Global Marketing Management Study Set 3

Business

Quiz 14 :

Sales Management

Quiz 14 :

Sales Management

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All of the following are examples of intercultural issues with the foreign country except:
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E

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With respect to sales and sales management, the entry method into a market is also called the _____.
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E

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Unlike the United States where customers visit car dealers, a majority of cars are sold by door-to-door salespeople in _____.
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C

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Sales force skill availability, company image, expatriate recruiting, and centralized training are issues relevant to _____ considerations.
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All of the following are tasks of the average salesperson except:
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When researchers try to put the word international into sales management and personal selling, clarification is needed._____ considerations include issues that analyze more than one country's assets, strengths, and situations, or that deal directly with cross-border coordination.
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If a company begins its foreign sales by exporting through a merchant distributor who takes title to the product and performs all the necessary foreign sales functions, this would be a form of _____ integration.
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The _____ in(into) a market will determine how large the sales force needs to be and will influence how much training it will require.
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How large a sales force needs to be, how much training the sales force will need, whether the sales force is predominately local or foreign, and the manner of compensation are all issues influenced by the _____ in(into) a market.
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In the sales management "process," the first step is where the manager:
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All of the following are examples of international sales strategy issues except:
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Which of the following is an example of an issue that is addressed by intercultural issues with the foreign country?
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If a company begins its foreign sales by exporting through merchant distributors and then purchases a foreign sales subsidiary and locates product warehouses abroad, this would be a form of _____ integration.
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Which of the following is an example of an issue faced by international sales strategy?
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The salesperson can best be described as being the _____ for the company.
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Selling through an Export Management Company (EMC) or an Export Trading Company (ETC) is considered a _____ involvement approach to international sales.
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A key decision that a marketer must make with respect to international marketing is _____.This decision limits and defines key underlying aspects of its future sales force management.
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With respect to sales and sales management entry into a foreign market, _____ integration refers to greater ownership and control of the distribution channel.
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Motivation, cultural sensitivity, ethical standards, fairness, and relationship building are issues relevant to _____ considerations.
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The salesforce management process starts with setting:
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