What Social Influence Principle Is at Work with the Door-In-The-Face

question 77

Multiple Choice

What social influence principle is at work with the door-in-the-face technique?

• A)Liking
• B)Social validation
• C)Authority
• D)Reciprocity
• E)Commitment and consistency

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Definitions:

Professional Selling

The practice of promoting and selling products or services in a way that adheres to high ethical standards and involves building long-term relationships with clients.

Long-term Relationships

Enduring connections between businesses or between businesses and clients, often characterized by trust, commitment, and mutual benefit.

Probing Questions

Questions designed to gather more information from a person, often to clarify details or explore deeper insights on a topic.

Sales Presentation

A structured pitch by a salesperson to persuade a potential buyer about the benefits and features of a product or service.