SECTION A – TRUE/FALSE QUESTIONS
Reflecting on a speaker’s message is part of active listening - T F
Attention, need, satisfaction, visualisation, and action are the five steps that make up
Monroe’s Motivated Sequence - T F
A person who is well-liked by his/her peers has legitimate power - T F
Social loafing occurs when the presence of others in a group or team improves the performance of individual members - T F
According to the team effectiveness model, team effectiveness is defined by team output, team capability, and individual learning and growth - T F
The recognition threshold is the point at which a person can detect a change in the environment - T …show more content…
Jack Adams was now looking out a window beside Bill Squire's desk. His palms were moist and his lips dry. He tried to put his thoughts together, but his mind just seemed to race.
SQUIRE: Jack, did...?
ADAMS: Yeah, yeah – I heard you. [Folds his arms] You know, Bill, you’re new to this district, and perhaps there is something you need to realize. I've worked for this company for 15 years and I think if you check the records, I've always been a pretty good sales rep – no, I'd say one of the best. I work hard. I get along great with my customers and…
SQUIRE: Jack, now that you mention it, I had a complaint about you a couple of weeks ago. Kathy Burgess in purchasing at McGabe Company wrote me a letter saying you hadn't been in contact with them for over a month. Andy, who used to have that account, visited them weekly. How can you hope to make the quota if you don't make contact with the customer? ADAMS: Andy had that account when the territory was one third as big and…
SQUIRE: All right, Jack, I realize the territory reassignments have affected reps a little bit...
ADAMS: [excitedly] A little bit…
SQUIRE: [raising his hand] Hold on, hold on – let me finish. As I was saying, the territory reassignments have meant