46. All of the following are basic stages of needs-based selling EXCEPT: O a. fact-finding Ob. offer of inducement Oc. product recommendation od. needs analysis 47. Who of the following is engaging in unethical behavior? Ca. Producer A uses humor to help clients understand the complexities of long-term care coverage. ob. Producer B avoids telling customers the limitations associated with a particular insurance product. oc. Producer C shows the rates and coverages offered by the competition so that clients can make an informed decision. Od. Producer D provides prospects with a brochure discussing the processes by which his agency works with its clients to handle complaints and resolve disputes. 48. To meet ethical and suitability standards, long-term care insurance must be sold using what type of approach? O a.feature-based Ob needs-based Oc. fear-based od. cost-based 49. Who of the following represents a prohibited insurance sales practice? Ca. Producer A offers to pay $200 of Louise's first premium if she will purchase the insurance policy he is offering. ob. Producer B finds Josh, who is in good health, a better policy at lower rates from an insurer with a higher rating- OC. Producer Cdiscloses to Malory the risks and drawbacks of switching to a new policy in addition to discussing the potential advantages. od. Producer D dissuades Miles from purchasing a policy from an insurance company known for questionable practices and encourages him to research the matter himself before deciding. 50. Who of the following is engaging in a permissible sales practice? Ca. Producer A promises Justin one policy and substitutes another at the time of application. ob. Producer B offers to split his commission with Jeanette if she will switch from her old coverage. OC. Producer Cdisparages Keith's current insurer so that Keith will switch policies. od. Producer D provides an accurate side-by-side policy comparison so that Kayla will be able to decide whether to remain with her old policy or purchase a new one. Questions 31 - 40 Grade Exam >>