Which one of the following characteristics is typical of salespeople who are trained in the foot-in-the-door technique? a. they know when to say " for your time." b. they know that persistence is more important than annoying a potential customer. c. they understand that making people feel uncomfortable leads to sales. d. they understand that one "yes" is often followed by another.

ANSWR IS C:

The Foot-in-the-Door Technique

Sales managers instruct their salespeople in the art of getting a

“yes” response to almost any request at all—like “mind if I use

your phone?” Why? Because people who give in to the first

request are more likely to give in to a second or third request.

This principle is the main idea of the foot-in-the-door technique.

Get the prospect to say “yes” to something—anything. This first

“yes” opens the door to the next “yes” or maybe even the final

“yes” as the prospect buys the salesperson’s product or agrees

to a request.

Just for Fun

You can become a better consumer if you understand the art of

mass production/ assembly line production

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