Chapter 6 Review Questions

What steps are generally involved in the ethical audit of a life insurance agentís practice?

Identifying sales tools and practices used
Evaluating the sales tools and practices used
Changing unethical or non-compliant tools or practices
all the above


Which of the following is NOT a general ethical principle concerning communications with a prospect?

Communications must be honest
Communications must convey information fully and fairly
Communications must contain all material information
Communications must not mislead


Which of the following are of importance in terms of ethics and compliance?

The manner in which a agent identifies products
The manner in which a agent identifies him- or herself
The manner in which a productís features and benefits are presented
all of the above


Which of the following is NOT a method by which an agent may turn his or her ethical practice into a marketing advantage?

Be proactive
Bring up the prospectís attitude about the industry
Use open-ended questions to uncover the prospectís feelings
Avoid discussion of the ethical issues in the industry unless the prospect brings them up