Which one of the following characteristics is typical of salespeople who are trained in the foot-in-the-door technique? a. they understand that one "yes" is often followed by another. b. they know when to say " for your time." c. they understand that making people feel uncomfortable leads to sales. d. they know that persistence is more important than annoying a potential customer.

A.They understand that one "yes" is often followed by another.

It is a tactic that originated form salespersons who are selling products or services at the customer’s doorstep. They would put their foot in the way so that the customers wouldn’t be able to close the door. The polite customers would then have to listen to what the sales representatives are saying, indirectly giving the sales persons opportunity. The Foot-in-the-Door (FITD) technique suggests that once a person agrees to a small request, he will be obliged to consistently agree with a future request.