Exam 14: Sales Management

According to the Myers-Briggs Type Indicator test, the _____ tends to show a greater concern with concepts and ideas than with external events, relative detachment, and enjoyment of solitude and privacy over companionship.

The _____ classifies people on four personal dimensions.These are extrovert versus introvert, sensing versus intuitive, thinking versus feeling, and judging versus perceiving.

Many _____ use EMCs services mainly to test the international arena.

The typical German manufacturing workweek is only 30 hours.

Negotiation strategies need to be culturally responsive, given the inherently intense interaction of negotiating parties, and thus affected by the level of cultural familiarity that the negotiating parties possess about one another's cultures.Cultural familiarity is a measure of a party's current knowledge of his counterpart's culture and ability to use that knowledge competently.Depending on the particular situation, distinct negotiation strategies can be selected.Pick a scenario that could require negotiation in a cross-cultural setting, select negotiation strategies that you could imagine relevant to the negotiation, and describe why.

When a company has the _____ involvement approach, the company (because it uses either host country employees or expatriates) must face the foreign culture and intercultural communication can become an issue that must be dealt with through training.

In many cultures, receiving a bribe is seen as a privilege of having attained a position of influence.

The relationship between a seller and a buyer ends when the sale is made.

The differences between the cultures of companies in two countries are based more on the ingrained cultural values of the _____.

Cross-cultural training is on the decline in recent years.

If a company begins its foreign sales by exporting through merchant distributors and then purchases a foreign sales subsidiary and locates product warehouses abroad, this would be a form of _____ integration.

All of the following are advantages that expatriates are likely to have over foreign nationals as managers of MNCs, except:

The general trend among U.S.multinationals has been a decreasing use of _____ managers overseas and an increasing reliance on _____ foreign talent since the 1990s.

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

Difficulties in setting compensation packages for global salesforces include:

With respect to sales and sales management, the entry method into a market is also called the _____.

Personal selling is predominantly a group activity.

According to the Myers-Briggs Type Indicator test, the _____ tends to value the possibility and meaning more than immediate experience, and become more imaginative, theoretical, abstract, and future oriented.

Backward integration might consist of the company purchasing a sales subsidiary and establishing product warehouses abroad.

When recruiting a salesforce, companies generally have a clear picture of the desired skills and characteristics they want for the salesforce.