According to the GHM Theory,the Choice Between an In-House Sales

question 25

Multiple Choice

According to the GHM Theory,the choice between an in-house sales force versus independent agents should turn on the relative importance of investments in developing persistent clients by the agent versus list-building activities by the insurance firm.What would GHM thus predict about the sales of whole life versus term life insurance?

• A)Both would be sold by the insurance company's in-house sales force
• B)Whole life would be sold by the insurance company's in-house sales force;term by an independent agent
• C)Whole life would be sold by an independent agent;term by the insurance company's in-house sales force
• D)Both would be sold by an independent agent
• E)An insurance company would try to "buy" the business (whole and term life insurance)of its independent agents

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Definitions:

Gamma Waves

A pattern of brain waves in the human brain with a frequency between 25 and 100 Hz, associated with perception and consciousness.

Delta Waves

Slow brain waves, typically associated with the deepest stages of sleep and relaxation.

Theta Waves

Low-frequency brain waves that are associated with states of drowsiness, creativity, and emotional experiences.

ADHD

Attention Deficit Hyperactivity Disorder, a neurodevelopmental disorder characterized by persistent patterns of inattention and/or hyperactivity-impulsivity.