Exam 14: Sales Management

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

The size of the salesforce depends on the sales structure.

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

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

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.

____________________ 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.

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

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

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.

Repatriation is the return of the expatriate employee from overseas.

Stages of the negotiation process include the following EXCEPT:

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

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

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

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

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

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

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

Evaluations of sales performance should be ________.