Exam 17: Personal Selling and Sales Management

A ___________ expatriate uses information technology to communicate with foreign markets and is able to manage foreign operations without ever living in the foreign market itself.

In relationship-oriented cultures like Japan it can be difficult for international companies to:

International personnel require a kind of ____________ not demanded in domestic positions because they live in cultures dissimilar to their own and are always under some form of scrutiny.

One aspect of training is frequently overlooked-home-office personnel dealing with international marketing operations need training designed to make them responsive to the needs of the foreign operations.

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

Most evidence points to the fact that to be successful in the international arena,a salesperson must know the language of the market in which he or she wishes to sell.

Particularly in the more relationship-oriented cultures,such as France,Mexico,and Japan,sales representatives tend to be on the top rung of the social ladder.

The most direct tie to the customer is the:

How is an expatriate compensated for short-term assignment overseas?

When training a local national,the emphasis tends to be on all of the following EXCEPT:

What form of selling has the best results in Japan?

The number of companies relying on expatriate personnel is increasing as the volume of world trade increases.

When selecting sales and marketing personnel to go abroad,what are the specific characteristics and skills that a company should look for in these personnel?

All of the following are among the do's that IBM recommends with respect to global compensation EXCEPT:

With respect to international compensation plans for sales executives and salespeople,the U.S.plan is often followed.What is the emphasis of the U.S.plan?

Wendy Chen works for IBM in Hong Kong.Wendy is from Taiwan and has worked for U.S.-based IBM for ten years.Ms.Chen is formally called a __________ national.

According to sources,which of the following may be a reason that substantial reductions in field sales may occur in the future?

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

Mark Prince wants all of his employees,when given an overseas assignment,to be successful.Mr.Prince believes that cultural empathy is the key to this success.He has found that research indicates that there are six advantages to being culturally aware.What would be on Mr.Prince's list of advantages?

The most frequently mentioned reasons for a manager to refuse a foreign assignment are safety concerns and inadequate salary compensation.