国际市场营销学（原书第18版）测试题及答案 Chapter 17 – Personal Selling and Sales Managemen.docx

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NoreproductionordistributionwithoutthepriorwrittenonsentofMcGraw-HillEducation.

InternationalMarketing,18e(Cateora)

Chapter17PersonalSellingandSalesManagement

1)Thefirststepinmanagingasalesforceismakingadecisionregardingitsdesign.

2)Forsellinginrelationship-orientedcountries,asalesforceconsistingofAmericanexpatriatesprovestobemostefficient.

3)OnlyalimitednumberofAmericanhigh-calibersalespersonnelarewillingtoliveabroadforextendedperiodsoftimeasexpatriates.

4)Achiefdisadvantageofanexpatriatesalesforceisthehighcostforacompany.

5)Sinceexpatriatesarenotlocals,theyoftenhaveanegativeeffectontheprestigeofthecompanyanditsproductlineintheeyesofforeigncustomers.

6)Withadvancesincommunicationstechnologies,virtualexpatriatesfinditeasytomaintainclosecontactwithsubordinatesandcustomers.

7)Localsalespeoplearebetterabletoleadacompanythroughthemazeofunfamiliardistributionsystemsandreferralnetworksofaforeigncountry.

8)Themaindisadvantageofhiringlocalnationalsforaninternationalsalesforceisthetendencyofheadquarterspersonneltoignoretheiradvice.

9)Inrelationship-orientedcultures,salesrepresentativestendtobeonthebottomrungofthesocialladder.

10)ForanAmericancompany,oneofthedisadvantagesofrecruitingaU.S.home-countrynationalforaforeignsalesassignmentisthecostofdoubletaxation.

11)Thoughmaturityandemotionalstabilityareessential,thetransnationalmanagerisrarelyexpectedtohaveknowledgeofmanysubjects,eitheronoroffthejob.

12)Aninternationalsalespersoncanbehamperedbyflexibilitywhenworkinginaforeigncountryorinthehomecountry.

13)ThetraitsthatmakeforsuccessfulsalesrepresentativesintheUnitedStatesarethesameasthosethatareimportantinothercountriesaswe

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国际市场营销学 （原书第18版）测试题及答案 Chapter 17 – Personal Selling and Sales Managemen.docx