Question 1

Time sensitivity is the same througout all cultures.

Accepted Answer

Different cultures have different attitudes towards time and may prioritize it differently. Some cultures may place a higher value on punctuality and timeliness, while others may have a more relaxed approach to time.

Question 2

Local companies can easily maintain their "local" advantage as a hometown provider.

Accepted Answer

Local companies often face challenges maintaining their "local" advantage due to competition from larger, global companies that can offer lower prices, more variety, and extensive marketing campaigns. Additionally, the rise of online shopping has made it easier for consumers to buy from companies regardless of location, further eroding the local advantage.

Question 3

Global pricing strategies are an easy task for companies.

Accepted Answer

Global pricing strategies are not an easy task for companies as they must consider various factors such as local regulations, competition, currency fluctuations, and customer preferences among others. Pricing decisions may vary from market to market and can impact the company's profitability and customer base. Therefore, companies must carefully analyze and develop global pricing strategies based on market research and consumer insights.

Question 4

Without a well defined value proposition, even global customers will treat your product as a commodity.

Accepted Answer

A value proposition is a statement that explains what benefits your product or service will provide to your customers and how it is different from your competitors. Without a clear value proposition, customers may not see the unique value of your product and may treat it as a commodity, comparing it solely on price and not on its specific benefits. This applies to both local and global customers.

Question 5

The Internet has increased the need for professional salespeople who can identify the customer's needs and deliver effective solutions.

Accepted Answer

The Internet has provided consumers with more information and options, making it necessary for salespeople to be even more knowledgeable and skilled in identifying customer needs and providing effective solutions.

Question 6

Using the sales description from the home country does not translate well to a global position in other countries.

Accepted Answer

The sales description from the home country may contain cultural references or language that do not resonate or make sense in other countries. Therefore, it is important to adapt sales messaging and marketing strategies to fit the local cultural context and language of the target market.

Question 7

Salepeople across cultures have the same motivations.

Accepted Answer

Salespeople across cultures may have different motivations due to differences in cultural values, beliefs, and social norms. For example, salespeople in collectivist cultures may be motivated by group harmony and relationship-building, while salespeople in individualistic cultures may be motivated by personal achievement and competition.

Question 8

A salesperson's motivation in their home country is a good indicator that they will be motivated as an expatriate salesperson.

Accepted Answer

There are many factors that can impact a salesperson's motivation as an expatriate, including cultural differences, language barriers, and personal/family considerations. The salesperson's motivation in their home country may not necessarily translate to their motivation in a different cultural and professional context.

Question 9

Since salespeople are located all over the world and sales executives are unable to see an individual's performance first hand, performance evaluations do not matter for global sales person.

Accepted Answer

Performance evaluations do matter for global salespeople as it allows their supervisors to assess their work and provide feedback for improvement. While they may not be able to see the performance first hand, they can still rely on metrics and reports to evaluate the salesperson's performance.

Question 10

Salespeople are often proponents of customization of products for different regions while operations management prefers standardized products.

Accepted Answer

Salespeople believe that customized products better suit the needs and preferences of different regions, while operations management favors standardized products to simplify production and reduce costs.

Question 11

If marketing information must be translated, then the translations should convey the same information.

Accepted Answer

Marketing information must be translated accurately to ensure that the same message is being conveyed regardless of language. This helps to maintain consistency and integrity of the brand or product being marketed.

Question 12

Discuss how cultural differences can effect the salesperson-client relationship.

Accepted Answer

The answer of Discuss how cultural differences can effect the...

Question 13

Why is it important for the sales managers to consider balancing overall company goals and specific country objectives when creating compensation packages for salespeople?

Accepted Answer

The answer of Why is it important for the sales...

Question 14

How has improved technologies affected the global sales process?

Accepted Answer

The answer of How has improved technologies affected the global...

Question 15

Why were expatriate salespeople preferred for global sales jobs? Has that advantage changed?

Accepted Answer

The answer of Why were expatriate salespeople preferred for global...

Question 16

How can the salesperson's position in balancing corporate ethics policies with local business practices affect their individual ethics?

Accepted Answer

The answer of How can the salesperson's position in balancing...

Question 17

What are the possible ways that Global Account Managers are used in organizational structures?

Accepted Answer

The answer of What are the possible ways that Global...

Question 18

Discuss how pricing for global markets has changed as more information has been available to customers.

Accepted Answer

The answer of Discuss how pricing for global markets has...

Question 19

How can non-verbal communication negatively effect a sales presentation in a different country?

Accepted Answer

The answer of How can non-verbal communication negatively effect a...

Question 20

How do sales organizational structures change when a company moves into markets outside of its home country?

Accepted Answer

The answer of How do sales organizational structures change when...

Quiz 1: Contemporary Selling Building Relationships Creating Value