Question 1

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, being from the country where the subsidiary is located, may have cultural, social, and professional practices that differ from those of the parent company's home country, leading to potential mismatches in work habits or selling styles.

Question 2

A company with a polycentric orientation is likely to employ host-country nationals in all but which of the following selling situations?

Accepted Answer

A polycentric orientation suggests that a company believes the host country knows the best way to manage its operations and sell its products. Therefore, it would employ host-country nationals in most situations. However, selling high-tech products in developed countries might require specific expertise or knowledge that host-country nationals in less-developed countries may not possess, making it an exception.

Question 3

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

Accepted Answer

Ethnocentric companies prefer to use their own nationals for key positions abroad, including sales force roles, regardless of the host country's level of economic development, because they believe their own nationals better understand the company's products, strategies, and values.

Question 4

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 focuses on regional integration and may employ third-country nationals who understand the regional market dynamics better than locals or expatriates from the company's home country.

Question 5

Which of the following is not characteristic of mass marketing?

Accepted Answer

The answer of Which of the following is not characteristic...

Question 6

Which of the following is a disadvantage of using an expatriate sales force?

Accepted Answer

Maintaining an expatriate sales force is very expensive due to costs associated with relocation, housing, schooling for children, and higher salaries to incentivize employees to work abroad.

Question 7

Which of the following environmental characteristics affects use of direct marketing in Europe?

Accepted Answer

All of the listed factors affect the use of direct marketing in Europe. The European Commission's concern about privacy impacts regulations around direct marketing, high postal rates can make direct mail campaigns expensive, the development of complete mailing lists is crucial for targeted marketing, and Europe's linguistic, cultural, and regional diversity requires tailored marketing approaches for different markets.

Question 8

Which type of salesperson is best suited to selling technologically sophisticated products in developed countries?

Accepted Answer

Expatriates are often best suited for selling technologically sophisticated products in developed countries because they combine the technical expertise and product knowledge of the home country with the ability to adapt and communicate effectively in the host country's market.

Question 9

Benefits for using sales agents include all of the following except:

Accepted Answer

Sales agents typically act as intermediaries between a company and its customers rather than replacing manufacturer's sales agents. Manufacturer's sales agents are a specific type of sales agent who represent the manufacturing company, and the idea of sales agents replacing them contradicts the typical roles and functions of sales agents in the distribution channel.

Question 10

A company in which an ethnocentric orientation prevails is likely to utilize primarily ________ in its sales force.

Accepted Answer

An ethnocentric orientation means that a company believes that the home-country nationals are more capable or suitable for international positions than local or third-country nationals. Therefore, they are likely to utilize expatriates (home-country nationals working abroad) in their sales force.

Question 11

Basic issues for companies that sell globally are the composition of the sales force in terms of nationality.List choices that are available to companies for selecting a sales force.Outline advantages and disadvantages of each choice.

Accepted Answer

The answer of Basic issues for companies that sell globally...

Question 12

When a company must decide on the composition of its foreign sales force,which alternative is generally the most expensive?

Accepted Answer

Expatriates are generally the most expensive option for a company's foreign sales force due to high costs associated with relocating employees from the home country, including housing, schooling for children, and higher salaries to incentivize the move.

Question 13

Which of the following is not a useful guideline for U.S.-based direct marketers wishing to reach global customers?

Accepted Answer

Focusing solely on countries within the European Union ignores potential markets in other parts of the world, limiting the reach and effectiveness of global marketing efforts.

Question 14

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

A polycentric management orientation means that the company adapts its strategies to each country it operates in, often employing host-country nationals to manage operations locally. This approach leverages local knowledge and cultural understanding, which is particularly effective in sales and marketing. However, in the case of high-tech products in developed countries, companies might prefer to use personnel from the home country or third countries who have more technical expertise and global experience.

Question 15

After much trial and error in creating sales forces,most companies today attempt to establish a:

Accepted Answer

Hybrid sales forces composed of expatriates and in-country nationals combine the strengths of both groups, offering local market knowledge and cultural understanding from in-country nationals, along with the broader company perspective and international experience from expatriates. This approach is widely adopted for its balance and effectiveness in addressing diverse market needs.

Question 16

All of the following statements represent mass marketing except:

Accepted Answer

The answer of All of the following statements represent mass...

Question 17

Peppers and Rogers described different steps that are involved in one-to-one marketing.These steps include all of the following except:

Accepted Answer

Peppers and Rogers' one-to-one marketing approach includes identifying customers, differentiating them, interacting with them, and customizing products or services to their needs. "Evaluate" is not listed as one of the steps in their one-to-one marketing approach.

Question 18

The Strategic\Consultative Selling Model has gained wide acceptance in the United States.Briefly describe what the model consists of and how it can serve as a checklist for sales personnel.

Accepted Answer

The answer of The Strategic\Consultative Selling Model has gained wide...

Question 19

Which of the following is not characteristic of direct marketing?

Accepted Answer

Direct marketing involves a direct relationship between the marketer and the customer without intermediaries, so the statement about relinquishing control of the product to channel intermediaries does not apply.

Question 20

Other international personal selling approaches that fall somewhere between sales agents and full-time employee teams include all of the following except:

Accepted Answer

Contract manufacturing or production is not a personal selling approach; it is a production strategy where a company contracts with another company to produce its products. The other options are related to sales and distribution strategies.

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