Exam 14: Sales and Cross-Cultural Management

The question of how to enter the market is central to marketing.

When a company has the ____________________ involvement approach,the company (because it uses either host country employees or expatriates)must face The foreign culture and intercultural communication can become an issue that must Be dealt with through training.

A _________________ occurs when we group people (from what might appear to us as very similar cultures)together in perhaps an inappropriate manner because Those people consider themselves to be different.

All of the following are tasks of the average salesperson EXCEPT:

With respect to the functions of sales force strategy,the ______________ refers to and determines the physical positioning and responsibilities of each salesperson.

Repatriation is the return of the expatriate employee from overseas.

Which of the following degrees of involvement would probably be in use when piggybacking and selling through chains are used by the firm?

Personal selling is predominantly a group activity.

GMAC Relocation Services' 2001 survey provided the following recommendations regarding reducing attrition rates EXCEPT:

If the company uses expatriates to oversee sales regions and lead training,the firm will probably use which form of involvement listed below?

Unlike the United States,the majority of cars sold in Japan are sold door-to-door.

According to the Myers-Briggs Type Indicator test,the _____________ tends to show a greater concern with concepts and ideas than with external events,relative Detachment,and enjoyment of solitude and privacy over companionship.

According to the Myers-Briggs Type Indicator test,the _____________ tends to focus on immediate experience,become more realistic and practical,and develop Skills such as acute powers of observation and memory for details.

With respect to rewarding salespeople,_________________ reinforces the negative image of the salesperson benefiting from the sale,with no regard for the purchaser's Well-being.

In international marketing,negotiation strategies include the following EXCEPT:

Which of the following forms of company sales involvement generally have the highest involvement of expatriates?

Stages of the negotiation process include the following EXCEPT:

In the negotiation process,nontask soundings do not include activities that are used to establish a rapport among the parties involved.

Motivation,cultural sensitivity,ethical standards,and fairness are all issues that are relevant as intercultural issues with the foreign country.

Negotiations practices do not vary enormously across cultures.