Exam 17: Personal Selling and Sales Management

When recruiting sales and marketing personnel for an international sales force, there is a preference in favor of the locals. The reason for this is most likely that local nationals

What is the final link in a company's marketing and sales efforts?

How does the family impact the success of an expatriate manager?

What is an advantage of a sales force consisting of expatriate sales representatives?

Doreen is a French citizen who has been working for a U.S. company in Spain for twenty years. Doreen may be considered to be a

In relationship-oriented cultures such as France, Mexico, and Japan, sales representatives

In the context of international marketing, how important is a second language for a manager?

What are third-country nationals (TCNs)? Why do American companies favor third-country nationals over expatriates from other English-speaking countries for overseas assignments?

Local salespeople are better able to lead a company through the maze of unfamiliar distribution systems and referral networks of a foreign country.

Jorge, an American citizen, works as the sales manager at an office supply company. He is posted at the company headquarters in the U.S. and manages operations in China, making frequent and lengthy visits to conduct business meetings with his colleagues there. Jorge may be considered to be a

In the context of international sales management, managers' cultures affect their personnel decisions.

An expatriate with excellent cultural skills does not tolerate ambiguity and upholds the superiority of his or her culture.

What is the main reason for the failure of individual incentives to motivate employees in Japan?

Horatio is a virtual expatriate based in the U.S., managing operations in France and Belgium for his company. What disadvantage of working as a virtual expatriate is Horatio likely to experience?

Cultural empathy involves

Differences in languages and culture can make mutual understanding between foreign managers and sales representatives difficult.

The largest personnel requirement in foreign countries for most companies is in the

The training of foreign employees is likely to be most effective when

What decisions must be made in designing an international sales force, and what are the complications that tend to arise?

What is an advantage of being a virtual expatriate?