Question 1

Increasingly companies look at the world as:
A)Segmented markets.
B)The sum of its regional markets.
C)A saturated market.
D)None of the above.

Accepted Answer

Companies have started to look at the world as the sum of its regional markets rather than segmented markets or a saturated market. The global market has become more interconnected, and companies need to consider different cultural and economic factors that may vary by region. Thus, regional markets provide a more targeted approach for companies to understand their customers' needs and preferences while also addressing local regulations and compliance requirements.

Question 2

Language is:
A)One of the essential building blocks and primary communication tools in a society.
B)Not essential to the sales process since English is widely spoken.
C)Necessary to understand since non-verbal communication is not effective.
D)All of the above.

Accepted Answer

Language is one of the essential building blocks and primary communication tools in a society. Non-verbal communication is also important, but it is not a substitute for language. While English may be widely spoken, it is still important to be able to communicate in the appropriate language for the context and audience.

Question 3

When a salesperson is using their native language:
A)They must speak clearly in order to not be misunderstood by the customer.
B)They tend to offend their customers.
C)Language is less of an issues as the cultural context is intact.
D)They have higher sales quotas.

Accepted Answer

When a salesperson is using their native language, language is less of an issue as they have a better understanding of the cultural context. This can help the salesperson establish a better rapport with the customer and increase the likelihood of making a sale. However, speaking clearly is still important to avoid any misunderstandings. Offending customers is not a typical result of using one's native language. There is no evidence that higher sales quotas are a result of using one's native language.

Question 4

Cultural Values are:
A)Short term trends that happen in different countries.
B)Play an important role in shaping the salesperson-customer relationship.
C)A society's ideals expressed as beliefs.
D)Both B and C

Accepted Answer

Cultural values are a society's ideals expressed as beliefs. These beliefs play an essential role in shaping the salesperson-customer relationship as they can influence how customers perceive a sales pitch or product, and how a salesperson communicates with them. Therefore, option B is correct. In addition, cultural values are not short-term trends but are deeply ingrained in a society's norms and beliefs. Option A is incorrect. Hence, option D, i.e., both B and C, is the best choice.

Question 5

Latin American countries tend to value ____________ while the United States tends to value ___________.
A)Power; Peace
B)Family; Hardwork
C)Money; Environment
D)Sustainability; Affordability

Accepted Answer

Latin American cultures often place a high emphasis on family and community values, while the United States is commonly associated with valuing hard work and individual achievement.

Question 6

Asian countries value _______ while American culture values __________.
A)Group consensus; Individualism
B)Bribery; Honesty
C)Power; Peace
D)Sustainability; Affordability

Accepted Answer

Asian countries tend to prioritize group consensus, harmony, and collectivism, while American culture values individualism, independence, and self-reliance. This is evident in various aspects of society, including decision-making processes, family values, and social norms. Bribery and power are not universally valued in Asian countries, nor are sustainability and affordability the primary values in American culture.

Question 7

Jan has a customer in Argentina that she is scheduling a teleconference with next week. She should be aware that:
A)Latin American cultures are more flexible with time, so the meeting time may not be certain.
B)Since Americans tend to be late to meetings, she should call 15 minutes earlier.
C)Argentinians do not like phone calls, so she should plan a trip to the customer's office.
D)None of the above.

Accepted Answer

In Latin American cultures, time may be viewed as more flexible and punctuality is not as strict as in other cultures. Therefore, the meeting time may not be certain and Jan should be aware of this cultural difference.

Question 8

Since corporate ethics rules may be at odds with business practices around the world, salespeople often:
A)Use cultural norms as the rule of their sales process rather than corporate guidelines.
B)Encounter individual ethical dilemmas.
C)Participate in bribery.
D)All of the above.

Accepted Answer

Salespeople often encounter ethical dilemmas when conducting business in different cultures and may struggle with balancing their personal and corporate ethical standards. However, using cultural norms as the rule of their sales process or participating in bribery would not align with most corporate ethics codes.

Question 9

The Foreign Corrupt Practices Act:
A)Is less strict than most other countries ethics rules.
B)Allows U.S. companies to use bribes in their business deals abroad.
C)Forbides U.S. companies from bribing foreign officials.
D)None of the above.

Accepted Answer

The Foreign Corrupt Practices Act (FCPA) forbids U.S. companies from bribing foreign officials. It is not less strict than most other countries' ethics rules, and it does not allow U.S. companies to use bribes in their business deals abroad.

Question 10

Sally uses a lot of friendly gestures when she speaks. Why should she be careful with foreign customers?
A)Non-verbal gestures vary across cultures, some innocent gestures in the US are offensive in other cultures.
B)Non-verbal communication is frowned upon in sales meetings.
C)Non-verbal communication is the same across cultures.
D)None of the above.

Accepted Answer

Non-verbal gestures vary across cultures, some innocent gestures in the US are offensive in other cultures. As a result, Sally should be careful with her friendly gestures when speaking with foreign customers to avoid any misunderstandings or offending them. It's important to be aware of cultural differences in non-verbal communication and to adjust accordingly when communicating with individuals from different cultures.

Question 11

What does the "OK" hand gesture mean in Australia?
A)The number zero.
B)That everything is going well.
C)Something offensive.
D)The number three.

Accepted Answer

The answer of What does the "OK" hand gesture mean...

Question 12

What should marketers' goals be for the marketing mix across cultures?
A)Provide the marketing mix that is most profitable.
B)Different levels of service and quality in each market.
C)The same level of service and product quality that is expected throughout the world.
D)None of the above.

Accepted Answer

Marketers' goals for the marketing mix across cultures should be to provide the same level of service and product quality that is expected throughout the world. This helps to ensure consistency in brand image and customer satisfaction, as well as avoiding cultural misunderstandings and mistakes. Providing different levels of service and quality in each market may lead to negative perceptions and inconsistent brand image. While profitability is important, it should not be prioritized over maintaining a strong brand image and consistent customer experience.

Question 13

What are "equivalent products"?
A)The degree to which products are comparable around the world.
B)Another name for subsitute products.
C)A term used for a combination of products that work together.
D)A competitor's product.

Accepted Answer

The answer of What are "equivalent products"?
A)The degree to which...

Question 14

What is a tough choice smaller companies face in global markets?
A)The number of new locations to open.
B)Whether or not to make different product specifications for new markets.
C)How to vertically integrate suppliers.
D)How to avoid a hostile take over.

Accepted Answer

One of the toughest choices that smaller companies face in global markets is whether or not to make different product specifications for new markets. Adapting to local preferences and requirements can be costly and time-consuming, but failing to do so can result in low demand and market failure. This decision requires careful consideration of market research, costs, and potential returns.

Question 15

A complex logistics network:
A)Introduces new products and bringing to market quickly.
B)Coordinates upgrades and new product releases.
C)Handles the distribution of products to markets around the world.
D)All of the above.

Accepted Answer

A complex logistics network involves coordinating different aspects of the product supply chain, from introducing new products to bringing them quickly to market, handling product distribution to different markets across the world, and coordinating upgrades and new product releases. Therefore, the best choice is D, all of the above.

Question 16

When expanding to global markets, companies must consider:
A)Whether to customizeproducts to regional needs or produce a standardized product.
B)The pricing strategy.
C)The marketing message.
D)All of the above.

Accepted Answer

When a company expands to global markets, it needs to consider all of the above options - whether to customize products to regional needs or produce a standardized product, the pricing strategy, and the marketing message. Each of these factors can have a significant impact on the success of the company's efforts to compete in new markets, and neglecting any of them could result in failure. Therefore, it is essential that companies carefully evaluate each of these factors and develop a comprehensive strategy that takes all of them into account.

Question 17

What was the common "old" structure for product pricing?
A)Competitive pricing in the home market, Higher pricing in foreign markets, and premium pricing in emerging markets.
B)Higher pricing in the home market and competitive pricing in all foreign markets.
C)Premium pricing in the home market and competitive pricing in foreign markets.
D)Competitive pricing in all markets.

Accepted Answer

The common "old" structure for product pricing involved competitive pricing in the home market, higher pricing in foreign markets to account for additional costs such as shipping, tariffs, and taxes, and premium pricing in emerging markets where the product might be perceived as more valuable or where there are fewer competitors.

Question 18

Product pricing tends to be competitive in all markets because:
A)Customers have more acces to pricing information.
B)Customers have more access to information about competing products.
C)Customers have more information to leverage better prices.
D)All of the above.

Accepted Answer

Customers have more access to information about both pricing and competing products, which gives them more leverage to negotiate better prices. This increased competition among consumers puts pressure on companies to offer competitive pricing to remain competitive in the market.

Question 19

Product pricing is made difficult because:
A)Customers that do not understand the value proposition will search for the lowest priced product, making it a commodity.
B)Customers are confident that if one company cannot match pricing on a product, then another company will.
C)Customers assume that location of manufacturing and costs of shipping are constant.
D)All of the above.

Accepted Answer

All of the options listed above contribute to the difficulty in pricing a product. When customers do not understand the unique value proposition of a product, they default to seeking out the lowest price, which turns the product into a commodity. Additionally, customers are aware that if one company cannot match pricing, another company likely will. Finally, customers often assume that the location of manufacturing and shipping costs are constant, which can make it difficult to adjust pricing accordingly.

Question 20

At a basic level global marketing communications should provide customers with__________.
A)Communications in their own language.
B)Receive the original marketing material from the company.
C)Receive each new marketing update as it is produced.
D)None of the above.

Accepted Answer

Providing communications in the customers' own language is crucial for effective global marketing communications. This helps to ensure that customers can understand and engage with the marketing message, which in turn can help to increase sales and brand loyalty. The other options listed are not necessarily essential for effective global marketing communications.

Quiz 1: Contemporary Selling Building Relationships Creating Value

Increasingly companies look at the world as:

Language is:

When a salesperson is using their native language:

Cultural Values are:

Latin American countries tend to value __ while the United States tends to value _.

Asian countries value _ while American culture values ____.

Jan has a customer in Argentina that she is scheduling a teleconference with next week. She should be aware that:

Since corporate ethics rules may be at odds with business practices around the world, salespeople often:

The Foreign Corrupt Practices Act:

Sally uses a lot of friendly gestures when she speaks. Why should she be careful with foreign customers?

What does the "OK" hand gesture mean in Australia?

What should marketers' goals be for the marketing mix across cultures?

What are "equivalent products"?

What is a tough choice smaller companies face in global markets?

A complex logistics network:

When expanding to global markets, companies must consider:

What was the common "old" structure for product pricing?

Product pricing tends to be competitive in all markets because:

Product pricing is made difficult because:

At a basic level global marketing communications should provide customers with__________.