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?

Question

Quizplus · Accepted Answer

By scheduling face-to-face meetings with sales representatives on a regular basis, Victor would be showing that he values their input and cares about their feelings. This would improve his consideration skills and help him build stronger relationships with his team. Making blanket policies (A), taking a communication skills class (B), and making firm decisions (D) may not directly address the issue of showing consideration for his team. Making SMART goals (E) may be helpful for improving sales results, but may not directly address the issue of Victor's performance as a sales director.

Victor Craig Is Sales Director for a Software Company Selling