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

Question

Quizplus · Accepted Answer

Since the prospects are not required to buy insurance, it is important to maintain a relationship with them in case they become interested in the future. By continuing to make contact once a year, Ahmed can stay on their radar and be top of mind if they do decide to purchase insurance. Deleting their record or marking their file as "Sale Lost" could result in missed opportunities in the future. Asking another sales representative to approach the prospect may not be effective if the prospect has already declined coverage from Ahmed, and calling the prospect every week could be seen as intrusive and potentially harm the relationship.

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