Victor Craig Is Sales Director for a Software Company Selling

question 43

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,as well as covering a four-state territory himself.
One Monday the CEO of the company calls Victor into his office and tells him that management is dissatisfied with his performance as sales director,and that they are giving him 90 days to turn his performance around or he will be fired.
-The most practical change management could make that would allow Victor to improve his management and leadership skills and focus on those tasks would be to:

• A)fire the current sales staff and hire new sales representatives who do not have a negative impression of Victor yet
• B)give his sales territory to a sales representative so Victor can focus on managing and leading instead of selling
• C)simplify the software so Victor wouldn't have to worry about training the sales staff on product knowledge
• D)move his staff to a different department so he would have no direct reports

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Definitions:

Crosstabulation

A method used in quantitative research to summarize categorical data by creating a matrix that displays the frequency distribution of variables to identify relationships between them.

Hidden Variables

Variables that are not directly observed but are relevant or influence the outcome of a process or model.

Two Variables

Refers to any analytical or statistical approach that involves two distinct or dependent variables for examination or study.

Scatter Diagram

A graphical representation of data using Cartesian coordinates to display values for two variables for a set of data, helping to show the relationship between them.