The mental states, or formula, approach to personal selling assumes that buyers must be led through four mental states. In what order do these mental states typically occur?
A) motive, intent, commitment, action (MICA)
B) attention, desire, interest, purchase (ADIP)
C) curiosity, interest, conviction, purchase (CICP)
D) attention, interest, desire, action (AIDA)

Question

Quizplus · Accepted Answer

The AIDA model suggests that the mental states occur in the following order: Attention, Interest, Desire, and Action. First, the salesperson must grab the buyer's attention, then generate interest by highlighting the product or service's benefits, then create a desire for the product by demonstrating how it meets the buyer's needs, and finally push the buyer to take action by making a purchase.

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