Exam 17: Personal Selling and Sales Management

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

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

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

In the context of international sales management, evidence indicates that a manager's culture affects his or her personnel decisions.

What should be the nature of a training program for international marketing personnel?

In the context of recruiting sales and marketing personnel for an international sales force, there is a clear bias in favor of the locals. The reason for this is most likely that local nationals:

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

David is a Canadian national who has been working for a U.S. company in Japan for twenty years. David may be considered to be a _____.

Identify the final link in the culmination of a company's marketing and sales efforts.

In the context of American sales representatives' performance, poor performers typically stay with the company and are seldom fired.

Which of the following is the most likely reason for Americans to seek third-country nationals for their international sales forces?

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.

What is the reason for the failure of individual incentives to motivate employees in Japan?

In the context of rewards from work, Japanese and American salespersons are similar barring one aspect which the Japanese rate as more important than their American counterparts. Identify this aspect.

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 representatives, the primary control tool used by American sales managers is the incentive system.

In the context of international marketing, training for expatriates focuses on the company, its products, technical information, and selling methods, while that for local personnel focuses on foreign sales problems.

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

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

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