20. In which country should the salesperson focus on closing the deal and aim towards the next sale?
a.
Mexico
c.
Jordan
b.
Japan
d.
Germany
21. A personal selling situation involves content and style. Which of the following is an example of
content?
a.
A salesperson discussing the attributes of a technical product.
b.
A salesperson drawing up the contract in the format prescribed by the customer.
c.
A salesperson avoiding eye contact with a client so as not to offend the person.
d.
All of the above are content examples.
22. A personal selling situation involves content and style. Which is not an example of a “style” issue?
a.
Using a local mannerism
c.
Negotiating a lower price
b.
Obeying a ritual
d.
All of the above are style examples.
23. Which of the following is not a dimension of national character?
a.
Individualism
c.
Uncertainty avoidance
b.
Power distance
d.
Personality
24. Which of the following is not true regarding low context culture?
a.
Low context culture uses formal communication.
b.
Low context culture is verbal.
c.
Low context culture considers the status of the speaker.
d.
Low context negotiators are more confrontational.
25. Which of the following is true regarding high-context cultures?
a.
High-context cultures are less confrontational in negotiations.
b.
High-context cultures follow Western logic.
c.
High-context negotiators are more programmatic.
d.
In high-context cultures the negotiation terminates when an agreement is formally reached
and in writing.
26. International management experts estimate that the cost of a failed expatriate assignment is in the ____
of dollars.
a.
hundreds
c.
millions
b.
thousands
d.
billions
27. The direct costs associated with each expatriate turnover are estimated to be between
a.
$10,000-$50,000
c.
$250,000-$750,000
b.
$55,000-$155,000
d.
$1 million – $1.5 million
28. In the process of recruiting expatriates, companies should select those individuals who have traits such
as:
a.
Openness.
b.
Awareness of one’s own cultural values.
c.
A high level of resiliency.
d.
All of the above.
29. How can culture shock be attenuated?
a.
The company should provide frequent trips back home.
b.
The company should increase the salesperson’s salary.
c.
The company should help the employee know what to expect in the new environment.
d.
The company should administer personality tests.
30. Which of the following is not a common training tool for international assignments?
a.
A short course in cross-cultural communications
b.
An extensive cultural immersion
c.
Reading a book
d.
All of the above are commonly used.
31. How can intrinsic aspects of motivation for an international assignment be addressed by the company?
a.
Through the recruiting process
c.
Through career incentives
b.
Through compensation
d.
Through leave and family policies
32. Which type of incentive provides payment for maids, cooks, gardeners, or even a night watchman?
a.
Cost-of-living adjustment
c.
Education allowance
b.
Housing allowance
d.
Home-leave allowance
33. Which type of incentive is likely to pay for the cost of staying at a quality hotel until housing becomes
available?
a.
Cost-of-living adjustment
c.
Home-leave allowance
b.
Housing allowance
d.
Moving allowance
34. Which of the following is used to increase extrinsic motivation?
a.
Cost-of-living adjustment
c.
Moving allowance
b.
Education allowance
d.
All of the above
35. Which type of incentive is likely to pay for schooling the children remaining in the home country and
to visit the family member(s) posted abroad?
a.
Housing allowance
c.
Home-leave allowance
b.
Education allowance
d.
Moving allowance
36. Which incentive is likely to cover storage in the home country?
a.
Housing allowance
c.
Moving allowance
b.
Home-leave allowance
d.
Repatriation allowance
37. Which incentive covers the expenses for moving back to the home country?
a.
Housing allowance
c.
Moving allowance
b.
Home-leave allowance
d.
Repatriation allowance
38. Why do employees experience a loss of status in their home environment upon repatriation?
a.
After being gone for some time, they lose touch with the home culture.
b.
They no longer seem to “fit” within the company.
c.
They become victims of the “out of sight, out of mind” phenomenon.
d.
In the host country they had higher status and enjoyed privileges (maids, housing) and
income much higher than in the home country.
39. How can companies facilitate repatriation for the employee?
a.
Keeping the expatriate abreast of all company developments.
b.
Flying the expatriate to headquarters on a regular basis.
c.
Keeping the expatriate on the e-mail list for intra-company communication.
d.
All of the above will facilitate repatriation.
40. What is the most important action that a company can take to ease the repatriation process?
a.
It should increase the employees compensation.
b.
It should keep the expatriate “in the loop” for the duration of the assignment.
c.
It should provide generous cost-of-living adjustments while the employee is abroad.
d.
It should administer psychological tests.
COMPLETION
1. The _________________________ national is a truly international sales person, the expatriate who
works in numerous countries.
2. _________________________ nationals are preferred by companies whose products are at the
forefront of technology.
3. _________________________ nationals are likely to be used where there is a greater political risk and
where there is a greater level of competition.
4. A _________________________ national is an employee working temporarily in an assignment
country, who is not a national of that country, nor of the country in which the corporate headquarters
of the company he or she works for are located.
5. The _________________________ national works in his or her home country for an international
corporation.
6. Selling via the ____________________ or mail is likely to become an important venue in approaching
new customers overseas in the near future.
7. The _________________________ is advancing regulation that promotes pan-European consistency
and fosters trade in the region.
8. In a personal selling situation, ____________________ includes substantive aspects of the interaction,
such as suggesting, offering or negotiating product–specific utilities and expectations.
9. In a personal selling situation, ____________________ refers to rituals, format, mannerisms, and
ground-rules of the buyer and seller during the course of their interaction.
10. _________________________ refers to shared norms and values that guide collective behavior in
organizations.
11. As defined, ____________________ refers to enduring traits that characterize individuals, motivating
them to act or react to external stimuli in a particular manner.
12. Negotiators from ____________________ context cultures are less programmatic and less rigid,
especially in time management, contract signing, and closing deals.
13. Negotiators from ____________________ context cultures follow Western logic, with the negotiation
terminating when an agreement is formally reached and in writing.
14. Individuals from ____________________ context cultures are less confrontational and place greater
emphasis on interpersonal interaction.
15. International management experts estimate that the cost of a failed expatriate assignment is in the
____________________ of dollars
16. _________________________ frequently accounts for early repatriation.
17. _________________________ is defined as a pervasive feeling of anxiety resulting from one’s
presence in a new unfamiliar culture.
18. The ____________________ aspects of motivation for an international assignment are addressed in
the recruiting process.
19. The ____________________ aspects of motivation includes things such as compensation, leave, and
family polices.
20. _________________________ is a feeling of anxiety associated with a longing for the international
environment left behind, fear of not adapting in the new environment and/or losing one’s job due to
lack of fit.
21. Offering a raise on return is a strategy that can be used by the company to better prepare the
expatriates for ____________________.
22. Guaranteeing a promotion upon return is a strategy that can be used by the company to better prepare
the expatriates for ____________________.
23. Providing a repatriation ____________________ is a strategy that can be used by the company to
better prepare the expatriates for repatriation.
24. To avoid ______________________________, the company should keep the expatriates ‘‘in the
loop’’ for the duration of their assignments.
ESSAY
1. Discuss the disadvantages of using home-country nationals.
2. How does cultural context affect personal selling?
3. Why type of personality traits should companies look for in the process of recruiting expatriates?
4. What types of things can a company do to extrinsically motivate an expatriate?
5. Discuss the issues surrounding repatriation.