Question 1

In the context of designing an international sales force, which of the following is true of Japan?

Accepted Answer

A)   Japan has an information-oriented culture.
B)   Japan allows for greater use of expatriates.
C)   In Japan, personal selling need not be localized.
D)   Japan is not a member of the World Trade Organization.
E)   In Japan, complete local knowledge is important for salespeople.

Question 2

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.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following is true of sales compensation practices across the globe?

Accepted Answer

A)   Most companies in Japan have adopted the U.S. system with its emphasis on commissions based on individual performance.
B)   Government intervention in pay determination aimed at leveling pay scales has gained popularity in European countries.
C)   Most multinational companies describe their sales compensation plans as global in nature.
D)   Most European companies emphasize more on performance-based incentives than on base pay, unlike the United States.
E)   Most companies establish sales compensation practices locally either at the country or regional levels.

Question 4

Describe third-country nationals (TCNs). Why do American companies favor third-country nationals over other English-speaking countries for overseas assignments?

Accepted Answer

The internationalization of business has...

Question 5

In the context of motivating sales personnel, expatriate managers fear that they will lose opportunities for promotion because they will be forgotten by the home office.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following is a disadvantage of working as virtual expatriates?

Accepted Answer

A)   They find it difficult to build close contact with subordinates and customers.
B)   Their families need to be uprooted.
C)   The risk of losing out on promotions at corporate headquarters is very high.
D)   They lack the understanding of how home-office politics influence decisions.
E)   The top personnel at the headquarters tend to ignore their advice.

Question 7

Which of the following practices, with respect to motivating sales personnel, is most common in relationship-oriented countries like Japan?

Accepted Answer

A)   Companies lay greater emphasis on incentives that are based on individual performance.
B)   Companies do not allow local managers to decide the mix between base and incentive pay.
C)   Commissions are measured by sales revenues generated by each employee.
D)   Companies are not very tolerant of poor performers and fire them immediately.
E)   Companies motivate sales representatives through frequent interaction with supervisors.

Question 8

Which of the following is the main reason for the failure of individual incentives to motivate employees in Japan?

Accepted Answer

A)   An emphasis on paternalism
B)   High corruption levels
C)   Practice of cultural chauvinism
D)   A democratic form of government
E)   Encouragement of individualism

Question 9

Which of the following is a disadvantage associated with a sales force comprising expatriate salespeople?

Accepted Answer

A)   Adverse effect on the prestige of the product
B)   Inability to effectively communicate and influence headquarters' personnel
C)   Lack of technological expertise
D)   Inadequate knowledge of the company
E)   Large cultural barriers

Question 10

George, an American citizen, works as the sales manager at Blue Inc. He is posted at the company headquarters in the U.S. and manages operations in China. He makes long visits to conduct business meetings with his colleagues in China. George may be considered to be a:

Accepted Answer

A)   repatriate.
B)   virtual expatriate.
C)   third-country national.
D)   professional expatriate.
E)   local sales manager.

Question 11

Considering the specific characteristics of Japan's culture, which of the following strategies would be most successful in motivating employees in Japanese organizations?

Accepted Answer

A)   Individual commission systems
B)   Group bonus schemes
C)   Company cars
D)   Birthday gift vouchers
E)   Best employee awards

Question 12

Nontaxable perks such as a company vehicle given to an expatriate is an example of a(n) :

Accepted Answer

A)   overseas premium.
B)   family compensation.
C)   special assessment.
D)   fringe benefit.
E)   separation allowance.

Question 13

Norman, a German national, works as a sales manager for Black Oil Corporation in the Middle-East. Given the benefits associated with the job, he works on one foreign assignment after another and rarely returns to the headquarters in Germany. In view of the given information, we can say that Norman is a:

Accepted Answer

A)   repatriate manager.
B)   virtual expatriate.
C)   third-country national.
D)   professional expatriate.
E)   native salesperson.

Question 14

The traits that make for successful sales representatives in the United States are important in other countries as well.

Accepted Answer

A) True 
 B)False

Question 15

Write a short note on virtual expatriates. What are the disadvantages associated with virtual expatriates?

Accepted Answer

Virtual expatriates manage operations in...

Question 16

Which of the following is a trait of a person with good cultural skills?

Accepted Answer

A)   They have a clear set of principles and do not tolerate ambiguity.
B)   They take pride in their culture and practice cultural chauvinism.
C)   They monitor the behavior of their employees and judge them accordingly.
D)   They convey a sincere interest in people and their culture.
E)   They try to propagate their culture and make others follow them.

Question 17

Expatriates working in high-tax countries prefer direct income instead of fringe benefits as part of their compensation package.

Accepted Answer

A) True 
 B)False

Question 18

What are the reasons for the low morale and growing amount of attrition among returning expatriates?

Accepted Answer

Low morale and a growing amount of attri...

Question 19

Which of the following is the primary reason for an expatriate's failure to function effectively in a foreign assignment?

Accepted Answer

A)   Differing customer expectations on product features
B)   Lack of personal career planning
C)   Lack of aesthetic appeal of the foreign country
D)   Unsuccessful family adjustment
E)   Interference from work councils

Question 20

From an international firm's perspective, which of the following is an advantage associated with virtual assignments?

Accepted Answer

A)   Sales personnel can avoid health risks involved in flying frequently to foreign countries.
B)   Customer relationship structures may be improved due to direct customer interaction.
C)   The extra expense involved in an actual executive move may be avoided.
D)   Problems related to low morale of personnel due to living in hotels can be avoided.
E)   Misunderstandings due to lack of cultural skills may be completely eliminated.

Exam 17: Personal Selling and Sales Management

Nontaxable perks such as a company vehicle given to an expatriate is an example of a(n) :

Correct Answer
verified

In the context of motivating sales personnel, expatriate managers fear that they will lose opportunities for promotion because they will be forgotten by the home office.

Correct Answer
verified

Which of the following is true of sales compensation practices across the globe?

Correct Answer
verified

Considering the specific characteristics of Japan's culture, which of the following strategies would be most successful in motivating employees in Japanese organizations?

Correct Answer
verified

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.

Correct Answer
verified

The traits that make for successful sales representatives in the United States are important in other countries as well.

Correct Answer
verified

Describe third-country nationals (TCNs). Why do American companies favor third-country nationals over other English-speaking countries for overseas assignments?

Correct Answer
verified
The internationalization of business has...
View Answer

Write a short note on virtual expatriates. What are the disadvantages associated with virtual expatriates?

Correct Answer
verified
Virtual expatriates manage operations in...
View Answer

Which of the following is the main reason for the failure of individual incentives to motivate employees in Japan?

Correct Answer
verified

Which of the following is a disadvantage associated with a sales force comprising expatriate salespeople?

Correct Answer
verified

Correct Answer
verified

Which of the following is the primary reason for an expatriate's failure to function effectively in a foreign assignment?

Correct Answer
verified

Which of the following practices, with respect to motivating sales personnel, is most common in relationship-oriented countries like Japan?

Correct Answer
verified

What are the reasons for the low morale and growing amount of attrition among returning expatriates?

Correct Answer
verified
Low morale and a growing amount of attri...
View Answer

George, an American citizen, works as the sales manager at Blue Inc. He is posted at the company headquarters in the U.S. and manages operations in China. He makes long visits to conduct business meetings with his colleagues in China. George may be considered to be a:

Correct Answer
verified

Expatriates working in high-tax countries prefer direct income instead of fringe benefits as part of their compensation package.

Correct Answer
verified

Which of the following is a trait of a person with good cultural skills?

Correct Answer
verified

In the context of designing an international sales force, which of the following is true of Japan?

Correct Answer
verified

From an international firm's perspective, which of the following is an advantage associated with virtual assignments?

Correct Answer
verified

Which of the following is a disadvantage of working as virtual expatriates?

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

Nontaxable perks such as a company vehicle given to an expatriate is an example of a(n) :

Correct AnswerverifiedShow Answer

In the context of motivating sales personnel, expatriate managers fear that they will lose opportunities for promotion because they will be forgotten by the home office.

Correct AnswerverifiedShow Answer

Which of the following is true of sales compensation practices across the globe?

Correct AnswerverifiedShow Answer

Considering the specific characteristics of Japan's culture, which of the following strategies would be most successful in motivating employees in Japanese organizations?

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

The traits that make for successful sales representatives in the United States are important in other countries as well.

Correct AnswerverifiedShow Answer

Describe third-country nationals (TCNs). Why do American companies favor third-country nationals over other English-speaking countries for overseas assignments?

Correct AnswerverifiedThe internationalization of business has...View AnswerShow Answer

Write a short note on virtual expatriates. What are the disadvantages associated with virtual expatriates?

Correct AnswerverifiedVirtual expatriates manage operations in...View AnswerShow Answer

Which of the following is the main reason for the failure of individual incentives to motivate employees in Japan?

Correct AnswerverifiedShow Answer

Which of the following is a disadvantage associated with a sales force comprising expatriate salespeople?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which of the following is the primary reason for an expatriate's failure to function effectively in a foreign assignment?

Correct AnswerverifiedShow Answer

Which of the following practices, with respect to motivating sales personnel, is most common in relationship-oriented countries like Japan?

Correct AnswerverifiedShow Answer

What are the reasons for the low morale and growing amount of attrition among returning expatriates?

Correct AnswerverifiedLow morale and a growing amount of attri...View AnswerShow Answer

George, an American citizen, works as the sales manager at Blue Inc. He is posted at the company headquarters in the U.S. and manages operations in China. He makes long visits to conduct business meetings with his colleagues in China. George may be considered to be a:

Correct AnswerverifiedShow Answer

Expatriates working in high-tax countries prefer direct income instead of fringe benefits as part of their compensation package.

Correct AnswerverifiedShow Answer

Which of the following is a trait of a person with good cultural skills?

Correct AnswerverifiedShow Answer

In the context of designing an international sales force, which of the following is true of Japan?

Correct AnswerverifiedShow Answer

From an international firm's perspective, which of the following is an advantage associated with virtual assignments?

Correct AnswerverifiedShow Answer

Which of the following is a disadvantage of working as virtual expatriates?

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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The internationalization of business has...
View Answer

Correct Answer
verified
Virtual expatriates manage operations in...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Low morale and a growing amount of attri...
View Answer

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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