Question 1

When firms align their internal cultures with a strong external market strategy this creates:

Accepted Answer

A) competitive advantage and higher levels of financial performance 
B) insular thinking and competition 
C) high levels of cohesion and unhealthy promotion practices 
D) results orientation and risk aversion 
E) orientation toward excellence and resistance to change 
A) competitive advantage and higher levels of financial performance 
B) insular thinking and competition 
C) high levels of cohesion and unhealthy promotion practices 
D) results orientation and risk aversion 
E) orientation toward excellence and resistance to change A

Question 2

All of the following are cultural gaps that contribute to entropy EXCEPT:

Accepted Answer

A) lack of personal alignment 
B) lack of structural alignment 
C) lack of a values alignment 
D) lack of mission alignment 
E) lack of market alignment 
A) lack of personal alignment 
B) lack of structural alignment 
C) lack of a values alignment 
D) lack of mission alignment 
E) lack of market alignment E

Question 3

There are eight major components of culture,but all cultures might not have all eight components.

Accepted Answer

A) True 
 B)False  False

Question 4

The person giving a gift may not see it as a bribe even if the person receiving the gift does see it as a bribe.

Accepted Answer

A) True 
 B)False

Question 5

Why should companies embrace diversity? What are the benefits of having a diverse work force?

Accepted Answer

Companies should embrace diversity becau

Question 6

Sales and marketing departments tend to be misaligned for which of the following reasons?

Accepted Answer

A) age and gender 
B) economics and culture 
C) creativity and analysis 
D) education and presentation 
E) work ethic and analytical skills 
A) age and gender 
B) economics and culture 
C) creativity and analysis 
D) education and presentation 
E) work ethic and analytical skills

Question 7

When there is an alignment gap in an organization:

Accepted Answer

A) the sales and marketing departments are integrated 
B) the marketing strategy and corporate culture diverge 
C) the culture is high-performing 
D) employees spend more time doing nonproductive activities 
E) salespeople are more prone to offering bribes 
A) the sales and marketing departments are integrated 
B) the marketing strategy and corporate culture diverge 
C) the culture is high-performing 
D) employees spend more time doing nonproductive activities 
E) salespeople are more prone to offering bribes

Question 8

A sales department prides itself on using high-pressure sales tactics to close as many sales as possible.If a new salesperson refuses to give the hard sell,and instead tells customers the truth if the product is not right for them,he is displaying:

Accepted Answer

A) lack of personal alignment 
B) lack of structural alignment 
C) lack of a values alignment 
D) lack of mission alignment 
E) lack of market alignment 
A) lack of personal alignment 
B) lack of structural alignment 
C) lack of a values alignment 
D) lack of mission alignment 
E) lack of market alignment

Question 9

The sales force will be more likely to be successful when the company's corporate culture and marketing strategy are:

Accepted Answer

A) divergent 
B) standards-based 
C) sales oriented 
D) product-oriented 
E) aligned 
A) divergent 
B) standards-based 
C) sales oriented 
D) product-oriented 
E) aligned

Question 10

An American sales manager who is used to tracking salesperson performance by individual goals met,who now manages a team of Japanese salespeople in Japan who sell as a team is likely to encounter problems:

Accepted Answer

A) selecting global sales personnel 
B) training global sales personnel 
C) motivating global sales personnel 
D) compensating global sales personnel 
E) evaluating global sales personnel 
A) selecting global sales personnel 
B) training global sales personnel 
C) motivating global sales personnel 
D) compensating global sales personnel 
E) evaluating global sales personnel

Question 11

Managers who want to create a diverse sales force must promote a corporate culture of:

Accepted Answer

A) participation 
B) insularity 
C) neutrality 
D) risk-aversion 
E) formality 
A) participation 
B) insularity 
C) neutrality 
D) risk-aversion 
E) formality

Question 12

What are the four cultural gaps that contribute to entropy? Briefly explain each one.

Accepted Answer

1.Lack of personal alignment: Gap betwee

Question 13

A company that is experiencing a gap between the company's culture and strategy must:

Accepted Answer

A) give the situation time to resolve itself 
B) find a way to make them connect 
C) change one to fit the other 
D) change the culture 
E) change the strategy 
A) give the situation time to resolve itself 
B) find a way to make them connect 
C) change one to fit the other 
D) change the culture 
E) change the strategy

Question 14

Discuss the differences between low-performance and high-performance cultures.

Accepted Answer

Low-performance cultures are characteriz

Question 15

A company operating in a foreign country that needed to employee someone with extensive knowledge of the product as well as familiarity with company policies should hire:

Accepted Answer

A) a junior salesperson 
B) an executive 
C) a local hire 
D) an expatriate 
E) a third-country salesperson 
A) a junior salesperson 
B) an executive 
C) a local hire 
D) an expatriate 
E) a third-country salesperson

Question 16

What are five dimensions of national culture that different cultures vary on?

Accepted Answer

The five dimensions are power

Question 17

All of the following are benefits of having a diverse sales force EXCEPT:

Accepted Answer

A) it complies with current legislation in the United States 
B) it shifts any tensions from between departments to within departments 
C) the sales force will reflect the shifting demographics of the United States 
D) a diverse work force is a sales and marketing advantage 
E) a diverse work force leads to more creative problem solving and decision making 
A) it complies with current legislation in the United States 
B) it shifts any tensions from between departments to within departments 
C) the sales force will reflect the shifting demographics of the United States 
D) a diverse work force is a sales and marketing advantage 
E) a diverse work force leads to more creative problem solving and decision making

Question 18

American expatriates often have to maintain residences in the United States as well as in the country in which they work.When they sell side by side with local workers,this fact alone gives sales managers problems when:

Accepted Answer

A) selecting global sales personnel 
B) training global sales personnel 
C) motivating global sales personnel 
D) compensating global sales personnel 
E) evaluating global sales personnel 
A) selecting global sales personnel 
B) training global sales personnel 
C) motivating global sales personnel 
D) compensating global sales personnel 
E) evaluating global sales personnel

Question 19

What is the relationship between organizational culture and marketplace strategy?

Accepted Answer

When organizational

Question 20

A firm that attempts to create long-term relationships with its buyers is:

Accepted Answer

A) production oriented 
B) product-oriented 
C) sales oriented 
D) market-oriented 
E) relationship marketing oriented 
A) production oriented 
B) product-oriented 
C) sales oriented 
D) market-oriented 
E) relationship marketing oriented

When firms align their internal cultures with a strong external market strategy this creates:

All of the following are cultural gaps that contribute to entropy EXCEPT:

There are eight major components of culture,but all cultures might not have all eight components.

The person giving a gift may not see it as a bribe even if the person receiving the gift does see it as a bribe.

Why should companies embrace diversity? What are the benefits of having a diverse work force?

Sales and marketing departments tend to be misaligned for which of the following reasons?

When there is an alignment gap in an organization:

A sales department prides itself on using high-pressure sales tactics to close as many sales as possible.If a new salesperson refuses to give the hard sell,and instead tells customers the truth if the product is not right for them,he is displaying:

The sales force will be more likely to be successful when the company's corporate culture and marketing strategy are:

An American sales manager who is used to tracking salesperson performance by individual goals met,who now manages a team of Japanese salespeople in Japan who sell as a team is likely to encounter problems:

Managers who want to create a diverse sales force must promote a corporate culture of:

What are the four cultural gaps that contribute to entropy? Briefly explain each one.

A company that is experiencing a gap between the company's culture and strategy must:

Discuss the differences between low-performance and high-performance cultures.

A company operating in a foreign country that needed to employee someone with extensive knowledge of the product as well as familiarity with company policies should hire:

What are five dimensions of national culture that different cultures vary on?

All of the following are benefits of having a diverse sales force EXCEPT:

American expatriates often have to maintain residences in the United States as well as in the country in which they work.When they sell side by side with local workers,this fact alone gives sales managers problems when:

What is the relationship between organizational culture and marketplace strategy?

A firm that attempts to create long-term relationships with its buyers is:

Introduction to Sales Management

The Sales Function and Multi-Sales Channels

Leadership and the Sales Executive

Ethics,the Law,and Sales Leadership

Business-To-Business B2bsales and Customer Relationship Management

Leveraging Information Technologies

Designing and Organizing the Sales Force

Recruiting and Selecting the Right Salespeople

Training and Developing the Sales Force

Supervising,managing,and Leading Salespeople

Setting Goals and Managing the Sales Forces Performance

Motivating and Rewarding Salespeople

Turning Customer Information Into Sales Knowledge

Assessing the Performance of the Sales Force and the People Who Comprise It

Filters

Exam 15: Internal and External Cultural Forces

When firms align their internal cultures with a strong external market strategy this creates:

All of the following are cultural gaps that contribute to entropy EXCEPT:

There are eight major components of culture,but all cultures might not have all eight components.

The person giving a gift may not see it as a bribe even if the person receiving the gift does see it as a bribe.

Why should companies embrace diversity? What are the benefits of having a diverse work force?

Sales and marketing departments tend to be misaligned for which of the following reasons?

When there is an alignment gap in an organization:

A sales department prides itself on using high-pressure sales tactics to close as many sales as possible.If a new salesperson refuses to give the hard sell,and instead tells customers the truth if the product is not right for them,he is displaying:

The sales force will be more likely to be successful when the company's corporate culture and marketing strategy are:

An American sales manager who is used to tracking salesperson performance by individual goals met,who now manages a team of Japanese salespeople in Japan who sell as a team is likely to encounter problems:

Managers who want to create a diverse sales force must promote a corporate culture of:

What are the four cultural gaps that contribute to entropy? Briefly explain each one.

A company that is experiencing a gap between the company's culture and strategy must:

Discuss the differences between low-performance and high-performance cultures.

A company operating in a foreign country that needed to employee someone with extensive knowledge of the product as well as familiarity with company policies should hire:

What are five dimensions of national culture that different cultures vary on?

All of the following are benefits of having a diverse sales force EXCEPT:

American expatriates often have to maintain residences in the United States as well as in the country in which they work.When they sell side by side with local workers,this fact alone gives sales managers problems when:

What is the relationship between organizational culture and marketplace strategy?

A firm that attempts to create long-term relationships with its buyers is:

Introduction to Sales Management

The Sales Function and Multi-Sales Channels

Leadership and the Sales Executive

Ethics,the Law,and Sales Leadership

Business-To-Business B2bsales and Customer Relationship Management

Leveraging Information Technologies

Designing and Organizing the Sales Force

Recruiting and Selecting the Right Salespeople

Training and Developing the Sales Force

Supervising,managing,and Leading Salespeople

Setting Goals and Managing the Sales Forces Performance

Motivating and Rewarding Salespeople

Turning Customer Information Into Sales Knowledge

Assessing the Performance of the Sales Force and the People Who Comprise It

Filters