Exam 14: Sales and Cross-Cultural Management

If the company describes its situation as being concerned with a contract for sales from the U.S. ,no sales force or representatives abroad,and little or no control over The foreign marketing process,the firm will probably use which form of involvement Listed below?

Once the expatriate is overseas,training becomes more difficult.

Unlike the United States where customers visit car dealers,a majority of cars are sold by door-to-door salespeople in _________________.

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

Sogoshosha (such as Mitsubishi,Mitsui,Sumitomo,and Marubeni)are the Japanese equivalents of _______________________.

A key decision that a market must make with respect to international marketing is _______________________.This decision limits and defines key underlying aspects Of its future sales force management.

Which of the following degrees of involvement would probably be in use when Export Management Companies,Export Trading Companies,or direct exporting Are being used by the firm?

At the level of personal selling there is little true international selling.

Why do most firms still consider expatriates to be a valuable extension of their company? What are the advantages and disadvantages of using expatriates?

If a marketing manager were to mistakenly group South Koreans and Japanese together (either as a market or by business and labor practices),this would be an Example of a _________________ problem.

Which of the following is an example of an issue that is addressed by intercultural issues with the foreign country?

Selling through an Export Management Company (EMC)or an Export Trading Company (ETC)is considered a _____________ involvement approach to International sales.

Expatriate involvement in international sales has been on the rise since the 1990s.

Setting sales force objectives internationally will not only depend on the company goals but will also depend on:

Many ______________________ use EMCs services mainly to test the international arena.

The differences between the cultures of companies in two countries are based more on the ingrained cultural values of the ___________________.

One popular tool for characterizing people that addresses their cognitive styles is the ____________________.

Which of the following is an example of an issue faced by international sales strategy?

According to the Myers-Briggs Type Indicator test,the _____________ tends to rely on the environment for guidance,be action-oriented,sociable,and communicate With ease and frankness.

The alesperson is not the front line for the company.