When a salesperson visits your home and asks you to try a free sample of a cleaning fluid, you agree. When he returns the following week and asks you to purchase an assortment of expensive cleaning products, you make the purchase. The salesperson appears to have made effective use of the foot-in-the-door phenomenon. This is a common sales tactic where a salesperson gets a person to agree to a large request by first setting them up by asking for a small request. The ‘foot-in-the-door’ technique works on the principle that if a small request is complied with, the individual is more likely to agree to a substantial request.
Solved Question 31
