About This Chapter
Who's It For?
Anyone who needs help learning or mastering selling for marketing material will benefit from the lessons in this chapter. There is no faster or easier way to learn about sales types, terms, strategies and more. Among those who would benefit are:
- Students who have fallen behind in understanding basic selling concepts
- Students who struggle with learning disabilities or learning differences, including autism and ADHD
- Students who prefer multiple ways of learning about marketing (visual or auditory)
- Students who have missed class time and need to catch up
- Students who need an efficient way to learn about selling for marketing
- Students who struggle to understand their teachers
- Students who attend schools without extra marketing learning resources
How It Works:
- Find lessons in our course that cover what you need to learn or review.
- Watch the video or read through the text lesson.
- Refer to the transcripts or specific lesson sections to reinforce your learning.
- Test your understanding of each lesson with short quizzes.
- Verify you're ready by completing the Basics of Selling for Marketing chapter exam.
Why It Works:
- Study Efficiently: Skip what you know, review what you don't.
- Retain What You Learn: Engaging animations and real-life examples make topics easy to grasp.
- Be Ready on Test Day: Use the Basics of Selling for Marketing chapter exam to be prepared.
- Get Extra Support: Ask our subject-matter experts any marketing question. They're here to help!
- Study With Flexibility: Watch videos and read text lessons on any web-ready device.
Students Will Review:
This chapter helps students review the concepts in a selling unit of a standard marketing course. Topics include:
- Guided selling tools
- Differences between revenue sharing and profit sharing
- Writing value proposition statements
- Business, brand and procurement value propositions
- Buying centers
- Disintermediation channels and risk
- Guided selling, value propositions and price analysis
- Price volume mix analysis formula
- Product lifecycle management, including for pharmaceutical products
- Vernon's product life cycle theory
- Q scores
- Relational goods and white label products
- Event ROI metrics and measuring event marketing ROI
- Analyzing social return on investment
- Rural marketing consumer behavior and pricing strategies
- Share of wallet calculations and examples
1. How to Write a Value Proposition Statement
A value proposition statement describes a business' products and services and how they benefit consumers. In this lesson, you'll learn more about the components of this statement and how to assemble one.
2. What is Brand Value Proposition? - Definition & Examples
What sets you apart from your competitors? That's what a value proposition should tell consumers. In this lesson, we'll examine value propositions and look at some examples from companies doing it right.
3. What is a Buying Center? - Definition & Example
If you want to reach all the people responsible for making a purchase in a business, you need to acquaint yourself with a buying center. In this lesson, we'll define it and see how it works inside an organization.
4. What is Disintermediation? - Definition & Examples
Have you ever purchased something directly from the supplier? If so, you've been a part of disintermediation. In this lesson, we'll study what that is and look at a few industries as examples in action.
5. What is Guided Selling? - Definition & Examples
Have you ever wished for a personal shopper to make recommendations to you? With guided selling, you have a similar agent. In this lesson, we'll learn more about guided selling and see some companies implementing it.
6. What is a Value Proposition? - Definition & Examples
In this lesson, learn the definition of a value proposition and how it ties in to branding. Then, discover a few examples from successful companies that stick to their value propositions.
7. Raymond Vernon's Product Life Cycle Theory
Everything in life has stages. According to Raymond Vernon, so do products! In this lesson, we'll break down his product life cycle theory and what each stage means, from introduction to decline.
8. What is Q Score? - Definition & Research
Marketing professionals are very interested in the popularity of their product. But, how can they accurately measure how popular their product is with their target market? We'll find out how in this lesson about q-scores.
9. Relational Goods: Definition & Explanation
Relational goods are intangible 'products' that come as the result of shared experiences. In this lesson, you'll learn more about relational goods and see a few examples of where they come into play.
10. What is Share of Wallet? - Definition, Concept & Example
Marketing departments are charged with improving an organization's reputation and increasing sales, but how can we measure their success? In this lesson, we'll discuss one critical metric - share of wallet.
11. What is a White Label Product? - Definition & Overview
Maybe you call it a store brand or a generic, but what you're really referring it is a white label product. In this lesson, we'll define the white label product and learn more about what white labeling entails.
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Other chapters within the Marketing Overview: Help & Review course
- Advertising Basics
- Basics of Content Strategy
- Basics of Digital Marketing
- Basics of Mobile Advertising
- Basics of Rural Marketing
- Basics of Shopper Marketing
- Basics of Social Media Marketing
- Basics of Visual Marketing
- Basics of Yield Management
- Concepts in Marketing
- Intro to Affiliate Marketing
- Intro to B2G, B2B and C2B Marketing
- Intro to Green Marketing
- Intro to Inbound Marketing
- Intro to Marketing Strategies
- Intro to Relationship Marketing
- Overview of Email Marketing
- Overview of Online Advertising
- Types of Marketing Overview
- Basics of Marketing Research
- Interviewing & Surveying in Marketing Research
- Data Collection for Marketing Research
- Marketing Research Data Analysis
- Creating a Marketing Research Report
- Behavioral Economics & Heuristics