The AIDA model
AIDA is an acronym that stands for attention, interest, desire and action and it is a model that is used in marketing referring to the process that the clients go through on their way to purchase a given product, It is important to understand the process if one has to be successful in the marketing process.
When marketing my airline, it is important to get the attention of the prospective clients and that can be done through advertising and popularization though various marketing campaigns. Once the attention of the buyer has been captured it will be easier to go to the next step that involves making them have an interest in the product. Gaining the interest of the buyers will involve convincing them why the given product can be used to meet their needs and that they are able to purchase it. Gaining interest will involve telling the people about what they require to do to get the product and how it is easy to get it. I will tell them about the services offered and how quality they are and what they can do to enjoy the services. The clients will then develop an interest in the service in question after getting the information on the services. It is important to make sure that the clients are aware of the information that they need in the businesses. After going through the process, the clients will then make a decision whether to take the action or not. It is the task of the sales and marketing department to convince the people to purchase the services.
SPIN is an acronym that stands for SITUATION questions, PROBLEM questions, IMPLICATION questions and NEED-PAYOFF questions. It is a sales technique that can be applied in the airline industry. The situation questions are the foundation of the whole sales process. They are used in understanding the prospect and the situations they help in the management of important information about the sales process that is supposed to be carried out in the airline industry. The sales team will be able to answer questions about how to manage what is happening in the sales pipeline. The problem questions on the other hand help the sales team to understand the problem that the client is going through that the company can help in solving. The implication questions give an insight that the effects that the problems could cause in the society. Need pay-off questions on the other hand gives information that the situation is likely to deteriorate if not handled. These can be used in increasing sales to the airline.