UNIT 13. Bait and Switch Technique

1. Complete the sentences, using the appropriate words from the box:

Bait; loss leaders; disparage; “switch”; violating; insincere offer.

1. The bait–and–switch sales technique involves an … to sell a product on terms that sound almost too good to be true.

2. The … is used to get the buyer into the store.

3. The seller tries to … the consumer to a more expensive item.

4. Salespersons who use the bait–and–switch technique are told to …, the advertised product and then refer the consumer to a higher–priced item.

5. Sellers can legally advertise specials at very low prices to get cus­tomers into their stores without … the bait–and–switch law.

6. The items offered in these specials are referred to as …, because the seller may lose money or make very little money on them.

2. Are the statements true (+) or false (-)? Correct the false statements.

1. Once the con­sumer is in the store, he or she finds that the product is much more appealing than expected.

2. On some occasions, the product may not be available at all.

3. The seller then tries to “switch” the consumer to a cheaper item.

4. As encouragement, the seller may be given a higher commission if he sells the lower–priced item.

5. If state law prohibits bait and switch, a consumer may be able to cancel a contract with a seller when the seller has used this technique.

6. Sellers can legally advertise specials at very low prices to get cus­tomers into their stores.

7. The items offered in these specials are sometimes referred to as loss leaders, because the seller may make very little money on them.