Which of the Following Compliance Techniques Is Correctly Matched with Its

question 20

Multiple Choice

Which of the following compliance techniques is correctly matched with its description?

• A) Foot-in-the-door technique-Someone makes a large request, expects it to be refused, and follows it with a smaller one.
• B) Door-in-the-face technique-When salespeople provide samples to potential customers, they do so to instigate the norm of reciprocity.
• C) That's-not-all technique-When a salesperson offers you a deal at an inflated price; immediately after the initial offer, the salesperson offers an incentive, discount, or bonus to clinch the deal.
• D) Not-so-free sample technique-One asks a person to agree to a small request, which has a high likelihood of compliance because it is small.

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Definitions:

CM Ratio

The CM Ratio, or Contribution Margin Ratio, is a financial metric that shows the proportion of sales revenue that exceeds variable costs, indicating the amount available to cover fixed costs and generate profit.

Fixed Expenses

Costs that remain constant for a set period and do not vary with changes in activity level, production volume, or sales, such as lease payments and utility bills. This is a rephrased definition of Fixed Costs.

Profit

The financial gain achieved when the amount of revenue gained from a business activity exceeds the expenses, costs, and taxes involved in sustaining the activity.

Contribution Margin

The difference between sales revenue and variable costs, serving as a measure to assess the profitability of products or services.