Exam 14: Sales and Cross-Cultural Management

Equating Korean and Japanese consumers and business practices to be the same just because they are in geographic proximity to one another would be a mistake often made because of _______________________.

The salesperson can best be described as being the ______________ for the company.

With respect to sales and sales management,the entry method into a market is also called the ____________________________.

If a company begins its foreign sales by exporting through a merchant distributor who takes title to the product and performs all the necessary foreign sales functions,this Would be a form of ________________ integration.

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

All of the following are advantages that expatriates have over foreign nationals as managers of MNCs,EXCEPT:

The ________________ classifies people on four personal dimensions.These are extrovert versus introvert,sensing versus intuitive,thinking versus feeling,and Judging versus perceiving.

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

Evaluations of sales performance should be ________.

The first step in the process of sales force management starts with recruiting and selecting salespeople.

The _________________ in(into)a market will determine how large the sales force needs to be and will influence how much training it will require.

Difficulties in setting compensation packages for global salesforces include:

Considering various types of entry formats into the international arena,under what circumstances might it be advisable for the company to attempt a traveling global salesforce?

Cross-cultural training is on the decline in recent years.

With respect to sales force structure,the ____________________ sales force has each salesperson responsible for a particular area (reporting up the line to regional Sales managers).

____________________ the sales force means directing and motivating the sales force to fulfill the company's objectives and providing the resources to allow them To do so.

When a company has a _________________ involvement approach,the company substantially controls the foreign distribution channels.

Considering the four major categories of the Myers-Briggs Type Indicator,which of the categories (or combination of categories)best describes you? Explain why.

According to the Myers-Briggs Type Indicator test,the _____________ tends to value the possibility and meaning more than immediate experience,and become More imaginative,theoretical,abstract,and future oriented.

Germans are typically viewed as scientifically exacting and industrious people. However,the typical German manufacturing work week is only thirty hours and The workers jealously guard their free time and show little interest in working Overtime.This would be an example of the dangers of ____________________.