Determine what level of disclosure a sales person

Assignment Help Management Theories

Reference no: EM133218097

Assignment:

1. Holley believes the "golden rule" should be used to determine what level of disclosure a sales person should be required to make to a prospective customer.

True or False?

2. According to Holley cases involving extremely vulnerable customers furnish the clearest illustration of the need for the fairness rule.

True or False?

3. Holley's preferred position is

a. The fairness rule

b. The maximal information rule

c. The mutual benefit rule

4. According to Holley ordinary customers often view the salesperson as a kind of consultant who can be relied upon to help the customer get what he really needs.

True or False?

5. Holley's fairness rule requires that the salesperson to provide the customer with

a. Any information relevant to a decision to purchase.

b. Any information needed to avoid risk of injury

c. Any information needed to make a reasonable judgement that the buyer could not otherwise reasonably be expected to know

6. Holley believes that implementation of the maximal information rule would not undermine the competitive structure of the market

True or False?

7. David Holley sets out a spectrum of

a. 3 levels of disclosure by a salesperson to a prospective customer

b. 4 levels of disclosure by a salesperson to a prospective customer

c. 5 levels of disclosure by a salesperson to a prospective customer

8. Holley argues that buyers are generally

a. Of the same level of vulnerability as patients

b. More vulnerable than patients.

c. Less vulnerable than patients

9. According to Holley a salesperson is

a. Never justified in behaving, Never justified in behaving paternalisticly

b. Always justified in behaving paternalisticly

c. Sometimes justified in behaving paternalisticly

10. Holley's maximal information rule requires the salesperson to provide the customer with

a. Any information relevant to a decision to purchase.

b. Any information needed to make a reasonable judgement that the buyer could not otherwise reasonably be expected to know

c. Any information needed to avoid risk of injury

Reference no: EM133218097

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