Various theories of selling have been developed overtime. 3. But he should be flexible because a formula will become irrelevant when the state of business changes. The motivation is a drive that forces an individual to work in a certain way. Product-Oriented Selling Theory. “Right Set of Circumstances” theory of selling 3. Theory of Personal selling – List. Stakeholder Map . It is the energy that pushes us to work hard to accomplish the goals, even if … Plagiarism Prevention 4. The idea behind personal selling is that the salesperson should be aware of the need to divide his time judiciously between existing and potential customers depending upon the type of industry and the state of business in the industry. – Discussed. In purchasing, the “solution” involves two parts: 2. Several theories are given in selling and it is claimed that the salesman must select from one of them. Howard believed that selling effort and buying action variables are multiplicative rather than additive. People Are Selling Dirt, Rag , Clothes Whatever They Got and That’s how You need to be in a Different Pack; Don’t Follow Sales Structure - Just Follow The “Value Structure” Sell Solution Not Fear; Choose Clients Wisely; Use the Same Product Before Selling It; If You’re Not Sure about any Product or Services - Simply Don’t Sell It THEORIES OF SELLING Old Approach Generally the selling theories emphasized ‘What to do’ and ‘How to do’ rather than ‘Why to do’. Report a Violation, Personal Selling and Advertising (12 Differences). It includes various points such as:-1.Face to Face Interaction-This is the first features of personal selling and it means that there is face to face interaction between buyers and sellers. The seller tries to understand the needs of the buyers and provide the product matching the customer needs. Theories of Selling. Throughout the interest phase, the hope is to search out the selling appeal that is most likely to be effective. These theories tend to concentrate on how consumers spend money, what causes them to spend more money, and how the spending of consumer money should impact the planning and strategies practiced by businesses. In retail, sales representatives interact with customers who come to the business in pursuit of products or services. A good beginning of conversation may set the stage for a full sales presentation. The brand name, manufacturer or the salesperson of the particular brand name: The product or service (Brand name) must be considered adequate to satisfy the need and the buyer must experience a pleasant feeling or anticipated satisfaction. Some of these theories of selling include, AIDAS, the right situation theory and the buying formula, to name a few. A reinforcement is any event that strengthens the buyers’ tendency to make a particular response. The 4 types of selling. The salesperson should sense the prospect’s mind and brief his talks. The theories of personality have been grouped as:Psychoanalytic Theory, Socio-Psychological Theory, Trait Theory and Self Theory. Personal selling is more of an art. This theory, sometimes called the “situation-response” theory. This action initiates the curiosity to know more about the product in customer’s mind. Copyright 10. The passion you carry for what you do and what you are selling is a selling point in itself. The name “buying formula” was given to this theory by strong. Your email address will not be published. The prospect has no say in the whole selling process and plays a, In a case where the prospect is not fully assured with his/her purchase, may even face the situation of, It emphasized the presentability and interactive skills of the sales personnel, along with giving liberty to take decisions for closing the sales deals, which. Therefore, Howard incorporated these four elements into a behavioural equation that is: P = Response or internal response tendency, i.e. Three major aspects of personal selling are; Professionalism. | Certified Educator The four main personality theories are the following: Psychoanalytic, trait, humanistic, and social-cognitive. The lowest rung of selling is transaction selling (trust us when we say it is barely selling). The GE Matrix The Marketing Environment . Role of personal selling as a tool of direct marketing:-There are a large number of definitions of personal selling in literature. Each step of the process has sales-related issues, skills, and training needs, as well as marketing solutions to improve each discrete step. Content Guidelines 2. In 1962, a cultural theorist Raymond Williams explained how advertising had swept the goal of selling goods and is more associated with teaching social and personal values, which is promptly entering politics too. Very often there may be some hesitation on the part of the prospect at this stage. Selling is a wide subject, covering many selling methods, sales theories, models and sales training methods. “Right Set of Circumstances” theory of selling. Happily much sales development theory takes this positive direction. One such theory is the “Need Satisfaction” theory. Selling is a wonderful profession when approached ethically, constructively and helpfully. What is the simplest personal selling theory? Brochures and other visual aids serve the same purpose. Personal Selling :- Also known as face-to-face selling. Insurance companies sell their retir… The salesperson tries to highlight various features of the product to convince the customer that it will only add value. Selling is a key element of a company's promotional mix. The first two of the four above-mentioned theories, are seller oriented and the third one is buyer’s oriented. This ensure the purchase. V = Intensity of all cues: triggering, product or informational. The fourth one emphasizes the buyer’s decision process but also takes the sales­person’s influence process into account. Do certain personality traitsmake people better suited to leadership roles, or do characteristics of the situation make it more likely that certain people will take charge? This is used when objectives are set to evaluate the Strengths, Weaknesses, Opportunities and Threats facing the organisation. After the sale has been made, the salesperson should ensure that the customer is satisfied with the product. The consumer decision making process Porters Five Forces . The objective is to put the prospect into the right state of mind to continue the sales talk. Disclaimer 9. TOS 7. It is one-on-one interaction between a salesperson and a prospect. The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. AIDAS theory of personal selling 2. 2. AIDAS theory of personal selling Securing Attention Gaining Interest Kindling Desire Inducing Action Building Satisfaction “Right Set Of Circumstances” Theory Of Selling “Everything was right for that sale” sums up this theory. Evolution of Personal Selling As we begin the 21 st century, selling continues to develop, becoming more professional and more relational Industrial Revolution Post-Industrial Revolution War and Depression Modern Era 1800s 1900s 2000s Selling function became more structured Peddlers selling … Cues are weak stimuli that determine when the buyer will respond. Passion – People don’t just buy into the product or service you are selling, they buy into you personally. This theory, popularly known as AIDAS theory (attention, interest, desire, action and satisfaction), is based on experimental knowledge. Yet, it is realizing that proper training can enhance the skills of good salesmen. 1. Ads touch our values, emotions, and the underlying beliefs. If you have a link with great content related to this wiki, you can add it at Selling Theories (links) The buyer develops interest in buying a solution. Personal selling uses in-person interaction to sell products and services. Privacy Policy 8. Related Questions. The process of influencing others to buy may be viewed from four different angles on the basis of different theories: thus there are four theories of selling viz. “Right Set of Circumstances” theory of selling. This is a ready-to-buy point. Theories of Motivation Definition: There are several Theories of Motivation that are developed to explain the concept of “Motivation”. the act of purchasing a brand or a particular supplier. “Behavioral Equation” theory. Please see our Marketing Theories - SWOT Analysis post for a full explanation. The salesperson should very carefully handle this stage and try to close the deal effectively. There are at least 4: 1. Triggering cues activate the decision process whereas new triggering cues influence the decision process. The features of personal selling define the particular characteristics which are related to personal selling. The Personality refers to the distinct traits, thoughts, feelings, actions and characteristics of an individual that differentiates him from other individuals. Image Guidelines 5. Drive is a strong internal stimuli that impel buyers’ response. Personal selling is an approach that individualizes the sales process. Discuss in detail the theories of selling with its uses in personal selling. When we look at the le… Sellers humanize themselves and show they’re there to help prospects, not sell at them. The theories are based upon the practical and experimental knowledge accumulated from the years of “ living in the market”, rather than on … Once the buyer has asked the seller to pack the product, then it is the responsibility of the seller to reassure the customer that the decision was correct. This theory purports to answer the question: What thinking process goes on in the prospects’s mind that causes the decision to buy or not to buy? “Buying Formula” theory of selling. Privacy. The major emphasis of the theory is that a particular circumstance prevailing in a given selling situation will cause the prospect to respond in a predictable way. As a result, different theories have been proposed. Time is saved and the chances of making a sale improved if objections are anticipated and answered before the prospect raises them. The rep asks questions, listens to buyer concerns and … Advertisements are organised magic’s that hide the real intention of the selling house, which is to sell a product to make profits. Nothing wrong with Mr. Berstein's answer but to be more explicit. Personal selling is a goal-directed activity, therefore, the chances of wastage of efforts are minimum in personal selling in comparison to advertising. Description: Personal selling is a face-to-face selling technique by which a salesperson uses his or her interpersonal skills to persuade a customer in buying a particular product. 2. According to this theory potential buyer’s mind passes through the following stages: It is the crucial step in the AIDAS process. Of personal selling to consumers takes place through retail and direct-to-consumer channels that differentiates him from other individuals help... The Set of Circumstances ” theory regarding selling as an art or a response... 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