global personal selling and other forms of marketing communicaiton

Question 1

people in countries that have low economic development and often have low incomes and poor literacy favor what type of promotions

Answer 1

samples and disocunts

Question 2

in countries where a product is still in an early stage of the product life cycle, what types of promotoins should be used?

Answer 2

trail including tools such as samples and coupons

Question 3

in countries where a product is in the later stages of the product life cycle, what types of promotions should be used

Answer 3

tools to encourage repeat purchase like bonus packs and in-pack coupons

Question 4

how does culture affect sales promotions?

Answer 4

cultural perception of promotions differ across countries. Some types of promotion may have a negative image in certain cultures

ex: Japanese hate coupons

Question 5

how does the trade structure affect sales promotions?

Answer 5

companies need to decide how to allocate their promotion dollars between those aimed at the end-user or channel member. because of differences in local trade structure, the balance of power between manufactures and distributors is different.

Question 6

the amount of power distributors have may impact the amount of

Answer 6

sales promotion that manufactures should offer distributors

Question 7

how do government regulations affect sales promotion

Answer 7

some forms of sales promotions are prohibited or restricted in some countries

Question 8

expatriate/virtual expatriate

Answer 8

someone who works for his or her company in a foreign country

Question 9

local national

Answer 9

someone who is working for a foreign company in his or her country

Question 10

third-country national

Answer 10

expatriates form one country working for a foreign company in a third country

Question 11

expatriate must

Answer 11

• be more knowledgable about the company’s product line
• can add prestige to the product
• face cultural barriers and legal barriers

-reluctant to take international assignment

Question 12

local nationals must

Answer 12

• Headquarters tend to ignore their advice
• being a salesperson may put one at the bottom of the social ladder
• be more knowledgeable about the country’s culture
• more knowledgable about the distribution system in the country
• may not understand the company culture

Question 13

third- country nationals must

Answer 13

generally be an expert in a particular industry and be a “global executive”

Question 14

local national training

Answer 14

training should focus on the company and its products

Question 15

expatriate training

Answer 15

training should focus on the country’s culture and customs

Question 16

qualities needed for international sales

Answer 16

maturity
emotional stability
breadth of knowledge
positive outlook
flexibility
culture empathy
energetic
enjoy travel

Question 17

how can companies reduce the rate of early returns

Answer 17

give the family training

have someone in the country they can contact

Question 18

successfully repatriate employee to home office

Answer 18

• reassigning expatriates to meaningful position
• create mentor program
• offer a written job guarantee
• keep the expatriate in touch with headquarters
• Prepare the extricate and family once date is set to return

Question 19

what are the differences in language and noverbal behavior that Americans tend to have trouble with

Answer 19

when their foreign counterparts have side conversations in their own language.

Question 20

sequential decision making

Answer 20

tends to divide the large task up into smaller tasks

issues may be settled one issue at a time, with the final agreement being the sum of the sequence

Question 21

holistic decision making

Answer 21

all the issues are discussed at once, in no apparent order, and concessions are made on all issues at the end

Question 22

what are important signs of progress in global decision making (5)

Answer 22

• softening of attitudes and positions on issues
• increased talk among themselves in their own language
• increased bargaining and use of lower level info
• higher-level foreigners being included in on the discussion
• questions beginning to focus on specific areas of the deal

Question 23

what is the most important negotiation skill

Answer 23

listening

Question 24

six items important to meeting prepreation

Answer 24

assessment of the situation and the people
facts to confirm during the negotiation
agenda
best alternative to a negotiated agreement
concession strategies
team assignments

Question 25

4 stages of negotiation

Answer 25

nontask sounding
task-related exchange of info
persuasion
concessions and agreement

Question 26

What should American managers be mindful of in regards to contract signing?

Answer 26

in other countries there may be a formal contract signing ceremony