Due to the Impact of Managed Care and Greater Emphasis

question 42

Multiple Choice

Due to the impact of managed care and greater emphasis on patients' rights, which of the following is true?

• A) The "Aesculapian authority" of physicians is being challenged.
• B) The "Aesculapian authority" of physicians is increasing.
• C) Physicians must practice excessive paternalism in making decisions for patients.
• D) Shared decision making is no longer feasible.

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Definitions:

Buying Needs

Represents the recognized requirements or desires that prompt a consumer to consider purchasing products or services.

Trial Close

A sales technique where the salesperson asks the prospect a question or series of questions to gauge the prospect's readiness to buy and identify objections early.

SELL Sequence

A sales technique that involves showing the product, explaining its advantages, leading into benefits for the customer, and letting the customer talk to uncover their needs and interests.

Consumer Buying

The purchasing activities of individuals and households for their personal use or consumption or to meet the collective needs of the household unit, such as a family or individual.