Question 1

Order takers,commission salespeople,and service salespeople are all types of retail salespeople.

Accepted Answer

A) True 
 B)False

Question 2

Introduction formalities vary widely by culture.

Accepted Answer

A) True 
 B)False

Question 3

The selection of compensation method for international salespeople is influenced greatly by culture.

Accepted Answer

A) True 
 B)False

Question 4

Acquiring knowledge from returning international salespeople is an important part of which of the following from management's perspective?

Accepted Answer

A)  Expatriation 
B)  Repatriation 
C)  Cross-cultural absorption 
D)  Cultural absorption 
E)  Enculturation

Question 5

Which of the following is a native from the home country of a company who has been assigned to a foreign market?

Accepted Answer

A)  Expatriate 
B)  Home-country salesperson 
C)  Third-country salesperson 
D)  Host-country salesperson 
E)  Third-region salesperson

Question 6

Transactional elements of the selling process are particularly important in which type of culture?

Accepted Answer

A)  Individualistic 
B)  Materialistic 
C)  High context 
D)  Collectivist 
E)  Derived

Question 7

Which of the following is a type of interview in which all applicants are asked the same questions?

Accepted Answer

A)  Placement 
B)  Unstructured 
C)  Structured 
D)  Conventional 
E)  Debriefing

Question 8

Cultural intelligence refers to a salesperson's ability to detect differences between cultures and how individual behavior is influenced by and distinguished from a home culture.

Accepted Answer

A) True 
 B)False

Question 9

Building trust in an international sales call may take time and more than one meeting or interaction.

Accepted Answer

A) True 
 B)False

Question 10

To ask "Would you prefer our standard delivery or express delivery?" is to use what type of close?

Accepted Answer

A)  Assumptive 
B)  Choice 
C)  Continual yes 
D)  Balance sheet 
E)  Act fast

Question 11

Making patronizing comments to someone of greater status would be a problem in which of the following cultural situations?

Accepted Answer

A)  Low power distance 
B)  High power distance 
C)  Individualistic 
D)  Collective 
E)  Feminine

Question 12

Describe the difference between high-context and low-context cultures and how these differences affect international personal selling techniques.Use examples that are relevant to each culture.

Accepted Answer

The answer of Describe the difference between high-context and low-context...

Question 13

Which of the following describes a disorientation that results from a person losing familiar cultural props while living abroad?

Accepted Answer

A)  Culture shock 
B)  Cross-culture immersion 
C)  Cultural immersion 
D)  Cross-cultural shock 
E)  Cross-cultural pluralism

Question 14

Discuss the major compensation forms that are utilized in international sales management.What are the advantages and disadvantages of each form of compensation?

Accepted Answer

The answer of Discuss the major compensation forms that are...

Question 15

Which compensation system works best when servicing accounts constitutes a large part of the international sales process?

Accepted Answer

A)  Salary 
B)  Commission 
C)  Commission plus bonus 
D)  Bonus 
E)  Bonus plus draw

Exam 15: Globally Integrated Marketing Communications

Order takers,commission salespeople,and service salespeople are all types of retail salespeople.

Introduction formalities vary widely by culture.

The selection of compensation method for international salespeople is influenced greatly by culture.

Acquiring knowledge from returning international salespeople is an important part of which of the following from management's perspective?

Which of the following is a native from the home country of a company who has been assigned to a foreign market?

Transactional elements of the selling process are particularly important in which type of culture?

Which of the following is a type of interview in which all applicants are asked the same questions?

Cultural intelligence refers to a salesperson's ability to detect differences between cultures and how individual behavior is influenced by and distinguished from a home culture.

Building trust in an international sales call may take time and more than one meeting or interaction.

To ask "Would you prefer our standard delivery or express delivery?" is to use what type of close?

Making patronizing comments to someone of greater status would be a problem in which of the following cultural situations?

Describe the difference between high-context and low-context cultures and how these differences affect international personal selling techniques.Use examples that are relevant to each culture.

Which of the following describes a disorientation that results from a person losing familiar cultural props while living abroad?

Discuss the major compensation forms that are utilized in international sales management.What are the advantages and disadvantages of each form of compensation?

Which compensation system works best when servicing accounts constitutes a large part of the international sales process?