Victor Craig Is Sales Director for a Software Company Selling

question 31

Multiple Choice

Victor Craig is sales director for a software company selling diagnostic software to automotive repair shops all across the country. He has been with the company for 14 months and manages a staff of six sales representatives. Victor also covers a four-state territory himself. On Monday the CEO of the company calls Victor into his office and states that management is dissatisfied with Victor's performance as sales director. Victor has 90 days to turn his performance around, or he will be fired.
-Several sales representatives complain that Victor shows a lack of consideration for their ideas and feelings and treats them all like cogs. Which of the following would most likely help Victor improve his consideration skills?

• A)Make blanket policies to treat employees equally and consistently.
• B)Take a communication skills class to learn how to read nonverbal clues.
• C)Schedule face-to-face meetings with sales representatives on a regular basis.
• D)Make decisions quickly and firmly to ensure the success of the entire sales team.
• E)Make specific goals to improve sales results and increase long-term organizational profits.

Understand the purpose and components of application blanks in the selection process.

Grasp the concept of validity generalization and other validation strategies in employee selection.

Comprehend the methods used for assessing job applicants' personal history.

Recognize the concepts of predictors in the selection process and their role in identifying suitable candidates.

---

Definitions:

Michel Foucault

A French philosopher known for his critical studies of social institutions and his theories on power and knowledge.

Necessary Outcome

Necessary outcome refers to an effect or result that is certain to happen as a consequence of specific actions, conditions, or other outcomes.

Frederic Jameson

An American literary critic and Marxist political theorist known for his analysis of contemporary cultural trends and the concept of postmodernity.

Postmodern Society

A social order characterized by a diverse, decentralized, and often skeptical approach to narratives of progress, truth, and the concept of a unified social theory.