Deck 14: Sales Management

Question 1

Which of the following is an example of an issue faced by international sales strategy?

A) motivation.
B) cultural sensitivity.
C) ethical standards.
D) relationship building.
E) home to host communications.

Answer 1

E

Question 2

The salesperson can best be described as being the ______________ for the company.

A) support mechanism
B) front line
C) mouthpiece
D) promoter
E) educator

Answer 2

B

Question 3

Motivation, cultural sensitivity, ethical standards, fairness, and relationship building are issues relevant to _______________________ considerations.

A) international product
B) international sales strategy
C) international mix
D) intercultural issues with the foreign country
E) global society

Answer 3

D

Question 4

Unlike the United States where customers visit car dealers, a majority of cars are sold by door-to-door salespeople in _________________.

A) India.
B) Pakistan.
C) Japan.
D) Ireland.
E) Mongolia.

Question 5

All of the following are tasks of the average salesperson EXCEPT:

A) take orders.
B) deliver products.
C) repair products.
D) educate consumers.
E) provide technical knowledge.

Question 6

How large a sales force needs to be, how much training the sales force will need, whether the sales force is predominately local or foreign, and the manner of
Compensation are all issues influenced by the __________________ in(into) a
Market.

A) form of marketing
B) form of entry
C) form of promotion
D) form of commission
E) form of management

Question 7

When researchers try to put the word international into sales management and personal selling, clarification is needed. ____________________ considerations
Include issues that analyze more than one country's assets, strengths, and situations,
Or that deal directly with cross-border coordination.

A) International product
B) International strategy
C) International mix
D) Intercultural
E) Global society

Question 8

With respect to sales and sales management entry into a foreign market, _________ integration refers to greater ownership and control of the distribution channel.

A) vertical
B) horizontal
C) forward
D) backward
E) dual

Question 9

Sales force skill availability, company image, expatriate recruiting, and centralized training are issues relevant to ________________________ considerations.

A) international product
B) international sales strategy
C) international mix
D) intercultural issues with the foreign country
E) global society

Question 10

With respect to sales and sales management, the entry method into a market is also called the ____________________________.

A) zone process
B) level of migration
C) level of expatriation
D) level of complexity
E) level of integration

Question 11

All of the following are examples of intercultural issues with the foreign country EXCEPT:

A) motivation.
B) cultural sensitivity.
C) ethical standards.
D) relationship building.
E) home to host communications.

Question 12

All of the following are examples of international sales strategy issues EXCEPT:

A) sales force skill availability.
B) selling style differences.
C) country image.
D) expatriate recruiting.
E) centralized training.

Question 13

Selling through an Export Management Company (EMC) or an Export Trading Company (ETC) is considered a _____________ involvement approach to
International sales.

A) low
B) middle
C) high
D) backward
E) parallel

Question 14

Which of the following is an example of an issue that is addressed by intercultural issues with the foreign country?

A) sales force skill availability.
B) selling style differences.
C) country image.
D) expatriate recruiting.
E) centralized training.

Question 15

The salesforce management process starts with setting:

A) objectives and strategy.
B) objectives and manufacturing.
C) objectives and marketing.
D) objectives and operations.
E) objectives and raw material.

Question 16

A key decision that a marketer must make with respect to international marketing is _______________________. This decision limits and defines key underlying aspects
Of its future sales force management.

A) which market to enter
B) how much to spend in a market
C) how to enter the market
D) how far should a market be entered
E) how long to stay in a market

Question 17

The _________________ in(into) a market will determine how large the sales force needs to be and will influence how much training it will require.

A) form of marketing
B) form of entry
C) form of promotion
D) form of commission
E) form of management

Question 18

If a company begins its foreign sales by exporting through merchant distributors and then purchases a foreign sales subsidiary and locates product warehouses abroad, this
Would be a form of _____________________ integration.

A) vertical
B) horizontal
C) forward
D) backward
E) dual

Question 19

If a company begins its foreign sales by exporting through a merchant distributor who takes title to the product and performs all the necessary foreign sales functions, this
Would be a form of ________________ integration.

A) vertical
B) horizontal
C) forward
D) backward
E) dual

Question 20

In the sales management "process," the first step is where the manager:

A) sets objectives and strategy.
B) determines goals and purposes.
C) recruits.
D) trains.
E) supervises.

Question 21

Which of the following degrees of involvement would probably be in use when piggybacking and selling through chains are used by the firm?

A) limited foreign involvement and visibility
B) local management and sales force
C) expatriate management and local sales force (mixed)
D) heavy to complete expatriate sales force
E) maximum global control and world wide ownership

Question 22

_____________________ is usually a large conglomerate that imports, exports, countertrade, invests, and manufactures in the global arena.

A) A foreign franchise
B) An Export Trading Company
C) An Export Management Company
D) A Noraizi agent
E) A bulk-breaker

Question 23

If the company uses expatriates to oversee sales regions and lead training, the firm will probably use which form of involvement listed below?

A) limited foreign involvement and visibility
B) local management and sales force
C) expatriate management and local sales force (mixed)
D) heavy to complete expatriate sales force
E) maximum global control and world wide ownership

Question 24

Which of the following degrees of involvement would probably be in use when Export Management Companies, Export Trading Companies, or direct exporting
Are being used by the firm?

A) limited foreign involvement and visibility
B) local management and sales force
C) expatriate management and local sales force (mixed)
D) heavy to complete expatriate sales force
E) maximum global control and world wide ownership

Question 25

When a company has a _________________ involvement approach, the company substantially controls the foreign distribution channels.

A) low-level
B) mid-level
C) high-level
D) backward level
E) parallel level

Question 26

Which of the following statements MOST accurately describes the state of international selling?

A) At the level of personal selling there is little true international selling.
B) International selling is a function of the degree of involvement.
C) Because of the global nature of business today, global selling transcends international boundaries.
D) International selling will never work.
E) International selling is tightly monitored by most governments because of the potential for funds outflow.

Question 27

Sogoshosha (such as Mitsubishi, Mitsui, Sumitomo, and Marubeni) are the Japanese equivalents of _______________________.

A) a foreign franchise
B) an Export Trading Company
C) an Export Management Company
D) a dealer network
E) a bulk-breaker

Question 28

Which of the following forms of company sales involvement generally have the lowest involvement of expatriates?

A) low-level
B) mid-level
C) high-level
D) backward level
E) parallel level

Question 29

A _________________ occurs when we group people (from what might appear to us as very similar cultures) together in perhaps an inappropriate manner because
Those people consider themselves to be different.

A) cultural assimilation
B) cultural harmony
C) cultural generalization
D) cultural syncopation
E) cultural similarity

Question 30

Many ______________________ use EMCs services mainly to test the international arena.

A) contract manufacturers
B) franchisees
C) experienced exporters
D) inexperienced exporters
E) none of the above

Question 31

If a company follows a _______________ involvement path, it normally gives up the ability to motivate and monitor the sales force and to train them to better serve
The customer.

A) low
B) middle
C) high
D) backward
E) parallel

Question 32

If the company describes its situation as being concerned with a contract for sales from the U.S., no sales force or representatives abroad, and little or no control over
The foreign marketing process, the firm will probably use which form of involvement
Listed below?

A) limited foreign involvement and visibility
B) local management and sales force
C) expatriate management and local sales force (mixed)
D) heavy to complete expatriate sales force
E) maximum global control and world wide ownership

Question 33

Germans are typically viewed as scientifically exacting and industrious people. However, the typical German manufacturing work week is only thirty hours and
The workers jealously guard their free time and show little interest in working
Overtime. This would be an example of the dangers of ____________________.

A) cultural onomonopea
B) cultural adiaphoria
C) cultural generalization
D) cultural syncopation
E) cultural similarity

Question 34

If a marketing manager were to mistakenly group South Koreans and Japanese together (either as a market or by business and labor practices), this would be an
Example of a _________________ problem.

A) cultural onomonopea
B) cultural adiaphoria
C) cultural generalization
D) cultural syncopation
E) cultural similarity

Question 35

Personal selling is predominantly a _________________ activity.

A) psychological
B) ethnic
C) tribal
D) group
E) personal

Question 36

When a company has the ____________________ involvement approach, the company (because it uses either host country employees or expatriates) must face
The foreign culture and intercultural communication can become an issue that must
Be dealt with through training.

A) low-level
B) mid-level
C) high-level
D) backward level
E) parallel level

Question 37

As an example of a company that has the _______________________ involvement approach, the company will generally own warehouses where goods are stored and/or
Own outlets where products are sold.

A) low-level
B) mid-level
C) high-level
D) backward level
E) parallel level

Question 38

Which of the following statements MOST accurately describes the state of international selling?

A) Despite growing "international sales," salespeople typically work only in one region.
B) International selling is a function of the degree of involvement.
C) Because of the global nature of business today, global selling transcends international boundaries.
D) International selling will never work.
E) International selling is tightly monitored by most governments because of the potential for funds outflow.

Question 39

_____________________ serves the needs of their clients in entering a market or sourcing goods from a market. They are characterized by their "service" nature and
Efforts to interact with and meet the needs of the exporter client.

A) A foreign franchise
B) An Export Trading Company
C) An Export Management Company
D) A Noraizi agent
E) A bulk-breaker

Question 40

Which of the following forms of company sales involvement generally have the highest involvement of expatriates?

A) low-level
B) mid-level
C) high-level
D) backward level
E) parallel level

Question 41

The first step in the sales force management process is best described as being:

A) designing sales force strategy.
B) setting sales force objectives.
C) recruiting and selecting salespeople.
D) commission system management.
E) supervising salespeople.

Question 42

Ethics for international sales reps:

A) are the same regardless of country.
B) can be taught and are no longer a problem once training has taken place.
C) don't matter-reps should do what the home culture expects.
D) demand clear corporate policies to help reps avoid problems.
E) should be ignored until a complaint is made, then the guilty should be punished.

Question 43

According to the Myers-Briggs Type Indicator test, the _____________ tends to rely on the environment for guidance, be action-oriented, sociable, and communicate
With ease and frankness.

A) extrovert
B) introvert
C) sensing person
D) intuitive person
E) thinking person

Question 44

With respect to sales force structure, the ____________________ sales force has each salesperson responsible for a particular area (reporting up the line to regional
Sales managers).

A) territorial
B) product
C) customer
D) matrix
E) "open plan"

Question 45

One popular tool for characterizing people that addresses their cognitive styles is the ____________________.

A) Kelsey-Ciebold scale.
B) Johns-Hopkins initial perception scale.
C) Majors-Hawkins Cognitive Indicator.
D) Myers-Briggs Type Indicator.
E) Spaniel test.

Question 46

With respect to the functions of sales force strategy, the ______________ refers to and determines the physical positioning and responsibilities of each salesperson.

A) size
B) structure
C) compensation procedure
D) modeling procedure
E) evaluation procedure

Question 47

The __________________ states explicitly what the sales force will be asked to do.

A) sales force strategy
B) sales force objectives
C) sales force training procedures
D) sales force recruiting procedures
E) sales force evaluation procedures

Question 48

According to the Myers-Briggs Type Indicator test, the _____________ tends to value the possibility and meaning more than immediate experience, and become
More imaginative, theoretical, abstract, and future oriented.

A) extrovert
B) introvert
C) sensing person
D) intuitive person
E) thinking person

Question 49

According to the Myers-Briggs Type Indicator test, the _____________ tends to show a greater concern with concepts and ideas than with external events, relative
Detachment, and enjoyment of solitude and privacy over companionship.

A) extrovert
B) introvert
C) sensing person
D) intuitive person
E) thinking person

Question 50

Setting sales force objectives internationally will not only depend on the company goals but will also depend on:

A) the training procedures.
B) the recruiting procedures.
C) the evaluation procedures.
D) an analysis of the culture and the values of the country it is entering.
E) management standards for excellence.

Question 51

The ________________ classifies people on four personal dimensions. These are extrovert versus introvert, sensing versus intuitive, thinking versus feeling, and
Judging versus perceiving.

A) Hartman profile
B) Myers-Briggs Type Indicator
C) Majors-Hawkins Cognitive Indicator
D) Spaniel test for concepts
E) Freudian fantasy test

Question 52

__________________ addresses the structure, size, and compensation of the sales force.

A) Sales force objectives
B) Sales force goals
C) Sales force strategy
D) Sales force policy
E) Sales force vision

Question 53

With respect to sales force structure, the ______________________ sales force has each salesperson sell only one product or product line (even when selling to a single
Customer).

A) territorial
B) product
C) customer
D) matrix
E) "open plan"

Question 54

The differences between the cultures of companies in two countries are based more on the ingrained cultural values of the ___________________.

A) consumers
B) governments
C) board of directors
D) CEOs
E) employees

Question 55

____________________ the sales force means directing and motivating the sales force to fulfill the company's objectives and providing the resources to allow them
To do so.

A) Recruiting
B) Training
C) Evaluating
D) Supervising
E) Compensating

Question 56

Evaluations of sales performance should be ________.

A) cumulative
B) exhaustive
C) quantitative
D) qualitative
E) both C and D

Question 57

All of the following are steps in the sales force management process EXCEPT:

A) setting sales force objectives.
B) designing sales force strategy.
C) recruiting and selecting salespeople.
D) commission system management.
E) supervising salespeople.

Question 58

In order to ensure a globally consistent sales strategy, a company will likely:

A) conduct sales training on a country-by-country basis.
B) train the sales managers in the headquarters country and send them abroad.
C) bring all employees to the headquarters country for training, then send them to their home markets.
D) hire professional sales trainers to travel abroad to train employees.
E) none of the above

Question 59

According to the Myers-Briggs Type Indicator test, the _____________ tends to focus on immediate experience, become more realistic and practical, and develop
Skills such as acute powers of observation and memory for details.

A) extrovert
B) introvert
C) sensing person
D) intuitive person
E) thinking person

Question 60

Difficulties in setting compensation packages for global salesforces include:

A) unions may restrict wage options.
B) some cultures are not motivated to work harder regardless of monetary incentives.
C) local firms may protest that the MNC is stealing the best talent with wages out of line with local standards.
D) culture may dictate that people of the same rank should not be compensated differently regardless of performance.
E) all of the above

Question 61

Stages of the negotiation process include the following EXCEPT:

A) non-task sounding.
B) task-related information exchange.
C) foreign travel.
D) persuasion.
E) concessions and agreements.

Question 62

The single most compelling reason that most expatriates return home early from their tour of duty abroad is:

A) motivation.
B) salary.
C) health.
D) fear of the foreign environment.
E) family discord.

Question 63

The general trend among U.S. multinationals has been a decreasing use of ______________ managers overseas and an increasing reliance on ____________
Foreign talent since the 1990s.

A) global, local
B) international, local
C) European, local
D) expatriate, local
E) Asian, local

Question 64

All of the following are disadvantages of using expatriates over foreign nationals as managers, EXCEPT:

A) cross-cultural training.
B) motivation.
C) honesty.
D) compensation.
E) family discord.

Question 65

If a firm has limited foreign involvement and visibility, a correct choice for them to
use in entering a foreign country would be to enter into an arrangement with an
Export Management Company.

Question 66

The salesperson is not the front line for the company.

Question 67

Expatica's Relocation Services' 2008 survey provided the following recommendations regarding reducing attrition rates EXCEPT:

A) membership in top private business clubs.
B) chances to use international experience.
C) a choice of positions upon return.
D) recognition.
E) repatriation career support.

Question 68

With respect to evaluating salespeople, _________________ evaluations can be in the form of comparisons of sales, of sales percents, or increases in sales.

A) parametric
B) qualitative
C) quantitative
D) nonparametric
E) decisional

Question 69

With respect to rewarding salespeople, _________________ reinforces the negative image of the salesperson benefiting from the sale, with no regard for the purchaser's
Well-being.

A) the salary system
B) the commission system
C) the motivation system
D) the retainer system
E) the hourly wage system

Question 70

In international marketing, negotiation strategies include the following EXCEPT:

A) employ an outsourcing consultant.
B) employ an agent or advisor.
C) involve a mediator.
D) induce the counterpart to follow one's own negotiation script.
E) Adapt the counterpart's negotiation script.

Question 71

___________________ are home country personnel sent overseas to manage local operations in the foreign market.

A) Managers
B) International personnel
C) Group managers
D) Expatriates
E) Foreign managers

Question 72

Unlike the United States, the majority of cars sold in Japan are sold door-to-door.

Question 73

Sales force skill availability, country image, and expatriate recruiting are all issues
that are relevant as intercultural issues with the foreign country.

Question 74

If a firm has limited foreign involvement and visibility, a correct choice for them to
use in entering a foreign country would be to develop an expatriate sales force.

Question 75

When considering international sales management issues, ________________
considerations are issues that analyze more than one country's assets, strengths, and
situations, or that deal directly with cross-border coordination.

Question 76

The question of how to enter the market is central to marketing.

Question 77

Motivation, cultural sensitivity, ethical standards, and fairness are all issues that are
relevant as intercultural issues with the foreign country.

Question 78

All of the following are advantages that expatriates have over foreign nationals as managers of MNCs, EXCEPT:

A) more intelligence.
B) better communication.
C) better understanding of office politics.
D) develops better future managers.
E) better relationships with the home office.

Question 79

Backward integration refers to greater ownership and control of the distribution
channel.

Question 80

Sales people do not sell services.