A Sales Rep Is in a Foreign Country and Has

question 50

Multiple Choice

A sales rep is in a foreign country and has spent several days with a buyer for a large chain of convenience stores there.At the end of the week,the sales rep feels confident that the buyer is ready to purchase,so he asks for the close.The buyer responds that he will be happy to place a large order for the chain as soon as the sales rep gives him an appropriately-sized gift.What should the sales rep do?

• A)The sales rep should give the buyer the gift.
• B)The sales rep should tell the buyer that Americans are not allowed to give gifts in exchange for business.
• C)The sales rep should convince the buyer that he will give him the gift after the papers are signed,and then refuse to give a gift after the order has been paid.
• D)The sales rep should consult with his sales manager to determine if gift-giving is ethical and acceptable practice within the confines of an international business situation.
• E)The sales rep should give the buyer the gift but make this contingent on a longer-term relationships involving repeat orders.

Recognize sociometry as an early form of social network analysis.

Identify observational measurement methods in group research.

Understand the variables in experimental studies related to group dynamics.

Recognize the influence of the Hawthorne effect and covert observational methods.

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Definitions:

Coordination

involves the organization of different elements or activities to enable them to work together effectively toward a common goal.

Balance

A state of equilibrium or equipoise; physically, it refers to the ability to maintain bodily stability, and metaphorically, it can refer to a state of emotional or cognitive stability.

Forebrain

The anterior part of the brain, including the cerebral hemispheres, the thalamus, and the hypothalamus, involved in complex behavioral and cognitive processes.

Motivations

The reasons or drivers behind one's actions or desires.