Aaron Leads a Sales Team

question 5

Multiple Choice

Aaron leads a sales team. Ralph is the only team member who has not yet reached his quarterly sales quota. How can Aaron best help Ralph in this situation?

• A) by saying nothing until after the month is over and then taking appropriate action to deal with Ralph
• B) by telling Ralph that he may want to rethink being in sales if meeting a simple quarterly goal is this hard
• C) by calling some trusted clients and asking them to buy from Ralph but not mention his phone call to them
• D) by reminding Ralph to keep working on his goal because it will get harder to reach if he wastes time worrying about it
• E) by informing Ralph that he is currently the worst salesperson on the team and that his sales ability seems to be really slipping

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Definitions:

Self-Fulfillment Needs

The highest level in Maslow's hierarchy of needs, focusing on personal growth, achieving one's potential, and self-actualization.

Financial Incentives

Monetary rewards offered to influence behavior or outcomes, often used to motivate employees or align their efforts with organizational goals.

High Achievers

Individuals who consistently reach or exceed set goals due to their drive, skills, and determination.

McClelland's Learned Needs

A theory that suggests that needs for achievement, power, and affiliation are acquired over time and influence motivation and behavior in the workplace.