Exam 14: Sales Management

Sogoshosha (such as Mitsubishi, Mitsui, Sumitomo, and Marubeni) are the Japanese equivalents of _____.

Ethics for international sales reps:

At the time, the company is considering its entry strategy, foreign government rules and practices are fairly low on the list of considerations as foreign governments rarely constrain their business.

The "Salesperson of the Month" approach for motivating a salesforce is very successful in Japan.

Selling through an Export Management Company (EMC) or an Export Trading Company (ETC) is considered a high-level involvement approach to international sales.

According to the Myers-Briggs Type Indicator test, the _____ tends to rely on the environment for guidance, be action-oriented, sociable, and communicate with ease and frankness.

Setting sales force objectives internationally will not only depend on the company goals but will also depend on:

Expatriates do not face a long list of difficulties upon returning home.

Unlike the United States, the majority of cars sold in Japan are sold door-to-door.

Most sales training takes place in the country where staff reside.

Equating Korean and Japanese consumers and business practices to be the same just because they are in geographic proximity to one another would be a mistake often made because of _____.

As an example of a company that has the _____ involvement approach, the company will generally own warehouses where goods are stored and/or own outlets where products are sold.

In some cultures, evaluations are seen as an invasion of privacy of salespeople.

If a company follows a _____ involvement path, it normally gives up the ability to motivate and monitor the sales force and to train them to better serve the customer.

Russia has an abundance of red tape.

Germans are typically viewed as scientifically exacting and industrious people.However, the typical German manufacturing work week is only thirty hours and the workers jealously guard their free time and show little interest in working overtime.This would be an example of the dangers of _____.

The single most compelling reason that most expatriates return home early from their tour of duty abroad is:

When a company has a _____ involvement approach, the company substantially controls the foreign distribution channels.

Stages of the negotiation process include the following except:

Which of the following degrees of involvement would probably be in use when Export Management Companies, Export Trading Companies, or direct exporting are being used by the firm?