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Unit 2 - Theories of Selling - Coggle Diagram
Unit 2 - Theories of Selling
SELLING THEORIES: BUYING FORMULA THEORY
Buyer-Centric Approach:
Emphasis on buyer's needs
Salesperson as an assistant
Sequence of Events:
Buyer's thought process
Factors influencing the decision
The Buying Formula:
Need → Solution → Purchase → Satisfaction
Outcome and Relationship:
Impact on continuous relationship
Satisfaction as a result
Inferences:
Emphasis based on circumstances
Connecting needs and products
Recognizing brand associations
Competition and brand adequacy
"RIGHT SET OF CIRCUMSTANCES" THEORY OF SELLING
"Situation-Response" Theory:
Psychological origin
Predictable prospect response
Internal and External Circumstances:
Controlling the situation
Seller-oriented approach
Securing Desired Response:
Attention and interest
Proper stimuli or appeals
Skill and Predictability:
Salesperson's influence
Handling circumstances effectively