Exam 14: Sales and Cross-Cultural Management

_____________________ serves the needs of their clients in entering a market or sourcing goods from a market.They are characterized by their "service" nature and Efforts to interact with and meet the needs of the exporter client.

Sales people do not sell services.

The __________________ states explicitly what the sales force will be asked to do.

__________________ addresses the structure,size,and compensation of the sales force.

All of the following are examples of intercultural issues with the foreign country EXCEPT:

The single most compelling reason that most expatriates return home early from their tour of duty abroad is:

Sales force skill availability,company image,expatriate recruiting,and centralized training are issues relevant to ________________________ considerations.

All of the following are examples of international sales strategy issues EXCEPT:

The first step in the sales force management process is best described as being:

As an example of a company that has the _______________________ involvement approach,the company will generally own warehouses where goods are stored and/or Own outlets where products are sold.

If a firm has limited foreign involvement and visibility,a correct choice for them to use in entering a foreign country would be to enter into an arrangement with an Export Management Company.

Myers-Briggs-Type Indicator (MBTI)is a tool for addressing people's cognitive styles.

Ethics for international sales reps:

The size of the salesforce depends on the sales structure.

With respect to sales and sales management entry into a foreign market,_________ integration refers to greater ownership and control of the distribution channel.

When researchers try to put the word international into sales management and personal selling,clarification is needed.____________________ considerations Include issues that analyze more than one country's assets,strengths,and situations, Or that deal directly with cross-border coordination.

It has been said that selling is the world over.However,there are differences between the way that domestic and international selling efforts occur and are managed.Comment on these differences.

All of the following are disadvantages of using expatriates over foreign nationals as managers,EXCEPT:

All of the following are steps in the sales force management process EXCEPT:

Personal selling is predominantly a _________________ activity.