The Tendency of People to Comply with a Second, Lesser

question 4

Multiple Choice

The tendency of people to comply with a second, lesser request after refusing a first, larger one is called the ________ effect.

• A) door-in-the-face
• B) bait and switch
• C) foot-in-the-door
• D) lowball

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Definitions:

Qualified Prospect

A potential customer who has been evaluated and deemed likely to purchase a product or service due to their interest, ability to buy, and authority to make the purchase decision.

Cold Call

The practice of contacting potential customers or clients who have not previously expressed interest in the offered products or services, typically via telephone.

Personal Selling Process

A series of steps taken by sales professionals to identify potential customers, communicate the benefits of a product or service, and close the sale.

Prospecting Stage

The initial phase in the sales process, where potential clients or customers are identified and qualified as leads.