Exam 14: Sales Management

How large a sales force needs to be, how much training the sales force will need, whether the sales force is predominately local or foreign, and the manner of compensation are all issues influenced by the _____ in(into) a market.

_____ addresses the structure, size, and compensation of the sales force.

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

In the sales management "process," the first step is where the manager:

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

France has a low level of bureaucracy.

Salesforce compensation is the chief form of motivation for salespeople.Companies tend to pay their salesforces equally across all countries.

Once the expatriate is overseas, training becomes more difficult.

Examples of quantitative evaluations include tests of the knowledge and manner of the salesperson.

The _____ states explicitly what the sales force will be asked to do.

Which of the following is an example of an issue faced by international sales strategy?

Expatriate involvement in international sales has been on the rise since the 1990s.

Salespeople do not sell services.

Unlike the United States where customers visit car dealers, a majority of cars are sold by door-to-door salespeople in _____.

In the negotiation process, non-task soundings do not include activities that are used to establish a rapport among the parties involved.

The salesforce management process starts with setting:

All of the following are tasks of the average salesperson except:

If the company uses expatriates to oversee sales regions and lead training, the firm will probably use which form of involvement listed below?

When researchers try to put the word international into sales management and personal selling, clarification is needed._____ considerations include issues that analyze more than one country's assets, strengths, and situations, or that deal directly with cross-border coordination.

Salesforce skill availability, country image, and expatriate recruiting are all issues that are relevant as intercultural issues with the foreign country.