Question 1

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.

Accepted Answer

A) form of marketing 
B) form of entry 
C) form of promotion 
D) form of commission 
E) form of management

Question 2

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

Accepted Answer

A) Sales force objectives 
B) Sales force goals 
C) Sales force strategy 
D) Sales force policy 
E) Sales force vision

Question 3

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

Accepted Answer

The answer of _____ are home country personnel sent overseas...

Question 4

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

Accepted Answer

A) sets objectives and strategy. 
B) determines goals and purposes. 
C) recruits. 
D) trains. 
E) supervises.

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

France has a low level of bureaucracy.

Accepted Answer

A) True 
 B)False

Question 7

Salesforce compensation is the chief form of motivation for salespeople.Companies tend to pay their salesforces equally across all countries.

Accepted Answer

A) True 
 B)False

Question 8

Once the expatriate is overseas, training becomes more difficult.

Accepted Answer

A) True 
 B)False

Question 9

Examples of quantitative evaluations include tests of the knowledge and manner of the salesperson.

Accepted Answer

A) True 
 B)False

Question 10

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

Question 11

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

Accepted Answer

A) motivation. 
B) cultural sensitivity. 
C) ethical standards. 
D) relationship building. 
E) home to host communications.

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

Salespeople do not sell services.

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

A) India 
B) Pakistan 
C) Japan 
D) Ireland 
E) Mongolia

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

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.

Question 17

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

Accepted Answer

A) take orders. 
B) deliver products. 
C) repair products. 
D) educate consumers. 
E) provide technical knowledge.

Question 18

If the company uses expatriates to oversee sales regions and lead training, the firm will probably use which form of involvement listed below?

Accepted Answer

A) limited foreign involvement and visibility 
B) local management and sales force 
C) expatriate management and local sales force (mixed) 
D) heavy to complete expatriate sales force 
E) maximum global control and worldwide ownership

Question 19

When researchers try to put the word international into sales management and personal selling, clarification is needed._____ considerations include issues that analyze more than one country's assets, strengths, and situations, or that deal directly with cross-border coordination.

Accepted Answer

A) International product 
B) International strategy 
C) International mix 
D) Intercultural 
E) Global society

Question 20

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

Accepted Answer

A) True 
 B)False

Exam 14: Sales Management

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.

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

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

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

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

France has a low level of bureaucracy.

Salesforce compensation is the chief form of motivation for salespeople.Companies tend to pay their salesforces equally across all countries.

Once the expatriate is overseas, training becomes more difficult.

Examples of quantitative evaluations include tests of the knowledge and manner of the salesperson.

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

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

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

Salespeople do not sell services.

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

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

The salesforce management process starts with setting:

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

If the company uses expatriates to oversee sales regions and lead training, the firm will probably use which form of involvement listed below?

When researchers try to put the word international into sales management and personal selling, clarification is needed._____ considerations include issues that analyze more than one country's assets, strengths, and situations, or that deal directly with cross-border coordination.

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