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THEORIES OF SELLING

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THEORIES OF SELLING Selling Theory 1. “AIDAS” Theory:   Where A stands for Attention I stand for Interest D stand for Desire A stand for Action S stand for Satisfaction Please refer previous blog. 2. Right set of circumstances: This theory is situation response theory . 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. Sales personnel try to apply this theory; although they experience difficulties in many rightful selling situations as it cannot be manipulated. The set of circumstances includes external and internal factors which the salesperson tries to create favorable for getting desired response from a given situation. This theory is known as seller-oriented theory and it stresses that the salesman must control the situation in such a way as to produce a sale ultimately. It stresses the importance of the salesperson controlling the situation.
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COHEN AND PLOG THEORY

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Butler’s Tourist Area Life Cycle (TALC)

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Butler’s Tourist/Destination Area Life Cycle (TALC) Tourism Area Life Cycle (TALC) is a model developed by  Butler  to explain the stages involved in the development of a tourism destination. TALC model has identified six stages involved in the life cycle of a tourism destination. Tourism Area Life Cycle (TALC) article first appeared in (Butler 1980). Butlers TALC model can be used as a tool for tourism destination planning. These stages include; 1.       EXPLORATION 2.       INVOLVEMENT 3.       DEVELOPMENT 4.       CONSOLIDATION 5.       STAGNATION AND 6.       DECLINE/  REJUVENATION The Six Stages of Tourist Area Evolution The Exploration Stage Small numbers of tourists Based on primary tourist attractions. These maybe natural or cultural. No secondary tourism attractions. Tourism has no economic or social significance to local residents. The Involvement Stage Local residents become involved in tourism Emergence of s
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Short Notes on Gray’s Interpretation on Travel Motivation

WONDERLUST AND SUNLUST Wanderlust and sunlust both are the factors of motivation that create the desire in people to travel. wanderlust is described as the desire to exchange the known for the unknown. People's motive to travel is to go from familiar environment to unfamiliar, to leave things, places to go and see different places, people and cultures or architecture of the past. This also involves seeing current fashions, music, attending seminars, etc. Their leading force to travel is curiosity. This type of tour is related to cultural tour and is of the short term. Sunlust lovers are the adventure travellers. Their activities are conducted out-door. They are mostly young tourists who prefer to take part in sport, trekking, rafting, mountaineering, etc. Most popularly they are the people who enjoy sea beaches and spas. The duration of their travel is of long term compared to wanderlust tourists.
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UNDERSTANDING BUYER

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UNDERSTANDING BUYER BUY can be defined as the product that is obtained in exchange for payment. A   buying   process is the series of steps that a consumer will take to make a   purchasing   decision. A standard model of consumer purchase decision-making includes recognition of needs and wants, information search, evaluation of choices, purchase, and post-purchase evaluation. Need to understand: ·                      Why consumers make the purchases that they make? ·                      What factors influence consumer purchases? ·                      The changing factors in our society. Consumer Buying Behaviour refers to the buying behaviour of the ultimate consumer. A firm needs to analyze buying behaviour for: ·                      Buyer’s reactions to a firms marketing strategy has a great impact on the firm’s success. ·                      The marketing concept stresses that a firm should create a  Marketing Mix  (MM) that satisfies (gives utility to) cust
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