Final answer:
The claim that most customers prefer hard sell techniques is false. Foot-in-the-door technique, which involves starting with a small request to increase likelihood of agreement to larger requests, is more effective for persuading customers.
Step-by-step explanation:
The assertion that most customers respond favorably to the hard sell technique because it shows them your belief in the product is largely considered false. In contrast, the foot-in-the-door technique is an effective sales strategy that involves getting a customer to agree to a small purchase or favor, thereby increasing the likelihood they will agree to a larger purchase later on. For instance, a store owner may first persuade a customer to buy a state-of-the-art smartphone then suggest adding the best data plan, and finally recommend a three-year extended warranty. This technique leverages the principle of consistency, as people have a desire to maintain consistency in their behavior once they've committed to a certain action. Importantly, every purchase decision is based on the information available to the buyer. When information is imperfect, it can affect buyer's satisfaction and future purchasing decisions.