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18 Cards in this Set
- Front
- Back
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What is Relationship Centered? |
When the sales person aims to build an ongoing relationship with the customer |
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What is Deal- centered? |
When a sales person is soley concerened with completing the particoular transaction |
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What is personal selling? |
When a product is sold through personal methods ( eg sales people ) |
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What is expatriate? |
It is when a employee of the company/orgnisation is sent to anther country to work. |
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Five rules for an international seller |
1. be prepared 2. Slow down 3. develop relationships 4. Learn the language 5. Respect the culutre |
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What is local nationals? |
Employees of a company who are local to the market |
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What is third-country nationals? |
Expatriates from the business's own country working for a foreign company in a third country. |
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A company’s most direct tie to the customer is through: |
C) the salesperson |
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What is the first step in managing a salesforce? |
the design of the salesforce |
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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): |
Expatriat |
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If a company were to decide to hire local nationals to serve as its salesforce in a foreign market, which of the following would be considered to be the chief disadvantage for doing this? |
the tendency of headquarters personnel to ignore their advice |
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Benz Chemicals is considering a move to the United States. The company knows that a salesforce 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 salesforce. The primary reason for the choice is that this group has the ability to transcend both cultural and legal barriers. |
B) local nationals The local national, a new trend, successfully overcomes many cultural and legal barriers when it comes to putting a good salesforce in place in a foreign market. |
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If a company were to decide to hire local nationals to serve as its salesforce in a foreign market, which of the following would be considered to be the chief disadvantage for doing this? |
the tendency of headquarters personnel to ignore their advice |
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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? |
third-country national |
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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? |
merit increase in pay the quality of being particularly good or worthy, especially so as to deserve praise or reward.composers of outstanding merit Both of the two groups prefer a merit increase in pay as a reward. |
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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? |
Japan |
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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? |
don’t permit local flexibility in implementation because control will be lost |
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Rebecca Burton has decided to use the control tool of _________________ to manage the international salesforce at her disposal. Since she is out of personal contact with most of the salesforce (most contact is through e-mail), she has found (like other companies) that this method of control gets almost all of her sales representatives’ attention quickly. |
- the incentive system According to information presented in the text, the incentive system is the number one control used with respect to the international salesforce. |
