About This Chapter
GACE Marketing Education: The Selling Process - Chapter Summary
Check out this chapter's videos to refresh your memory on the steps of the selling process along with factors that influence consumer buying decisions. The prep you receive from this chapter helps prepare you to correctly answer any GACE Marketing Education questions about:
- The steps in the consumer decision-making process
- Consumer behavior theories and psychology
- Levels of brand familiarity
- Factors that influence post-purchase dissonance
- How relationship selling differs from traditional approaches
- Ethical considerations in personal selling
- Effects of technology on sales
- Analyzing sales
The videos are short, lasting roughly five minutes each, and provide a fun way to review the test prep material. You conveniently may watch these videos from various mobile devices in addition to a computer. To demonstrate your grasp of the major topics in the chapter, you can complete each lesson's practice quiz.
GACE Marketing Education: The Selling Process Chapter Objectives
The GACE Marketing Education assessment is used to test your readiness to earn certification as a marketing teacher in Georgia. It is made up of two subtests, and the topics of this chapter can be found within the selling content area on subtest II. This content area makes up 16% of the test's 80 multiple-choice questions.
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. 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.
10. How Technology & Regulations Affect the Sales Process
Rapid changes in technology can help salespersons streamline their jobs and automate some routine functions. Social media, mobile devices, new applications, and effectively using ''Big Data'' can increase sales. Regulations for small businesses that increase employer costs will add pressure to the sales force to bring in even more revenue.
11. 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 GACE Marketing Education (546): Practice & Study Guide course
- GACE Marketing: Information Management
- GACE Marketing: Researching, Collecting & Evaluating Data
- GACE Marketing: Strategies & Segmentation
- GACE Marketing: The Marketing Plan
- GACE Marketing: Role & Impact of Promotion
- GACE Marketing: Economics Overview
- GACE Marketing: Distribution Channels
- GACE Marketing: Pricing Strategies
- GACE Marketing: Product Management
- GACE Marketing: Brand Positioning & Consumer Protection
- GACE Marketing: Professional Development
- GACE Marketing Education Flashcards