Question 1

With respect to evaluating salespeople,_________________ evaluations can be in the form of comparisons of sales,of sales percents,or increases in sales.

Accepted Answer

Quantitative evaluations involve numerical data, which can be used for comparisons of sales, sales percentages, or increases in sales. Parametric evaluations require assumptions about the distribution of data, nonparametric evaluations do not require these assumptions but may have less statistical power, qualitative evaluations do not involve numerical data, and decisional evaluations relate to making decisions rather than evaluating performance.

Question 2

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

Accepted Answer

The answer of Unlike the United States,the majority of cars...

Question 3

Sales force skill availability,country image,and expatriate recruiting are all issues
that are relevant as intercultural issues with the foreign country.

Accepted Answer

The answer of Sales force skill availability,country image,and expatriate recruiting...

Question 4

The alesperson is not the front line for the company.

Accepted Answer

The salesperson is often considered the front line for the company, as they are the ones who directly interact with customers and make sales.

Question 5

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

Accepted Answer

This statement is true. Understanding how to effectively enter the market is crucial for any business or product to be successful in marketing.

Question 6

The general trend among U.S.multinationals has been a decreasing use of ______________ managers overseas and an increasing reliance on ____________
Foreign talent since the 1990s.

Accepted Answer

The use of expatriate managers overseas has been decreasing since the 1990s and there has been an increasing reliance on local foreign talent.

Question 7

When considering international sales management issues,________________
considerations are issues that analyze more than one country's assets,strengths,and
situations,or that deal directly with cross-border coordination.

Accepted Answer

The answer of When considering international sales management issues,________________
considerations are...

Question 8

Sales people do not sell services.

Accepted Answer

Sales people can and do sell services as part of their job.

Question 9

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

Accepted Answer

The GMAC Relocation Services survey recommended increasing chances to use international experience, providing a choice of positions upon return, recognition, and repatriation career support as ways to reduce attrition rates. However, membership in top private business clubs was not mentioned as a recommendation.

Question 10

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

Accepted Answer

These issues are important in intercultural interactions with foreign countries because they can impact communication and relationships between individuals and groups from different cultural backgrounds. It is important to understand and respect cultural differences, maintain ethical standards, and ensure fairness in order to build positive and effective relationships.

Question 11

Stages of the negotiation process include the following EXCEPT:

Accepted Answer

Foreign travel is not a stage in the negotiation process. The other options, non-task sounding, task-related information exchange, persuasion, and concessions and agreements, are all stages in the negotiation process.

Question 12

___________________ are home country personnel sent overseas to manage local operations in the foreign market.

Accepted Answer

Expatriates are employees who are sent by a company to work overseas in a foreign country, typically as managers or executives. They may be sent to manage local operations, transfer knowledge or skills, or to establish a new branch or subsidiary. They are often seen as key players in international business operations, as they bring with them a wealth of knowledge, experience, and cultural awareness.

Question 13

If a firm has limited foreign involvement and visibility,a correct choice for them to
use in entering a foreign country would be to enter into an arrangement with an
Export Management Company.

Accepted Answer

An Export Management Company (EMC) is a firm that specializes in helping domestic companies sell their products and services internationally. They can provide guidance in areas such as market research, logistics, distribution, and financing. For a firm with limited foreign involvement and visibility, using an EMC can be a good choice for entering a foreign country as it allows the firm to leverage the expertise and resources of the EMC to navigate the complexities of international trade.

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

The commission system can reinforce the negative image of salespeople because it incentivizes them to make sales without necessarily considering the well-being of the purchaser. This can lead to unethical behavior and a focus on short-term gains rather than building strong, long-term relationships with customers. Other systems, such as a salary or hourly wage, may be less likely to encourage such behavior, as they do not directly tie compensation to the number or value of sales made.

Question 15

In international marketing,negotiation strategies include the following EXCEPT:

Accepted Answer

While outsourcing consultants may be used for various purposes in international marketing, they are not typically a strategy for negotiation. Therefore, option A is the correct answer. Option B involves employing an agent or advisor, which is a common negotiation strategy. Option C involves involving a mediator to facilitate negotiation, which is also a common strategy. Option D involves inducing the counterpart to follow one's own negotiation script, while option E involves adapting the counterpart's negotiation script. Both of these are also common negotiation strategies.

Question 16

The single most compelling reason that most expatriates return home early from their tour of duty abroad is:

Accepted Answer

Family discord is often cited as the single most compelling reason for expatriates to return home early from their assignment abroad. Being away from loved ones for an extended period of time can cause strain on relationships, particularly if spouses or children do not adjust well to the new culture or environment. Family discord can lead to decreased motivation, reduced job satisfaction, and ultimately an early departure from the host country.

Question 17

All of the following are advantages that expatriates have over foreign nationals as managers of MNCs,EXCEPT:

Accepted Answer

It is not necessarily true that expatriates have more intelligence than foreign nationals. Intelligence is not a determining factor in being a successful manager in a multinational corporation. The other advantages listed, such as better communication, understanding of office politics, and developing future managers, are typically advantages that expatriates do possess. A better relationship with the home office can also be an advantage, depending on the situation.

Question 18

Backward integration refers to greater ownership and control of the distribution
channel.

Accepted Answer

Backward integration refers to a company acquiring or merging with suppliers upstream in its supply chain to ensure the supply of critical inputs, not the distribution channel.

Question 19

All of the following are disadvantages of using expatriates over foreign nationals as managers,EXCEPT:

Accepted Answer

Honesty is not necessarily a disadvantage of using expatriates over foreign nationals as managers. In fact, expatriates may be more honest because they have a greater understanding of the company's values and code of conduct. A, B, D, and E are all valid disadvantages of using expatriates, as cross-cultural training may be necessary, motivation may be more difficult to achieve, compensation may be higher, and family discord may arise.

Question 20

If a firm has limited foreign involvement and visibility,a correct choice for them to
use in entering a foreign country would be to develop an expatriate sales force.

Accepted Answer

Developing an expatriate sales force is very expensive and is typically only used by large, multinational firms with a significant global presence. A better choice for a firm with limited foreign involvement and visibility would be to begin with exporting or forming a strategic alliance with a local partner.

Quiz 14: Sales and Cross-Cultural Management

With respect to evaluating salespeople,_________________ evaluations can be in the form of comparisons of sales,of sales percents,or increases in sales.

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

Sales force skill availability,country image,and expatriate recruiting are all issues that are relevant as intercultural issues with the foreign country.

The alesperson is not the front line for the company.

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

The general trend among U.S.multinationals has been a decreasing use of __ managers overseas and an increasing reliance on Foreign talent since the 1990s.

When considering international sales management issues,________________ considerations are issues that analyze more than one country's assets,strengths,and situations,or that deal directly with cross-border coordination.

Sales people do not sell services.

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

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

Stages of the negotiation process include the following EXCEPT:

___________________ are home country personnel sent overseas to manage local operations in the foreign market.

If a firm has limited foreign involvement and visibility,a correct choice for them to use in entering a foreign country would be to enter into an arrangement with an Export Management Company.

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:

The single most compelling reason that most expatriates return home early from their tour of duty abroad is:

All of the following are advantages that expatriates have over foreign nationals as managers of MNCs,EXCEPT:

Backward integration refers to greater ownership and control of the distribution channel.

All of the following are disadvantages of using expatriates over foreign nationals as managers,EXCEPT:

If a firm has limited foreign involvement and visibility,a correct choice for them to use in entering a foreign country would be to develop an expatriate sales force.

Quiz 14: Sales and Cross-Cultural Management

With respect to evaluating salespeople,_________________ evaluations can be in the form of comparisons of sales,of sales percents,or increases in sales.

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

Sales force skill availability,country image,and expatriate recruiting are all issues that are relevant as intercultural issues with the foreign country.

The alesperson is not the front line for the company.

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

The general trend among U.S.multinationals has been a decreasing use of ______________ managers overseas and an increasing reliance on ____________ Foreign talent since the 1990s.

When considering international sales management issues,________________ considerations are issues that analyze more than one country's assets,strengths,and situations,or that deal directly with cross-border coordination.

Sales people do not sell services.

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

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

Stages of the negotiation process include the following EXCEPT:

___________________ are home country personnel sent overseas to manage local operations in the foreign market.

If a firm has limited foreign involvement and visibility,a correct choice for them to use in entering a foreign country would be to enter into an arrangement with an Export Management Company.

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:

The single most compelling reason that most expatriates return home early from their tour of duty abroad is:

All of the following are advantages that expatriates have over foreign nationals as managers of MNCs,EXCEPT:

Backward integration refers to greater ownership and control of the distribution channel.

All of the following are disadvantages of using expatriates over foreign nationals as managers,EXCEPT:

If a firm has limited foreign involvement and visibility,a correct choice for them to use in entering a foreign country would be to develop an expatriate sales force.

The general trend among U.S.multinationals has been a decreasing use of __ managers overseas and an increasing reliance on Foreign talent since the 1990s.