A Large Newspaper Did a Story on a Recent Sales

question 30

Multiple Choice

A large newspaper did a story on a recent sales tactic: Dozens of fast-talking salespersons call thousands of people every day.In the opening call, a salesperson claims to represent an impressive-sounding company.A second follow­ up call involves a sales pitch on the profits to be made and the salesperson tells the customer it is no longer possible to invest.A third call gives the customer a chance to invest.Which social influence principle is applied here?

• A)Automaticity
• B)Authority
• C)Reciprocity
• D)Liking
• E)Scarcity

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Definitions:

Assets

Resources owned by a business or individual, which have economic value and can be used to meet debts or commitments.

Interest Revenue

Income earned from lending money or through investing in interest-bearing assets.

Operating Income

Income generated from a company's regular business activities, excluding deductions of interest and taxes.

Operating Revenue

Income earned from a company's core business operations, excluding revenue from other sources.