Marcie is a salesperson for a cosmetics manufacturer. She typically begins her sales presentation by approaching potential customers with very expensive products even though she knows most of them will refuse such expensive cosmetics. The moment she hears a refusal from a customer, Marcie feigns a hurt expression. Customers generally feel bad about hurting salespersons and feel obliged to at least listen to what they have to say. That gives Marcie a chance to introduce her customers to other less expensive products. Marcie's sales method is an example of the _____.

Question

Quizplus · Accepted Answer

Marcie's sales method is an example of the door-in-the-face technique, where a person starts with a highly unreasonable request, expecting to be rejected, and then retreats to a smaller favor (in this case, introducing less expensive products) which seems more reasonable in comparison.

Marcie Is a Salesperson for a Cosmetics Manufacturer