Chapter 17 : Personal Selling and Sales Management

Chapter 17 : Personal Selling and Sales Management

University

101 Qs

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Chapter 17 : Personal Selling and Sales Management

Chapter 17 : Personal Selling and Sales Management

Assessment

Quiz

Business

University

Practice Problem

Hard

Created by

Thanh Pham

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101 questions

Show all answers

1.

MULTIPLE CHOICE QUESTION

1 min • 1 pt

The first step in managing a sales force is making a decision regarding its design.

TRUE

FALSE

2.

MULTIPLE CHOICE QUESTION

1 min • 1 pt

For selling in relationship-oriented countries, a sales force consisting of American expatriates proves to be most efficient.

TRUE

FALSE

3.

MULTIPLE CHOICE QUESTION

1 min • 1 pt

Only a limited number of American high-caliber sales personnel are willing to live abroad for extended periods of time as expatriates.

TRUE

FALSE

4.

MULTIPLE CHOICE QUESTION

1 min • 1 pt

A chief disadvantage of an expatriate sales force is the high cost for a company.

TRUE

FALSE

5.

MULTIPLE CHOICE QUESTION

1 min • 1 pt

With advances in communications technologies, virtual expatriates find it easy to maintain close contact with subordinates and customers.

TRUE

FALSE

6.

MULTIPLE CHOICE QUESTION

1 min • 1 pt

Since expatriates are not locals, they often have a negative effect on the prestige of the company and its product line in the eyes of foreign customers.

TRUE

FALSE

7.

MULTIPLE CHOICE QUESTION

1 min • 1 pt

Local salespeople are better able to lead a company through the maze of unfamiliar distribution systems and referral networks of a foreign country.

TRUE

FALSE

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