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

question 42

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,so he is not competing against other insurance agents,but 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.
-Which of the following would give Ahmed the strongest indicator that the prospect was ready to close the sale?

• A)The prospect says,"I don't understand why I'd need disability insurance."
• B)The prospect says,"When is the first payment due?"
• C)The prospect says,"I'm very happy with my current coverage."
• D)The prospect says,"Don't you have any less expensive policies?"
• E)The prospect says,"I have coverage through my wife's job."

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Definitions:

Social Loafing

The phenomenon where individuals exert less effort to achieve a goal when they work in a group than when they work alone.

Triangular Model of Love

A theory proposed by psychologist Robert Sternberg that describes love in terms of three components: intimacy, passion, and commitment.

Intimacy

The close, familiar, and usually affectionate or loving personal relationship with another person or group.