Question 1

Salespersons in relationship-oriented cultures are considered to belong down in the social ladder.

Accepted Answer

A) True 
 B)False  True

Question 2

What are the advantages and disadvantages of using an expatriate sales force?

Accepted Answer

The expatriate salesperson may have the advantages of: (a) greater technical training, (b) better knowledge of the company and its product line, (c) proven dependability, (d) they may add prestige to the product line in the eyes of the foreign customer, and (e) they are able to effectively communicate with and influence headquarters personnel.

Question 3

Double taxation is one of the disadvantages of recruiting an American expatriate.

Accepted Answer

A) True 
 B)False  True

Question 4

Which of the following makes an expatriate manager often three times costlier than their national counterparts?

Accepted Answer

A)  Exchange rate variations 
B)  Higher taxes for earnings 
C)  Special cost-of-living benefits 
D)  Added costs for the goodwill generated 
E)  Thrice the average pay is the normal expatriate compensation expected 
A)  Exchange rate variations 
B)  Higher taxes for earnings 
C)  Special cost-of-living benefits 
D)  Added costs for the goodwill generated 
E)  Thrice the average pay is the normal expatriate compensation expected

Question 5

Describe virtual expatriates.

Accepted Answer

The Internet and other advances in commu

Question 6

All of the following are disadvantages to having an expatriate salesperson in a foreign market EXCEPT:

Accepted Answer

A)  high cost. 
B)  cultural barriers. 
C)  willingness to live abroad for extended periods. 
D)  unverified dependability. 
E)  legal barriers. 
A)  high cost. 
B)  cultural barriers. 
C)  willingness to live abroad for extended periods. 
D)  unverified dependability. 
E)  legal barriers.

Question 7

In a study, when asked to rate the rewards from work, Japanese and American salespersons showed surprising similarity barring one aspect which the Japanese rated as more important than what their American counterparts did. Identify the one from the following.

Accepted Answer

A)  Job security 
B)  Promotion 
C)  Feeling of worthwhile accomplishment 
D)  Social recognition (sales club awards) 
E)  Personal growth and development 
A)  Job security 
B)  Promotion 
C)  Feeling of worthwhile accomplishment 
D)  Social recognition (sales club awards) 
E)  Personal growth and development

Question 8

Compared to the diplomatic skills required in a transnational management position, what are the major skills people operating in the home country require?

Accepted Answer

A)  Proficiency in at least two languages 
B)  Attributes of effective salespersons 
C)  People management and reporting skills 
D)  Quantitative skills to read market trends 
E)  Effective strategic planning skills 
A)  Proficiency in at least two languages 
B)  Attributes of effective salespersons 
C)  People management and reporting skills 
D)  Quantitative skills to read market trends 
E)  Effective strategic planning skills

Question 9

Cultural empathy means that a person is:

Accepted Answer

A)  subservient to a superior culture. 
B)  sympathetic and understanding of a culture other than their own. 
C)  tolerant of inferior cultures. 
D)  knowledgeable in the major cultural trends, globally. 
E)  hostile to all cultures except his own. 
A)  subservient to a superior culture. 
B)  sympathetic and understanding of a culture other than their own. 
C)  tolerant of inferior cultures. 
D)  knowledgeable in the major cultural trends, globally. 
E)  hostile to all cultures except his own.

Question 10

"There are no low performers in America." Explain.

Accepted Answer

One study comparing American and Japanes

Question 11

The primary control tool used by American managers is the reporting system.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following is true of sales compensation practices across the globe?

Accepted Answer

A)  Most Asian MNCs have adopted the U.S. system with its emphasis on commissions based on individual performance. 
B)  Government intervention in pay determination aimed at leveling pay scales, is gaining popularity in European countries. 
C)  A majority (nearly 75 percent) of multinational companies describe their sales compensation plans as global in nature. 
D)  The International Labour Organization is playing a key role in determining compensation practices worldwide. 
E)  Most companies establish sales compensation practices locally. 
A)  Most Asian MNCs have adopted the U.S. system with its emphasis on commissions based on individual performance. 
B)  Government intervention in pay determination aimed at leveling pay scales, is gaining popularity in European countries. 
C)  A majority (nearly 75 percent) of multinational companies describe their sales compensation plans as global in nature. 
D)  The International Labour Organization is playing a key role in determining compensation practices worldwide. 
E)  Most companies establish sales compensation practices locally.

Question 13

Personal career planning for the expatriate is the significant strategy that leads to higher retention of returnee expatriates.

Accepted Answer

A) True 
 B)False

Question 14

What are the aspects of a training program? Differentiate between training for expatriates and local personnel.

Accepted Answer

The nature of a training program depends

Question 15

Training for local personnel should require greater emphasis on all of the following EXCEPT:

Accepted Answer

A)  the company. 
B)  selling methods. 
C)  technical information. 
D)  special foreign problems. 
E)  the company's products. 
A)  the company. 
B)  selling methods. 
C)  technical information. 
D)  special foreign problems. 
E)  the company's products.

Question 16

Particularly in relationship-oriented cultures such as France, Mexico, and Japan, sales representatives tend to be:

Accepted Answer

A)  available only on a part-time basis. 
B)  on the bottom rung of the social ladder. 
C)  too close to customers to develop a professional selling relationship. 
D)  unwilling to commit to an organization for any length of time. 
E)  respected and held in high esteem. 
A)  available only on a part-time basis. 
B)  on the bottom rung of the social ladder. 
C)  too close to customers to develop a professional selling relationship. 
D)  unwilling to commit to an organization for any length of time. 
E)  respected and held in high esteem.

Question 17

Only limited number of high-caliber personnel are willing to live abroad for extended periods as expatriates.

Accepted Answer

A) True 
 B)False

Question 18

Distribution strategies will often vary from country to country. Some markets may require a direct sales force, whereas others may not. Countries such as Japan will require the most complete local knowledge possessed only by natives. Which aspect of Japanese culture requires this feature in the sales strategy?

Accepted Answer

A)  Strong traditions and taboos 
B)  Unfamiliarity with the English language 
C)  Relationship orientation 
D)  General suspicion of foreigners 
E)  Ethnocentrism 
A)  Strong traditions and taboos 
B)  Unfamiliarity with the English language 
C)  Relationship orientation 
D)  General suspicion of foreigners 
E)  Ethnocentrism

Question 19

The primary control tool used by American sales managers is:

Accepted Answer

A)  the threat of termination. 
B)  the quota system. 
C)  the incentive system. 
D)  the attraction of a foreign assignment. 
E)  tolerance and patience. 
A)  the threat of termination. 
B)  the quota system. 
C)  the incentive system. 
D)  the attraction of a foreign assignment. 
E)  tolerance and patience.

Question 20

The largest personnel requirement abroad for most companies is:

Accepted Answer

A)  the management team. 
B)  the service department. 
C)  the purchasing professionals. 
D)  the advertising specialists. 
E)  the sales force. 
A)  the management team. 
B)  the service department. 
C)  the purchasing professionals. 
D)  the advertising specialists. 
E)  the sales force.

Salespersons in relationship-oriented cultures are considered to belong down in the social ladder.

What are the advantages and disadvantages of using an expatriate sales force?

Double taxation is one of the disadvantages of recruiting an American expatriate.

Which of the following makes an expatriate manager often three times costlier than their national counterparts?

Describe virtual expatriates.

All of the following are disadvantages to having an expatriate salesperson in a foreign market EXCEPT:

In a study, when asked to rate the rewards from work, Japanese and American salespersons showed surprising similarity barring one aspect which the Japanese rated as more important than what their American counterparts did. Identify the one from the following.

Compared to the diplomatic skills required in a transnational management position, what are the major skills people operating in the home country require?

Cultural empathy means that a person is:

"There are no low performers in America." Explain.

The primary control tool used by American managers is the reporting system.

Which of the following is true of sales compensation practices across the globe?

Personal career planning for the expatriate is the significant strategy that leads to higher retention of returnee expatriates.

What are the aspects of a training program? Differentiate between training for expatriates and local personnel.

Training for local personnel should require greater emphasis on all of the following EXCEPT:

Particularly in relationship-oriented cultures such as France, Mexico, and Japan, sales representatives tend to be:

Only limited number of high-caliber personnel are willing to live abroad for extended periods as expatriates.

The primary control tool used by American sales managers is:

The largest personnel requirement abroad for most companies is:

The Scope and Challenge of International Marketing

The Dynamic Environment of International Trade

History and Geography: The Foundations of Culture

Cultural Dynamics in Assessing Global Markets

Culture, Management Style, and Business Systems

The Political Environment: A Critical Concern

The International Legal Environment: Playing by the Rules

Developing a Global Vision Through Marketing Research

Economic Development and the Americas

Europe, Africa, and the Middle East

The Asia Pacific Region

Global Marketing Management: Planning and Organization

Products and Services for Consumers

Products and Services for Businesses

International Marketing Channels

Integrated Marketing Communications and International Advertising

Pricing for International Markets

Negotiating With International Customers, Partners, and Regulators

Filters

Exam 17: Personal Selling and Sales Management

Salespersons in relationship-oriented cultures are considered to belong down in the social ladder.

What are the advantages and disadvantages of using an expatriate sales force?

Double taxation is one of the disadvantages of recruiting an American expatriate.

Which of the following makes an expatriate manager often three times costlier than their national counterparts?

Describe virtual expatriates.

All of the following are disadvantages to having an expatriate salesperson in a foreign market EXCEPT:

In a study, when asked to rate the rewards from work, Japanese and American salespersons showed surprising similarity barring one aspect which the Japanese rated as more important than what their American counterparts did. Identify the one from the following.

Compared to the diplomatic skills required in a transnational management position, what are the major skills people operating in the home country require?

Cultural empathy means that a person is:

"There are no low performers in America." Explain.

The primary control tool used by American managers is the reporting system.

Which of the following is true of sales compensation practices across the globe?

Personal career planning for the expatriate is the significant strategy that leads to higher retention of returnee expatriates.

What are the aspects of a training program? Differentiate between training for expatriates and local personnel.

Training for local personnel should require greater emphasis on all of the following EXCEPT:

Particularly in relationship-oriented cultures such as France, Mexico, and Japan, sales representatives tend to be:

Only limited number of high-caliber personnel are willing to live abroad for extended periods as expatriates.

The primary control tool used by American sales managers is:

The largest personnel requirement abroad for most companies is:

The Scope and Challenge of International Marketing

The Dynamic Environment of International Trade

History and Geography: The Foundations of Culture

Cultural Dynamics in Assessing Global Markets

Culture, Management Style, and Business Systems

The Political Environment: A Critical Concern

The International Legal Environment: Playing by the Rules

Developing a Global Vision Through Marketing Research

Economic Development and the Americas

Europe, Africa, and the Middle East

The Asia Pacific Region

Global Marketing Management: Planning and Organization

Products and Services for Consumers

Products and Services for Businesses

International Marketing Channels

Integrated Marketing Communications and International Advertising

Pricing for International Markets

Negotiating With International Customers, Partners, and Regulators

Filters