When Trying to Close a Car Sale, Jerry Often Tries

question 9

Multiple Choice

When trying to close a car sale, Jerry often tries to sweeten the deal by telling the customer that he will throw in six free oil changes as well. This sales technique is best described as

• A) lowballing.
• B) the that's-not-all technique.
• C) the foot-in-the-door technique.
• D) the door-in-the-face technique.

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Definitions:

One-Tailed Test

A statistical test that determines the probability of the observed data under the assumption that one end of the probability distribution is scrutinized.

Two-Tailed Test

A statistical hypothesis test in which the critical area of a distribution is two-sided and tests whether a sample is either greater than or less than a certain range of values.

Null Hypothesis

A statement suggesting that no statistical significance exists in a set of observations.

Alternative Hypothesis

A statement that contradicts the null hypothesis and indicates that there is an effect or a difference.