Question

Meghan is running low on cash as the semester drags on. Getting desperate, she decides to call her dad and beg for a loan. She know he is going to be hesitant and give her a hard time about not budgeting her funds more carefully. After telling her dad how smart and handsome he is, Meghan asks him if she can borrow $500 to get through the rest of the semester. He laughs out loud and tells her to find a job. Disappointed but not hopeless, Meghan tries again. This time, she asks her dad for $150. Feeling sorry for his wonderful daughter, her dad concedes and says he will put the $150 in her account by the end of the week. Meghan thanks her father, and then goes out on the town with her friends. Meghan used which of the following techniques?A) Meghan does use door-in-the-face because she asks for a large amount first and then asks for a smaller more reasonable amount. This is not foot-in-the-door, where the small request precedes the large request. It is not possible to use both because they are opposites. B) Meghan does use ingratiation because she first compliments her dad by telling him how smart and handsome he is. But she then uses door-in-the-face not foot-in-the-door. C) Meghan does not use the foot-in-the-door technique, she uses the door-in-the-face technique. Also, the adaptive selling presentation is not one a canned format. D) Need satisfaction is not one of the sales presentation techniques. E) Meghan uses ingratiation when she compliments her dad first. Then she uses door-in-the-face when she asks for the large $500 large amount first and then the smaller $150 after the large amount is rejected.

Answer 1

Answer: Option E

Step-by-step explanation:

You may have been tempted to pick this where Meghan does use door-in-the-face because she asks for a large amount first and then asks for a smaller more reasonable amount but not that she complimented her father to give her a smooth tempo so her father may be swayed into giving her the loan that’s ingratiation.