International Marketing Study Set 9

Business

Quiz 17 :
Personal Selling and Sales Management

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Quiz 17 :
Personal Selling and Sales Management

Describe the key terms Expatriate : He/she is the person who temporarily or permanently resides as an immigrant in a country other than that of their citizenship Local nationals : These individuals are known as host-country nationals and these are those nationals that are employed in their own country. For example, a U.K citizen who is employed at Pepsi's U.K subsidiary is a local national Third country nationals : This is a term that is generally used in the context of migration, reference to individuals who applies for visas in countries that are not their country of origin In US terms, they are the personnel of a separate nationality to both the contracting government and the area of operations. Separation allowances : This is an allowance that is paid to a member of the military when they are forced to be apart from their family due to their military duties Moreover, this allowance is also provided when a person's dependents cannot live with them at or near the person's permanent duty station, either inside or outside the US Work councils : It basically refers to a shop-floor organization that represents workers who function at a regional/firm level who act as a complement to national labor negotiations. Besides that, work councils are registered with with different names in a variety of related forms in a number of Europ-an countries including Bri-ain, and Ger-any Repatriation : It refers to the process of returning a person to his or place of citizenship or to his own country of origin. It also includes the process of returning refugees or military personnel to their country of origin. Besides that, the term is applicable to diplomatic envoys and international officials in time of international crisis and migrants.

Selection process stands for the choosing of right candidate for right position at the right time and for the right place. This process is quite complex as the entire selection procedure depends upon the kind of right or wrong personnel gets selected for a particular position. It is difficult to follow a job criteria in selecting foreign personnel because first of all the candidates that are interviewed and considered for foreign locations are oblivious and unknown to the company selecting them owing to their foreign orientation and belongingness. Secondly, the job criteria that is set for a particular position in foreign location might not suit the work environment in that nation and the company might have to adapt to the required changes in the foreign location. This is the reason why it is difficult to follow job criteria in selecting foreign personnel. The compensating actions that might be needed to make up for the lack of adherence for the job criteria in selecting foreign personnel could be that the company selecting candidates for foreign profile should be well versed with the kind of work responsibilities that the candidate has to handle and deliver at that position, as this will provide a strong framework and basis for the selection of the capable candidate for foreign profile. The company could also take help from local placement agencies that might possess the data of all the suitable candidates for the required position. This way the compensation actions for the selection of right candidate could be undertaken.

Selection process stands for the choosing of right candidate for right position at the right time and for the right place. This process is quite complex as the entire selection procedure depends upon the kind of right or wrong personnel gets selected for a particular position. Global salesforce cause special compensation problems because the candidates that are interviewed and considered for foreign locations to create salesforce are oblivious and unknown to the company selecting them owing to their foreign orientation and belongingness. Secondly, the job criteria that is set for a particular position in foreign location might not suit the work environment in that nation and the company might have to adapt to the required changes in the foreign location. This is the reason why global salesforce cause special compensation problems as the company gets into a dilemma for providing right compensation to the global salesforce that hails from different parts of the world to achieve a particular task of the organization. The alternative solutions that might be needed to make up for the special compensation that is required to be provided to the global salesforce could be that the company selecting candidates for foreign profile should be well versed with the kind of work responsibilities that the candidate has to handle and deliver at that position, as this will provide a strong framework and basis for the selection of the capable candidate for foreign profile. The company could also take help from local placement agencies that might possess the data of all the suitable candidates for the required position. These alternative solutions could provide for the realization of compensation for global salesforce.