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International Marketing Study Set 8

Business

Quiz 17 :

Personal Selling and Sales Management

Quiz 17 :

Personal Selling and Sales Management

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A chief disadvantage of an expatriate sales force is the high cost for a company.
Free
True False
Answer:

Answer:

True

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The main disadvantage of hiring local nationals for an international sales force is the tendency of headquarters personnel to ignore their advice.
Free
True False
Answer:

Answer:

True

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Local salespeople are better able to lead a company through the maze of unfamiliar distribution systems and referral networks of a foreign country.
Free
True False
Answer:

Answer:

True

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In the context of international sales management, managers' cultures affect their personnel decisions.
True False
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The traits that make for successful sales representatives in the United States are the same as those that are important in other countries as well.
True False
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For an American company, one of the disadvantages of recruiting a U.S. home-country national for a foreign sales assignment is the cost of double taxation.
True False
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Social recognition is a more important motivating factor for an American sales representative compared to a Japanese salesperson.
True False
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Differences in languages and culture can make mutual understanding between foreign managers and sales representatives difficult.
True False
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An international salesperson can be hampered by flexibility when working in a foreign country or in the home country.
True False
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Since expatriates are not locals, they often have a negative effect on the prestige of the company and its product line in the eyes of foreign customers.
True False
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In relationship-oriented cultures, sales representatives tend to be on the bottom rung of the social ladder.
True False
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Japanese sales representatives are motivated more by the social pressure of their peers than by the prospect of making more money individually.
True False
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The first step in managing a sales force is making a decision regarding its design.
True False
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Marketing is a business function requiring high motivation regardless of the location of the practitioner.
True False
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Training for expatriates focuses on the company, its products, technical information, and selling methods, while that for local personnel focuses on customs and foreign sales problems.
True False
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For selling in relationship-oriented countries, a sales force consisting of American expatriates proves to be most efficient.
True False
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Though maturity and emotional stability are essential, the transnational manager is rarely expected to have knowledge of many subjects, either on or off the job.
True False
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With advances in communications technologies, virtual expatriates find it easy to maintain close contact with subordinates and customers.
True False
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Only a limited number of American high-caliber sales personnel are willing to live abroad for extended periods of time as expatriates.
True False
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In eastern European countries, compensation packages typically involve a substantially greater emphasis on performance-based incentives than in the United States.
True False
Answer:
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