About This Chapter
CEOE Marketing: The Selling Process - Chapter Summary
The videos in this chapter are taught by subject-matter experts who present the steps of the selling process in a clear and concise manner. Watch the video lessons to prepare for CEOE Marketing exam questions on:
- The consumer decision-making process
- Consumer behavior theory
- Consumer psychology
- Brand familiarity
- The post-purchase process
- Ethics and relationship selling
- Consumer buying decisions
- Assisting customers and the personal selling process
- Effects of technology and regulations
- Analyzing sales results
This chapter includes a series of entertaining videos that use fun graphics and real-life examples to teach key marketing concepts. There are also supplementary transcripts that allow you to quickly find key terms, and the multiple-choice quizzes not only help to reinforce what you have learned but also familiarize you with the test format.
CEOE Marketing: The Selling Process Objectives
This chapter on the selling process is designed to prepare you for questions on the CEOE exam on the consumer buying decisions and other principles related to sales. This information is part of the sales, promotion and merchandise control content area. These questions may ask you to demonstrate knowledge of consumer buying decisions and motives, recognize ways of closing a sale, and identify various sales techniques.
The CEOE Marketing exam is a four-hour test that includes 100 multiple-choice questions. You can use the lessons in this chapter to prepare for questions on the steps of the selling process, and you can use the quizzes to practice for test day.
1. Understanding the Consumer Decision-Making Process: A Marketing Must
In this lesson, you'll see how a consumer moves through a decision making process in order to purchase a product or service. Learn what methods marketers use to take advantage of this process.
2. Consumer Behavior Theory and Marketing Strategy
Watch this lesson to find out how marketers can use predictions about our behavior to create a strategy that helps them reach out to us and influence our decisions to buy.
3. Consumer Psychology and the Purchase Process
Basic psychology concepts like learning, memory and conditioning can play a big role in dictating what we decide to buy. Watch this video to see how they work together.
4. Brand Familiarity and the Purchase Process
The brand of a product is like its personality. In this lesson, we'll discuss the different levels of brand familiarity and how they can impact the decision making process.
5. Cognitive Dissonance & Post-Purchase Process
Have you ever second-guessed a major purchase? Watch this video to understand what cognitive dissonance is and how marketers can keep us from experiencing it.
6. Buying Behavior and Marketing: Types of Consumer Buying Decisions
Marketers must consider how consumers decide to buy their product. Consumers use nominal, limited, and extended decision making. Watch this video to learn more about the different types of consumer decisions.
7. Relationship Selling vs. Traditional Methods: Definition and Purpose
Promoting is an important method of communicating the benefits of a product or service. The traditional way of selling does not take into account developing a long-term relationship with customers and is more concerned with just making a sale. The proper way of selling in a marketing environment is relationship selling. This is concerned with solving customer product needs and delivering long-term customer service.
8. Personal Selling: The Steps of the Selling Process
This lesson introduces you to the concept of personal selling. You will learn about the steps in the personal selling process, including how to close a deal.
9. Techniques for Assisting Customers in the Selling Process
In this lesson, we'll explore how to assist customers in the selling process by looking at the practice of customer service and its associated techniques. Check out this lesson to learn about upselling, cross-selling, and product knowledge.
10. Ethical Issues That Impact the Personal Selling Process
Many people enjoy working in sales because of the autonomy to make decisions, leverage deals, and satisfy customers. However, with freedom comes the responsibility to act in ethical ways.
11. How Technology & Regulations Affect the Sales Process
Rapid changes in technology can help salespersons streamline their jobs and automate routine functions. Social media, mobile devices, new applications, and effectively using ''Big Data'' can increase sales. Regulations for small businesses that increase employer costs may add pressure to the sales force to bring in more revenue.
12. How to Analyze Selling Activities & Results
Sales activities are critical for the livelihood of a business. Equally important is having an effective way to analyze sales activities and results. Several methods are explained and examples are provided for each method.
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Other chapters within the OSAT Marketing Education (CEOE) (041): Practice & Study Guide course
- CEOE Marketing: Marketing Principles
- CEOE Marketing: Researching, Collecting & Evaluating Data
- CEOE Marketing: Strategies & Segmentation
- CEOE Marketing: Product Management
- CEOE Marketing: Brand Positioning & Consumer Protection
- CEOE Marketing: Pricing Strategies
- CEOE Marketing: Distribution Channels
- CEOE Marketing: Customer Service
- CEOE Marketing: Role & Impact of Promotion
- CEOE Marketing: Merchandising
- CEOE Marketing: Security & Safety Issues
- CEOE Marketing: Economics Overview
- CEOE Marketing: Business Structures & Organization
- CEOE Marketing: The Marketing Plan
- CEOE Marketing: Financial Principles
- CEOE Marketing: Business Communication
- CEOE Marketing: Human Resource Management
- CEOE Marketing: Human Relations & Leadership Skills
- CEOE Marketing: Motivation in the Workplace
- CEOE Marketing: Information Management
- CEOE Marketing: Professional Development
- OSAT Marketing Education (CEOE) (041) Flashcards