Victor Craig Is Sales Director for a Software Company Selling

question 55

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.
-Since Victor spends part of his time on the road meeting with customers,which of the following would most likely help Victor manage his sales staff?

• A)active listening principles
• B)videoconferencing tools
• C)territory management skills
• D)stress relief activities
• E)blogging capabilities

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Definitions:

Unconditional Statement

A statement that is absolute and does not depend on any conditions or variables for its validity.

Stimulus

Any event or situation that evokes a response from an organism.

Discriminated Variable

A specific feature or cue in the environment that signals the availability of reinforcement or punishment, guiding behavior accordingly.

Consequence

The outcome or result of an action, often considered in terms of its effects or impacts.