Exam 14: Sales and Cross-Cultural Management

The general trend among U.S.multinationals has been a decreasing use of ______________ managers overseas and an increasing reliance on ____________ Foreign talent since the 1990s.

Expatriates do not face a long list of difficulties upon returning home.

With respect to evaluating salespeople,_________________ evaluations can be in the form of comparisons of sales,of sales percents,or increases in sales.

_____________________ is usually a large conglomerate that imports,exports, countertrade,invests,and manufactures in the global arena.

If a company begins its foreign sales by exporting through merchant distributors and then purchases a foreign sales subsidiary and locates product warehouses abroad,this Would be a form of _____________________ integration.

In the sales management "process," the first step is where the manager:

If a company follows a _______________ involvement path,it normally gives up the ability to motivate and monitor the sales force and to train them to better serve The customer.

Backward integration refers to greater ownership and control of the distribution channel.

When considering international sales management issues,________________ considerations are issues that analyze more than one country's assets,strengths,and situations,or that deal directly with cross-border coordination.

One of the dimensions of Myers-Briggs-Type Indicator (MBTI)include ethnocentric behavior:

If a firm has limited foreign involvement and visibility,a correct choice for them to use in entering a foreign country would be to develop an expatriate sales force.

In order to ensure a globally consistent sales strategy,a company will likely:

Which of the following statements MOST accurately describes the state of international selling?

___________________ are home country personnel sent overseas to manage local operations in the foreign market.

Not all United States sales methods or systems can automatically be exported abroad.Considering the information provided by research on different cultural dimensions,why might it be difficult to adopt a U.S.-style commission system for salespeople in such countries as Japan or Mexico.Be sure to remember how these two countries might rank on the five cultural dimension scales.

With respect to sales force structure,the ______________________ sales force has each salesperson sell only one product or product line (even when selling to a single Customer).

Motivation,cultural sensitivity,ethical standards,fairness,and relationship building are issues relevant to _______________________ considerations.

The salesforce management process starts with setting:

The term sogoshosha in Japan describes an Export Trading Company.

Sales force skill availability,country image,and expatriate recruiting are all issues that are relevant as intercultural issues with the foreign country.