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| 1 | |
A company's most direct tie to the customer is through: |
| | A) | advertising. |
| | B) | the Internet. |
| | C) | the salesperson. |
| | D) | public relations. |
| | E) | warranties. |
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| 2 | |
What is the first step in managing a sales force? |
| | A) | a compensation package |
| | B) | a benefits package |
| | C) | goals and objectives evaluation |
| | D) | the design of the sales force |
| | E) | none of the above |
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| 3 | |
When a salesperson goes abroad, represents his or her company to foreign markets, lives in those foreign markets, and immerses him- or herself in those cultures, the salesperson is called a(n): |
| | A) | expatriate. |
| | B) | local national. |
| | C) | third-country national. |
| | D) | domestic. |
| | E) | internationalist. |
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| 4 | |
All of the following are considered to be disadvantages of using expatriates for a company's international sales force EXCEPT: |
| | A) | cultural barriers. |
| | B) | legal barriers. |
| | C) | high cost. |
| | D) | the number of qualified personnel willing to live abroad. |
| | E) | the usually low pay and prestige associated with being an expatriate. |
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| 5 | |
Benz Chemicals is considering a move to the United States. The company knows that a sales force in the United States will be necessary if the company is to present itself and products well. However, the company would like to follow a new trend that has emerged in the last several years and has, therefore, chosen to use ____________ as its sales force. The primary reason for the choice is that this group has the ability to transcend both cultural and legal barriers. |
| | A) | expatriates |
| | B) | local nationals |
| | C) | third-country nationals |
| | D) | virtual nationals |
| | E) | mercenaries |
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| 6 | |
If a company were to decide to hire local nationals to serve as its sales force in a foreign market, which of the following would be considered to be the chief disadvantage for doing this? |
| | A) | their high cost |
| | B) | their unwillingness to work hard |
| | C) | the poor quality of their work |
| | D) | their lack of incentive |
| | E) | the tendency of headquarters personnel to ignore their advice |
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| 7 | |
Gert Schmidt is a German national that lives in Argentina. He speaks German, Spanish, and several other languages fluently. Kraft Foods recently hired Herr Schmidt to represent it in some rather difficult preliminary sales negotiations with several Argentinean food stores. What would be the best description of Herr Schmidt's role for Kraft Food? |
| | A) | expatriate |
| | B) | local national |
| | C) | third-country national |
| | D) | virtual expatriate |
| | E) | mercenary |
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| 8 | |
Which of the following is a prime requisite (according to the text) for expatriate and third-country nationals who intend to represent companies in the international marketplace? |
| | A) | maturity |
| | B) | intellectual capacity |
| | C) | knowledge of the Internet and wireless communication |
| | D) | knowledge of logistics |
| | E) | a law degree |
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| 9 | |
While Japanese and American sales personnel are often very different, they do agree on expected rewards from their companies when it comes to foreign assignments. Which of the following ranks highest among reward expectations for both Japanese and American salespeople? |
| | A) | job security |
| | B) | promotion |
| | C) | merit increase in pay |
| | D) | feeling of worthwhile accomplishment |
| | E) | social recognition |
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| 10 | |
When Jon Ramsey volunteered to go abroad to represent his company he had certain reward expectations. The expectations were payments of overseas premiums (called ______________ since his family did not go along), all excess expenses, and allowances for tax differentials. |
| | A) | hardship allowances |
| | B) | separation allowances |
| | C) | hazardous duty pay |
| | D) | kidnapping insurance |
| | E) | anti-inflation allowances |
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| 11 | |
Which of the following countries has the most dissimilar global compensation plan when compared to plans offered by the United States to its sales personnel? |
| | A) | Japan |
| | B) | France |
| | C) | Germany |
| | D) | United Kingdom |
| | E) | Australia |
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| 12 | |
There are always a series of do's and don'ts when it comes to designing an effective global compensation plan. Which of the following would not be among the don'ts? |
| | A) | don't design the plan centrally and dictate to local offices |
| | B) | don't create a similar framework for jobs with different responsibilities |
| | C) | don't assume that cultural differences can be managed through the incentive plan |
| | D) | don't permit local flexibility in implementation because control will be lost |
| | E) | all of the above are correct don'ts |
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| 13 | |
Rebecca Burton has decided to use the control tool of _________________ to control the international sales force at her disposal. Since she is out of personal contact with most of the sales force (most contact is through e-mail), she has found (like other companies) that this method of control gets almost all of her sales representative's attention quickly. |
| | A) | benefits packages |
| | B) | the incentive system |
| | C) | pride and accomplishment |
| | D) | promotion |
| | E) | ability to return to the United States |
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| 14 | |
Milton Barnes has just respectfully refused an overseas assignment with his company. In his thirty years with the company he has been overseas three times. This time Mr. Barnes used as his reason for refusal the most frequently cited reason for refusal of an overseas assignment. What is that reason? |
| | A) | low pay |
| | B) | fear of not being able to do a good job |
| | C) | concerns for career and family |
| | D) | dislike for foreign cultures |
| | E) | unwillingness to learn a new language and culture |
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| 15 | |
Companies with the least amount of returnee attrition differ from those with the highest attrition in one significant way. What is that way? |
| | A) | pay of employees |
| | B) | care for the family of the employee |
| | C) | personal career planning for the expatriate |
| | D) | requirement of future overseas assignments |
| | E) | paying for medical leave for the employee |
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