Exam 14: Sales Management

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?

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

The single most compelling reason that most expatriates return home early from their tour of duty abroad is:

The salesperson is not the front line for the company.

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

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.

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

Sales people do not sell services.

In the sales management "process," the first step is where the manager:

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

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?

With respect to sales force structure, the ______________________ sales force has each salesperson sell only one product or product line (even when selling to a single Customer).

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.

If a firm has limited foreign involvement and visibility, a correct choice for them to use in entering a foreign country would be to enter into an arrangement with an Export Management Company.

Sales force skill availability, country image, and expatriate recruiting are all issues that are relevant as intercultural issues with the foreign country.

If a company follows a _______________ involvement path, it normally gives up the ability to motivate and monitor the sales force and to train them to better serve The customer.

With respect to sales and sales management entry into a foreign market, _________ integration refers to greater ownership and control of the distribution channel.

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

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

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