Question 1

A salary-only compensation method emphasizes:

Accepted Answer

A)  Sales 
B)  Sales follow-up 
C)  Resolving disputes 
D)  Maintaining relationships with suppliers 
E)  Finding new sales leads 
A)  Sales 
B)  Sales follow-up 
C)  Resolving disputes 
D)  Maintaining relationships with suppliers 
E)  Finding new sales leads

Question 2

Employees tend to rely on one another more often in collectivist cultures.

Accepted Answer

A) True 
 B)False

Question 3

What type of culture is a culture in which communication is expressed verbally and little emphasis is place on nonverbal communication?

Accepted Answer

A)  Low context 
B)  High context 
C)  Collectivist 
D)  Individualistic 
E)  Derived 
A)  Low context 
B)  High context 
C)  Collectivist 
D)  Individualistic 
E)  Derived

Question 4

Western cultures tend to be low context.

Accepted Answer

A) True 
 B)False

Question 5

Field salespeople call on intermediaries.

Accepted Answer

A) True 
 B)False

Question 6

Status and formal relationships are important in high power distance countries.

Accepted Answer

A) True 
 B)False

Question 7

Salespeople pay close attention to the meanings that are conveyed by their nonverbal communication in high-context cultures.

Accepted Answer

A) True 
 B)False

Question 8

Status and formal relationships are important in low power distance countries.

Accepted Answer

A) True 
 B)False

Question 9

Retailing selling has been called the "last three feet of marketing."

Accepted Answer

A) True 
 B)False

Question 10

Cross-cultural competence reflects a salesperson's effectiveness in utilizing knowledge,skills,and personal attributes in order to work successfully with buyers from other cultures.

Accepted Answer

A) True 
 B)False

Question 11

Trust is an important component of international selling in many countries.

Accepted Answer

A) True 
 B)False

Question 12

Bowing slightly would be an appropriate approach method in which country?

Accepted Answer

A)  United States 
B)  United Kingdom 
C)  China 
D)  Australia 
E)  Germany 
A)  United States 
B)  United Kingdom 
C)  China 
D)  Australia 
E)  Germany

Question 13

Which form of compensation tends to be least often used in international sales?

Accepted Answer

A)  Salary 
B)  Salary plus commission 
C)  Commission only 
D)  Bonus 
E)  Bonus plus draw 
A)  Salary 
B)  Salary plus commission 
C)  Commission only 
D)  Bonus 
E)  Bonus plus draw

Question 14

Personality variables are frequently considered when hiring international salespeople.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following is an outcome measure used in international sales management evaluation?

Accepted Answer

A)  Lead generation 
B)  Sales report completion 
C)  Gross sales 
D)  Key account follow-up 
E)  Virtual account maintenance 
A)  Lead generation 
B)  Sales report completion 
C)  Gross sales 
D)  Key account follow-up 
E)  Virtual account maintenance

Question 16

Discuss the major categories of business etiquette that apply to international personal selling.Describe cultural differences that pertain to these categories and the types of things that personal salespeople would need to do in order to effectively sell products in these cultures.

Accepted Answer

Business etiquette in international pers

Question 17

Which of the following includes expense accounts,company cars,and housing payments?

Accepted Answer

A)  Bonuses 
B)  Allowances 
C)  Draws 
D)  Virtual accounts 
E)  Dockets 
A)  Bonuses 
B)  Allowances 
C)  Draws 
D)  Virtual accounts 
E)  Dockets

Question 18

Businesspeople in the Middle East are used to standing more closely to one another than are businesspeople in Western cultures.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following refers to a salesperson's ability to detect differences between cultures and how individual behavior is influenced by and distinguished from a home culture?

Accepted Answer

A)  Cultural intelligence 
B)  Cultural competence 
C)  Cross-cultural intelligence 
D)  Cross-cultural competence 
E)  Cross-cultural pluralism 
A)  Cultural intelligence 
B)  Cultural competence 
C)  Cross-cultural intelligence 
D)  Cross-cultural competence 
E)  Cross-cultural pluralism

Question 20

The Wonderlic test is a type of what kind of test?

Accepted Answer

A)  Advancement 
B)  Motivation 
C)  Intelligence 
D)  Personality 
E)  Placement 
A)  Advancement 
B)  Motivation 
C)  Intelligence 
D)  Personality 
E)  Placement

A salary-only compensation method emphasizes:

Employees tend to rely on one another more often in collectivist cultures.

What type of culture is a culture in which communication is expressed verbally and little emphasis is place on nonverbal communication?

Western cultures tend to be low context.

Field salespeople call on intermediaries.

Status and formal relationships are important in high power distance countries.

Salespeople pay close attention to the meanings that are conveyed by their nonverbal communication in high-context cultures.

Status and formal relationships are important in low power distance countries.

Retailing selling has been called the "last three feet of marketing."

Cross-cultural competence reflects a salesperson's effectiveness in utilizing knowledge,skills,and personal attributes in order to work successfully with buyers from other cultures.

Trust is an important component of international selling in many countries.

Bowing slightly would be an appropriate approach method in which country?

Which form of compensation tends to be least often used in international sales?

Personality variables are frequently considered when hiring international salespeople.

Which of the following is an outcome measure used in international sales management evaluation?

Discuss the major categories of business etiquette that apply to international personal selling.Describe cultural differences that pertain to these categories and the types of things that personal salespeople would need to do in order to effectively sell products in these cultures.

Which of the following includes expense accounts,company cars,and housing payments?

Businesspeople in the Middle East are used to standing more closely to one another than are businesspeople in Western cultures.

Which of the following refers to a salesperson's ability to detect differences between cultures and how individual behavior is influenced by and distinguished from a home culture?

The Wonderlic test is a type of what kind of test?

Introduction to International Marketing

Culture and Cross-Cultural Marketing

Global Trade and Integration

Country Selection and Entry Strategies

International Marketing Planning Organization and Control

Markets and Segmentation in an International Context

International Positioning

Market Research in the International Environment

International Product and Brand Marketing

International Product Standardization and Adaptation

International Pricing

International Finance and Pricing Implications

International Marketing Channel Management

International Distribution: Exporting and Retailing

International Sales Promotions and Public Relations

Filters

Exam 15: Globally Integrated Marketing Communications

A salary-only compensation method emphasizes:

Employees tend to rely on one another more often in collectivist cultures.

What type of culture is a culture in which communication is expressed verbally and little emphasis is place on nonverbal communication?

Western cultures tend to be low context.

Field salespeople call on intermediaries.

Status and formal relationships are important in high power distance countries.

Salespeople pay close attention to the meanings that are conveyed by their nonverbal communication in high-context cultures.

Status and formal relationships are important in low power distance countries.

Retailing selling has been called the "last three feet of marketing."

Cross-cultural competence reflects a salesperson's effectiveness in utilizing knowledge,skills,and personal attributes in order to work successfully with buyers from other cultures.

Trust is an important component of international selling in many countries.

Bowing slightly would be an appropriate approach method in which country?

Which form of compensation tends to be least often used in international sales?

Personality variables are frequently considered when hiring international salespeople.

Which of the following is an outcome measure used in international sales management evaluation?

Discuss the major categories of business etiquette that apply to international personal selling.Describe cultural differences that pertain to these categories and the types of things that personal salespeople would need to do in order to effectively sell products in these cultures.

Which of the following includes expense accounts,company cars,and housing payments?

Businesspeople in the Middle East are used to standing more closely to one another than are businesspeople in Western cultures.

Which of the following refers to a salesperson's ability to detect differences between cultures and how individual behavior is influenced by and distinguished from a home culture?

The Wonderlic test is a type of what kind of test?

Introduction to International Marketing

Culture and Cross-Cultural Marketing

Global Trade and Integration

Country Selection and Entry Strategies

International Marketing Planning Organization and Control

Markets and Segmentation in an International Context

International Positioning

Market Research in the International Environment

International Product and Brand Marketing

International Product Standardization and Adaptation

International Pricing

International Finance and Pricing Implications

International Marketing Channel Management

International Distribution: Exporting and Retailing

International Sales Promotions and Public Relations

Filters