Question

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.
Management sends Victor to a workshop about coaching employees to success. At the workshop, Victor learns that the first step in the coaching process is to:
A) appeal to the salesperson's emotions by sharing personal experiences
B) allow the salesperson to suggest ideas for improving performance
C) enable a salesperson to admit that a performance problem exists
D) create and implement a new presentation style for the salesperson
E) observe and assess employee performance during actual sales calls

Answer

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