Who proposed right set of circumstances theory?

Who proposed right set of circumstances theory?

This ensure the purchase. 3. Behaviour Equation Theory of Selling: This theory is a sophisticated version of the “right set of circumstances” and this theory was proposed by Howard, using a stimulus response model and using large number of findings from behavioural research.

Who gave buying formula theory?

14 The name “buying formula” was given to this theory by the late E.K. Strong, Jr., and the following step-bystep explanation is adapted from his teaching and writings.

What is stimulus response theory?

Stimulus Response Theory is a concept in psychology that refers to the belief that behavior manifests as a result of the interplay between stimulus and response. In other words, behavior cannot exist without a stimulus of some sort, at least from this perspective.

What is need satisfaction theory?

The need satisfaction theory is based on the interactive approach. The selling process is seen as one that involves mutual satisfaction, i.e. both the buyer and the seller gets satisfied. This theory is based on a win-win situation both for Sales Person and the Prospect or Customer.

What are the responsibilities of salesman?

Functions, Duties and Responsibilities of a Salesman

  • Selling. The fundamental duty of a salesman is selling.
  • Guiding the buyers. A salesman should guide the buyers in buying the goods they want.
  • Attending to complaints.
  • Collection of bills.
  • Collection of credit information.
  • Reporting.
  • Organizing.
  • Attending sales meetings.

What is the right set of circumstances theory of selling?

“Right set of circumstances” Theory of Selling: It is also called the “situation-response” theory. It has its psychological origin in experiments with animals. The major emphasis of the theory is that a particular circumstance prevailing in a given selling situation will cause the prospect to respond in a predictable way.

Which is true about the set of circumstances?

Sales personnel try to apply this theory; although they experience difficulties in many rightful selling situations as it cannot be manipulated. The set of circumstances includes external and internal factors which the salesperson tries to create favorable for getting desired response from a given situation.

Is the set of circumstances internal or external to the prospect?

The set of circumstances can be both internal and external to the prospect. This is essentially a seller-oriented theory and it stresses that the salesman must control the situation in such a way as to produce a sale ultimately.

How are theories formulated in the Social Sciences?

Theories are formulated to explain, predict, and understand phenomena and, in many cases, to challenge and extend existing knowledge within the limits of critical bounding assumptions. The theoretical framework is the structure that can hold or support a theory of a research study. The theoretical framework introduces and describes the theory