Exam 17: Personal Selling and Sales Management

What is considered to be the most common job in the United States despite being viewed negatively?

Countries such as Germany allow for greater use of expatriates in international sales forces. What is most likely the reason for this?

Describe three reasons for the low morale and growing amount of attrition among returning expatriates.

Most companies today limit their search for senior-level executive talent to their home countries.

The first step in managing a sales force is making a decision regarding its design.

Considering the specific characteristics of Japan's culture, what strategies would be most successful in motivating employees in Japanese organizations?

What is the most important quality of marketing personnel for a foreign assignment that a recruiter should consider?

What are the eight specific characteristics and skills a company should look for when selecting sales and marketing personnel for international marketing positions?

What is true of local nationals who are hired to sell a company's products?

An expatriate with excellent management and technical skills is sure to excel in any environment, even if he or she lacks an understanding of cultural differences.

An international salesperson can be hampered by flexibility when working in a foreign country or in the home country.

In Europe, external labor unions are involved in setting compensation rules for sales people.

For selling in relationship-oriented countries, a sales force consisting of American expatriates proves to be most efficient.

A survey showed that most companies establish sales compensation practices locally (either at the country or regional levels). The program element most often determined at the global level is

Helmut, a German national, works as a sales manager for Grey Oil Corporation in the Middle East. Given the benefits associated with the job, he works on one foreign assignment after another and rarely returns to the headquarters in Germany. In view of the given information, we can say that Helmut is a

Describe the advantages and disadvantages of using an expatriate sales force.

In eastern European countries, compensation packages typically involve a substantially greater emphasis on performance-based incentives than in the United States.

Japanese and American salespersons are surprisingly similar except for one difference that Japanese rate as more important than their American counterparts. Identify this difference.

For an American company, one of the disadvantages of recruiting a U.S. home-country national for a foreign sales assignment is the cost of double taxation.

Social recognition is a more important motivating factor for an American sales representative compared to a Japanese salesperson.