Exam 14: Sales Management

When expatriates return home, their standard of living often declines.

The _____ in(into) a market will determine how large the sales force needs to be and will influence how much training it will require.

_____ serves the needs of their clients in entering a market or sourcing goods from a market.They are characterized by their "service" nature and efforts to interact with and meet the needs of the exporter client.

Salespeople need to educate buyers.

The text describes differences between the way that domestic and international selling efforts occur and are managed.Cite and comment on these differences.

If a firm has limited foreign involvement and visibility, a correct choice for them to use in entering a foreign country would be to enter into an arrangement with an Export Management Company.

The size of the salesforce depends on the sales structure.

Successful sales programs always use financial compensation as their key motivators of their salesforce.

_____ is usually a large conglomerate that imports, exports, countertrade, invests, and manufactures in the global arena.

With respect to evaluating salespeople, _____ evaluations can be in the form of comparisons of sales, of sales percents, or increases in sales.

A number of studies have found that the best management approach is fairly consistent across cultures and countries.

Latin America has a negative and inhospitable climate.

Hard-sell marketing works well in Canada.