Sales Techniques Quiz

What is the main goal of the disrupt-then-reframe (DTR) technique?

• To momentarily confuse the consumer and then clarify the message to increase compliance

• To give a misleading price and then correct it later

• To encourage consumers to negotiate for a lower price

• To overwhelm customers with too much information

According to Cialdini’s six ways to close a sale, which principle is at work when people are more likely to buy a product because their favorite celebrity endorses it?

• Social Proof

• Reciprocity

• Authority

• Scarcity

Which of the following sales techniques focuses on tailoring the sales approach to the individual customer's needs?

• Customer-focused sales technique

• Competitor-focused sales technique

• Product-focused sales technique

• Market-focused sales technique

In Kardes et al. (2007), what was the effect of Need for Cognitive Closure (NFCC) on the DTR technique?

• Individuals with high NFCC were more likely to comply with DTR messages

• Individuals with low NFCC were more likely to comply with DTR messages

• NFCC had no effect on compliance rates

• High NFCC individuals were less influenced by DTR because they preferred ambiguous information

Which of the following is an example of the reciprocity principle in sales?

• Offering free samples in a supermarket to encourage purchases

• Highlighting that a product is a 'best seller' to increase demand

• Encouraging customers to sign up for a newsletter before making a purchase

• Using a countdown timer to create urgency in online sales

What was the key finding from Study 1 in Kardes et al. (2007)?

• 65% of customers in the DTR condition bought candy, compared to 44% in the control group

• The control group had a higher purchase rate than the DTR group

• NFCC had no effect on compliance with the DTR message

• The DTR technique was ineffective in a real-world setting

What is the main characteristic of the product-focused sales technique?

• Emphasizing the quality of the product rather than individual customer needs

• Tailoring the sales approach to match specific customer preferences

• Highlighting comparisons between competing products

• Focusing on long-term customer relationships

Which of Cialdini’s six persuasion principles is being used when a company labels a product as 'Only 3 left in stock!'?

• Scarcity

• Commitment & Consistency

• Authority

• Liking

In Kardes et al. (2007), what was the purpose of the 2-second pause in the DTR technique?

• To momentarily confuse the consumer before providing a clear, reframed message

• To give the consumer time to negotiate a better price

• To allow the seller to observe the customer’s reaction before continuing

• To increase the perceived value of the product by making it seem exclusive