Question 1

All of the following are examples of intercultural issues with the foreign country except:
A)motivation.
B)cultural sensitivity.
C)ethical standards.
D)relationship building.
E)home to host communications.

Accepted Answer

E

Question 2

With respect to sales and sales management, the entry method into a market is also called the _____.
A)zone process
B)level of migration
C)level of expatriation
D)level of complexity
E)level of integration

Accepted Answer

The entry method into a market in terms of sales and sales management is referred to as the level of integration. This term describes how a company's operations, strategies, and overall presence are combined or integrated within a new market.

Question 3

Unlike the United States where customers visit car dealers, a majority of cars are sold by door-to-door salespeople in _____.
A)India
B)Pakistan
C)Japan
D)Ireland
E)Mongolia

Accepted Answer

In Japan, it is common for cars to be sold by door-to-door salespeople, a practice that differs significantly from the dealership model prevalent in the United States.

Question 4

Sales force skill availability, company image, expatriate recruiting, and centralized training are issues relevant to _____ considerations.
A)international product
B)international sales strategy
C)international mix
D)intercultural issues with the foreign country
E)global society

Accepted Answer

These issues are directly related to formulating and implementing an international sales strategy, as they affect how a company's sales force operates across different countries and cultures.

Question 5

All of the following are tasks of the average salesperson except:
A)take orders.
B)deliver products.
C)repair products.
D)educate consumers.
E)provide technical knowledge.

Accepted Answer

Repairing products is typically not a task of the average salesperson. This responsibility usually falls to specialized service technicians or repair personnel, as it requires specific technical skills and training beyond the scope of sales duties. Salespeople focus on tasks like taking orders, delivering products, educating consumers, and providing technical knowledge about the products they sell.

Question 6

When researchers try to put the word international into sales management and personal selling, clarification is needed._____ considerations include issues that analyze more than one country's assets, strengths, and situations, or that deal directly with cross-border coordination.
A)International product
B)International strategy
C)International mix
D)Intercultural
E)Global society

Accepted Answer

International strategy considerations involve analyzing assets, strengths, and situations across multiple countries and dealing with cross-border coordination, fitting the description provided.

Question 7

If a company begins its foreign sales by exporting through a merchant distributor who takes title to the product and performs all the necessary foreign sales functions, this would be a form of _____ integration.
A)vertical
B)horizontal
C)forward
D)backward
E)dual

Accepted Answer

Forward integration occurs when a company moves downstream in the supply chain, taking control of the distribution process. In this scenario, the company is integrating forward by using a merchant distributor to handle sales, which is a step closer to the end consumer.

Question 8

The _____ in(into) a market will determine how large the sales force needs to be and will influence how much training it will require.
A)form of marketing
B)form of entry
C)form of promotion
D)form of commission
E)form of management

Accepted Answer

The form of entry into a market is crucial in determining the size of the sales force and the extent of training needed. Different entry strategies may require different levels of direct interaction with customers, influencing the sales force size and training requirements.

Question 9

How large a sales force needs to be, how much training the sales force will need, whether the sales force is predominately local or foreign, and the manner of compensation are all issues influenced by the _____ in(into) a market.
A)form of marketing
B)form of entry
C)form of promotion
D)form of commission
E)form of management

Accepted Answer

The form of entry into a market influences decisions about the size of the sales force, the extent of their training, whether they are local or foreign, and how they are compensated. This is because the entry strategy (e.g., direct investment, franchising, joint ventures) affects how a company operates in a new market, including its sales operations.

Question 10

In the sales management "process," the first step is where the manager:
A)sets objectives and strategy.
B)determines goals and purposes.
C)recruits.
D)trains.
E)supervises.

Accepted Answer

The first step in the sales management process involves setting objectives and strategy, as this lays the foundation for all subsequent activities, including recruitment, training, and supervision.

Question 11

All of the following are examples of international sales strategy issues except:
A)salesforce skill availability.
B)selling style differences.
C)country image.
D)expatriate recruiting.
E)centralized training.

Accepted Answer

The answer of All of the following are examples of...

Question 12

Which of the following is an example of an issue that is addressed by intercultural issues with the foreign country?
A)sales force skill availability.
B)selling style differences.
C)country image.
D)expatriate recruiting.
E)centralized training.

Accepted Answer

Selling style differences are directly related to intercultural issues as they involve understanding and adapting to the cultural norms and expectations of the foreign country.

Question 13

If a company begins its foreign sales by exporting through merchant distributors and then purchases a foreign sales subsidiary and locates product warehouses abroad, this would be a form of _____ integration.
A)vertical
B)horizontal
C)forward
D)backward
E)dual

Accepted Answer

This is an example of forward integration, where a company moves closer to the end user in the supply chain by acquiring or establishing operations that are closer to the final distribution of its products.

Question 14

Which of the following is an example of an issue faced by international sales strategy?
A)motivation.
B)cultural sensitivity.
C)ethical standards.
D)relationship building.
E)home to host communications.

Accepted Answer

The answer of Which of the following is an example...

Question 15

The salesperson can best be described as being the _____ for the company.
A)support mechanism
B)front line
C)mouthpiece
D)promoter
E)educator

Accepted Answer

The salesperson is often considered the "front line" for a company as they directly interact with customers and represent the company in sales situations.

Question 16

Selling through an Export Management Company (EMC) or an Export Trading Company (ETC) is considered a _____ involvement approach to international sales.
A)low
B)middle
C)high
D)backward
E)parallel

Accepted Answer

Selling through an Export Management Company (EMC) or an Export Trading Company (ETC) is considered a low involvement approach to international sales because these intermediaries handle the complexities of exporting, allowing the original company to have minimal direct involvement in the international market.

Question 17

A key decision that a marketer must make with respect to international marketing is _____.This decision limits and defines key underlying aspects of its future sales force management.
A)which market to enter
B)how much to spend in a market
C)how to enter the market
D)how far should a market be entered
E)how long to stay in a market

Accepted Answer

The decision on how to enter the market determines the structure and strategy of the sales force, affecting future management and operations.

Question 18

With respect to sales and sales management entry into a foreign market, _____ integration refers to greater ownership and control of the distribution channel.
A)vertical
B)horizontal
C)forward
D)backward
E)dual

Accepted Answer

The answer of With respect to sales and sales management...

Question 19

Motivation, cultural sensitivity, ethical standards, fairness, and relationship building are issues relevant to _____ considerations.
A)international product
B)international sales strategy
C)international mix
D)intercultural issues with the foreign country
E)global society

Accepted Answer

These issues are directly related to intercultural interactions and considerations, which are crucial when dealing with foreign countries. They affect how businesses and individuals navigate differences in culture, ethics, and communication styles.

Question 20

The salesforce management process starts with setting:
A)objectives and strategy.
B)objectives and manufacturing.
C)objectives and marketing.
D)objectives and operations.
E)objectives and raw material.

Accepted Answer

The salesforce management process begins with setting objectives and strategy. This involves defining what the sales team aims to achieve and planning the approach to reach those goals. Objectives provide direction, while strategy outlines how to accomplish these objectives effectively.

Quiz 14: Sales Management

All of the following are examples of intercultural issues with the foreign country except:

With respect to sales and sales management, the entry method into a market is also called the _____.

Unlike the United States where customers visit car dealers, a majority of cars are sold by door-to-door salespeople in _____.

Sales force skill availability, company image, expatriate recruiting, and centralized training are issues relevant to _____ considerations.

All of the following are tasks of the average salesperson except:

When researchers try to put the word international into sales management and personal selling, clarification is needed._____ considerations include issues that analyze more than one country's assets, strengths, and situations, or that deal directly with cross-border coordination.

If a company begins its foreign sales by exporting through a merchant distributor who takes title to the product and performs all the necessary foreign sales functions, this would be a form of _____ integration.

The _____ in(into) a market will determine how large the sales force needs to be and will influence how much training it will require.

How large a sales force needs to be, how much training the sales force will need, whether the sales force is predominately local or foreign, and the manner of compensation are all issues influenced by the _____ in(into) a market.

In the sales management "process," the first step is where the manager:

All of the following are examples of international sales strategy issues except:

Which of the following is an example of an issue that is addressed by intercultural issues with the foreign country?

If a company begins its foreign sales by exporting through merchant distributors and then purchases a foreign sales subsidiary and locates product warehouses abroad, this would be a form of _____ integration.

Which of the following is an example of an issue faced by international sales strategy?

The salesperson can best be described as being the _____ for the company.

Selling through an Export Management Company (EMC) or an Export Trading Company (ETC) is considered a _____ involvement approach to international sales.

A key decision that a marketer must make with respect to international marketing is _____.This decision limits and defines key underlying aspects of its future sales force management.

With respect to sales and sales management entry into a foreign market, _____ integration refers to greater ownership and control of the distribution channel.

Motivation, cultural sensitivity, ethical standards, fairness, and relationship building are issues relevant to _____ considerations.

The salesforce management process starts with setting: