Question : 51) Negotiation requires both customer and the salesperson: A) to : 1353465

51) Negotiation requires both customer and the salesperson:

A) to be persistent in their point of view.

B) to be subjected to arm-twisting.

C) to agree to disagree.

D) come away as winners.

E) come away as losers.

52) A company in which an ethnocentric orientation prevails is likely to utilize primarily ________ in its sales force.

A) host-country nationals

B) third-country nationals

C) expatriates

D) agents of any nationality

E) agents of host country

53) A company with a polycentric orientation is likely to employ host-country nationals in all but which of the following selling situations?

A) selling high-tech products in developed countries

B) selling high-tech products in less-developed countries

C) selling low-tech products in developed countries

D) selling low-tech products in less-developed countries

E) none of the above

54) Which type of sales person is best suited to selling technologically-sophisticated products in developed countries?

A) expatriates

B) third-country nationals

C) host-country nationals

D) agents of any nationality

E) none of the above

55) Which of the following is a disadvantage of using an expatriate sales force?

A) superior product and company knowledge

B) capability to institute the acceptable practices

C) follow policies of the home office

D) enhanced promotion prospects

E) maintaining is very expensive

56) When a company must decide on the composition of its foreign sales force, which alternative is generally the most expensive?

A) expatriates

B) third-country nationals

C) host-country nationals

D) agents of any nationality

E) agents of host country

57) Other international personal selling approaches that fall somewhere between sales agents and full-time employee teams include all of the following except:

A) exclusive license arrangements.

B) contract manufacturing or production.

C) management-only agreements.

D) franchising.

E) joint ventures.

58) After much trial and error in creating sales forces, most companies today attempt to establish a:

A) hybrid sales force composed of expatriates and in-country nationals.

B) sales force composed of a majority of expatriates.

C) hybrid sales force composed of expatriates and third country nationals.

D) sales force composed of third country nationals.

E) sales force consisting of all in-country nationals.

59) Benefits for using sales agents include all of the following except:

A) agents work under contract rather than as full-time employees.

B) agents are less expensive than full-time, in-country national sales representatives.

C) agents possess the same market knowledge as in-country nationals.

D) agents can eventually replace manufacturer’s sales agents.

E) agents possess the same cultural knowledge as in-country nationals.

60) Peppers and Rogers described different steps that are involved in one-to-one marketing. These steps include all of the following except:

A) identify.

B) differentiate.

C) interact.

D) evaluate.

E) customize.