youtube.com/watch?v=125ICBd7Yak

https://www.youtube.com/watch?v=Me2L8RYumcQ
B Y P R O F. V I V E K V I N AYA K R A O WA N K H E D E
 Department of MBA
Personal Selling Theories

https://www.vskills.in/certification/tutorial/buying-form
ula-theory-of-selling/

https://www.vskills.in/certification/tutorial/behavioral-e
quation-theory/

B Y P R O F. V I V E K V I N AYA K R A O WA N K H E D E
 Department of MBA
Coursera Course

https://
www.coursera.org/specializations/the-art-of-sales-mast
ering-the-selling-process#courses

https://
www.coursera.org/learn/account-management#syllabus

B Y P R O F. V I V E K V I N AYA K R A O WA N K H E D E
 Department of MBA

Content From: https://www.managementstudyguide.com/job-analysis.htm

B Y P R O F. V I V E K V I N AYA K R A O WA N K H E D E
 Department of MBA

THANK YOU
Presented By:
Prof. Vivek Vinayakrao Wankhede
Assistant Professor in Dept. Of MBA
MBA(Marketing + HR), MA (Psychology-p), BE(Bio-Medical), B.Ed