Chapter 17: Personal Selling and Sale Management

Question 1

6 Characteristics of a sale person

Answer 1

1. Maturity
2. Emotional Stability
3. Breadth of knowledge
4. Positive outlook
5. Flexibility
6. Cultural Empathy

Question 2

Advantages of using expatriate workers

Answer 2

Very skilled
cary a lot of influence
no training required
Effective communication

Question 3

Disadvantage to using expatriate workers

Answer 3

Very expensive

Language and culture barriers

Question 4

Advantage of using local workers

Answer 4

More knowledgeable about the market

Less cost to maintain

Question 5

Disadvantage of using local workers

Answer 5

Training costs
language and cultural barriers
less influence and availability
head office tends to ignore