Bill is a car salesman.He is trying to sell a moderately expensive car to a client.In order to use the door-in-the-face technique effectively,Bill must ________.

Question

Quizplus · Accepted Answer

The door-in-the-face technique involves starting with a very high request (such as a high price quote) and then making a more reasonable request (a lower price quote) that the client is more likely to accept. Therefore, to use this technique effectively, Bill must quote a high price first and then reduce it later. Choices B, C, and D do not involve the door-in-the-face technique.

Bill Is a Car Salesman