Fulfill the Requirements after reading the chapters and readings given below:

(Chapter Global Sales Strategy and Global Pricing Strategy and 5 readings Expact retirees reveal how life has turned out, TATA NANO: The story behind Tata Nano, TATA NANO: The big wonder, World’s Best Places to be an expat, TATA NANO: tough time for the Tata)

Part 1- Include a brief summary and a list of concepts in the textbook that are related to the case being analyzed

Part2. 1.In which of the following scenarios is an expatriate sales force the best choice for a company?

A. When the product is customized

B. When the product is mass-marketed

C. When the product caters to a niche market

D. When the product is highly technical

E. When the product is global in nature

2. Which of the following is one of the advantages of using an expatriate salesperson?

A. Greater technical training

B. Increases the diversity mix of the organizational profile

C. Usually more experienced than local nationals

D. Other-country teams are more accepting of an expatriate manager

E. Lesser risk of employee-poaching in a foreign market

3. Which of the following is the main disadvantage of hiring local nationals?

A. Headquarters personnel ignore their advice.

B. Most local nationals turn out to be costlier in the long run.

C. Poaching by competition turns out to be a huge challenge.

D. Cultural differences lead to communication issues.

E. National interests conflict with the corporate strategy.

4. Which of the following is true of sales compensation practices across the globe?

A. Most Asian MNCs have adopted the U.S. system with its emphasis on commissions based on individual performance.

B. Government intervention in pay determination aimed at leveling pay scales, is gaining popularity in European countries.

C. A majority (nearly 75 percent) of multinational companies describe their sales compensation plans as global in nature.

D. The International Labor Organization is playing a key role in determining compensation practices worldwide.

E. Most companies establish sales compensation practices locally.

5. All of the following are advantages that an expatriate salesperson has in representing his or her company in a foreign market; however, one of these advantages stands out above the others. Which one is it?

A. Greater technical training

B. Better knowledge of the company and its product line

C. Proven dependability

D. Adds prestige to the product line, in the eye of the buyer

E. The ability to communicate with and influence head quarter’s personnel

6. The growing use of third-country nationals is, in part, a(n):

A. Response to the increased availability of third-country nationals.

B. Symbol of the death of nationalism.

C. Acknowledgment that personal skills and motivation are international values.

D. alternative to using domestic product controls.

E. An attempt to stimulate world peace through international marketing.

7. Compared to the diplomatic skills required in a transnational management position, what are the major skills people operating in the home country require?

A. Proficiency in at least two languages

B. Attributes of effective salespersons

C. People management and reporting skills

D. Quantitative skills to read market trends

E. Effective strategic planning skills

8. Unlike the Japanese, Americans sales managers do not have to worry about the problem of how to motivate poor performers. Why?

A. The group incentive system balances pay differences and thus is motivating enough.

B. Companies are more focused on long-term loyalty and are willing to compromise on performance initially.

C. They are automatically shifted to areas where their performance levels could meet expectations.

D. The system of peer-mentoring takes care of progress of low performers.

E. The team usually does not have any low performers as they quit or are fired.

9. The single most compelling reason that most expatriates return home early from their tour of duty abroad is:

A. Motivation.

B. Salary.

C. Health.

D. Fear of the foreign environment.

E. Family discord.

10. A firm without much export experience uses the rigid cost-based pricing method. Which of the following considerations is the exporter ignoring?

A) Is the price competitive in view of local market conditions?

B) Does the price reflect the product's quality?

C) Will authorities in export markets view the price as reasonable or exploitative?

D) Does the price take antidumping laws into consideration?

E) all of the above

11. Which of the following would not be used by an exporter with a weak home-country currency?

A) Expand product line and add more costly features.

B) Speed repatriation of foreign-earned income.

C) Buy advertising, insurance, and other services in home-country market.

D) Shift sourcing outside home-country market.

E) Exploit marketing opportunities in all markets.

12. The unauthorized distribution of trademarked goods to exploit price differentials in world markets is known as:

A) Market skimming.

B) Black marketing.

C) Gray marketing.

D) Dumping.

E) Licensing.

13. When Tag Heuer, a marketer of luxury watches, takes out newspaper ads urging consumers to purchase Tag Heuer products from authorized dealers only, the company is most likely attempting to combat the ________ problem.

A) Countertrade

B) Market holding

C) Price escalation

D) Gray market

E) Market skimming

14. Joseph Quinlan, chief marketing strategist at Bank of America, estimated that about 25% of U.S. merchandise exports represent shipments by American companies to their foreign affiliates and subsidiaries. This situation underscores the importance of ________ in global marketing.

A) Dumping

B) Gray marketing

C) Transfer pricing

D) Price skimming

E) Price fixing

15. Which of the following is true about proper use of the term "countertrade"?

A) The term "countertrade" is interchangeable with "offsets."

B) The term "countertrade" is interchangeable with "barter."

C) The term "countertrade" is interchangeable with "counter purchase."

D) "Countertrade" is a blanket term that refers to several different types of business transactions.

E) The term "countertrade" is interchangeable with "dumping."

FIVE ESSAYS

16. What did you learn from Assignment #9---Readings 1& 2 –on Expats?

17. Go to Slide # 2 (Global Pricing Strategy -Chapter 18 ppt on Blackboard). It provides the price of one single product around the world. (a) Identify the Product covered by that slide from range of prices provided across specific countries at a specific time period in the past. (b) Identify countries with 2 lowest prices and 2 highest prices (c) For each of those countries named in part (b), offer an explanation for price being low or high

18. Go to Slide # 3 (Global Pricing Strategy-Chapter 18 ppt on Blackboard). (a) Identify 3 different cars for which you notice significant price variations across countries (b) Do you think those variations are justified? Explain your answers for each one separately (c) Also, comment Slide # 7 which presents price levels for Harley.

19. Go to Slides # 4 and 5 (Global Pricing Strategy -Chapter 18 ppt on Blackboard). (a) What are your conclusions from Slide # 4 regarding global price levels across products/countries (b) What can you conclude from Slide # 5 regarding (i) consumption levels of antidepressant brands across countries in question and (ii) regarding price variations?

20. Quickly review the Assignment #9 Readings 3-4-5 posted on Blackboard on Tata Nano (envisioned by Ratan Tata as a car for the “lower income segments” in Asia). (a) How did Ratan Tata get the idea? (b) What was the price target that he had in mind so as to reach the “lower income” groups? (c) What were the different challenges that he had to overcome in making Nano a reality? (d) Do you think Nano has a future outside Asia? Where and Why (or why not)? (Remember – you tube has many short videos on Tata Nano-while it may be helpful to take a look but not necessary)

Part 3-Write a reflection and must include a summary paragraph with recommendations

Part 4- Also contain a list of "take aways" from the case material

Answer rating: 100% (QA)

Part 1 Global sales management is described as the business discipline that is aimed at the international practical application of methods of sales and the management of companies sales operations It ... View the full answer