Marcie Knows That If She First Asks a Customer to Buy

question 75

Multiple Choice

Marcie knows that if she first asks a customer to buy the expensive product she is selling that they will probably refuse, but she asks anyway. When a consumer refuses, showing that her feelings are clearly hurt, she requests the consumer to do something less extreme, like asking if they will let her show them the features of the product. Which technique is Marcie using?

• A) foot-in-the-door technique
• B) door-in-the-face technique
• C) even-a-penny-will-help technique
• D) "I'm working for you!" technique
• E) two-steps-backward-one-step-forward technique

Recognize the concept and impact of wasted coverage in advertising.

Comprehend the nature and importance of personal selling in the promotional mix.

Grasp the advantages of personal selling over other promotional methods.

Understand the role and importance of publicity in promotion.

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Definitions:

After-Tax Discount Rate

This rate is used to discount future cash flows to their present value, considering the effect of taxes.

Incremental Sales

The additional revenue generated from a specific marketing or sales effort, beyond the expected or baseline sales level.

Income Tax Rate

The segment of income that governments require individuals and corporations to pay as tax.

Straight-Line Depreciation

A technique for distributing the expense of a physical asset uniformly across its lifespan.