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Victor Craig Is Sales Director for a Software Company Selling

question 54

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.
-Several of the sales representatives complain that Victor shows a lack of consideration by treating them as interchangeable cogs.They give the examples that the representative who is fluent in Spanish was not assigned the territory containing a high percentage of Spanish-speaking clients,and that Victor requires that the sales representative whose clients arrive at work at 8 am Pacific time and leave at 6 pm Pacific time be at work from 8 am to 5:30 pm Eastern time,thereby spending three hours each morning not able to do presentations. What is a way Victor could work on his consideration skills?

Definitions:

McDonaldization

The process by which the principles of fast food restaurants are coming to dominate more sectors of societies worldwide, emphasizing efficiency, predictability, and control.

Dimension

Dimension is a measurable extent of some kind, such as length, width, height, or time, which helps define the scope or magnitude of an object or concept.

Efficiency

The ability to achieve a desired output or outcome with the minimum amount of input, effort, or waste.

Globalization

The process by which businesses or other organizations develop international influence or start operating on an international scale, leading to an increased interconnectedness of the world's economies, cultures, and populations.