Management Sends Victor to a Workshop About Coaching Employees to Success

Multiple Choice

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