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Course category: Year 2

Personal Selling and Consumer Behaviour (MRPS226)

Course summary

Course overview

Welcome note
  • AnnouncementsAnnouncements
  • 2026 myNGI Check-in Survey Semester 22026 myNGI Check-in Survey Semester 2
Learning Journey
  • Module GuideModule Guide
Assessments
  • Preparation Challenge Solve 20 mysteries on Consumer BehaviourPreparation Challenge Solve 20 mysteries on Consumer Behaviour
  • Preperation FA1 Crossword PuzzlePreperation FA1 Crossword Puzzle
  • FA3FA3
  • ICE 1ICE 1
  • ICE 2ICE 2
  • ICE 3ICE 3
  • ICE 4ICE 4
  • Revision past paper (FA1)_2025Revision past paper (FA1)_2025
Learning Unit 1: Introduction to Consumer Behaviour and Cultural Influences
  • Learning Unit 1: Glossary of TermsLearning Unit 1: Glossary of Terms
  • Learning Unit 1 - Closing the loopLearning Unit 1 - Closing the loop
  • Learning Unit 1 - Self grading checkLearning Unit 1 - Self grading check
  • Topic 1.1: What is Consumer Behaviour?Topic 1.1: What is Consumer Behaviour?
  • Topic 1.2: Factors Influencing Consumer BehaviourTopic 1.2: Factors Influencing Consumer Behaviour
  • Topic 1.3: The Role of Consumer Behaviour in MarketingTopic 1.3: The Role of Consumer Behaviour in Marketing
  • Topic 1.4: The Nature of Culture and SubcultureTopic 1.4: The Nature of Culture and Subculture
  • Topic 1.5: South African Core Values and Consumer CultureTopic 1.5: South African Core Values and Consumer Culture
  • Topic 1.6: Measuring CultureTopic 1.6: Measuring Culture
Learning Unit 2: Social and Personal Influences on Consumer Behaviour
  • Learning Unit 2: Glossary of TermsLearning Unit 2: Glossary of Terms
  • Learning Unit 2 - Closing the loopLearning Unit 2 - Closing the loop
  • Learning Unit 2 - Self grading checkLearning Unit 2 - Self grading check
  • Topic 2.1: Reference GroupsTopic 2.1: Reference Groups
  • Topic 2.2: Social Class and Its Marketing ImplicationsTopic 2.2: Social Class and Its Marketing Implications
  • Topic 2.3: Personal Characteristics: Race, Gender, Age and ReligionTopic 2.3: Personal Characteristics: Race, Gender, Age and Religion
  • Topic 2.4: Customer PerceptionTopic 2.4: Customer Perception
  • Topic 2.5: Customer LearningTopic 2.5: Customer Learning
  • Topic 2.6: Customer Motivation and PsychographicsTopic 2.6: Customer Motivation and Psychographics
Learning Unit 3: Psychological Influences and the Consumer Decision-Making Process
  • Learning Unit 3: Glossary of TermsLearning Unit 3: Glossary of Terms
  • Week6 PodcastWeek6 Podcast
  • Learning Unit 3 - Closing the loopLearning Unit 3 - Closing the loop
  • Topic 3.1: Customer AttitudesTopic 3.1: Customer Attitudes
  • Topic 3.2: Personality and Self-ConceptTopic 3.2: Personality and Self-Concept
  • Topic 3.4: The Consumer Decision-Making Process and Post-Purchase EvaluationTopic 3.4: The Consumer Decision-Making Process and Post-Purchase Evaluation
  • Topic 3.5: The Family as a Decision-Making UnitTopic 3.5: The Family as a Decision-Making Unit
  • Topic 3.6: The Online World and Customer BehaviourTopic 3.6: The Online World and Customer Behaviour
Learning Unit 4: Introduction to Personal Selling and Sales Knowledge
  • Learning Unit 4: Glossary of TermsLearning Unit 4: Glossary of Terms
  • Learning Unit 4 - Closing the loopLearning Unit 4 - Closing the loop
  • Learning Unit 4 - Self grading checkLearning Unit 4 - Self grading check
  • Topic 4.1: The Concept and Role of Personal SellingTopic 4.1: The Concept and Role of Personal Selling
  • Topic 4.2: The Importance of Sales KnowledgeTopic 4.2: The Importance of Sales Knowledge
  • Topic 4.3: Types of Sales KnowledgeTopic 4.3: Types of Sales Knowledge
  • Topic 4.4: Sources of Sales KnowledgeTopic 4.4: Sources of Sales Knowledge
  • Topic 4.5: Key Skills for SalespeopleTopic 4.5: Key Skills for Salespeople
  • Topic 4.6: Applying Sales Knowledge in a Sales CallTopic 4.6: Applying Sales Knowledge in a Sales Call
Learning Unit 5: Self-Management, Prospecting, and Ethics in Personal Selling
  • Learning Unit 5: Glossary of TermsLearning Unit 5: Glossary of Terms
  • Learning Unit 5 - Closing the loopLearning Unit 5 - Closing the loop
  • Learning Unit 5 - Self grading checkLearning Unit 5 - Self grading check
  • Topic 5.1: The Importance of Self-Management in Personal SellingTopic 5.1: The Importance of Self-Management in Personal Selling
  • Topic 5.2: Goal Setting in Personal SellingTopic 5.2: Goal Setting in Personal Selling
  • Topic 5.3: Time Management for SalespeopleTopic 5.3: Time Management for Salespeople
  • Topic 5.4: Introduction to ProspectingTopic 5.4: Introduction to Prospecting
  • Topic 5.5: Prospecting Methods and the Referral CycleTopic 5.5: Prospecting Methods and the Referral Cycle
  • Topic 5.6: Ethical and Legal Issues in Personal SellingTopic 5.6: Ethical and Legal Issues in Personal Selling
Learning Unit 6: Selling Services
  • Learning Unit 6: Glossary of TermsLearning Unit 6: Glossary of Terms
  • Learning Unit 6 - Closing the loopLearning Unit 6 - Closing the loop
  • Learning Unit 6 - Self grading checkLearning Unit 6 - Self grading check
  • Topic 6.1: Products vs Services: Key DistinctionsTopic 6.1: Products vs Services: Key Distinctions
  • Topic 6.2: Problems and Solutions in Selling ServicesTopic 6.2: Problems and Solutions in Selling Services
  • Topic 6.3: Problems and Solutions in Selling ServicesTopic 6.3: Problems and Solutions in Selling Services
  • Topic 6.4: Tactics for Selling Leisure and Recreation ServicesTopic 6.4: Tactics for Selling Leisure and Recreation Services
Topic 6.4: Tactics for Selling Leisure and Recreation Services
    Topic 6.3: Problems and Solutions in Selling Services
      Topic 6.2: Problems and Solutions in Selling Services
        Topic 6.1: Products vs Services: Key Distinctions
          Topic 5.6: Ethical and Legal Issues in Personal Selling
            Topic 5.5: Prospecting Methods and the Referral Cycle
              Topic 5.4: Introduction to Prospecting
                Topic 5.3: Time Management for Salespeople
                  Topic 5.2: Goal Setting in Personal Selling
                    Topic 5.1: The Importance of Self-Management in Personal Selling
                      Topic 4.6: Applying Sales Knowledge in a Sales Call
                        Topic 4.5: Key Skills for Salespeople
                          Topic 4.4: Sources of Sales Knowledge
                            Topic 4.3: Types of Sales Knowledge
                              Topic 4.2: The Importance of Sales Knowledge
                                Topic 4.1: The Concept and Role of Personal Selling
                                  Topic 3.6: The Online World and Customer Behaviour
                                    Topic 3.5: The Family as a Decision-Making Unit
                                      Topic 3.4: The Consumer Decision-Making Process and Post-Purchase Evaluation
                                        Topic 3.3: Market Segmentation, Targeting and Positioning
                                        • Topic 3.3 VideoTopic 3.3 Video
                                        • Note on Topic 3.3Note on Topic 3.3
                                        • ICE 5ICE 5
                                        • Self Test Topic 3.1-3.3Self Test Topic 3.1-3.3
                                        Topic 3.2: Personality and Self-Concept
                                        • Topic 3.2 VideoTopic 3.2 Video
                                        • Notes topic 3.2Notes topic 3.2
                                        Topic 3.1: Customer Attitudes
                                        • Topic 3.1 VideoTopic 3.1 Video
                                        • Week 6 PodcastWeek 6 Podcast
                                        • Notes on Topic 3.1Notes on Topic 3.1
                                        Topic 2.6: Customer Motivation and Psychographics
                                        • Self test WEEK 4 – DECODE THE CONSUMERSelf test WEEK 4 – DECODE THE CONSUMER
                                        Topic 2.5: Customer Learning
                                        • Lecturing slides Week 4 LU 2 topic 2.5-2.6Lecturing slides Week 4 LU 2 topic 2.5-2.6
                                        • Podcast Week 4 LU 2 topic 2.5-2.6Podcast Week 4 LU 2 topic 2.5-2.6
                                        Topic 2.4: Customer Perception
                                        • Self test Week 3 “WHAT WOULD YOU DO?” SCENARIO QUIZSelf test Week 3 “WHAT WOULD YOU DO?” SCENARIO QUIZ
                                        Topic 2.3: Personal Characteristics: Race, Gender, Age and Religion
                                          Topic 2.2: Social Class and Its Marketing Implications
                                          • Week 4 :Topic 2.5 - 2.6Week 4 :Topic 2.5 - 2.6
                                          • Week 4 (Part 2)Week 4 (Part 2)
                                          Topic 2.1: Reference Groups
                                          • Lecturing slides Week 3 Lu 2 topic 2.1-2.4Lecturing slides Week 3 Lu 2 topic 2.1-2.4
                                          • Podcast Week 3 Lu 2 topic 2.1-2.4Podcast Week 3 Lu 2 topic 2.1-2.4
                                          • MRPS226 - Week 3 SlidesMRPS226 - Week 3 Slides
                                          • Topic 2.1 - 2.4Topic 2.1 - 2.4
                                          • Podcast - Week 3 RecapPodcast - Week 3 Recap
                                          Topic 1.6: Measuring Culture
                                          • Week 2 Self test LU 1 Topic 1.4-1.6 – MATCH, APPLY & EXPLAINWeek 2 Self test LU 1 Topic 1.4-1.6 – MATCH, APPLY & EXPLAIN
                                          Topic 1.5: South African Core Values and Consumer Culture
                                            Topic 1.4: The Nature of Culture and Subculture
                                            • Week 2 Slides LU 1.4-1.6Week 2 Slides LU 1.4-1.6
                                            • Lecturers Slides Week 2 LU 1 Topic 1.1-1.6Lecturers Slides Week 2 LU 1 Topic 1.1-1.6
                                            • Podcast Week 2 LU 1 topic 1.4-1.6Podcast Week 2 LU 1 topic 1.4-1.6
                                            • Week 2 Recap Podcast LU 1.4-1.6Week 2 Recap Podcast LU 1.4-1.6
                                            Topic 1.3: The Role of Consumer Behaviour in Marketing
                                            • Week 1 Consumer Behaviour case study self testWeek 1 Consumer Behaviour case study self test
                                            Topic 1.2: Factors Influencing Consumer Behaviour
                                              Topic 1.1: What is Consumer Behaviour?
                                              • Roadmap of CourseRoadmap of Course
                                              • Lecturers slides Week 1 Lu 1 Topic 1.1-1.3Lecturers slides Week 1 Lu 1 Topic 1.1-1.3
                                              • Podcast on Week 1 LU 1 topic 1.1-1.3Podcast on Week 1 LU 1 topic 1.1-1.3
                                              • MRPS226 Week 1 LU 1.1-1.3 SlidesMRPS226 Week 1 LU 1.1-1.3 Slides
                                              • Topic 1.1_1.3_HVDTopic 1.1_1.3_HVD
                                              • The Hidden Science of Your Purchases Podcast RecapThe Hidden Science of Your Purchases Podcast Recap
                                              • Week 1 AudioWeek 1 Audio
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                                              Opens: 12/11/25
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                                              Personal Selling and Consumer Behaviour (MRPS226)

                                              Personal Selling and Consumer Behaviour (MRPS226)

                                              Course categoryYear 2
                                              Lecturer: Maricia Froneman, Sharon Ndarukwa, Rucien Petersen, Abi Taylor-Knox, Lindie van den Heever
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