Question 1

The term sogoshosha in Japan describes an Export Trading Company.

Accepted Answer

A) True 
 B)False

Question 2

The salesforce management process starts with setting:

Accepted Answer

A)  objectives and strategy. 
B)  objectives and manufacturing. 
C)  objectives and marketing. 
D)  objectives and operations. 
E)  objectives and raw material. 
A)  objectives and strategy. 
B)  objectives and manufacturing. 
C)  objectives and marketing. 
D)  objectives and operations. 
E)  objectives and raw material.

Question 3

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.

Accepted Answer

A)  extrovert 
B)  introvert 
C)  sensing person 
D)  intuitive person 
E)  thinking person 
A)  extrovert 
B)  introvert 
C)  sensing person 
D)  intuitive person 
E)  thinking person

Question 4

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

Accepted Answer

A)  conduct sales training on a country-by-country basis. 
B)  train the sales managers in the headquarters country and send them abroad. 
C)  bring all employees to the headquarters country for training, then send them to their home markets. 
D)  hire professional sales trainers to travel abroad to train employees. 
E)  none of the above 
A)  conduct sales training on a country-by-country basis. 
B)  train the sales managers in the headquarters country and send them abroad. 
C)  bring all employees to the headquarters country for training, then send them to their home markets. 
D)  hire professional sales trainers to travel abroad to train employees. 
E)  none of the above

Question 5

All of the following are disadvantages of using expatriates over foreign nationals as managers, EXCEPT:

Accepted Answer

A)  cross-cultural training. 
B)  motivation. 
C)  honesty. 
D)  compensation. 
E)  family discord. 
A)  cross-cultural training. 
B)  motivation. 
C)  honesty. 
D)  compensation. 
E)  family discord.

Question 6

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

Accepted Answer

A)  consumers 
B)  governments 
C)  board of directors 
D)  CEOs 
E)  employees 
A)  consumers 
B)  governments 
C)  board of directors 
D)  CEOs 
E)  employees

Question 7

Sales force skill availability, company image, expatriate recruiting, and centralized training are issues relevant to ________________________ considerations.

Accepted Answer

A)  international product 
B)  international sales strategy 
C)  international mix 
D)  intercultural issues with the foreign country 
E)  global society 
A)  international product 
B)  international sales strategy 
C)  international mix 
D)  intercultural issues with the foreign country 
E)  global society

Question 8

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

Accepted Answer

A)  A foreign franchise 
B)  An Export Trading Company 
C)  An Export Management Company 
D)  A Noraizi agent 
E)  A bulk-breaker 
A)  A foreign franchise 
B)  An Export Trading Company 
C)  An Export Management Company 
D)  A Noraizi agent 
E)  A bulk-breaker

Question 9

Ethics for international sales reps:

Accepted Answer

A)  are the same regardless of country. 
B)  can be taught and are no longer a problem once training has taken place. 
C)  don't matter-reps should do what the home culture expects. 
D)  demand clear corporate policies to help reps avoid problems. 
E)  should be ignored until a complaint is made, then the guilty should be punished. 
A)  are the same regardless of country. 
B)  can be taught and are no longer a problem once training has taken place. 
C)  don't matter-reps should do what the home culture expects. 
D)  demand clear corporate policies to help reps avoid problems. 
E)  should be ignored until a complaint is made, then the guilty should be punished.

Question 10

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.

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A)  low-level 
B)  mid-level 
C)  high-level 
D)  backward level 
E)  parallel level 
A)  low-level 
B)  mid-level 
C)  high-level 
D)  backward level 
E)  parallel level

Question 12

The __________________ states explicitly what the sales force will be asked to do.

Accepted Answer

A)  sales force strategy 
B)  sales force objectives 
C)  sales force training procedures 
D)  sales force recruiting procedures 
E)  sales force evaluation procedures 
A)  sales force strategy 
B)  sales force objectives 
C)  sales force training procedures 
D)  sales force recruiting procedures 
E)  sales force evaluation procedures

Question 13

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

Accepted Answer

A)  Hartman profile 
B)  Myers-Briggs Type Indicator 
C)  Majors-Hawkins Cognitive Indicator 
D)  Spaniel test for concepts 
E)  Freudian fantasy test 
A)  Hartman profile 
B)  Myers-Briggs Type Indicator 
C)  Majors-Hawkins Cognitive Indicator 
D)  Spaniel test for concepts 
E)  Freudian fantasy test

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

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

Accepted Answer

A)  size 
B)  structure 
C)  compensation procedure 
D)  modeling procedure 
E)  evaluation procedure 
A)  size 
B)  structure 
C)  compensation procedure 
D)  modeling procedure 
E)  evaluation procedure

Question 16

It has been said that selling is the world over. However, there are differences between the way that domestic and international selling efforts occur and are managed. Comment on these differences.

Accepted Answer

Though there are many similarities betwe

Question 17

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.

Accepted Answer

A)  global, local 
B)  international, local 
C)  European, local 
D)  expatriate, local 
E)  Asian, local 
A)  global, local 
B)  international, local 
C)  European, local 
D)  expatriate, local 
E)  Asian, local

Question 18

Difficulties in setting compensation packages for global salesforces include:

Accepted Answer

A)  unions may restrict wage options. 
B)  some cultures are not motivated to work harder regardless of monetary incentives. 
C)  local firms may protest that the MNC is stealing the best talent with wages out of line with local standards. 
D)  culture may dictate that people of the same rank should not be compensated differently regardless of performance. 
E)  all of the above 
A)  unions may restrict wage options. 
B)  some cultures are not motivated to work harder regardless of monetary incentives. 
C)  local firms may protest that the MNC is stealing the best talent with wages out of line with local standards. 
D)  culture may dictate that people of the same rank should not be compensated differently regardless of performance. 
E)  all of the above

Question 19

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

Accepted Answer

A)  support mechanism 
B)  front line 
C)  mouthpiece 
D)  promoter 
E)  educator 
A)  support mechanism 
B)  front line 
C)  mouthpiece 
D)  promoter 
E)  educator

Question 20

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.

Accepted Answer

internatio

The term sogoshosha in Japan describes an Export Trading Company.

The salesforce management process starts with setting:

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.

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

All of the following are disadvantages of using expatriates over foreign nationals as managers, EXCEPT:

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

Sales force skill availability, company image, expatriate recruiting, and centralized training are issues relevant to ________________________ considerations.

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

Ethics for international sales reps:

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.

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

The __________________ states explicitly what the sales force will be asked to do.

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

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

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

It has been said that selling is the world over. However, there are differences between the way that domestic and international selling efforts occur and are managed. Comment on these differences.

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.

Difficulties in setting compensation packages for global salesforces include:

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

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.

Globalization Imperative

Economic Environment

Financial Environment

Global Cultural Environment and Buying Behavior

Political and Legal Environment

Global Marketing Research

Global Segmentation and Positioning

Global Marketing Strategies

Global Market Entry Strategies

Global Product Policy Decisions I: Developing New Products for Global Markets

Global Product Policy Decisions Ii: Marketing Products and Services

Global Pricing

Global Communication Strategies

Global Logistics and Distribution

Export and Import Management

Planning, Organization, and Control of Global Marketing Operations

Marketing Strategies for Emerging Markets

Global Marketing and the Internet

Sustainable Marketing in the Global Marketplace

Filters

Exam 14: Sales Management

The term sogoshosha in Japan describes an Export Trading Company.

The salesforce management process starts with setting:

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.

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

All of the following are disadvantages of using expatriates over foreign nationals as managers, EXCEPT:

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

Sales force skill availability, company image, expatriate recruiting, and centralized training are issues relevant to ________________________ considerations.

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

Ethics for international sales reps:

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.

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

The __________________ states explicitly what the sales force will be asked to do.

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

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

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

It has been said that selling is the world over. However, there are differences between the way that domestic and international selling efforts occur and are managed. Comment on these differences.

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.

Difficulties in setting compensation packages for global salesforces include:

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

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.

Globalization Imperative

Economic Environment

Financial Environment

Global Cultural Environment and Buying Behavior

Political and Legal Environment

Global Marketing Research

Global Segmentation and Positioning

Global Marketing Strategies

Global Market Entry Strategies

Global Product Policy Decisions I: Developing New Products for Global Markets

Global Product Policy Decisions Ii: Marketing Products and Services

Global Pricing

Global Communication Strategies

Global Logistics and Distribution

Export and Import Management

Planning, Organization, and Control of Global Marketing Operations

Marketing Strategies for Emerging Markets

Global Marketing and the Internet

Sustainable Marketing in the Global Marketplace

Filters

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.