Question 1

Relationship marketing focuses on

Accepted Answer

Relationship marketing emphasizes building long-term relationships with customers rather than focusing on individual transactions. It involves creating and maintaining engagement with customers over time, aiming to foster loyalty and repeat business.

Question 2

In the U.S., poor performers typically stay with the company and are seldom fired.

Accepted Answer

In the U.S., employment is generally at-will, meaning employers can terminate employees for any reason that is not illegal (e.g., discrimination), including poor performance.

Question 3

What is the final link in a company's marketing and sales efforts?

Accepted Answer

The answer of What is the final link in a...

Question 4

When is an expatriate sales force most likely to have an advantage over a native sales force?

Accepted Answer

Expatriate sales forces often have an advantage when the product is highly technical in nature, as they may possess specialized knowledge and expertise that is not readily available in the local market.

Question 5

In countries like Japan, a sales force is likely to be most effective if it consists mostly of

Accepted Answer

In countries like Japan, a sales force is likely to be most effective if it consists mostly of local nationals. This is because local nationals understand the culture, language, and business practices of their country, which is crucial for effective communication and sales strategies.

Question 6

An expatriate with excellent cultural skills does not tolerate ambiguity and upholds the superiority of his or her culture.

Accepted Answer

An expatriate with excellent cultural skills typically demonstrates high tolerance for ambiguity and shows respect and openness towards other cultures, rather than upholding the superiority of his or her own culture.

Question 7

Separation allowances are benefits paid when an expatriate manager leaves a company.

Accepted Answer

Separation allowances are typically paid to military personnel when they are required to live away from their families or home base, not when an expatriate manager leaves a company.

Question 8

The largest personnel requirement in foreign countries for most companies is in the

Accepted Answer

The largest personnel requirement in foreign countries for most companies is typically in the sales team. This is because expanding into new markets requires a significant effort in sales and marketing to establish the company's presence, understand local consumer behavior, and build relationships with local customers and partners.

Question 9

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

Accepted Answer

The primary control tool used by American sales managers is typically the sales quota system, not the benefits system. Sales quotas are used to set targets and measure performance, while benefits are part of compensation and motivation strategies.

Question 10

Expatriates working in high-tax countries prefer direct income instead of fringe benefits as part of their compensation package.

Accepted Answer

Expatriates working in high-tax countries often prefer fringe benefits over direct income as part of their compensation package because these benefits are usually taxed at a lower rate than direct income, leading to greater overall net income.

Question 11

An expatriate with excellent management and technical skills is sure to excel in any environment, even if he or she lacks an understanding of cultural differences.

Accepted Answer

Understanding cultural differences is crucial for success in a global environment, as it affects communication, team dynamics, and leadership effectiveness.

Question 12

Expatriate managers fear that they will lose opportunities for promotion because they will be forgotten by the home office while they are working in a foreign country.

Accepted Answer

This phenomenon is often referred to as "out of sight, out of mind" and is a common concern among expatriate managers, who fear that their absence from the home office may lead to missed opportunities for advancement within the company.

Question 13

In Europe, external labor unions are involved in setting compensation rules for sales people.

Accepted Answer

In Europe, compensation rules for salespeople are typically set by the individual companies or through collective bargaining agreements within the company or industry, not by external labor unions.

Question 14

Countries such as Germany allow for greater use of expatriates in international sales forces. What is most likely the reason for this?

Accepted Answer

Germany's information-oriented culture emphasizes efficiency, precision, and expertise, which can be effectively managed by expatriates in international sales forces.

Question 15

Personal career planning for the expatriate is a significant strategy that helps companies prevent returnee attrition.

Accepted Answer

Personal career planning for expatriates is crucial as it addresses their career progression and development opportunities, making them more likely to stay with the company upon their return, thus helping to prevent returnee attrition.

Question 16

Jacob's wife never grew accustomed to his foreign assignment and was miserable, so Jacob requested a move back to the home country. This is a common reason for an expatriate's failure to function effectively in a foreign assignment.

Accepted Answer

Adjustment issues of the expatriate or their family members to the host country's culture and environment are common reasons for the failure of foreign assignments.

Question 17

What is a company's most direct tie to the customer?

Accepted Answer

The salesperson is the most direct tie to the customer because they interact directly with customers, understand their needs, and influence their purchasing decisions.

Question 18

A multinational company with its headquarters in the U.S. wants to sell its new high-technology product in Germany. For the most effective selling, the sales force for this company would probably consist mostly of

Accepted Answer

The answer of A multinational company with its headquarters in...

Question 19

An expatriate sales force is likely to be

Accepted Answer

Expatriate sales forces are often used when selling requires an extensive background of information because they are typically well-trained and knowledgeable about the company's products and services.

Question 20

Most companies today limit their search for senior-level executive talent to their home countries.

Accepted Answer

Many companies now operate on a global scale and seek the best talent worldwide, not limiting their search to their home countries. This approach helps them find the most skilled and diverse candidates for senior-level positions.

Quiz 17: Personal Selling and Sales Management