QUESTION 1 Larry has flown to Korea to sell auto parts to Hyundai. He is speaking to their Chief Acquisitions Officer and his staff. He begins to wonder who is in charge as the Chief never makes a decision he just asks his staff questions constantly. This may be because of: O a. none of the above O b. Larry's poor mastery of the Korean language O c. the collectivist nature of Korean culture O d. all of the above O e. the individualist nature of Korean cultureQUESTION 2 Bruce Biedenharn is a salesperson for Varn Chemicals who works with dealers who then sell Varn's chemicals to end uses. He calls on the dealers, trains their salespeople in the proper use of the chemicals and sometimes goes along on sales calls when his dealer's sales staff calls on end uses. Bruce is a: 6) a. internal salesperson C) b. frontline salesperson C) c. missionary salesperson O d.CFO C) e. sales manager QUESTION 3 Babcock and Wilcox, a maker of industrial and marine boilers, has the most basic, simple, and economical form of interfirm organization in which salespeople have a simple, unambiguous area of responsibility. This is a: O a. customer based sales force C) b. none of the above 0 c. geographically based sales force C) d. all of the above e. product based sales force QUEST|0N4 Johnson Controls has a number of persons who work on a telephone all day taking orders and calling customers; this is alan: C) a. EDI based sales force C) b. inside sales force (9 C. geographical sales force C) d. strategic market sales force C) e. distributor sales force QUESTION 5 Mike Ford wants to sell Varn Chemicals to a print shop whom he has never called upon before. A reasonable objective for his first sales call with them might be: (9) a.just say hello to the reception staff C) b. become their sole supplier of chemicals C) c. get the business card ofthe person who buys chemicals forthem and quickly leave C) d. sell a two month's supply of chemicals C) e. convince them that his chemicals are a viable alternative to what they are using