Exam 17: Personal Selling and Sales Management

What are the specific characteristics and skills that a company should look for when selecting sales and marketing personnel for international marketing positions?

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

Which of the following is the most likely reason that continual training is more important in foreign markets than in domestic ones?

Which of the following best defines virtual expatriates?

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

Which of the following is true of an expatriate sales force?

An international salesperson must have a high level of flexibility when working in a foreign country or in the home country.

In the context of selecting sales and marketing personnel, which of the following is the most important quality that a recruiter should consider while hiring marketing personnel?

Compensation packages in eastern European countries typically involve a substantially greater emphasis on performance-based incentives than in the United States.

Personal career planning for the expatriate is a significant strategy that helps companies prevent returnee attrition.

Social recognition is a more important motivating factor for an American sales representative compared to a Japanese salesperson.

The training of foreign employees is likely to be most effective when:

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

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

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.

Overseas premiums that are paid to the family of expatriates during short-term assignments if they do not relocate to the foreign country are called:

Cultural empathy involves:

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

What are the advantages and disadvantages of using an expatriate sales force?

_____ are expatriates from their own countries working for a foreign company in another country.