Exam 17: Personal Selling and Sales Management

The largest personnel requirement abroad for most companies is:

Particularly in relationship-oriented cultures such as France,Mexico,and Japan,sales representatives tend to be:

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

Third-country nationals are often sought by international firms because:

What are the advantages to using an expatriate sales force to conduct business in a foreign market?

The three elements that are needed in any equitable and functional compensation plan for the international salesperson include balance,consistent motivation,and flexibility.

When revamping a sales compensation scheme for international sales personnel,one of the do's is to allow local managers to decide the mix between base and incentive pay.

The growing use of third-country nationals is,in part,a(n):

Which of the following reasons would best explain why a country such as Germany allows for greater use of expatriates in international sales forces?

Cultural _________ is necessary for the successful international salesperson because he or she must work in and actually enjoy foreign cultures.

Evaluation and control of sales representatives in the United States is a:

A(n)____________ is a person who leaves their home country to work for their domestic employer in a foreign country.

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

"The language of international business is __________."

Mike Assaini has found that his ability to speak several Middle-Eastern languages is a real asset in his chosen career as a salesperson for Shell Oil.Since Mike works one foreign assignment after another and rarely returns to home base in Holland,he is called a(n):

With respect to IBM's compensation plan,the system allows for substantial __________ for local managers.

The first step in managing a sales force is its:

__________ is a prime requisite for expatriate and third-country personnel because they must typically work abroad more independently than their domestic counterparts.

Selling in information-oriented cultures such as Germany may also allow for greater use of:

Evaluation and control of sales representatives in the United States is a relatively simple task.