AIDA IN ACTION
A salesperson opens with: “Are scheduling problems causing delays in your café?” Which AIDA stage is this trying to create?
Attention
You receive 500 names from a contact database. What sales activity should happen before treating them all as serious prospects?
Qualifying
A bakery sells directly from its own shop to customers. What type of distribution is this?
Direct distribution
A company calls someone who has never interacted with the business. Is this prospect colder or warmer?
Colder / cold prospect
A CRM system stores calls, emails, purchases, returns, and customer preferences. What broad purpose does this serve?
Tracking, managing, and analyzing customer interactions
A prospect begins asking detailed questions about the product after hearing the opening. Which AIDA stage is developing?
Interest
Before contacting a business prospect, you research the company, its industry, current alternatives, and decision-makers. Which stage are you performing?
Pre-Approach
A producer sells to a wholesaler, which sells to retailers, which sell to consumers. What type of distribution is this?
Indirect distribution
A prospect fills out an online inquiry form and then receives a sales call. Is this prospect colder or warmer?
Warmer / warm prospect
Which CRM type automates marketing, sales, and service activities?
Operational CRM
The customer starts imagining how the product could solve their own problem. Which AIDA stage is this?
Desire
A salesperson begins by asking questions and building rapport instead of presenting every feature. Which sales-process stage is this?
Approach
Name two types of intermediaries from the PPT.
Any two: retailer, wholesaler, distributor, agent, broker
The customer calls the company after seeing an advertisement. Is this inbound or outbound telemarketing?
Inbound telemarketing
Which CRM type shares customer information across relevant functions or organizations?
Collaborative CRM
A prospect agrees to book a demonstration. Which AIDA stage has been reached?
Action
A salesperson connects only the most relevant product benefits to the customer’s stated needs. Which stage is this?
Presentation
Why might a company choose an indirect channel even though it reduces direct control?
To expand reach and use intermediary infrastructure or access.
What should a salesperson do after a phone conversation according to the PPT logic?
Agree on a clear next step and record the outcome.
Complete the CRM logic from the PPT: Data → Insight → ______ → Relationship
Action
Why is AIDA useful inside the broader sales process?
Because it helps structure communication around the customer’s movement from attention to interest, desire, and action.
Why is follow-up strategically important even after payment has been received?
Because it supports fulfillment, satisfaction, relationship development, repeat business, and referrals.
What is the key strategic lesson from the 36-study channel-choice review?
Channel strategy should reflect customer trade-offs such as convenience, price, time, delivery cost, risk, quality, and service—not technology alone
Why should written selling respect permission and privacy?
Because relationship quality and trust matter; irrelevant or unwanted communication can damage the customer relationship.
What is the PPT’s key warning about CRM software?
Owning CRM software does not create relationships unless the organization uses the information to improve actions and customer interactions.