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Gregory, a sates rep for Xerox, has just had his annual performance review. In discussing Gregory's opportunities for improvement, his manager suggests that he develop ine at a gleadi aonusi review, Gregory works hard to land a new account, but he loses the business to a tough competitor. If Gregory has succeeded in developing a grown mindset, what we he say to rig to close the customet in whom he has invested so much time?

Select one.

O a "Ididn't get the business, but I learned how to negotiate with a powerful client, and 1 came very, very close. Next time, the business will be mine, no matter who my compentor is

• b. "i must talk about this situation with my manager and explain that my competitor used unethical tactics to close the business, so I'm not really at fault here.
• c "Failure to close the business is going to have a major impact on my compensation this quarter. What can 1 do to make up for that lost income?"
• d"The lost business is really no big deal, as it probably wouldn't have been very profitable for the company anyway."

e. "I did the best I could. Sales may not be the right job for me, because it seems that my best is not good enough."

While most managers and sales trainers agree that it is one of the most important skills for sales professionals, recent research shows that only 22 percent of sales reps use any sort of formal management technique

Select one:

• a. relationship
• b. time
• c. self
• d. lead
• e. account

affects how we manage behavior, navigate social complexities, and make personal decisions that achieve positive results

Select one:

O a. EQ

b. AT

O c. EA

O d. ET

Oe. IQ

Which of the following are ways by which sales students and sales professionals can strengthen their grit?

Select one:

a. work on improving their social awareness

O b. monitor how they approach failure

• c. never take "no" for an answer
• d. dress more professionally to increase self-confidence

O e. improve their time management skills

Question 30

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Evidence suggests that having confidence in oneself is positively associated with higher performance on core job responsibilities, also known as

Select one:

• a. technical
• b. objective
• c. social
• d. subjective
• e. task