Theories of buying and selling

The consumer should be satisfied in all respects and all of his doubts should be cleared. Also the attitudes and the feelings toward the product should be clarified.

The set of circumstances can be both internal and external to the prospect. Sales — person must take all these into account in selecting the appeal to be emphasized. Throughout the interest phase, the hope is to search out the selling appeal that is most likely to be effective.

Emotional versus rational buying motives is a comparison of purchases driven by emotion and sentiment or rational thought processes.

buyer action theory

This theory tells about two types of factors which constitute the set of circumstances. It has its psychological origin in experiments with animals. Chicago: Sheldon School. Innate drives stem from psychological needs and learned drives such as striving for status or social approval.

He should establish a good rapport at once and should be a conversation opener. Related Articles:. Preview Unable to display preview. The salesperson should very carefully handle this stage and try to close the deal effectively. Phase III —Kindling Desire Here the interest of the consumer is to be converted into the desire for buying the product.

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Theories of Selling