Victor Craig Is Sales Director for a Software Company Selling

question 4

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.
-Management sends Victor to a workshop about coaching employees to success.Victor learns new information in this workshop.He had thought he was helping employees increase their skills,but in this workshop he discovers that in order to help an employee increase their skills:

• A)he must be able to appeal to the employee's emotional side
• B)he must be able to execute those skills perfectly himself
• C)the employee must have direct financial motivation for changing
• D)the employee must have the same communications style Victor has
• E)the employee needs to acknowledge that they need help and commit to improving their skills

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Definitions:

Implicit Personality Theory

The assumptions or biases that people naturally make about the characteristics and traits of others based on limited observations.

Primacy

The principle that items or information presented first in a list or sequence are more likely to be remembered or given importance.

Recency Effect

The tendency for a perceiver to rely on recent cues or last impressions.

Performance Evaluation

The process of assessing an employee's job performance against predefined criteria to provide feedback, guide further development, and make decisions about promotions or rewards.