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:

Subcutaneous Tissue

The layer of tissue found directly under the skin, primarily consisting of fat and connective tissues that cushion and insulate the body.

Internal Jugular

A vein located at the side of the neck that collects blood from the brain, the outside of the face, and the neck, returning it to the heart.

Superior Vena Cava

A large vein carrying deoxygenated blood from the upper half of the body to the heart's right atrium.

Subclavian Vein

A large vein located under the collarbone that helps return blood from the arm to the heart.