Question

Marcie works as a salesperson for a major cosmetics manufacturer. She typically begins by approaching potential customers with very expensive products, even though she knows that they will refuse. This refusal makes it easier for Marcie to sell other products which are relatively cheaper by showing consumers that she has been "apparently hurt" by their rejection. This is an example of the _____ sales technique.

Answer 1

door in the face sales technique

Step-by-step explanation:

The door in the face (DITF) sales technique is used when the salesperson purposely makes a large request knowing that it will be rejected, and then following the sales approach by offering a much smaller request that is more reasonable and easily accepted.

For example, you want your parents to buy you a new motorcycle. Instead of asking your parents for a new motorcycle, you ask them to buy you a car. You know that they will probably reject the idea of giving you a car, but after they reject your initial proposal, you ask them to at least buy you a motorcycle. That will seem to be a much more reasonable request.