Exam 17: Personal Selling and Sales Management

In which of the following situations is an expatriate sales force most likely to have an advantage over a native sales force?

Which of the following best defines a virtual expatriate?

George, an American citizen, works as the sales manager at Blue Inc. He is posted at the company headquarters in the U.S. and manages operations in China. He makes long visits to conduct business meetings with his colleagues working in China. George may be considered to be a:

Unlike the Japanese, the American sales managers do not have to worry about the problem of motivating poor performers. Which of the following is the reason for this situation?

Which of the following is a reason for an expatriate's failure to function effectively in a foreign assignment?

Which of the following is a characteristic of a professional expatriate?

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

In the context of recruiting marketing and sales personnel, which of the following is true of local nationals?

In the context of international marketing, how important is a second language for a manager?

Generally, the traits that make for successful sales representatives in the United States are important in other countries as well.

Local salespeople are better able to lead a company through the maze of unfamiliar distribution systems and referral networks of a foreign land.

Cultural empathy involves:

An expatriate with excellent cultural skills does not tolerate ambiguity and upholds the superiority of his or her culture.

Which of the following is the main disadvantage of hiring local nationals in the sales force?

Since expatriates are not locals, they often have a negative effect on the prestige of the company and its product line in the eyes of foreign customers.

An expatriate with excellent management and technical skills is sure to excel in any environment even if he or she lacks an understanding of cultural differences.

In relationship-oriented cultures, sales representatives tend to be on the bottom rung of the social ladder.

The marketer who expects to be effective in the international marketplace should:

In the context of global compensation, which of the following strategies should be practiced?

A multinational company, with its headquarters in the U.S., wants to sell a new high-technology product in foreign markets. For effective selling, the sales force for this company should consist mostly of: