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. Victor also covers a four-state territory himself. On Monday the CEO of the company calls Victor into his office and states that management is dissatisfied with Victor's performance as sales director. Victor has 90 days to turn his performance around, or he will be fired.
-Several sales representatives complain that Victor shows a lack of consideration for their ideas and feelings and treats them all like cogs. Which of the following would most likely help Victor improve his consideration skills?
A)Make blanket policies to treat employees equally and consistently.
B)Take a communication skills class to learn how to read nonverbal clues.
C)Schedule face-to-face meetings with sales representatives on a regular basis.
D)Make decisions quickly and firmly to ensure the success of the entire sales team.
E)Make specific goals to improve sales results and increase long-term organizational profits.

Question

Quizplus · Accepted Answer

Scheduling face-to-face meetings with sales representatives on a regular basis would allow Victor to better understand their ideas and concerns, as well as show that he values their input. It would also provide opportunities for feedback and collaboration, allowing for a more considerate and inclusive approach. A blanket policy of treating employees equally may not address the specific concerns raised by the sales representatives, while taking a communication skills class or making quick decisions may not necessarily improve Victor's consideration skills. Setting specific sales goals may be important, but it does not address the issue of how Victor is treating his team members.

Victor Craig Is Sales Director for a Software Company Selling