Question 1

The number of companies relying on expatriate personnel is:

Accepted Answer

A) declining as the volume of world trade increases. 
B) increasing as the volume of world trade increases. 
C) staying about the same as the volume of world trade increases. 
D) flattened but on a steady positive trend because of the number of number of local nationals that are being employed. 
E) declining in Western nations and increasing in other nations. 
A) declining as the volume of world trade increases. 
B) increasing as the volume of world trade increases. 
C) staying about the same as the volume of world trade increases. 
D) flattened but on a steady positive trend because of the number of number of local nationals that are being employed. 
E) declining in Western nations and increasing in other nations.

Question 2

In the eyes of most customers,the salesperson is the company.

Accepted Answer

A) True 
 B)False

Question 3

The main disadvantage of hiring local nationals is the tendency of headquarters personnel to:

Accepted Answer

A) ignore the cost. 
B) treat them with disrespect and bias. 
C) forget that they are even out there. 
D) block them from company promotions. 
E) ignore their advice. 
A) ignore the cost. 
B) treat them with disrespect and bias. 
C) forget that they are even out there. 
D) block them from company promotions. 
E) ignore their advice.

Question 4

There is evidence that a manager's __________ affects personnel decisions when hiring in the international arena.

Accepted Answer

A) age 
B) sex 
C) culture 
D) income level 
E) temperment 
A) age 
B) sex 
C) culture 
D) income level 
E) temperment

Question 5

The product image is a company's most direct tie to the customer.

Accepted Answer

A) True 
 B)False

Question 6

If a company hires personnel from the foreign market to work for the organization in the same capacity that expatriates work,the foreign personnel are called __________ nationals.

Accepted Answer

The answer of If a company hires personnel from the...

Question 7

List three do's and three don'ts from the IBM sales compensation scheme that helps to improve global compensation for expatriates.

Accepted Answer

The do's are (a)do involve representativ

Question 8

The IBM blueprint plan for compensation includes all of the following plan component areas EXCEPT:

Accepted Answer

A) region of the world. 
B) corporate objectives. 
C) teamwork. 
D) personal contribution. 
E) challenges/contests. 
A) region of the world. 
B) corporate objectives. 
C) teamwork. 
D) personal contribution. 
E) challenges/contests.

Question 9

Salespeople from Japan and the United States have surprisingly similar reward values.

Accepted Answer

A) True 
 B)False

Question 10

To develop cultural awareness,a manager should remain nonjudgmental about the behavior of others,particularly with reference to their own value standards.

Accepted Answer

A) True 
 B)False

Question 11

The international sales force (to be used in a foreign market)comes from which of the following sources?

Accepted Answer

A) college graduates. 
B) international competitors. 
C) selling skills seminars. 
D) local nationals. 
E) trade unions. 
A) college graduates. 
B) international competitors. 
C) selling skills seminars. 
D) local nationals. 
E) trade unions.

Question 12

According to research,the Japanese salesperson values ____________ as a reward more than any other form of compensation or reward for selling efforts.

Accepted Answer

merit incr

Question 13

Which of the following rewards areas scores the highest among American salespeople?

Accepted Answer

A) job security 
B) promotion 
C) merit increase with pay 
D) feeling of worthwhile accomplishment 
E) social recognition (sales club awards) 
A) job security 
B) promotion 
C) merit increase with pay 
D) feeling of worthwhile accomplishment 
E) social recognition (sales club awards)

Question 14

If an expatriate from their own country works for a foreign company in a third country,the person is called a local national.

Accepted Answer

A) True 
 B)False

Question 15

Most expatriate failures are caused by a lack of understanding of ___________ differences and their effect on management skills.

Accepted Answer

The answer of Most expatriate failures are caused by a...

Question 16

If a person is to be an effective international businessperson which of the following is considered to be an essential personal characteristic and skill?

Accepted Answer

A) organization. 
B) physical appearance. 
C) flexibility. 
D) focused. 
E) stylish dress. 
A) organization. 
B) physical appearance. 
C) flexibility. 
D) focused. 
E) stylish dress.

Question 17

______________ means that a person is sympathetic and understanding of a culture other than their own.

Accepted Answer

A) Cultural dynamism 
B) Cultural empathy 
C) Cultural progression 
D) Cultural knowledge 
E) Cultural slicing 
A) Cultural dynamism 
B) Cultural empathy 
C) Cultural progression 
D) Cultural knowledge 
E) Cultural slicing

Question 18

Which of the following is the most common job in the United States?

Accepted Answer

A) construction worker 
B) truck driver 
C) office manager 
D) personal selling 
E) teacher 
A) construction worker 
B) truck driver 
C) office manager 
D) personal selling 
E) teacher

Question 19

When an expatriate comes home things are not always easy.According to research from MNCs,there are five steps that can improve the reentry process for expatriates.What are these five steps?

Accepted Answer

The five steps are: (a)commit to reassig

Question 20

Many believe that advances in information technology will lead to substantial reductions in field sales efforts in the future.

Accepted Answer

A) True 
 B)False

The number of companies relying on expatriate personnel is:

In the eyes of most customers,the salesperson is the company.

The main disadvantage of hiring local nationals is the tendency of headquarters personnel to:

There is evidence that a manager's __________ affects personnel decisions when hiring in the international arena.

The product image is a company's most direct tie to the customer.

If a company hires personnel from the foreign market to work for the organization in the same capacity that expatriates work,the foreign personnel are called __________ nationals.

List three do's and three don'ts from the IBM sales compensation scheme that helps to improve global compensation for expatriates.

The IBM blueprint plan for compensation includes all of the following plan component areas EXCEPT:

Salespeople from Japan and the United States have surprisingly similar reward values.

To develop cultural awareness,a manager should remain nonjudgmental about the behavior of others,particularly with reference to their own value standards.

The international sales force (to be used in a foreign market)comes from which of the following sources?

According to research,the Japanese salesperson values ____________ as a reward more than any other form of compensation or reward for selling efforts.

Which of the following rewards areas scores the highest among American salespeople?

If an expatriate from their own country works for a foreign company in a third country,the person is called a local national.

Most expatriate failures are caused by a lack of understanding of ___________ differences and their effect on management skills.

If a person is to be an effective international businessperson which of the following is considered to be an essential personal characteristic and skill?

______________ means that a person is sympathetic and understanding of a culture other than their own.

Which of the following is the most common job in the United States?

When an expatriate comes home things are not always easy.According to research from MNCs,there are five steps that can improve the reentry process for expatriates.What are these five steps?

Many believe that advances in information technology will lead to substantial reductions in field sales efforts in the future.

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

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Exam 17: Personal Selling and Sales Management

The number of companies relying on expatriate personnel is:

In the eyes of most customers,the salesperson is the company.

The main disadvantage of hiring local nationals is the tendency of headquarters personnel to:

There is evidence that a manager's __________ affects personnel decisions when hiring in the international arena.

The product image is a company's most direct tie to the customer.

If a company hires personnel from the foreign market to work for the organization in the same capacity that expatriates work,the foreign personnel are called __________ nationals.

List three do's and three don'ts from the IBM sales compensation scheme that helps to improve global compensation for expatriates.

The IBM blueprint plan for compensation includes all of the following plan component areas EXCEPT:

Salespeople from Japan and the United States have surprisingly similar reward values.

To develop cultural awareness,a manager should remain nonjudgmental about the behavior of others,particularly with reference to their own value standards.

The international sales force (to be used in a foreign market)comes from which of the following sources?

According to research,the Japanese salesperson values ____________ as a reward more than any other form of compensation or reward for selling efforts.

Which of the following rewards areas scores the highest among American salespeople?

If an expatriate from their own country works for a foreign company in a third country,the person is called a local national.

Most expatriate failures are caused by a lack of understanding of ___________ differences and their effect on management skills.

If a person is to be an effective international businessperson which of the following is considered to be an essential personal characteristic and skill?

______________ means that a person is sympathetic and understanding of a culture other than their own.

Which of the following is the most common job in the United States?

When an expatriate comes home things are not always easy.According to research from MNCs,there are five steps that can improve the reentry process for expatriates.What are these five steps?

Many believe that advances in information technology will lead to substantial reductions in field sales efforts in the future.

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