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THE SALES COACHING ACADEMY - EXAM 5 kopia

1. Please write your name and surname here:
2. Describe various forms of supporting an employee in development during co-days (minimum 4 ways with definitions).
3. Which of the methods listed in point 1 is the most effective?
4. What does characterize coaching?
reliable assessment
master-student relationship
partner relationship
friendly relationship
5. What would you discuss when establishing coaching contract?
6. What is the responsibility of a coach, and what is the coachee responsible for in the coaching process?
7. What questions are "opening" in coaching, and what questions can "block" the coachee – please give 2 examples for each category.
8. When can we apply coaching?
for a very experienced employee
for a new employee who has just started working for you
when an employee is very good at something
instead of feedback (when we want to say to employee that he does things wrong, but we prefer that he will come to the conclusion by himself)
when an employee has a problem with something
for an employee who has a recovery plan
9. Write 2 questions for O and 2 questions for W from the GROW model
10. Write 2 questions you would like to ask to define a business goal for a sales call.

11. Write 2 questions you would like to ask to discover developmental goals:
12. What is the difference between „sales coaching” and “life coaching”?
13. Please write an example of SBI feedback.
14. What results do we have after coaching and what after feedback session?
15. What would you do to create the atmosphere of trust during a coaching day?
16. What would you do before a coaching day begins?
17. What steps would you secure during a coaching day? Describe the sales coaching process:
18. What is important to complete after a coaching day/ at the end of a coaching day?
19. You see that Michelle – Sales Representative with 6 months experience in the company is losing her motivation at work. She says that when she started working in the company – everything seemed to be easier and now she has realized that the market is less open than she expected. Michelle feels that meetings with doctors – which seemed to her to be exciting at the beginning – now are very challenging.

How do you think: in which SLII category is Michelle and what would you do to support her?
20. Tom has been working for 3 years as a Sales Executive. His company has implemented a new product. Tom is participating in the training led by the marketing team. The subject of the workshop is focused on what argumentation can be used to show clients the benefits of that product. Tom seems to be bored by the presentation. Again and again he shares some concerns about whether everything makes sense.

How do you think: in which SLII category is Tom and what would you do to support him?
21. Daniel has already been working 10 years for the company. Two weeks ago he moved to a different department – he was transferred from the Customer Service Department to the Sales Medical Department. is manager has given him a lot of independence in carrying out his duties and expects he will build the work strategy with clients for the current year.

How do you think: in which SLII category is Daniel and what would you do to support him?
22. Let’s imagine that you are visiting a client together with Kamila (Sales Representative). You see that she starts the meeting with sharing current promotions and marketing initiatives. Then she asks each of the questions she prepared before the visit. You can observe that the client answers impatiently. He has already expressed interest in buying the products twice, but Kamila doesn’t give up and still asks new questions.

How do you think: in which SLII category is Kamila and what would you do to support her?
23. Please write an example of a developmental goal for the coaching day
24. What 11 competencies does an effective coach present?


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