Assume that Sears’ total variable cost for the lawn tractor is $1,278. Also assume that the salesperson makes a 5 percent commission on both the selling price and the warranty. How much unit contribution (selling price–variable cost–commission) did the salesperson generate for Sears on this transaction?

Re-read the opening vignette in this chapter. The Sears salesperson attempted to apply five different behavioral compliance techniques discussed in the chapter. Imagine that you are the manager of that Sears store and you are observing the salesperson’s attempts to persuade the customer.