Question :
51. (p. 502) Compared to the diplomatic skills required in a transnational management : 1242149
51. (p. 502) Compared to the diplomatic skills required in a transnational management position, what are the major skills people operating in the home country require?
A. Proficiency in at least two languages
B. Attributes of effective salespersons
C. People management and reporting skills
D. Quantitative skills to read market trends
E. Effective strategic planning skills
52. (p. 503) Which of the following traits of the expatriate would ensure the company to have confidence in his/her ability to make ethical decisions and commitments without constant recourse to the home office?
A. Positive outlook
B. Cultural empathy
C. Breadth of knowledge
D. Flexibility
E. Maturity
53. (p. 503) Why do international sales representatives require lots of stamina?
A. Interacting with other-country colleagues is a stressful procedure.
B. Presentations to foreign customers are generally lengthy procedures.
C. Most of them are required to work late nights.
D. It requires lots of stressful travel and immigration procedures.
E. The new market may be physically difficult to access.
54. (p. 503) Cultural empathy means that a person is:
A. subservient to a superior culture.
B. sympathetic and understanding of a culture other than their own.
C. tolerant of inferior cultures.
D. knowledgeable in the major cultural trends, globally.
E. hostile to all cultures except his own.
55. (p. 503) When hiring new personnel, most of the traits necessary for success in international marketing can be assessed by:
A. tests.
B. interviews and role-playing exercises.
C. biographical information.
D. checking references.
E. body language.
56. (p. 504) According to a recent study, Japanese sales representatives tended to be more satisfied with their jobs when:
A. their values were consistent with those of their company.
B. they received high salaries.
C. they were better educated.
D. they had high salaries and were better educated.
E. they did not have to work abroad.
57. (p. 504-505) There is evidence that a manager’s _____ affects personnel decisions when hiring in the international arena.
A. age
B. sex
C. culture
D. income level
E. emotional stability
58. (p. 505) Training for local personnel should require greater emphasis on all of the following EXCEPT:
A. the company.
B. selling methods.
C. technical information.
D. special foreign problems.
E. the company’s products.
59. (p. 505) What explains the fact that continual training may be more important in foreign markets than in domestic ones?
A. Foreign markets are slower to adapt to innovative products
B. Cultural distance could result in dilution of core aspects of the strategy
C. Updating of newer technological innovations in the product
D. Lack of technical knowledge among the foreign salespersons
E. Lack of routine contact with the parent company
60. (p. 505) Which of the following is suggested to make home-office personnel more aware of problems of foreign operations?
A. Cross-cultural training
B. Global selling techniques
C. Newer technical skills
D. Telecommuting and teleconferencing skills
E. Email and presentation skills
