Exam 14: Sales Management

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

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

Not all United States sales methods or systems can automatically be exported abroad. Considering the information provided by research on different cultural dimensions, why might it be difficult to adopt a U.S.-style commission system for salespeople in such countries as Japan or Mexico. Be sure to remember how these two countries might rank on the five cultural dimension scales.

In international marketing, negotiation strategies include the following EXCEPT:

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.

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

If a company begins its foreign sales by exporting through merchant distributors and then purchases a foreign sales subsidiary and locates product warehouses abroad, this Would be a form of _____________________ integration.

One of the dimensions of Myers-Briggs-Type Indicator (MBTI) include ethnocentric behavior:

Motivation, cultural sensitivity, ethical standards, fairness, and relationship building are issues relevant to _______________________ considerations.

A key decision that a marketer must make with respect to international marketing is _______________________. This decision limits and defines key underlying aspects Of its future sales force management.

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

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

Expatica's Relocation Services' 2008 survey provided the following recommendations regarding reducing attrition rates EXCEPT:

Once the expatriate is overseas, training becomes more difficult.

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 ____________________.

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.

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.

Sogoshosha (such as Mitsubishi, Mitsui, Sumitomo, and Marubeni) are the Japanese equivalents of _______________________.

Expatriates do not face a long list of difficulties upon returning home.

How large a sales force needs to be, how much training the sales force will need, whether the sales force is predominately local or foreign, and the manner of Compensation are all issues influenced by the __________________ in(into) a Market.