Winston Wants to by a New Car

question 225

Multiple Choice

Winston wants to by a new car.Before going to the dealership,he obtains detailed information from the Internet regarding exactly how much three dealerships paid for each car.At the first dealership,he negotiates a final "best offer" in writing,then walks out,and goes to another dealership to see if they can make him an even better deal in writing.He goes back to the first dealership with the "best offers" in hand and tries to get an even better deal.Winston

• A) is using the highball technique.
• B) is using the door-in-the-face technique.
• C) is protecting himself against the use of compliance techniques by salespersons.
• D) will probably pay more for the car than if he had negotiated with only one dealership.

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Definitions:

Specific Needs

Particular requirements or desires of an individual or entity.

Henry Ford

American industrialist and founder of Ford Motor Company who revolutionized factory production with his assembly-line methods.

Market Orientation

A business philosophy where the focus is on identifying and meeting the needs and wants of customers through product innovation and customer satisfaction.

Natural Monopolies

A market structure where a single firm can provide a good or service to an entire market at a lower cost than if there were multiple firms due to economies of scale.