Question 1

Which type of sales person 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 2

Which of the following is not one of the steps in the Strategic/Consultative Selling model?

Accepted Answer

Developing an ethnocentric policy is not a step in the Strategic/Consultative Selling model. The other four choices are all steps in the model. Developing a personal selling philosophy helps salespeople define their approach to selling. Developing a relationship strategy helps them build a strong rapport with the customer. Developing a product strategy helps them understand and effectively communicate the benefits of their product or service. Developing a customer strategy helps them tailor their approach to the individual needs and preferences of each customer.

Question 3

In the six-step presentation plan, the first and last steps are respectively:

Accepted Answer

The answer of In the six-step presentation plan, the first...

Question 4

Coupons are a favorite promotion tool of consumer packaged goods companies such as Proctor & Gamble and Unilever. How does the couponing work, and what are the advantages for using different types of coupons?

Accepted Answer

The answer of Coupons are a favorite promotion tool of...

Question 5

Building a prospect base is typically part of which step of the Strategic/Consultative Selling model?

Accepted Answer

Building a prospect base is typically part of the development of a customer strategy in the Strategic/Consultative Selling model, which involves identifying potential customers and creating a plan to approach and engage with them.

Question 6

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

Accepted Answer

The answer of Other international personal selling approaches that fall...

Question 7

When MCI Communications first entered Latin America, it utilized expatriate Americans to work for them despite the high cost of doing so.

Accepted Answer

The answer of When MCI Communications first entered Latin America,...

Question 8

Environmental issues and challenges faced by a company which is in the initial stages of implementing a personal selling strategy include all of the following except:

Accepted Answer

Product innovation is not directly related to the implementation of a personal selling strategy and is therefore not an environmental issue or challenge that a company would face during the implementation process. The other options, political risks, regulatory hurdles, currency fluctuations, and market unknowns can all impact a company's ability to successfully implement a personal selling strategy.

Question 9

What are the issues and problems related to sales promotion in different parts of the world?

Accepted Answer

The answer of What are the issues and problems related...

Question 10

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 the costs associated with relocation, housing, taxes, language training, and cultural adaptation. This can significantly increase the operational costs of a company and affect its profitability. Therefore, maintaining an expatriate sales force may be a disadvantage compared to using a local sales force or outsourcing sales.

Question 11

The U.S.-style "I'll do whatever it takes to get your business" has proven to be a successful selling approach throughout the world.

Accepted Answer

Cultural differences significantly impact business practices; what works in one country may not be effective or appropriate in another. The aggressive U.S.-style approach may not resonate well in cultures that value relationship building, humility, and subtlety in business dealings.

Question 12

Negotiation requires both customer and the salesperson:

Accepted Answer

Negotiation involves finding a mutually agreeable solution that satisfies both parties' needs. It does not necessarily mean that one party must be a winner and the other a loser. In many cases, the parties may have different perspectives, and coming to an agreement means agreeing to disagree on certain aspects. Both parties need to be flexible and make concessions, but persistent in their overall goals to find a mutually beneficial outcome. Arm-twisting is aggressive and unethical behavior and has no place in effective negotiation.

Question 13

Relationship marketing, which stresses an approach on developing long-term relationships with customers, has been disliked by many U.S. companies.

Accepted Answer

Relationship marketing has been embraced by many U.S. companies as it can lead to customer loyalty, repeat business, and positive word-of-mouth recommendations.

Question 14

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 15

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

Accepted Answer

Expatriates are usually the most expensive choice since the company must not only pay for their salary and benefits, but also for their housing, transportation, and any other expenses related to their relocation. Additionally, expatriates often require cultural training and may face difficulty adjusting to a new environment, which can further increase costs for the company.

Question 16

Which of the following is not a step in the Strategic/Consultative Selling model?

Accepted Answer

Developing a marketing mix is not a step in the Strategic/Consultative Selling model. The model includes developing a personal selling philosophy, product strategy, relationship strategy, and presentation strategy.

Question 17

The final step in the 6-step sales presentation plan is closing the sale.

Accepted Answer

The answer of The final step in the 6-step sales...

Question 18

The Strategic/Consultative Selling Model consists of five interdependent steps, each with three prescriptions that can serve as a checklist for sales personnel.

Accepted Answer

The Strategic/Consultative Selling Model does consist of five interdependent steps, each with three prescriptions that can serve as a checklist for sales personnel.

Question 19

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 means that a company places a high value on local responsiveness, meaning that it will often employ host-country nationals to handle sales and other operations in their respective countries. However, when selling high-tech products in developed countries, it may be more beneficial for the company to use expatriates or third-country nationals who have experience and expertise in the technology being sold.

Question 20

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

Accepted Answer

An ethnocentric-oriented company believes in the superiority of its home country's products, culture, and management style. Therefore, it is likely to hire and promote employees from the home country to key positions in subsidiaries and affiliates. In such a scenario, the company is likely to utilize expatriates from the home country in key positions, including the sales force, as they are considered best equipped to represent the company's products and culture in foreign markets.

Quiz 14: Global Marketing Communications Decisions 2: Sales Promotion, Personal Selling, and Special Forms of Marketing Communication