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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. Home » Questions » Which of the following is an advantage that a sales force consisting Question Which of the following is an advantage that a sales force consisting of local nationals is likely to have over a sales force of
expatriates? AnswerThis answer is hidden. sque dapibus efficitur laoreet. Nam risus ante, dapibus a molestie consequat, ultrices ac magn lestie consequat, ultrices ac magna. Fusce dui lectus, c lestie consequat, ultrices ac magna. Fusce dui lectus, gue ia pulvinar tortor nec facili ec aliquet. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Nam lacinia pulvinar tortor nec facilisis. Pellentesque dapibus efficitur laoreet. Nam risus ante, dapibus a molestie consequat, ultrices ac magna. Fusce dui lectus, congue gue Fusce dui lectus, congue vel laoreet ac, dictum vitae odio. Donec aliq ec aliquet. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Nam lacinia pulvinar tortor nec facilisis. facilisis. Pellentesque dapibus efficitur laoreet. Nam risus ante, dapibus a molestie consequat, ultrices ac magna. Fusce dui lectus, congue v llentesque dapibus efficitur laoreet. Nam risus ante, dapibus a molestie consequat, ultrices ac magna. Fusc gue gue vel laoreet ac, d ipsum dolor sit amet, consectetur adipiscing elit. Nam lacinia pulvinar tortor , ultrices ac magna. Fusce dui lectus, congue vel laoreet ac, dictum vitae odio. Donec aliquet. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Nam ce dui lectus, congue vel laoreet ac, dictum vitae odio. Donec alique gue usce dui lectus nec facilisis. Pellentesque dapibus efficitur laoreet. Nam risus ante, dapibus a molestie consequat, ultrices ac m facilisis. Pellentesque dapibus efficitur laoreet. Nam risus ante, dapibus a molestie consequat, ultrices ac magna. Fusce dui lectus, congue vel laoreet ac, dictum vitae odio. Donec aliquet. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Nam lacinia pulvinar tortor nec facilis 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.
Which of the following is a disadvantage associated with a sales force?Which of the following is a disadvantage associated with a sales force comprising expatriate salespeople? 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 a characteristic of a professional expatriate?Which of the following is a characteristic of a professional expatriate? C. They work abroad in country after country for the greater part of their careers.
Which of the following is the main disadvantage of hiring local nationals in the salesforce?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.
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Which of the following is an advantage of using expatriates in international sales forces?
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