Question 1

What are the specific characteristics and skills that a company should look for when selecting sales and marketing personnel for international marketing positions?

Accepted Answer

To select personnel for international ma...

Question 2

Overseas premiums that are paid to the family of expatriates during short-term assignments if they do not relocate to the foreign country are called:

Accepted Answer

A)   fringe benefits.
B)   pension plans.
C)   displacement reserves.
D)   special assessments.
E)   separation allowances.F) B) and D)
G) B) and C)

Question 3

Which of the following agencies or bodies is actively involved in setting rules about compensation companywide in Europe?

Accepted Answer

A)   Pension committees
B)   Work councils
C)   The World Health Organization
D)   The European Union
E)   The World Trade OrganizationF) B) and E)
G) D) and E)

Question 4

Cultural empathy involves:

Accepted Answer

A)   being subservient to a superior culture.
B)   understanding another culture and not be antagonistic.
C)   believing that the people of inferior cultures should be enlightened.
D)   having the attitude that one's own culture is superior to others.
E)   being hostile to one's own culture and adopting a new culture.F) A) and E)
G) B) and D)

Question 5

An international salesperson must have a high level of flexibility when working in a foreign country or in the home country.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following is true of an expatriate sales force?

Accepted Answer

A)   In relationship-based cultures, an expatriate sales force proves to be most efficient.
B)   An expatriate sales force is unsuitable when a company wants to sell high-technology products.
C)   An expatriate sales force is found to be lacking in knowledge regarding the product line of the company.
D)   Information-oriented cultures do not respond favorably to an expatriate sales force.
E)   When selling requires an extensive background of information, an expatriate sales force is the best choice.F) B) and E)
G) B) and D)

Question 7

Which of the following is the most likely reason that continual training is more important in foreign markets than in domestic ones?

Accepted Answer

A)   Slow adaptation of foreign markets to innovative products
B)   Technological inferiority of domestic products
C)   The need to establish the superiority of domestic cultures
D)   Lack of technical knowledge among expatriate salespersons
E)   Lack of routine contact with the parent companyF) A) and C)
G) C) and D)

Question 8

A multinational company, with its headquarters in the U.S., wants to sell its new high-technology product in Germany. For effective selling, the sales force for this company should consist mostly of:

Accepted Answer

A)   local German nationals.
B)   illegal aliens living in the U.S.
C)   temporary, freelancing German sales personnel.
D)   American expatriates.
E)   third-culture people from Japan.F) C) and D)
G) C) and E)

Question 9

_____ are expatriates from their own countries working for a foreign company in another country.

Accepted Answer

A)   Virtual expatriates
B)   Native salespeople
C)   Third-country nationals
D)   Professional expatriates
E)   Local nationalsF) B) and C)
G) A) and B)

Question 10

In the context of selecting sales and marketing personnel, which of the following is the most important quality that a recruiter should consider while hiring marketing personnel?

Accepted Answer

A)   They should have little cultural empathy as this might distract them from their main purpose.
B)   When working in a foreign country, they must be capable of taking decisions that are not influenced by the habits of the market.
C)   They should be able to represent a culturally superior image of their country and its products.
D)   They should be hypersensitive to the behavioral variations in different countries.
E)   They should possess a considerable breadth of knowledge of many subjects both on and off the job.F) A) and B)
G) A) and C)

Question 11

Separation allowances are benefits paid when an expatriate manager leaves a company.

Accepted Answer

A) True 
 B)False

Question 12

The training of foreign employees is likely to be most effective when:

Accepted Answer

A)   it is handled by trainers who communicate in languages alien to the employees.
B)   it is tailored to the employees' ways of learning.
C)   national differences are ignored during motivational sessions.
D)   the superiority of their culture is emphasized over others.
E)   it is different from the familiar ways of nonverbal communication.F) D) and E)
G) A) and E)

Question 13

Marketing is a business function requiring high motivation regardless of the location of the practitioner.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following best defines virtual expatriates?

Accepted Answer

A)   They stay and work abroad for a short period of one to two months and then return to their home country.
B)   They work in a foreign culture and blend to such an extent that they may more closely resemble a local than an expatriate.
C)   They work abroad in one country after another for the greater part of their career.
D)   They are expatriates from their own countries working for a foreign company in a third country.
E)   They manage operations in foreign countries but do not move there.F) B) and E)
G) A) and B)

Question 15

Personal career planning for the expatriate is a significant strategy that helps companies prevent returnee attrition.

Accepted Answer

A) True 
 B)False

Question 16

What are the advantages and disadvantages of using an expatriate sales force?

Accepted Answer

Among the advantages of hiring an expatr...

Question 17

Japanese sales representatives are motivated more by the social pressure of their peers than by the prospect of making more money based on individual effort.

Accepted Answer

A) True 
 B)False

Question 18

Compensation packages in eastern European countries typically involve a substantially greater emphasis on performance-based incentives than in the United States.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following is an advantage of hiring local nationals in the sales force?

Accepted Answer

A)   They are more efficient in communicating with and influencing headquarters' personnel.
B)   They are more knowledgeable about a country's business structure and systems.
C)   They add to the prestige of the product line in the eyes of foreign customers.
D)   They are likely to have superior technical expertise.
E)   They do not accept any form of bribe.F) B) and D)
G) A) and E)

Question 20

Social recognition is a more important motivating factor for an American sales representative compared to a Japanese salesperson.

Accepted Answer

A) True 
 B)False

Exam 17: Personal Selling and Sales Management

Overseas premiums that are paid to the family of expatriates during short-term assignments if they do not relocate to the foreign country are called:

Correct AnswerverifiedShow Answer

Compensation packages in eastern European countries typically involve a substantially greater emphasis on performance-based incentives than in the United States.

Correct AnswerverifiedShow Answer

Separation allowances are benefits paid when an expatriate manager leaves a company.

Correct AnswerverifiedShow Answer

_____ are expatriates from their own countries working for a foreign company in another country.

Correct AnswerverifiedShow Answer

Japanese sales representatives are motivated more by the social pressure of their peers than by the prospect of making more money based on individual effort.

Correct AnswerverifiedShow Answer

Which of the following is an advantage of hiring local nationals in the sales force?

Correct AnswerverifiedShow Answer

Personal career planning for the expatriate is a significant strategy that helps companies prevent returnee attrition.

Correct AnswerverifiedShow Answer

In the context of selecting sales and marketing personnel, which of the following is the most important quality that a recruiter should consider while hiring marketing personnel?

Correct AnswerverifiedShow Answer

Which of the following is the most likely reason that continual training is more important in foreign markets than in domestic ones?

Correct AnswerverifiedShow Answer

Social recognition is a more important motivating factor for an American sales representative compared to a Japanese salesperson.

Correct AnswerverifiedShow Answer

Cultural empathy involves:

Correct AnswerverifiedShow Answer

An international salesperson must have a high level of flexibility when working in a foreign country or in the home country.

Correct AnswerverifiedShow Answer

Marketing is a business function requiring high motivation regardless of the location of the practitioner.

Correct AnswerverifiedShow Answer

The training of foreign employees is likely to be most effective when:

Correct AnswerverifiedShow Answer

Which of the following agencies or bodies is actively involved in setting rules about compensation companywide in Europe?

Correct AnswerverifiedShow Answer

Which of the following is true of an expatriate sales force?

Correct AnswerverifiedShow Answer

Which of the following best defines virtual expatriates?

Correct AnswerverifiedShow Answer

A multinational company, with its headquarters in the U.S., wants to sell its new high-technology product in Germany. For effective selling, the sales force for this company should consist mostly of:

Correct AnswerverifiedShow Answer

What are the specific characteristics and skills that a company should look for when selecting sales and marketing personnel for international marketing positions?

Correct AnswerverifiedTo select personnel for international ma...View AnswerShow Answer

What are the advantages and disadvantages of using an expatriate sales force?

Correct AnswerverifiedAmong the advantages of hiring an expatr...View AnswerShow Answer

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To select personnel for international ma...
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Among the advantages of hiring an expatr...
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