The case presents a recorded dialogue between an insurance salesman and a prospect. Students are expected to evaluate the sales presentation made by the salesman, and are required to identify the special problems that an insurance salesman faces when calling on the prospects in view of the important differences that exist between selling an insurance policy and selling any other consumer product. On the basis of their evaluation of the sales approach, the students delineate the factors on which the success of an insurance salesman depends, and recommend any further training which is required for the salesman to do a better job.