Question 1

When hiring new personnel,most of the traits necessary for success in international marketing can be assessed by:

Accepted Answer

A) tests 
B) interviews and role-playing exercises 
C) biographical information. 
D) checking references 
E) body language 
A) tests 
B) interviews and role-playing exercises 
C) biographical information. 
D) checking references 
E) body language B

Question 2

Concerns for __________ and __________ are the most frequently mentioned reasons for a manager to refuse a foreign assignment.

Accepted Answer

career;family

Question 3

Fritz Weaver is a German national working for a U.S.company in Argentina.This would be an example of which of the following types of foreign worker classifications?

Accepted Answer

A) outsourcers 
B) global specialists 
C) refugees 
D) third-country nationals 
E) multi-country nationals 
A) outsourcers 
B) global specialists 
C) refugees 
D) third-country nationals 
E) multi-country nationals D

Question 4

One of the chief disadvantages of the expatriate sales force is its high cost.

Accepted Answer

A) True 
 B)False

Question 5

An international company must have confidence in the international businessperson's ability to make decisions and commitments without constant recourse to the home office or they cannot be effective.Such a person must,in other words,have: (match to the correct trait or skill)

Accepted Answer

A) flexibility. 
B) a multilingual background. 
C) a love for travel. 
D) maturity. 
E) cultural empathy. 
A) flexibility. 
B) a multilingual background. 
C) a love for travel. 
D) maturity. 
E) cultural empathy.

Question 6

With respect to nationality,what three choices does a company have to field its international sales force?

Accepted Answer

A company may use three source

Question 7

With respect to sales compensation benefits,what is an overseas premium?

Accepted Answer

A) it is a separation allowance paid because the person is away from family 
B) it is an amount paid because of the foreign currency differential 
C) it is a reward paid because the person is in the field of marketing 
D) it is a reward paid because of the amount of travel that one has to do 
E) it is basically an expense account to cover travel and entertainment expenses 
A) it is a separation allowance paid because the person is away from family 
B) it is an amount paid because of the foreign currency differential 
C) it is a reward paid because the person is in the field of marketing 
D) it is a reward paid because of the amount of travel that one has to do 
E) it is basically an expense account to cover travel and entertainment expenses

Question 8

Most countries,including the United States,________________ foreigners allowed to work or train within their borders.

Accepted Answer

A) control the number 
B) don't care about 
C) do not monitor 
D) do not keep records of 
E) provide training for 
A) control the number 
B) don't care about 
C) do not monitor 
D) do not keep records of 
E) provide training for

Question 9

Because of new advances in communications technology,a new form of expatriate has emerged.What is the name of this new form of expatriate?

Accepted Answer

A) the geek expatriate 
B) the virtual expatriate 
C) the e-com expatriate 
D) the HYPERLINK "http://www.dot.com/" dot.com expatriate 
E) the visionary expatriate 
A) the geek expatriate 
B) the virtual expatriate 
C) the e-com expatriate 
D) the HYPERLINK "http://www.dot.com/" dot.com expatriate 
E) the visionary expatriate

Question 10

Motivation in the international sales area is especially complicated because the firm is dealing with:

Accepted Answer

A) different personalities. 
B) different interests. 
C) different habits. 
D) different salaries. 
E) different cultures. 
A) different personalities. 
B) different interests. 
C) different habits. 
D) different salaries. 
E) different cultures.

Question 11

Motivation is especially complicated in the international arena because the firm is dealing with different __________,different __________,and different ____________.

Accepted Answer

cultures;s

Question 12

All of the following are advantages that an expatriate salesperson has in representing his or her company in a foreign market;however,one of these advantages stands out above the others.Which one is it?

Accepted Answer

A) greater technical training 
B) better knowledge of the company and its product line 
C) proven dependability 
D) prestige in the eye of the buyer 
E) the ability to communicate with and influence headquarter's personnel 
A) greater technical training 
B) better knowledge of the company and its product line 
C) proven dependability 
D) prestige in the eye of the buyer 
E) the ability to communicate with and influence headquarter's personnel

Question 13

With respect to training in the international arena,which of the following,according to the text,is often overlooked?

Accepted Answer

A) living arrangements in the foreign country 
B) basic HRM issues in the foreign environment 
C) sensitivity to the needs of foreign operations 
D) an understanding of currency in the foreign environment 
E) training designed to make them responsive to the needs of the foreign operations 
A) living arrangements in the foreign country 
B) basic HRM issues in the foreign environment 
C) sensitivity to the needs of foreign operations 
D) an understanding of currency in the foreign environment 
E) training designed to make them responsive to the needs of the foreign operations

Question 14

Low moral and a growing rate of attrition among returning expatriates have many causes.The family-related problems generally deal with ___________ and ___________ readjustments.

Accepted Answer

The answer of Low moral and a growing rate of...

Question 15

Maturity is the prime requisite for expatriate and third-country personnel.

Accepted Answer

A) True 
 B)False

Question 16

The primary control tool used by American sales managers to control their sales personnel is the threat of firings or layoffs.

Accepted Answer

A) True 
 B)False

Question 17

According to a recent study,Japanese sales representatives tended to be more satisfied with their jobs when:

Accepted Answer

A) their values were consistent with those of their company. 
B) they received high salaries. 
C) they were better educated. 
D) they had high salaries and were better educated. 
E) they did not have to work abroad. 
A) their values were consistent with those of their company. 
B) they received high salaries. 
C) they were better educated. 
D) they had high salaries and were better educated. 
E) they did not have to work abroad.

Question 18

Virtual expatriates now manage operations in other countries but don't move there.

Accepted Answer

A) True 
 B)False

Question 19

When many expatriates return to the United States to rejoin their companies,they find that their actual net worth has not increased.

Accepted Answer

A) True 
 B)False

Question 20

Successful adaptation,by a salesperson,in international affairs is based on a combination of attitude and effort.

Accepted Answer

A) True 
 B)False

When hiring new personnel,most of the traits necessary for success in international marketing can be assessed by:

Concerns for and are the most frequently mentioned reasons for a manager to refuse a foreign assignment.

Fritz Weaver is a German national working for a U.S.company in Argentina.This would be an example of which of the following types of foreign worker classifications?

One of the chief disadvantages of the expatriate sales force is its high cost.

An international company must have confidence in the international businessperson's ability to make decisions and commitments without constant recourse to the home office or they cannot be effective.Such a person must,in other words,have: (match to the correct trait or skill)

With respect to nationality,what three choices does a company have to field its international sales force?

With respect to sales compensation benefits,what is an overseas premium?

Most countries,including the United States,________________ foreigners allowed to work or train within their borders.

Because of new advances in communications technology,a new form of expatriate has emerged.What is the name of this new form of expatriate?

Motivation in the international sales area is especially complicated because the firm is dealing with:

Motivation is especially complicated in the international arena because the firm is dealing with different ,different ,and different ____.

All of the following are advantages that an expatriate salesperson has in representing his or her company in a foreign market;however,one of these advantages stands out above the others.Which one is it?

With respect to training in the international arena,which of the following,according to the text,is often overlooked?

Low moral and a growing rate of attrition among returning expatriates have many causes.The family-related problems generally deal with _ and _ readjustments.

Maturity is the prime requisite for expatriate and third-country personnel.

The primary control tool used by American sales managers to control their sales personnel is the threat of firings or layoffs.

According to a recent study,Japanese sales representatives tended to be more satisfied with their jobs when:

Virtual expatriates now manage operations in other countries but don't move there.

When many expatriates return to the United States to rejoin their companies,they find that their actual net worth has not increased.

Successful adaptation,by a salesperson,in international affairs is based on a combination of attitude and effort.

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

Emerging Markets

Multinational Market Regions and Market Groups

Global Marketing Management: Planning and Organization

Products and Services for Consumers

Products and Services for Businesses

International Marketing Channels

Exporting and Logistics: Special Issues for Business

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

When hiring new personnel,most of the traits necessary for success in international marketing can be assessed by:

Concerns for __________ and __________ are the most frequently mentioned reasons for a manager to refuse a foreign assignment.

Fritz Weaver is a German national working for a U.S.company in Argentina.This would be an example of which of the following types of foreign worker classifications?

One of the chief disadvantages of the expatriate sales force is its high cost.

An international company must have confidence in the international businessperson's ability to make decisions and commitments without constant recourse to the home office or they cannot be effective.Such a person must,in other words,have: (match to the correct trait or skill)

With respect to nationality,what three choices does a company have to field its international sales force?

With respect to sales compensation benefits,what is an overseas premium?

Most countries,including the United States,________________ foreigners allowed to work or train within their borders.

Because of new advances in communications technology,a new form of expatriate has emerged.What is the name of this new form of expatriate?

Motivation in the international sales area is especially complicated because the firm is dealing with:

Motivation is especially complicated in the international arena because the firm is dealing with different __________,different __________,and different ____________.

All of the following are advantages that an expatriate salesperson has in representing his or her company in a foreign market;however,one of these advantages stands out above the others.Which one is it?

With respect to training in the international arena,which of the following,according to the text,is often overlooked?

Low moral and a growing rate of attrition among returning expatriates have many causes.The family-related problems generally deal with ___________ and ___________ readjustments.

Maturity is the prime requisite for expatriate and third-country personnel.

The primary control tool used by American sales managers to control their sales personnel is the threat of firings or layoffs.

According to a recent study,Japanese sales representatives tended to be more satisfied with their jobs when:

Virtual expatriates now manage operations in other countries but don't move there.

When many expatriates return to the United States to rejoin their companies,they find that their actual net worth has not increased.

Successful adaptation,by a salesperson,in international affairs is based on a combination of attitude and effort.

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

Emerging Markets

Multinational Market Regions and Market Groups

Global Marketing Management: Planning and Organization

Products and Services for Consumers

Products and Services for Businesses

International Marketing Channels

Exporting and Logistics: Special Issues for Business

Integrated Marketing Communications and International Advertising

Pricing for International Markets

Negotiating With International Customers, Partners, and Regulators

Filters

Concerns for and are the most frequently mentioned reasons for a manager to refuse a foreign assignment.

Motivation is especially complicated in the international arena because the firm is dealing with different ,different ,and different ____.

Low moral and a growing rate of attrition among returning expatriates have many causes.The family-related problems generally deal with _ and _ readjustments.