The Mental States, or Formula, Approach to Personal Selling Assumes

Multiple Choice

The mental states, or formula, approach to personal selling assumes that buyers must be led through four mental states. In what order do these mental states typically occur?

A) motive, intent, commitment, action (MICA)
B) attention, desire, interest, purchase (ADIP)
C) curiosity, interest, conviction, purchase (CICP)
D) attention, interest, desire, action (AIDA)