A dealer persuades a customer to buy a new car by reducing the price to well below that of his competitors. Once the customer has agreed to buy the car, the terms of the sale are shifted by lowering the value of the trade-in and requiring the purchase of expensive extra equipment. Now the car costs well above the current market rate. This is an example of the ______ technique.

Question

Quizplus · Accepted Answer

This is an example of the lowball technique because the dealer lured the customer into agreeing to buy the car with a reduced price, but then changed the terms of the sale to increase the final cost.

A Dealer Persuades a Customer to Buy a New Car