Question 1

The final step in the 6-step sales presentation plan is closing the sale.

Accepted Answer

False

Question 2

Ethnocentric companies are likely to use an expatriate sales force in countries at all levels of economic development.

Accepted Answer

Ethnocentric companies believe that their home country's way of doing business is the best and therefore, they are likely to use expatriate sales force in countries at all levels of economic development.

Question 3

In a low-income country,free samples are likely to be a more effective promotional tool than coupons or on-pack premiums.

Accepted Answer

In low-income countries, free samples can be more effective as they allow potential customers to try the product before committing to purchasing it. Coupons may not be as useful if people cannot afford the product even with a discount, and on-pack premiums may not be as attractive if people prioritize spending on basic necessities.

Question 4

The U.S.-style "I'll do whatever it takes to get your business" has proven to be a successful selling approach throughout the world.

Accepted Answer

Cultural differences significantly impact business practices; what works in one country may not be effective or appropriate in another. The aggressive U.S.-style approach may not resonate well in cultures that value relationship building, humility, and subtlety in business dealings.

Question 5

Relationship marketing,which stresses an approach on developing long-term relationships with customers,has been embraced by many U.S.companies.

Accepted Answer

Relationship marketing is a widely accepted approach in the U.S. (and globally) that focuses on building long-lasting relationships with customers rather than engaging in one-time transactions. Many companies have adopted this strategy to improve customer loyalty, maintain customer retention rates, and increase profitability.

Question 6

Overall,sales promotion tools,such as coupons,are used less frequently as consumer products companies increase budget allocations for media advertising.

Accepted Answer

Sales promotion tools, including coupons, are often used more frequently as part of an integrated marketing strategy, even as companies also invest in media advertising. These tools are effective in driving immediate sales, enhancing product visibility, and complementing other marketing efforts.

Question 7

The Strategic/Consultative Selling Model consists of five interdependent steps,each with three prescriptions that can serve as a checklist for sales personnel.

Accepted Answer

The Strategic/Consultative Selling Model consists of five interdependent steps, each with three prescriptions that serve as a checklist for sales personnel.

Question 8

A marketer of fine French cognac offers a fancy cigar ashtray to persons who correctly solve a crossword puzzle and mail it in.This is an example of a trade promotion.

Accepted Answer

This is an example of a consumer promotion, as it directly targets and rewards the end consumer rather than the trade channel or retailers.

Question 9

Cross coupons offer its users deal-of-the-day that are sponsored by local businesses.

Accepted Answer

The answer of Cross coupons offer its users deal-of-the-day that...

Question 10

In companies where a polycentric management orientation prevails,host-country nationals will be used in most selling situations with the exception of high-tech products sold in developed countries.

Accepted Answer

This is because a polycentric management orientation involves giving a great deal of autonomy to local managers and using host-country nationals in key positions, including sales roles. However, the exception mentioned in the statement is not necessarily true as high-tech products may also require specialist sales skills that can only be provided by expatriate or third-country nationals.

Question 11

Host-country nationals may possess work habits or selling styles that do not mesh with those of the parent company.

Accepted Answer

Host-country nationals often have their own cultural norms and ways of doing business, which may not align with the practices of the parent company. This can lead to conflicts or challenges in adapting to new work habits or selling styles.

Question 12

Social couponing is one of the hottest online sales promotion trends.It offers its followers deal-of-the-day coupons that are sponsored by local businesses.

Accepted Answer

Social couponing is indeed one of the hottest online sales promotion trends and it offers deal-of-the-day coupons sponsored by local businesses.

Question 13

At concerts and other events,street teams pass out free samples while driving specially modified cars with giant Red Bull cans mounted on them.

Accepted Answer

This statement accurately describes Red Bull's marketing strategy, with street teams distributing free samples from cars with giant Red Bull cans mounted on them.

Question 14

In China,consumers are reluctant to buy full-sized packages of unfamiliar imported products.In such a marketing environment,sampling is an appropriate promotional strategy.

Accepted Answer

Sampling allows consumers to try unfamiliar imported products without committing to a full-size purchase, making it a suitable promotional strategy in this marketing environment.

Question 15

Fifty years ago,Kikkoman brand soy sauce was unknown in the United States.The company used sampling and even today continues to make extensive use of shopper marketing as a communication tool.

Accepted Answer

The answer of Fifty years ago,Kikkoman brand soy sauce was...

Question 16

Market maturity can also be different from country to country; consumer sampling and coupons are appropriate for mature markets.

Accepted Answer

The answer of Market maturity can also be different from...

Question 17

A company with a regiocentric orientation is likely to utilize third-country nationals for its sales force in less developed countries.

Accepted Answer

A regiocentric orientation means that a company focuses on regional differences and similarities when conducting business. This may involve using employees from different countries within the region, including third-country nationals, to meet the needs of the local market. Therefore, it is likely that a company with a regiocentric orientation would utilize third-country nationals for its sales force in less developed countries.

Question 18

In a contest in 45 different languages covering 60 countries,marketers for Axe Apollo invited consumers to fill out an "astronaut profile."

Accepted Answer

The statement correctly describes the contest held by Axe Apollo.

Question 19

When MCI Communications first entered Latin America,it utilized expatriate Americans despite the high cost of doing so.

Accepted Answer

The answer of When MCI Communications first entered Latin America,it...

Question 20

From the point of view of the marketer,sales promotion provides accountability.

Accepted Answer

Sales promotion provides the marketer with measurable results and accountability. It allows them to track the effectiveness of their promotional activities and adjust their strategies accordingly.

Quiz 14: Global Marketing Communications Decisions II: Sales Promotion, personal Selling, and Special Forms of Marketing Communication