Question 1

In order to have effective marketing communications, companies should:
A)Change communications piece by piece over time.
B)Alert the sales force that changes are ging to occur and let them know that additional training will be forthcoming.
C)Leave the communications for each region in the hands of the salesperson.
D)Use word of mouth in foreign markets.

Accepted Answer

It is important to communicate any changes in marketing communications to the sales force so that they can effectively communicate these changes to customers. Providing additional training and support can ensure that the sales force is able to effectively communicate these changes. Altering communications piece by piece over time can lead to inconsistency and confusion, while leaving communications solely in the hands of salespeople can lead to inconsistencies across regions. Word of mouth is not a reliable or strategic approach to marketing communications.

Question 2

How does the internet effect customer relationships?
A)Customers have immediate, personalized and comprehensive relationships with their suppliers without a salesperson.
B)The internet increased the need for professional salespeople to help customers identify their needs and deliver effective solutions.
C)Customers can order, check order status, review product information, and receive customer service.
D)All of the above.

Accepted Answer

The internet has a significant impact on customer relationships in various ways. With the internet, customers can have immediate, personalized, and comprehensive relationships with their suppliers without the need for a salesperson. It also provides customers with the ability to order, check order status, review product information, and receive customer service. However, the increase in online services doesn't necessarily mean the end of salespeople's importance. The internet has increased the need for professional salespeople to help customers identify their needs and deliver effective solutions. Therefore, all the options listed above are correct.

Question 3

How has technology effected the global salesperson?
A)Created pressure for account managers to accommodate customers demands for 24/7 access to their salesperson.
B)Salespeople must be able to reach customers across several time zones.
C)The Internet reduced the need for sales people.
D)Both A and B.

Accepted Answer

Technology has created pressure for account managers to be accessible to customers at all times, which can include accommodating customers across several time zones. Furthermore, the rise of e-commerce and the accessibility of information through the internet may have reduced the need for some salespeople.

Question 4

Since communication technology is changing, salespeople must:
A)Have the ability to access and effectively use new technology.
B)Rely on their managers to implement new technologies.
C)Avoid fads and stick to traditional communications.
D)None of the above.

Accepted Answer

As communication technology continues to evolve, salespeople must be able to adapt to new technologies and use them effectively. This can include new social media platforms or communication software that connects them with potential clients. By doing so, salespeople can reach more people and increase their productivity, ultimately leading to greater success in their role. Relying on managers to implement new technologies or avoiding new trends in favor of traditional communication methods may hinder a salesperson's ability to connect with clients and succeed in their role.

Question 5

Why should technology choices be made based on local market conditions?
A)Consumer preferences.
B)The company's home country's cultural preference dictates which technologies should be used.
C)Emerging markets may not have reliable wi-fi or cellular service outside of their largest cities.
D)None of the above.

Accepted Answer

Emerging markets may not have reliable wi-fi or cellular service outside of their largest cities.

Question 6

Why is technology a difficult problem for smaller companies?
A)Balance of cost of technology and benefits.
B)Local customers demand high customer service.
C)Large customers' demand excetional custoemr service.
D)All of the above.

Accepted Answer

Technology poses a difficult problem for smaller companies due to the balance of the cost of technology and its benefits, along with both local and large customers demanding high levels of customer service.

Question 7

What is the sales organizational structure built around?
A)Customers, Technology, Communication
B)Products, Customers, Geography
C)Geography, Technology, Pricing
D)Pricing, Customers, Geography

Accepted Answer

The most common sales organizational structure is built around products, customers, and geography. This structure allows for clear ownership and accountability, efficient use of resources, and better coordination among sales teams. The product-focused approach allows sales reps to develop deep expertise in a specific product, the customer-focused approach ensures that customers have dedicated reps who understand their needs and preferences, and the geography-focused approach ensures that sales teams are aligned with the local market conditions and opportunities.

Question 8

What are the types of personnel the company must choose between?
A)Expatriates
B)Local Nationals
C)Nationals from a Third Country
D)All of the above.

Accepted Answer

The company must choose between expatriates, local nationals, and nationals from a third country, making all the options relevant.

Question 9

What are the three additional hiring factors that are relevant in the hiring process for global markets?
A)Qualifications for the job, Laws of the country, and type of personnel
B)Evaluation, Type of personnel, and Laws
C)Ethics, Laws, Culture
D)None of the above.

Accepted Answer

The answer of What are the three additional hiring factors...

Question 10

What impacts salespeople's motivations?
A)Technology
B)Cultural Needs
C)Experience
D)Selling Skill

Accepted Answer

The answer of What impacts salespeople's motivations?
A)Technology
B)Cultural Needs
C)Experience
D)Selling Skill...

Question 11

Which of the following is NOT one of the 6 dimensions of cultural differences?
A)Individualism
B)Universalism
C)Diffusion
D)Style

Accepted Answer

The answer of Which of the following is NOT one...

Question 12

Graham is a sales person working in Germany (a highly taxed country) what might his compensation package include?
A)Higher pay than salespeople in other countries.
B)Pay in cash to avoid taxes.
C)Less pay but covered costs for housing and perks like a car.
D)High ticket gifts.

Accepted Answer

In a highly taxed country like Germany, it is common for companies to offer a compensation package that includes less pay but additional benefits such as covered costs for housing and perks like a company car. This helps balance out the high taxes and cost of living in the country. Option A and D are not necessarily true for all salespeople in Germany, and option B is illegal and unethical.

Question 13

Beth is creating a compensation program for a new territory in China, what effects the type of package she creates it?
A)Currency exchanges.
B)Local costs of living.
C)Base-commision packages.
D)All of the above.

Accepted Answer

The type of compensation package created by Beth will be affected by currency exchanges since the value of the currency in the new territory can fluctuate, affecting the buying power of the compensation package. The local costs of living will also influence the compensation package as the cost of living can vary widely around the world. Finally, base-salary and commission packages are commonly used to incentivize sales teams, and may be especially important in a new territory where building customer relationships and generating revenue may be more challenging.

Question 14

What are the challenges are there in global sales training?
A)Effective communication
B)customer relationship building
C)account management
D)All of the above.

Accepted Answer

Effective communication, customer relationship building, and account management are all integral parts of global sales training. With sales occurring across different cultures, languages, and time zones, global sales teams must be equipped to effectively communicate and build relationships with customers from all over the world, while also managing their accounts effectively. Therefore, option D is the correct answer.

Question 15

Sales trainers must also be cognizant of local infrastructures because:
A)Some technologies may not be supported by local market conditions, such as web-training
B)Roads may not be well kept so salespeople will not be able to go to meetings.
C)Some salespeople do not have good technology skills.
D)Sales people can only use the technology their managers allow them to use.

Accepted Answer

Sales trainers need to be aware of local infrastructures because some technologies may not be supported by local market conditions. For example, in areas with poor internet connectivity, web-based training may not be feasible.

Question 16

How can companies avoid ethical problems while working in global markets?
A)By not moving into foreign markets.
B)Develop a defined and applied code of conduct, and reinforce ethical principles in training.
C)Following the laws of the country they are doing business is in.
D)None of the above.

Accepted Answer

Companies can avoid ethical problems while working in global markets by developing a defined and applied code of conduct and reinforcing ethical principles in training. Following the laws of the country they are doing business in is important, but it is not enough on its own. Avoiding foreign markets altogether is not a practical solution for most companies. Therefore, having a strong ethical foundation in place is critical for businesses operating in a global context.

Question 17

Local and/or regional companies do not need to worry about the effects of global markets.

Accepted Answer

Local and/or regional companies can be impacted by global markets in terms of competition, supply chain, and pricing of goods and resources. Economic and political changes in other countries can also have a ripple effect on local and regional economies.

Question 18

The "one size fits all" approach does not work when you are selling to customers in different regions.

Accepted Answer

Customers in different regions have different preferences, tastes, cultural backgrounds, and buying behaviors. Therefore, a standardized approach to marketing and selling products or services may not be effective in different regions. Companies need to understand regional differences and tailor their strategies accordingly to appeal to their target markets.

Question 19

Gus is an American salesperson making a sales presentation in Korea. The potential customer appears to be giving positive feedback and approval. He should begin the close.

Accepted Answer

In Korean business culture, positive feedback and nods often signify politeness and understanding rather than agreement or readiness to close a deal. It's important to ensure clear and explicit consent before proceeding to close.

Question 20

Countries that are similar in geography, such as France and Germany, develop the same culture.

Accepted Answer

Geography is only one factor that can influence the development of culture, but there are many other factors such as history, religion, politics, and economic factors that play a role. While countries that are similar in geography may share some similarities in their culture, it is unlikely that they will all develop the exact same culture.

Quiz 1: Contemporary Selling Building Relationships Creating Value

In order to have effective marketing communications, companies should:

How does the internet effect customer relationships?

How has technology effected the global salesperson?

Since communication technology is changing, salespeople must:

Why should technology choices be made based on local market conditions?

Why is technology a difficult problem for smaller companies?

What is the sales organizational structure built around?

What are the types of personnel the company must choose between?

What are the three additional hiring factors that are relevant in the hiring process for global markets?

What impacts salespeople's motivations?

Which of the following is NOT one of the 6 dimensions of cultural differences?

Graham is a sales person working in Germany (a highly taxed country) what might his compensation package include?

Beth is creating a compensation program for a new territory in China, what effects the type of package she creates it?

What are the challenges are there in global sales training?

Sales trainers must also be cognizant of local infrastructures because:

How can companies avoid ethical problems while working in global markets?

Local and/or regional companies do not need to worry about the effects of global markets.

The "one size fits all" approach does not work when you are selling to customers in different regions.

Gus is an American salesperson making a sales presentation in Korea. The potential customer appears to be giving positive feedback and approval. He should begin the close.

Countries that are similar in geography, such as France and Germany, develop the same culture.