In a cloth store, Tarun was deciding about whether to purchase or not a dress whose cost was coming to be Rs. 4000/-. At that point, the salesperson suggested that if he (Tarun) purchases clothes amounting Rs. 5000/-, he would get a T-shirt free of cost. In this situation, which of the following techniques has been used by the salesperson to influence Tarun?

Correct option is C

● The That’s-not-all technique involves offering an additional, unsolicited benefit (such as a free T-shirt) to make an offer more attractive before the person makes a decision.
● In this case, the salesperson added an extra benefit (T-shirt) to the deal in an effort to get Tarun to buy the clothes. This is typical of the That’s-not-all persuasion strategy.

Information Booster:

1. That’s-not-all technique makes an initial offer look more attractive by adding additional benefits or perks before the person has made a decision, thus encouraging them to say "yes."
2. This technique plays on the principle of reciprocity, where people feel compelled to accept the offer when it appears as though the seller is doing something extra for them.
3. The strategy helps to lower resistance and create a sense of urgency or value, prompting the consumer to act quickly.
4. The T-shirt offered here is the extra incentive designed to make the larger purchase seem more valuable.

Additional Knowledge:

● Option (1): Foot-in-the-Door technique involves getting a person to agree to a small request first, which then leads to agreeing to a larger request. It is not applicable here because the salesperson is directly offering an incentive to make the purchase larger.

● Option (2): Lowball procedure involves initially offering a product at a low price and then increasing the cost once the customer has committed. This is not relevant here because the salesperson is not changing the price after commitment.
● Option (4): Door-in-the-Face technique involves making a large request that is likely to be refused, followed by a much smaller, more reasonable request. This is not being used in this situation as the salesperson isn’t starting with an excessive request.