Victor Craig Is Sales Director for a Software Company Selling

question 40

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.
-One sales representative complains that she never knows where she stands with Victor because he rarely provides feedback. The sales representative also indicates that Victor fails to communicate his expectations to sales team members. Victor most likely needs to work on the leadership dimension of:

• A)mentoring
• B)motivation
• C)organization
• D)structure
• E)consideration

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Definitions:

Equivalent Sales Increase

A metric that assesses additional revenue by comparing the effects of various marketing or operational initiatives as if they were translated directly into sales.

Profit Margin

A financial metric that represents the percentage of revenue that exceeds the cost of goods sold, indicating the profitability of a company.

Logistics

The management of the flow of goods, information, and resources between the point of origin and the point of consumption in order to meet the requirements of customers or corporations.

Supply Chain Performance

An evaluation of how well a supply chain achieves its goals, often measured through metrics like efficiency, speed, cost, and reliability.