Question 1

Marketing is a business function requiring high motivation regardless of the location of the practitioner.

Accepted Answer

A) True 
 B)False

Question 2

What is an advantage of hiring local nationals in the sales force?

Accepted Answer

A)  They are more efficient in communicating with and influencing headquarters' personnel. 
B)  They are more knowledgeable about a country's business structure and systems. 
C)  They add to the prestige of the product line in the eyes of foreign customers. 
D)  They are likely to have superior technical expertise. 
E)  They do not accept any form of bribe. 
A)  They are more efficient in communicating with and influencing headquarters' personnel. 
B)  They are more knowledgeable about a country's business structure and systems. 
C)  They add to the prestige of the product line in the eyes of foreign customers. 
D)  They are likely to have superior technical expertise. 
E)  They do not accept any form of bribe.

Question 3

Jacob's wife never grew accustomed to his foreign assignment and was miserable, so Jacob requested a move back to the home country. This is a common reason for an expatriate's failure to function effectively in a foreign assignment.

Accepted Answer

A) True 
 B)False

Question 4

Though maturity and emotional stability are essential, the transnational manager is rarely expected to have knowledge of many subjects, either on or off the job.

Accepted Answer

A) True 
 B)False

Question 5

The main disadvantage of hiring local nationals for an international sales force is the tendency of headquarters personnel to ignore their advice.

Accepted Answer

A) True 
 B)False

Question 6

Which factor significantly differentiates companies with the least amount of returnee attrition from those with the highest attrition?

Accepted Answer

A)  specialized expatriate department 
B)  personal career planning for expatriates 
C)  continued cultural training 
D)  protection from work councils 
E)  family migration planning 
A)  specialized expatriate department 
B)  personal career planning for expatriates 
C)  continued cultural training 
D)  protection from work councils 
E)  family migration planning

Question 7

A marketer who expects to be effective in the international marketplace should

Accepted Answer

A)  be antagonistic toward other cultures. 
B)  not let the local culture influence his or her decisions. 
C)  practice cultural ethnocentrism. 
D)  not let consumer behavior influence marketing decisions. 
E)  have a positive outlook on an international assignment. 
A)  be antagonistic toward other cultures. 
B)  not let the local culture influence his or her decisions. 
C)  practice cultural ethnocentrism. 
D)  not let consumer behavior influence marketing decisions. 
E)  have a positive outlook on an international assignment.

Question 8

What is a characteristic of a professional expatriate?

Accepted Answer

A)  They work abroad for a period of one month and then return to the home office. 
B)  They work for a foreign company in a third country for a short period. 
C)  They work abroad in country after country for the greater part of their careers. 
D)  They work in their home branches for most of their careers. 
E)  They manage operations in other countries but do not move there. 
A)  They work abroad for a period of one month and then return to the home office. 
B)  They work for a foreign company in a third country for a short period. 
C)  They work abroad in country after country for the greater part of their careers. 
D)  They work in their home branches for most of their careers. 
E)  They manage operations in other countries but do not move there.

Question 9

What is a strategy that international companies use to encourage sales personnel to accept foreign assignments?

Accepted Answer

A)  International experience is considered important to join top management. 
B)  It is made mandatory for all sales personnel to take up expatriate positions. 
C)  Part of the headquarters of the company is set up at the foreign location. 
D)  Companies unfailingly provide employment for the employee's spouse in a top position. 
E)  Legal obligations are imposed on the expatriate sales representatives. 
A)  International experience is considered important to join top management. 
B)  It is made mandatory for all sales personnel to take up expatriate positions. 
C)  Part of the headquarters of the company is set up at the foreign location. 
D)  Companies unfailingly provide employment for the employee's spouse in a top position. 
E)  Legal obligations are imposed on the expatriate sales representatives.

Question 10

Nontaxable perks such as a company vehicle given to an expatriate is an example of

Accepted Answer

A)  an overseas premium. 
B)  a family compensation. 
C)  a special assessment. 
D)  a fringe benefit. 
E)  a separation allowance. 
A)  an overseas premium. 
B)  a family compensation. 
C)  a special assessment. 
D)  a fringe benefit. 
E)  a separation allowance.

Question 11

What is most likely to be a reason that headquarters personnel tend to ignore the advice of local nationals?

Accepted Answer

A)  Foreign nationals are not keen on keeping up with current best practices. 
B)  Foreign nationals lack the understanding of how home-office politics work. 
C)  Foreign nationals have a good grasp of the local culture and prevalent practices. 
D)  Foreign nationals cannot build close contact with subordinates and customers. 
E)  Foreign nationals have superior technical expertise, but are not good at relationship management. 
A)  Foreign nationals are not keen on keeping up with current best practices. 
B)  Foreign nationals lack the understanding of how home-office politics work. 
C)  Foreign nationals have a good grasp of the local culture and prevalent practices. 
D)  Foreign nationals cannot build close contact with subordinates and customers. 
E)  Foreign nationals have superior technical expertise, but are not good at relationship management.

Question 12

In the past, most chief executives came from one of three backgrounds. What is one of these?

Accepted Answer

A)  accounting 
B)  information technology 
C)  law 
D)  marketing 
E)  public relations 
A)  accounting 
B)  information technology 
C)  law 
D)  marketing 
E)  public relations

Question 13

What should be the nature of a training program for international marketing personnel?

Accepted Answer

Before any training can be effective, op

Question 14

Unlike the Japanese, the American sales managers have less need to worry about the problem of motivating poor performers. What is the reason for this?

Accepted Answer

A)  The group incentive system balances pay differences and thus is motivating enough. 
B)  Companies are more focused on long-term loyalty and are willing to compromise on performance initially. 
C)  Sales personnel are shifted to areas where their performance levels can meet expectations. 
D)  The base pay that is higher than their performance based incentive motivates them. 
E)  The team usually does not have any low performers as they either quit or are fired. 
A)  The group incentive system balances pay differences and thus is motivating enough. 
B)  Companies are more focused on long-term loyalty and are willing to compromise on performance initially. 
C)  Sales personnel are shifted to areas where their performance levels can meet expectations. 
D)  The base pay that is higher than their performance based incentive motivates them. 
E)  The team usually does not have any low performers as they either quit or are fired.

Question 15

Separation allowances are benefits paid when an expatriate manager leaves a company.

Accepted Answer

A) True 
 B)False

Question 16

The primary difference between professional expatriates and virtual expatriates is that

Accepted Answer

A)  professional expatriates can avoid misunderstandings that arise from cross-cultural communications. 
B)  for virtual expatriates, building close contact with customers is much easier. 
C)  professional expatriates do not incur any extra expense to the company. 
D)  for virtual expatriates, establishing a good working relationship with subordinates is much easier. 
E)  virtual expatriates work from their home branch and do not relocate to the assignment country. 
A)  professional expatriates can avoid misunderstandings that arise from cross-cultural communications. 
B)  for virtual expatriates, building close contact with customers is much easier. 
C)  professional expatriates do not incur any extra expense to the company. 
D)  for virtual expatriates, establishing a good working relationship with subordinates is much easier. 
E)  virtual expatriates work from their home branch and do not relocate to the assignment country.

Question 17

What is likely to be the most effective method in making home-office personnel aware of the problems of foreign operations?

Accepted Answer

A)  providing cross-cultural training 
B)  designing a theoretical course 
C)  conducting in-house seminars 
D)  holding corporate virtual reality training 
E)  distributing marketing reading materials 
A)  providing cross-cultural training 
B)  designing a theoretical course 
C)  conducting in-house seminars 
D)  holding corporate virtual reality training 
E)  distributing marketing reading materials

Question 18

What is an advantage that a sales force consisting of local nationals is likely to have over a sales force of expatriates?

Accepted Answer

A)  They are more efficient in communicating with and influencing headquarters' personnel. 
B)  They cost the firm less to maintain. 
C)  They add more to the prestige of the product line in the eyes of foreign customers. 
D)  They have greater technical expertise. 
E)  They are less likely to accept any form of bribe. 
A)  They are more efficient in communicating with and influencing headquarters' personnel. 
B)  They cost the firm less to maintain. 
C)  They add more to the prestige of the product line in the eyes of foreign customers. 
D)  They have greater technical expertise. 
E)  They are less likely to accept any form of bribe.

Question 19

Japanese sales representatives tend to be most satisfied with their jobs when

Accepted Answer

A)  their values are consistent with those of their company. 
B)  they receive high salaries and many perks. 
C)  they are better educated than their colleagues. 
D)  their technological knowledge is superior to that of others. 
E)  their ideas that do not conform to the company's goals are well-received. 
A)  their values are consistent with those of their company. 
B)  they receive high salaries and many perks. 
C)  they are better educated than their colleagues. 
D)  their technological knowledge is superior to that of others. 
E)  their ideas that do not conform to the company's goals are well-received.

Question 20

Expatriate managers fear that they will lose opportunities for promotion because they will be forgotten by the home office while they are working in a foreign country.

Accepted Answer

A) True 
 B)False

Marketing is a business function requiring high motivation regardless of the location of the practitioner.

What is an advantage of hiring local nationals in the sales force?

Jacob's wife never grew accustomed to his foreign assignment and was miserable, so Jacob requested a move back to the home country. This is a common reason for an expatriate's failure to function effectively in a foreign assignment.

Though maturity and emotional stability are essential, the transnational manager is rarely expected to have knowledge of many subjects, either on or off the job.

The main disadvantage of hiring local nationals for an international sales force is the tendency of headquarters personnel to ignore their advice.

Which factor significantly differentiates companies with the least amount of returnee attrition from those with the highest attrition?

A marketer who expects to be effective in the international marketplace should

What is a characteristic of a professional expatriate?

What is a strategy that international companies use to encourage sales personnel to accept foreign assignments?

Nontaxable perks such as a company vehicle given to an expatriate is an example of

What is most likely to be a reason that headquarters personnel tend to ignore the advice of local nationals?

In the past, most chief executives came from one of three backgrounds. What is one of these?

What should be the nature of a training program for international marketing personnel?

Unlike the Japanese, the American sales managers have less need to worry about the problem of motivating poor performers. What is the reason for this?

Separation allowances are benefits paid when an expatriate manager leaves a company.

The primary difference between professional expatriates and virtual expatriates is that

What is likely to be the most effective method in making home-office personnel aware of the problems of foreign operations?

What is an advantage that a sales force consisting of local nationals is likely to have over a sales force of expatriates?

Japanese sales representatives tend to be most satisfied with their jobs when

Expatriate managers fear that they will lose opportunities for promotion because they will be forgotten by the home office while they are working in a foreign country.

The Scope and Challenge of International Marketing

The Dynamic Environment of International Trade

History and Geography: the Foundations of Culture

Cultural Dynamics in Assessing Global Markets

Culture, Management Style, and Business Systems

The Political Environment: a Critical Concern

The International Legal Environment: Playing by the Rules

Developing a Global Vision Through Marketing Research

Economic Development and the Americas

Europe, Africa, and the Middle East

The Asia Pacific Region

Global Marketing Management: Planning and Organization

Products and Services for Consumers

Products and Services for Businesses

International Marketing Channels

Integrated Marketing Communications and International Advertising

Pricing for International Markets

Inventive Negotiations With International Customers, Partners, and Regulators

Filters

Exam 17: Personal Selling and Sales Management

Marketing is a business function requiring high motivation regardless of the location of the practitioner.

What is an advantage of hiring local nationals in the sales force?

Jacob's wife never grew accustomed to his foreign assignment and was miserable, so Jacob requested a move back to the home country. This is a common reason for an expatriate's failure to function effectively in a foreign assignment.

Though maturity and emotional stability are essential, the transnational manager is rarely expected to have knowledge of many subjects, either on or off the job.

The main disadvantage of hiring local nationals for an international sales force is the tendency of headquarters personnel to ignore their advice.

Which factor significantly differentiates companies with the least amount of returnee attrition from those with the highest attrition?

A marketer who expects to be effective in the international marketplace should

What is a characteristic of a professional expatriate?

What is a strategy that international companies use to encourage sales personnel to accept foreign assignments?

Nontaxable perks such as a company vehicle given to an expatriate is an example of

What is most likely to be a reason that headquarters personnel tend to ignore the advice of local nationals?

In the past, most chief executives came from one of three backgrounds. What is one of these?

What should be the nature of a training program for international marketing personnel?

Unlike the Japanese, the American sales managers have less need to worry about the problem of motivating poor performers. What is the reason for this?

Separation allowances are benefits paid when an expatriate manager leaves a company.

The primary difference between professional expatriates and virtual expatriates is that

What is likely to be the most effective method in making home-office personnel aware of the problems of foreign operations?

What is an advantage that a sales force consisting of local nationals is likely to have over a sales force of expatriates?

Japanese sales representatives tend to be most satisfied with their jobs when

Expatriate managers fear that they will lose opportunities for promotion because they will be forgotten by the home office while they are working in a foreign country.

The Scope and Challenge of International Marketing

The Dynamic Environment of International Trade

History and Geography: the Foundations of Culture

Cultural Dynamics in Assessing Global Markets

Culture, Management Style, and Business Systems

The Political Environment: a Critical Concern

The International Legal Environment: Playing by the Rules

Developing a Global Vision Through Marketing Research

Economic Development and the Americas

Europe, Africa, and the Middle East

The Asia Pacific Region

Global Marketing Management: Planning and Organization

Products and Services for Consumers

Products and Services for Businesses

International Marketing Channels

Integrated Marketing Communications and International Advertising

Pricing for International Markets

Inventive Negotiations With International Customers, Partners, and Regulators

Filters