Upload
arun-menon
View
3
Download
0
Embed Size (px)
DESCRIPTION
Sales and Marketing lecture series
Citation preview
Selling Process and Theories of Selling
Dr. Sushil S. Chaurasia Assistant Professor, SIIB
SALES THEORIES
AIDAS Theory
Attention Interest Desire Action Satisfaction
Source: Bonoma,T., Major sales: Who really does the Buying?, Harvard Business Review, July,2006.
ORGANISATIONAL BUYING BEHAVIOUR MODEL
RELATIONSHIP SELLINGClasses of salespeople relational behaviors: customer oriented selling, adaptive selling, organizational citizenship behaviors and team selling.
Organizational citizenship behaviors (OCB) areSportsmanshipCivic virtue Conscientiousness Altruism
ExerciseThink and reflect on statement, "Sell benefits not features of product or service.Use Business buying model for purchase of Safety Shoes for a chemical Company and discuss the limitations of this model?If relationship are source of enduring competitive advantage, should all firms practice relationship marketing?Salesman: Born or Made?Strategic, Operational and Tactical role of a Salesman.
For Exercise 03
1-*
*