About This Chapter
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.
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 MTTC Marketing Education (036): Practice & Study Guide course
- MTTC Marketing: Marketing Principles
- MTTC Marketing: Researching, Collecting & Evaluating Data
- MTTC Marketing: Strategies & Segmentation
- MTTC Marketing: Product Management
- MTTC Marketing: Pricing Strategies
- MTTC Marketing: Distribution Channels
- MTTC Marketing: Customer Service
- MTTC Marketing: Role & Impact of Promotion
- MTTC Marketing: Merchandising
- MTTC Marketing: Economics Overview
- MTTC Marketing: The Marketing Plan
- MTTC Marketing: Financial Principles
- MTTC Marketing: Business Communication
- MTTC Marketing: International Business
- MTTC Marketing: Ethics & Social Responsibility
- MTTC Marketing: Human Resource Management
- MTTC Marketing: Human Relations & Leadership Skills
- MTTC Marketing: Information Management
- MTTC Marketing: Education Programs
- MTTC Marketing: Professional Development
- MTTC Marketing Education Flashcards