Coaching Focuses on Helping the Salesperson Recognize the Need to Improve

question 18

Multiple Choice

Coaching focuses on helping the salesperson recognize the need to improve his or her performance and:

• A)improving that performance through specially-sequenced exercises
• B)tracking performance improvements carefully
• C)encouraging salespeople to focus better on primary tasks
• D)creating space for salespeople to develop professionally
• E)developing the salesperson's commitment to improve performance

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Definitions:

Past Practice

is an established custom or way of doing things that, over time, has been accepted and expected by both employers and employees within an organization.

Arbitrators

Neutral third parties who resolve disputes between individuals or organizations, making decisions that can be binding or non-binding.

Intent of the Parties

The actual aim or purpose that parties to an agreement had at the time they entered into it, usually determined from the language of the contract and circumstances.

Weingarten Rights

Rights of unionized employees to have a union representative present during investigatory interviews that could lead to disciplinary action.