A Salesperson at a Music Store Always Begins by Showing

question 1

Multiple Choice

A salesperson at a music store always begins by showing customers the higher-priced instruments.It's only when they refuse these or ask for cheaper models that he shows them other models.Because the customers turned down the first offer,they will view the salesman's second offer as a concession and may feel inclined to buy the instrument.In this case,the salesman is using the:

• A) cognitive dissonance approach.
• B) inoculation theory.
• C) rejection-then-retreat approach.
• D) social judgment theory.

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Definitions:

Shares

Units of ownership interest in a company or financial asset that provide for an equal distribution in any profits, if any are declared, in the form of dividends.

Dividends

Dividends are payments made by a corporation to its shareholder members, reflecting a portion of the corporate profits allocated for distribution.

Net Income

The total profit of a company after all expenses, including taxes and operating costs, are subtracted from total revenue.

Revenue

The income received by a company from its business activities, usually from the sale of goods and services to customers.