Question

Rafe, an insurance agent, is trying to convince Hartwell to cancel his current policy with another insurer in favor of one that he is selling. Rafe refers to an older, and much more restrictive, version of the customer's policy when comparing the coverage provided by the two policies. Which type of sales technique is Rafe using?

a. tebating
b. twisting
c. turning
d. crimping

Answer 1

Rafe is using the sales technique of twisting, which involves misleading the customer by misrepresenting the benefits of his own policy compared to the customer's current policy.

Step-by-step explanation:

The sales technique that Rafe is using is called twisting.

Twisting is a sales technique where an insurance agent tries to convince a customer to cancel their current policy with another insurer and switch to a policy that the agent is selling by using misleading or inaccurate information about the customer's current policy.

In this case, Rafe is referring to an older and more restrictive version of the customer's policy when comparing the coverage provided by the two policies. By doing so, Rafe is intentionally misrepresenting the benefits and advantages of his own policy, making it seem more favorable compared to the customer's current policy.

This type of sales technique is considered unethical because it involves manipulating the customer's understanding of their current policy and using misinformation to persuade them to make a switch.