4-1 Breakout Session Blog: Sales Psychology sample essay

Breakout sessions allow you to interact closely with your peers to exchange ideas about the content you are learning. For each breakout session blog, you will have the opportunity to explore big ideas in the field of social psychology, challenge your classmates’ thinking, and evaluate how your own learning evolves through these interactions.

For this assignment, you will submit an initial blog post and one follow-up post. Respond to the following prompts:

Initial Post: Reflect on the readings and research in this course and consider the information and perspectives that are vital to your emerging professional interests and your view of the role of psychology in the world. In your post, respond to the following questions:

  • What do you feel are the most important pieces of information that you have learned?
  • How has learning about classic and contemporary social psychology issues and research informed your understanding of real-world issues and problems?
  • Can you find any trends in social psychological research that can be used to improve social welfare?
  • How well can social psychological research help effect social change?
  • What ethical issues should current and future researchers take into consideration as they design new studies in order to positively impact society?

Follow-Up Post: In a new post, synthesize what you have learned during this module’s blogging activities. Has your thinking changed from exchanging ideas with classmates and experiencing their viewpoints?

To complete this assignment, review the Breakout Session Blog Rubric document.

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Describe these two sales techniques: foot in the door and door in the face. Give real-life examples of each one of these.

The foot in the door technique is an assumption that when a person agrees to a small request initially, they are more likely going to agree to a subsequent larger request in the future (Dolinski, 2015). For instance, a student who had attended the last psychology class may borrow notes from their classmate. When their request is accepted, they may later borrow notes for all previous classes. In foot in the door technique, a person accepts subsequent requests because the requester is consistent with what they are asking for.

The door in the face technique is the assumption that when a person rejects a large request, they are more likely going to accept a second, smaller request (Feeley et al., 2017). In this case, a big request is made with the expectation that it will be rejected. Then, when the second smaller request is made, a person finds it difficult to refuse since they do not want to appear as if they are always saying no to every request. For instance, when an employee is negotiating for a pay rise with their boss, they start by quoting a big percentage. Once the boss rejects the initial request, the employee may then ask for a small percentage increase in their pay. The boss is more likely going to accept the second, smaller request.

How might you use both techniques in real life to convince someone to buy or agree to something they might not normally do?

If I were to sell my car, I would use the door in the face technique to convince the buyer to pay a reasonable price. In this case, I would start by quoting a hefty price. Once the potential buyer rejects this price, I would proceed to quote a slightly smaller amount. The potential buyer is more likely going to accept the second, lower price because they do not want to appear as if they are rejecting every price.

I would use the foot in the door technique when selling different commodities. For instance, when a buyer accepts to buy a particular product at a small price, I would assume that they will likely buy a different commodity at a higher price in the future.

References

Dolinski, D. (2015). Techniques of social influence: The psychology of gaining compliance.           London, United Kingdom: Routledge.

Feeley, T., Fico, A. E., Shaw, A. Z., Lee, S., & Griffin, D. J. (2017). Is the Door-in-the-Face a      Concession?. Communication Quarterly, 65(1), 97-123.