AIDA is for advertising copy not personal selling. I think.
Personal Selling Example: Ticket Scalping
"Hey you!" - Attention
"Are you looking for tickets to the game?" - Interest
"I have two tickets in the fourth row for $100." - Desire
"Do you want them?" - Action
#12
MitchM
more or less
That's how I do it more or less - also, lots of conversations leading up to the same conclusions.
MitchM
#13
Marcus
Quote:
Originally Posted by AZBroker
Personal Selling Example: Ticket Scalping
"Hey you!" - Attention
"Are you looking for tickets to the game?" - Interest
"I have two tickets in the fourth row for $100." - Desire
"Do you want them?" - Action
I stand corrected.
#14
SalesGuy
Thomas you might give "AIUAPR" a try in your online search.
#15
Thomas
Quote:
Originally Posted by SalesGuy
Thomas you might give "AIUAPR" a try in your online search.
I will read it over the weekend and try to make sense of it. Thank you.
#16
marky
Someone told me that AIDA mirrors the way people make their buying decisions, What goes on in their minds, so businesses subsequently used it to market and advertise their products. Using it to sell would seem to make pretty good sense.
That's a good find Thomas. I like this general model in particular:
Quote:
A general model of the buyer decision process consists of the following steps:
Want recognition;
Search of information on products that could satisfy the needs of the buyer;
Alternative selection;
Decision-making on buying the product;
Post-purchase behavior
__________________
#18
JacquesWerth
Quote:
Originally Posted by marky
Someone told me that AIDA mirrors the way people make their buying decisions, What goes on in their minds, so businesses subsequently used it to market and advertise their products. Using it to sell would seem to make pretty good sense.
That is right.
The buying decision research was conducted in the late 1940s by the big three American Automobile Manufacturers. The result was called the “Five Step Buying Decision Model. The actual results were “AIDCA” – Attention, Interest, Desire, Conviction and Action (close) - not “AIDA.”
In the 1950s, many companies in various industries developed sales systems based on the research. For their own reasons, some of them decided to eliminate the Conviction step.
The intention of the developers of those sales systems was to manipulate people’s minds through the five decision steps. Over the years, the biggest problem with AIDCA has been the resistance caused by manipulation. Nevertheless, most of those systems worked far better than previous selling systems.
However, since the 1980s, the AIDCA model has gradually become obsolete due to the rapidly increasing phenomena of “Information Overload.”
#19
Gary Boye
Not only...
Quote:
Originally Posted by JacquesWerth
That is right.
The buying decision research was conducted in the late 1940s by the big three American Automobile Manufacturers. The result was called the “Five Step Buying Decision Model. The actual results were “AIDCA” – Attention, Interest, Desire, Conviction and Action (close) - not “AIDA.”
In the 1950s, many companies in various industries developed sales systems based on the research. For their own reasons, some of them decided to eliminate the Conviction step.
The intention of the developers of those sales systems was to manipulate people’s minds through the five decision steps. Over the years, the biggest problem with AIDCA has been the resistance caused by manipulation. Nevertheless, most of those systems worked far better than previous selling systems.
However, since the 1980s, the AIDCA model has gradually become obsolete due to the rapidly increasing phenomena of “Information Overload.”
Not only historically accurate, but a great overview which describes the evolution of a significant part of the philosophy behind sales systems.
#20
AZBroker
Quote:
Originally Posted by JacquesWerth
However, since the 1980s, the AIDCA model has gradually become obsolete due to the rapidly increasing phenomena of “Information Overload.”
Obsolete? How would you say the buying decision process has changed as a result of "information overload"?
