Question 1

Which of the following is the single most important reason for expatriate dissatisfaction?

Accepted Answer

A)  Unsuccessful family adjustment 
B)  Cultural conflict in the foreign country 
C)  Non-cooperation of foreign colleagues 
D)  Communication issues with home-country head quarters 
E)  Redundant/mismatching skills in a foreign country 
A)  Unsuccessful family adjustment 
B)  Cultural conflict in the foreign country 
C)  Non-cooperation of foreign colleagues 
D)  Communication issues with home-country head quarters 
E)  Redundant/mismatching skills in a foreign country

Question 2

Because of new advances in communications technology, a new form of expatriate has emerged. What is the name of this new form of expatriate?

Accepted Answer

A)  The geek expatriate 
B)  The virtual expatriate 
C)  The e-com expatriate 
D)  The dotcom expatriate 
E)  The visionary expatriate 
A)  The geek expatriate 
B)  The virtual expatriate 
C)  The e-com expatriate 
D)  The dotcom expatriate 
E)  The visionary expatriate

Question 3

Compared to Japanese salesperson, social recognition is more important for the American.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following reward areas scores the highest among American salespeople?

Accepted Answer

A)  Job security 
B)  Promotion 
C)  Merit increase with pay 
D)  Feeling of worthwhile accomplishment 
E)  Social recognition (sales club awards) 
A)  Job security 
B)  Promotion 
C)  Merit increase with pay 
D)  Feeling of worthwhile accomplishment 
E)  Social recognition (sales club awards)

Question 5

The main disadvantage of hiring local nationals is the tendency of headquarters personnel to ignore their advice.

Accepted Answer

A) True 
 B)False

Question 6

According to some experts, which of the following may be a reason that substantial reductions in field sales may occur in the future?

Accepted Answer

A)  Cost of maintaining a sales team 
B)  Lack of security for confidential information 
C)  Skill-set deficiencies in the sales force 
D)  Advances in information technology 
E)  Increasing competition 
A)  Cost of maintaining a sales team 
B)  Lack of security for confidential information 
C)  Skill-set deficiencies in the sales force 
D)  Advances in information technology 
E)  Increasing competition

Question 7

Describe TCN. What is the significance of the growth of TCNs?

Accepted Answer

The internationalization of business has

Question 8

Which of the following is one of the advantages of using an expatriate salesperson?

Accepted Answer

A)  Greater technical training 
B)  Increases the diversity mix of the organizational profile 
C)  Usually more experienced than local nationals 
D)  Other-country teams are more accepting of an expatriate manager 
E)  Lesser risk of employee-poaching in a foreign market 
A)  Greater technical training 
B)  Increases the diversity mix of the organizational profile 
C)  Usually more experienced than local nationals 
D)  Other-country teams are more accepting of an expatriate manager 
E)  Lesser risk of employee-poaching in a foreign market

Question 9

All of the following are advantages that an expatriate salesperson has in representing his or her company in a foreign market; however, one of these advantages stands out above the others. Which one is it?

Accepted Answer

A)  Greater technical training 
B)  Better knowledge of the company and its product line 
C)  Proven dependability 
D)  Adds prestige to the product line, in the eye of the buyer 
E)  The ability to communicate with and influence headquarter's personnel 
A)  Greater technical training 
B)  Better knowledge of the company and its product line 
C)  Proven dependability 
D)  Adds prestige to the product line, in the eye of the buyer 
E)  The ability to communicate with and influence headquarter's personnel

Question 10

Which of the following represents one of the greatest fears of expatriate managers?

Accepted Answer

A)  They will forget their own culture and traditions. 
B)  They might be stressed out in the new market. 
C)  Their product(s) might be unsuitable in the new market. 
D)  They will be forgotten by the home office. 
E)  Colleagues in the foreign country will be hostile. 
A)  They will forget their own culture and traditions. 
B)  They might be stressed out in the new market. 
C)  Their product(s) might be unsuitable in the new market. 
D)  They will be forgotten by the home office. 
E)  Colleagues in the foreign country will be hostile.

Question 11

Expatriate managers are still the preferred workforce for foreign assignments.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following agencies/bodies is actively involved in setting rules about compensation (even for sales people) in Europe?

Accepted Answer

A)  Pension committees 
B)  Work councils 
C)  International Labour Organization 
D)  The European Union 
E)  The WTO 
A)  Pension committees 
B)  Work councils 
C)  International Labour Organization 
D)  The European Union 
E)  The WTO

Question 13

The number of companies relying on expatriate personnel is increasing.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is the main disadvantage of hiring local nationals?

Accepted Answer

A)  Headquarters personnel ignore their advice. 
B)  Most local nationals turn out to be costlier in the long run. 
C)  Poaching by competition turns out to be a huge challenge. 
D)  Cultural differences lead to communication issues. 
E)  National interests conflict with the corporate strategy. 
A)  Headquarters personnel ignore their advice. 
B)  Most local nationals turn out to be costlier in the long run. 
C)  Poaching by competition turns out to be a huge challenge. 
D)  Cultural differences lead to communication issues. 
E)  National interests conflict with the corporate strategy.

Question 15

When hiring new personnel, most of the traits necessary for success in international marketing can be assessed by:

Accepted Answer

A)  tests. 
B)  interviews and role-playing exercises. 
C)  biographical information. 
D)  checking references. 
E)  body language. 
A)  tests. 
B)  interviews and role-playing exercises. 
C)  biographical information. 
D)  checking references. 
E)  body language.

Question 16

The most direct tie to the customer is the:

Accepted Answer

A)  product. 
B)  manager of the company. 
C)  salesperson. 
D)  advertising specialist. 
E)  public relations specialist. 
A)  product. 
B)  manager of the company. 
C)  salesperson. 
D)  advertising specialist. 
E)  public relations specialist.

Question 17

Considering the specific characteristics of Japan's culture, which of the following strategies might be used as a motivator in Japanese organizations?

Accepted Answer

A)  Individual rewards 
B)  Group bonus schemes 
C)  Early promotion opportunities 
D)  Individual commission system 
E)  Merit increase in pay 
A)  Individual rewards 
B)  Group bonus schemes 
C)  Early promotion opportunities 
D)  Individual commission system 
E)  Merit increase in pay

Question 18

Separation allowances are benefits paid when an expatriate manager leaves a company to join another.

Accepted Answer

A) True 
 B)False

Question 19

Unlike the Japanese, Americans sales managers do not have to worry about the problem of how to motivate poor performers. Why?

Accepted Answer

A)  The group incentive system balances pay differences and thus is motivating enough. 
B)  Companies are more focused on long-term loyalty and are willing to compromise on performance initially. 
C)  They are automatically shifted to areas where their performance levels could meet expectations. 
D)  The system of peer-mentoring takes care of progress of low performers. 
E)  The team usually does not have any low performers as they quit or are fired. 
A)  The group incentive system balances pay differences and thus is motivating enough. 
B)  Companies are more focused on long-term loyalty and are willing to compromise on performance initially. 
C)  They are automatically shifted to areas where their performance levels could meet expectations. 
D)  The system of peer-mentoring takes care of progress of low performers. 
E)  The team usually does not have any low performers as they quit or are fired.

Question 20

Which of the following traits of the expatriate would ensure the company to have confidence in his/her ability to make ethical decisions and commitments without constant recourse to the home office?

Accepted Answer

A)  Positive outlook 
B)  Cultural empathy 
C)  Breadth of knowledge 
D)  Flexibility 
E)  Maturity 
A)  Positive outlook 
B)  Cultural empathy 
C)  Breadth of knowledge 
D)  Flexibility 
E)  Maturity

Which of the following is the single most important reason for expatriate dissatisfaction?

Because of new advances in communications technology, a new form of expatriate has emerged. What is the name of this new form of expatriate?

Compared to Japanese salesperson, social recognition is more important for the American.

Which of the following reward areas scores the highest among American salespeople?

The main disadvantage of hiring local nationals is the tendency of headquarters personnel to ignore their advice.

According to some experts, which of the following may be a reason that substantial reductions in field sales may occur in the future?

Describe TCN. What is the significance of the growth of TCNs?

Which of the following is one of the advantages of using an expatriate salesperson?

All of the following are advantages that an expatriate salesperson has in representing his or her company in a foreign market; however, one of these advantages stands out above the others. Which one is it?

Which of the following represents one of the greatest fears of expatriate managers?

Expatriate managers are still the preferred workforce for foreign assignments.

Which of the following agencies/bodies is actively involved in setting rules about compensation (even for sales people) in Europe?

The number of companies relying on expatriate personnel is increasing.

Which of the following is the main disadvantage of hiring local nationals?

When hiring new personnel, most of the traits necessary for success in international marketing can be assessed by:

The most direct tie to the customer is the:

Considering the specific characteristics of Japan's culture, which of the following strategies might be used as a motivator in Japanese organizations?

Separation allowances are benefits paid when an expatriate manager leaves a company to join another.

Unlike the Japanese, Americans sales managers do not have to worry about the problem of how to motivate poor performers. Why?

Which of the following traits of the expatriate would ensure the company to have confidence in his/her ability to make ethical decisions and commitments without constant recourse to the home office?

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

Which of the following is the single most important reason for expatriate dissatisfaction?

Because of new advances in communications technology, a new form of expatriate has emerged. What is the name of this new form of expatriate?

Compared to Japanese salesperson, social recognition is more important for the American.

Which of the following reward areas scores the highest among American salespeople?

The main disadvantage of hiring local nationals is the tendency of headquarters personnel to ignore their advice.

According to some experts, which of the following may be a reason that substantial reductions in field sales may occur in the future?

Describe TCN. What is the significance of the growth of TCNs?

Which of the following is one of the advantages of using an expatriate salesperson?

All of the following are advantages that an expatriate salesperson has in representing his or her company in a foreign market; however, one of these advantages stands out above the others. Which one is it?

Which of the following represents one of the greatest fears of expatriate managers?

Expatriate managers are still the preferred workforce for foreign assignments.

Which of the following agencies/bodies is actively involved in setting rules about compensation (even for sales people) in Europe?

The number of companies relying on expatriate personnel is increasing.

Which of the following is the main disadvantage of hiring local nationals?

When hiring new personnel, most of the traits necessary for success in international marketing can be assessed by:

The most direct tie to the customer is the:

Considering the specific characteristics of Japan's culture, which of the following strategies might be used as a motivator in Japanese organizations?

Separation allowances are benefits paid when an expatriate manager leaves a company to join another.

Unlike the Japanese, Americans sales managers do not have to worry about the problem of how to motivate poor performers. Why?

Which of the following traits of the expatriate would ensure the company to have confidence in his/her ability to make ethical decisions and commitments without constant recourse to the home office?

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