Exam 17: Personal Selling and Sales Management

An expatriate with excellent management and technical skills is sure to excel in any environment, even if he or she lacks an understanding of cultural differences.

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

In the context of motivating sales personnel, differences in languages and culture can make mutual understanding between foreign managers and sales representatives difficult.

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

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

In Europe, work councils are involved in setting compensation rules for sales people.

In the context of designing compensation systems, the program element most often determined at the global level is:

When hiring new personnel for international marketing, which of the following is considered to be the best way to assess the traits necessary for success?

Which of the following is likely to be the most effective method in making home-office personnel aware of the problems of foreign operations?

The main disadvantage of hiring local nationals for an international sales force is the tendency of headquarters personnel to ignore their advice.

In the context of designing an international sales force, which of the following is true of information-oriented cultures?

Countries such as Germany allow for greater use of expatriates in international sales forces. Which of the following is most likely to be the reason for this?

In relationship-oriented cultures, sales representatives tend to be on the bottom rung of the social ladder.

Which of the following is an advantage of virtual expatriates?

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

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

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.

Discuss how compensation plans of American companies vary substantially around the globe.

Unlike the Japanese, the American sales managers do not have to worry about the problem of motivating poor performers. Which of the following is the reason for this situation?

In which of the following situations is an expatriate sales force most likely to have an advantage over a native sales force?