1
Canon Car Mirrors is planning to enter Taiwan. How might the company’s personal selling
be affected?
(A)
Salespersons will be expected to give gifts to clients
(B)
Salespersons will need to be compensated by commissions only
(C)
Selling costs will be much higher than in the U.S.
(D)
All of the above
2
Taiwan Electronics wants to start some buzz in rural India about its new line of
televisions. They should seek out
(A)
(B)
(C)
(D)
3
In a pull strategy, sales promotions and advertisements are targeted at
(A)
distributors
(B)
retailers
(C)
consumers
(D)
All of the above
4
Companies use the push strategy in markets where
(A)
they lack access to advertising media
(B)
there is a huge market potential
(C)
there are a large number of distributors
(D)
there are few distributors
5
What is the type of selling in which a customer is met in person by a representative of the
marketing company?
(A)
Customer selling
(B)
Direct selling
(C)
Personal selling
(D)
Push selling
6
What was a major problem that Dell computer faced in Brazil when preparing to send
brochures to potential distributors?
(A)
They discovered the brochure color was offensive
(B)
They forgot to translate the brochure
(C)
They translated the brochure into Spanish from English
(D)
It was difficult to get a list of names and addresses of distributors
7
In which country is the time between the first sales call and the purchase decision likely
to be the quickest?
(A)
Britain
(B)
Sweden
(C)
Japan
(D)
United States
8
Sealed Air discovered that the major buying criteria of most Taiwanese manufacturers
was
(A)
quality of the product
(B)
purchase price
(C)
transportation costs
(D)
country of manufacture
9
English is spoken by most consumers in which industry?
(A)
Cosmetics
(B)
Electronics
(C)
Textiles
(D)
Packaged goods
10
English is the leading second language in
(A)
Asia
(B)
Latin America
(C)
West Africa
(D)
Both a and b
11
The main function of a missionary sales force is to
(A)
distribute the product
(B)
close the sale
(C)
promote the product
(D)
finalize negotiations
12
In Latin America, a sales force needs to spend more time to attract new business-to–
business customers because
(A)
buyers are monochronic
(B)
buyers are individualistic
(C)
buyer are more loyal to current suppliers
(D)
buyers are usually part of a family business
13
U.S.-based Akay Corporation is planning a spam campaign across Germany. This may be a
bad idea because
(A)
All sales promotions are forbidden by German law
(B)
EU laws forbid contacting consumers via the Internet
(C)
The EU has stronger privacy laws than those in the U.S.
(D)
Internet usage is too low in Germany to make this worthwhile
14
Karavel Foods is considering sponsoring soccer teams to market its new line of soft drinks
in developing countries. What advice would you give Karavel?
(A)
Soccer is only an appropriate choice in Latin America
(B)
Soccer is only an appropriate choice in Asia
(C)
Sports sponsorship is not a good way to reach lots of consumers in developing countries
(D)
Karavel soft drinks may be boycotted by some fans if the sponsored teams lose
15
Swiss Pharaceuticals never allows its sales force to offer business gifts in Switzerland, but
it does allow the practice in certain other markets. Why is this?
(A)
Business gifts are against the law in Switzerland
(B)
Gifts are required by law in some markets
(C)
Both a and b
(D)
None of the above
16
Swiss Pharaceuticals never allows its sales force to offer business gifts in Switzerland, but
it does allow the practice in certain other markets. Why is this?
(A)
They prefer the use of coupons in Switzerland
(B)
Gifts are the cultural norm in some markets
(C)
Both a and b
(D)
None of the above
17
Swiss Pharaceuticals never allows its sales force to offer business gifts in Switzerland, but
it does allow the practice in certain other markets. Why is this?
(A)
Business gifts are against the law in Switzerland
(B)
Gifts can be culturally suspect in Switzerland
(C)
Gifts are required by law in some markets
(D)
Both b and c
18
SCS Graphics, a U.S. company, is considering exhibiting at a trade fair in Egypt. What
advice would you give SCS?
(A)
This is a good idea if you do not have business contacts in Egypt
(B)
This is a good idea only if you already have business contacts in Egypt
(C)
You should never exhibit at a fair because competitors can see your products
(D)
Egyptian trade fairs are only open to Egyptian firms
19
SCS Graphics, a U.S. company, is considering exhibiting at a trade fair in Egypt. What
advice would you give SCS?
(A)
Egyptian trade fairs are only open to Egyptian firms
(B)
Egyptian trade fairs are only open to Arab firms
(C)
Only attend if end-users of your products will be there
(D)
You might be able to see what your competitors are selling
20
Indian Graphics is considering exhibiting at a trade fair in Germany. What advice would
you give SCS?
(A)
If seeking European distributors, be sure the public isn’t allowed to attend the fair
(B)
Fairs are not a place to look for distributors
(C)
Fairs are not a place to look for end-users of a product
(D)
None of the above
21
Indian Graphics is considering exhibiting at a trade fair in Germany. What advice would
you give SCS?
(A)
Only attend if end-users of your products will be there
(B)
Firms from developing countries usually have been disappointed with European trade fairs
(C)
You might find a distributor for your product at the fair
(D)
German trade fairs are only open to German companies
22
Tunetoy Industries will be bidding on a turnkey project in Saudi Arabia. What advice
would you give Tunetoy?
(A)
You may be asked to post a performance bond
(B)
Be sure your bid is the lowest
(C)
It is likely that hundreds of competitors will be submitting final bids
(D)
All of the above
23
Tunetoy Industries will be bidding on a turnkey project in Saudi Arabia. What advice
would you give Tunetoy?
(A)
The government will show its good faith by posting a performance bond
(B)
A consortium may be necessary to fulfill all requirements of the project
(C)
Turnkey projects are rare in developing countries and very difficult to complete
(D)
Be sure your bid is the lowest
24
Tunetoy Industries is competing for a major project with the Indonesian government. It is
in the prequalifying phase. It should
(A)
submit a formal bid
(B)
describe similar projects it has completed in the past
(C)
post a performance bond
(D)
decide soon if the project is of interest to the firm
25
Karavel Foods is considering using several sales promotions that were successful in the
U.S. in markets overseas. What advice would you give Karavel?
(A)
Sports promotions are rarely successful outside the U.S.
(B)
Consumers worldwide prefer coupons to sweepstakes
(C)
Many national laws govern sales promotions
(D)
All of the above
26
As a customer, you could expect a Japanese salesperson to
(A)
be aggressive in negotiations
(B)
call on you frequently
(C)
Both a and b
(D)
None of the above
27
In which country would recruiting qualified salespeople likely be the easiest?
(A)
Bangladesh
(B)
Indonesia
(C)
Nigeria
(D)
United States
28
In collectivist cultures, buzz marketing will
(A)
require the use of celebrities
(B)
require the use of members of the target in-group
(C)
require the use of persons at the top of the hierarchy
(D)
not work in a collectivist culture
29
Word of mouth is especially crucial to marketing in
(A)
Hong Kong
(B)
Indonesia
(C)
South Korea
(D)
All of the above
30
In order to recruit foreign students to U.S. MBA programs, universities may utilize
(A)
international selling
(B)
missionary sales
(C)
push strategies
(D)
None of the above
31
In which country would offering a gift to a potential client be most appropriate?
(A)
China
(B)
Saudi Arabia
(C)
Switzerland
(D)
It would be equally inappropriate in all the above
32
In which market would a visitor arriving late be most acceptable?
(A)
Indonesia
(B)
Switzerland
(C)
It would be equally unacceptable in all the above
(D)
Hong Kong
33
A(n) ^___^ is characterized by a relatively greater dependence on promotion, including
sales promotions and advertising, directed at the final buyer or end user for a product or
service.
34
A(n) ^___^ focuses on promoting to the distributors of a product rather than the end
user or ultimate buyer.
35
^___^ takes place whenever a customer is met in person by a representative of the
marketing company.
36
The guarantee given by the company winning the bid that it will pay certain specified
damages to the customer if the job is not completed is known as a(n) ^___^ bond.
37
A(n) ^___^ is a group of firms that share in a certain contract or project on a pre-agreed
basis but act as one company toward the customer.
38
^___^ is a type of marketing in which firms use word-of–mouth to attract people’s
attention.
39
Chinese consumers are less accepting of ___________________than are U.S. consumers,
(A)
buzz marketing
(B)
product placements
(C)
corporate advertising
(D)
spam
40
The main role of public relations personnel is to
(A)
promote new products
(B)
create buzz marketing
(C)
promote goodwill toward the firm
(D)
create bad publicity for competitors
41
In the United States, compensation packages for sales personnel are
(A)
fixed
(B)
very low
(C)
very high
(D)
flexible and volume-based
42
A global account team is one that is responsible for
(A)
serving customers all over the world
(B)
serving customers in a specific region
(C)
serving a particular customer globally
(D)
international accounting issues
43
Which of following is not a benefit of attending a trade show?
(A)
Introducing new products
(B)
Checking out competitors products
(C)
Meeting prospective customers
(D)
Creating negative publicity for the product
44
Which is the largest industrial trade fair in the world?
(A)
Canton Fair in China
(B)
Milan Fair
(C)
Hannover Fair
(D)
Comdex Fair in Las Vegas
45
An important promotional vehicle for the Boeing company is
(A)
buzz marketing
(B)
the Olympics
(C)
the World Cup
(D)
the Paris Air Show
46
While selling through a bidding process, the buyer is first interested in
(A)
detailed tender document
(B)
general company background
(C)
bid amount
(D)
unformatted tender document
47
The guarantee given by the company winning the bid that it will pay certain specified
damages to the customer if the job is not completed is known as a
(A)
guarantee bond
(B)
performance bond
(C)
junk bond
(D)
warranty
48
A group of firms that share in a certain contract or project on a pre-agreed basis but acts
as one company toward the customer is known as a(n)
(A)
consortium
(B)
merger
(C)
joint venture
(D)
acquisition
49
The main purpose of sales promotions is to
(A)
get rid of excess inventory
(B)
stimulate consumer demand
(C)
downgrade competitors products
(D)
None of the above
Answer:
(B)
stimulate consumer demand
50
Which of the following companies would not be involved in sponsoring the soccer world
cup?
(A)
Boeing
(B)
Nike
(C)
Sony
(D)
Pepsi
Answer:
(A)
Boeing
51
What is the number one spectator sport in much of the world?
(A)
Soccer
(B)
Basketball
(C)
Baseball
(D)
The Olympics
(A)
Soccer
52
Chinese consumers are less accepting of ^___^ placements than are U.S. consumers.
Answer:
product
53
A pull strategy is directed at the final buyer or end user of a product or service.
(A)
True
(B)
False
(A)
True
54
Global account management teams serve customers in one particular geographic region.
Answer:
(A)
consortium
(A)
True
(B)
False
55
Trade fairs offer companies a chance to promote new products and meet with prospective
customers in a less formal atmosphere.
(A)
True
(B)
False
56
During the search phase of a bidding process, the buyer is interested in general company
background and what previous projects have been completed by potential bidders.
(A)
True
(B)
False
57
A turnkey project is a project in which one bidder begins the project and another finishes
it.
(A)
True
(B)
False
58
Ad hoc consortia can be formed for very large projects only if the firms in the consortia all
possess the same skill set.
(A)
True
(B)
False
59
Slotting allowances are expensive in Saudi Arabia where shelf space in supermarkets is
limited.
(A)
True
(B)
False
60
Most companies sponsoring global sports events are companies that have products with
global appeal such as soft drinks and consumer electronics.
(A)
True
(B)
False
61
Buzz marketing involves hiring high profile sports stars and featuring them in
advertisements.
(A)
True
(B)
False
62
Public relations personnel promote good will and assuage bad publicity for their company.
(A)
True
(B)
False
63
Word of mouth is especially crucial to marketing in Asia.
(A)
True
(B)
False
64
Proactive public relations by MNCs can help offset xenophobia in host countries.
(A)
True
(B)
False
65
Sales jobs are considered very attractive in developing countries, and companies usually
get top quality recruits.
(A)
True
(B)
False
66
Japanese buyers do not like salespersons to drop by frequently.
(A)
True
(B)
False
67
A company’s decision to use personal selling is based on the complexity of the product
and available resources.
(A)
True
(B)
False
68
Local sales forces are involved in selling in only one country.
(A)
True
(B)
False
69
One of the important tasks of the international sales force is to identify the buying unit of
the company.
(A)
True
(B)
False
70
Personal selling is always in English and knowledge of the local language is not very
beneficial.
(A)
True
(B)
False
71
French is the language spoken by most customers in the aerospace industry.
(A)
True
(B)
False
72
In the textile industry, companies tend to assign sales territories to salespersons on the
basis of language skills.
(A)
True
(B)
False
73
Exchanging business gifts before meetings is customary in all countries.
(A)
True
(B)
False
74
Negotiating with the Chinese takes much less time than negotiating with people from the
United States or other Western countries.
(A)
True
(B)
False
75
Cultural differences concerning contracts appear to be decreasing due to cultural
convergence.
(A)
True
(B)
False
76
A company-owned sales force gives the company better control over what products to
market and when to market them.
(A)
True
(B)
False
77
To be a successful salesperson in Japan, one has to call customers often and build
relationships before finalizing a sale.
(A)
True
(B)
False
78
Chinese consumers are less accepting of product placements than are Americans.
(A)
True
(B)
False
79
Chinese consumers are more accepting of product placements than are Americans.
(A)
True
(B)
False
80
Action Toys is planning a push strategy in France. Which of the following would the firm
likely pursue?
(A)
Lowering prices to consumers
(B)
Increasing prices to consumers
(C)
Increasing advertising
(D)
Increasing distributors’ margins
81
Indopharm is planning a push strategy in Russia. Which of the following would the firm
likely pursue?
(A)
Lowering prices to consumers
(B)
Increasing distributors’ margins
(C)
Couponing consumers
(D)
Push strategies are outlawed in Russia
82
Tin City Bicycles relies on a pull strategy in Italy. Therefore, it is likely to
(A)
have selective distribution
(B)
have exclusive distribution
(C)
have relatively low prices
(D)
advertise
83
French Bakery Breads utilizes couponing and advertising extensively in Argentina. It is
pursuing which of the following?
(A)
A push strategy
(B)
A pull strategy
(C)
Global account strategy
(D)
Both a and c
84
Shelf space is difficult to find in Saudi Arabia and advertising is limited and expensive. In
Saudi Arabia, Karavel Foods should consider
(A)
a push strategy
(B)
a pull strategy
(C)
extensive distribution
(D)
piggybacking
85
U.S.-based X-Way Industries provides military aircraft to governments abroad. It will
likely employ
(A)
a push strategy
(B)
a pull strategy
(C)
international selling
(D)
product placement
86
Clover works supplies traffic management systems to governments around the world. It
will likely employ
(A)
a push strategy
(B)
personal selling
(C)
product placement
(D)
spam
87
Clover works supplies traffic management systems to governments around the world. It
will likely employ
(A)
personal selling
(B)
formal bids
(C)
performance bonds
(D)
All of the above
88
Clover works supplies traffic management systems to governments around the world. It
will likely not employ
(A)
personal selling
(B)
trade fairs
(C)
formal bids
(D)
telemarketing
89
Argentin-tech is considering using personal selling to promote the purchase of its
software in Brazil. What can Argentin-tech expect from this strategy?
(A)
It will be inexpensive
(B)
It will be relatively costly
(C)
Potential buyers will be difficult to identify
(D)
Both b and c
90
Taberet, a German company, is planning an extensive move into Brazil. How will Taberet’s
personal selling model be affected in this new market?
(A)
Selling costs will be higher than in Germany
(B)
Salespersons will be easy to recruit
(C)
Communication must be in English or Spanish
(D)
The compensation package may need to be adapted
91
Karavel Foods is planning a push strategy in Indonesia. Which of the following would
Karavel likely pursue?
(A)
Selective distribution
(B)
Lowering prices to consumers
(C)
Increasing distributors’ margins
(D)
Increasing advertising
92
A performance bond is often required for
(A)
all government contracts
(B)
major government contracts
(C)
a missionary sales force
(D)
participation in an international trade fair
93
Japanese corporate buyers rarely rely on word of mouth when seeking suppliers.
(A)
True
(B)
False
94
When seeking suppliers, U.S. corporate buyers use a greater variety of referral sources
than do their Japanese counterparts.
(A)
True
(B)
False
95
Personal selling is one of the least expensive forms of promotion.
(A)
True
(B)
False
96
On average, the time between a first sales call and a purchase is shorter in the United
States than it is in Europe.
(A)
True
(B)
False
97
On average, the time between a first sales call and a purchase is longer in the United
States than it is in Europe.
(A)
True
(B)
False
98
On average, the time between a first sales call and a purchase is shorter in the United
States than it is in Japan.
(A)
True
(B)
False
99
On average, the time between a first sales call and a purchase is longer in the United
States than it is in Japan.
(A)
True
(B)
False
100
A common problem with global account management is that customers demand lower
prices.
(A)
True
(B)
False
101
Exchanging gifts before business meeting is customary in most Chinese cultures.
(A)
True
(B)
False
102
During the prequalifying phase of a bidding process, the buyer is interested in general
company background and what previous projects have been completed by potential
bidders.
(A)
True
(B)
False
103
Pet Vet Russia Expo is an example of a
(A)
international sales force
(B)
local sales force
(C)
missionary sales force
(D)
trade fair
104
Taberet, a German company, is planning an extensive move into Brazil. How will Taberet’s
personal selling model be affected in this new market?
(A)
Salespersons may be difficult to recruit
(B)
Potential buyers should be easy to identify
(C)
Salespersons will need to be compensated by commissions only
(D)
Salespersons will need to register with the government