Question

Erin is a volunteer for the Red Cross and must go door-to-door seeking donations. Her strategy is to ask whoever answers the door for a donation of $50 right off the bat. If they agree, then she follows up with a second request for a $200 donation. She has found that this works better than simply asking for a $200 right away. Which formula sales presentation format does this demonstrate?

A. Door-in-the-face
B. Ingratiation
C. Adaptive selling
D. Need satisfaction
E. Foot-in-the-door

Answer 1

Answer: Foot-in-the-door

Step-by-step explanation:

A. Door-in-the-face is an approach under which the influencer first ask the respondent for a big request that he will probably decline then go to the small request that he actually wants to get fulfill.

B. The approach under which the influencer tries compliments and flattery on respondent to make him agree.

C. Adaptive selling is an approach in selling under which the salesman adapt his techniques as per the changing conditions.

D. Under need satisfaction the influencer first tries to understand the needs of the respondent and then prepare his pitch as per the observation.

E. Foot-in-the-door is an approach under which the influencer first make the respondent to agree to a small request following which he ask for the big one.

From the above we can conclude that Erin was using Foot-in-the-door.