When a Company Must Decide on the Composition of Its

question 25

Multiple Choice

When a company must decide on the composition of its foreign sales force,which alternative is generally the most expensive?

• A)expatriates
• B)third-country nationals
• C)host-country nationals
• D)agents of any nationality
• E)agents of host country

Grasp various sales and advertising strategies, including trade advertising and the use of premiums.

Understand the principles of pricing, discounting, and credit policies to gain competitive advantages.

Recognize the multifaceted knowledge required for sales success beyond product features.

Value the role of technology in enhancing sales performance through better account control and efficiency.

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Definitions:

Prescriptive

Relating to the imposition or application of rules and recommendations for behavior or action.

Brainstorming Method

A creative group problem-solving technique that involves generating a large number of ideas in order to find a solution to a particular issue.

Ranking

The act of arranging or grading individuals, items, or concepts according to their achieved level, performance, or quality.

Delphi Technique

A structured communication method that relies on a panel of experts answering questionnaires in two or more rounds to converge on a consensus solution or decision.