Check what you remember

Which structure expresses an intention from the past that was interrupted or not completed?

• was going to
• will go to
• is going to

What does 'deal coaching' primarily focus on in a sales environment?

• Reviewing general administrative tasks
• Analyzing specific active opportunities and strategies
• Planning company social events

If a manager acts as a 'sounding board', what are they doing?

• Giving strict orders without listening
• Listening to ideas and providing feedback
• Cancelling meetings at short notice

Choose the correct future-in-the-past sentence for a meeting in Boston:

• Kevin was about to raise a sensitive issue when the phone rang.
• Kevin is about to raise a sensitive issue when the phone rang.
• Kevin will about to raise a sensitive issue when the phone rang.

What is a 'rep-owned agenda'?

• A list of topics prepared entirely by senior executives
• A meeting structure controlled and driven by the sales representative
• A mandatory human resources checklist

Which term describes a sales representative who is detached and lacks motivation in New York?

• A disengaged rep
• A player-coach
• A first-time sales manager