Question 1

Most companies today limit their search for senior-level executive talent to their home countries.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following practices, with respect to motivating sales personnel, is most common in relationship-oriented countries like Japan?

Accepted Answer

A)  Companies lay greater emphasis on incentives that are based on individual performance. 
B)  Companies do not allow local managers to decide the mix between base and incentive pay. 
C)  Commissions are measured by sales revenues generated by each employee. 
D)  Companies are not very tolerant of poor performers and fire them immediately. 
E)  Companies motivate sales representatives through frequent interaction with supervisors. 
A)  Companies lay greater emphasis on incentives that are based on individual performance. 
B)  Companies do not allow local managers to decide the mix between base and incentive pay. 
C)  Commissions are measured by sales revenues generated by each employee. 
D)  Companies are not very tolerant of poor performers and fire them immediately. 
E)  Companies motivate sales representatives through frequent interaction with supervisors.

Question 3

How important is the family in the success of an expatriate manager?

Accepted Answer

The most important reasons a growing num

Question 4

Which of the following is an advantage of virtual expatriates?

Accepted Answer

A)  They can bond well and work better with their subordinates in the foreign country. 
B)  They can establish closer relationships with their customers in the foreign country. 
C)  Their families do not have to be uprooted from their home country. 
D)  They possess complete local knowledge about cultural practices in the foreign country. 
E)  They can avoid cross-cultural communications problems with their foreign colleagues. 
A)  They can bond well and work better with their subordinates in the foreign country. 
B)  They can establish closer relationships with their customers in the foreign country. 
C)  Their families do not have to be uprooted from their home country. 
D)  They possess complete local knowledge about cultural practices in the foreign country. 
E)  They can avoid cross-cultural communications problems with their foreign colleagues.

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

The inability of a manager's spouse to adjust to a different cultural environment adversely affects the expatriate's effectiveness in a foreign assignment.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is one of the advantages of a sales force consisting of expatriate sales representatives?

Accepted Answer

A)  They possess greater technical training. 
B)  They transcend cultural and legal barriers. 
C)  They cost less to maintain in a foreign location. 
D)  The cultural gap can be easily narrowed. 
E)  They have a better understanding of distribution channels. 
A)  They possess greater technical training. 
B)  They transcend cultural and legal barriers. 
C)  They cost less to maintain in a foreign location. 
D)  The cultural gap can be easily narrowed. 
E)  They have a better understanding of distribution channels.

Question 8

Which of the following is the main reason for the failure of individual incentives to motivate employees in Japan?

Accepted Answer

A)  Emphasis on paternalism. 
B)  High corruption levels. 
C)  Practice of cultural chauvinism. 
D)  Democratic form of government. 
E)  Encouraging individualism. 
A)  Emphasis on paternalism. 
B)  High corruption levels. 
C)  Practice of cultural chauvinism. 
D)  Democratic form of government. 
E)  Encouraging individualism.

Question 9

Which of the following is true of third country-nationals?

Accepted Answer

A)  U.S. firms have to pay double tax when hiring them. 
B)  They are local nationals who work for a foreign company. 
C)  They work at the company's headquarters and are located in their home country. 
D)  They manage their foreign offices from their home country. 
E)  Their nationality has little to do with where they work or for whom. 
A)  U.S. firms have to pay double tax when hiring them. 
B)  They are local nationals who work for a foreign company. 
C)  They work at the company's headquarters and are located in their home country. 
D)  They manage their foreign offices from their home country. 
E)  Their nationality has little to do with where they work or for whom.

Question 10

Marketing is a business function requiring high motivation regardless of the location of the practitioner.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is an advantage of hiring local nationals in the sales force?

Accepted Answer

A)  They are more efficient in communicating with and influencing headquarters' personnel. 
B)  They are more knowledgeable about a country's business structure and systems. 
C)  They are more knowledgeable of the company and its product line. 
D)  They are likely to have superior technical expertise. 
E)  They are less likely to accept any form of bribe. 
A)  They are more efficient in communicating with and influencing headquarters' personnel. 
B)  They are more knowledgeable about a country's business structure and systems. 
C)  They are more knowledgeable of the company and its product line. 
D)  They are likely to have superior technical expertise. 
E)  They are less likely to accept any form of bribe.

Question 12

Which of the following is a strategy that international companies use to encourage sales personnel to accept foreign assignments?

Accepted Answer

A)  International experience is considered important to join top management. 
B)  It is made mandatory for all sales personnel to take up expatriate positions. 
C)  A part of the headquarters of the company is set up at the foreign location. 
D)  A support team along with the expatriate manager is shifted to the foreign location. 
E)  Legal obligations are imposed on the expatriate sales representatives. 
A)  International experience is considered important to join top management. 
B)  It is made mandatory for all sales personnel to take up expatriate positions. 
C)  A part of the headquarters of the company is set up at the foreign location. 
D)  A support team along with the expatriate manager is shifted to the foreign location. 
E)  Legal obligations are imposed on the expatriate sales representatives.

Question 13

In the context of international marketing, most expatriate failures are caused by a lack of:

Accepted Answer

A)  management skills. 
B)  technical skills. 
C)  an understanding of cultural differences. 
D)  knowledge of the product line. 
E)  knowledge of the company. 
A)  management skills. 
B)  technical skills. 
C)  an understanding of cultural differences. 
D)  knowledge of the product line. 
E)  knowledge of the company.

Question 14

Virtual expatriates find it easy to maintain close contact with subordinates and customers due to advances in communication technology.

Accepted Answer

A) True 
 B)False

Question 15

Japanese sales representatives are most satisfied with their jobs when:

Accepted Answer

A)  their values are consistent with those of their company. 
B)  they receive high salaries and many perks. 
C)  they are better educated than their colleagues. 
D)  their technological knowledge is superior to that of others. 
E)  they do not have to travel too much. 
A)  their values are consistent with those of their company. 
B)  they receive high salaries and many perks. 
C)  they are better educated than their colleagues. 
D)  their technological knowledge is superior to that of others. 
E)  they do not have to travel too much.

Question 16

What are the reasons for the low morale and growing amount of attrition among returning expatriates?

Accepted Answer

Low morale and a growing amount of attri

Question 17

In the context of international marketing, the first step in managing a sales force is making a decision regarding its design.

Accepted Answer

A) True 
 B)False

Question 18

David is a Canadian national who works for a U.S. company in Japan. David may be considered to be a _____.

Accepted Answer

A)  long-term virtual expatriate 
B)  native salesperson 
C)  third-country national 
D)  short-term virtual expatriate 
E)  local national 
A)  long-term virtual expatriate 
B)  native salesperson 
C)  third-country national 
D)  short-term virtual expatriate 
E)  local national

Question 19

Which of the following is the final link in the culmination of a company's marketing and sales efforts?

Accepted Answer

A)  Chairperson 
B)  Marketing manager 
C)  Sales representative 
D)  General manager 
E)  Accountant 
A)  Chairperson 
B)  Marketing manager 
C)  Sales representative 
D)  General manager 
E)  Accountant

Question 20

Why are third-country nationals sought by American companies for their international sales forces?

Accepted Answer

A)  They transcend legal and cultural barriers. 
B)  They are knowledgeable about a country's business structure. 
C)  They are able to speak several languages. 
D)  They cost less to maintain than a staff of expatriates. 
E)  They can lead a company better through unfamiliar referral networks. 
A)  They transcend legal and cultural barriers. 
B)  They are knowledgeable about a country's business structure. 
C)  They are able to speak several languages. 
D)  They cost less to maintain than a staff of expatriates. 
E)  They can lead a company better through unfamiliar referral networks.

Most companies today limit their search for senior-level executive talent to their home countries.

Which of the following practices, with respect to motivating sales personnel, is most common in relationship-oriented countries like Japan?

How important is the family in the success of an expatriate manager?

Which of the following is an advantage of virtual expatriates?

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

The inability of a manager's spouse to adjust to a different cultural environment adversely affects the expatriate's effectiveness in a foreign assignment.

Which of the following is one of the advantages of a sales force consisting of expatriate sales representatives?

Which of the following is the main reason for the failure of individual incentives to motivate employees in Japan?

Which of the following is true of third country-nationals?

Marketing is a business function requiring high motivation regardless of the location of the practitioner.

Which of the following is an advantage of hiring local nationals in the sales force?

Which of the following is a strategy that international companies use to encourage sales personnel to accept foreign assignments?

In the context of international marketing, most expatriate failures are caused by a lack of:

Virtual expatriates find it easy to maintain close contact with subordinates and customers due to advances in communication technology.

Japanese sales representatives are most satisfied with their jobs when:

What are the reasons for the low morale and growing amount of attrition among returning expatriates?

In the context of international marketing, the first step in managing a sales force is making a decision regarding its design.

David is a Canadian national who works for a U.S. company in Japan. David may be considered to be a _____.

Which of the following is the final link in the culmination of a company's marketing and sales efforts?

Why are third-country nationals sought by American companies for their international sales forces?

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

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

Most companies today limit their search for senior-level executive talent to their home countries.

Which of the following practices, with respect to motivating sales personnel, is most common in relationship-oriented countries like Japan?

How important is the family in the success of an expatriate manager?

Which of the following is an advantage of virtual expatriates?

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

The inability of a manager's spouse to adjust to a different cultural environment adversely affects the expatriate's effectiveness in a foreign assignment.

Which of the following is one of the advantages of a sales force consisting of expatriate sales representatives?

Which of the following is the main reason for the failure of individual incentives to motivate employees in Japan?

Which of the following is true of third country-nationals?

Marketing is a business function requiring high motivation regardless of the location of the practitioner.

Which of the following is an advantage of hiring local nationals in the sales force?

Which of the following is a strategy that international companies use to encourage sales personnel to accept foreign assignments?

In the context of international marketing, most expatriate failures are caused by a lack of:

Virtual expatriates find it easy to maintain close contact with subordinates and customers due to advances in communication technology.

Japanese sales representatives are most satisfied with their jobs when:

What are the reasons for the low morale and growing amount of attrition among returning expatriates?

In the context of international marketing, the first step in managing a sales force is making a decision regarding its design.

David is a Canadian national who works for a U.S. company in Japan. David may be considered to be a _____.

Which of the following is the final link in the culmination of a company's marketing and sales efforts?

Why are third-country nationals sought by American companies for their international sales forces?

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

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