Bill is a car salesman. He is trying to sell a moderately expensive car to a client. In order to use the door-in-the-face technique effectively, Bill must _____.
A) quote a high price first and reduce it later
B) make an initial offer and increase the price later
C) use a one-sided argument to convince
D) quote one price and stick to it

Question

Quizplus · Accepted Answer

The door-in-the-face technique involves making a large request that is likely to be rejected, then following up with a smaller, more reasonable request. In this case, quoting a high price first and then reducing it to a more moderate price would be an effective way for Bill to use the technique.

Bill Is a Car Salesman