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A customer's propensity to accept a proposition increases when ____________.

A) the proposition was accepted by similar customers
B) similar propositions were accepted by the customer
C) the proposition was rejected by similar customers
D) similar propositions were rejected by the customer

1 Answer

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Final answer:

A customer's likelihood to agree to a proposition increases when similar customers have accepted it or when they have agreed to similar propositions previously, aligning with the foot-in-the-door sales technique.

Step-by-step explanation:

A customer's propensity to accept a proposition increases when the proposition was accepted by similar customers (A) and when similar propositions were accepted by the customer (B). This concept is closely related to the foot-in-the-door technique often used in sales. The technique involves starting with a small request, which is more likely to be accepted, and then following up with a larger request. For example, a store owner selling a smartphone may first convince a customer to buy the best data plan and, on acceptance, suggest the bigger purchase of a three-year extended warranty. This incremental approach to selling capitalizes on the customer's tendency to agree to larger requests after having agreed to smaller ones, thus increasing their compliance.

Answer: B) similar propositions were accepted by the customer

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