formula selling
Definition:
A structured sales presentation designed to move the prospective buyer through the stages of Attention, Interest, Desire and Action (AIDA).
Cross-References:
[AIDA]
[hierarchy-of-effects]
Links:
Figures:
© Westburn Publishers Ltd 2002, The Westburn Dictionary of Marketing edited by Michael J Baker, ISBN 978-0-946433-01-8. www.themarketingdictionary.com. Entry: [Michael J. Baker],.