Question 1

Buying criteria varies across purchasers and can be anything from price to quality.

Accepted Answer

Buying criteria can vary depending on individual preferences and needs, and can include factors such as price, quality, convenience, brand reputation, and more. Therefore, it is true that buying criteria can vary across purchasers.

Question 2

A push strategy is suitable in countries that have very good advertising media.

Accepted Answer

A push strategy relies heavily on personal selling, while advertising plays a secondary role. It is more appropriate in countries where personal selling is more influential than advertising.

Question 3

Local sales forces are involved in selling in only one country.

Accepted Answer

Local sales forces typically operate within a single country, whereas global sales forces may operate in multiple countries or even worldwide.

Question 4

One of the important tasks of the international sales force is to identify the buying unit of the company.

Accepted Answer

Identifying the buying unit or decision-making unit (DMU) is a crucial task for the international sales force as it helps them understand who the key decision-makers are in the customer organization and how to target them effectively.

Question 5

Cultural differences towards contracts cannot be overemphasized.

Accepted Answer

The answer of Cultural differences towards contracts cannot be overemphasized....

Question 6

To be a successful salesperson in Japan,one has to call customers often and build relationships before finalizing a sale.

Accepted Answer

Building relationships is very important in Japanese business culture, and salespeople are expected to maintain personal connections with clients. This often involves regular phone calls, as direct communication is highly valued in Japan. By taking the time to develop a long-term relationship, salespeople can gain the trust and loyalty of their customers, which can ultimately lead to increased sales and business success.

Question 7

Personal selling is always in English and knowledge of the local language is not very beneficial.

Accepted Answer

Personal selling can be more effective when the salesperson can speak the local language and understand the culture. This helps to build rapport and establish trust with the customer, which is crucial in the sales process. While English may be a common language in many countries, it is not the only language and speaking the local language can demonstrate respect and understanding for the customer's needs and preferences.

Question 8

International selling is easier than local selling because of similarities across cultures in marketing issues.

Accepted Answer

International selling is often more challenging than local selling due to the differences in cultural preferences, laws and regulations, language, and other factors that can impact marketing strategies. While there may be some similarities across cultures, it is important for businesses to understand and adapt to the unique characteristics of each market they enter.

Question 9

Negotiating with the Chinese takes much less time than negotiating with people from the United States or other Western countries.

Accepted Answer

This statement is generally false. Negotiating with anyone can take varying amounts of time depending on the situation, culture, and people involved. In fact, negotiating with the Chinese can often take longer due to their emphasis on building relationships and trust before business can be conducted.

Question 10

A company-owned sales force gives the company better control over what products to market and when to market them.

Accepted Answer

A company-owned sales force is directly employed by the company, giving them more control over the sales process and the timing of product launches. With an in-house sales force, the company can train and manage the sales team to promote specific products and adhere to company values and goals. On the other hand, relying on outside sales agents or distributors can result in less control and fewer opportunities to target specific markets or customers.

Question 11

A company's decision to use personal selling is based on the complexity of the product and available resources.

Accepted Answer

Personal selling is often used for products that are complex or require personal consultation, as well as when a company has the resources to train and support a sales force for this approach.

Question 12

In textiles,companies tend to assign sales territories to salespersons on the basis of language skills.

Accepted Answer

In textiles, companies tend to assign sales territories to salespersons on the basis of language skills to facilitate communication with customers who speak a different language.

Question 13

A pull strategy is directed at the final buyer or end user of a product or service.

Accepted Answer

A pull strategy aims to create demand among the end users or final buyers, encouraging them to purchase the product or service. This is in contrast to a push strategy, which focuses on promoting the product to intermediaries such as wholesalers and retailers in the supply chain.

Question 14

Differences exist between countries in how appointments are made,people are introduced,and the lead-time required for making appointments.

Accepted Answer

Different cultures and countries have different customs and expectations for making appointments and introductions. For example, in some countries it is important to make appointments well in advance, while in others it is acceptable to arrange meetings with short notice. Additionally, the way people are introduced and greeted can vary widely between cultures.

Question 15

French is the language spoken by most customers in the aerospace industry.

Accepted Answer

English is the language spoken by most customers in the aerospace industry.

Question 16

Exchanging business gifts before meetings is customary in all countries.

Accepted Answer

While it is customary in some countries to exchange business gifts before meetings, it is not a universal practice and varies depending on the culture and location.

Question 17

Sales jobs are considered very attractive in developing countries,and companies usually get top quality recruits.

Accepted Answer

Sales jobs in developing countries may not always attract top quality recruits due to factors like lower pay, job instability, and lack of career growth opportunities compared to other professions.

Question 18

Japanese buyers do not like salespersons to drop by frequently.

Accepted Answer

The answer of Japanese buyers do not like salespersons to...

Question 19

Scandinavia is the one part of Europe where proficiency in English is uncommon.

Accepted Answer

This statement is false. Scandinavians have one of the highest levels of English proficiency in the world, with many people speaking English as a second language.

Question 20

International salespersons are only needed when companies deal directly with their clients abroad.

Accepted Answer

International salespersons are required to maintain direct contact with clients abroad and establish safe global distribution channels for goods and services.

Quiz 14: Global Promotion Strategies