Question 1

According to experts, what form of selling has the best results in Japan?

Accepted Answer

Writing about Japan, two international marketing experts agree: "Personal selling as a rule has to be localized for even the most global of corporations and industries."

Question 2

American salespersons are mostly distributed as a few high performers and mostly middle-level performers, but almost no low performers.

Accepted Answer

In a study of salesperson's performances, it was found that compared to the Japanese, American distribution was different-a few high, most in the middle, but almost no low performers. In the United States, poor performers either quit (because they are not making any money), or they are fired.

Question 3

A(n) _____ is a person who leaves their home country to work for their domestic employer in a foreign country.

Accepted Answer

The number of companies relying on expatriate personnel is declining as the volume of world trade increases and as more companies use locals to fill marketing positions.

Question 4

The largest personnel requirement abroad for most companies is:

Accepted Answer

The largest personnel requirement abroad for most companies is the sales force, recruited from three sources: expatriates, local nationals, and third-country nationals.

Question 5

Because of new advances in communications technology, a new form of expatriate has emerged. What is the name of this new form of expatriate?

Accepted Answer

The Internet and other advances in communications technologies, along with the growing reluctance of executives to move abroad, are creating a new breed of expatriate, the virtual one.

Question 6

According to some experts, which of the following may be a reason that substantial reductions in field sales may occur in the future?

Accepted Answer

Advances in information technology are changing the nature of personal selling and sales management, leading some to forecast substantial reductions in field sales efforts.

Question 7

The most direct tie to the customer is the:

Accepted Answer

The salesperson is a company's most direct tie to the customer; in the eyes of most customers, the salesperson is the company.

Question 8

All of the following are disadvantages to having an expatriate salesperson in a foreign market EXCEPT:

Accepted Answer

The expatriate salesperson may have the advantages of greater technical training, better knowledge of the company and its product line, and proven dependability.

Question 9

Distribution strategies will often vary from country to country. Some markets may require a direct sales force, whereas others may not. Countries such as Japan will require the most complete local knowledge possessed only by natives. Which aspect of Japanese culture requires this feature in the sales strategy?

Accepted Answer

Distribution strategies will often vary from country to country. Relationship-oriented countries such as Japan will require the most complete local knowledge possessed only by natives.

Question 10

Which of the following reasons would best explain why a country such as Germany allows for greater use of expatriates in international sales forces?

Accepted Answer

Selling in information-oriented cultures such as Germany may also allow for greater use of expatriates.

Question 11

According to studies, most chief executives had an HR background.

Accepted Answer

Surveys of chief executives consistently reported that more than three-quarters had finance, manufacturing, or marketing backgrounds.

Question 12

In which of the following scenarios is an expatriate sales force the best choice for a company?

Accepted Answer

The number of companies relying on expatriate personnel is declining as the volume of world trade increases and as more companies use locals to fill marketing positions. However, when products are highly technical, or when selling requires an extensive background of information and applications, an expatriate sales force remains the best choice.

Question 13

Personal career planning for the expatriate is the significant strategy that leads to higher retention of returnee expatriates.

Accepted Answer

Companies with the least amount of returnee attrition differ from those with the highest attrition in one significant way: personal career planning for the expatriate.

Question 14

Mike Assaini has found that his ability to speak several Middle-Eastern languages is a real asset in his chosen career as a salesperson for Shell Oil. Since Mike works one foreign assignment after another and rarely returns to home base in Holland, he is called a(n):

Accepted Answer

Some expatriates have one-time assignments (which may last for years), after which they return to the parent company; others are essentially professional expatriates, working abroad in country after country.

Question 15

The primary control tool used by American managers is the reporting system.

Accepted Answer

The primary control tool used by American sales managers is the incentive system.

Question 16

All of the following are advantages that an expatriate salesperson has in representing his or her company in a foreign market; however, one of these advantages stands out above the others. Which one is it?

Accepted Answer

Perhaps most important advantage is that expatriates usually are able to effectively communicate with and influence headquarters personnel.

Question 17

Which of the following is the major deterrent for executives offered an expatriate position?

Accepted Answer

The loss of visibility at corporate headquarters plus the belief that "out of sight is out of mind" are major reasons for the reluctance to accept a foreign assignment.

Question 18

What strategy do companies take to ensure that executives accept expatriate positions?

Accepted Answer

The best international companies make it crystal clear that a ticket to top management is an overseas stint.

Question 19

Which of the following is one of the advantages of using an expatriate salesperson?

Accepted Answer