Gerald Is Trying to Improve the Selling Skills of His

question 14

Multiple Choice

Gerald is trying to improve the selling skills of his sales force. As a starting point, he will work with how his salespeople:

• A) Manage their time and territory
• B) Respond to incentives
• C) Feel about their jobs
• D) View customer relations
• E) Measure their self-worth

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Definitions:

Johari Window

A model used to understand and improve self-awareness, interpersonal relationships, and communication by categorizing information about a person into four quadrants.

Open Pane

A metaphorical term from the Johari window model referring to the part of ourselves that is known both to us and others.

Hidden Pane

The pane in the Johari Window that contains information and feelings that you are hiding from other people.

Johari Window

A model that helps people better understand their relationship with themselves and others, involving self-disclosure and feedback.