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.
-The CEO suggests that Victor attend a training program for sales managers. If the program is like most others,which of the following topics will most likely be covered?
A)motivating salespeople
B)forecasting short-term sales
C)managing sales territories
D)handling office politics
E)calculating ROI

Question

Quizplus · Accepted Answer

The CEO has specifically mentioned that management is dissatisfied with Victor's performance as a sales director. Therefore, it's most likely that the training program will cover ways to motivate the sales representatives reporting to Victor. While other topics like forecasting, managing territories, and calculating ROI are important for sales managers, they may not be as critical in this particular situation. Office politics may also be relevant but it's not the most likely topic to be covered given the CEO's feedback.

Victor Craig Is Sales Director for a Software Company Selling