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Ch 14: CSET Business - Sales, Promotion & Customer Service

About This Chapter

Use this chapter to increase your understanding of sales, promotion, and customer service. The video lessons and self-assessment quizzes provide examples and instruction to help you correctly answer corresponding questions on the CSET Business test.

CSET Business Subtest I: Sales, Promotion, and Customer Service - Chapter Summary

Focus your preparation for the business CSET with this chapter's lessons on sales and customer service objectives and strategies. Lectures cover the following topics to help you know how to answer related questions on the test:

  • Recognizing the contrasts between traditional selling methods and relationship selling
  • Articulating the components of personal selling
  • Developing familiarity with the consumer buying process
  • Identifying the elements and purpose of consumer sales promotion
  • Understanding trade sales promotion
  • Comprehending the components and considerations of the promotional mix
  • Distinguishing among advertising types and strategies
  • Understanding public relations

In this chapter, lessons are divided into concept-specific videos, each of which provides a topic timeline and lesson review to support your comprehension of the content. This delineated presentation structure can make the information more accessible and increase your likelihood of success on the CSET.

Objectives of the CSET Business Subtest I: Sales, Promotion, and Customer Service Chapter

The purpose of the CSET is to discern prospective teaching candidates' readiness for business teaching certification. The Sales, Promotion, and Customer Service chapter corresponds to the first of three subtests on the CSET Business exam. A correlative quiz is included with each lesson to give you the opportunity to test how well you've assimilated the information and see the kinds of questions that will show up on the actual CSET.

Of the 42 questions on Subtest I of the business CSET, 40 are in multiple-choice format, with the remaining 2 requiring an original written response. Half of the questions are devoted to marketing, while the other half relate to business management.

14 Lessons in Chapter 14: CSET Business - Sales, Promotion & Customer Service
Test your knowledge with a 30-question chapter practice test
Relationship Selling vs. Traditional Methods: Definition and Purpose

1. 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.

Personal Selling: The Steps of the Selling Process

2. 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.

Consumer Sales Promotion: Definition and Purpose

3. Consumer Sales Promotion: Definition and Purpose

Manufacturers offer many kinds of incentives to encourage consumers to buy their products once they reach a retailer. Watch this video to learn more about how consumer sales promotion entices customers to buy.

Trade Sales Promotion and the Promotional Marketing Mix

4. Trade Sales Promotion and the Promotional Marketing Mix

Manufacturers offer all kinds of incentives to retailers to help sell their products. Watch this video to learn more about trade promotion and its goals, including persuading retailers, encouraging promotion, and maintaining stock.

The Promotional Mix: Target Markets, Buying Decisions & More

5. The Promotional Mix: Target Markets, Buying Decisions & More

The promotional mix is one of the 4 Ps of the marketing mix. It consists of public relations, advertising, sales promotion and personal selling. In this lesson, you'll learn how a marketing team uses the promotional mix to reach company objectives and goals.

Goals of Promotion and the Marketing Mix

6. Goals of Promotion and the Marketing Mix

Before deciding on a final campaign, marketing managers need to decide what the promotional goals will be for their overall marketing strategy. Depending on the type of product, marketers need to either inform, persuade or remind consumers about product benefits and features.

Promotion and the Consumer Communication Process

7. Promotion and the Consumer Communication Process

The marketing communication process' sole purpose is to translate the promotional message effectively to the end consumer. The communication process contains multiple components that must be planned and produced with a message that connects with the target market.

Types of Advertising: Institutional and Product Advertising

8. Types of Advertising: Institutional and Product Advertising

In this lesson, you'll learn about the different types of advertising and how the correct strategy a firm should take is based on their overall promotional objectives. Why do some companies directly advertise their products while others seem more concerned with their image?

Effects of Advertising on Consumer Buying Behavior

9. Effects of Advertising on Consumer Buying Behavior

How does advertising influence the process of consumer buying behavior? What impact does advertising have on a company's market share, and how does this shape the marketing budget? This lesson describes why advertising is so important - particularly for newer companies.

Advertising Media Choices and Marketing Strategy

10. Advertising Media Choices and Marketing Strategy

There are many different types of advertising media that marketing managers can choose from in order to create a successful marketing strategy. This lesson covers some of those options, including printed media, television and outdoor media.

Integrated Marketing Communication and the Marketing Plan

11. Integrated Marketing Communication and the Marketing Plan

In order to compete in today's difficult market, a marketing manager must create not just a promotional mix, but an integrated marketing communications plan. This is a coordinating plan of promotional messages for a product to ensure consistency. The product's promotional message should be consistent and create an overall integrated theme.

Why Companies Use Public Relations

12. Why Companies Use Public Relations

This lesson covers the reasons why companies use public relations as part of their promotional mix. Discover different public relations tools that you have likely seen everyday.

What Is the Buying Process in Marketing? - Stages & Overview

13. What Is the Buying Process in Marketing? - Stages & Overview

You need to understand the consumer buying process to effectively market a product. In this lesson, you will learn about the process and its stages. A short quiz will follow.

Relationship Between Customer Service & Satisfaction: Levels & Examples

14. Relationship Between Customer Service & Satisfaction: Levels & Examples

In this lesson, we'll talk about the link between customer service and customer satisfaction. We'll see that how a business handles its customer service directly impacts the satisfaction of its customers.

Chapter Practice Exam
Test your knowledge of this chapter with a 30 question practice chapter exam.
Not Taken
Practice Final Exam
Test your knowledge of the entire course with a 50 question practice final exam.
Not Taken

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