The mental-states, or formula approach, to personal selling assumes that buyers must be led through four mental states, which occur in this order:
A) Interest, attention, desire, action.
B) Attention, desire, interest, action.
C) Curiosity, interest, conviction, purchase.
D) Attention, interest, desire, action.
E) Listening, considering, aspiring, deciding.

Question

Quizplus · Accepted Answer

The mental-states approach to personal selling assumes that buyers go through four mental stages in the following order: attention, interest, desire, and action (AIDA). First, the salesperson must grab the prospect's attention, then generate interest in the product or service, create a desire for it, and finally prompt the prospect to take action, such as making a purchase. Choice D is the only option that reflects the correct order of mental states.

The Mental-States, or Formula Approach, to Personal Selling Assumes That