Exam 15: International Personal Selling and Personnel Management

A firm that has manufacturer's representatives can range in its involvement from having a local sales office operated by local and/or international sales representatives, to a wholly-owned subsidiary.

Which of the following is not an example of an expatriate working in a particular foreign country?

Individuals from ____________________ context cultures are less confrontational and place greater emphasis on interpersonal interaction.

Individuals from high context cultures use formal, direct communication that is verbally expressed.

Which type of incentive is likely to pay for the cost of staying at a quality hotel until housing becomes available?

The ____________________ aspects of motivation includes things such as compensation, leave, and family polices.

_________________________ nationals are likely to be used where there is a greater political risk and where there is a greater level of competition.

Which of the following is not true regarding low context culture?

An electronic data interchange (EDI) relationship enables the buying and selling firms to share important data on

There is virtually no way to diminish culture shock.

Which type of representative is preferred by companies whose products are at the forefront of technology, or when the selling function relies on extensive training and highly-specialized information?

How can companies facilitate repatriation for the employee?

For many companies, the cost-of-living adjustment is above and beyond that justified by the local conditions.

Guaranteeing a promotion upon return is a strategy that can be used by the company to better prepare the expatriates for ____________________.

_________________________ nationals are preferred by companies whose products are at the forefront of technology.

Which incentive is likely to cover storage in the home country?

Negotiators from high-context cultures are less programmatic and less rigid, especially in time management, contract signing, and closing deals.

One of the most important actions of the company may be to simply keep the expatriate "in the loop" for the duration of the assignment.

In the international selling context, the order taker takes little initiative in international transactions.

The extrinsic aspects of motivation for an international assignment are addressed in the recruiting process, which ensures that only those candidates who have the appropriate traits are deployed.