Car Salesmen Often Encourage a Test Drive

question 57

Multiple Choice

Car salesmen often encourage a test drive. Perhaps they know about __________.

• A) the door-in-the-face approach
• B) Leon Festinger
• C) the foot-in-the-door approach
• D) making large requests first

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Definitions:

Free Association

A psychoanalytic technique where a patient says whatever comes to mind without censorship as a way to explore the unconscious mind.

Progressive Relaxation

A technique involving the tightening and then relaxing of different muscle groups to reduce stress and achieve physical and mental relaxation.

Muscle Group

A collection of muscles in the body that work together to generate movement in a specific part of the body or accomplish a particular physical task.

Systematic Desensitization

A behavioral technique used to reduce phobic responses and anxiety through gradual exposure to the feared object or situation combined with relaxation exercises.