Answer: (A) Qualifications for the job, laws of the country, and type of personnel
Answer: (D) All of the above
Answer: (B) Products, customers, geography
Answer: (D) All of the above
Answer: (C) Emerging markets may not have reliable Wi-Fi or cellular service outside of their
largest cities
Answer: (A) Have the ability to access and effectively use new technology
8 How has technology affected the global salesperson?
(A) Created pressure for account managers to accommodate customers demands for 24/7
access to their salesperson
(B) Salespeople must be able to reach customers across several time zones
(C) The Internet reduced the need for salespeople
(D) Both A and B
Answer: (D) Both A and B
Answer: (D) All of the above
Answer: (B) Alert the sales force that changes are going to occur and let them know that
additional training will be forthcoming
Answer: (A) Communications in their own language
Answer: (D) All of the above
Answer: (D) All of the above
14 What was the common “”old”” structure for product pricing?
(A) Competitive pricing in the home market, higher pricing in foreign markets, and premium
pricing in emerging markets
(B) Higher pricing in the home market and competitive pricing in all foreign markets
(C) Premium pricing in the home market and competitive pricing in foreign markets
(D) Competitive pricing in all markets
Answer: (A) Competitive pricing in the home market, higher pricing in foreign markets, and
premium pricing in emerging markets
Answer: (D) All of the above
Answer: (B) Cultural needs
Answer: (D) Style
18 How do sales organizational structures change when a company moves into markets outside
of its home country?
Answer:
19 How can nonverbal communication negatively effect a sales presentation in a different
country?
Answer:
20 Discuss how pricing for global markets has changed as more information has been available
to customers.
Answer:
21 What are the possible ways that global account managers are used in organizational
structures?
Answer:
22 How can the salesperson’s position in balancing corporate ethics policies with local business
practices affect their individual ethics?
Answer:
23 Why were expatriate salespeople preferred for global sales jobs? Has that advantage
changed?
Answer:
24 How have improved technologies affected the global sales process?
Answer:
25 Why is it important for the sales managers to consider balancing overall company goals and
specific country objectives when creating compensation packages for salespeople?
Answer:
26 Discuss how cultural differences can effect the salesperson–client relationship.
Answer:
27 How can companies avoid ethical problems while working in global markets?
(A) By not moving into foreign markets
(B) Develop a defined and applied code of conduct, and reinforce ethical principles in training
(C) Following the laws of the country they are doing business in
(D) None of the above
Answer: (B) Develop a defined and applied code of conduct, and reinforce ethical principles in
training
Answer: (A) Some technologies may not be supported by local market conditions, such as web-
training
Answer: (D) All of the above
Answer: (D) All of the above
Answer: (C) Less pay but covered costs for housing and perks like a car
32 A complex logistics network:
(A) Introduces new products and bringing to market quickly
(B) Coordinates upgrades and new product releases
(C) Handles the distribution of products to markets around the world
(D) All of the above
Answer: (D) All of the above
Answer: (B) Whether or not to make different product specifications for new markets
Answer: (A) The degree to which products are comparable around the world
Answer: (A) True
Answer: (A) True
Answer: (B) False
Feedback: Evaluations are important in the global sales process. A well-understood performance
evaluation system should be used.
Answer: (B) False
Feedback: An individual may be a good fit in one corporate culture but not a good fit in another corporate
culture.
39 Salespeople across cultures have the same motivations.
(A) True
(B) False
Answer: (B) False
Feedback: The key difference between motivating the sales force is the impact of the individual’s cultural
needs, goals, and behaviors.
Answer: (A) True
Answer: (A) True
Answer: (A) True
Answer: (B) False
Feedback: Pricing can be very problematic as customers leverage information for better prices.
Answer: (B) False
Feedback: Sophisticated transportation and communication systems of global companies take away local
companies’ local advantage.
Answer: (B) False
Feedback: Western European and American cultures place a high value on time efficiency, while Asian
and Latin American cultures are more flexible with time.
Answer: (B) False
Feedback: Germany and France have evolved under different cultures.
Answer: (B) False
Feedback: Asian culture is one of respect and there is an effort to minimize conflict. The customer may
appear to be approving while they actually have objections to the presentation.
Answer: (A) True
Answer: (B) The development of an increasingly integrated global economy marked by free
trade, free flow of capital, and the tapping of cheaper foreign labor markets
Answer: (A) The need for management to make new sales territories
Answer: (C) The same level of service and product quality that is expected throughout the world
Answer: (A) The number zero
53 Sally uses a lot of friendly gestures when she speaks. Why should she be careful with
foreign customers?
(A) Nonverbal gestures vary across cultures; some innocent gestures in the US are offensive in
other cultures
(B) Nonverbal communication is frowned upon in sales meetings
(C) Nonverbal communication is the same across cultures
(D) None of the above
Answer: (A) Nonverbal gestures vary across cultures; some innocent gestures in the US are
offensive in other cultures
Answer: (C) Forbids US companies from bribing foreign officials
Answer: (B) Encounter individual ethical dilemmas
Answer: (A) Latin American cultures are more flexible with time, so the meeting time may not
be certain
Answer: (A) Group consensus; Individualism
Answer: (B) Family; hard work
59 Cultural values:
(A) Are short-term trends that happen in different countries
(B) Play an important role in shaping the salesperson-customer relationship
(C) Are a society’s ideals expressed as beliefs
(D) Both B and C
Answer: (D) Both B and C
Answer: (C) Language is less of an issue as the cultural context is intact
Answer: (A) One of the essential building blocks and primary communication tools in a society
Answer: (B) The sum of its regional markets
Answer: (A) Plan a relationship building activity such as a dinner
Answer: (D) All of the above
Answer: (B) False
Feedback: Even local and regional companies need to know about the effects of globalization.