Question 1

With respect to sales force structure, the _____ sales force has each salesperson sell only one product or product line (even when selling to a single customer).

Accepted Answer

A) territorial 
B) product 
C) customer 
D) matrix 
E) "open plan" 
A) territorial 
B) product 
C) customer 
D) matrix 
E) "open plan"

Question 2

In international marketing, negotiation strategies include the following except:

Accepted Answer

A) employ an outsourcing consultant 
B) employ an agent or advisor 
C) involve a mediator 
D) induce the counterpart to follow one's own negotiation script 
E) Adapt the counterpart's negotiation script 
A) employ an outsourcing consultant 
B) employ an agent or advisor 
C) involve a mediator 
D) induce the counterpart to follow one's own negotiation script 
E) Adapt the counterpart's negotiation script

Question 3

All of the following are examples of international sales strategy issues except:

Accepted Answer

A) salesforce skill availability. 
B) selling style differences. 
C) country image. 
D) expatriate recruiting. 
E) centralized training. 
A) salesforce skill availability. 
B) selling style differences. 
C) country image. 
D) expatriate recruiting. 
E) centralized training.

Question 4

When considering international sales management issues, _____ considerations are issues that analyze more than one country's assets, strengths, and situations, or that deal directly with cross-border coordination.

Accepted Answer

internatio

Question 5

All of the following are disadvantages of using expatriates over foreign nationals as managers, except:

Accepted Answer

A) cross-cultural training. 
B) motivation. 
C) honesty. 
D) compensation. 
E) family discord. 
A) cross-cultural training. 
B) motivation. 
C) honesty. 
D) compensation. 
E) family discord.

Question 6

Since their training is so specialized, firms rarely have problems with local companies raiding their salesforce for employees.

Accepted Answer

A) True 
 B)False

Question 7

Motivation, cultural sensitivity, ethical standards, and fairness are all issues that are relevant as intercultural issues with the foreign country.

Accepted Answer

A) True 
 B)False

Question 8

Evaluations of sales performance should be _____.

Accepted Answer

A) cumulative 
B) exhaustive 
C) quantitative 
D) qualitative 
E) both C and D 
A) cumulative 
B) exhaustive 
C) quantitative 
D) qualitative 
E) both C and D

Question 9

A _____ occurs when we group people (from what might appear to us as very similar cultures) together in perhaps an inappropriate manner because those people consider themselves to be different.

Accepted Answer

A) cultural assimilation 
B) cultural harmony 
C) cultural generalization 
D) cultural syncopation 
E) cultural similarity 
A) cultural assimilation 
B) cultural harmony 
C) cultural generalization 
D) cultural syncopation 
E) cultural similarity

Question 10

All of the following are steps in the sales force management process except:

Accepted Answer

A) setting sales force objectives. 
B) designing sales force strategy. 
C) recruiting and selecting salespeople. 
D) commission system management. 
E) supervising salespeople. 
A) setting sales force objectives. 
B) designing sales force strategy. 
C) recruiting and selecting salespeople. 
D) commission system management. 
E) supervising salespeople.

Question 11

With respect to the functions of sales force strategy, the _____ refers to and determines the physical positioning and responsibilities of each salesperson.

Accepted Answer

A) size 
B) structure 
C) compensation procedure 
D) modeling procedure 
E) evaluation procedure 
A) size 
B) structure 
C) compensation procedure 
D) modeling procedure 
E) evaluation procedure

Question 12

The world's top soy sauce producer, Kikkoman Corporation of Japan, has an extensive salesforce in China to support its new plant in Kunshan, Jiangsu Province, near Shanghai.

Accepted Answer

A) True 
 B)False

Question 13

The question of how to enter the market is central to marketing.

Accepted Answer

A) True 
 B)False

Question 14

With respect to rewarding salespeople, _____ reinforces the negative image of the salesperson benefiting from the sale, with no regard for the purchaser's well-being.

Accepted Answer

A) the salary system 
B) the commission system 
C) the motivation system 
D) the retainer system 
E) the hourly wage system 
A) the salary system 
B) the commission system 
C) the motivation system 
D) the retainer system 
E) the hourly wage system

Question 15

Which of the following forms of company sales involvement generally have the lowest involvement of expatriates?

Accepted Answer

A) low-level 
B) mid-level 
C) high-level 
D) backward level 
E) parallel level 
A) low-level 
B) mid-level 
C) high-level 
D) backward level 
E) parallel level

Question 16

Foreign travel is a reward employed by international companies.

Accepted Answer

A) True 
 B)False

Question 17

Backward integration refers to greater ownership and control of the distribution channel.

Accepted Answer

A) True 
 B)False

Question 18

One of the dimensions of Myers-Briggs-Type Indicator (MBTI) include ethnocentric behavior:

Accepted Answer

A) True 
 B)False

Question 19

The first step in the sales force management process is best described as being:

Accepted Answer

A) designing sales force strategy. 
B) setting sales force objectives. 
C) recruiting and selecting salespeople. 
D) commission system management. 
E) supervising salespeople. 
A) designing sales force strategy. 
B) setting sales force objectives. 
C) recruiting and selecting salespeople. 
D) commission system management. 
E) supervising salespeople.

Question 20

Which of the following statements most accurately describes the state of international selling?

Accepted Answer

A) Despite growing "international sales," salespeople typically work only in one region. 
B) International selling is a function of the degree of involvement. 
C) Because of the global nature of business today, global selling transcends international boundaries. 
D) International selling will never work. 
E) International selling is tightly monitored by most governments because of the potential for funds outflow. 
A) Despite growing "international sales," salespeople typically work only in one region. 
B) International selling is a function of the degree of involvement. 
C) Because of the global nature of business today, global selling transcends international boundaries. 
D) International selling will never work. 
E) International selling is tightly monitored by most governments because of the potential for funds outflow.

With respect to sales force structure, the _____ sales force has each salesperson sell only one product or product line (even when selling to a single customer).

In international marketing, negotiation strategies include the following except:

All of the following are examples of international sales strategy issues except:

When considering international sales management issues, _____ considerations are issues that analyze more than one country's assets, strengths, and situations, or that deal directly with cross-border coordination.

All of the following are disadvantages of using expatriates over foreign nationals as managers, except:

Since their training is so specialized, firms rarely have problems with local companies raiding their salesforce for employees.

Motivation, cultural sensitivity, ethical standards, and fairness are all issues that are relevant as intercultural issues with the foreign country.

Evaluations of sales performance should be _____.

A _____ occurs when we group people (from what might appear to us as very similar cultures) together in perhaps an inappropriate manner because those people consider themselves to be different.

All of the following are steps in the sales force management process except:

With respect to the functions of sales force strategy, the _____ refers to and determines the physical positioning and responsibilities of each salesperson.

The world's top soy sauce producer, Kikkoman Corporation of Japan, has an extensive salesforce in China to support its new plant in Kunshan, Jiangsu Province, near Shanghai.

The question of how to enter the market is central to marketing.

With respect to rewarding salespeople, _____ reinforces the negative image of the salesperson benefiting from the sale, with no regard for the purchaser's well-being.

Which of the following forms of company sales involvement generally have the lowest involvement of expatriates?

Foreign travel is a reward employed by international companies.

Backward integration refers to greater ownership and control of the distribution channel.

One of the dimensions of Myers-Briggs-Type Indicator (MBTI) include ethnocentric behavior:

The first step in the sales force management process is best described as being:

Which of the following statements most accurately describes the state of international selling?

Globalization Imperative

Economic Environment

Financial Environment

Global Cultural Environment and Buying Behavior

Political and Legal Environment

Global Marketing Research

Global Segmentation and Positioning

Global Marketing Strategies

Global Market Entry Strategies

Global Product Policy Decisions I: Developing New Products for Global Markets

Global Product Policy Decisions Ii: Marketing Products and Services

Global Pricing

Global Communication Strategies

Global Logistics and Distribution

Export and Import Management

Planning, Organization, and Control of Global Marketing Operations

Marketing Strategies for Emerging Markets

Global Marketing and the Internet

Sustainable Marketing in the Global Marketplace

Filters

Exam 14: Sales Management

With respect to sales force structure, the _____ sales force has each salesperson sell only one product or product line (even when selling to a single customer).

In international marketing, negotiation strategies include the following except:

All of the following are examples of international sales strategy issues except:

When considering international sales management issues, _____ considerations are issues that analyze more than one country's assets, strengths, and situations, or that deal directly with cross-border coordination.

All of the following are disadvantages of using expatriates over foreign nationals as managers, except:

Since their training is so specialized, firms rarely have problems with local companies raiding their salesforce for employees.

Motivation, cultural sensitivity, ethical standards, and fairness are all issues that are relevant as intercultural issues with the foreign country.

Evaluations of sales performance should be _____.

A _____ occurs when we group people (from what might appear to us as very similar cultures) together in perhaps an inappropriate manner because those people consider themselves to be different.

All of the following are steps in the sales force management process except:

With respect to the functions of sales force strategy, the _____ refers to and determines the physical positioning and responsibilities of each salesperson.

The world's top soy sauce producer, Kikkoman Corporation of Japan, has an extensive salesforce in China to support its new plant in Kunshan, Jiangsu Province, near Shanghai.

The question of how to enter the market is central to marketing.

With respect to rewarding salespeople, _____ reinforces the negative image of the salesperson benefiting from the sale, with no regard for the purchaser's well-being.

Which of the following forms of company sales involvement generally have the lowest involvement of expatriates?

Foreign travel is a reward employed by international companies.

Backward integration refers to greater ownership and control of the distribution channel.

One of the dimensions of Myers-Briggs-Type Indicator (MBTI) include ethnocentric behavior:

The first step in the sales force management process is best described as being:

Which of the following statements most accurately describes the state of international selling?

Globalization Imperative

Economic Environment

Financial Environment

Global Cultural Environment and Buying Behavior

Political and Legal Environment

Global Marketing Research

Global Segmentation and Positioning

Global Marketing Strategies

Global Market Entry Strategies

Global Product Policy Decisions I: Developing New Products for Global Markets

Global Product Policy Decisions Ii: Marketing Products and Services

Global Pricing

Global Communication Strategies

Global Logistics and Distribution

Export and Import Management

Planning, Organization, and Control of Global Marketing Operations

Marketing Strategies for Emerging Markets

Global Marketing and the Internet

Sustainable Marketing in the Global Marketplace

Filters