Although Eric Is a Highly Successful Sales Representative for Underwood

question 103

Multiple Choice

Although Eric is a highly successful sales representative for Underwood Chemicals, lately he has been experiencing some performance issues. He "choked" in an important meeting, and as a result failed to close a big contract for the firm, and since then he has suffered a crisis of confidence. Now Ross, his immediate supervisor and an experienced salesman for the company, is working directly with Eric to help him get to his full potential. This is an example of

• A)coaching.
• B)reflection.
• C)heuristics.
• D)pedagogy.
• E)filtering.

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Definitions:

Instrumental Traits

Character traits focused on achieving goals, such as self-reliance, independence, and assertiveness, often considered masculine.

Neuroticism

A personality trait characterized by tendencies towards anxiety, moodiness, worry, envy, and jealousy.

Conscientiousness

A personality trait characterized by being thorough, careful, or vigilant; encompassing traits like organized, hardworking, and dependable.

Agreeableness

A personality trait characterized by compassion, cooperativeness, and a desire to maintain harmonious relationships.