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InternationalMarketing,18e(Cateora)
Chapter17PersonalSellingandSalesManagement
1)Thefirststepinmanagingasalesforceismakingadecisionregardingitsdesign.
Answer:TRUE
Explanation:Thefirststepinmanagingasalesforceisitsdesign.Basedonanalysesofcurrentandpotentialcustomers,thesellingenvironment,competition,andthefirm'sresourcesandcapabilities,decisionsmustbemaderegardingthenumbers,characteristics,andassignmentsofsalespersonnel.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-02Theconsiderationsindesigninganinternationalsalesforce.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
2)Forsellinginrelationship-orientedcountries,asalesforceconsistingofAmericanexpatriatesprovestobemostefficient.
Answer:FALSE
Explanation:Sellingininformation-orientedculturessuchasGermanyallowsforgreateruseofexpatriates.However,relationship-orientedcountriessuchasJapanwillrequirethemostcompletelocalknowledgepossessedonlybynatives.
Difficulty:2Medium
Topic:PersonalSellingandSalesManagement
LearningObjective:17-02Theconsiderationsindesigninganinternationalsalesforce.
Bloom's:Understand
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
3)OnlyalimitednumberofAmericanhigh-calibersalespersonnelarewillingtoliveabroadforextendedperiodsoftimeasexpatriates.
Answer:TRUE
Explanation:Thechiefdisadvantagesofanexpatriatesalesforcearethehighcost,culturalandlegalbarriers,andthelimitednumberofhigh-caliberpersonnelwillingtoliveabroadforextendedperiods.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-03Thestepstorecruitingthreetypesofinternationalsalespeople.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
4)Achiefdisadvantageofanexpatriatesalesforceisthehighcostforacompany.
Answer:TRUE
Explanation:Thechiefdisadvantagesofanexpatriatesalesforcearethehighcost,culturalandlegalbarriers,andthelimitednumberofhigh-caliberpersonnelwillingtoliveabroadforextendedperiods.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-03Thestepstorecruitingthreetypesofinternationalsalespeople.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
5)Sinceexpatriatesarenotlocals,theyoftenhaveanegativeeffectontheprestigeofthecompanyanditsproductlineintheeyesofforeigncustomers.
Answer:FALSE
Explanation:Theexpatriatesalespersonmayhavetheadvantagesofgreatertechnicaltraining,betterknowledgeofthecompanyanditsproductline,andprovendependability.Becausetheyarenotlocals,expatriatessometimesaddtotheprestigeoftheproductlineintheeyesofforeigncustomers.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-03Thestepstorecruitingthreetypesofinternationalsalespeople.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
6)Withadvancesincommunicationstechnologies,virtualexpatriatesfinditeasytomaintainclosecontactwithsubordinatesandcustomers.
Answer:FALSE
Explanation:Virtualexpatriatesmanageoperationsinothercountriesbutdonotmovethere.Theystayinhotels,makelongvisits,andmaintaintheirfamiliesathome.Closecontactwithsubordinatesandcustomersistougherforvirtualexpatriates.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-03Thestepstorecruitingthreetypesofinternationalsalespeople.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
7)Localsalespeoplearebetterabletoleadacompanythroughthemazeofunfamiliardistributionsystemsandreferralnetworksofaforeigncountry.
Answer:TRUE
Explanation:Usuallymoreknowledgeableaboutacountry'sbusinessstructureandsystemsthananexpatriatewouldbe,localsalespeoplearebetterabletoleadacompanythroughthemazeofunfamiliardistributionsystemsandreferralnetworks.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-03Thestepstorecruitingthreetypesofinternationalsalespeople.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
8)Themaindisadvantageofhiringlocalnationalsforaninternationalsalesforceisthetendencyofheadquarterspersonneltoignoretheiradvice.
Answer:TRUE
Explanation:Themaindisadvantageofhiringlocalnationalsisthetendencyofheadquarterspersonneltoignoretheiradvice.Eventhoughmostforeignnationalsarecarefultokeeprelationshipsatthehomeofficewarm,theirinfluenceisoftenreducedbytheirlimitedEnglishcommunicationskillsandlackofunderstandingofhowhome-officepoliticsinfluencedecisionmaking.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-03Thestepstorecruitingthreetypesofinternationalsalespeople.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
9)Inrelationship-orientedcultures,salesrepresentativestendtobeonthebottomrungofthesocialladder.
Answer:TRUE
Explanation:Inthemorerelationship-orientedculturessuchasFrance,Mexico,andJapan,salesrepresentativestendtobeonthebottomrungofthesocialladder.Thus,recruitingthebrightestpeopletofillsalespositionsinforeignoperationscanbeverydifficultindeed.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-03Thestepstorecruitingthreetypesofinternationalsalespeople.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
10)ForanAmericancompany,oneofthedisadvantagesofrecruitingaU.S.home-countrynationalforaforeignsalesassignmentisthecostofdoubletaxation.
Answer:TRUE
Explanation:Americancompaniesoftenseekthird-countrynationals(TCNs)fromotherEnglish-speakingcountriestoavoidthedoubletaxationcostsoftheirAmericanmanagers.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-03Thestepstorecruitingthreetypesofinternationalsalespeople.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
11)Thoughmaturityandemotionalstabilityareessential,thetransnationalmanagerisrarelyexpectedtohaveknowledgeofmanysubjects,eitheronoroffthejob.
Answer:FALSE
Explanation:Managersorsalespeopleoperatinginforeigncountriesneedconsiderablebreadthofknowledgeofmanysubjectsbothonandoffthejob.Theabilitytospeakoneormoreotherlanguagesisalwayspreferable.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-04Selectioncriteriaforinternationalsalesandmarketingpositions.
Bloom's:Understand
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
12)Aninternationalsalespersoncanbehamperedbyflexibilitywhenworkinginaforeigncountryorinthehomecountry.
Answer:FALSE
Explanation:Aninternationalsalespersonmusthaveahighlevelofflexibility,whetherworkinginaforeigncountryorathome.Expatriatesworkinginaforeigncountrymustbeparticularlysensitivetothehabitsofthemarket;thoseworkingathomeforaforeigncompanymustadapttotherequirementsandwaysoftheparentcompany.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-04Selectioncriteriaforinternationalsalesandmarketingpositions.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
13)ThetraitsthatmakeforsuccessfulsalesrepresentativesintheUnitedStatesarethesameasthosethatareimportantinothercountriesaswell.
Answer:FALSE
Explanation:ThereisevidencethatsometraitsthatmakeforsuccessfulsalesrepresentativesintheUnitedStatesmaynotbeimportantinothercountries.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-04Selectioncriteriaforinternationalsalesandmarketingpositions.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
14)Inthecontextofinternationalsalesmanagement,managers'culturesaffecttheirpersonneldecisions.
Answer:TRUE
Explanation:Evidenceindicatesthatamanager'scultureaffectspersonneldecisions.Onestudyreports"thatmanagersgivenanidentical[personnelselection]problemdonotmakethesamedecisionsnordotheyvaluethecriteriaoftenusedinrecruitmentandpromotiondecisionsequally."
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-04Selectioncriteriaforinternationalsalesandmarketingpositions.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
15)Trainingforexpatriatesfocusesonthecompany,itsproducts,technicalinformation,andsellingmethods,whilethatforlocalpersonnelfocusesoncustomsandforeignsalesproblems.
Answer:FALSE
Explanation:Trainingforexpatriatesfocusesonthecustomsandthespecialforeignsalesproblemsthatwillbeencountered,whereaslocalpersonnelrequiregreateremphasisonthecompany,itsproducts,technicalinformation,andsellingmethods.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-05Thespecialtrainingneedsofinternationalpersonnel.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
16)Marketingisabusinessfunctionrequiringhighmotivationregardlessofthelocationofthepractitioner.
Answer:TRUE
Explanation:Motivationisespeciallycomplicatedbecausethefirmisdealingwithdifferentcultures,differentsources,anddifferentphilosophies.Marketingisabusinessfunctionrequiringhighmotivationregardlessofthelocationofthepractitioner.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-06Motivationtechniquesforinternationalsalesrepresentatives.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
17)SocialrecognitionisamoreimportantmotivatingfactorforanAmericansalesrepresentativecomparedtoaJapanesesalesperson.
Answer:FALSE
Explanation:Inonestudy,salesrepresentativesincomparableJapaneseandAmericansalesorganizationswereaskedtoallocate100pointsacrossanarrayofpotentialrewardsfromwork.Theonlyrealdifferencesbetweenthetwogroupswereinsocialrecognition,whichtheJapaneseratedasmoreimportant.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-06Motivationtechniquesforinternationalsalesrepresentatives.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
18)Japanesesalesrepresentativesaremotivatedmorebythesocialpressureoftheirpeersthanbytheprospectofmakingmoremoneyindividually.
Answer:TRUE
Explanation:DuetoJapan'semphasisonpaternalismandcollectivismanditssystemoflifetimeemploymentandseniority,motivationthroughindividualincentivesdoesnotworkwellbecauseJapaneseemployeesseemtoderivethegreatestsatisfactionfrombeingcomfortablemembersofagroup.Japanesesalesrepresentativesaremotivatedmorebythesocialpressureoftheirpeersthanbytheprospectofmakingmoremoneybasedonindividualeffort.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-06Motivationtechniquesforinternationalsalesrepresentatives.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
19)IneasternEuropeancountries,compensationpackagestypicallyinvolveasubstantiallygreateremphasisonperformance-basedincentivesthanintheUnitedStates.
Answer:FALSE
Explanation:CompensationpackagesineasternEuropeancountriestypicallyinvolveasubstantiallygreateremphasisonbasepaythanintheUnitedStates,andperformance-basedincentiveshavebeenfoundtobelesseffective.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-06Motivationtechniquesforinternationalsalesrepresentatives.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
20)Differencesinlanguagesandculturecanmakemutualunderstandingbetweenforeignmanagersandsalesrepresentativesdifficult.
Answer:TRUE
Explanation:Communicationsareimportantinmaintaininghighlevelsofmotivation;foreignmanagersneedtoknowthatthehomeofficeisinterestedintheiroperations,andinturn,theywanttoknowwhatishappeningintheparentcountry.Differencesinlanguages,culture,andcommunicationstylescanmakemutualunderstandingbetweenmanagersandsalesrepresentativesmoredifficult.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-06Motivationtechniquesforinternationalsalesrepresentatives.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
21)Expatriatemanagersfearthattheywillloseopportunitiesforpromotionbecausetheywillbeforgottenbythehomeofficewhiletheyareworkinginaforeigncountry.
Answer:TRUE
Explanation:Becausepromotionandtheopportunitytoimprovestatusareimportantmotivators,acompanyneedstomakecleartheopportunitiesforgrowthwithinthefirm.Oneofthegreatestfearsofexpatriatemanagers,whichcanbeeasilyallayed,isthattheywillbeforgottenbythehomeoffice.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-06Motivationtechniquesforinternationalsalesrepresentatives.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
22)Expatriatesworkinginhigh-taxcountriespreferdirectincomeinsteadoffringebenefitsaspartoftheircompensationpackage.
Answer:FALSE
Explanation:Fringebenefitsplayamajorroleinmanycountries.Thoseworkinginhigh-taxcountriespreferliberalexpenseaccountsandfringebenefitsthatarenontaxable(suchascompanycars)insteadofdirectincomesubjecttohightaxes.FringebenefitcostsarehighinEurope,rangingfrom35to60percentofsalary.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-07Howtodesigncompensationsystemsforaninternationalsalesforce.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
23)Separationallowancesarebenefitspaidwhenanexpatriatemanagerleavesacompany.
Answer:FALSE
Explanation:Ingeneral,short-termassignmentsinvolvepaymentsofoverseaspremiums(sometimescalledseparationallowancesifthefamilydoesnotgoalong),allexcessexpenses,andallowancesfortaxdifferentials.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-07Howtodesigncompensationsystemsforaninternationalsalesforce.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
24)InEurope,externallaborunionsareinvolvedinsettingcompensationrulesforsalespeople.
Answer:FALSE
Explanation:InEurope,workcouncils(thatis,internallaborunioncommittees)areverymuchinvolvedinsettingrulesaboutcompensationcompanywide,evenforsalespeople.InAustriaandGermany,forexample,workcouncilsnotonlycodeterminecompensationplansbutalsomustapprovethembeforeimplementation.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-07Howtodesigncompensationsystemsforaninternationalsalesforce.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
25)IntheU.S.,poorperformerstypicallystaywiththecompanyandareseldomfired.
Answer:FALSE
Explanation:IntheUnitedStates,poorperformerseitherquit(becausetheyarenotmakinganymoney),ortheyarefired.InJapan,thepoorperformersstaywiththecompanyandareseldomfired.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-07Howtodesigncompensationsystemsforaninternationalsalesforce.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
26)TheprimarycontroltoolusedbyAmericansalesmanagersisthebenefitssystem.
Answer:FALSE
Explanation:TheprimarycontroltoolusedbyAmericansalesmanagersistheincentivesystem.BecauseoftheInternetandsmartphones,moreandmoreAmericansalesrepresentativesoperateoutofofficesintheirhomesandseesupervisorsinfrequently.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-07Howtodesigncompensationsystemsforaninternationalsalesforce.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
27)Jacob'swifenevergrewaccustomedtohisforeignassignmentandwasmiserable,soJacobrequestedamovebacktothehomecountry.Thisisacommonreasonforanexpatriate'sfailuretofunctioneffectivelyinaforeignassignment.
Answer:TRUE
Explanation:Astudyofpersonneldirectorsofover300internationalfirmsfoundthattheinabilityofthemanager'sspousetoadjusttoadifferentphysicalorculturalenvironmentwastheprimaryreasonforanexpatriate'sfailuretofunctioneffectivelyinaforeignassignment.
Difficulty:2Medium
Topic:PersonalSellingandSalesManagement
LearningObjective:17-08HowtoprepareAmericansforforeignassignments.
Bloom's:Apply
AACSB:KnowledgeApplication
Accessibility:KeyboardNavigation
28)Personalcareerplanningfortheexpatriateisasignificantstrategythathelpscompaniespreventreturneeattrition.
Answer:TRUE
Explanation:Companieswiththeleastamountofreturneeattritiondifferfromthosewiththehighestattritioninonesignificantway:personalcareerplanningfortheexpatriate.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-08HowtoprepareAmericansforforeignassignments.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
29)Anexpatriatewithexcellentmanagementandtechnicalskillsissuretoexcelinanyenvironment,evenifheorshelacksanunderstandingofculturaldifferences.
Answer:FALSE
Explanation:Mostexpatriatefailuresarenotcausedbylackofmanagementortechnicalskillsbutratherbylackofanunderstandingofculturaldifferencesandtheireffectonmanagementskills.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-08HowtoprepareAmericansforforeignassignments.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
30)Anexpatriatewithexcellentculturalskillsdoesnottolerateambiguityandupholdsthesuperiorityofhisorherculture.
Answer:FALSE
Explanation:Toleratingambiguityandcopingwithculturaldifferencesandthefrustrationthatfrequentlydevelopswhenthingsaredifferentandcircumstanceschangearequalitiesofanexpatriatewithgoodculturalskills.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-08HowtoprepareAmericansforforeignassignments.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
31)Mostcompaniestodaylimittheirsearchforsenior-levelexecutivetalenttotheirhomecountries.
Answer:FALSE
Explanation:Fewercompaniestodaylimittheirsearchforsenior-levelexecutivetalenttotheirhomecountries.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-09Thechangingprofileoftheglobalsalesandmarketingmanager.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
32)Whatisacompany'smostdirecttietothecustomer?
A)theproduct
B)thesalesperson
C)theparentcompany
D)theretailoutlet
E)thedistributor
Answer:B
Explanation:Thesalespersonisacompany'smostdirecttietothecustomer;intheeyesofmostcustomers,thesalespersonisthecompany.Aspresenterofcompanyofferingsandgathererofcustomerinformation,thesalesrepresentativeisthefinallinkintheculminationofacompany'smarketingandsalesefforts.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-01Theroleofinterpersonalsellingininternationalmarketing.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
33)Whatisthefinallinkinacompany'smarketingandsalesefforts?
A)thechairperson
B)themarketingmanager
C)thesalesrepresentative
D)thecustomer
E)thesalesmanager
Answer:C
Explanation:Aspresenterofcompanyofferingsandgathererofcustomerinformation,thesalesrepresentativeisthefinallinkintheculminationofacompany'smarketingandsalesefforts.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-01Theroleofinterpersonalsellingininternationalmarketing.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
34)Relationshipmarketingfocuseson
A)theshort-termeffort.
B)maintaininganatmosphereoftrustwiththesalesmanager.
C)involvingallmembersofthesalesteaminthesale.
D)treatingeachsaleasaone-timeevent.
E)buildinglong-termalliances.
Answer:E
Explanation:Relationshipmarketing,particularlyacrossborders,whereculturecanbothcomplicateandassistinthesellingtask,isbuiltoneffectivecommunicationsbetweenthesellerandbuyer.Itfocusesonbuildinglong-termalliancesratherthantreatingeachsaleasaone-timeevent.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-01Theroleofinterpersonalsellingininternationalmarketing.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
35)CountriessuchasGermanyallowforgreateruseofexpatriatesininternationalsalesforces.Whatismostlikelythereasonforthis?
A)GermanyisamemberoftheWorldTradeOrganization.
B)Germanyhasarelationship-orientedculture.
C)TheGermanlanguageiseasytomaster.
D)Germanyhasaninformation-orientedculture.
E)GermanyisamemberoftheUnitedNations.
Answer:D
Explanation:Sellingininformation-orientedculturessuchasGermanyallowsforgreateruseofexpatriates.Whereas,relationship-orientedcountriessuchasJapanwillrequirethemostcompletelocalknowledgepossessedonlybynatives.
Difficulty:2Medium
Topic:PersonalSellingandSalesManagement
LearningObjective:17-02Theconsiderationsindesigninganinternationalsalesforce.
Bloom's:Understand
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
36)IncountrieslikeJapan,asalesforceislikelytobemosteffectiveifitconsistsmostlyof
A)professionalexpatriates.
B)localnationals.
C)virtualexpatriates.
D)third-worldnationals.
E)expatriatesfromAsiancountries.
Answer:B
Explanation:Relationship-orientedcountriessuchasJapanwillrequirethemostcompletelocalknowledgepossessedonlybynatives.Whereas,sellingininformation-orientedculturessuchasGermanyallowsforgreateruseofexpatriates.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-02Theconsiderationsindesigninganinternationalsalesforce.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
37)AmultinationalcompanywithitsheadquartersintheU.S.wantstosellitsnewhigh-technologyproductinGermany.Forthemosteffectiveselling,thesalesforceforthiscompanywouldprobablyconsistmostlyof
A)localGermannationals.
B)illegalalienslivingintheUS.
C)temporary,freelancingGermansalespersonnel.
D)Americanexpatriates.
E)third-culturepeoplefromJapan.
Answer:D
Explanation:Sellinghigh-technologyproductsmayallowforthegreateruseofAmericanexpatriates,whereassellingconsultingserviceswilltendtorequiremoreparticipationbynativesalesrepresentatives.
Difficulty:2Medium
Topic:PersonalSellingandSalesManagement
LearningObjective:17-02Theconsiderationsindesigninganinternationalsalesforce.
Bloom's:Apply
AACSB:KnowledgeApplication
Accessibility:KeyboardNavigation
38)Thelargestpersonnelrequirementinforeigncountriesformostcompaniesisinthe
A)managementteam.
B)financedepartment.
C)informationtechnologyteam.
D)humanresourcesdepartment.
E)salesteam.
Answer:E
Explanation:Thelargestpersonnelrequirementabroadformostcompaniesisthesalesforce,recruitedfromthreesources:expatriates,localnationals,andthird-countrynationals.
Difficulty:1Easy
Topic:PersonalSellingandSalesManagement
LearningObjective:17-03Thestepstorecruitingthreetypesofinternationalsalespeople.
Bloom's:Remember
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
39)Anexpatriatesalesforceislikelytobe
A)mostefficientinrelationship-basedcultures.
B)unsuitablewhenacompanywantstosellhigh-technologyproducts.
C)lackinginknowledgeregardingtheproductlineofthecompany.
D)receivedunfavorablyininformation-orientedcultures.
E)thebestchoicewhensellingrequiresanextensivebackgroundofinformation.
Answer:E
Explanation:Whenproductsarehighlytechnical,orwhensellingrequiresanextensivebackgroundofinformationandapplications,anexpatriatesalesforceremainsthebestchoice.
Difficulty:2Medium
Topic:PersonalSellingandSalesManagement
LearningObjective:17-03Thestepstorecruitingthreetypesofinternationalsalespeople.
Bloom's:Understand
AACSB:AnalyticalThinking
Accessibility:KeyboardNavigation
40)Whenisanexpatriatesalesforcemostlikelytohaveanadvantageoveranativesalesforce?
A)whensellingconsultingservices
B)whensellinginrelationship-orientedcountries
C)whentheproductcaterstoanichemarket
D)whentheproductishighlytechnicalinnature
E)whensellingdoesnotrequireeffectivecommunicationskills
Answer:D
Explanation:Thenumberofcompaniesrelyingonexpatriatepersonnelisincreasingasthevolumeofworldtradeincreasesandasmorecompaniesuselocalstofillmarketingpositions.However,whenpro
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