Question 1

Which of the following is considered to be the most common job in the United States despite being viewed negatively?

Accepted Answer

A)  Construction worker 
B)  Truck driver 
C)  Office manager 
D)  Personal selling 
E)  Teaching 
A)  Construction worker 
B)  Truck driver 
C)  Office manager 
D)  Personal selling 
E)  Teaching

Question 2

Which of the following is an advantage that a sales force consisting of local nationals is likely to have over a sales force of expatriates?

Accepted Answer

A)  They are more efficient in communicating with and influencing headquarters' personnel. 
B)  They cost the firm less with respect to maintenance. 
C)  They are more knowledgeable about the company and its product line. 
D)  They have greater 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 cost the firm less with respect to maintenance. 
C)  They are more knowledgeable about the company and its product line. 
D)  They have greater technical expertise. 
E)  They are less likely to accept any form of bribe.

Question 3

Nontaxable perks such as a company vehicle given to an expatriate is an example of a(n):

Accepted Answer

A)  overseas premium. 
B)  family compensation. 
C)  displacement allowance. 
D)  fringe benefit. 
E)  separation allowance. 
A)  overseas premium. 
B)  family compensation. 
C)  displacement allowance. 
D)  fringe benefit. 
E)  separation allowance.

Question 4

Which of the following factors differentiates companies with the least amount of returnee attrition from those with the highest attrition?

Accepted Answer

A)  Specialized expatriate department. 
B)  Personal career planning for expatriates. 
C)  Continued cultural training. 
D)  Increased compensation. 
E)  Family migration planning. 
A)  Specialized expatriate department. 
B)  Personal career planning for expatriates. 
C)  Continued cultural training. 
D)  Increased compensation. 
E)  Family migration planning.

Question 5

From an international firm's perspective, which of the following is an advantage associated with virtual assignments?

Accepted Answer

A)  Sales personnel can avoid health risks involved in flying frequently to foreign countries. 
B)  Customer relationship structures may be improved due to direct customer interaction. 
C)  The extra expense involved in an actual executive move may be avoided. 
D)  Problems related to low morale of personnel due to living in hotels can be avoided. 
E)  Misunderstandings due to lack of cultural skills may be avoided. 
A)  Sales personnel can avoid health risks involved in flying frequently to foreign countries. 
B)  Customer relationship structures may be improved due to direct customer interaction. 
C)  The extra expense involved in an actual executive move may be avoided. 
D)  Problems related to low morale of personnel due to living in hotels can be avoided. 
E)  Misunderstandings due to lack of cultural skills may be avoided.

Question 6

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 7

The largest personnel requirement for international marketing for most companies is in the:

Accepted Answer

A)  management team. 
B)  finance department. 
C)  information technology team. 
D)  advertising department. 
E)  sales force. 
A)  management team. 
B)  finance department. 
C)  information technology team. 
D)  advertising department. 
E)  sales force.

Question 8

Qualified and ambitious sales personnel refuse to take up foreign assignments for fear of hampering their career development. This "out of sight, out of mind" fear is most closely linked to the problems of:

Accepted Answer

A)  conflict of interests. 
B)  acculturation. 
C)  skill redundancy. 
D)  variable compensation. 
E)  repatriation. 
A)  conflict of interests. 
B)  acculturation. 
C)  skill redundancy. 
D)  variable compensation. 
E)  repatriation.

Question 9

In the context of evaluating and controlling sales representative, the primary control tool used by American sales managers is the:

Accepted Answer

A)  threat of termination. 
B)  quota system. 
C)  incentive system. 
D)  attraction of a foreign assignment. 
E)  threat of foreign postings. 
A)  threat of termination. 
B)  quota system. 
C)  incentive system. 
D)  attraction of a foreign assignment. 
E)  threat of foreign postings.

Question 10

For selling in relationship-oriented countries, a sales force consisting of American expatriates proves to be most efficient.

Accepted Answer

A) True 
 B)False

Question 11

A disadvantage of hiring local nationals is the tendency of headquarters personnel to ignore their advice. Which of the following is most likely to be the reason for this tendency?

Accepted Answer

A)  Foreign nationals are not keen on keeping relationships at the home office cordial. 
B)  Foreign nationals lack the understanding of how home-office politics work. 
C)  Foreign nationals have a good grasp of the local culture and prevalent practices. 
D)  Foreign nationals cannot build a close contact with subordinates and customers. 
E)  Foreign nationals have superior technical expertise which makes people at the headquarters insecure. 
A)  Foreign nationals are not keen on keeping relationships at the home office cordial. 
B)  Foreign nationals lack the understanding of how home-office politics work. 
C)  Foreign nationals have a good grasp of the local culture and prevalent practices. 
D)  Foreign nationals cannot build a close contact with subordinates and customers. 
E)  Foreign nationals have superior technical expertise which makes people at the headquarters insecure.

Question 12

Which of the following agencies or bodies is actively involved in setting rules about compensation companywide in Europe?

Accepted Answer

A)  Pension committees. 
B)  Work council. 
C)  The World Health Organization. 
D)  The European Union. 
E)  The World Trade Organization. 
A)  Pension committees. 
B)  Work council. 
C)  The World Health Organization. 
D)  The European Union. 
E)  The World Trade Organization.

Question 13

For a company, the chief advantage of an expatriate sales force is the low cost involved in the process.

Accepted Answer

A) True 
 B)False

Question 14

In the context of international sales management, a manager's culture affects personnel decisions.

Accepted Answer

A) True 
 B)False

Question 15

Though maturity and emotional stability are essential, the transnational manager is rarely expected to have considerable breadth of knowledge of many subjects both on and off the job.

Accepted Answer

A) True 
 B)False

Question 16

For an American company, one of the disadvantages of recruiting a U.S. home-country national for a foreign sales assignment is the cost of double taxation.

Accepted Answer

A) True 
 B)False

Question 17

Write a short note on virtual expatriates. What are the disadvantages associated with virtual expatriates?

Accepted Answer

Virtual expatriates manage operations in

Question 18

In the context of evaluating and controlling sales representatives, the primary control tool used by American sales managers is the incentive system.

Accepted Answer

A) True 
 B)False

Question 19

In countries like Japan, a sales force is likely to be most effective if it consists mostly of:

Accepted Answer

A)  professional expatriates. 
B)  local nationals. 
C)  virtual expatriates. 
D)  third world nationals. 
E)  expatriates from Asian countries. 
A)  professional expatriates. 
B)  local nationals. 
C)  virtual expatriates. 
D)  third world nationals. 
E)  expatriates from Asian countries.

Question 20

Which of the following is a disadvantage associated with a sales force comprising expatriate salespeople?

Accepted Answer

A)  Adverse effect on the prestige of the product. 
B)  Deterioration of product quality. 
C)  Lack of technological expertise. 
D)  Inadequate knowledge of the company. 
E)  Large cultural barriers. 
A)  Adverse effect on the prestige of the product. 
B)  Deterioration of product quality. 
C)  Lack of technological expertise. 
D)  Inadequate knowledge of the company. 
E)  Large cultural barriers.

Which of the following is considered to be the most common job in the United States despite being viewed negatively?

Which of the following is an advantage that a sales force consisting of local nationals is likely to have over a sales force of expatriates?

Nontaxable perks such as a company vehicle given to an expatriate is an example of a(n):

Which of the following factors differentiates companies with the least amount of returnee attrition from those with the highest attrition?

From an international firm's perspective, which of the following is an advantage associated with virtual assignments?

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.

The largest personnel requirement for international marketing for most companies is in the:

Qualified and ambitious sales personnel refuse to take up foreign assignments for fear of hampering their career development. This "out of sight, out of mind" fear is most closely linked to the problems of:

In the context of evaluating and controlling sales representative, the primary control tool used by American sales managers is the:

For selling in relationship-oriented countries, a sales force consisting of American expatriates proves to be most efficient.

A disadvantage of hiring local nationals is the tendency of headquarters personnel to ignore their advice. Which of the following is most likely to be the reason for this tendency?

Which of the following agencies or bodies is actively involved in setting rules about compensation companywide in Europe?

For a company, the chief advantage of an expatriate sales force is the low cost involved in the process.

In the context of international sales management, a manager's culture affects personnel decisions.

Though maturity and emotional stability are essential, the transnational manager is rarely expected to have considerable breadth of knowledge of many subjects both on and off the job.

For an American company, one of the disadvantages of recruiting a U.S. home-country national for a foreign sales assignment is the cost of double taxation.

Write a short note on virtual expatriates. What are the disadvantages associated with virtual expatriates?

In the context of evaluating and controlling sales representatives, the primary control tool used by American sales managers is the incentive system.

In countries like Japan, a sales force is likely to be most effective if it consists mostly of:

Which of the following is a disadvantage associated with a sales force comprising expatriate salespeople?

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

Which of the following is considered to be the most common job in the United States despite being viewed negatively?

Which of the following is an advantage that a sales force consisting of local nationals is likely to have over a sales force of expatriates?

Nontaxable perks such as a company vehicle given to an expatriate is an example of a(n):

Which of the following factors differentiates companies with the least amount of returnee attrition from those with the highest attrition?

From an international firm's perspective, which of the following is an advantage associated with virtual assignments?

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.

The largest personnel requirement for international marketing for most companies is in the:

Qualified and ambitious sales personnel refuse to take up foreign assignments for fear of hampering their career development. This "out of sight, out of mind" fear is most closely linked to the problems of:

In the context of evaluating and controlling sales representative, the primary control tool used by American sales managers is the:

For selling in relationship-oriented countries, a sales force consisting of American expatriates proves to be most efficient.

A disadvantage of hiring local nationals is the tendency of headquarters personnel to ignore their advice. Which of the following is most likely to be the reason for this tendency?

Which of the following agencies or bodies is actively involved in setting rules about compensation companywide in Europe?

For a company, the chief advantage of an expatriate sales force is the low cost involved in the process.

In the context of international sales management, a manager's culture affects personnel decisions.

Though maturity and emotional stability are essential, the transnational manager is rarely expected to have considerable breadth of knowledge of many subjects both on and off the job.

For an American company, one of the disadvantages of recruiting a U.S. home-country national for a foreign sales assignment is the cost of double taxation.

Write a short note on virtual expatriates. What are the disadvantages associated with virtual expatriates?

In the context of evaluating and controlling sales representatives, the primary control tool used by American sales managers is the incentive system.

In countries like Japan, a sales force is likely to be most effective if it consists mostly of:

Which of the following is a disadvantage associated with a sales force comprising expatriate salespeople?

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