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:

Closed-ended Questions

Questions structured to elicit a specific, typically brief answer, limiting the range of responses.

Summarization

The process of reducing a large volume of information into its main points, effectively communicating the essence of the content in a shorter format.

Sympathetic Responding

The act of showing empathy and compassion in response to another's emotional state or situation.

Quantitative Research

A research method focused on the collection and analysis of numerical data to understand patterns, relationships, or trends.