Question 1

With respect to sales and sales management entry into a foreign market, _____ integration refers to greater ownership and control of the distribution channel.

Accepted Answer

A) vertical 
B) horizontal 
C) forward 
D) backward 
E) dual 
A) vertical 
B) horizontal 
C) forward 
D) backward 
E) dual

Question 2

Personal selling is predominantly a _____ activity.

Accepted Answer

A) psychological 
B) ethnic 
C) tribal 
D) group 
E) personal 
A) psychological 
B) ethnic 
C) tribal 
D) group 
E) personal

Question 3

Which of the following degrees of involvement would probably be in use when piggybacking and selling through chains are used by the firm?

Accepted Answer

A) limited foreign involvement and visibility 
B) local management and sales force 
C) expatriate management and local sales force (mixed) 
D) heavy to complete expatriate sales force 
E) maximum global control and worldwide ownership 
A) limited foreign involvement and visibility 
B) local management and sales force 
C) expatriate management and local sales force (mixed) 
D) heavy to complete expatriate sales force 
E) maximum global control and worldwide ownership

Question 4

According to the Myers-Briggs Type Indicator test, the _____ tends to focus on immediate experience, become more realistic and practical, and develop skills such as acute powers of observation and memory for details.

Accepted Answer

A) extrovert 
B) introvert 
C) sensing person 
D) intuitive person 
E) thinking person 
A) extrovert 
B) introvert 
C) sensing person 
D) intuitive person 
E) thinking person

Question 5

The term sogoshosha in Japan describes an export trading company.

Accepted Answer

A) True 
 B)False

Question 6

Culture, or nationality, also influences salespeople's beliefs about the ethics of common selling practices.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is an example of an issue that is addressed by intercultural issues with the foreign country?

Accepted Answer

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

Question 8

Considering the four major categories of the Myers-Briggs Type Indicator, which of the categories (or combination of categories) best describes you? Explain why.

Accepted Answer

If the instructor chooses to use this qu

Question 9

Chinese customers tend to buy in smaller quantities and are accustomed to going to the supermarket every day or two.

Accepted Answer

A) True 
 B)False

Question 10

Motivation, cultural sensitivity, ethical standards, fairness, and relationship building are issues relevant to _____ considerations.

Accepted Answer

A) international product 
B) international sales strategy 
C) international mix 
D) intercultural issues with the foreign country 
E) global society 
A) international product 
B) international sales strategy 
C) international mix 
D) intercultural issues with the foreign country 
E) global society

Question 11

In Japan, it is common for pay to vary widely between members of a firm's salesforce.

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A) low 
B) middle 
C) high 
D) backward 
E) parallel 
A) low 
B) middle 
C) high 
D) backward 
E) parallel

Question 13

One popular tool for characterizing people that addresses their cognitive styles is the _____.

Accepted Answer

A) Kelsey-Ciebold scale. 
B) Johns-Hopkins initial perception scale. 
C) Majors-Hawkins Cognitive Indicator. 
D) Myers-Briggs Type Indicator. 
E) Spaniel test. 
A) Kelsey-Ciebold scale. 
B) Johns-Hopkins initial perception scale. 
C) Majors-Hawkins Cognitive Indicator. 
D) Myers-Briggs Type Indicator. 
E) Spaniel test.

Question 14

The success or failure of the company rests largely on the ability of the salesforce.

Accepted Answer

A) True 
 B)False

Question 15

_____ the sales force means directing and motivating the sales force to fulfill the company's objectives and providing the resources to allow them to do so.

Accepted Answer

A) Recruiting 
B) Training 
C) Evaluating 
D) Supervising 
E) Compensating 
A) Recruiting 
B) Training 
C) Evaluating 
D) Supervising 
E) Compensating

Question 16

Virtually all salesforce employees respond well to a sales contest as a motivator.

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

A) At the level of personal selling there is little true international selling. 
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) At the level of personal selling there is little true international selling. 
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.

Question 18

In Canada, the focus is on achieving the desired results.

Accepted Answer

A) True 
 B)False

Question 19

If a firm has limited foreign involvement and visibility, a correct choice for them to use in entering a foreign country would be to develop an expatriate sales force.

Accepted Answer

A) True 
 B)False

Question 20

If the company describes its situation as being concerned with a contract for sales from the U.S., no sales force or representatives abroad, and little or no control over the foreign marketing process, the firm will probably use which form of involvement listed below?

Accepted Answer

A) limited foreign involvement and visibility 
B) local management and sales force 
C) expatriate management and local sales force (mixed) 
D) heavy to complete expatriate sales force 
E) maximum global control and worldwide ownership 
A) limited foreign involvement and visibility 
B) local management and sales force 
C) expatriate management and local sales force (mixed) 
D) heavy to complete expatriate sales force 
E) maximum global control and worldwide ownership

With respect to sales and sales management entry into a foreign market, _____ integration refers to greater ownership and control of the distribution channel.

Personal selling is predominantly a _____ activity.

Which of the following degrees of involvement would probably be in use when piggybacking and selling through chains are used by the firm?

According to the Myers-Briggs Type Indicator test, the _____ tends to focus on immediate experience, become more realistic and practical, and develop skills such as acute powers of observation and memory for details.

The term sogoshosha in Japan describes an export trading company.

Culture, or nationality, also influences salespeople's beliefs about the ethics of common selling practices.

Which of the following is an example of an issue that is addressed by intercultural issues with the foreign country?

Considering the four major categories of the Myers-Briggs Type Indicator, which of the categories (or combination of categories) best describes you? Explain why.

Chinese customers tend to buy in smaller quantities and are accustomed to going to the supermarket every day or two.

Motivation, cultural sensitivity, ethical standards, fairness, and relationship building are issues relevant to _____ considerations.

In Japan, it is common for pay to vary widely between members of a firm's salesforce.

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

One popular tool for characterizing people that addresses their cognitive styles is the _____.

The success or failure of the company rests largely on the ability of the salesforce.

_____ the sales force means directing and motivating the sales force to fulfill the company's objectives and providing the resources to allow them to do so.

Virtually all salesforce employees respond well to a sales contest as a motivator.

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

In Canada, the focus is on achieving the desired results.

If a firm has limited foreign involvement and visibility, a correct choice for them to use in entering a foreign country would be to develop an expatriate sales force.

If the company describes its situation as being concerned with a contract for sales from the U.S., no sales force or representatives abroad, and little or no control over the foreign marketing process, the firm will probably use which form of involvement listed below?

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 and sales management entry into a foreign market, _____ integration refers to greater ownership and control of the distribution channel.

Personal selling is predominantly a _____ activity.

Which of the following degrees of involvement would probably be in use when piggybacking and selling through chains are used by the firm?

According to the Myers-Briggs Type Indicator test, the _____ tends to focus on immediate experience, become more realistic and practical, and develop skills such as acute powers of observation and memory for details.

The term sogoshosha in Japan describes an export trading company.

Culture, or nationality, also influences salespeople's beliefs about the ethics of common selling practices.

Which of the following is an example of an issue that is addressed by intercultural issues with the foreign country?

Considering the four major categories of the Myers-Briggs Type Indicator, which of the categories (or combination of categories) best describes you? Explain why.

Chinese customers tend to buy in smaller quantities and are accustomed to going to the supermarket every day or two.

Motivation, cultural sensitivity, ethical standards, fairness, and relationship building are issues relevant to _____ considerations.

In Japan, it is common for pay to vary widely between members of a firm's salesforce.

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

One popular tool for characterizing people that addresses their cognitive styles is the _____.

The success or failure of the company rests largely on the ability of the salesforce.

_____ the sales force means directing and motivating the sales force to fulfill the company's objectives and providing the resources to allow them to do so.

Virtually all salesforce employees respond well to a sales contest as a motivator.

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

In Canada, the focus is on achieving the desired results.

If a firm has limited foreign involvement and visibility, a correct choice for them to use in entering a foreign country would be to develop an expatriate sales force.

If the company describes its situation as being concerned with a contract for sales from the U.S., no sales force or representatives abroad, and little or no control over the foreign marketing process, the firm will probably use which form of involvement listed below?

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