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

Sales Techniques Quiz

Quiz
•
Arts
•
12th Grade
•
Hard
Jessica học)
FREE Resource
9 questions
Show all answers
1.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
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
2.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
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
3.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
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
4.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
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
5.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
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
6.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
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
7.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
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
8.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
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
9.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
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
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