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journal article The Sales Force's Role in International Marketing Research and Marketing Information SystemsThe Journal of Personal Selling and Sales Management Vol. 11, No. 1 (Winter, 1991) , pp. 69-79 (11 pages) Published By: Taylor & Francis, Ltd. https://www.jstor.org/stable/40471848 Read and download Log in through your school or library Purchase article $51.00 - Download now and later Abstract Many companies resist global markets because of seemingly insurmountable problems with these markets. Salespeople are often used successfully to gather market information. There is a wealth of market data that can be collected by a company's international sales force and distributors' sales force which can prove to be valuable in surmounting cultural and marketing barriers associated with global markets. The current paper discusses how and with what success U. S. multinational companies are using their international sales forces in gathering international marketing research data. Journal Information As the only scholarly research-based journal in its field, JPSSM seeks to advance both the theory and practice of personal selling and sales management. It provides a forum for the exchange of the latest ideas and findings among educators, researchers, sales executives, trainers, and students. For more than 30 years JPSSM has offered its readers high-quality research and innovative conceptual work that spans an impressive array of topics-motivation, performance, evaluation, team selling, national account management, and more. In addition to feature articles by leaders in the field, the journal offers a widely used selling and sales management abstracts section, drawn from other top marketing journals. Emerging topics are addressed through periodic special issues devoted to such cutting-edge issues as CRM and sales force ethics. Publisher Information Building on two centuries' experience, Taylor & Francis has grown rapidlyover the last two decades to become a leading international academic publisher.The Group publishes over 800 journals and over 1,800 new books each year, coveringa wide variety of subject areas and incorporating the journal imprints of Routledge,Carfax, Spon Press, Psychology Press, Martin Dunitz, and Taylor & Francis.Taylor & Francis is fully committed to the publication and dissemination of scholarly information of the highest quality, and today this remains the primary goal. Rights & Usage This item is part of a JSTOR Collection.
The concept of virtual expatriates is new and offers logistical flexibility that a traditional expatriate assignment does not provide. Perhaps the most significant benefit of the virtual expatriate assignment is that the partner and/or children of the expatriate are not uprooted from their jobs and schools Which of the following is one of the advantages of a sales force consisting of expatriate?For a company, the chief advantage of an expatriate sales force is the low cost involved in the process. Since expatriates are not locals, they often have a negative effect on the prestige of the company and its product line in the eyes of foreign customers. What is an expatriate sales force?An expatriate sales force adds to the prestige of the product line in the eyes of foreign customers. Moreover, expatriates usually are able to effectively communicate with and influence headquarters’ personnel. What is a disadvantage associated with a sales force consisting of expatriate?The chief disadvantages of an expatriate sales force are the high cost, cultural and legal barriers, and the limited number of high-caliber personnel willing to live abroad for extended periods. What is an advantage of being a virtual expatriate quizlet?Virtual expatriates find it easy to maintain close contact with subordinates and customers due to advances in communication technology. Local salespeople are better able to lead a company through the maze of unfamiliar distribution systems and referral networks of a foreign land. What is the advantage of expatriate?There are many reasons why people move abroad to live the expatriate lifestyle. There are many benefits to becoming an expat and living an overseas lifestyle u2013 such as cultural enrichment, career development, tax savings and the overall experience What are the advantages and disadvantages of using an expatriate sales force?Moreover, expatriates usually are able to effectively communicate with and influence headquarters’ personnel. The chief disadvantages of an expatriate sales force are the high cost, cultural and legal barriers, and the limited number of high-caliber personnel willing to live abroad for extended periods What is an advantage of hiring local nationals in the sales force?The reason for this is most likely that local nationals: transcend both cultural and legal barriers. Which of the following is an advantage of hiring local nationals in the sales force? They are more knowledgeable about a country’s business structure and systems What is an advantage that a sales force consisting?What is an advantage that a sales force consisting of local nationals has over a sales force of expatriates? They will be better able to lead a company through referral networks. In which of the following scenarios is an expatriate sales force the best choice for a company?Moreover, expatriates usually are able to effectively communicate with and influence headquarters’ personnel. The chief disadvantages of an expatriate sales force are the high cost, cultural and legal barriers, and the limited number of high-caliber personnel willing to live abroad for extended periods Which of the following is an advantage of an outside sales force?When selling requires an extensive background of information, an expatriate sales force is the best choice. When selling requires an extensive background of information, an expatriate sales force is the best choice. Which of the following is an advantage of using an expatriate sales force?For a company, the chief advantage of an expatriate sales force is the low cost involved in the process. Since expatriates are not locals, they often have a negative effect on the prestige of the company and its product line in the eyes of foreign customers. What is the definition of an expatriate quizlet?Expatriates are. employees who work outside their home country Under which circumstances should expatriate salespeople be utilized?When selling requires an extensive background of information, an expatriate sales force is the best choice. When selling requires an extensive background of information, an expatriate sales force is the best choice. Which of the following is one of the advantages of a sales force consisting of expatriate sales representatives?For a company, the chief advantage of an expatriate sales force is the low cost involved in the process. Since expatriates are not locals, they often have a negative effect on the prestige of the company and its product line in the eyes of foreign customers. Which of the following is the main disadvantage of hiring local nationals in the sales force?An expatriate sales force adds to the prestige of the product line in the eyes of foreign customers. Moreover, expatriates usually are able to effectively communicate with and influence headquarters’ personnel. What is an advantage that a sales force consisting of local nationals?The main disadvantage of hiring local nationals for an international sales force is the tendency of headquarters personnel to ignore their advice. In relationship-oriented cultures, sales representatives tend to be on the bottom rung of the social ladder. What is an advantage of teams managed by virtual expatriates?The concept of virtual expatriates is new and offers logistical flexibility that a traditional expatriate assignment does not provide. Perhaps the most significant benefit of the virtual expatriate assignment is that the partner and/or children of the expatriate are not uprooted from their jobs and schools Which of the following best defines a virtual expatriate?What is an advantage of teams managed by virtual expatriates? Companies benefit from diversity-driven creativity. Why might an international sales force in Germany make greater use of expatriates? It is an information-oriented culture. Which of the following is true of virtual expatriates?professional expatriate. Which of the following best defines virtual expatriates? They manage operations in foreign countries but do not move there What are the advantages and disadvantages of hiring expatriate?Pros of Hiring Expats for your International Business
12 Oct 2015 What are advantages of recruiting expatriate staff?These expats not only contribute themselves but also train others to grow this talent pool for the future.
3 Dec 2018 What are the advantages and disadvantages of using an expatriate Salesforce?Usually are able to effectively communicate with and influence headquarters personnel. Disadvantages of an expatriate sales force are the high cost, cultural and legal barriers, and the limited number of high caliber personnel willing to live abroad for extended periods What are the common reasons of expatriation?When planning any international relocation, keep the following common causes of expatriate failure in mind.
29 Jan 2020 What are the advantages and disadvantages of using expatriates?Pros of Hiring Expats for your International Business
12 Oct 2015 What are the advantages and disadvantages of using an expatriate sales force?Usually are able to effectively communicate with and influence headquarters personnel. Disadvantages of an expatriate sales force are the high cost, cultural and legal barriers, and the limited number of high caliber personnel willing to live abroad for extended periods.
What is an advantage of a sales force consisting of expatriate sales representatives?For a company, the chief advantage of an expatriate sales force is the low cost involved in the process. Since expatriates are not locals, they often have a negative effect on the prestige of the company and its product line in the eyes of foreign customers.
What is an advantage of being a virtual expatriate?The concept of virtual expatriates is new and offers logistical flexibility that a traditional expatriate assignment does not provide. Perhaps the most significant benefit of the virtual expatriate assignment is that the partner and/or children of the expatriate are not uprooted from their jobs and schools.
What is an advantage that a sales force consisting of local?What is an advantage that a sales force consisting of local nationals has over a sales force of expatriates? They will be better able to lead a company through referral networks.
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What is a disadvantage associated with a sales force consisting of expatriate salespeople?
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