Deck 15: Globally Integrated Marketing Communications

Question 1

Which of the following refers to a salesperson's ability to detect differences between cultures and how individual behavior is influenced by and distinguished from a home culture?

A) Cultural intelligence
B) Cultural competence
C) Cross-cultural intelligence
D) Cross-cultural competence
E) Cross-cultural pluralism

Answer 1

A

Question 2

Relationships are particularly important when doing business in which of the following cultures?

A) Low context
B) Individualistic
C) Western
D) Eastern
E) Derived

Answer 2

D

Question 3

Where would a salesperson give precise product information to a customer?

A) Low-context culture
B) High-context culture
C) Collectivist culture
D) Individualistic culture
E) Mainstream culture

Answer 3

A

Question 4

Saying,"I'm sure your peers will be pleased with your purchase" would have greater success in which type of culture?

A) Individualistic
B) Collectivist
C) Low power distance
D) High power distance
E) High context

Question 5

A rebuy is essentially which kind of purchase?

A) Reorder
B) New order
C) Restock
D) Modified reorder
E) Specified reorder

Question 6

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

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

Question 7

Bowing slightly would be an appropriate approach method in which country?

A) United States
B) United Kingdom
C) China
D) Australia
E) Germany

Question 8

Where would the status of a salesperson relative to the customer be most relevant?

A) Low-context culture
B) High-context culture
C) Collectivist culture
D) Individualistic culture
E) Open culture

Question 9

Business etiquette does not include which of the following issues in international settings?

A) Use of language, slang, and colloquialisms
B) Gift giving
C) Shaking hands
D) Bowing
E) Use of supporting materials

Question 10

Which of the following normally serves as both a salesperson and a cashier?

A) Order taker
B) Order getter
C) Field salesperson
D) Service salesperson
E) Market salesperson

Question 11

Colors take on added meaning in which type of culture?

A) Low power distance
B) High power distance
C) Individualistic
D) Low context
E) High context

Question 12

Sales presentations are generally given in what kind of space?

A) Social space
B) Personal space
C) Intimate space
D) Group space
E) Interpersonal space

Question 13

A salesperson's effectiveness in utilizing knowledge,skills,and personal attributes in order to work successfully with buyers from other cultures is referred to as which of the following?

A) Cultural intelligence
B) Cultural competence
C) Cross-cultural intelligence
D) Cross-cultural competence
E) Cross-cultural pluralism

Question 14

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

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

Question 15

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

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

Question 16

Employees view managers more as peers and less as bosses in which type of culture?

A) Low power distance
B) High power distance
C) Low context
D) High context
E) Individualistic

Question 17

What type of culture is a culture in which communication is expressed verbally and little emphasis is place on nonverbal communication?

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

Question 18

In which of the following cultures is nonverbal communication important and people tend to be heavily influenced by the backgrounds of communicators?

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

Question 19

Approval by the group of one's action is most important in which type of culture?

A) Low power distance
B) High power distance
C) Low context
D) High context
E) Collectivist

Question 20

Which strategy focuses on increasing sales of existing products to new customers?

A) Market saturation
B) Market penetration
C) Market development
D) Market concentration
E) Market proliferation

Question 21

Which of the following is not a behavioral measure in international sales management evaluation?

A) The number of sales reports written
B) The number of sales contracts written
C) The number of sales prospects reviewed
D) The number of satisfied customers
E) The number of follow-up phone calls made

Question 22

Selling on the Internet is known as what kind of selling?

A) Field
B) Electronic
C) Virtual
D) Display
E) Market specific

Question 23

In international sales management,employees are found during which process?

A) Recruiting
B) Training
C) Motivating
D) Relocating
E) Compensating

Question 24

When an international salesperson warns a customer about high demand and product availability,he or she is using what type of close?

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

Question 25

Power,achievement,and affiliation are all highlighted in:

A) Motivational Needs Theory
B) Maslow's Hierarchy of Needs
C) Equity Theory
D) Expectancy Theory
E) Derived Needs Theory

Question 26

Buyers in what type of culture may be offended by too much pressure to sign a contract?

A) Individualistic
B) Materialistic
C) Eastern
D) Western
E) Low context

Question 27

Selling behaviors in international sales management evaluation include all of the following except:

A) The number of sales calls
B) The number of presentations made
C) The number of prospects contacted
D) The number of new leads converted into customers
E) The number of on-time deliveries

Question 28

Which of the following is from the targeted country in an international sales setting?

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

Question 29

Which of the following is a motivational theory that applies to international selling that was proposed by Victor Vroom?

A) Needs Theory
B) Attribution Theory
C) Intrinsic Motivation Theory
D) Expectancy Theory
E) Balance Theory

Question 30

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

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

Question 31

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

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

Question 32

Which of the following is neither from the company's home country nor the host country?

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

Question 33

What kind of selling involves additional items from the same company?

A) Cross
B) Transactional
C) Functional
D) Relational
E) Operational

Question 34

Which of the following is an outcome measure used in international sales management evaluation?

A) Lead generation
B) Sales report completion
C) Gross sales
D) Key account follow-up
E) Virtual account maintenance

Question 35

Which of the following includes monetary compensation,awards,and companywide recognition by managers in meetings?

A) Intrinsic motivators
B) Extrinsic motivators
C) Compensation packages
D) Behavioral awards
E) Market rewards

Question 36

The complex nature of international selling and the increased demand for high-quality customer service has led to an increase in the use of what type of selling?

A) Virtual selling
B) Internet selling
C) Direct selling
D) Sales teams
E) Market specific

Question 37

The Wonderlic test is a type of what kind of test?

A) Advancement
B) Motivation
C) Intelligence
D) Personality
E) Placement

Question 38

What type of salespeople is in great demand in international selling?

A) High context
B) Low context
C) Multilingual
D) Cross-cultural
E) Less experienced

Question 39

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

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

Question 40

To ask "How many units will you be ordering today?" is to use what type of close?

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

Question 41

Words take on less significance in low-context cultures.

Question 42

Which of the following includes expense accounts,company cars,and housing payments?

A) Bonuses
B) Allowances
C) Draws
D) Virtual accounts
E) Dockets

Question 43

Retailing selling has been called the "last three feet of marketing."

Question 44

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

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

Question 45

What is the term used to describe the process of adjustment that a salesperson goes through upon returning to his or her home country?

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

Question 46

What is the term used to describe an amount paid about salary when a salesperson exceeds a targeted sales volume?

A) Commission
B) Bonus
C) Draw
D) Advance
E) Quota

Question 47

In high-context cultures,nonverbal communication is important and people tend to be heavily influenced by the backgrounds of communicators.

Question 48

Western cultures tend to be low context.

Question 49

International salespeople often serve as the primary contact between a manufacturer and an end user.

Question 50

Salespeople pay close attention to the meanings that are conveyed by their nonverbal communication in high-context cultures.

Question 51

Field salespeople call on intermediaries.

Question 52

Compensation methods in international personal selling do not include which of the following?

A) Salary
B) Commission
C) Salary plus commission
D) Bonuses
E) Virtual accounts

Question 53

"Golden fetters" is a term sometimes used to describe which of the following?

A) Trade promotions
B) Salary systems
C) Evaluation systems
D) Pension plans
E) Draw accounts

Question 54

In low-context cultures,communication is expressed verbally and little emphasis is placed on nonverbal communication.

Question 55

A salesperson operating in low-context cultures tends to be fairly direct and informal.

Question 56

Which form of compensation tends to be least often used in international sales?

A) Salary
B) Salary plus commission
C) Commission only
D) Bonus
E) Bonus plus draw

Question 57

A salary-only compensation method emphasizes:

A) Sales
B) Sales follow-up
C) Resolving disputes
D) Maintaining relationships with suppliers
E) Finding new sales leads

Question 58

Which compensation system establishes a base and then provides incentives for additional sales?

A) Salary
B) Salary plus commission
C) Commission only
D) Bonus
E) Bonus plus draw

Question 59

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

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

Question 60

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

Question 61

In India,it would not be considered rude to be a few minutes late to a sales meeting,because India is a collectivist culture.

Question 62

Employees tend to rely on one another more often in collectivist cultures.

Question 63

Maintaining eye contact may seem rude in high-context cultures.

Question 64

Purchase situations include rebuy,modified rebuy,and new buy.

Question 65

Consumers in collectivist societies are often more likely to repurchase from salespeople with whom they already have established relationships.

Question 66

Cross-cultural competence reflects a salesperson's effectiveness in utilizing knowledge,skills,and personal attributes in order to work successfully with buyers from other cultures.

Question 67

Status and formal relationships are important in low power distance countries.

Question 68

Decisions to make purchases tend to take longer in collectivist societies.

Question 69

Consumers in individualistic cultures tend to focus more on the transactional elements of an exchange than on the relational.

Question 70

Patting someone on the head would be rude in a Buddhist culture.

Question 71

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

Question 72

Gift giving is a well-accepted business principle around the world.

Question 73

Trust is an important component of international selling in many countries.

Question 74

Face-to-face interactions occur in what is referred to as social space.

Question 75

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.

Question 76

Businesspeople in the Middle East are used to standing more closely to one another than are businesspeople in Western cultures.

Question 77

The international business-to-business selling process begins with prospecting and ends with closing a sale.

Question 78

International salespeople must pay close attention to the use of language,slang,and colloquialism.

Question 79

Culture shock is a disorientation that results from a person losing familiar cultural props while living abroad.

Question 80

Status and formal relationships are important in high power distance countries.