If You Were an Upper-Level Marketing Executive of a Large

question 123

Multiple Choice

If you were an upper-level marketing executive of a large seller of trucks, which of the following strategies would be most appropriate in reaching buying center targets?

• A) Concentrate on key buying influencers.
• B) Use multilevel in-depth selling.
• C) Use trade-based promotions.
• D) Concentrate sales efforts on the support staff.
• E) Move all operations to the Internet.

---

Definitions:

Foreign Operations

Business activities and functions conducted outside of the company's home country, often involving different cultural and regulatory environments.

High-context Japan

A reference to the Japanese culture being high-context, where communication is heavily reliant on implicit understanding and non-verbal cues, compared to direct verbal communication.

Exchanging Business Cards

A formal introduction and networking practice where individuals exchange cards containing business and contact information during professional meetings or events.

Ethnocentric Orientation

A viewpoint that evaluates other cultures according to the standards and customs of one's own culture, often leading to cultural bias and misunderstanding.