Question 1

A sales manager who wants his salespeople,who are from a variety of different cultures,to interact in the same informal style he does is displaying:

Accepted Answer

A) polycentric behavior 
B) ethnocentric behavior 
C) self-reference behavior 
D) corporate behavior 
E) organization behavior 
A) polycentric behavior 
B) ethnocentric behavior 
C) self-reference behavior 
D) corporate behavior 
E) organization behavior

Question 2

Discuss the problems determining ethical behaviors across different cultures.What is an example of an action that could be considered ethical in one culture and unethical in another?

Accepted Answer

Different cultures see actions in differ

Question 3

A company that tries to please its buyers while also maximizing the profits of the company 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 4

A high-performance culture has all of the following characteristics EXCEPT:

Accepted Answer

A) insular thinking 
B) people oriented 
C) results oriented 
D) stresses achievement and excellence 
E) reinforces cultural beliefs 
A) insular thinking 
B) people oriented 
C) results oriented 
D) stresses achievement and excellence 
E) reinforces cultural beliefs

Question 5

What is the value of changing a corporate culture? Why are managers so important in the process of change?

Accepted Answer

If strategy and culture are not in align

A sales manager who wants his salespeople,who are from a variety of different cultures,to interact in the same informal style he does is displaying:

Discuss the problems determining ethical behaviors across different cultures.What is an example of an action that could be considered ethical in one culture and unethical in another?

A company that tries to please its buyers while also maximizing the profits of the company is:

A high-performance culture has all of the following characteristics EXCEPT:

What is the value of changing a corporate culture? Why are managers so important in the process of change?

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

A sales manager who wants his salespeople,who are from a variety of different cultures,to interact in the same informal style he does is displaying:

Discuss the problems determining ethical behaviors across different cultures.What is an example of an action that could be considered ethical in one culture and unethical in another?

A company that tries to please its buyers while also maximizing the profits of the company is:

A high-performance culture has all of the following characteristics EXCEPT:

What is the value of changing a corporate culture? Why are managers so important in the process of change?

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