Sales & Distribution Management (2005) Martin Khan. Instructor Abdel Fatah Afifi MA&T, MBA, BA, ACPA, CPT 1 st Semester 2009/2010. Chapter 9. Theories of Personal Selling. AIDAS Theory of Selling. The initials of the Five words used to express AIDAS : A ttention, I nterest, D esire,
Sales & Distribution Management (2005)Martin Khan
Abdel Fatah Afifi
MA&T, MBA, BA, ACPA, CPT
1st Semester 2009/2010
Theories of Personal Selling
The initials of the Five words used to express AIDAS :
are the skeleton around which many sales functions are organized.
According to this theory, the prospect goes through five mental stages before taking the decision to purchase or not to purchase.
The sellers' job is to lead the customer in such a way that the sales can be made.
It can be done with the help of:
It depends on the smartness of the sales person.
The sales person must take into account:
Buying Formula Theory