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Overview: In 1898, the American advertising and sales pioneer developed a practical sales tool using the latest Scientific Management insights. He created his AIDA funnel model on customer studies in the US life insurance market to explain the mechanisms of personal selling. He held that the most successful salespeople followed a hierarchical, four layer process using the four cognitive phases that buyers follow when accepting a new idea or purchasing a new product. This paper from provenmodels explains the AIDA model that describes the basic process by which people become motivated to act on a purchase and is based on external stimuli from sales representatives.
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