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

question 34

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.
-A prospect who does not buy from Ahmed now:

• A)has probably purchased from another sales representative,so Ahmed deletes the prospect's record
• B)is unlikely to need insurance,so Ahmed marks the file "Sale Lost."
• C)probably did not like Ahmed personally,so Ahmed asks another sales representative at his company to approach the prospect
• D)needs to be persuaded to buy,so Ahmed calls or emails every week until the prospect buys
• E)is likely to need insurance in the future,so Ahmed continues to make contact once a year with the prospect

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Definitions:

Media Richness

This refers to the ability of a communication medium to effectively convey information and the degree to which it allows for immediate feedback, the use of multiple cues, and personalization.

Empathy

The ability to understand and share the feelings of another person from their point of view.

"You" View

A writing perspective that focuses on addressing the reader directly, often used in persuasive or personal communication to create a sense of individual attention.

Audience Benefits

The advantages or positive outcomes that people who are watching, listening to, or participating in something will receive.