MKT 400 CHAPTER 17 EXAM QUESTIONS WITH VERIFIED SOLUTIONS LATEST UPDATE 2026

MKT 400 CHAPTER 17 EXAM QUESTIONS WITH VERIFIED SOLUTIONS LATEST UPDATE 2026 The job of an international sales manager is made more interesting by the__________ - Answers globalization of markets and customers A(n) ______ presents company offerings, gathers information on consumers, and serves as the last link in the execution of a company's marketing and sales strategy. - Answers salesperson The need for relationship marketing is high in relationship-based cultures, which ______. - Answers focus on developing long-term alliances Identify the factors that an international sales manager must take into account when designing a sales force for a foreign market. (Check all that apply.) - Answers -The size of the company's accounts -The degree to which a country is relationship oriented or information oriented -The technology of a product or service that the company offers Increasing coordination across advertising, marketing research, and personal selling efforts is the result of _____. - Answers advancing information technology The number, features, and assignments of sales representatives are decisions regarding the _____ of a sales force. - Answers design After international sales managers decide what type of people are needed in a market's sales force, they begin implementing aspects of design such as _____. - Answers territory allocation and customer call plans The task of making design decisions is made more challenging by the _____. - Answers diverse conditions in international markets A company assigns a smaller number of home-country nationals to foreign posts when the foreign country has a(n) ______. - Answers large number of experienced and trained locals The most direct connection between a customer and a company is a ______, who is viewed as the embodiment of the company by most customers. - Answers salesperson Companies recruit their sales forces for foreign countries from _____. - Answers expatriates, local nationals, and third-country nationals Identify an accurate statement about the effects that technological advancements are expected to have on field sales efforts. - Answers Field sales efforts are expected to decrease substantially. True or false: The use of high-tech resource allocation tools requires intricate knowledge of only geographical details. - Answers False A company has introduced into a foreign market a highly technical product that requires personnel with extensive background information to sell it. What kind of sales personnel are likely to best sell the product? - Answers Expatriates Companies assign a number of marketing personnel to foreign countries based on the ______. - Answers size of the operation and the availability of qualified locals The most important advantage of recruiting expatriates in a foreign sales force is that they ______. - Answers can communicate influentially with their headquarters' personnel Usually the largest personnel requirement abroad is the _____. - Answers sales force The drawbacks of an expatriate sales force include _____. - Answers high costs and cultural and legal barriers Before assigning an employee to a career-long foreign assignment as an expatriate, a company needs to ensure that the employee _____. - Answers is sufficiently effective The best cultural bridges between the home country and the foreign country for firms seeking to penetrate a foreign market are _____ - Answers recent immigrants and their children As world trade grows and more companies hire locals for marketing jobs, there is an increase in the number of companies that rely on ______ when the products being sold are highly technical. - Answers expatriate personnel Employees in a company's international sales force who manage the company's operations in a foreign market without moving to the other country are known as _____. - Answers virtual expatriates Identify the advantages of an expatriate sales force. - Answers -They have more technical and product-line knowledge. -They are dependable and can influence headquarters. -They add to the prestige of a product line. A disadvantage of relying on an expatriate sales force is the _____. - Answers limited number of highly trained personnel willing to move abroad A disadvantage for virtual expatriates is that they _____. - Answers lack close contact with subordinates and customers Historical patterns of commerce have always followed _____. - Answers immigration paths Identify factors that have contributed to the emergence of virtual expatriates. (Check all that apply.) - Answers -Advancements in communications technologies -Reluctance of executives to move abroad An advantage of recruiting employees to an international sales team as virtual expatriates is that they _____. - Answers do not have to uproot their families The most important advantage of recruiting expatriates in a foreign sales force is that they _____ - Answers can communicate influentially with their headquarters' personnel A disadvantage for virtual expatriates on short-term travel to other countries is _____. - Answers the possibility of crime and violence against them The best cultural bridges between the home country and the foreign country for firms seeking to penetrate a foreign market are _____. - Answers recent immigrants and their children One of the reasons for the increasing preference for hiring locals over expatriates is the locals' _____. - Answers ability to overcome cultural and legal barriers An advantage of employing virtual expatriates in a company is that _____. - Answers extra expenses of an actual move can be avoided Identify the disadvantages of hiring local nationals. (Check all that apply.) - Answers -Their effectiveness is reduced because of their limited English-speaking ability. -Their advice is generally ignored by those at the home office. Companies recruiting a sales force for a foreign country find it hard to recruit local nationals because the country's _____. - Answers large firms have already recruited the smartest personnel There is an increasing preference for _____ in a company's foreign sales team. - Answers local nationals Unlike expatriates, local nationals are better able to ______. - Answers guide their company through unknown distribution systems and referral networks The main disadvantage of recruiting local nationals to an international sales team is that their _____. - Answers advice is often ignored by headquarters personnel A major drawback of a company recruiting local nationals for a sales force for a foreign operation is _____. - Answers the shortage of trained personnel In a(n) ________, salespeople are considered to be at the low end of the social order. Multiple choice question. relationship-oriented culture - Answers relationship-oriented culture True or false: Third-country nationals are a group whose nationality influences where they work and for whom. - Answers False In the media, personal selling is often _____. - Answers depicted negatively as a career The development of third-country national executives indicates that nations ____ - Answers do not exclusively own their citizens' personal skills and motivations True or false: More and more countries feel that talented individuals should pursue opportunity, regardless of their home country. - Answers True A factor that causes a foreign country to limit the number of non-nationals a company brings into the country is the ______. - Answers concern about foreign corporate domination An Armenian national working in Indonesia for a Peruvian company is an example of a ______. - Answers third-country national A majority of countries limit work permits for non-nationals to specific positions when _____. - Answers nationals cannot fill them To ensure that a candidate will operate effectively in a foreign culture, a company's international marketing positions should include _____ along with a description of the position. - Answers country-specific requirements The development of third-country national executives reflects the ______. - Answers internationalization of business If an internationally assigned salesperson is ineffective due to his or her inability to make independent ethical decisions, the salesperson most likely lacks ______. - Answers maturity Why are companies increasingly recruiting third-country nationals? - Answers -Because they speak several languages -Because they are familiar with an industry or foreign country International personnel officially represent their company abroad and are required to be _____. - Answers sensitive to the variations in behavior across countries The choice of expatriates over locals is often complicated by the ______. - Answers host government's feelings about foreign workers Countries often give work permits for a limited period of time considered long enough for the purpose of _____. - Answers training a local for the position Two factors that are considered important requisites for international marketing positions are _____. - Answers breadth of knowledge and a positive outlook What must a company's management do in order to meaningfully select personnel for international marketing positions? - Answers Specifically define the expectations it has of its people A characteristic of international salespeople that enables them to be sensitive to foreign market habits and adapt to foreign company requirements is _____. - Answers flexibility Due to the high level of required independence while working abroad, expatriate and third-country personnel must possess ______. - Answers maturity An important trait for international personnel, not needed in domestic sales positions, is _____. - Answers emotional stability The features that a company's management looks for when recruiting international marketing personnel are _____. - Answers high stamina and enjoyment of travel The primary methods used to evaluate the traits required by international marketing personnel are _____. - Answers interviews and role-playing exercises _____ is necessary for international salespeople because it helps them avoid feeling antagonism toward and confusion in foreign environments. - Answers Cultural empathy