81. (p. 438) _____ is one of the basic subject areas that should be on a checklist of criteria for evaluating middlemen serving a market. 
A. Knowledge of the product
B. Knowledge of geography or terrain
C. Knowledge of local culture and traditions
D. Productivity or volume
E. Reputation in the target market

82. (p. 438) According to the text, the search for prospective middlemen should begin with: 
A. shortlisting the middlemen.
B. studying the target market.
C. evaluating the financial resources available with the manufacturing company.
D. exploring the financial investment required for using own sales force in the target market.
E. understanding the mission and vision of the manufacturing firm.

83. (p. 438) Experienced exporters suggest that the only way to select a middleman is: 
A. to conduct a background check on all the distributors available in the target market.
B. to issue a request-for-proposal (RFP) to all distributors in the target market and evaluate their responses.
C. consult other manufacturers of the similar products and select the distributor recommended by them.
D. consult trade organizations and select the distributor recommended by them.
E. to personally talk to ultimate users of your product to find whom they consider to be the best distributors.

84. (p. 439) Particularly, when cultural distances are great, the company should use which of the following techniques for motivating middlemen? 
A. Communication
B. Financial rewards
C. Psychological rewards
D. Company support
E. Corporate rapport

85. (p. 439) On all levels of distribution, there is a clear correlation between the middleman's _____ and sales volume produced. 
A. reputation in the target market
B. motivation
C. control over the target market
D. closeness to the manufacturer
E. degree of freedom

86. (p. 441) Apex Corporation is a wholesaler for Global Electric Company in the French market. Global Electric discovered that Apex was diverting some of the goods of the Global Electric that Apex purchased to the English market where Apex could make higher profits. Apex was able to sell at cheaper prices in the English market than authorized dealers because Global Electric sold its goods at cheaper prices in France. Which of the forms of business is Apex engaged in with respect to what it is doing with GE products? 
A. Black marketing
B. Parallel importing
C. Backwashing
D. Industrial piracy
E. Smuggling

87. (p. 441) Parallel importing is also known as ____. 
A. secondary wholesaling
B. black marketing
C. backwashing
D. industrial piracy
E. smuggling

88. (p. 441) E-commerce is more developed in _____ than the rest of the world, partly because of the vast number of people who own personal computers and partly because of the much lower cost of access to the Internet than found elsewhere. 
A. China
B. Brazil
C. Switzerland
D. South Africa
E. the United States

89. (p. 441) Technically, e-commerce is a form of ____. 
A. direct selling
B. parallel selling
C. dual selling
D. mass selling
E. targeted selling

90. (p. 448) In ____, red color is associated with socialism. 
A. the United States
B. China
C. Brazil
D. Uruguay
E. Spain

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