Ahmed ElShatif Sells Life and Disability Insurance to Members of a Large

question 74

Multiple Choice

Ahmed ElShatif sells life and disability insurance to members of a large union in the Willamette Valley region. His company is the only approved insurance vendor for the union. Although he is not competing against other insurance agents, his prospects are not required to buy any insurance coverage at all. He spends an average of 20 minutes with each prospect, learning about their needs and explaining the various insurance products, and choosing the right combination for each prospect.
-Ahmed knows the insurance he sells is a good value and that it is beneficial to customers. Moreover,Ahmed is confident that most prospects have already decided to purchase the insurance. What type of close will Ahmed most likely use?

• A)assumptive
• B)direct appeal
• C)trial
• D)special options
• E)management

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Definitions:

Existential

Relating to existentialism, a philosophical theory that emphasizes individual freedom, choice, and meaning within an inherently meaningless universe.

Illness Anxiety

A disorder characterized by excessive worry about having a serious illness, despite medical reassurance and lack of diagnostic evidence.

Somatic Symptom

A physical symptom that can cause significant distress or impairment, which may be linked to psychological distress though it lacks a medical cause.

Dissociative

Relating to or involving dissociation, a disconnection and lack of continuity between thoughts, memories, surroundings, actions, and identity.