Management Sends Victor to a Workshop About Coaching Employees to Success

question 50

Multiple Choice

Management sends Victor to a workshop about coaching employees to success. At the workshop,Victor learns that the first step in the coaching process is to:

• A)appeal to the salesperson's emotions by sharing personal experiences
• B)allow the salesperson to suggest ideas for improving performance
• C)enable a salesperson to admit that a performance problem exists
• D)create and implement a new presentation style for the salesperson
• E)observe and assess employee performance during actual sales calls

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Definitions:

Id

In Freudian psychology, the component of personality that is responsible for our basic desires and drives.

Superego

In psychoanalytic theory, the part of the psyche that acts as a self-critical conscience, reflecting social standards learned from parents and others.

Ego

The part of the mind that mediates between the conscious and the unconscious and is responsible for reality testing and a sense of personal identity.

Unconscious

The part of the mind that contains thoughts, memories, and desires that are outside of conscious awareness but influence behavior and emotions.