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  3. 1 before taking the below survey ask yourself if you...

Question: 1 before taking the below survey ask yourself if you...

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1) Before taking the below survey ask yourself if you think you are a good listener. Take the below listening skills survey. The higher your score the better of a listener you are with the highest score being 83. Did your score match your perception of your listening skills?

1.

I tend to be patient with the speaker, making sure she or he is finished speaking before I respond in any fashion.

5

2.

When listening I don’t doodle or fiddle with papers and things that might distract me from the speaker.

5

3.

I attempt to understand the speaker’s point of view.

4

4.

I try not to put the speaker on the defensive by arguing or criticizing.

5

5.

When I listen, I focus on the speaker’s feelings.

5

6.

I don’t let a speaker’s annoying mannerisms distract me.

3

7.

While the speaker is talking, I watch carefully for facial expressions and other types of body language.

4

8.

I never talk when the other person is trying to say something.

4

9.

I don’t want people to just give me the facts and allow me to make up my own mind. Their perspective is also important

5

10.

When the speaker is finished, I respond to his or her feelings

4

11.

I don’t evaluate the speaker’s words until she or he is finished talking.

3

12.

I do not formulate my response while the speaker is still talking.

1

13.

I don’t pretend that I’m listening when I’m not.

4

14.

I can focus on message content even if the delivery is poor.

4

15.

I encourage the speaker with frequent nods, smiles, and other forms of body language.

4

16.

I try not to predict what someone is going to say before she or he says it.

4

17.

Even if a speaker makes me angry, I hold my temper.

5

18.

I maintain good eye contact with the speaker.

5

19.

I try to focus on the speaker’s message, not his or her delivery.

5

20.

If I am confused by a statement someone makes, I don’t respond until I have asked for and received adequate clarification.

4

2) Imagine you are the sales manager of a company that sells medical supplies to hospitals nationwide. You have 10 salespeople reporting to you. You are responsible for your department achieving a certain level of sales each year. In general terms, how might you go about taking each step in the control cycle?

3) In the situation described in Question 2, what actions would you need to take if sales fell far below the budgeted level? What, if any, actions would you need to take if sales far exceeded the sales budget? If sales are right on target, does effective controlling require any response from you? (Would your answer differ if the department were on target overall, but some salespeople fell short and others exceeded their target?)

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