Marcie works as a salesperson for a major cosmetics manufacturer.She normally begins by approaching potential customers with very expensive products,even though she knows that they will refuse.This refusal makes it easier for Marcie to sell other products which are relatively cheaper by showing consumers that she has been "apparently hurt" by their rejection.This is an example of the _____ sales technique.

Question

Quizplus · Accepted Answer

This is an example of the door-in-the-face sales technique, where the salesperson starts by making a high-priced offer that they know the customer will refuse, before offering a relatively cheaper product, which seems more reasonable in comparison. The rejection of the expensive offer makes the customer feel like they have negotiated a better deal, and increases the likelihood of them buying the cheaper product.

Marcie Works as a Salesperson for a Major Cosmetics Manufacturer