Question 1

Companies involved in exporting are likely to

Accepted Answer

A) Send representatives to an international trade show 
B) Engage in minimal sales activity in international markets 
C) Have little control over the activities of the joint venture partner 
D) a and b only 
A) Send representatives to an international trade show 
B) Engage in minimal sales activity in international markets 
C) Have little control over the activities of the joint venture partner 
D) a and b only

Question 2

A personal selling situation involves content and style. Which of the following is an example of content?

Accepted Answer

A) A salesperson discussing the attributes of a technical product. 
B) A salesperson drawing up the contract in the format prescribed by the customer. 
C) A salesperson avoiding eye contact with a client so as not to offend the person. 
D) All of the above are content examples. 
A) A salesperson discussing the attributes of a technical product. 
B) A salesperson drawing up the contract in the format prescribed by the customer. 
C) A salesperson avoiding eye contact with a client so as not to offend the person. 
D) All of the above are content examples.

Question 3

To avoid ______________________________, the company should keep the expatriates ''in the loop'' for the duration of their assignments.

Accepted Answer

Reverse cu

Question 4

International management experts estimate that the total cost of failed expatriate assignments is in the "tens of thousands of dollars".

Accepted Answer

A) True 
 B)False

Question 5

International sales representatives' expertise, ability, demeanor, and appearance all convey information that is integral to the firm's product or service offering and help shape the firm's relationship with the target market.

Accepted Answer

A) True 
 B)False

Question 6

The _________________________ is advancing regulation that promotes pan-European consistency and fosters trade in the region.

Accepted Answer

The answer of The _________________________ is advancing regulation that promotes...

Question 7

How does cultural context affect personal selling?

Accepted Answer

Individuals from cultures with a low con

Question 8

Negotiators from low-context cultures follow Western logic, with the negotiation ending when an agreement is formally reached and in writing.

Accepted Answer

A) True 
 B)False

Question 9

Which type of representative is likely to cost the least?

Accepted Answer

A) Home-country national 
B) Host-country national 
C) Third-country national 
D) Mercenary expatriate 
A) Home-country national 
B) Host-country national 
C) Third-country national 
D) Mercenary expatriate

Question 10

Which type of incentive provides payment for maids, cooks, gardeners, or even a night watchman?

Accepted Answer

A) Cost-of-living adjustment 
B) Housing allowance 
C) Education allowance 
D) Home-leave allowance 
A) Cost-of-living adjustment 
B) Housing allowance 
C) Education allowance 
D) Home-leave allowance

Question 11

How can culture shock be attenuated?

Accepted Answer

A) The company should provide frequent trips back home. 
B) The company should increase the salesperson's salary. 
C) The company should help the employee know what to expect in the new environment. 
D) The company should administer personality tests. 
A) The company should provide frequent trips back home. 
B) The company should increase the salesperson's salary. 
C) The company should help the employee know what to expect in the new environment. 
D) The company should administer personality tests.

Question 12

Which of the following does not characterize order getters? They are individuals who

Accepted Answer

A) Actively generate leads 
B) Process orders 
C) Persuade clients to purchase the firm's products 
D) Go to clients' places of business or home 
A) Actively generate leads 
B) Process orders 
C) Persuade clients to purchase the firm's products 
D) Go to clients' places of business or home

Question 13

Which of the following is not true about an order taker. An order taker

Accepted Answer

A) Can show initiative 
B) Can persuade 
C) Can call on customer at his or her work place 
D) Can process the order 
A) Can show initiative 
B) Can persuade 
C) Can call on customer at his or her work place 
D) Can process the order

Question 14

_________________________ frequently accounts for early repatriation.

Accepted Answer

The answer of _________________________ frequently accounts for early repatriation....

Question 15

A personal selling situation involves style; style refers to rituals, format, mannerisms, and ground-rules of the buyer and seller during the course of their interaction.

Accepted Answer

A) True 
 B)False

Question 16

In South America, managers commonly "roll up their sleeves" and work on the assembly line as a way of showing their solidarity with the work force.

Accepted Answer

A) True 
 B)False

Question 17

Which type of incentive is likely to pay for schooling the children remaining in the home country and to visit the family member(s) posted abroad?

Accepted Answer

A) Housing allowance 
B) Education allowance 
C) Home-leave allowance 
D) Moving allowance 
A) Housing allowance 
B) Education allowance 
C) Home-leave allowance 
D) Moving allowance

Question 18

The company controls the extrinsic aspects of motivation.

Accepted Answer

A) True 
 B)False

Question 19

The repatriation allowance covers expenses for moving to the host country.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following is not a disadvantage of using home-country nationals?

Accepted Answer

A) Home-country nationals usually cost more than other types of representatives. 
B) Cultural barriers are more likely for home-country nationals. 
C) Home-country nationals lack personal connections to important decision makers. 
D) All of the above are disadvantages of using home-country nationals. 
A) Home-country nationals usually cost more than other types of representatives. 
B) Cultural barriers are more likely for home-country nationals. 
C) Home-country nationals lack personal connections to important decision makers. 
D) All of the above are disadvantages of using home-country nationals.

Companies involved in exporting are likely to

A personal selling situation involves content and style. Which of the following is an example of content?

To avoid ______________________________, the company should keep the expatriates ''in the loop'' for the duration of their assignments.

International management experts estimate that the total cost of failed expatriate assignments is in the "tens of thousands of dollars".

International sales representatives' expertise, ability, demeanor, and appearance all convey information that is integral to the firm's product or service offering and help shape the firm's relationship with the target market.

The _________________________ is advancing regulation that promotes pan-European consistency and fosters trade in the region.

How does cultural context affect personal selling?

Negotiators from low-context cultures follow Western logic, with the negotiation ending when an agreement is formally reached and in writing.

Which type of representative is likely to cost the least?

Which type of incentive provides payment for maids, cooks, gardeners, or even a night watchman?

How can culture shock be attenuated?

Which of the following does not characterize order getters? They are individuals who

Which of the following is not true about an order taker. An order taker

_________________________ frequently accounts for early repatriation.

A personal selling situation involves style; style refers to rituals, format, mannerisms, and ground-rules of the buyer and seller during the course of their interaction.

In South America, managers commonly "roll up their sleeves" and work on the assembly line as a way of showing their solidarity with the work force.

Which type of incentive is likely to pay for schooling the children remaining in the home country and to visit the family member(s) posted abroad?

The company controls the extrinsic aspects of motivation.

The repatriation allowance covers expenses for moving to the host country.

Which of the following is not a disadvantage of using home-country nationals?

Scope, Concepts, and Drivers of International Marketing

An Overview of the International Marketing Environment

International Trade: Institutional Barriers and Facilitators

Regional Economic and Political Integration

Cultural Influences on International Marketing

International Marketing Research: Practices and Challenges

International Strategic Planning

Expansion Strategies and Entry Mode Selection

Products and Services: Branding Decisions in International Markets

International Product and Service Strategies

Managing International Distribution Operations and Logistics

International Retailing

The International Promotional Mix and Advertising Strategies

International Publicity, Public Relations, and Sales Promotion Strategies

International Pricing Strategy

Organizing and Controlling International Marketing Operations and Perspectives for the Future

Filters

Exam 15: International Personal Selling and Personnel Management

Companies involved in exporting are likely to

A personal selling situation involves content and style. Which of the following is an example of content?

To avoid ______________________________, the company should keep the expatriates ''in the loop'' for the duration of their assignments.

International management experts estimate that the total cost of failed expatriate assignments is in the "tens of thousands of dollars".

International sales representatives' expertise, ability, demeanor, and appearance all convey information that is integral to the firm's product or service offering and help shape the firm's relationship with the target market.

The _________________________ is advancing regulation that promotes pan-European consistency and fosters trade in the region.

How does cultural context affect personal selling?

Negotiators from low-context cultures follow Western logic, with the negotiation ending when an agreement is formally reached and in writing.

Which type of representative is likely to cost the least?

Which type of incentive provides payment for maids, cooks, gardeners, or even a night watchman?

How can culture shock be attenuated?

Which of the following does not characterize order getters? They are individuals who

Which of the following is not true about an order taker. An order taker

_________________________ frequently accounts for early repatriation.

A personal selling situation involves style; style refers to rituals, format, mannerisms, and ground-rules of the buyer and seller during the course of their interaction.

In South America, managers commonly "roll up their sleeves" and work on the assembly line as a way of showing their solidarity with the work force.

Which type of incentive is likely to pay for schooling the children remaining in the home country and to visit the family member(s) posted abroad?

The company controls the extrinsic aspects of motivation.

The repatriation allowance covers expenses for moving to the host country.

Which of the following is not a disadvantage of using home-country nationals?

Scope, Concepts, and Drivers of International Marketing

An Overview of the International Marketing Environment

International Trade: Institutional Barriers and Facilitators

Regional Economic and Political Integration

Cultural Influences on International Marketing

International Marketing Research: Practices and Challenges

International Strategic Planning

Expansion Strategies and Entry Mode Selection

Products and Services: Branding Decisions in International Markets

International Product and Service Strategies

Managing International Distribution Operations and Logistics

International Retailing

The International Promotional Mix and Advertising Strategies

International Publicity, Public Relations, and Sales Promotion Strategies

International Pricing Strategy

Organizing and Controlling International Marketing Operations and Perspectives for the Future

Filters