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

Question

Quizplus · Accepted Answer

The AIDA model stands for Attention, Interest, Desire, and Action. This model outlines the stages that a salesperson must move a customer through in order to make a sale. The salesperson must capture the customer's attention, generate interest in the product or service being sold, build desire for the product or service, and then encourage action, whether that be making a purchase or scheduling a follow-up meeting.

The Hierarchical Model Representing the Stages a Salesperson Must Take