Mitch Is a Sales Representative for Caterpillar,the World's Largest Manufacturer

question 113

Multiple Choice

Mitch is a sales representative for Caterpillar,the world's largest manufacturer of heavy equipment.Caterpillar decides to send Mitch to China to help with the sales operation in its newly established unit in Beijing.Mitch undergoes extensive training to understand the way business is conducted in China.During his training,Mitch learns about a practice called _____ according to which people in China expect a salesperson to devote his resources in developing an acquaintance with the customer before they even discuss business.

• A) renquing
• B) kaizen
• C) guanxi
• D) taguchi methods
• E) ishikawa

---

Definitions:

Organizing Trends

Emerging patterns or developments in how individuals or organizations arrange, systematize, and structure work and operations.

Contemporary Organizations

Modern entities or groups that are structured and managed to meet a need or to pursue collective goals in the current era.

Operating Efficiency

A measure of how effectively a company uses its assets to generate revenue, often reflected in the ratio of operating income to total assets.

Full-Employment Economy

An economic condition in which virtually all who are able and willing to work are employed.