Ch 7: MTTC Marketing: The Selling Process

About This Chapter

This chapter provides an overview of the consumer decision-making and purchasing processes. Use the video lessons and transcripts included in this study guide to prepare for the MTTC Marketing Education teacher certification exam.

MTTC Marketing: The Selling Process - Chapter Summary

The content of this chapter examines the entire selling process - from decision making to post-purchase analysis - in preparation for MTTC Marketing Education exam. This chapter prepares you for questions on the following topics:

  • The consumer decision-making process
  • Consumer psychology and behavior theories
  • Brand familiarity
  • Cognitive dissonance
  • Types of buying decisions
  • Relationship selling
  • Ethical issues
  • Analyzing sales results

The video lessons in this chapter were created by marketing experts, and they include fun illustrations and examples to present their point. Each lesson has a multiple-choice quiz that ties back to the video and a transcript that shows key vocabulary terms. A chapter test is also available to help test your knowledge of the selling process.

11 Lessons in Chapter 7: MTTC Marketing: The Selling Process
Test your knowledge with a 30-question chapter practice test
Understanding the Consumer Decision-Making Process: A Marketing Must

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.

Consumer Behavior Theory and Marketing Strategy

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.

Consumer Psychology and the Purchase Process

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.

Brand Familiarity and the Purchase Process

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.

Cognitive Dissonance & Post-Purchase 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.

Buying Behavior and Marketing: Types of Consumer Buying Decisions

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.

Relationship Selling vs. Traditional Methods: Definition and Purpose

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.

Personal Selling: The Steps of the Selling Process

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.

Ethical Issues That Impact the Personal Selling Process

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.

How Technology & Regulations Affect the Sales Process

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.

How to Analyze Selling Activities & Results

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.

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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