Question

A salesman at a music store always begins by showing his customers high-priced instruments. When the customers refuse these, the salesman shows them the more economical models. Since the customers have turned down the first offer, they view the salesman's second offer as a concession and may feel inclined to buy the instrument. In this scenario, the salesman applies theA. cognitive dissonance approach.B. scarcity approach.C. rejection-then-retreat approach.D. inoculation approach.

Answer 1

Answer: Rejection-then-retreat approach.

Explanation: The musical equipment salesman is using the Rejection-then-retreat approach to sell his musical items. This method is used to frighten the customers with higher priced items then make them settle for lesser priced items.

Answer 2

Answer:

C) rejection-then-retreat approach.

Explanation:

The rejection-then-retreat approach is a sales process by which a salesperson tries to increase the average order value of a buyer. The salesperson will always start by showing the most expensive products (which he/she knows will usually be rejected) and if the expensive offers have been rejected, will proceed to show the potential buyers cheaper alternatives.

The salesperson is exchanging one concession for another; the salesperson's concession is selling a cheaper product and the buyer's concession is to accept a cheaper offer.

The trick most salespeople use is that they usually never offer the cheapest products. Once their initial offer is rejected, they show a cheaper product, but not necessarily the cheapest product.