Question

Ralph has agreed to purchase a new Camaro Z28 for $21,000. However, just before he gets ready to sign the contract, the salesman tells Ralph that the sales manager will not approve the amount allowed for his trade-in and that the contract will have to be higher, probably around $22,500. Ralph has just been a victim of ___________ technique.

a) Foot in the door
b) Door in the face
c) Low ball
d) Bait and switch

Answer 1

The correct answer is b) Door in the face technique. The door in the face technique is a persuasive strategy in which a larger request is made initially, followed by a smaller, more reasonable request.

Step-by-step explanation:

The correct answer is b) Door in the face technique. The door in the face technique is a persuasive strategy in which a larger request is made initially, followed by a smaller, more reasonable request. The sales manager's initial request for a higher amount for the trade-in is the larger request, followed by the smaller request of $21,000 for the new car. This technique is used to make the smaller request seem more reasonable and appealing to the customer after they have rejected the larger request.