Question 1

Local cultural differences can cause misperceptions when mannerisms and behavior by a seller are perceived by the buyer as being:

Accepted Answer

A) thoughtful 
B) rude 
C) friendly 
D) collectivist 
E) cooperative 
A) thoughtful 
B) rude 
C) friendly 
D) collectivist 
E) cooperative

Question 2

A sales force that ignores corporate environmental policy by printing out all email communications with customers is showing:

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 3

A low-context culture is one in which:

Accepted Answer

A) only natives can understand the depth of the conversation 
B) speakers frame their words with conventions such as "if God grants it" 
C) non-verbal communication is more frequent than verbal communication 
D) there are many unspoken messages 
E) words mean what they mean 
A) only natives can understand the depth of the conversation 
B) speakers frame their words with conventions such as "if God grants it" 
C) non-verbal communication is more frequent than verbal communication 
D) there are many unspoken messages 
E) words mean what they mean

Question 4

A company that manufactures products at low prices and sells large numbers of these products 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

Question 5

A firm's corporate culture will influence its ethical standards.

Accepted Answer

A) True 
 B)False

Question 6

Corporate culture and the way a company operates are related to the company's:

Accepted Answer

A) production orientation 
B) product orientation 
C) marketplace orientation 
D) sales orientation 
E) relationship orientation 
A) production orientation 
B) product orientation 
C) marketplace orientation 
D) sales orientation 
E) relationship orientation

Question 7

Some personal traits that are considered positive in the United States,such as looking the other person in the eye while answering a question during a job interview,are considered offensive in other countries.This is just one small example of the complications surrounding the process of:

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 8

Because of webconferencing software as well as software applications that allow companies to design and host their own lessons and classes online,companies are experiencing far fewer 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 9

Deciding how to structure a global sales force can be difficult because all three categories have strengths and weaknesses.

Accepted Answer

A) True 
 B)False

Question 10

If a sales manager asks salespeople to record all the calls they make,but pads the number of calls she makes when reporting to her manager,she has a:

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 11

Companies with high-performance cultures are more competitive and earn more money than companies with low-performance cultures.

Accepted Answer

A) True 
 B)False

Question 12

A firm that focuses on selling products whether customers need them or not 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

Question 13

What is marketplace orientation? What factors go into it?

Accepted Answer

Marketplace orientation refers

Question 14

Differing cultural expectations between sellers and buyers from different countries increase the likelihood that actions and gestures that are perfectly acceptable to one party will be seen by the other as:

Accepted Answer

A) ambivalent 
B) value-neutral 
C) satisfactory 
D) unethical 
E) thoughtful 
A) ambivalent 
B) value-neutral 
C) satisfactory 
D) unethical 
E) thoughtful

Question 15

Of the five types of marketplace orientation,the worst one is production orientation.

Accepted Answer

A) True 
 B)False

Question 16

Entropy leads to misalignment and gaps in sales departments or organizations.

Accepted Answer

A) True 
 B)False

Question 17

All of the following can cause major miscommunications and problems EXCEPT:

Accepted Answer

A) carelessness 
B) words with multiple meanings 
C) idioms 
D) dipthongs 
E) slang 
A) carelessness 
B) words with multiple meanings 
C) idioms 
D) dipthongs 
E) slang

Question 18

What does the term "corporate culture" refer to?

Accepted Answer

Corporate culture refers to th

Question 19

What are three different types of salespeople who can work in foreign countries,and the strengths and weaknesses of each type.

Accepted Answer

Expatriates have product knowledge and c

Question 20

All of the following are examples of substantive actions toward corporate cultural change EXCEPT:

Accepted Answer

A) firing salespeople who don't support a cultural change 
B) reexamine policies and procedures and change them to reflect the new culture 
C) redesign the total rewards package to reflect the change 
D) change the physical layout of the office to reflect the change 
E) hold a kick-off banquet to promote the change 
A) firing salespeople who don't support a cultural change 
B) reexamine policies and procedures and change them to reflect the new culture 
C) redesign the total rewards package to reflect the change 
D) change the physical layout of the office to reflect the change 
E) hold a kick-off banquet to promote the change

Local cultural differences can cause misperceptions when mannerisms and behavior by a seller are perceived by the buyer as being:

A sales force that ignores corporate environmental policy by printing out all email communications with customers is showing:

A low-context culture is one in which:

A company that manufactures products at low prices and sells large numbers of these products is:

A firm's corporate culture will influence its ethical standards.

Corporate culture and the way a company operates are related to the company's:

Some personal traits that are considered positive in the United States,such as looking the other person in the eye while answering a question during a job interview,are considered offensive in other countries.This is just one small example of the complications surrounding the process of:

Because of webconferencing software as well as software applications that allow companies to design and host their own lessons and classes online,companies are experiencing far fewer problems:

Deciding how to structure a global sales force can be difficult because all three categories have strengths and weaknesses.

If a sales manager asks salespeople to record all the calls they make,but pads the number of calls she makes when reporting to her manager,she has a:

Companies with high-performance cultures are more competitive and earn more money than companies with low-performance cultures.

A firm that focuses on selling products whether customers need them or not is:

What is marketplace orientation? What factors go into it?

Differing cultural expectations between sellers and buyers from different countries increase the likelihood that actions and gestures that are perfectly acceptable to one party will be seen by the other as:

Of the five types of marketplace orientation,the worst one is production orientation.

Entropy leads to misalignment and gaps in sales departments or organizations.

All of the following can cause major miscommunications and problems EXCEPT:

What does the term "corporate culture" refer to?

What are three different types of salespeople who can work in foreign countries,and the strengths and weaknesses of each type.

All of the following are examples of substantive actions toward corporate cultural change EXCEPT:

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

Local cultural differences can cause misperceptions when mannerisms and behavior by a seller are perceived by the buyer as being:

A sales force that ignores corporate environmental policy by printing out all email communications with customers is showing:

A low-context culture is one in which:

A company that manufactures products at low prices and sells large numbers of these products is:

A firm's corporate culture will influence its ethical standards.

Corporate culture and the way a company operates are related to the company's:

Some personal traits that are considered positive in the United States,such as looking the other person in the eye while answering a question during a job interview,are considered offensive in other countries.This is just one small example of the complications surrounding the process of:

Because of webconferencing software as well as software applications that allow companies to design and host their own lessons and classes online,companies are experiencing far fewer problems:

Deciding how to structure a global sales force can be difficult because all three categories have strengths and weaknesses.

If a sales manager asks salespeople to record all the calls they make,but pads the number of calls she makes when reporting to her manager,she has a:

Companies with high-performance cultures are more competitive and earn more money than companies with low-performance cultures.

A firm that focuses on selling products whether customers need them or not is:

What is marketplace orientation? What factors go into it?

Differing cultural expectations between sellers and buyers from different countries increase the likelihood that actions and gestures that are perfectly acceptable to one party will be seen by the other as:

Of the five types of marketplace orientation,the worst one is production orientation.

Entropy leads to misalignment and gaps in sales departments or organizations.

All of the following can cause major miscommunications and problems EXCEPT:

What does the term "corporate culture" refer to?

What are three different types of salespeople who can work in foreign countries,and the strengths and weaknesses of each type.

All of the following are examples of substantive actions toward corporate cultural change EXCEPT:

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