Question

A life insurance salesperson who takes advantage of the foot-in-the-door phenomenon would be most likely to
a. emphasize that his company is one of the largest in the insurance industry
b. promise a free gift to those who agree to purchase an insurance policy
c. ask customers to respond to a brief survey of their attitudes regarding life insurance.
d. address customers by their first names.
e. meet potential customers customers by paying them an unexpected visit at their homes

Answer 1

C. Ask customers to respond to a brief survey of their attitudes regarding insurance.

The "foot in the door" phenomenon is the tendency for people to agree to a large request if they have already previously agreed to a smaller/easier request. In this case, because the salesman has already convinced the customer to sit down and talk to him, they will be more likely to agree to do more by taking the survey.