Exam 14: Sales Management

In managing a salesforce, greater formalization invokes negative responses from the salesforce in countries in which the power distance is low and the individualism is high.

The local organization determines how much technical, product knowledge, company history and culture, or other training its local salesforce requires.

A commission-based compensation might not motivate salespeople in some other countries.

Companies that follow a limited involvement approach enjoy great success in motivating and monitoring their salesforce.

With respect to sales force structure, the _____ sales force has each salesperson responsible for a particular area (reporting up the line to regional sales managers).

The salesperson can best be described as being the _____ for the company.

The salesperson is not the front line for the company.

Myers-Briggs-Type Indicator (MBTI) is a tool for addressing people's cognitive styles.

Many host country governments design regulations to protect local firms from international competition.

If a marketing manager were to mistakenly group South Koreans and Japanese together (either as a market or by business and labor practices), this would be an example of a _____ problem.

China has a very bureaucratic culture.

All of the following are examples of intercultural issues with the foreign country except:

The first step in the process of sales force management starts with recruiting and selecting salespeople.

A key decision that a marketer must make with respect to international marketing is _____.This decision limits and defines key underlying aspects of its future sales force management.

Sales force skill availability, company image, expatriate recruiting, and centralized training are issues relevant to _____ considerations.

Repatriation is the return of the expatriate employee from overseas.

Negotiations practices do not vary enormously across cultures.

_____ are home country personnel sent overseas to manage local operations in the foreign market.

The text reports the following recommendations regarding reducing attrition rates except:

If a company begins its foreign sales by exporting through a merchant distributor who takes title to the product and performs all the necessary foreign sales functions, this would be a form of _____ integration.