A salesperson notices that a customer is closely examining a particular television set. She approaches the customer and explains that it's a great TV, but, unfortunately, the last one was sold 20 minutes ago.
The disappointed customer asks if there are any more available. The salesperson agrees to check, but first asks the customer if he will purchase the TV if one is found. The customer agrees quickly. Lo and behold, the salesperson finds an additional supply of televisions. Though the TV is not quite as attractive as it was a moment ago, the customer buys it anyway. Which weapon of influence led to the sale?
(a) Scarcity
(b) Authority
(c) Commitment and Consistency
(d) Both a and b
(e) Both a and c
Question 2
Which of the following does NOT invoke scarcity?
(a) Mimicry
(b) Censorship
(c) Exclusive information
(d) Competition
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Step 8 is very important. Be sure that the customer’s concern has been corrected.
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