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

question 67

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.
-Even if a prospect who does not buy from Ahmed now,Ahmed should most likely:

• A) delete the prospect's record
• B) mark the prospect's file "Sale Lost"
• C) ask another sales representative at the firm to approach the prospect
• D) call the prospect every week until the prospect buys the insurance
• E) continue to make contact once a year with the prospect

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Definitions:

Sensory Memory

The shortest-term element of memory, it allows the ability to retain impressions of sensory information after the original stimuli have ended.

Chunking

Chunking is a cognitive strategy for organizing information into manageable units or chunks, making it easier to process and remember.

7 Plus or Minus 2 Rule

A cognitive principle suggesting that the average person can hold 5 to 9 items in their working memory.

Quickly Scanning

Quickly scanning refers to rapidly reviewing or looking over material to grasp the main ideas or locate specific information.