Deck 17: Personal Selling and Sales Management

Question 1

The number of companies relying on expatriate personnel is increasing as the volume of world trade increases.

Answer 1

False

Question 2

(p.505,)A major advantage of hiring local nationals is they transcend both culture and legal barriers.

Answer 2

True

Question 3

One of the chief disadvantages of the expatriate sales force is its high cost.

Answer 3

True

Question 4

The first step in managing a sales force is to pick a manager.

Question 5

The primary control tool used by American sales managers to control their sales personnel is the threat of firings or layoffs.

Question 6

In the eyes of most customers,the salesperson is the company.

Question 7

Successful adaptation,by a salesperson,in international affairs is based on a combination of attitude and effort.

Question 8

Milt Johnson has been overseas on an assignment for six months.His family did not accompany him.If Mr.Johnson were to be paid an additional $50,000 in salary as an overseas premium,this would be called a separation allowance.

Question 9

One aspect of training is frequently overlooked-home-office personnel dealing with international marketing operations need training designed to make them responsive to the needs of the foreign operations.

Question 10

The three elements that are needed in any equitable and functional compensation plan for the international salesperson include balance,consistent motivation,and flexibility.

Question 11

The main disadvantage of hiring local nationals to represent your sales force is that the cost is very high.

Question 12

Many believe that advances in information technology will lead to substantial reductions in field sales efforts in the future.

Question 13

Virtual expatriates now manage operations in other countries but don't move there.

Question 14

Salespeople from Japan and the United States have surprisingly similar reward values.

Question 15

Particularly in the more relationship-oriented cultures,such as France,Mexico,and Japan,sales representatives tend to be on the top rung of the social ladder.

Question 16

The product image is a company's most direct tie to the customer.

Question 17

Maturity is the prime requisite for expatriate and third-country personnel.

Question 18

If an expatriate from their own country works for a foreign company in a third country,the person is called a local national.

Question 19

Evaluation and control of sales representatives in the United States is a relatively simple task.

Question 20

When revamping a sales compensation scheme for international sales personnel,one of the do's is to allow local managers to decide the mix between base and incentive pay.

Question 21

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

A)conscript
B)world salesperson
C)outsourcer
D)renegade
E)expatriate

Question 22

The number of companies relying on expatriate personnel is:

A)declining as the volume of world trade increases.
B)increasing as the volume of world trade increases.
C)staying about the same as the volume of world trade increases.
D)flattened but on a steady positive trend because of the number of number of local nationals that are being employed.
E)declining in Western nations and increasing in other nations.

Question 23

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

A)women.
B)expatriates.
C)locals.
D)relationship selling.
E)minorities.

Question 24

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):

A)rover.
B)castaway.
C)wanderer.
D)professional expatriate.
E)troubleshooter.

Question 25

What form of selling has the best results in Japan?

A)expatriate selling
B)localized selling
C)virtual selling
D)Asian selling (i.e.,personnel from China)
E)visionary selling

Question 26

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

A)cost
B)security
C)lack of knowledge on the part of this sales force
D)advances in information technology
E)increasing competition

Question 27

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?

A)greater technical training
B)better knowledge of the company and its product line
C)proven dependability
D)prestige in the eye of the buyer
E)the ability to communicate with and influence headquarter's personnel

Question 28

The first step in managing a sales force is its:

A)management selection.
B)concept of power.
C)design.
D)position in company schematics.
E)usefulness to the company.

Question 29

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

A)high cost.
B)cultural barriers.
C)limited number of high-caliber personnel willing to live abroad for extended periods of time.
D)expatriates ability to speak foreign languages.
E)legal barriers.

Question 30

The international sales force (to be used in a foreign market)comes from which of the following sources?

A)college graduates.
B)international competitors.
C)selling skills seminars.
D)local nationals.
E)trade unions.

Question 31

When many expatriates return to the United States to rejoin their companies,they find that their actual net worth has not increased.

Question 32

One of the best ways to improve the reentry process for expatriate sales personnel is to create a mentor program.

Question 33

The largest personnel requirement abroad for most companies is:

A)the management team.
B)the service department.
C)the purchasing professionals.
D)the advertising specialists.
E)the sales force.

Question 34

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

A)it is cheap to live there
B)the language is easy to master
C)it wants to spread its arms to the international community
D)it is an information-oriented culture
E)it is a multi-cultural society

Question 35

To develop cultural awareness,a manager should remain nonjudgmental about the behavior of others,particularly with reference to their own value standards.

Question 36

The international sales force (to be used in a foreign market)comes from which of the following sources?

A)selling skills seminars.
B)expatriates.
C)college graduates.
D)trade unions.
E)international competitors.

Question 37

Most evidence points to the fact that to be successful in the international arena,a salesperson must know the language of the market in which he or she wishes to sell.

Question 38

The most direct tie to the customer is the:

A)product.
B)manager of the company.
C)salesperson.
D)advertising specialist.
E)public relations specialist.

Question 39

The most frequently mentioned reasons for a manager to refuse a foreign assignment are safety concerns and inadequate salary compensation.

Question 40

The international sales force (to be used in a foreign market)comes from which of the following sources?

A)trade unions.
B)college graduates.
C)international competitors.
D)selling skills seminars.
E)third-country nationals.

Question 41

Local nationals are now becoming more popular with international companies because they transcend the __________ and ___________ barriers in their own country.

A)cost;language
B)cultural;legal
C)racial;economic
D)security;language
E)proximity;legal

Question 42

Fritz Weaver is a German national working for a U.S.company in Argentina.This would be an example of which of the following types of foreign worker classifications?

A)outsourcers
B)global specialists
C)refugees
D)third-country nationals
E)multi-country nationals

Question 43

More and more American companies are taking advantage of American employees who __________.

A)have little or no selling experience
B)are over the age of 50 and in good health
C)are willing to work for the minimum wage
D)will work part-time on weekends and holidays
E)are fluent in languages other than English

Question 44

___________ manage operations in other countries but do not move there.

A)Expatriate supervisors
B)Simulation trainers
C)Local nationals
D)Office efficiency experts
E)Virtual expatriates

Question 45

The historical preference for expatriate managers and salespeople from the home country is giving way to a preference for:

A)outsourcers from the home country.
B)virtual managers and salespeople.
C)virtual expatriates.
D)local nationals.
E)visionary expatriates.

Question 46

The growing use of third-country nationals is,in part,a(n):

A)response to the increased availability of third-country nationals.
B)symbol of the death of nationalism.
C)acknowledgment that personal skills and motivation are international values.
D)alternative to using domestic product controls.
E)an attempt to stimulate world peace through international marketing.

Question 47

If a person is to be an effective international businessperson which of the following is considered to be an essential personal characteristic and skill?

A)organization.
B)physical appearance.
C)flexibility.
D)focused.
E)stylish dress.

Question 48

Particularly in relationship-oriented cultures such as France,Mexico,and Japan,sales representatives tend to be:

A)available only on a part-time basis.
B)on the bottom rung of the social ladder.
C)too close to customers to develop a professional selling relationship.
D)unwilling to commit to an organization for any length of time.
E)respected and held in high esteem.

Question 49

A group of people called ______________ are expatriates from their own countries working for a foreign company in a third country.

A)outsourcers
B)global specialists
C)refugees
D)third-country nationals
E)multi-country nationals

Question 50

If a person is to be an effective international businessperson which of the following is considered to be an essential personal characteristic and skill?

A)organization.
B)stylish dress.
C)focused.
D)have cultural empathy.
E)physical appearance.

Question 51

In relationship-oriented cultures like Japan it can be difficult for international companies to:

A)hire salespeople away from other organizations.
B)send local salespeople into local markets.
C)vary the product offering from what is offered in the home country market.
D)find customers.
E)become accepted in the home country market.

Question 52

An international company must have confidence in the international businessperson's ability to make decisions and commitments without constant recourse to the home office or they cannot be effective.Such a person must,in other words,have: (match to the correct trait or skill)

A)flexibility.
B)a multilingual background.
C)a love for travel.
D)maturity.
E)cultural empathy.

Question 53

Which of the following is the most common job in the United States?

A)construction worker
B)truck driver
C)office manager
D)personal selling
E)teacher

Question 54

If a person is to be an effective international businessperson which of the following is considered to be an essential personal characteristic and skill?

A)emotional stability.
B)organization.
C)stylish dress.
D)focused.
E)physical appearance.

Question 55

The main disadvantage of hiring local nationals is the tendency of headquarters personnel to:

A)ignore the cost.
B)treat them with disrespect and bias.
C)forget that they are even out there.
D)block them from company promotions.
E)ignore their advice.

Question 56

Most countries,including the United States,________________ foreigners allowed to work or train within their borders.

A)control the number
B)don't care about
C)do not monitor
D)do not keep records of
E)provide training for

Question 57

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

A)the geek expatriate
B)the virtual expatriate
C)the e-com expatriate
D)the HYPERLINK "http://www.dot.com/" dot.com expatriate
E)the visionary expatriate

Question 58

A(n)___________ can aid management in expressing long-range needs as well as current needs.

A)formal job description
B)informal job description
C)global job description
D)virtual job description
E)humanist job description

Question 59

Third-country nationals are often sought by international firms because:

A)they are expendable.
B)they are cheaper than local nationals.
C)they are more convenient than expatriates.
D)they work harder than local nationals.
E)they speak several languages and know an industry or country well.

Question 60

If a person is to be an effective international businessperson which of the following is considered to be an essential personal characteristic and skill?

A)focused.
B)physical appearance.
C)organization.
D)stylish dress.
E)maturity.

Question 61

When training a local national,the emphasis tends to be on all of the following EXCEPT:

A)the company.
B)company products.
C)technical information.
D)selling methods.
E)special foreign sales problems.

Question 62

Motivation in the international sales area is especially complicated because the firm is dealing with:

A)different philosophies.
B)different personalities.
C)different interests.
D)different habits.
E)different salaries.

Question 63

With respect to international compensation plans for sales executives and salespeople,the U.S.plan is often followed.What is the emphasis of the U.S.plan?

A)straight salary
B)benefits plus time in grade
C)commissions based on individual performance
D)rotating bonuses
E)salary plus guarantees of employment

Question 64

When hiring new personnel,most of the traits necessary for success in international marketing can be assessed by:

A)tests
B)interviews and role-playing exercises
C)biographical information.
D)checking references
E)body language

Question 65

A study of Japanese and American salespeople,found their rewards values:

A)distinctly different in the category of job security.
B)very similar in value of commuting time.
C)similar in the area of personal growth and development
D)were overall surprisingly similar.
E)were overall surprisingly dissimilar.

Question 66

All of the following are among the do's that IBM recommends with respect to global compensation EXCEPT:

A)do involve representatives from key countries.
B)do allow local managers to decide the mix between base and incentive pay.
C)do use consistent performance measures.
D)do allow local countries flexibility in implementations.
E)do assume that cultural differences can be managed through the incentive plan.

Question 67

International personnel require a kind of ____________ not demanded in domestic positions because they live in cultures dissimilar to their own and are always under some form of scrutiny.

A)flexibility.
B)emotional stability
C)intelligence
D)street savvy
E)native instinct

Question 68

There is evidence that a manager's __________ affects personnel decisions when hiring in the international arena.

A)age
B)sex
C)culture
D)income level
E)temperment

Question 69

The primary control tool used by American sales managers is:

A)the threat of termination.
B)the quota system.
C)the incentive system.
D)the attraction of a foreign assignment.
E)tolerance and patience.

Question 70

______________ means that a person is sympathetic and understanding of a culture other than their own.

A)Cultural dynamism
B)Cultural empathy
C)Cultural progression
D)Cultural knowledge
E)Cultural slicing

Question 71

Motivation in the international sales area is especially complicated because the firm is dealing with:

A)different personalities.
B)different interests.
C)different habits.
D)different salaries.
E)different cultures.

Question 72

With respect to training in the international arena,which of the following,according to the text,is often overlooked?

A)living arrangements in the foreign country
B)basic HRM issues in the foreign environment
C)sensitivity to the needs of foreign operations
D)an understanding of currency in the foreign environment
E)training designed to make them responsive to the needs of the foreign operations

Question 73

According to a recent study,Japanese sales representatives tended to be more satisfied with their jobs when:

A)their values were consistent with those of their company.
B)they received high salaries.
C)they were better educated.
D)they had high salaries and were better educated.
E)they did not have to work abroad.

Question 74

Evaluation and control of sales representatives in the United States is a:

A)extremely difficult task.
B)moderately difficult task.
C)neither difficult nor easy task.
D)relatively simple task.
E)hit or miss proposition.

Question 75

A good illustration of an international manager's skill with respect to breath of knowledge is his or her ability to:

A)know accounting principles.
B)know about metaphysics
C)speak one or more foreign languages.
D)know about foreign currency.
E)be a persuasive speaker.

Question 76

Which of the following rewards areas scores the highest among Japanese salespeople?

A)job security
B)promotion
C)merit increase with pay
D)feeling of worthwhile accomplishment
E)social recognition (sales club awards)

Question 77

With respect to sales compensation benefits,what is an overseas premium?

A)it is a separation allowance paid because the person is away from family
B)it is an amount paid because of the foreign currency differential
C)it is a reward paid because the person is in the field of marketing
D)it is a reward paid because of the amount of travel that one has to do
E)it is basically an expense account to cover travel and entertainment expenses

Question 78

Motivation in the international sales area is especially complicated because the firm is dealing with:

A)different personalities.
B)different sources.
C)different salaries.
D)different habits.
E)different interests.

Question 79

Which of the following rewards areas scores the highest among American salespeople?

A)job security
B)promotion
C)merit increase with pay
D)feeling of worthwhile accomplishment
E)social recognition (sales club awards)

Question 80

The IBM blueprint plan for compensation includes all of the following plan component areas EXCEPT:

A)region of the world.
B)corporate objectives.
C)teamwork.
D)personal contribution.
E)challenges/contests.