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  • Aida Theory of Selling

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    Jyotpreet Singh
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    The document outlines the AIDA theory of selling, which describes the stages a consumer's mind passes through when making a purchase. The stages are Attention, Interest, Desire, and Action. Attention involves attracting the consumer's notice, Interest adds generating their interest in the product or service, Desire is about convincing them of its benefits, and Action pushes them to make the purchase. Satisfaction follows to create loyal, repeat customers who provide word-of-mouth advertising. The theory provides guidance on techniques to move consumers through each stage using demonstrations, addressing objections, highlighting features and benefits, and emphasizing value.

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    Aida Theory of Selling

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    The document outlines the AIDA theory of selling, which describes the stages a consumer's mind passes through when making a purchase. The stages are Attention, Interest, Desire, and Action. Attention involves attracting the consumer's notice, Interest adds generating their interest in the product or service, Desire is about convincing them of its benefits, and Action pushes them to make the purchase. Satisfaction follows to create loyal, repeat customers who provide word-of-mouth advertising. The theory provides guidance on techniques to move consumers through each stage using demonstrations, addressing objections, highlighting features and benefits, and emphasizing value.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Als PPT, PDF, TXT herunterladen oder online auf Scribd lesen
    Markieren Sie unangemessene Inhalte
    374 Ansichten16 Seiten

    Aida Theory of Selling

    Hochgeladen von

    Jyotpreet Singh
    The document outlines the AIDA theory of selling, which describes the stages a consumer's mind passes through when making a purchase. The stages are Attention, Interest, Desire, and Action. Attention involves attracting the consumer's notice, Interest adds generating their interest in the product or service, Desire is about convincing them of its benefits, and Action pushes them to make the purchase. Satisfaction follows to create loyal, repeat customers who provide word-of-mouth advertising. The theory provides guidance on techniques to move consumers through each stage using demonstrations, addressing objections, highlighting features and benefits, and emphasizing value.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Als PPT, PDF, TXT herunterladen oder online auf Scribd lesen
    Markieren Sie unangemessene Inhalte
    von 16

    AIDA THEORY OF SELLING

    The Sales Process


    Prospecting/ Qualifying Preapproach/ Planning

    Identifying Needs

    Identifying Needs

    Approach

    Presentation

    Handling Objections Negotiation Closing the Sale Follow up

    What is AIDAS
    The stages through which the consumers mind passes. AIDA is an acronym used in marketing
    A - Attention : I - Interest : D - Desire : A - Action : S - Satisfaction :

    A- Attention
    To attract the attention of the customer. Do it as early as possible. Display of product can help here. Differentiate your message with something that catches the prospects attention.

    I- Interest
    To get the customer interested by holding attention as long as possible. Do it by specifying interesting facts, demonstrating its features, advantages and benefits. Appeal to your prospect's needs and wants to get him interested in the wares.

    D- Desire
    Convincing the customers of the products advantage and its ability to satisfy specific needs.
    Do this by showing the product actually in use, or ask the prospect to try it. If possible prove the benefits. Support your claims with facts, certificates, references of satisfied customers. Earn his confidence, remove mental reservations, demonstrate genuine behavior, offer tests, guarantees, warrantees, testimonials, case histories. Listen carefully here. Handle objections properly.

    A- Action
    To push customers toward actually purchasing the product. Do this by offering a trial, justifying the price, handling objections.

    S- Satisfaction
    To get the customer satisfied so that they could be a repeat customer and so they could give word-of-mouth to the particular product. Do this by your own behavior and service, keeping up promises, making prompt adjustments, claims, etc. Teach or remind prospect to use the product / service. Both before as well as after the sale, provide details on how best to use your wares.

    Summary (What makes a Good Sales Presentation)

    Sales Techniques

    Product Knowledge

    Operational Knowledge

    Customer Service

    Points to ponder
    Are you using the right presentation style? Did you built trust? Did your sales technique build value for the customer? Do you know about your product? Did features get explained as benefits? Do you know how to complete the sale from an operational view? Did you treat the customer in a way that would gain their respect? Did you provide the level of service needed?

    A Key to Success

    Get Close to Your Customer and LISTEN!

    You are part of the total product

    Activity
    How would you use the AIDAS model to sell : Table fan Cement A sewing machine Mobile phone Flats Plots of Lands Boat Vacuum cleaner Cameras Car Cookies Insurance Plans for Building Computer systems Long distance calling plan Financial services

    Customer Case Study


    Total no. of bags = 400 Ultratech price = Rs 260/- per bag Total cost = Rs 104000/Diff. in price with ACC = Rs 8/- per bag Total diff. = Rs 3200/Ultratech customer scheme = Rs 1200/Total cost diff. = Rs 4400/% of investment = 4 %

    ACC Cement
    4% more costly Benefits
    Brand Equity - Rs ___ Quality - Rs ___ Reliability - Rs ___ Reputation - Rs ___ Rewards - Rs ___ Service - Rs ___

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