The hierarchical model representing the stages a salesperson must take a customer through in the personal selling process is the _________ _ model.
A) hierarchy of effects
B) AIDA
C) innovation-adoption
D) information processing

Question

Quizplus · Accepted Answer

The AIDA model (Attention, Interest, Desire, Action) is the hierarchical model that represents the stages a salesperson must take a customer through in the personal selling process. It outlines the steps a salesperson should follow to persuade a potential customer to take action, starting with gaining their attention, generating interest, creating desire, and encouraging action.

The Hierarchical Model Representing the Stages a Salesperson Must Take