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:

Impulsive Decision

A choice made quickly and without much thought, often based on immediate desires or feelings rather than careful consideration.

Subconscious Ego

A component of the psyche that operates below the level of conscious awareness, influencing thoughts, feelings, and behaviors, often derived from Freudian psychological theory.

George Herbert Mead

An American sociologist known for his contributions to the development of symbolic interactionism, emphasizing the importance of communication and the social self in understanding society.

Social Beings

Refers to the inherently social nature of humans, who seek and form relationships and communities as part of their identity and survival.