Question 1

Selling on the Internet is known as what kind of selling?

Accepted Answer

A)  Field 
B)  Electronic 
C)  Virtual 
D)  Display 
E)  Market specific 
A)  Field 
B)  Electronic 
C)  Virtual 
D)  Display 
E)  Market specific

Question 2

In low-context cultures,communication is expressed verbally and little emphasis is placed on nonverbal communication.

Accepted Answer

A) True 
 B)False

Question 3

International sales management tasks include recruiting and selecting,training,motivating,evaluating,and compensating salespeople.

Accepted Answer

A) True 
 B)False

Question 4

Gift giving is a well-accepted business principle around the world.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is from the targeted country in an international sales setting?

Accepted Answer

A)  Expatriate 
B)  Home-country salesperson 
C)  Third-country salesperson 
D)  Host-country salesperson 
E)  Third-region salesperson 
A)  Expatriate 
B)  Home-country salesperson 
C)  Third-country salesperson 
D)  Host-country salesperson 
E)  Third-region salesperson

Question 6

A salesperson's effectiveness in utilizing knowledge,skills,and personal attributes in order to work successfully with buyers from other cultures is referred to as which of the following?

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 7

Discuss the roles of order takers,commission sales,and service salespeople as they pertain to international selling.

Accepted Answer

Order takers, commission sales, and serv

Question 8

An expatriate salesperson works in a country that is not his or her home country.

Accepted Answer

A) True 
 B)False

Question 9

Maintaining eye contact may seem rude in high-context cultures.

Accepted Answer

A) True 
 B)False

Question 10

Salary-plus-commission structure can be used to emphasize both sales and relationship building.

Accepted Answer

A) True 
 B)False

Question 11

Approval by the group of one's action is most important in which type of culture?

Accepted Answer

A)  Low power distance 
B)  High power distance 
C)  Low context 
D)  High context 
E)  Collectivist 
A)  Low power distance 
B)  High power distance 
C)  Low context 
D)  High context 
E)  Collectivist

Question 12

Consumers in collectivist societies are often more likely to repurchase from salespeople with whom they already have established relationships.

Accepted Answer

A) True 
 B)False

Question 13

Discuss the various steps of the business-to-business selling process as they apply to international personal selling.

Accepted Answer

The business-to-business (B2B) selling p

Question 14

Words take on less significance in low-context cultures.

Accepted Answer

A) True 
 B)False

Question 15

Selling behaviors in international sales management evaluation include all of the following except:

Accepted Answer

A)  The number of sales calls 
B)  The number of presentations made 
C)  The number of prospects contacted 
D)  The number of new leads converted into customers 
E)  The number of on-time deliveries 
A)  The number of sales calls 
B)  The number of presentations made 
C)  The number of prospects contacted 
D)  The number of new leads converted into customers 
E)  The number of on-time deliveries

Question 16

A rebuy is essentially which kind of purchase?

Accepted Answer

A)  Reorder 
B)  New order 
C)  Restock 
D)  Modified reorder 
E)  Specified reorder 
A)  Reorder 
B)  New order 
C)  Restock 
D)  Modified reorder 
E)  Specified reorder

Question 17

Consumers in individualistic cultures tend to focus more on the transactional elements of an exchange than on the relational.

Accepted Answer

A) True 
 B)False

Question 18

Relationships are particularly important when doing business in which of the following cultures?

Accepted Answer

A)  Low context 
B)  Individualistic 
C)  Western 
D)  Eastern 
E)  Derived 
A)  Low context 
B)  Individualistic 
C)  Western 
D)  Eastern 
E)  Derived

Question 19

Negotiation techniques include controlling the agenda,slicing,splitting the difference,setting deadlines,and bluffing.

Accepted Answer

A) True 
 B)False

Question 20

Buyers in what type of culture may be offended by too much pressure to sign a contract?

Accepted Answer

A)  Individualistic 
B)  Materialistic 
C)  Eastern 
D)  Western 
E)  Low context 
A)  Individualistic 
B)  Materialistic 
C)  Eastern 
D)  Western 
E)  Low context

Selling on the Internet is known as what kind of selling?

In low-context cultures,communication is expressed verbally and little emphasis is placed on nonverbal communication.

International sales management tasks include recruiting and selecting,training,motivating,evaluating,and compensating salespeople.

Gift giving is a well-accepted business principle around the world.

Which of the following is from the targeted country in an international sales setting?

A salesperson's effectiveness in utilizing knowledge,skills,and personal attributes in order to work successfully with buyers from other cultures is referred to as which of the following?

Discuss the roles of order takers,commission sales,and service salespeople as they pertain to international selling.

An expatriate salesperson works in a country that is not his or her home country.

Maintaining eye contact may seem rude in high-context cultures.

Salary-plus-commission structure can be used to emphasize both sales and relationship building.

Approval by the group of one's action is most important in which type of culture?

Consumers in collectivist societies are often more likely to repurchase from salespeople with whom they already have established relationships.

Discuss the various steps of the business-to-business selling process as they apply to international personal selling.

Words take on less significance in low-context cultures.

Selling behaviors in international sales management evaluation include all of the following except:

A rebuy is essentially which kind of purchase?

Consumers in individualistic cultures tend to focus more on the transactional elements of an exchange than on the relational.

Relationships are particularly important when doing business in which of the following cultures?

Negotiation techniques include controlling the agenda,slicing,splitting the difference,setting deadlines,and bluffing.

Buyers in what type of culture may be offended by too much pressure to sign a contract?

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

Selling on the Internet is known as what kind of selling?

In low-context cultures,communication is expressed verbally and little emphasis is placed on nonverbal communication.

International sales management tasks include recruiting and selecting,training,motivating,evaluating,and compensating salespeople.

Gift giving is a well-accepted business principle around the world.

Which of the following is from the targeted country in an international sales setting?

A salesperson's effectiveness in utilizing knowledge,skills,and personal attributes in order to work successfully with buyers from other cultures is referred to as which of the following?

Discuss the roles of order takers,commission sales,and service salespeople as they pertain to international selling.

An expatriate salesperson works in a country that is not his or her home country.

Maintaining eye contact may seem rude in high-context cultures.

Salary-plus-commission structure can be used to emphasize both sales and relationship building.

Approval by the group of one's action is most important in which type of culture?

Consumers in collectivist societies are often more likely to repurchase from salespeople with whom they already have established relationships.

Discuss the various steps of the business-to-business selling process as they apply to international personal selling.

Words take on less significance in low-context cultures.

Selling behaviors in international sales management evaluation include all of the following except:

A rebuy is essentially which kind of purchase?

Consumers in individualistic cultures tend to focus more on the transactional elements of an exchange than on the relational.

Relationships are particularly important when doing business in which of the following cultures?

Negotiation techniques include controlling the agenda,slicing,splitting the difference,setting deadlines,and bluffing.

Buyers in what type of culture may be offended by too much pressure to sign a contract?

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