Question 1

Generally, successful sales representatives share common traits across cultures.

Accepted Answer

A) True 
 B)False

Question 2

In which of the following scenarios is an expatriate sales force the best choice for a company?

Accepted Answer

A)  When the product is customized 
B)  When the product is mass-marketed 
C)  When the product caters to a niche market 
D)  When the product is highly technical 
E)  When the product is global in nature 
A)  When the product is customized 
B)  When the product is mass-marketed 
C)  When the product caters to a niche market 
D)  When the product is highly technical 
E)  When the product is global in nature

Question 3

Describe how incentives are viewed in Japan.

Accepted Answer

Because the cultural differences affect

Question 4

In Europe, internal labor committees are influential in setting compensation rules for sales people.

Accepted Answer

A) True 
 B)False

Question 5

Third-country nationals are foreign nationals working as managers in the company's home country.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following is the major deterrent for executives offered an expatriate position?

Accepted Answer

A)  The threat of international terrorist attacks in foreign markets 
B)  The loss of visibility at corporate headquarters 
C)  The steep increase in living costs in a foreign location 
D)  The lack of proper communication technology 
E)  The loss of deep-rooted friendships at the home-country office 
A)  The threat of international terrorist attacks in foreign markets 
B)  The loss of visibility at corporate headquarters 
C)  The steep increase in living costs in a foreign location 
D)  The lack of proper communication technology 
E)  The loss of deep-rooted friendships at the home-country office

Question 7

American salespersons are mostly distributed as a few high performers and mostly middle-level performers, but almost no low performers.

Accepted Answer

A) True 
 B)False

Question 8

According to a recent study, Japanese sales representatives tended to be more satisfied with their jobs when:

Accepted Answer

A)  their values were consistent with those of their company. 
B)  they received high salaries. 
C)  they were better educated. 
D)  they had high salaries and were better educated. 
E)  they did not have to work abroad. 
A)  their values were consistent with those of their company. 
B)  they received high salaries. 
C)  they were better educated. 
D)  they had high salaries and were better educated. 
E)  they did not have to work abroad.

Question 9

Selling in relationship-oriented countries will require the most complete local knowledge possessed only by natives.

Accepted Answer

A) True 
 B)False

Question 10

The _____ are a group whose nationality has little to do with where they work or for whom.

Accepted Answer

A)  virtual expatriates 
B)  expatriate managers 
C)  third-country nationals 
D)  transnational expatriates 
E)  local nationals 
A)  virtual expatriates 
B)  expatriate managers 
C)  third-country nationals 
D)  transnational expatriates 
E)  local nationals

Question 11

The growing use of third-country nationals is, in part, a(n):

Accepted Answer

A)  response to the increased availability of third-country nationals. 
B)  symbol of the death of nationalism. 
C)  acknowledgment that personal skills and motivation are international values. 
D)  alternative to using domestic product controls. 
E)  an attempt to stimulate world peace through international marketing. 
A)  response to the increased availability of third-country nationals. 
B)  symbol of the death of nationalism. 
C)  acknowledgment that personal skills and motivation are international values. 
D)  alternative to using domestic product controls. 
E)  an attempt to stimulate world peace through international marketing.

Question 12

Japanese sales representatives are motivated more by the social pressure of their peers than by the prospect of making more money based on individual effort.

Accepted Answer

A) True 
 B)False

Question 13

Why do companies favor third-country nationals for overseas assignments?

Accepted Answer

The internationalization of business has

Question 14

How important is a second language for a manager?

Accepted Answer

Opinions are mixed on the importance of

Question 15

What strategy do companies take to ensure that executives accept expatriate positions?

Accepted Answer

A)  Promote overseas stint as a ticket to top management 
B)  Mandate expatriate positions for all executives 
C)  Shift a part of the head-office to the new location 
D)  Transfer a support team along with the expatriate manager 
E)  Find a mentor in the new country to guide the executive 
A)  Promote overseas stint as a ticket to top management 
B)  Mandate expatriate positions for all executives 
C)  Shift a part of the head-office to the new location 
D)  Transfer a support team along with the expatriate manager 
E)  Find a mentor in the new country to guide the executive

Question 16

Which of the following is suggested to make home-office personnel more aware of problems of foreign operations?

Accepted Answer

A)  Cross-cultural training 
B)  Global selling techniques 
C)  Newer technical skills 
D)  Telecommuting and teleconferencing skills 
E)  Email and presentation skills 
A)  Cross-cultural training 
B)  Global selling techniques 
C)  Newer technical skills 
D)  Telecommuting and teleconferencing skills 
E)  Email and presentation skills

Question 17

There is evidence that a manager's _____ affects personnel decisions when hiring in the international arena.

Accepted Answer

A)  age 
B)  sex 
C)  culture 
D)  income level 
E)  emotional stability 
A)  age 
B)  sex 
C)  culture 
D)  income level 
E)  emotional stability

Question 18

Overseas premiums, paid if the family does not go along, are called:

Accepted Answer

A)  resettlement claims. 
B)  family compensation. 
C)  displacement allowances. 
D)  fringe benefits. 
E)  separation allowances. 
A)  resettlement claims. 
B)  family compensation. 
C)  displacement allowances. 
D)  fringe benefits. 
E)  separation allowances.

Question 19

The first step in managing a sales force is its design.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following external uncontrollable factor influences selection of expatriates over local nationals?

Accepted Answer

A)  The host government's attitude toward foreign workers 
B)  Market acceptance of foreign products 
C)  Technical complexity of the product(s) 
D)  Size and spread of the customer base 
E)  Demographic profile of the target customer 
A)  The host government's attitude toward foreign workers 
B)  Market acceptance of foreign products 
C)  Technical complexity of the product(s) 
D)  Size and spread of the customer base 
E)  Demographic profile of the target customer

Generally, successful sales representatives share common traits across cultures.

In which of the following scenarios is an expatriate sales force the best choice for a company?

Describe how incentives are viewed in Japan.

In Europe, internal labor committees are influential in setting compensation rules for sales people.

Third-country nationals are foreign nationals working as managers in the company's home country.

Which of the following is the major deterrent for executives offered an expatriate position?

American salespersons are mostly distributed as a few high performers and mostly middle-level performers, but almost no low performers.

According to a recent study, Japanese sales representatives tended to be more satisfied with their jobs when:

Selling in relationship-oriented countries will require the most complete local knowledge possessed only by natives.

The _____ are a group whose nationality has little to do with where they work or for whom.

The growing use of third-country nationals is, in part, a(n):

Japanese sales representatives are motivated more by the social pressure of their peers than by the prospect of making more money based on individual effort.

Why do companies favor third-country nationals for overseas assignments?

How important is a second language for a manager?

What strategy do companies take to ensure that executives accept expatriate positions?

Which of the following is suggested to make home-office personnel more aware of problems of foreign operations?

There is evidence that a manager's _____ affects personnel decisions when hiring in the international arena.

Overseas premiums, paid if the family does not go along, are called:

The first step in managing a sales force is its design.

Which of the following external uncontrollable factor influences selection of expatriates over local nationals?

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

Generally, successful sales representatives share common traits across cultures.

In which of the following scenarios is an expatriate sales force the best choice for a company?

Describe how incentives are viewed in Japan.

In Europe, internal labor committees are influential in setting compensation rules for sales people.

Third-country nationals are foreign nationals working as managers in the company's home country.

Which of the following is the major deterrent for executives offered an expatriate position?

American salespersons are mostly distributed as a few high performers and mostly middle-level performers, but almost no low performers.

According to a recent study, Japanese sales representatives tended to be more satisfied with their jobs when:

Selling in relationship-oriented countries will require the most complete local knowledge possessed only by natives.

The _____ are a group whose nationality has little to do with where they work or for whom.

The growing use of third-country nationals is, in part, a(n):

Japanese sales representatives are motivated more by the social pressure of their peers than by the prospect of making more money based on individual effort.

Why do companies favor third-country nationals for overseas assignments?

How important is a second language for a manager?

What strategy do companies take to ensure that executives accept expatriate positions?

Which of the following is suggested to make home-office personnel more aware of problems of foreign operations?

There is evidence that a manager's _____ affects personnel decisions when hiring in the international arena.

Overseas premiums, paid if the family does not go along, are called:

The first step in managing a sales force is its design.

Which of the following external uncontrollable factor influences selection of expatriates over local nationals?

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