When Martha visited a car dealership to buy a new minivan,the salesman was polite,engaging,and seemed enthusiastic about making a sale.He agreed with Martha on the terms of the sale,including the price and the added incentives.When it came time to close the deal,however,"problems" suddenly came up,and the salesman had to change the terms of the deal so that it was no longer as sweet as Martha had hoped it would be.That salesman is using the __________ technique.

Question

Quizplus · Accepted Answer

The salesman is using the lowball technique, where initially a favorable deal is offered to get the buyer's commitment, and then the terms are changed to be less favorable once the buyer is hooked.

When Martha Visited a Car Dealership to Buy a New