AHIP Module 4
1. You have set up an appointment for an in-home sales presentation with Mrs. Fernandez,
who expressed interest in the Medicare plans you represent.In preparation for the sales
presentation, what must you do?
Answer: Before conductingthe presentation, obtain and document having obtained her
permission to visit, alongwith her interest in the specific products you will present.
2. One of your colleagues argues that it is better to focus your time and energy exclusively on
neighborhoods with single-family homes. He further argues that their older owners are more
likely to have higher incomes and purchase the Medicare Advantage products you represent
compared to those living in apartment complexes. How should you respond?
Answer: This could be considereddiscriminatory activity and a prohibited practice.
3. Your colleague works at a third-party marketing organization (TMO) and she said she did
not need to take the Medicare training for brokers and agentsor pass a test to market Medicare
plans since her contract is with theTMO, notthe plans that have the products she sells. What
could you say to her?
Answer: You could tell her she is wrong, and that only agents selling employer/union group
plansare permitted an exemption from testing, but some employer/union group plans mayrequire
testing to promote agent compliance with CMS marketing requirements.
4. When you market Medicare Advantage and Part D plans, what may you offer as a gift to
induce enrollment in a plan?
Answer: You may provide gifts or prizes toall potential enrollees during an event that does not
exceed $15 in retail value.
5. Agent Jennings makes a presentation on Medicare advertised as an educational event. Agent
Jennings distributes materials that are solely educational.However, she gives a brief presentation
that mentions plan-specific premiums. Is this a prohibited activity at an event that has been
advertised as education-al?
Answer: Yes. Whether or not an event has been advertised as "educational" or a "sales
presentation," discussing plan-specific information is impermissible.
6. You are meeting with Mrs. Hall in her home. On her scope of appointment form, she asked
to discuss Medicare Advantage plans. During the meeting, she asked to discuss a stand-alone
prescription drug plan. She is leaving thenext day to visit her family for a week in another state,
so she needs to decidebefore she leaves. What must happen before that additional discussion
can take place?
Answer: Since Mrs. Hall specifically asked that you discuss the stand-alone Part D plan, you
may do so, as long as she signs a new scope of appointment formfirst, indicating that she
wants to discuss the Part D plan.
1. You have set up an appointment for an in-home sales presentation with Mrs. Fernandez,
who expressed interest in the Medicare plans you represent.In preparation for the sales
presentation, what must you do?
Answer: Before conductingthe presentation, obtain and document having obtained her
permission to visit, alongwith her interest in the specific products you will present.
2. One of your colleagues argues that it is better to focus your time and energy exclusively on
neighborhoods with single-family homes. He further argues that their older owners are more
likely to have higher incomes and purchase the Medicare Advantage products you represent
compared to those living in apartment complexes. How should you respond?
Answer: This could be considereddiscriminatory activity and a prohibited practice.
3. Your colleague works at a third-party marketing organization (TMO) and she said she did
not need to take the Medicare training for brokers and agentsor pass a test to market Medicare
plans since her contract is with theTMO, notthe plans that have the products she sells. What
could you say to her?
Answer: You could tell her she is wrong, and that only agents selling employer/union group
plansare permitted an exemption from testing, but some employer/union group plans mayrequire
testing to promote agent compliance with CMS marketing requirements.
4. When you market Medicare Advantage and Part D plans, what may you offer as a gift to
induce enrollment in a plan?
Answer: You may provide gifts or prizes toall potential enrollees during an event that does not
exceed $15 in retail value.
5. Agent Jennings makes a presentation on Medicare advertised as an educational event. Agent
Jennings distributes materials that are solely educational.However, she gives a brief presentation
that mentions plan-specific premiums. Is this a prohibited activity at an event that has been
advertised as education-al?
Answer: Yes. Whether or not an event has been advertised as "educational" or a "sales
presentation," discussing plan-specific information is impermissible.
6. You are meeting with Mrs. Hall in her home. On her scope of appointment form, she asked
to discuss Medicare Advantage plans. During the meeting, she asked to discuss a stand-alone
prescription drug plan. She is leaving thenext day to visit her family for a week in another state,
so she needs to decidebefore she leaves. What must happen before that additional discussion
can take place?
Answer: Since Mrs. Hall specifically asked that you discuss the stand-alone Part D plan, you
may do so, as long as she signs a new scope of appointment formfirst, indicating that she
wants to discuss the Part D plan.
