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AIDA sales funnel

 
 
model's image

characteristics

author:
St. Elmo Lewis, Elias
country:
United States
period:
1898
type:
model
role:
consultant and manager
activity:
analyse, plan, implement and reflect
topic:
marketing & sales
abstr. level:
individual
perspective:
rational
status:
under review
module:
personal selling
comments:
0
 

description:

In 1898, the American advertising and sales pioneer, E. St. Elmo Lewis 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. Lewis held that the most successful salespeople followed a hierarchical, four layer process using the four cognitiv...

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