Explain The Theory Of Selling And Buying Formula Theory Of Selling?


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The buying formula theory states that the purchase process is characterized by a psychological sequence of events that take place in the prospect's mind.
The sequence of events includes need recognition - solution - purchase - satisfaction
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Given by E.K. Strong Jr.
The steps in mental process involved in a purchase are

Need (or problem)   Solution   Purchase
Need (or problem)   Solution   Purchase   Satisfaction
Need (or problem)   Product and/or service   Purchase   Satisfaction/this.

  Adequacy   Adequacy  
Need (or problem)    Prod & Ser/or Trade name   Purchase   Satisfaction/this.
  Pleasant feeling   Pleasant feeling

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