Question 1

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

Accepted Answer

A)  A similar framework should be created for jobs with different responsibilities. 
B)  The support of senior sales executives should not be sought before taking action. 
C)  Local managers should not decide the mix between base and incentive pay. 
D)  Consistent communication and training themes should be used worldwide. 
E)  The incentive plan should be designed centrally and dictated to local offices. 
A)  A similar framework should be created for jobs with different responsibilities. 
B)  The support of senior sales executives should not be sought before taking action. 
C)  Local managers should not decide the mix between base and incentive pay. 
D)  Consistent communication and training themes should be used worldwide. 
E)  The incentive plan should be designed centrally and dictated to local offices.

Question 2

The difference between professional expatriates and virtual expatriates is that:

Accepted Answer

A)  professional expatriates can avoid misunderstandings that arise from cross-cultural communications. 
B)  for virtual expatriates, building close contact with customers is much easier. 
C)  professional expatriates do not incur any extra expense to the company. 
D)  for virtual expatriates, establishing a good working relationship with subordinates is much easier. 
E)  virtual expatriates work from their home branch and do not relocate to the assignment country. 
A)  professional expatriates can avoid misunderstandings that arise from cross-cultural communications. 
B)  for virtual expatriates, building close contact with customers is much easier. 
C)  professional expatriates do not incur any extra expense to the company. 
D)  for virtual expatriates, establishing a good working relationship with subordinates is much easier. 
E)  virtual expatriates work from their home branch and do not relocate to the assignment country.

Question 3

Only a limited number of American high-caliber sales personnel are willing to live abroad for extended periods of time as expatriates.

Accepted Answer

A) True 
 B)False

Question 4

Virtual expatriates find it easy to maintain close contact with subordinates and customers.

Accepted Answer

A) True 
 B)False

Question 5

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 add more to the prestige of the product line in the eyes of foreign customers. 
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 add more to the prestige of the product line in the eyes of foreign customers. 
D)  They have greater technical expertise. 
E)  They are less likely to accept any form of bribe.

Question 6

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)  Part of the headquarters of the company is set up at the foreign location. 
D)  Companies unfailingly provide employment for the employee's spouse in a top position. 
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)  Part of the headquarters of the company is set up at the foreign location. 
D)  Companies unfailingly provide employment for the employee's spouse in a top position. 
E)  Legal obligations are imposed on the expatriate sales representatives.

Question 7

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

Accepted Answer

Opinions are mixed on the importance of

Question 8

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

Accepted Answer

The most important reasons a growing num

Question 9

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 be maintained 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 be maintained in a foreign location. 
D)  The cultural gap can be easily narrowed. 
E)  They have a better understanding of distribution channels.

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A)  Unsuccessful family adjustment 
B)  Cultural conflict in the foreign country 
C)  Noncooperation of foreign colleagues 
D)  Communication issues with home-country headquarters 
E)  Redundant skills in a foreign country 
A)  Unsuccessful family adjustment 
B)  Cultural conflict in the foreign country 
C)  Noncooperation of foreign colleagues 
D)  Communication issues with home-country headquarters 
E)  Redundant skills in a foreign country

Question 12

Which of the following is true of virtual expatriates?

Accepted Answer

A)  They stay in hotels, make long visits to the foreign country to which they have been assigned, and maintain their families at home. 
B)  They blend with the local culture and soon more closely resemble a local than an expatriate. 
C)  They work for a foreign company in a third country. 
D)  They work abroad, take up foreign assignments, and move from country to country. 
E)  They are usually more knowledgeable than local nationals about a country's business structure and systems. 
A)  They stay in hotels, make long visits to the foreign country to which they have been assigned, and maintain their families at home. 
B)  They blend with the local culture and soon more closely resemble a local than an expatriate. 
C)  They work for a foreign company in a third country. 
D)  They work abroad, take up foreign assignments, and move from country to country. 
E)  They are usually more knowledgeable than local nationals about a country's business structure and systems.

Question 13

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

Accepted Answer

A)  Headquarters personnel tend to ignore the advice of local nationals. 
B)  Most local nationals are costly to maintain. 
C)  Poaching of experienced personnel by competitor companies increases. 
D)  Cultural differences lead to communication issues. 
E)  Lack of familiarity with distribution systems and referral networks plagues local nationals. 
A)  Headquarters personnel tend to ignore the advice of local nationals. 
B)  Most local nationals are costly to maintain. 
C)  Poaching of experienced personnel by competitor companies increases. 
D)  Cultural differences lead to communication issues. 
E)  Lack of familiarity with distribution systems and referral networks plagues local nationals.

Question 14

Which of the following factors significantly 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)  Protection from work councils 
E)  Family migration planning 
A)  Specialized expatriate department 
B)  Personal career planning for expatriates 
C)  Continued cultural training 
D)  Protection from work councils 
E)  Family migration planning

Question 15

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 16

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

Question 17

In relationship-oriented cultures such as France, Mexico, and Japan, sales representatives:

Accepted Answer

A)  are available to fill vacant positions perennially. 
B)  tend to be on the bottom rung of the social ladder. 
C)  are better paid than their U.S. counterparts. 
D)  lack proper knowledge of their culture. 
E)  are respected and held in high esteem. 
A)  are available to fill vacant positions perennially. 
B)  tend to be on the bottom rung of the social ladder. 
C)  are better paid than their U.S. counterparts. 
D)  lack proper knowledge of their culture. 
E)  are respected and held in high esteem.

Question 18

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 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 close contact with subordinates and customers. 
E)  Foreign nationals have superior technical expertise, which makes people at the headquarters insecure.

Question 19

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)  their ideas that do not conform to the company's goals are well-received. 
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)  their ideas that do not conform to the company's goals are well-received.

Question 20

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

Accepted Answer

A)  They are not keen on maintaining a cordial relationship at the home office. 
B)  They lack the knowledge of local culture and prevalent practices. 
C)  They are better able to lead a company through the maze of unfamiliar referral networks. 
D)  They do not communicate with subordinates and customers directly. 
E)  They normally work for a foreign company in a third country. 
A)  They are not keen on maintaining a cordial relationship at the home office. 
B)  They lack the knowledge of local culture and prevalent practices. 
C)  They are better able to lead a company through the maze of unfamiliar referral networks. 
D)  They do not communicate with subordinates and customers directly. 
E)  They normally work for a foreign company in a third country.

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

The difference between professional expatriates and virtual expatriates is that:

Only a limited number of American high-caliber sales personnel are willing to live abroad for extended periods of time as expatriates.

Virtual expatriates find it easy to maintain close contact with subordinates and customers.

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?

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, how important is a second language for a manager?

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

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

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 single most important reason for expatriate dissatisfaction?

Which of the following is true of virtual expatriates?

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

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

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

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

In relationship-oriented cultures such as France, Mexico, and Japan, sales representatives:

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?

Japanese sales representatives are most satisfied with their jobs when:

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

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

The 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

Inventive Negotiations With International Customers, Partners, and Regulators

Filters

Exam 17: Personal Selling and Sales Management

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

The difference between professional expatriates and virtual expatriates is that:

Only a limited number of American high-caliber sales personnel are willing to live abroad for extended periods of time as expatriates.

Virtual expatriates find it easy to maintain close contact with subordinates and customers.

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?

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, how important is a second language for a manager?

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

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

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 single most important reason for expatriate dissatisfaction?

Which of the following is true of virtual expatriates?

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

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

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

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

In relationship-oriented cultures such as France, Mexico, and Japan, sales representatives:

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?

Japanese sales representatives are most satisfied with their jobs when:

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

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

The 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

Inventive Negotiations With International Customers, Partners, and Regulators

Filters