Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

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.

Accepted Answer

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

Question 3

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.

Accepted Answer

A) cultural assimilation 
B) cultural harmony 
C) cultural generalization 
D) cultural syncopation 
E) cultural similarity

Question 4

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 5

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

Question 6

Repatriation is the return of the expatriate employee from overseas.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following degrees of involvement would probably be in use when piggybacking and selling through chains are used by the firm?

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 world wide ownership

Question 8

Personal selling is predominantly a group activity.

Accepted Answer

A) True 
 B)False

Question 9

GMAC Relocation Services' 2001 survey provided the following recommendations regarding reducing attrition rates EXCEPT:

Accepted Answer

A) membership in top private business clubs. 
B) chances to use international experience. 
C) a choice of positions upon return. 
D) recognition. 
E) repatriation career support.

Question 10

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 world wide ownership

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

According to the Myers-Briggs Type Indicator test,the _____________ tends to show a greater concern with concepts and ideas than with external events,relative
Detachment,and enjoyment of solitude and privacy over companionship.

Accepted Answer

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

Question 13

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.

Accepted Answer

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

Question 14

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.

Accepted Answer

A) the salary system 
B) the commission system 
C) the motivation system 
D) the retainer system 
E) the hourly wage system

Question 15

In international marketing,negotiation strategies include the following EXCEPT:

Accepted Answer

A) employ an outsourcing consultant. 
B) employ an agent or advisor. 
C) involve a mediator. 
D) induce the counterpart to follow one's own negotiation script. 
E) Adapt the counterpart's negotiation script.

Question 16

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

Accepted Answer

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

Question 17

Stages of the negotiation process include the following EXCEPT:

Accepted Answer

A) non-task sounding. 
B) task-related information exchange. 
C) foreign travel. 
D) persuasion. 
E) concessions and agreements.

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

Negotiations practices do not vary enormously across cultures.

Accepted Answer

A) True 
 B)False

Exam 14: Sales and Cross-Cultural Management

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

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.

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.

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

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

Repatriation is the return of the expatriate employee from overseas.

Which of the following degrees of involvement would probably be in use when piggybacking and selling through chains are used by the firm?

Personal selling is predominantly a group activity.

GMAC Relocation Services' 2001 survey provided the following recommendations regarding reducing attrition rates EXCEPT:

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

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

According to the Myers-Briggs Type Indicator test,the _____________ tends to show a greater concern with concepts and ideas than with external events,relative Detachment,and enjoyment of solitude and privacy over companionship.

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.

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.

In international marketing,negotiation strategies include the following EXCEPT:

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

Stages of the negotiation process include the following EXCEPT:

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

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

Negotiations practices do not vary enormously across cultures.