Chapter 6 Review Questions
Identifying sales tools and practices used
Evaluating the sales tools and practices used
Changing unethical or non-compliant tools or practices
all the above
Communications must be honest
Communications must convey information fully and fairly
Communications must contain all material information
Communications must not mislead
The manner in which a practitioner identifies products
The manner in which a practitioner identifies him- or herself
The manner in which a product’s features and benefits are presented
all of the above
Be proactive
Bring up the prospect’s attitude about the industry
Use open-ended questions to uncover the prospect’s feelings
Avoid discussion of the ethical issues in the industry unless the prospect brings them up
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