Question

Carla has just written out a check for $18,999 to pay for her new car. Although the salesperson had initially accepted her check, she is now told that there was a mistake and that the final total should really be $19,250. Carla writes another check to cover the difference so that she can drive out with her new car. Carla has just fallen prey to a questionable sales practice called __________.

a. "lowballing."
b. "bait-and-switch."
c. the "dissonance game."
d. "keep ‘em guessing."

Answer 1

a. "low-balling."

Step-by-step explanation:

When a dealer makes a low-ball offer, this implies that an item or service is provided at a reduced cost than is actually required in order to reach the required profit margin.

The dealer makes the offer in an attempt to raise the price rapidly to boost revenues and/or to sell extra, more lucrative products and services to prospective customers.